Accelerate! With Andy Paul

Jon Levy is the Founder and Host of Influencers, a Behavioral scientist, consultant, and author of a very interesting new book titled, "You're Invited, The Art and Science of Cultivating Influence." On today's episode we're talking influence, connection and trust. We start with Influence. What is it? What does it mean to have influence? And the role of relationships and community in creating influence. And Jon shares the details behind his Influence Equation. Then Jon and I dive into the importance of connection and connectedness. isolation and loneliness are an increasing fact of life. It presents itself in the stress, burnout and mental health issues we see in sales. As Jon points out chances are high that the people you want to connect with are in need of connection too and may not even realize it. We dig into why sellers need to develop relationships in which everyone is better off, rather than trying to extract as much value as possible from it. Finally, we get into the process of building trust. And why

Meghann Misiak is the founder of The Path to President's Club, a training and consulting company. She is one of the rising new voices in sales that I like to feature on this show. She's part of the new generation of thought leaders and sales leaders who are shaping the future of selling and the sales profession. On today's episode we talk about a wide range of topics including the work Meghann is doing to train sellers how to harness the power of the MEDDIC framework to help them win more deals. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Andrew Peterson and Spencer Dent are the co-founders of Clozd. In today's episode we're talking about the importance and value that companies derive from doing effective win/loss analysis. We all can use more data points to help us improve our ability to help our customers make decisions. To win more deals. And what better source of data is there than talking to your buyers, and prospective buyers, about what you can do to create a better buying experience? We dig into how Clozd conducts the win/loss analysis for it's clients, the sources of information it taps into. And we explore some of the big takeaways they've learned from the various win/loss analyses they've performed for their clients. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Sc

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. This conversation was originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-po

Derek Jankowski is the Vice President of Sales at ServiceCore. Which is a great example of a company that is using software to disrupt an industry that most people think of a decidedly low tech. On today's episode we dig into Derek's journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek's passion project, his side venture called Next Level Sales Leadership. Which is focused on helping new(ish) sales leaders get the knowledge and skills they need to be more successful, faster! Most FLMs are craving this type of support and we dig into what Derek is providing through his venture. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top

Eric Quanstrom (CMO at Cience) is a leading expert on proactive outbound prospecting. On today's episode we talk about the business of lead generation outsourcing, in particular sales development. However, we approach it from a different angle. With the rise of specialized sales companies with highly developed expertise, such as Cience, Eric and I dig into whether sales really needs to be a core competency of a company that develops and sells a product or service. Or should a product company leave that to a sales company who are the experts? We also explore the many lessons that Cience has learned (from scaling to hundreds of SDRs) about how to more effectively hire, onboard and manage the sales development process. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and sta

Ryan Walsh is the founder and CEO at RepVue. Today we talk about how RepVue is challenging the status quo of getting a sales job and flipping the odds to the favor the candidate during the hiring process. We dig into the data that RepVue collects to help inform sellers during a hiring process. Then we get into what sales is going to look like in the next couple years, and what the impact will be for individual sellers. Plus, we talk about quota. This conversation was originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Salman Mohiuddin is a Strategic Enterprise Sales exec with Asana. Today is another episode in our series of new and interesting voices in sales. With people who represent the future of selling. And in our conversation, among other topics, we talk about Salman's journey so far in his career from his start as an SDR to enterprise sales. He shares how he set a goal to progress into an enterprise role and relied on his determination, resilience and, most importantly, patience to help him reach his goal. We then dig into the areas that he is working on in terms of his personal development and the goals he's working on next. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podc

Wendy Weiss is the president at Salesology. And a leading expert on proactive outbound prospecting. In our conversation today we talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect with potential buyers. We dig into how human communication, in general, has been impacted by the pandemic. And what impact that has on how salespeople communicate with buyers. Plus, we explore the reasons why, since work has blended in so many instances with “real life,” it’s possible to see and be seen more authentically. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast R

