Accelerate! With Andy Paul

Liam Martin is the Co-Founder of Time Doctor and Running Remote, and the author of Running Remote. Increasing productivity has always been one of the goals in sales. However, it is the metrics to measure productivity which has been changing with the move to hybrid and remote work. Liam shares how asynchronous companies, which have adopted an “unmanagement” style, maintain productivity with less management within a digital environment. He also comments on the role of management as not merely a means of reporting up, but as the ideal role for coaching and development on the ground. HIGHLIGHTS Time Doctor tracks sellers' specific actions to aid productivity AI helps predict seller retention in companies Remote work and productivity of asynchronous organizations Management is not just reporting up but coaching for development Collaboration and autonomy in asynchronous organizations QUOTES Time Doctor tracks more than just time Liam: "If you can pull in a quantifiable, longitudinal metric, so the amount o

Dale Dupree is the Founder and CSO of The Sales Rebellion. The status quo in sales is mediocrity and this is what Dale is rebelling against. By developing your own personal brand and improving upon inherent strengths instead of conforming to processes, both individual contributors and managers can interact with people on a more human level. Dale shares how his unique methodology aligns the way you operate with your authentic self, creates credibility, and makes sellers stand out to attract clients to start—and continue—to do business with you.  HIGHLIGHTS The Sales Rebellion rises up against the status quo of mediocrity  Anchor change on a desire to give people something better Building The Rebel Refuge platform Call volume is a useless metric for salespeople QUOTES Effective salespeople start with management Dale: "Our rebellion isn't just about going and saying you're doing it wrong. It's about helping people to take their strengths, what does make you a good manager, why did you get to this level in

Kurt Kratchman is the CEO at Virti. COVID fast-tracked the need to innovate remote learning, especially in the healthcare industry where diagnostic skills must be accurate. Kurt shares how they improved immersive learning using cutting-edge technology like VR headsets, 360 video learning, and avatars and how this forward-thinking applies even with the return to face-to-face interactions. He also discusses their program for sales readiness that cuts down the time for a salesperson to be productive from 6 months to just 7 days while also providing continuous training for up to 8 months.   HIGHLIGHTS Virti delivers immersive learning to enterprise at scale Sales readiness: Focusing on skill-fade reduction and memory retention   Supporting franchise industries in sales and corporate entities with leadership  The learner’s journey: VR headsets help teach situational awareness QUOTES Innovating immersive learning for the healthcare industry Kurt: "Simulation training is a big part of the healthcare industry

Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the innovation from within or to find a partner who can from without. Sean shares the attributes of such a leader and how their innovation operating model works. Their functional transformation is a subversive approach toward changing behaviors. They celebrate small wins so their partners can then tell the story to their own stakeholders and continue to get the resources to be successful. HIGHLIGHTS Commercialization leaders: An emerging role to fill a gap Portfolio-based approach towards venture-building Innovating Bridgestone and growing U.plus 600% Survive the recession by investing in your relationships QUOTES Innovation in big companies is both inside-out and outside-in Sean: "Outside-in means I have a problem, I think there's a startup out there that could solve it for me. So I go out and I scout and I try and find a startup that I can either buy from,

Steve Hall is an executive sales coach and Australia's leading C-level sales authority. He brings with him decades of experience in several industries and roles, from bricklaying to middle management to sales leadership to executive consulting. He learned that even the most complex sales involving millions of dollars still boil down to the basics: sales is a people business. He shares how to get in the mindset of a C-level executive, create a message that gets you a longer conversation about your solution, and find the best way to send that message as cold emails do not work with the C-level. HIGHLIGHTS Sell to the person who has the authority to approve  Focus on accounts, not leads: Sales is about creating relationships  A conversation with the C-level is going to be about strategy Get a meeting with the C-level then prepare for it QUOTES Even complex sales are about relationships Steve: "One of the biggest sales I made, the COO of an 8 billion dollar company in the states, or UK actually, wanted to

Mark Schopmeyer is a Co-Founder and Co-CEO of CaptivateIQ, the new standard for sales commissions, that helps companies set, calculate, and report paying out sales commissions. He talks about the obstacles to combining different sets of commission data and the need to create a solution. He emphasizes that a scalable solution was needed due to the limits of existing software and how more forward-thinking companies see the wisdom in moving away from traditional manual processes into an automated system. Mark also comments on trends he sees on commissions, such as the introduction of spiffs and other incentives.   HIGHLIGHTS Combining data sets must be 100% accurate for commissions CaptivateIQ creates a scalable solution for calculating commissions More modern companies quickly recognize the value of automation Fun incentives can drastically change the behaviors of salespeople Pay on bookings and cash receipts versus commissions QUOTES Different data sets are especially difficult with commissions Mark: "

Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experience as a founder, president, and sales leader in various companies. Orrin discusses the need for manufacturers and distributors to embrace the new digital buying model of millennial customers which demands collaboration between these three entities. He goes deeper into how distribution channels can be enabled with data and media and being in front of the customer during their "moment of truth." HIGHLIGHTS Orrin's professional background in sales, training, and manufacturing New digital buying model: Collaboration between manufacturers, distributors & customers The moment of truth: Support distribution channels with data and media  QUOTES Millennials have a new digital buying model that prioritizes collaboration Orrin: "What manufacturers need to do now, what they need to be really thinking about, how do they engage end customers while bringing in distribu

Luigi Prestinenzi is the Co-Founder and Head of Growth at Sales IQ Group and host of the Sales IQ Podcast. Your mindset can either create amazing results out of nothing or be the greatest hindrance to yourself. Luigi talks about the spectrum of mindsets, from growth and fixed mindsets to the similar open and closed mindsets that are prevalent in sales. He shares how building trust, adding value, and partnering for success with an abundance mindset flows into the seller's charter of guiding buyers to a decision point. HIGHLIGHTS Your mindset lies in the spectrum between growth and fixed Getting held back by cancer and a thirst for learning Abundance mindset: Build trust, add value, and partner for success The seller's charter: Help buyers realize the potential of their decisions Growth: There is learning in every step of the sales process QUOTES On failing once and never doing it again Luigi: "If we all take that mentality of everything that I'm going to do, I'm going to go in with a thirst for learnin

Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and achieve this by presenting insights to clients on the costs of remaining in the status quo. Jennifer also discusses their Challenger Loop and how surveys still work to provide feedback on deals they lost or are in danger of losing. HIGHLIGHTS The 5 sales mindsets and how Challengers challenge beliefs  Finding talent and retaining them by ensuring good fit A no decision is NOT because of price or product The Challenger Loop QUOTES Pairing your sales mindset with a methodology Jennifer: "I think Challenger is really about arming someone like me who is a Relationship Builder to rewire their brain to say, 'You don't have to be this person's best friend.' They're not going to buy from you because you took them out to

Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space.  HIGHLIGHTS Getting in front of litigation lawyers and having more conversations Researching and creating a sub-persona beneath the persona within the ICP Cold call success: Research, a calm demeanor, and genuineness QUOTES Researching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tell

Whitney Johnson is the CEO of Disruption Advisors and author of Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve. Discussed in the book is how an S-curve can be used to explain how people learn and grow. Whitney uses the example of her own career and how, after experiencing explosive growth and reaching the top of the S-curve, she wanted to fill an emotional need that was not being fulfilled on Wall Street. She explores all about this S-curve, from the element of risk involved in disruption to playing out the process of an S-curve to maximize learning and growth. HIGHLIGHTS Leaving Wall Street to write Disrupt Yourself and apply it to herself The S-curve helps to understand how people learn and grow Experimenting and the vulnerability of being wrong Embrace constraints because the greatest creativity comes from them QUOTES Whitney explains how the S-curve explains how people grow: "I was already thinking that disruption applies to products and services and people, I think th

Steven Benson is the Founder and CEO of Badger Maps. As a tool for field salespeople, Badger Maps took a big hit because of the pandemic. However, now that many businesses are operating more freely, the industries that benefit the most from face-to-face sales are once again preferring this more traditional way to do sales. The need to ask questions and provide answers during large deals is simply better done in person. Steven also comments on the coming recession and what CEOs and sales leaders need to do to overcome it.  HIGHLIGHTS Helping field salespeople with Badger Maps In-person sales pick up again after the peak of the pandemic  The pandemic was an opportunity to learn new skills  Change messaging to weather the coming recession QUOTES Steven: "There's 17 ways to do this, they all work great. There's a reason that it wasn't the best way then. It was a fine crutch when we couldn't do anything else but, like I said, I can't think of one industry that's been like, oh, well now that we've figured ou

Jim Irving is the CEO of Merit Consulting and the author of the bestsellers The B2B Selling Guidebook and The B2B Leaders Guidebook, as well as his latest book, The B2B Sales Top Tips Guidebook. He shares some insights he learned while gathering sales tips for this guidebook on how to realign how you sell with the prospect's buying process. They talk about a more streamlined definition of it, and how service-led selling sets you apart from even your biggest competitors when the norm today is all about conformity. HIGHLIGHTS A prospect's buying process and conformity Buyers don't want to talk to sellers, but they have to Differentiate yourself with service-led selling QUOTES Jim: "How often do you ask your prospects what their buying process is? And almost every time, there's silence. And I think I have a concern about our profession generally in that way and that there seems to be a big move towards process, towards AI, towards dividing up sales roles and I'm concerned that we're forgetting about how pe

