Accelerate! With Andy Paul

Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales.

Kurt and I explore influence, persuasion, and negotiation. Also, how sales has changed and whether you would rather talk to a salesperson or a consultant.

Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and web documents into podcasts.

We answer the question of a listener about what you need to do to position yourself for promotion and attempt to define what persuasion is.

Jay and I discuss why more companies are looking to build their business through channel sales partners and how channel sales are transforming entire industries.

Justin and I discuss sales process engineering and why he believes it’s important to reduce a salesperson’s autonomy through a division of labor.

Sean and I discuss the 4 key milestones start-ups should use to assess their progress and how to acquire the data to develop an effective customer attraction strategy.

Molly and I discuss how to rebuild your confidence after a set back and differences and similarities between selling and negotiating.

Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling and how to use it to build a larger pipeline of qualified opportunities.

Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap and how to distinguish between a long sales cycle and a lost deal.

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential for sales leaders today, how listening to actual calls services as a great sales coaching and auto-correcting mechanism and why sales leaders need to understand the important difference between skills and habits/behaviors in the context of sales coaching.     KEY TAKEAWAYS [5:21] Chris explains how the Conversature software helps sales teams by functioning as an “x-ray vision into a sales organization’s conversations”. [7:28] Questions to ask if you’re concerned about the effectiveness of your outbound calling: Are your sales reps having low quality conversations? Do you know the quality of your sales reps’ conversations? Have you tried very hard to improve the quality and effectiveness of your sales reps’ conversations but to unpredictable ends?  

Dan and I discuss the importance of sales & marketing alignment in lead generation and effective strategies to improve sales & marketing collaboration.

Nic and I discuss why enterprise customers are becoming more willing to buy critical systems from start-ups and what strategies help a start-up get through the growth stage.

Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process.

Alzay and I discuss how the right content can transform a prospect’s perception of value and how to use content to maintain the right problem-solution orientation.

On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases."

Nicolas and I discuss best practices for the routing of sales opps, the importance of the hand-off process, and how to perform real-time meeting confirmations from prospects.

John and I discuss why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better.

Brent and I discuss how the ‘challenger’ paradigm presents a challenge for the buyer and seller and how it forces sellers to adapt their stratigies for creating a mental model of the customer’s business.

Andrea and I discuss how she incorporates her company's core values into her team’s selling efforts and how to use metaphors when selling intangible value.