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 overcome your sales comfort addiction, how to have effective discovery calls, how to maximize your sales productivity at trade shows and how to quickly hire the best candidates to scale your sales team.
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, 11/17: Episode 35 with Jeff Shore. Is An Addiction To Comfort Holding Back Your Sales?
Jeff Shore is an author, speaker and nationally recognized sales trainer. With 30 years of experience, he’s a self-described “sales wonk” who loves picking up a sale and dissecting it. In this episode, Jeff unveils the concept of “comfort addictions” and describes how a sales rep’s ability to recognize and embrace “discomfort” can be the trigger to achieving sales success. Selling is a process that is inherently full of discomfort. And Jeff shows how sales reps can turn that to their advantage to win more deals. CEOs, sales leaders and sales reps need to listen to this episode.
On Wednesday, 11/18: Episode 36 with Jim Eberlin. How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call
Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams. In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to the sales process. He also shares practical tips about how to overcome the biggest challenge that sales reps face everyday: maximizing the value of their discovery calls with prospects. The episode is also packed with tips about tools that help prioritize which prospects to work and that optimize the accuracy of your forecasting. Make sure you listen to this episode today.
On Thursday, 11/19: Episode 37 with Matt Hill. Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences.
Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events. In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.
On Friday, 11/20: Episode 38 Front Line Friday with Bridget Gleason. How To Hire High Quality Sales Reps For High Velocity Sales Teams.
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and work roles to attract the right candidates. And, we discuss how to develop an effective process for interviewing and verifying the qualifications of the potential candidates. If you’re hiring sales reps, or you’re a sales rep looking to be hired, this is an important episode to listen to.