Pouyan Salehi is the CEO and Co-founder of Scratchpad. Tools like Salesforce were created for the convenience and use of managers, not reps. Pouyan decided to change that by looking at the sales process from a rep's perspective. What he saw was that simplicity and faster access to information were the reps' biggest requirements for a workspace. With this in mind, Scratchpad created a workspace with simple yet useful features like text editors that pull data in and out of Salesforce. Pouyan also answers the same 7 rapid-fire questions Andy asked him during his visit to the show some 5 years ago. HIGHLIGHTS Growing Scratchpad to create workspaces specifically for reps Less drag and helping teams go through changes faster Simplicity for the end-user and faster access to data Pouyan answers the same rapid-fire questions from 2016 QUOTES Pouyan: "We decided that that should exist is this concept of a workspace that is designed purely for a sales rep, but also for the revenue team, and it helps focus on the

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness.  HIGHLIGHTS A worthy goal is thrilling, important, and daunting Draft your goals: Name the prizes and punishments Change: Fix what's broken or amplify what's working? Get motivation by understanding your worthy goal   QUOTES Michael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a littl

Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the things that will drive your success. He talks about emotional intelligence, learning empathy, and being authentic as defining characteristics of good salespeople. HIGHLIGHTS Master the basics: Your EQ separates you from the pack Learning trust and empathy in sales Always be learning as sales is constantly changing Leading versus managing QUOTES Dean: "Focusing on the things that can separate you from everybody else–being ready for a presentation, working with you today, doing your research, planning and preparation, basic human relation skills. And I think this is not taught at the Harvard Business School. These are things that you learn through life." Dean: "Again, that word EQ, emotional intelligence, wasn't

Shannon Minifie is the CEO of Box of Crayons. Curiosity is not just seeking the right answers but also seeking to know the right questions to get to the right answers. This changemaker behavior helps sellers be more client-centric instead of defaulting to simply giving advice. It helps remove biases that otherwise create wrong assumptions about the buyer and what they really need. A curious mindset also removes the anxiety entering into sales calls since you no longer feel the need to always be right.    HIGHLIGHTS ● Curiosity leads to client-centricity ● Innovation in an organization through curiosity ● Empathy and understanding why people feel the way they do ● Changemaker curiosity is a behavior toward the unknown   QUOTES Shannon: "When we say, "Be curious," in many ways, that's an imperative to be present for other people and to the parts of your own thinking that you haven't noticed or you may want to deny. So it's not just a desire to know something, it's really relationship-based and it's about openne

Shep Hyken is the Chief Amazement Officer of Shepard Presentations, an NYT bestselling author, and keynote speaker who helps companies deliver amazing customer service experiences. His latest book is called I'll Be Back: How to Get Customers to Come Back Again and Again which talks about operationalizing a great experience that gets customers to tell sellers, "I'll be back." Shep discusses how to deliver exceptional customer service throughout the buyer's journey, deliver that consistently, and ultimately produce loyal customers.    HIGHLIGHTS ● The moment of truth: Create a positive experience for customers ● Customers remember you through Peaks and Ends ● Loyalty and operationalizing a great customer experience ● Know your script well enough to go off-script   QUOTES Shep: "Customer service is not a department, it's a philosophy. It's part of everybody's job, whether it be an internal customer or external. But for a salesperson, the salesperson's job is to build a relationship, to create an experience that

Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies have this self-awareness, they have an openness to innovation that reinforces a growth rather than a fixed mindset.     HIGHLIGHTS Sales training today and Garrett's shift to enablement Everboarding for first-year salespeople Teach a growth mindset: Innovation necessitates some failure  Coaching to ensure productivity while also preventing burnout  QUOTES Garrett: "We want them to have more of a growth mindset than a fixed mindset. And when we go through discovery, we want to approach every conversation with genuine curiosity. That's what the most innovative companies do. They're curious. They try things out. The

Darin Dawson is the President & CO-Founder of BombBomb.com. Video is the closest analog to face-to-face conversations which can communicate our nonverbal language. This massive advantage helps sellers close more deals in more condensed timeframes. Darin discusses how to use human-centric communication in sales and shares that, in an industry of similar products, likeability dramatically influences the decision to do business with you.      HIGHLIGHTS ● Shareable videos help deals close faster ● Casual vs formal: Dress the part to feel the part ● Video exhibits soft human skills that enhance customer experience ● Use human-centric communication to connect more   QUOTES Darin: "It can condense that time to close. It can condense that need for more meetings, more time, so we're seeing that flatten a bit in that process and maybe skipping some of these typical checkpoints in that process along the way." Darin: "Uniquely, video allows you to experience who my people are above what the brand is. We try to articulat