Accelerate! With Andy Paul

Casanova Brooks is the Founder at DreamNation Media. Today we're talking about a topic that I believe is important for sellers: how to live, work and succeed on your own terms. We explore how you can commit relentlessly to your personal vision and of what that freedom to operate on your terms looks like. Plus, Casanova and I dive into what he calls the Bulletproof Mindset. Finally, we talk about how to develop the relationships that transform the customer experience and enable you to influence your buyers with impact. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Chris Walker is the Founder and CEO at Refine Labs. Today we talk about why Chris believes B2B marketing is stuck. And what some of the prescriptions are for getting it unstuck. We dive it into how B2B marketing has changed over the past 12 months. And what that means for sales teams. Plus, Chris shares some of the new strategies he's recommending that enable marketers and sellers to more effectively connect with buyers. And that more tightly align the buyer's journey with the selling process. 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

Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Today we're talking about all things enablement. Paul is one of the pioneers in the field and he shares his perspective about how far sales enablement has evolved since it started and where it's headed in the future. Plus, we dig into the primary challenges facing sales and how enablement is helping to solve them. We also explore how sales enablement should be supporting sales managers, and who generally get the short end of the stick when it comes to receiving training and development. Finally, we talk about developing career paths for those who want a career in sales enablement. And what sort of skills and talents Paul looks for in hiring for his team. 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 Enableme

Wendy Weiss is the President of ColdCallingResults.com. And has been called The Queen of Cold Calling. So, one guess what we're talking about today? That's right. Cold calling. We dive into the lessons Wendy's learned from her clients about how cold calling has changed during the pandemic. And she shares her recommendations for sellers regarding how to elevate their effectiveness in reaching out to prospects in our new sales environment. We dig into why Wendy believes that cold calling is the perfect way to build relationships. And Wendy shares a number of very practical cold calling tips such as: The specific skill sets you need to be effective at setting meetings. When not to have a sales conversation. Why you should always leave a voicemail and follow it up with an email. What should be in your call script (and why it's less than you think.) Lots of great practical takeaways today. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performi

Brian Trautschold is the Co-Founder & COO at Ambition. We cover a lot of territory in this conversation. Brian shares his perspectives about the role of gamification on the (virtual) sales floor. We dive into how B2B sales is changing. And whether it is changing as fast enough. Meaning is B2B sales changing as fast as B2B buyers are changing how they want to buy? Plus, we talk managing for performance. It's such a critical issue for sales leaders. And not one that most sales bosses are enabled to perform. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Derek Wyszinski is the Director of Sales at Parallels. Today we discuss a very thoughtful and moving article Derek wrote called, "Sales Lessons from Year Zero." In it he writes of 2020, "I've never managed people in the middle of four once in a lifetime situations: a global pandemic, historical racial & political unrest & an economic recession where markets are up but so are unemployment & economic misery." In our conversation Derek and I talk about the challenges that Year Zero presented for sales leaders, sellers and buyers. And where we go from here. Because as much as sellers try to shut out the outside world, and keep separate their professional and personal lives, it's never been more difficult to navigate that divide. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Today I have a fun conversation with AJ Bruno (Co-Founder & CEO at QuotaPath). We get into an important topic in sales: does it still make sense to pay commission? Should there be incentive compensation for sellers? How do you fairly measure the value of a seller's contribution to the outcome of a sale? How do you fairly compensate sellers based on that contribution? Plus, we dig into quota, it's relevance, and alternatives. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Brandon Bornancin is the CEO of Seamless.ai. This is a wide ranging conversation about the challenges for sellers in 2021 and beyond. We start with the past 12 months and what we think will become permanent. And what impacts this will have on the skills sellers need to perform at higher levels. We also explore the whole notion of "modern selling". Is it actually modern? Or are B2B sales actually stuck in past? Plus, Brandon and I dive into one of my favorite topics: how to improve sales productivity. Lots of great practical takeaways today. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Skip Miller (President of M3 Learning) is author of the new book, "Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads." Today we dive into the motivations for change that drive corporate decision makers. And why, when companies decide to change, they need help from sellers to navigate the path forward. Plus, we get into Skip's theory of The Two Decisions made in every sale: the above-the-line decision and the below-the-line decision. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Julie Hansen is a leading sales presentation expert. And Founder of Performance Sales and Training. Today: How to Sell on Video. Julie brings a unique expertise to this topic, having started her career as an actor in New York City. We get into the evolving role of video in B2B selling. She shares 6 acting tips to help you be more confident on camera. Plus, are sellers losing deals today they would have won pre-COVID? _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in various forums. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality on its own. Plus, what companies should be doing to develop career tracks for prospectors. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Dave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely" This is a fun conversation that gets to the heart of some of the key issues that sellers are confronting in this new sales world, We talk about how the past 12 months accelerated the inevitable transition to more virtual selling . And what that means for sellers. Plus, we dig into the ten seller behaviors that B2B buyers say have the greatest impact on their purchase decisions. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Today on the show, Steve Hall (Co-Founder of Executive Sales Forum International) and one of Australia's leading C-Level sales experts. Lots of great practical takeaways in this episode. We get into the evolving role of the C-level in enterprise decision making. What is/isn't important to them. And WHEN to start selling to the C-level. That's key. Plus, how to prepare for C-Level meetings so execs feel it was a valuable use of their time. How to research. How to conduct these meetings. How to schedule follow up meetings. Like is said, we cover a lot! _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Frank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That Never Stops Changing." _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Craig LeMasters is the author of "Unstuck: How to Unlock and Activate the Wisdom of Others" and the CEO of GXG, a consulting firm based in Atlanta. On today's episode, we talk about what it means to be stuck. As an organization and as an individual. And how to get unstuck. Per the title of Craig's excellent book. In short, if you’re not making progress at the speed you want to be, if your day-to-day work is a flurry of activity without a lot of impact to show for it, you’re definitely stuck In our conversation we talk about the impact of being stuck. Plus, we get into a learning technique that he used when he was running a $2 billion organization to help get unstuck. It's called Rapid Cycle learning. Otherwise known as wisdom based learning. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in today's uncertain environment. Plus, Chris and I talk about tackling the stigma of mental health in the workplace. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing opportunity in sales teams. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Susanna Camp and Jonathan Littman are the co-authors of an interesting new book titled, "The Entrepreneur's Faces: How Makers, Visionaries and Outsiders Succeed." It's full of compelling stories about entrepreneurs, but what struck me was how it really is a guide for personal development. Specifically, for sales professionals. We are all mini-entrepreneurs in how we manage our patch, afterall. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Jordan Henderson is the Director of Revenue Operations (aka RevOps) here at ringDNA. If you've heard talk of RevOps and you're just not sure what it is then this is the episode for you. Before we get to that, however, Jordan tells us how and why a LAWYER (like himself) ends up in Revenue Operations. Then we dive into why RevOps is such a critical function for sales organizations in today's digital selling world, what it means for your GTM strategy, and how RevOps will continue to evolve and grow.' _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

Casey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's essential for individuals to build their own personal brand. Do you still doubt the importance of a personal brand for sales professionals? A recent study by RAIN Group found that 82% of buyers read a sellers LinkedIn profile before talking with them. Over the past year Casey has become, in my mind, the most eloquent and forceful advocate of this topic. So, Casey shares some key metrics that demonstrate the impact of this LinkedIn strategy for his company. And then we dive into why Casey, as a CEO of a high growth start-up, encourages his team to be active on LinkedIn and why he isn't afraid of people leaving. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy