Sales Enablement in the 21st Century with Andy Paul #331

Andy Paul is the host of the Sales Enablement podcast, (formerly known as the Accelerate) recently acquired by RingDNA. Andy has had over 760 guests on the podcast since it’s start. This week Andy and I talk about sales enablement and those selling and marketing lessons he’s learned from his guests. Despite what you hear, sales people will always be necessary. Buyers desire real people to consult when making a purchase.

New Sales Enablement Podcast

Again, Andy has talked to over 700 experts on sales and marketing, Through these interviews he came to understand the need for a sales enablement rebranding. Why sales enablement? Andy wants his podcast to talk about the acumen, skills, and tools sellers need to have knowledge based conversations. He believes this is the best way for sellers to know buyers and what they value.

Andy believes:

- Sellers need to self reflect. There is a lot of advice on selling, but sellers need to look inward. Get the right perspective, right influences, and get good at defining the problem.
- Don’t focus on how to persuade a buyer to buy your products. Instead ask how can I help the buyer. Study and learn business and what the C-Suite cares about.
- Invest in yourself. Become an active learner. e.g subscribe to the WSJ and have a mindset of learning
- Focus on aspirations, not pain points.

People Matter for Sales Enablement

People matter not processes. The personal touch is key to success:

- Individuals make the difference, not the product, but instead it’s the sales experience and customer experience and service.
- Andy is a proponent of brochure selling for earning the first buyers
- What’s in the Future?AI to automate repeatable tasks, but people will still gravitate to buying from people.

How To Find Andy Paul

- ringdna.com/sales-enablement-podcast-with-andy-paul
- andypaul.com

Thank Our Sponsor Sharetivity

Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

Thank Our Sponsor Habanero Media

Habanero Media Podcast Agency helps busy B2B companies attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Sales Enablement

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques.

Pushy sales doesn’t work! The key is to build trust over time. What tools do we use? LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

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Google Play
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Player FM
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The SalesBabble.com website click the player above on this page!