This podcast episode is a bit out of the ordinary I would say, then again, maybe it'll end up being one of the most interesting ones.

Why?

Andy Gole is a veteran sales trainer, educator, and more in general, a great guy. Completely unknown to me, until recently that is, I met Andy at a private conference in NYC a few months ago, whereby he briefly presented to the audience his concept of Urgency Based Selling. 

From his website: 

"For more than three decades, as a sales theorist and practitioner, Urgency Based Selling® Founder Andy Gole has taught sales professionals how to transform a bold vision for their work into breakthrough selling techniques and management strategies to achieve their goals.  Andy and the expert team at Urgency Based Selling® are proud to work with organizations of all sizes, in a variety of industries."

As a sales professional, I know that everything in business, at some point, starts (and ends) with (no) sales. Whether you're in Fintech, Startups, or Gaming/Gamification. Sales is eternal, and in my book, everyone is in sales in this day and age. Having some novel insights from a seasoned pro like Andy is very gratifying therefore, and beyond helpful. In my conversation, we cover in detail a selection of his key concepts:

and many others are talked about in passing. 

After listening to my conversation with Andy, go and grab a copy of his brand new book: "Innovate Now: Scale Up with 16 Breakthrough Sales Techniques" and let me know what you've learned, and how you're going to apply this in your own situation. 

"Innovate Now shows how to sell for emotional intoxication! In modern culture, it’s an oxymoronic idea. Consider the direct and indirect impact of negative stereotypes like Willy Loman in Death of a Salesman; on the surface “joyous selling” is absurd. It’s an extraordinary idea! To potentially achieve emotional intoxication through selling, that is: heroic selling. What makes business development heroic is opening the closed mind, bringing the prospect who says “I’m good” to explore new ideas which lead to a higher state of well-being. This is why salespeople are heroes. Innovate Now shows how to be a sales hero. This typically requires novel new approaches to selling.Innovate Now helps the reader jump-start sales innovation. It provides new ideas you can implement immediately - like payments in kind - and methods to develop your own innovative ideas - like overcoming self-limiting assumptions and confirmation bias."

Enjoy!

Yvan De Munck