Accelerate! With Andy Paul

  • Author: Vários
  • Narrator: Vários
  • Publisher: Podcast
  • Duration: 889:10:23
  • More information

Informações:

Synopsis

Accelerate Your Sales Power. Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the worlds foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether youre a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.

Episodes

  • 815: How WFH Changes the Buying Process, with Tom Williams

    08/09/2020 Duration: 48min

    On today's episode, Tom Williams the CEO of DealPoint and I discuss what the impact of WFH is on the buying group, the stakeholders, if the informal collaboration that existed in the office is gone? How does that affect each stage of the buying process? Then we'll dig into when changes in buying behaviors should impact how you sell.

  • 814: Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates, with Karin Hurt

    04/09/2020 Duration: 46min

    On today's episode my guest is Karin Hurt, author of the book "Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates." Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have. This is a huge problem in sales. Sellers stuck in an ineffective and unproductive sales process. Who won’t speak up. Who won’t push back. Today, we dig into why people have FOSU (fear of speaking up) and what constitutes courage in a business setting. 

  • 813: Helping SEALs Transition Into Sales, with Chris Anthony and Robert Moeller

    03/09/2020 Duration: 01h22min

    On today's special episode, Chris Anthony (VP of US Consumer Goods at SalesForce) and Robert "Moe" Moeller (former US Navy Seal and Director of Military Teams sales at WHOOP) discuss their work with the Seal Future Foundation, an organization dedicated to helping Navy SEALs successfully make the transition into sales. Seal Future Foundation: https://sealff.org/

  • 812: Outbound Sales Call Master Class, with Art Sobczak

    01/09/2020 Duration: 54min

    Art Sobczak is author of one of the classic sales books, "Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling." In today's episode, we talk about the essential and practical takeaways from Art’s book. We’ll dig into how to get a win on every call and how to eliminate the term “rejection” in your proactive calling. Plus, Art shares how to leave a voicemail that will increase your chances of getting a response. Tune in for a master class on how to improve the effectiveness of your outbound calling.

  • From The Vault: A Conversation with Robert Cialdini

    31/08/2020 Duration: 45min

    Robert Cialdini is the NYTimes best-selling author of Influence: The Psychology of Persuasion as well his latest book, Pre-Suasion: A revolutionary Way to Influence and Persuade. He's also The Regents Professor Emeritus of Psychology and Marketing at Arizona State University. In this episode, Dr, CIaldini shares what savvy communicators do BEFORE delivering a message. Then we dig into why it might be that the value of your insights and offer may be less important than WHEN you present them. Plus, he shares a startling insight about buying from people we "know, like and trust." This episode was recorded in Early 2017.

  • 811: Emotional Intelligence for Sales Leaders, with Colleen Stanley

    28/08/2020 Duration: 42min

    On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will share the simple steps leaders can take to verify that candidates have the emotional tools required to succeed in sales.

  • 810: Confronting Sexism in Sales, with Rachel Mae and Keenan

    27/08/2020 Duration: 42min

    On today's episode, Rachel Mae (Director of Sales for ASalesGuy) and Keenan (CEO of ASalesGuy and author of GAP Selling). Two weeks ago Rachel shared a story on LinkedIn about a cold call she made to a VP of Sales. In this brief call she encountered the kind of casual sexism that pervades much of the sales world. Rachel had had enough. And in a courageous post on LinkedIn she told the story of what happened. She named names. She called them out. And she knew Keenan had her back. But that was just part of the story. We’ll also talk about the reactions Rachel received to her post and we’ll get into what everyone can do to take a stand against the behaviors that Rachel, and all women in sales, encounter on a routine basis. Read Rachel's LInkedin Post: http://bit.ly/rachels-post _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 809: Self-Directed Sales Coaching? with Ralph Barsi

