Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology.
Dec 02, 2016•30 min•Ep. 320
Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity.
Dec 01, 2016•36 min•Ep. 319
Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs.
Nov 30, 2016•37 min•Ep. 318
Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers.
Nov 29, 2016•39 min•Ep. 317
Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer.
Nov 28, 2016•41 min•Ep. 316
Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand. KEY TAKE...
Nov 26, 2016•34 min
Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.
Nov 25, 2016•24 min•Ep. 314
Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of th...
Nov 24, 2016•46 min
Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority.
Nov 23, 2016•34 min•Ep. 313
Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front.
Nov 22, 2016•36 min•Ep. 312
Anthony and I discuss why you need a passion to excel at whatever you do and the three essential traits all successful sales professionals possess.
Nov 21, 2016•37 min•Ep. 311
Ali and I discuss the biggest challenge facing sales reps in today’s environment and problems that can result from relying entirely on data to manage sales.
Nov 19, 2016•34 min•Ep. 310
Bridget and I discuss the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripts.
Nov 18, 2016•25 min•Ep. 308
Gerald and I discuss how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.
Nov 17, 2016•39 min•Ep. 308
Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts.
Nov 16, 2016•43 min•Ep. 307
Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change.
Nov 14, 2016•33 min•Ep. 305
My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the key topics Laurie and I discuss are the key elements of selling with GRIT, how to implement change in yourself and in your organization, and the five steps of change Laurie prescribes that you can use to transform your selling. KEY TAKEAWAYS [2:30...
Nov 12, 2016•40 min
On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.
Nov 11, 2016•30 min•Ep. 303
Craig and I discuss the development of online and mobile CRM, why CRM implementations fail, and integrated marketing automation.
Nov 10, 2016•37 min•Ep. 302
Ian and I discuss understanding the problems your product solves for the customer and how to qualify your customer by enticing them.
Nov 09, 2016•36 min•Ep. 301
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.
Nov 08, 2016•36 min•Ep. 300
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.
Nov 07, 2016•33 min•Ep. 299
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.
Nov 05, 2016•31 min•Ep. 298
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.
Nov 04, 2016•29 min•Ep. 297
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.
Nov 03, 2016•37 min•Ep. 296
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.
Nov 02, 2016•52 min•Ep. 295
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.
Nov 01, 2016•36 min•Ep. 294
Molly and I discuss how to rebuild your confidence after a set back and differences and similarities between selling and negotiating.
Oct 31, 2016•33 min•Ep. 293
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.
Oct 29, 2016•39 min•Ep. 292
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.
Oct 28, 2016•29 min•Ep. 291
