Podcast
How can sales and operations work together?
Paul offers suggestions to help bridge the divide between sales and operations to serve customers better. Show Notes As an organization, from the shop floor to the top floor, follow this bedrock philosophy: “Do more of that which adds value and less of that which adds little or no value.” Conduct a “field day” with …
How do I sell to high-level decision makers?
Paul tackles the issues that many salespeople have with the idea of selling to that ultimate decision maker. Show Notes You should be calling on high-level decision makers from the start! Tune in to find out why (and how). When you’re interacting with a high-level decision maker, you have to provide meaningful insight. Tell them …
How do I sell with purpose?
Paul shares some insights to help you sell with a deeper purpose. Show Notes You must realize that you are not just selling a product, you are serving people. Imagine if you approached your work like that every day. For some salespeople it’s all about making money—we need money. But find that deeper purpose behind …
How do I build and sustain a value-added movement?
Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail. Show Notes Clarity-Communication-Commitment-Courage As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear. At every company meeting, in every email, every team communication, drive that value-added …
How do I transform adversity into advantage? With John Register
Paul talks with John Register—former military, Olympic hopeful turned Paralympic medal winner. Listen to his inspiring story and how he “transformed adversity into advantage” in tough times. Show Notes “We think we know who we are when tough times are going to come, and we think we know how we’re going to show up. But …
Are you focusing on the right business?
Paul lays out a plan to focus your time, energy, and effort on the most viable sales opportunities. Show Notes As a salesperson, time is the currency you are investing. Be sure you’re not wasting it on the wrong opportunities. Stop what you’re doing and put together a list of ideal targets. This is critical! …
How can I be more persuasive?
Paul provides seven basic principles of persuasion to incorporate into your sales pitch or presentation. Show Notes Regardless of who you’re persuading, the outcome must be equitable. Demonstrate the fairness of your solution. If you want to WOW the customer, surprise them with an unexpected service or value added. Scarcity creates demand. FOMO (Fear of …
How do I have success in sales as an introvert? With Matthew Pollard
Paul interviews Matthew Pollard (The Rapid Growth® Guy), debunking the myth that all successful salespeople are extroverts. Show Notes “Surprisingly, while a lot of people feel that introverts struggle with sales, some of the best in the business…happen to be introverted.” Matthew Pollard “I believe sales is a system. And I believe the best in …
How do I sell in a tough market?
Paul lays out four ways to be more persuasive and to move your deals forward, even in a tough time. Show Notes When your customers are tempted to hit Pause, you need to convince them to take action. Use analogy. Just as some invest when the stock market is down, position your solution as an …
How do I sell value when insurance premiums are on the rise?
Paul shares ideas on how to compete in this tough insurance market. Show Notes Begin the renewal process much earlier—six months prior to policy expiration. Tune in to the podcast to hear about the three-step renewal process. Have constant communication with the client. Be sure to provide value at each interaction. Conduct a thorough review …
