Today’s guest is Andy Paul and he shares with us ways you can help young sales leaders become better and more successful.
Andy Paul was here on the show back in episodes 359 and 364. Since then, he’s been doing some unique stuff working with SaaS companies. He has this passion to help people continue to grow in a changing environment.
Andy also hosts his own podcast called Accelerate! with Andy Paul, where they cover a whole lot of content around leadership, marketing, and sales to help serve people holistically.
1. Understand each step of the process.
Understand how people make decisions and how they’re influenced. Pay attention to training sales reps to understand so they can optimize the value of every interaction they have with prospect. Understand each step of the process that brings the customer closer to making a decision.
2. Focus on serving customers.
Focus on helping and serving customers to help them move from stage to stage in the buying process.
1. Train people how to really qualify prospects.
2. Re-qualify your prospects every time.
You have to qualify your prospect in every step of the process. Over time, their needs change. They become smarter and more educated. You have to continually re-qualify them to make sure they’re still the prospect for you.
Prospects don’t have the incentive to tell you to go away. So you have to ask.
Take nothing at face value. Don’t just go with the flow. Analyze what’s beneath the surface and look for the missing variables. What are you not seeing? Have that obligation to not take the easy route.
Don’t just say yes to everything if it doesn’t align with your strengths or with your process.
Successful professionals break the rules. Find a way to turn your people loose. Let them develop their own strengths. Let them break the rules a little bit. Then you can sort out who have the capability of succeeding.
Be your own person. Be authentic to yourself. Find out what you’re really good at and what you can do even better. Break the rules a little bit.
Listen to Andy’s podcast Accelerate! with Andy Paul
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.