On Accelerate! Now: Episode 112 with Steve Richard. The Importance of Using Sales Call Recordings to Train and Coach Sales Reps

Steve Richard is the co-founder of Vorsight and VorsightBP and a serial sales entrepreneur. Steve is also the co-founder and Chief Revenue Officer for Exec Vision, which focuses on conversational insights to transform the way executives and sales reps understand their business. In this episode, Steve discusses how to use state-of-the art sales call recording techniques to transform your sales reps’ performance. …

On Accelerate! Now: Episode 106 with Duncan Lennox. How sales training protocols are changing.

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are: How sales reps should be educated to focus on the outcomes we are trying to achieve. Why focusing on sales training is not an effective …

On Accelerate! Now: Episode 96 with Fred Diamond. How to Survive (and Thrive in!) the Evolution of the Sales Profession

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are: The three primary challenges facing sales professionals today Why it’s actually becoming easier to get in touch with decision makers The growing academic …

On Accelerate! Now: Episode 95 Front Line Friday with Bridget Gleason. Is It Possible To Over-Train and Over-Manage Your Sales Team?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity. And, whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are: Should you have a standard sales process that all …

On Accelerate! Now: Episode 84 with Butch Bellah. What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales.

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen …

On Accelerate! Now: Episode 67 with Mark Roberge. The Sales Acceleration Formula. Part One.

In this first part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales. Mark shares the process that …

On Accelerate! Now: Episode 64 with Tom Hopkins. You Are Your Greatest Sales Asset. Invest Your Time, Effort and Money into Training and Developing You!

Tom Hopkins is the author of one of the most influential and all-time best-selling sales books How To Master The Art Of Selling. He has trained hundreds of thousands of sales people around the world. In this episode, Tom shares his secrets for turning yourself into a world-class sales performer. He shares why you need to have a purpose in …

On Accelerate! Now: Episode 45 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We discuss the steps salespeople must take to adapt to these changes and achieve consistent sales success in the …