Accelerate! With Andy Paul

David Wood is the founder of Focus.Ceo and a high performance coach. In today's conversation we talk about David's prescription for growth, which he calls the Five Ones. These are great guidelines for sellers to put together a disciplined and focused plan for success: One ICP, One Problem & One Promise, One Conversion Tool, One Source of Traffic, and Give Yourself One Year. Plus, we dig into why you need to keep experimenting, measuring, and iterating. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Tony Hughes and Justin Michael are the co-authors of a new book titled, "Tech Powered Sales: Achieve Superhuman Sales Skills." In their book they make some bold predictions about what the future of sales will look like so on today's episode we dig into some of these predictions. Including why a 1/3 of field sales jobs will go the way of the dinosaurs. Plus, why more than 80% of all sales development teams fail and what that means for what's next. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Nick Capozzi. is the VP of Sales at Smile Virtual. And the founder of SalesPitching. On today's episode Nick and I start off talking about his experiences spending 10 years living and working on a cruise ship as a salesperson. It's a fascinating story. Then we move on talk to talk about the main topic of the day: how to get better at presenting yourself on video. Tune-in for real practical takeaways about how to eliminate crutch and negative words in your videos messages. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Karry Kleeman is the Chief Revenue Officer at LogicGate. On today's episode we talk about risk and how sellers can manage it. Plus, we dive into what sellers typically miss with risk in sales and the steps they can take to fix it. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https:

Aaron Evans is the co-founder and Head of Training & Enablement for a new venture called FlowState - a B2B sales performance consulting firm based in the UK. Aaron has also been recognized as a Top 20 Global Sales Enablement Influencer. In today's conversation Aaron and I dig into the topic of qualification. It's a subject that gets a lot of lip service but overall qualification is not performed very well by sellers. If I'm working with a sales team or seller on a lost deal review, I start with discovery and qualification. because that is where most of the problems start. We get into why Aaron likes the "Why Buy Analysis." And how to implement this with sellers. We also dive into objection handling. Aaron discusses how he uses the Feel, Felt, Found technique to help surface the real question the buyer is posing with their objections. And then how to answer it. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.r

Marc A Pitman is the CEO of the Concord Leadership Group and author of an interesting book titled "The Surprising Gift of Doubt: Use Uncertainty to Become the Exceptional Leader You Are Meant to Be." In today's conversation Marc and I talk about the importance of developing and embracing your personal style. This is critical for individual contributors in sales as well as sales leaders. So, we dive into the choice that people have to make: keep seeking outside yourself for someone else’s system to solve your problems or finally discover what will work for you. Plus, Marc and I dig into why you should make the choice to write the rules for yourself, and determine your own way of measuring success. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps

Janine Kurnoff & Lee Lazarus are the co-founders of The Presentation Company and co-authors of a really cool book titled "Everyday Business Storytelling: Create, Simplify and Adapt a Visual Narrative for Any Audience." And, they are sisters! I loved reading my guests' book. They really have simplified the process of creating and telling a great story and it's such a beautiful visually compelling book as well. Which you'd expect given the sub-title of the book! On today's episode Janine and Lee take us through the 4 building blocks of a great story. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Cherilynn Castleman is the managing partner of CGI Executive Coaching and the Chief Learning Office for Sistas in Sales - the first national organization to serve women of color in professional sales careers. In today's conversation Cherilynn and I talk about her new book, "What's in the C.A.R.D.S.?: 5 Post-Pandemic Sales Strategies." Cherilynn calls herself the relationship sales expert, which of course speaks to my heart and my experience in the world of sales. Today we dive into the importance of connections and relationships. Plus, we dive deep into Cherilynn's 5 post pandemic sales strategies. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

As you all know this podcast is a part of the ringDNA family. So we’re excited to announce that ringDNA, the revenue acceleration platform, has been named a Cool Vendor by Gartner. What is a Cool Vendor, you ask? According to Gartner, a Cool Vendor is a company offering technology that is innovative — it enables users to do things they couldn’t do before. To celebrate this, we wanted to bring you a special conversation between Howard Brown (CEO and founder of ringDNA), William Tyree (CMO) and Ryan Vaillancourt (Sr. Dir. Enterprise Sales) on how cool companies are using ringDNA to drive faster revenue growth. To learn more, head to ringnda.com/coolvendor. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Brendan McAdams is the co-founder of Expertscape and Managing Director of Kiinetics. In today's conversation we dig into the changing nature of how salespeople are employed. In short, we explore the question: are we approaching a time when most sellers will not be employed as full-time employees of the companies whose products they sell? Will future sales employment look more like gig work? Or will it look more like professional sports? Where athletes auction off their services and sign huge guaranteed contracts. Huge contracts with much higher commissions. Plus, we explore what the implications will be for sales leaders and organizations of hiring increasing numbers of gig-based sellers. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast

Phil M Jones is the author of the mega best-selling sales book, "Exactly What to Say: The Magic Words for Influence and Impact." In today's conversation we talk about “magic words”. I really like Phil's book. He provides incredibly simple (yet highly effective) takeaways about the phrases that any seller can incorporate into their day-to-day selling that open the doors to in-depth conversations with buyers, help you understand and effectively answer objections, and thoughtfully challenge a buyer's perspective. We're going to go over a number of examples from Phils' book, including my favorite "magic words" that you can use to help your buyers visualize success. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Ray Rike is the founder and CEO of RevOps Squared, and host of the Metrics that Measure Up podcast. On today's episode we're talking all things sales metrics, the good, the bad and the ugly. Which ones works, which don't. And we also dive into the metrics sales leaders and sellers should be tracking and analyzing that actually move the needle on sales performance. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Kristina Jaramillo is the founder of Personal ABM. Today we talk about how to win, protect and expand the EXACT accounts you want. We also dive into a larger sales problem: namely that sales is still stuck trying to push buyers through their sales process. Instead of sellers helping buyers create a buying vision so strong that buyers pull sales, marketing and account teams through the buying process. As Kristina shares, short sales-cycles, high margins, and high client retention rates are common rewards for sales people who allow their prospects to pull them into next steps. All very interesting. This and much much more. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Michael Londgren is the CMO at Seismic. Today we're going to discuss the findings from the 2021 edition of Seismic's annual benchmark report on sales enablement titled, "Decoding the Best Practices of Visionaries." First, Michael shares how Seismic defines a sales enablement visionary. Then Michael and I dig into the 5 key findings for sales enablement leaders in Seismic's report. Position sales enablement as a strategic priority Drive go to market alignment by applying sales enablement across entire customer life cycle Avoid Tech silos by leveraging well integrated go to market tech stacks Encourage the adoption of sales enablement platform capabilities Use insights to scale best practices across the organization And what visionary organizations do differently in each of these categories to drive better results across all customer facing roles. All of this and much much more. Here's the link to download the report: https://seismic.com/sales-enablement-maturity-index-study/ Follow Andy: LinkedIn | h

Darin Dawson is the President and co-founder of BombBomb. There's been so much talk about video and sales over the past year. Most of it connected to using services like Zoom or Teams for sales calls with buyers. That's all well and good but most of the communications you have with buyers are asynchronous. They're not interactive. They're messages. In one form or another. Today Darin and I talk about the power of video messaging to effectively move deals forward. If nothing else over the past year, sellers (and buyers) have become much more comfortable with video (or at least they should have) and it just makes sense for all sellers to extend the use of video into all of your communications with buyers. Darin and I dig into steps you can take to level up your video messages. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of ringDNA) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In their conversation, Mary shares her sales and mental health journey. From her early successes and the demands she put on herself. To the expectations of other people that she felt pressured to live up to. And how she ended up in a very dark place. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Brandon Fluharty is the Vice President of Strategic Accounts at LivePerson. Today we're having a conversation about health and well-being in sales. And how those are tied to your ability to perform at your best. To be the best version of you. We start by talking about why sellers should approach sales like an athlete. We dig into the four critical areas of your life that Brandon has identified that sellers need to monitor: Sleep Skills Strain - the amount of mental and physical efforts Satisfaction The successful seller understands that physical and mental well-being are essential to unlocking your potential to become the very best version of you. Brandon and I talk about a new organization he's launching for individual sellers to improve their overall performance in life and work: Be Focused. Live Great. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Univ

Jeff Riseley is the founder of the Sales Health Alliance. Today we are talking about the long term ramifications of this last year on salespeople. Few companies have acknowledged this extraordinary situation and most are pushing harder than ever. We dive into why Jeff believes that sellers are relying too heavily on willpower to push through their work tasks and are unable to rest and recover effectively. In his mind, this means an OVERCORRECTION is coming. Jeff believes that one outcome of this will be a sizable increase in what he calls "sales sabbaticals" AKA – top Salespeople deciding to take a break. We talk about why he believes this is going to rock the workforce and sales teams all over the world. We also dive into what sales managers need to be doing, right now, to create a sales environment where they can balance the stress and the need for performance. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | ww

Amy Hrehovcik is a sales enablement expert and host of the RevenueReal Hotline. On today's episode Amy shares the story of her mental health journey. We dig into how the stresses of the past year are not in the past. And why sellers need to be vigilant in monitoring their own mental health even as it appears like the worst part of the pandemic is over. We also dive into the role sales management plays in creating sales cultures.  Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP