Here’s what’s on tap this week on Accelerate! – the podcast with growth strategies for your business – four great experts providing valuable insights into important topics including how to sell at full price, how to use sales enablement to drive effective sales conversations, how to integrate social selling into your sales process and how to measure the impact of luck on your sales productivity.
If you’re serious about wanting to accelerate the growth of your business, then put a reminder in your smartphone to visit andypaul.com this week to listen to these episodes.
On Tuesday, 11/3: Episode 27 with Mark Hunter. High-Profit Selling: Why You Can Never Un-Discount A Discount
Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way). He also addresses the critical importance of sales reps making a personal commitment to continuous learning and demonstrates how this directly ties to your ability to sell value at full-price and maintain relevance to your buyers. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this episode with The Sales Hunter.
On Wednesday, 11/4: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers
Too often there’s an absence of value in the typical sales conversation. In our conversation, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how sales enablement tools can facilitate this process to increase prospect engagement and bridge the sales productivity gap. He also describes the challenges of building a high-velocity sales team in an extremely competitive market and choosing the right sales model to deliver maximum value to customers. This episode is packed with great insights for entrepreneurs, CEOs and sales leaders. Don’t miss it.
On Thursday, 11/5: Episode 29 with Barb Giamanco. The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process
Barb Giamanco, President of Social Centered Selling, is one of the leading industry experts on social selling. A pioneer in integrating social media into selling, Barb kicks off this information-packed episode by clearly spelling out for you both the value, and the limitations, of social selling. She describes the power of social selling and how you should use it to make connections, develop relationships and open the door to having substantive sales conversations with your prospects. Listen as Barb tells you how to make social a part of your overall sales plan and integrate it into an effective sales process. Social is a powerful tool. But as you’ll learn from Barb in this episode, it’s just one of the sales tools you need to succeed in today’s sales environment. If you want to learn how to most effectively use social selling in your sales efforts, don’t miss this!
On Friday, 11/6: Episode 30 Front Line Friday with Bridget Gleason. What’s Luck Got To Do With Sales Productivity?
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. Bridget and I focus on two sales topics in this episode that you won’t want to miss. First, what is the role of luck in sales? Is it really true in sales that the harder you work, the luckier you get? And, why do sales leaders often overlook the hard work that goes into making a deal look lucky? Second, we talk about why sales leads aren’t consistently followed up. The problem starts with the lack of a defined process for managing leads and we’ll tell you what you can do to fix that problem. If you’re in charge of a sales team, be sure to join us for Front Line Friday!