The Win Rate Podcast with Andy Paul

Welcome to Win Rate Weekends. Andy highlights a portion of the most recent episode that makes his blood boil. Andy and the panel, Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads, discuss a common but seriously flawed sales strategy of giving the best leads to top-performing reps. They argue that this approach is shortsighted and ultimately detrimental. Instead, they emphasize coaching and developing all sales reps, holding them accountable, and focusing on creating a sustainable sales system that works over time, not just for immediate results.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's Win Rate Weekends, Andy highlights his discussion with Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads to talk about the correlation between increased sales rep turnover and unrealistic quotas. They critique the irrationality in quota setting driven by investor expectations and advocate for more realistic targets that build reps' confidence and success. They emphasize the importance of enablement and training in achieving quotas and compare sales strategies and successful educational programs.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the Win Rate Podcast, host Andy is joined by Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads. They discuss the impact of economic downturns and whether that should impact win rates, the need for sales discipline, the state of leadership roles, and whether having a side hustle benefits sales professionals. They stress the importance of refining sales processes, aligning with customer needs, and learning from wins and losses to foster long-term success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's Win Rate Weekends, Andy shares one of his favorite parts of his discussion with David Weiss, Kyle Williams, and Mark Petruzzi as they examine the pitfalls of current sales technology, the misuse of AI, and the importance of developing genuine buyer intent data. They highlight the potential of AI to reduce noise and increase efficiency in targeting buyers, while acknowledging the significance of dynamic, evolving Ideal Customer Profiles (ICPs). They also talk about the risks of high-volume approaches and the need for meaningful one-to-one interactions in sales.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's Win Rate Weekends, Andy highlights part of his discussion with David Weiss, Kyle Williams, and Mark Petruzzi on how data science, AI, and metrics can drive revenue in the SaaS industry. They talk about the importance of educating CROs on these topics as well as balancing efforts between customer acquisition and retention, and debate the roles of sales and marketing in lead generation.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy leads a discussion with another incredible roundtable of sales veterans, David Weiss, Kyle Williams, and Mark Petruzzi. They explore how data science, AI, and guided selling can transform sales operations. They discuss the importance of nuanced ICPs, reducing noise in outreach, and adapting sales strategies to non-budgeted environments. The share their insights on the challenges and potential of AI in sales, balancing tech with human judgment, and the future shift towards high-intent, one-to-one sales interactions.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today on Win Rate Weekends, Andy and the roundtable, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, challenge traditional sales approaches, emphasizing the importance of addressing business cases early in the sales process. They argue against the reliance on budgets and advocate for focusing on business opportunities rather than pain points. Highlighting a study on enterprise buyers, they discuss strategies for successfully navigating large deals by leveraging companies' cash positions and internal rates of return, creating a shift in mindset from pain to opportunity can open up more avenues for success in sales.Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Who doesn't remember that first day? Being thrown out there with little training and no experience? Andy and his guests, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, reminisce on this occasion and discuss how to improve on it. They discuss the pitfalls of traditional B2B sales training and propose a transformative approach centered on business and financial acumen. They emphasize the importance of understanding customer value and suggest that training in business skills, rather than sales techniques, and how focusing on end-to-end customer value can enhance sales effectiveness and revolutionize the industry.Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the Win Rate Podcast, Andy welcomes expert panelists, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training. Andy and the roundtable dive into the evolving landscape of B2B sales, and debates the limitations of traditional sales processes, the significance of business acumen, and the transformative potential of AI in sales. They also explore the concept of selling opportunities versus addressing pain points and stress the need for a shift towards market opportunity-driven conversations rather than demand-centric models. They also discuss the importance of understanding the financial impact of products on business operations and the need for sales professionals to become adept at navigating business and financial landscapes.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Join Andy and the roundtable featuring, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence as they discuss how sales tools and technologies over the last decade haven't significantly improved sales effectiveness. They explore the need for sales teams to adapt to evolving buyer behaviors, focusing on adding real value in sales interactions, and dive into the changes in buyer behavior, misuse of AI in sales, and the push towards meaningful engagement over volume-based strategies.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's Win Rate Weekend edition, Andy has three amazing sales veterans on the panel, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence to explore the role of AI in sales, particularly in improving outreach effectiveness. There's a lot of noise out there, and depending on your strategy with AI, your message could get lost or it could be refined in a way to bring greater impact.They get into AI's potential in condensing information for personalized communication rather than writing perfect emails, the need to use AI to better understand buyers and industries, enhancing human sales interactions, and achieving higher personalization at scale to break through that noise.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

