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Sales Enablement Podcast with Andy Paul

The world's most candid, inspiring sales podcast. With millions of downloads and 1,000+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career. Powered by Revenue.io: the revenue acceleration platform that helps businesses scale growth through AI. Visit revenue.io/andy for exclusive Sales Enablement content. (Formerly the "Accelerate! with Andy Paul" sales podcast.)

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The best episodes ranked using user listens.

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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.

41mins

2 Jan 2019

Rank #1

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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.

42mins

9 Oct 2017

Rank #2

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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

52mins

12 Dec 2019

Rank #3

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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.

45mins

19 Dec 2019

Rank #4

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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

49mins

17 Oct 2019

Rank #5

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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

37mins

3 Nov 2017

Rank #6

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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.

39mins

19 Dec 2018

Rank #7

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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

37mins

10 Nov 2017

Rank #8

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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

39mins

23 Oct 2017

Rank #9

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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.

37mins

19 Mar 2018

Rank #10

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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

37mins

20 Oct 2017

Rank #11

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597: Increase Your Call Planning Effectiveness. With Matt Sniff

Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode.

37mins

15 Nov 2017

Rank #12

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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)

51mins

21 Nov 2019

Rank #13

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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.

38mins

25 Sep 2017

Rank #14

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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

35mins

8 Dec 2017

Rank #15

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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.

35mins

26 Jan 2018

Rank #16

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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.

38mins

3 Jan 2018

Rank #17

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720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo

Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.

46mins

1 Aug 2019

Rank #18

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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.

24mins

9 Mar 2018

Rank #19

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603: 5 Keys to a Sales Cadence. With Gabe Larsen

Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode.

49mins

29 Nov 2017

Rank #20