    25/08/2020 Duration: 49min

    Ralph Barsi is Global VP of Inside Sales at Tray.io and one of the most respected voices in modern sales. He’s one of my favorite people to talk with about books. He’s an incredible reader. About sales. About anything. In today's episode, in addition to books, Ralph and I discuss how much responsibility sellers have for their own development. One of my favorite topics. There’s a burgeoning movement called self-directed coaching. In other words, individuals taking responsibility for their own coaching. Ralph and I dig into this whole topic. It’s important because no one cares about your career and your success more than you do. So, what are you going to do about it? _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • From The Vault: A Conversation with Dan Pink

    24/08/2020 Duration: 38min

    Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 808: We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging, with Mike Robbins

    21/08/2020 Duration: 53min

    Mike Robbins is a former professional baseball player, motivational speaker, and author of an interesting book titled, "We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging." Now here’s the thing about this book. As I was reading it, I kept thinking, well, this applies to sales and that applies to sales. In fact when you think about it, successfully working a complex deal selling to an enterprise with a lot of stakeholders involved, is, in fact, an exercise in team building. On this episode, Mike and I discuss his 4 pillars for team building. Unlike in most books about team building these lessons are not just for leaders. It’s really about what you can do as an individual to be part of team. How your contribution helps to build the culture of the team. We also dive deep into the need for authenticity and vulnerability in our communications. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 807: The SDR Chronicles, with Morgan J Ingram

    20/08/2020 Duration: 51min

    Morgan J Ingram is the Director of Sales Execution and Evolution at JB Sales Training. He's host of The SDR Chronicles and Muffins with Morgan on Linkedin LIVE. Honestly, I get tired just thinking about everything he does. In today's episode, we spend some time talking about…Morgan. I was really interested to learn about his story, as he’s made a big impact in a short time. We get into the specific challenges that SDR managers are facing, the evolution of the SDR role and what that means for how we structure sales.  _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 806: Moving from Models to Mindset: Rethinking the Sales Conversation, with John Reid

    18/08/2020 Duration: 55min

    John Reid is the founder of the sales advisory firm JMReid Group and author of the book, "Moving from Models to Mindset: Rethinking the Sales Conversation." On today's episode, John and I find ourselves in violent agreement about (most of) the main points of his book. We dig into why so many of our sales training dollars are misspent. Most of you know that is a particular concern of mine! And we spend time on what separates the good from the average seller. All sellers receive pretty much the same training and have the same skill set. So what enables some to achieve consistent results? The answer is simple. Plus, a great story from John about how he first learned to sell. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 804: Why You Need to Build Your Sales Brand, with Justin Welsh

    13/08/2020 Duration: 49min

    Justin Welsh is an SMB SaaS advisor and executive mentor who enables founders to drive scalable growth. He recently led LA-based PatientPop from $0 to $50M in recurring revenue. On today's episode, we get serious about a topic Justin believes more sellers should be paying attention to: building your own brand as a seller. I enjoy having the opportunity to talk with yet another emerging young leader in sales. I love hearing these new voices with new ideas and new perspectives on what needs to happen to drive the sales profession forward. So we’re going to dive into a wide range of topics including what and who are the major influences on how sellers learn how to sell. And what sales management needs to learn in order to better help sellers improve their performance. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 803: Disrupt Yourself, with Whitney Johnson

    11/08/2020 Duration: 56min

    Whitney Johnson is the author of the book, "Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve" First things first, I love this book. If you’re in sales and you’re struggling to improve your performance, and perhaps need some additional motivation to make a change, then you need to read Whitney’s book. We cover a lot of ground in this conversation. She explains how the S curve of innovative disruption (popularized by Clayton Christensen's famous book, The Innovator’s Dilemma) can be applied to your personal disruption and transformation. We dig into the psychology and neuroscience related to personal transformation and the factors that drive your motivation to learn. And we talk about why some people feel it’s a big risk to invest in their own development. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 802: Are Your Motives Aligned With Your Values and Actions? with Todd Davis

