On Accelerate! Now: Episode 147 with Bob Perkins. The Future (and Present) of Inside Sales.

Bob Perkins is the founder and Chairman of the rapidly growing American Association of Inside Sales Professionals (AA-ISP). (If you’re in sales and you’re not a member, you should join.) He has more than 20 years of leadership experience focused on building, improving, and leading inside sales teams. In this episode, Bob and I talk about the future development of inside sales …

On Accelerate! Now: Episode 125 with Bridget Gleason. Is Marketing and Sales Alignment Really That Important? (hint: yes, it is)

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I have a conversation about marketing and sales alignment. We perform a deep dive into strategies to get these two teams to work more efficiently together to turn prospects into orders! Included among the topics we discuss are: How to fix communication gaps between marketing …

On Accelerate! Now: Episode 119 with Sue Barrett. Hunter vs Farmer: Do the Old Labels Still Apply in Sales Today?

Sue Barrett is the CEO of Barrett Consulting Group based in Australia. She is a sales philosopher, activist, strategist, speaker, trainer, coach and adviser. In this episode, Sue and I have an interesting conversation about a wide-range of sales topics including: Hunter vs Farmer? Are the old labels still relevant? Why are Managers, CEOs, and Entrepreneurs stuck on these broad, easy categories for sales reps? …

On Accelerate! Now: Episode 104 with Charles H Green. The 4 Essential Principles of Building Trust with Customers.

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about: Why trust is not the same as trustworthiness. And what that means for you. Why you can’t fully build trust with a prospect …

On Accelerate! Now: Episode 97 with Colleen Stanley. Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough

In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are: What emotional intelligence is and how it directly relates to sales success The Knowing …

On Accelerate! Now: Episode 71 with Lori Richardson. If You Want To Accelerate Your Sales, Hire More Women Sales Reps

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a …

On Accelerate! Now: Episode 63 with Mike Weinberg. If You Fail to Plan, Then You Are Planning to Fail. Essential Sales Planning Strategies for 2016 from MIke Weinberg.

That saying about failing to plan is from Ben Franklin. And, while Mike Weinberg, author of two best-selling sales books (New Sales. Simplified and Sales Management. Simplified) may or may not be Ben Franklin, he is one of the smartest people I know in sales. And, in our conversation, Mike describes the two essential planning steps that every sales manager …