Accelerate! With Andy Paul

Carolyn and I discuss tips for implementing productive behaviors, how to build the mindset of success, and current advice for sales professionals.

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.   KEY TAKEAWAYS [2:46] Dan take a point from his book, The Truth About Leads, to discuss how marketing departments are spending too much for the leads the generate. [4:59] Dan discusses The SiriusDecisions Demand Waterfall  and breaks down the difference between the marketing qualified lead, the sales accepted lead, and the sales qualified lead. [7:13] Why companies need to have an independent team, composed of the CFO and executives outside of sales and market

Bridget and I discuss how to approach developing your sales plan and the ideal timeframe for sales planning.

Steven and I discuss companies under-investing in the development of front line sales managers and leader development and coaching.

Thom and I discuss the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

Matt and I discuss how Full Funnel Marketing is a challenge to marketers and how to measure Marketing’s contribution to the pipeline.

Dan and I discuss how to keep your customers engaged and involved beyond the initial sale, and how to unify sales and customer success around common goals.

Alen and I discuss how he learned to ask the right questions to prospects and how your mindset influences your selling behavior.

Bridget and I discuss, employment-related questions and sales team characteristics of companies in different stages of growth.

Jill and I discuss how she came to focus on selling more in less time, what she learned from her research about concentration, and how to eliminate distraction.

Marylou and I discuss her journey from engineer to revenue expert, and her new methodology you can use to predictably reach new prospects.

Dave, Steve, and I discuss how to (not) control the sale and which activities support the sales process and create a higher probability of success.

Brant and I discuss how he came to write his book, how he joined the ‘Lean’ movement, and how organizations can grow with their customers.

Edward and I discuss the battle between good enough and excellent (and why good is better) and practical tips to improve your sales.

Bridget and I discuss the value and the impact of Big Data. We talk about the impacts of Big Data helps us or hurts our sales efforts.

Anneke, Britton, and I discuss how they came to write their book and the external trends that are forcing sales organizations to change.

Tim and I discuss his journey from salesperson to sales expert and author and how social selling is becoming mainstreamed. 

Cian and I discuss the value of detailed Win/Loss Reviews and the surprising things that influence customers in their decisions to buy or not.

Will and I discuss how Will’s background in chemistry and medical device sales led to starting his podcast and how sales professionals would benefit by podcasting.

John and I discuss the importance of building your personal brand, your unique promise of value, and how you can become a domain expert.