Accelerate! With Andy Paul

Travis Truett is the Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

Sam Richter is Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling.

Elinor Stutz is the author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and The Wish: A 360-Degree Business Development Process That Fuels Sales.

Andrea Austin is the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth.

**  Originally released on December 15th, 2017  **   Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.     KEY TAKEAWAYS [2:19] After Jill wrote SNAP Selling, about selling to frazzled customers, readers asked her how to simplify their own lives. She had no idea how to help them, so she researched it. [6:37] Research shows multitasking is an illusion. Learn what happens when you try to jump between two tasks and refocus your attention. [8:20] How often the average sales

Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.   KEY TAKEAWAYS [1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.” [2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success. [4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation. [6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January. [7:01

Timo Rein is the Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

Chris Brogan, CEO of Owner Media Group, a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counting.

Trevor Turnbull is the owner of Linked Into Leads, a LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.

Frank Cespedes, is a Senior Lecturer at Harvard Business School, and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.

Barry and I discuss how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of your people.

Bridget and I discuss the most frequently recommended sales books and how your team or organization can participate in Andy’s reading program.

John and I discuss how Account-Based Everything is not marketing automation but human engagement, and how it shortens the time to revenue.

James and I discuss why bad sales practices still abound, essential questions to help advance the buying process, and how facilitating the buying process builds trust.

Ed and I discuss the steps to you can take to convert sales contacts to relationships, and engine that turns leadership connections into relationships.

Craig and I discuss how very capture buyers’ attention, how to create a story matrix and why stories of failure can be so persuasive.

Philip and I discuss his journey from financial service sales to social selling strategist, and how social media can build bridges.

Bridget and I discuss how to accommodate account executives with relocation issues and how complex sales need a complex infrastructure.

Dr. Cialdini and I discuss how his research of how people are influenced to make decisions and the precepts of influence.