There is so much hype, fear, hyperbole, and trepidation that swirls around the subject of AI, and specifically how it can and will impact sales. Luckily Andy has another roundtable of sales all-stars to break it down and give some new and unique insights. Today he is joined by Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence. The discussion revolves around the integration of AI in sales processes, focusing on increasing personalized engagement and addressing the inefficiencies of current sales methods. They debate the potential of AI to improve sales effectiveness versus simply automating things that you already aren't doing well. They also get into the issues of short tenures in sales leadership, misaligned incentives, and the need for deep professional development to maximize the potential of sales teams.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy is highlighting his discussion with a panel of sales experts on the value of trust and specialization in sales. His guests include Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. The group digs into deeper and more non-conventional ways of creating human connection and the advantage of becoming a subject matter expert. They share personal stories, sharing what they have learned over decades in the industry, the significance of understanding the buyer, and the value of integrating broader human knowledge, such as literature and observational humor, to enhance sales effectiveness.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's episode of Win Rate Weekends, Andy takes a look at a conversation he had on this weeks full episode with Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. Andy poses the question of why we don't have apprentice models in sales anymore, contrasting it with current rapid onboarding practices. He and the roundtable discuss the drawbacks of short-term, ROI-focused training programs in SaaS environments, advocating for longer, more comprehensive training that emphasizes career development and long-term performance. They also talk about the challenges faced by sales leaders balancing immediate revenue goals with sustainable team development.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Thank you for listening today as Andy welcomes a rock solid roundtable of sales veterans, Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. They discuss their strategies for success and their best insights into challenging standard sales practices. The wide-ranging conversation includes the importance of trust building, specialization in industries, the impact of storytelling, understanding the why behind customer decisions, bridging generational gaps between buyers and sellers, and being an interesting person while also being genuinely interested in who you're selling to is invaluable in connecting and closing deals.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back to another short standout discussion with Andy and a roundtable of sales pros, Adam Robinson, CEO of Retention.com, Robert Koehler, a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg, Chief Platform Officer at Scale Venture Partners. They kick it off with a debate on what win rates can expose about product-market fit, and how strategies to get sellers to reach the "win more than you lose" level. They get into the challenges of not having a standardized method for measuring win rates among companies, and the importance of considering win rates by product and market segment to avoid misleading averages. The group also touches on the need for a repeatable sales model before scaling, strategies for maximizing revenue per unit of time spent by sales teams, and wonder if many sellers and leaders expectations have just gotten too low.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy highlights a conversation he had with a top notch roundtable of sales veterans including, Adam Robinson, CEO of Retention.com, Robert Koehler, a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg, Chief Platform Officer at Scale Venture Partners. The discussion revolves around the shifting stability in sales pipelines, specifically addressing the shortcomings of the traditional predictable revenue model in software sales. The guests give their own personal examples of the timing involved in scaling sales teams and explore new strategies for demand creation, including leveraging LinkedIn and podcasts. The need for adaptability and innovation in sales techniques has never been more vital.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Are you ready for the roundtable!?! Today, Andy welcomes Adam Robinson, CEO of Retention.com, Robert Koehler, a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg, Chief Platform Officer at Scale Venture Partners. They begin the conversation with the impact of economic changes on sales models, the importance of sales fundamentals, and innovative approaches to sales and marketing. They argue about predictable revenue models in the current environment, the role of sales development representatives (SDRs), and the importance of aligning sales efforts with marketing strategies. The group gives insight on leveraging LinkedIn for business growth, the effectiveness of live events, and the need for sales specialization and deep understanding of customer industries.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back to Win Rate Weekends. Today Andy is joined by Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group. This episode focuses on the usefulness and limitations of AI in sales, particularly for research and personalization, without replacing the human element crucial to sales relationships. The roundtable experts share their insights on AI's current capabilities, potential future developments, including AGI, and the overall impact on sales roles like SDRs, emphasizing AI as a tool for enhancement rather than replacement.Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today on the show, Andy is highlighting his conversation with Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group, about the challenges faced by SaaS companies in a crowded market, focusing on differentiation, scaling, and adapting to changes like AI. They talk about understanding market nuances, finding a niche, and focusing on core strengths rather than attempting to serve all needs. They also explore some expected and not-so-expected shift in strategies due to budget constraints. Listen to the full episode on Apple or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back to The Win Rate Podcast. Today Andy brings together another extraordinary panel of sales experts - Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group to discuss the impact of AI on sales processes, differentiation in a crowded marketplace, and if technology is doing as much good as harm. The guests talk about their experiences with AI-enhanced sales strategies, its potential in research and preparation for sales meetings, and caution against over-reliance without integrating human judgment and personalization. They explore the future of AI in sales, its current limitations, and the critical role of human interaction for effective sales outcomes.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Effective sales pros see it all the time. When a salesperson views their job as trying to persuade the buyer to choose their product, the defenses go up. Andy welcomes three outstanding guests, John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize to discuss shifting from traditional (aka, old, tired, ineffective) sales techniques, which focus on persuasion and closing the deal, to an approach centered on creating mutual success and long-term relationships with buyers. It's about salespeople viewing their role as helping clients achieve their goals, with a focus on outcomes rather than initial sales. They also explore the importance of truly listening to customers, aligning with their objectives, and overhauling compensation models to reflect successful outcomes rather than just sales closures.Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's websiteHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