    07/08/2020 Duration: 46min

    Todd Davis is the Chief People Officer for FranklinCovey and author of, Get Better: 15 Proven Practices to build more effective Relationships at Work. What I enjoyed about this conversation with Todd is that you’ll learn that building relationships with your team is very similar to building them with customers. We dive deep into building credibility and how you demonstrate character and competence. Plus, we discuss motivations - keeping in mind my favorite quote from Ralph Waldo Emerson, "What you do speaks so loudly I cannot hear what you say." _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 801: Death To Fluff, with Belal Batrawy

    06/08/2020 Duration: 52min

    Belal Batrawy, founder of Death2Fluff, and I are going to talk about why he believes it’s time to elevate the sales profession. What I really enjoyed about this episode is having the opportunity to talk with a bright young voice in sales, a person still at the beginning of his sales career (at least compared with me!) who is taking the time to think deeply about sales. There is way too much fluff in all the sales advice put out and I respect the way Belal is willing to put his beliefs out there. Today we dive into a wide range of topics including the major influences on how sellers learn how to sell and what sales management needs to learn in order to better help sellers improve their performance.  _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 800: Radical Sales Differentiation and Value, with Bill Cates

    04/08/2020 Duration: 39min

    Bill Cates (author of "Radical Relevance") and I talk about what is means to be radically relevant in order to cut through the noise and grab a buyer's attention. I always enjoy talking with Bill. He’s a straight talker. And I really enjoy his emphasis on how sellers need to get out of their own heads about what differentiation is and what value is. Because if your buyer doesn’t think you’re differentiated and doesn’t believe your “value” to be valuable. Then, it’s not, is it? We’re also going to dive into a handful of Bill’s 17 Rules for Relevance and how use these to be critically compelling to get buyers moving and keep them moving. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 799: A New Way to Approach Sales Demos, with Zvi Guterman

    31/07/2020 Duration: 37min

    Zvi Guterman, the founder and CEO of CloudShare, joins me for a conversation about why traditional sales demos haven’t kept pace with the demands and requirements of buyers. We talk about how buyers were changing even before the pandemic. And we’ll dig into the idea of the enabled and empowered buyer, and how sellers can reduce the friction associated with demos and proofs of concept.  _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 798: What's Next for B2B Sales? with Matt Heinz

    30/07/2020 Duration: 40min

    Matt Heinz, President of Heinz Marketing and host of the Sales Pipeline Radio podcast, joins me for a conversation about what’s next for B2B sales. Matt and I talk about what changes he would make to how we structure and execute B2B sales if he were in charge. We’re also checking into a topic he and I first spoke about 4 years ago on this program - the 7 reasons why BDRs/SDRs aren’t making quota. This was from a chapter in his book, Full Funnel Marketing. So in this conversation I asked Matt to provide an update on what progress has been made (if any) on addressing those 7 reasons. And we’ll dig into a topic that’s on the top of a lot of sales leaders minds these days: What type of future should they be planning for?  _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

  • 797: MLB Super Agent Talks Sales and Negotiation Strategy, with Nez Balelo

    28/07/2020 Duration: 44min

    Nez Balelo is a Major League Baseball super agent, representing such players as Japanese phenom Shohei Ohtani of the Los Angeles Angels, Ryan Braun of the Milwaukee Brewers, and many more. He’s also the co-head of CAA Sport’s Baseball Division. He joins me today to have a conversation about sales and negotiation strategy. As you can imagine, over a career negotiating contracts for some of the biggest stars in baseball, Nez has learned a thing or two about how to connect with the people on the other side of the table to get a deal done. We’re going to talk about the how to set the stage for negotiations and the role of personal influence. We’ll dive into the 4 common misconceptions about negotiations that trip up many sellers. And we’ll dig into Nez’s 4 key negotiating strategies that he uses to negotiate multi-million dollar deals for his clients.  _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

page 26 from 68