On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are: How much time you …

On Accelerate! Now: Episode 156 with Jim Cathcart. What’s Holding You Back from Sales Success?

Jim Cathcart is a leading sales expert, world-class keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world. In this episode, Jim and I talk about sales success and how the top sales reps motivate themselves to …

On Accelerate! Now: Episode 154 with Pouyan Salehi. Using Sales Automation to Accelerate Outbound Sales Rep Productivity.

Pouyan Salehi is the co-founder and CEO of PersistIQ, a complete outbound platform engineered from the ground up for sales. In this episode, I chat with Pouyan about how sales teams should use sales enablement tools, like PersistIQ,  to increase both their effectiveness and their efficiency. Among the many topics we discuss are: Is there a danger from too much automation in sales? How sales automation …

On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process.

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how preparation is the key to developing and presenting the perfect sales pitch and getting a sale. Included among the questions we discuss are: Why is it important to ask the right questions before your sales pitch? Who should you focus more of your efforts on in …

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 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change.  Among the many topics we discuss in this information-packed episode are: Why selling to “pain points” is the wrong …

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 …