Accelerate! With Andy Paul

Author of the excellent book “Sales Manager Survival Guide” and a self-described ruthless pragmatist, Dave Brock helps us make sense of the current era from the front-line sales manager perspective.

Laura “LG” Guerra (Senior Sales Director at ringDNA) stops by to discuss how to effectively manage sales development teams in this new, and rapidly evolving, era of remote work. Listen and learn how to build a culture of performance, accountability and team spirit in a remote sales team. _ Register for our 100% FREE virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Charlie Green, one of the top experts in the world on trust, co-author of the classic book, ”The Trusted Advisor”, and I try to clear up the confusion surrounding trust in today’s sales world. Listen in as we talk about how trust building is different in the virtual age and why it’s harder than building trust in person. Plus, we get into how much trust you really need to close an opportunity. _ Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Advisor to the world's leading subscription-based companies Robbie Kellman Baxter drops by to discuss her new book, “The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave." Listen and learn how to turn your "clients" into "members" who are so committed to your organization that they stop looking for alternatives. _ Register for our 100% FREE virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Pat Rodgers, the founder and CEO of Loupe, joins me to discuss the value of data-driven coaching. Listen in as we review the key findings of Loupe’s industry research report, The State of Sales Performance Management, and learn how to close the gap between manager's intent to coach sellers and their actual performance.  _ Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Research-scientist turned sales trainer David Priemer stops by to talk about his new book, "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!). Listen and learn why sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy. _ Register for our 100% free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

Joining me today is Michael Bungay Stanier. He’s the author of one of my favorite books, “The Coaching Habit." And he’s the author of a brand new book titled, “The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever." Tune in to learn the three main problems with giving advice and how to avoid becoming an "Advice Monster". _ Register for our free virtual summit SELLING FORWARD (June 9-10) at summit.ringdna.com

On today’s episode, George Brontén. He’s the founder and CEO of Membrain, based out of Stockholm, Sweden. And he’s the author of a brand new book titled, “Stop Killing Deals.” You gotta love that title. Short and to the point. Join us as we explore the sales behaviors (both conscious and subconscious) of managers and individual sellers that kill deals. 

Words matter. Perhaps now more than ever. In this episode, Nancy Bleeke, author of one of my favorite sales books, "Conversations that Sell", joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to effectively open a conversation with a new prospect, existing prospect, or customer. 

Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com. In today's episode, Anthony and I talk about what the Next Normal for sellers will look like and how to prepare for it.  Join us to dive into what it means to sell with a purpose. And why that is so relevant today. As a BONUS, we talk about radical steps we can take to dramatically improve sales manager performance

Let’s not kid ourselves. We’re in a recession. So what does that mean for the marketing and sales strategies you need to implement going forward? As someone who has successfully sold through five periods of significant economic disruption, I can tell you that in times like these there are always opportunities to be found.  In today's episode, Chris Grams (head of Marketing at TideLift) joins me along with my great friend, Bridget Gleason (head of sales and customer success at Tidelift) to to talk about how to sell into a future that is full of uncertainty. Listen in and learn strategies that you can use to identify opportunities for your sales and marketing in the coming months.

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson, and he’s one of the best salespeople I’ve ever known. Today he joins me to share how he wins BIG deals. Because that’s what Brandon does, he wins huge deals with Fortune 50 companies and he does it quickly. We’re going to dig into his selling process, how he moves deals through his pipeline, and the steps he takes as a SaaS seller at the very top of his game to keep improving.

Peter Fader, is a professor of Marketing at The Wharton School of the University of Pennsylvania, and the co-founder of Theta Equity Partners. In this episode, Peter and I talk about how you can maximize a customer's long-term financial value to your company by aligning the development and delivery of your products and services with their current and future needs. We’ll also dig into how to develop a deeper understanding of the characteristics of your highest-valued customers and from that develop the strategies to find and acquire more customers with similar characteristics. 

If you have over a $100,000 CLV on a customer and you don’t get on plane to get in front of them, somebody like me will and they're going to win that business. Or as my guest today so perfectly put it, "If you're charging somebody 50 grand you better have taken them out for a steak dinner." Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive in 2009. In today's episode, Steve stops by to to talk about what fields sales teams and individual field sellers need to do, and are doing, to adapt to a radically changed sales environment.

Dan Gottlieb is a Senior Analyst for TOPO, a sales and marketing advisory firm that is now part of Gartner. Today, he shares TOPO’s recommendations for how you should adjust your sales messaging for the COVID-19 era. We’ll dig into why your messaging during this time requires NUANCE, EMPATHY, VALUE, AND OFFERS. That’s right. Given that the buyer is confronting a new reality, and is in changed circumstances, what is now the compelling business problem that they have to solve? And how do you start the conversations to identify them. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive sales content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

In this episode, Victor Antonio (speaker and author of, “Sales Influence"), joins me to discuss how to elevate individual and team sales performance.  We start our conversation with this provocative quote from Victor: "At times, it seems to me, that the more we engage with technology, the less we engage with clients.” Is that the case? And, if it is, where do we go from here to enable sellers to connect and have more productive sales conversations. Tune in for all that and more.   Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

Today, in this special episode of SEP, we’re introducing what will become a regular segment on the show: Selling with Science. Joining me is Jeff Shelton, VP of Product at ringDNA, the #1 AI-powered revenue acceleration platform for Salesforce customers. Jeff is the leader of a team of data scientists that analyze the millions of calls made through the ringDNA platform to spot trends and mine insights that can help you have better sales conversations with your buyers. In this episode, Jeff shares exclusive data around call connection rates during this COVID-19 shutdown era. We tell you how these compare to connection rates during what you might call the "normal era" that preceded it, and we talk about what the implications are for you in terms of when and how you should be making your calls to engage with your prospects.

My good friend Mark Hunter (AKA "The Sales Hunter") stops in for a phenomenal conversation about his new book, "A Mind for Sales". Listen and learn why Mark thinks mindset is the biggest difference between an average salesperson and a peak performer, and why you should never allow the past to impact how you feel about you next sales activity. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

In today's episode, Chief Marketing Officer of BombBomb, Stephen Pacinelli, and I talk about proactive prospecting, standing out in a crowded space, and when to use a campaign vs personalized touch. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

In today's rapidly changing economic environment, the future of sales and marketing requires the selling process (and buying experience) to become more human, not less. Now more than ever, buyers are demanding real-time experiences that are contextually relevant and authentic.  And the question we’re confronted with is: how do we, as sellers and marketers, effectively respond to that demand? So join me and our all-star panel of experts as we the discuss specific approaches, tactics and technologies that teams can apply right now. * Mathew Sweezey, Director of Market Strategy for Salesforce.com and author of Amazon Bestselling book The Context Marketing Revolution: How to Motivate Buyers in the Age of Infinite Media.  * Kraig Swensrud, Founder/CEO of Qualified & GetFeedback, former CMO of Salesforce & Campaign Monitor * William Tyree, CMO of ringDNA.com _ This conversation was powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for