There are good sellers. There are great sellers. There are also some very not great sellers. But even with the majority of salespeople being honest and trustworthy and dedicated to finding solutions to buyer's problems... There is a stigma that is still prevalent in the perception around the profession. Today Andy talks with John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize, about how to improve the reputation of sales professionals, emphasizing the shift from persuasion to problem-solving. They discuss integrating buyer feedback, recognizing positive sales behaviors, and the structural issues that create negative perceptions.One of which is the apparent indifference to this issue from organization's top management, and the need for leadership to address and change the current sales culture to better meet buyer expectations.Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's websiteHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Thank you for joining Andy today as he hosts another all-star panel, including John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize. The conversation begins with the difficult topic of how to reform the perception of sellers. They continue discussing the synergy between sales and sales engineering, the evolution of sales cultures, and the importance of redefining sales practices to prioritize helping buyers achieve their goals, fostering trust, the impact of sales leadership, leveraging sales technology without losing the human touch, and strategies for motivating sales teams towards achievement-driven approaches.

Today Andy recaps his discussion with a blockbuster roundtable of sales pros on how sales professionals can enhance their approach by focusing not just on solving a problem or addressing pain points but by adopting a lateral thinking perspective. Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack emphasize the importance of understanding the bigger picture of what the buyer is trying to achieve, asking provocative questions to challenge assumptions, leveraging curiosity to craft tailored solutions, and questions the common misconception that buyers are mostly decided by the time they interact with sellers.Check out the full episode on Apple, Spotify, iHeartRadio, or wherever you listen to the podcastHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

If winning is a choice, why isn't everyone winning all the time? Because many salespeople don't know the right questions to ask themselves in order to make the right choices. Andy sits down with Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack to discuss what it takes to accurately identify and engage the right prospects to maintain high win rates. They get into how to be discerning with who enters their pipeline, like the bouncer at a club, emphasizing the need to reject low-probability opportunities and focus on high-quality leads. They also talk about issues with current qualification stages, suggesting a revamp of criteria to ensure opportunities are truly viable before proceeding.Check out the full episode on Apple, Spotify, iHeartRadio, or wherever you listen to the podcastHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Andy's back with another roundtable of impressive sales pros, including Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack. The group starts out of the gate with sales strategies, focusing on the tension between high win rates and aggressive sales tactics. They discuss the significance of understanding customers' pain points vs. opportunities, the art of slowing down buyers convinced they're ready, and the importance of specialization in sales. They also explore the balance between solving for immediate needs and aiming for larger business objectives, emphasizing consultative selling, and leveraging experience to guide customers through their decision-making process.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

What is the role of a salesperson? Are you just there to persuade the buyer into choosing your product? Today Andy invites Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. They start with the reasons to knock it all down and fundamentally change sales training and enablement, shifting focus from knowledge acquisition to skill development and problem-solving. It critically examines the traditional roles and goals of sellers, proposing a reimagination towards enabling sellers to facilitate buyers reaching clarity, solve problems, and earn the right to make recommendations.Listen to the full episode here - Apple, Andy's Website, SpotifyPlease take 1 second from your busy day and hit the subscribe button so you know when a new episode is released.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Is sales just pitching? Or is it using the human skills that you use in everyday life - listening to those around you and helping them to get what they want? Andy sits down with sales gurus Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. to talk about the idea of radically transforming sales training and enablement by shifting the focus from mere knowledge acquisition to skill development, ensuring reps can effectively engage with buyers. It critiques current practices like product-focused training and emphasizes the importance of understanding customer problems, personalized selling, and helping buyers achieve clarity and make informed decisions.Listen to the full episode here - Apple, Andy's Website, SpotifyPlease take 1 second from your busy day and hit the subscribe button so you know when a new episode is released. Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