Phil M Jones is the author of the mega best-selling sales book, Exactly What to Say: The Magic Words for Influence and Impact. In today’s conversation we talk about “magic words”. I really like Phil’s book. He provides incredibly simple (yet highly effective) takeaways about the phrases that any seller can incorporate into their day-to-day selling that open the doors to in-depth conversations with buyers, help you understand and effectively answer objections, and thoughtfully challenge a buyer’s perspective. We’re going to go over a number of examples from Phils’ book, including my favorite “magic words” that you can use to help your buyers visualize success. This conversation was originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on t

Eric Stine is the Chief Revenue Officer at Skillsoft. I had all of these interesting topics lined up to talk about with Eric. Like, what does digital transformation mean for a seller? And how do you take digital transformation from a buzzword to a tangible journey for salespeople? Plus, I wanted to get into the buying experience and how to leverage technology to enable the consumer to personalize and control that experience. But, as it it turned out, we had a fascinating conversation about something else entirely. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

John Livesay is the author of the book titled The Sale Is in the Tale and on today's episode we talk about the importance of storytelling, We discuss the real benefits of becoming a black belt in storytelling, which includes the ability to have other people remember your story for the "meeting after the meeting." We explore the 4 story types that every seller needs to be able to tell. We then dive into how sellers can create, craft and practice these stories. Plus, we get into all of this and much, much more. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. On this episode Andy and Jason tackle the BIG questions facing prospecting today. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality of its own. Plus, what companies should be doing to develop career tracks for prospectors. Conversation originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Dawn Deeter-Schmelz is a Professor and J.J. Vanier Distinguished Chair in Relational Selling and Marketing and Director of the National Strategic Selling Institute at Kansas State University. On today's episode we discuss the importance of educating the next generation of salespeople and the growth of sales degree programs at colleges and universities across the US. We talk about the students that enter these programs, the curriculum that is taught and the faculty that does the teaching. We also dive into the data about graduates from Dawn's program. In terms of the jobs and salaries they are able to attract. And we also look into the topic of how well graduates of The National Strategic Selling Institute perform in the real-world relative to their peers. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to upda

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Ryan Gottfredson is the author of Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership. In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success. This conversation was originally recorded in 2020.

Chantel George (Senior Client Partner at Twitter) is the Founder and CEO of Sistas in Sales, the largest global organization for women of color in sales. In today's episode, among other topics, we talk about the mission and purpose of Sistas in Sales. We then dig into some of the specific challenges facing women of color in B2B sales. Including the pressures that WOC feel to conform and comply with stereotypes of what a successful salesperson looks and talks like. Then we dive into the problem of the lack of mentorship opportunities available to WOC in sales and the impact that has on opportunities for development and advancement. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Ena

Stephen MR Covey is the New York Times and Wall Street Journal Bestselling author of The Speed Of Trust, a favorite book of mine. Today we're talking about his most recent book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. We get into the changes that have taken place, and that are taking place, that require us to rethink the very nature of leadership, and how it is exercised today. We then dive into the five emerging forces that are pushing this change forward. Finally, we explore the two most common management paradigms: the familiar Command and Control, favored by many sales leaders, and the Trust & Inspire paradigm. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Uni

Philip Squire is the CEO of Consalia, a multi-national sales consulting firm based out of London and author of the new book, Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage. On today's episode Phil suggests that a new paradigm for selling is required – one that is based on values and belief systems. He talks about the research that his firm conducted in countries around the world which found that customers continue to express low opinions of salespeople. And why values and character are not words that are used enough in sales. This conversation was originally recorded in 2020. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOp

Don Addington is the Chief Revenue Officer at Tackle.io, a cloud marketplace platform. In today's episode we talk about how software companies and selling their products through Cloud Marketplaces. We start with Don sharing with us a description of what cloud marketplaces are and how they function. We then dive into why software companies need to sell on Marketplace. Don shares data that 83% of buyers are likely or extremely likely to purchase through Marketplace and 67% of sellers plan to invest more into Marketplace this year. So, then we dig into the 10 things that sellers need to be aware of when selling in a cloud marketplace. How it's different and how it can transform the way they sell. We get into all of this and much much more. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take