Accelerate! With Andy Paul

Mike and I discuss how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson.

Jack and I discuss are how a reluctant salesperson became a sales trainer and how lean thinking clarifies sales communications.

Keith and I discuss are the activities and mindsets that work best for relationship-building and when sales training is premature.

Mark lays out his challenges for sales professionals, including how to put together a personal development plan, how to develop the habit of curiosity.

David teaches how authentic storytelling builds connections and how to create stories that catch the attention of the buyers.

Jill provides techniques to cut through the distractions competing for your buyer’s attention, how to use social, and essential social strategies.

Welcome to Sales Kick-Off Week on Accelerate! Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan. Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com. On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017. In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders. Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

Jill shares essential tips and techniques to help you jump-start your productivity. Stay focused and become more productive.

How to always exceed your customer's expectations, why referrals are more effective than advertising, and how the role of the sales professional will change.

David and I discuss the reasons why networking is an investment in relationship building and the secret to being the most interesting person in the room.

Bridget and I discuss motivation, great books we’ve read, and what managers need to know about their team members to help them succeed.

George and I discuss whether there is a global crisis in sales effectiveness, stories of sales gone wrong, and factors that help a sales rep be more effective.

Marcy and I discuss Marcy’s unique sales background, the challenges of selling a disruptive product, and the qualifications needed for complex tech sales.

Chris and I discuss LinkedIn as a sales platform, LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

Ron and I discuss how, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and negotiation. 

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects. KEY TAKEAWAYS [3:17] How did Marylou learn the art of talking to a lead? [7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’? [7:21] How does Marylou find the right person to start a conversation with when calling a new prospect? [8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you. [15:17] When SDRs are more professional, what happens to the quality of

Bridget and I discuss what to do about end of the year reflections, things that are really important, and determining what to do better next year.

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.   KEY TAKEAWAYS [1:28] Ryan talks about his highly unusual sales background. Definitely worth a listen. [4:30] Ryan has overcome addiction, prison, divorce, and more to become a successful entrepreneur. Learn how he discovered how to shake off failure to achieve his goals. [8:18] Learn how to deal with alpha personality types -- and walk the line between being tough, and being too tough. [10:04] What is the main area of improvement Ryan believes most salespeople need to work on? [13:33] Ryan discusses core habits of great salespeople. [14:54] Prison taught Ryan about real str

Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success.