693: The Science of Success, with Eric Barker
Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode.
2 Jan 2019
581: Develop the Habits That Can Change Your Life. With Marshall Goldsmith
Marshall Goldsmith, one of the most influential business thinkers in the world, the number one leadership thinker in the world, and the author of multiple books, including Mojo: How to Get it, How to Keep it, How to Get it Back if You Lose it, What Got You Here Won’t Get You There: How Successful People Become Even More Successful, and Triggers: Creating Behavior That Lasts — Becoming the Person You Want to Be, joins me on this episode.
9 Oct 2017
739: Selling and Marketing: A New Approach, with Kimberlee Slavik
Kimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast.SUMMARYKimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sales experience. Kimberlee recommends upgrading sales management standards and suggests requiring licensing for sales management; there should be consequences for bad behavior in the sales industry.Kimberlee was motivated to write Visnostics to provide plans for the execution of the sales theories she had learned along the way in sales. She tells how to flip the story to appeal to customers. Generation Zs have a three-second attention span so you have to get their attention with your first words. You never know what your audience is going to be. Different people have different perspectives; present your services from their perspective. Kimberlee relates the meeting that sparked that moment of understanding to create the basis of Visnostics.Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.Visit ringdna.com/andy for exclusive Sales Enablement content._Formerly the Accelerate! Your Sales podcast with Andy Paul
12 Dec 2019
740: B2B Selling and Better Communication, with Craig Walker
Craig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast.SUMMARYCraig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts conversations to text and suggests content in real-time for you to use in conversations. Craig explains DialpadSell and TalkIQ.Sales performance is worsening even while we are in the Golden Age of tech. Good sales reps want to improve. TalkIQ AI can help them improve their practices and performance. Sales people who lack the will to improve cannot easily be helped to change. Andy talks about his company’s curated book club for sales teams. Andy notes the shortcomings of some tech being used today. Craig describes the advantages of having Voice Intelligence in your sales conversations.
19 Dec 2019
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731: Why You Should Flip the Sales Script, with Oren Klaff
Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode.KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals. Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals. Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals. Objections come from two reasons: 1. Your status as a salesperson isn’t high enough; 2. You’re not perceived as an expert. Status measures your trustworthiness and credibility. Expertise provides certainty for the buyer. When the buyer assigns you trust and certainty, they want you to do business with them. Oren says the basis of feeling like or being an insider wins deals. It involves being able to talk to someone in their language about their business. People are skeptical of outsiders and their promises. Inception (with credit to the movie) refers to the writing a storyline to ensure that the audience deduces the solution before the characters do. That aha moment makes you feel good. Oren applies that to selling. Oren discounts decision-making theories. Oren does not recommend storytelling in spite of the storytelling culture in which he was raised. Storytelling is too hard for most people to use effectively. Oren explains the Flash Roll. Give the buyer details about your business, their problem, and the probable solution, in their technical language, told quickly, in under 30 seconds, as if you have delivered the solution 1,000 times. Andy recommends listeners to get Oren’s book, FLIP THE SCRIPT. Most of Oren’s customers are respected, technical people of high status who are not interested in cheesy tactics and don’t want to sell. The book shows you how to get your buyer to want and need to buy from you. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.Visit ringdna.com/andy for exclusive Sales Enablement content._Formerly the Accelerate! Your Sales podcast with Andy Paul
17 Oct 2019
592: How to Start More Sales Conversations. With Bridget Gleason. And special guest, Ryan O’Donnell
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Ryan O’Donnell, CEO of SellHack and Replyify.AndyPaul.com/592
3 Nov 2017
691: Pursue Profitable Digital Transformation, with Michael Gale
Michael Gale, Co-author of The Wall Street Journal bestseller, The Digital Helix, joins me on this episode.
19 Dec 2018
595: Sure-Fire Ways to Grab the Attention of Buyers. With Bridget Gleason. And special guest, Braydan Young
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Braydan Young, Co-Founder of Sendoso.AndyPaul.com/595
10 Nov 2017
587: Trust is the Real Sales Accelerator. With Stephen M. R. Covey
Stephen M. R. Covey, Co-Founder and CEO of Coveylink Worldwide, and author of the worldwide bestseller, The Speed of Trust: The One Thing that Changes Everything, joins me on this episode.AndyPaul.com/587
23 Oct 2017
648: Use Charisma to Create Powerful First Impressions. With Tom Payne
Tom Payne, President, Essential Growth Solutions, LLC and author of Selling with Charisma: The Sales System Used — Unwittingly — By the World's Best Salespeople, joins me on this episode.
19 Mar 2018
586: Setting Priorities to Increase Productivity. With Bridget Gleason
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.AndyPaul.com/586
20 Oct 2017
597: Increase Your Call Planning Effectiveness. With Matt Sniff
Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode.
15 Nov 2017
736: Intentional Outbound Marketing, with Mercy Bell
Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode.KEY TAKEAWAYS As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience. After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduate high school, first to graduate college, and first to get a desk job. Mercy worked at the fundraising call center for Stanford in the Great Recession. Her territory was Stanford graduates on Wall Street, many of whom had lost their jobs. After four years, she was prepared for sales. Mercy talks about the “in-the-moment” creative decision tree Dogpatch Advisors reps follow to position their software for their customers. Mercy’s first memory as a child with her mother was people asking her, “Where are your parents?” She felt she was constantly giving people an “explanation of self.” That “why me” type of exercise helped her in sales. Mercy describes how she crafted email messages in sales to make the technology the first experience for the customer with herself as the rep to be the second customer experience. Her appearance was an advantage. Mercy tells Dogpatch Advisor reps that the first sentence you write in a cold email is the first experience and impression the prospect has with you. Make it memorable and focus on accuracy and creativity. Creativity is necessary. Andy advises taking risks. Mercy notices an incredible fear of experimentation. Mercy implements a “manual-to-scale” loop for companies. Creativity is unique to individuals. Mercy explains how to scale creativity using an example of how she would use the data concerning a company in an email. Mercy has ideas about what sales managers can do to encourage improvisation in their reps. Managers need to workshop habitually with their rep teams. Outbound Operations takes the burden of prospecting burdens from reps to give them time to explore the human connections creatively. Outbound Operations is not Sales Operations. Reps should not do data entry and follow arbitrary rules. They should be doing human communication. Happy reps will be supported and retained. Mercy and Andy discuss what attributes in a rep are relevant to customers. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI.Visit ringdna.com/andy for exclusive Sales Enablement content.(Formerly the Accelerate! Your Sales podcast with Andy Paul)
21 Nov 2019
573: The Structure of a Closing Call. With Kayvon
Kayvon, The One Call Closer™, International Sales Trainer, Speaker, and Consultant, joins me on this episode.
25 Sep 2017
607: Key Traits Shared by Top Sales Performers. With Bridget Gleason
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud.AndyPaul.com/607
8 Dec 2017
626: Six Lessons from 600 Episodes of #Accelerate. With Bridget Gleason
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.
26 Jan 2018
616: Amp Up Your Sales Performance with a Ritual. With Daniel McGinn
Daniel McGinn, author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed, joins me on this episode.
3 Jan 2018
720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo
Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.
1 Aug 2019
644: How to be a Sales HERO. With Bridget Gleason
Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.
9 Mar 2018
603: 5 Keys to a Sales Cadence. With Gabe Larsen
Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode.
29 Nov 2017