Accelerate! With Andy Paul

Barbara Weaver Smith is the Founder and CEO of The Whale Hunters, which provides training, consulting, and coaching on unique processes for explosive growth through large account sales. In today's episode, Barbara and I discuss the key ways you can attract, keep, and manage a big whale.

In today's installment, Kevin Craine (Executive Director of Craine Communications Group) and I discuss some of the key ways to grab your customer's attention through compelling content.

This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he teaches about sales management in his latest book: Sales Management. Simplified. We all know that growing sales is hard work. In Sales Management. Simplified Mike Weinberg takes dead aim at the self-destructive, self-defeating behaviors of sales managers (and senior management) that unnecessarily impede and slow down sales growth. In this episode, Mike, with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. And he outlines his simple framework for sales management that any organization can use to achieve their sales goals. Sales leaders: this was a must listen episode when it first aired. It still is essential listening today!

In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working.

In today’s episode, Susan Barrett (CEO of Barrett Consulting Group) and I discuss why sales is a life skill, and not just a business skill.

In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales reps to sell instead of burdening them with awkward administrative duties.

In this episode, Tom Searcy (author of the book, "Life After the Death of Selling: How to Thrive in the New Era of Sales") and I discuss why small companies think they aren’t able to compete with larger companies for the big sales.

In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps.  

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them.

In this episode, Richard "Dick" Ruff, Ph.D. (author of the book "Mastering Major Account Selling"; and co-author of "Managing Major Sales" with Neil Rackham) discusses how to utilize the fundamentals of account based selling.

In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.

In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.

In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are: Are companies reaching out to only the qualified leads? Why are companies putting too much pressure on SDRs to make contact? Why is there a lack of preparation when it comes to sales calls? Why it’s better to measure an SDR on results, rather than on activity. Are the expectations of success too low for SDRs? Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are: Why is it important to ask the right questions during your sales pitch? Who should you focus more of your efforts on in training – the top performers or the middle class performers? Why you want to ensure the company you are working for has a compelling message. What is the 30/20/10 Rule and Why is it important? How to train sales reps to become better at asking questions.  

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about: Why writing skills are important in the hiring of sales reps Why it is important to know what you are selling when hiring the right candidate Why it is essential to test for the position you are hiring for How to gain visibility into the candidate you are interested in How to construct the best interview questions based on the role you are hiring for  

In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are: How sales reps should be educated to focus on the outcomes we are tryting to achieve. Why focusing on sales training is not an effective strategy. Why changing behaviors of sales reps will improve sales and your bottom line. How using Qstream can propel your sales force.  If you are a sales leader or sales manager, then be sure to check out this episode!

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are: Are we burning out and exhausting prospects with the modern sales model? Does continuing sales innovation demand that sales models be broken and replaced? Why sales roles will continue to become more specialized. How automation will revolutionize and streamline the task of connecting with prospective buyers. Interested in what the future holds for sales? Then be sure to join us for this episode!

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about: Why trust is not the same as trustworthiness. And what that means for you. Why you can’t fully build trust with a prospect if you don’t them. Why trust is personal. Buyers are building trust with you, not your company. Why trust is not a number that you can measure. This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.