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...
Oct 27, 2016•39 min
Dan and I discuss the importance of sales & marketing alignment in lead generation and effective strategies to improve sales & marketing collaboration.
Oct 26, 2016•37 min•Ep. 289
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.
Oct 25, 2016•36 min•Ep. 288
Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process.
Oct 24, 2016•31 min•Ep. 287
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.
Oct 22, 2016•34 min•Ep. 286
On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases."
Oct 21, 2016•30 min•Ep. 285
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.
Oct 20, 2016•32 min•Ep. 284
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.
Oct 19, 2016•41 min•Ep. 283
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.
Oct 18, 2016•46 min•Ep. 282
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.
Oct 17, 2016•38 min•Ep. 281
Patrick and I discuss what it means to have a growth mindset, why having one is critical to your success and how living up to our potential is an ongoing dynamic process.
Oct 15, 2016•36 min•Ep. 280
Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting defeated.
Oct 14, 2016•29 min•Ep. 279
Josh and I discuss how to help reps more effectively engage with prospect and how reps can benefit from technologies that support account-based messaging.
Oct 13, 2016•32 min•Ep. 278
Jason and I discuss why there needs to be more investment in training sales managers and strategies leaders can use to improve the performance of their teams.
Oct 12, 2016•24 min•Ep. 277
Anthony and I discuss why you as a salesperson are the primary value proposition and how psychology is more important than technology in sales.
Oct 11, 2016•35 min•Ep. 276
Jeff shares some of his best practices on social marketing, including how to take that first step to define and implement your social media strategy.
Oct 10, 2016•33 min•Ep. 275
We discuss the importance of personal branding and why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects.
Oct 08, 2016•36 min•Ep. 274
Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now!
Oct 07, 2016•27 min•Ep. 273
Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective use of sales technologies.
Oct 06, 2016•35 min•Ep. 272
David and I cover topics ranging from the evolving role of sales leaders in modern organizations to the qualities that make great sales coaches.
Oct 05, 2016•44 min•Ep. 271
What it means to be a disruptor, what self-disruption is really about and how it can transform your career and life.
Oct 04, 2016•34 min•Ep. 270
Peter and I talk about the alignment between sales and marketing departments. And, how better collaboration will lead to more revenue.
Oct 03, 2016•31 min•Ep. 269
Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary.
Oct 01, 2016•32 min•Ep. 268
Listen in as Bridget and I discuss how salespeople can develop the habits and behaviors that not only improve their current performance, but also secure their role in future.
Sep 30, 2016•30 min•Ep. 267
Bill and I discuss ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.
Sep 29, 2016•36 min•Ep. 266
Michael and I discuss how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process.
Sep 28, 2016•33 min•Ep. 265
Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects.
Sep 27, 2016•39 min•Ep. 264
Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales.
Sep 26, 2016•38 min•Ep. 263
My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity. In this episode Hampus describes what Brisk set out to do for sales professionals and sales teams. And he shares the reasons why Brisk ultimately failed to achieve its goals. It’s a great cautionary tale for entrepreneurs. Join us as Hampus and I also discuss some essential sales les...
Sep 24, 2016•42 min
Join Bridget and I as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first.
Sep 23, 2016•29 min•Ep. 261
