Top 5 Most Popular Episodes on Sales Productivity
Here’s the 4th article in my series about the Top Most Popular Episodes from Accelerate’s first 100 episodes.
Here are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of Sales Productivity (as measured by the number of downloads.) Listed in order of popularity.
Episode 27 with Mark Hunter. High-Profit Selling: Why You Can Never Un-Discount A Discount
Mark Hunter is The Sales Hunter, author of High-Profit Selling, and a master of selling high value at full price. 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!) CLICK HERE for more information. CLICK HERE to listen now.
Episode 66 with Bob Apollo. How To Simplify And Shorten Sales Cycles With Value-Based Selling.
In this episode, Bob Apollo, founder of UK-based Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps. He shares effective strategies for using value-based sales as a tool to increase the ROI that decision-makers receive from the time they invest in meetings with your sales reps. And, Bob reveals how top sales reps synchronize and align the delivery of value to the customer’s decision making process in order to simplify and shorten the time to an order. CLICK HERE for more information. CLICK HERE to listen now.
Episode 69 with Mike Schultz. How To Increase Win Rates & Beat Your Sales Goals In 2016.
In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization, to increase win rates and beat your sales goals, in 2016, then you need to listen to this episode. CLICK HERE for more information. CLICK HERE to listen now.
Episode 61 with Jeb Blount. Want to really kick-start your sales in 2016? Commit yourself to positive change.
In this episode, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books, including his latest best-selling book, Fanatical Prospecting, describes the most essential changes that sales reps must commit to making to in order to achieve their goals in 2016. He describes why every seller needs to have a sales plan and the resolutions that every sales rep should make to continuously improve her or his performance (including the level of investment they must make in their own success.) CLICK HERE for more information. CLICK HERE to listen now.
Episode 56 with Jeff Beals. It’s Not Just About Xs and Os: Important Lessons You Can Learn About Sales From Big-Time College Football Coaches.
Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 prospects in the entire country that fit your ideal customer profile. And, imagine that you have at least 30 competitors fighting tooth and nail to win the order from those same 100 prospects. That’s sales environment that big-time college football coaches face on a daily basis competing to win a commitment from 17 year old athletes to attend their school. In this episode, Jeff Beals shares with you the very real lessons you can learn about selling, including focus, planning, commitment, intensity and competition, from the coaches that walk the side lines on Saturdays. CLICK HERE for more information. CLICK HERE to listen now.