What is the role of a salesperson? Are you just there to pitch? Are you just there to persuade the buyer into choosing your product? Today Andy invites Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. They start with the reasons to knock it all down and fundamentally change sales training and enablement, shifting focus from knowledge acquisition to skill development and problem-solving. It critically examines the traditional roles and goals of sellers, proposing a reimagination towards enabling sellers to facilitate buyers reaching clarity, solve problems, and earn the right to make recommendations. Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

So AI can make sellers more efficient? Andy rightly points out that just because a salesperson has more time, does not result in them improving their results. But what can AI do for us? The all-star roundtable of sales pros is here to tell you just that. Larry Long Jr., CEO at LLJR enterprises and well known speaker, Michael Hoffman, CEO at PastSight, and Larry Levine, best selling author of 'Selling From The Heart' and co-host of the Selling From the Heart Podcast join Andy to discuss how salespeople can use AI to improve their call preparation and engage in better conversations with clients. the importance of using AI not as a crutch but as a tool to augment deep business discussions, practice sales skills, and ultimately enhance the quality of sales through better understanding and addressing customer needs, aspirations, and challenges.Listen to the full episode here on Apple Spotify Website Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

The data says that 75% of buyers don't want to talk to a sales person. Andy says that 100% don't want to! But buyers come to you because they need to. And this critical piece of knowledge is what will drive your sales performance above the rest. Andy welcomes Larry Long Jr., CEO at LLJR enterprises and well known speaker, Michael Hoffman, CEO at PastSight, and Larry Levine, best selling author of 'Selling From The Heart' and co-host of the Selling From the Heart Podcast. The roundtable discusses the fact that buyers do want engaging, knowledgeable sales professionals who can educate and guide them, and how to be that person. The group also talks about the need for genuine help, the importance of detaching from outcomes to be present in conversations, and the role of individual responsibility versus pressure.Listen to the full episode hereon Apple Spotify WebsiteHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Get ready for a fun episode! Andy has three incredible guests today, starting with the unstoppable energy of Larry Long Jr., CEO at LLJR enterprises and well known speaker, Michael Hoffman, CEO at PastSight, and Larry Levine, best selling author of 'Selling From The Heart' and co-host of the Selling From the Heart Podcast. The group begins by discussing AI's role in sellers everyday process and communication strategies. AI can be a differentiator, but maybe not in some ways you would expect, and will it enhance the craft of sales, or erode the human element. They also get into the topics of overcoming pressure from sales quotas, the necessity for sales professionals to create genuine customer connections, and the importance of initial success and its effect on sellers' future trajectory.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy and his guests, Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox, dive in deep on the roles of managers in coaching, and if they should be involved at all. The profound difference in focus on hard and soft skills, the concept of 'connector managers' which emphasizes the value of connecting team members with resources and fostering a coaching culture that includes both individual and team development. They also discuss the challenges and responsibilities of being a manager, if it's worth it, and the importance of understanding and addressing the needs of sales reps to improve performance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

There is a lot to unpack in this short episode as Andy welcomes Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. The group starts by just getting real. Who should be sales managers? Why? Should they be top performers? Do the people chosen to be managers even want to be? When they are, do they know how to best motivate their team? Should they coach? Do they they have the skills to actually coach? And is moving to a manager just an expected next step. These burning questions and many more are answered in today's Win Rate Weekends episode!Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back to another episode of The Win Rate podcast. Today Andy is joined by a stellar roundtable - including Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. They discuss the broken structure of sales management, and how possibly the best solution is to tear it all down and build it back in completely new ways in order for it to actually achieve its intended goals. They get into crucial topics such as the value of coaching, identifying and fostering leadership qualities, and the importance of understanding individual motivations within a sales team. The discussion also touches on the evolving perceptions of sales roles, the potential of mentorship, and the dynamic between individual contributors and managers. The group knows that reevaluating and reimagining the roles and dynamics of sales people and managers is the best way to achieve greater sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On this edition of The Win Rate Weekend, guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results, discuss the importance of hiring in sales success. The explain four essential components of sales hiring emphasizing the need for fit and interviewing to assess candidates compatibility with the organization's culture and requirements. And Andy expands the concept of fit, argues that aligning sales hires with customer expectations can be a whole new perspective of how to hire more effectively.Let Andy know your take on best hiring practices in sales, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Welcome to Win Rate Weekends and this passionate discussion about the disproportionate investment in sales training for sellers over managers with guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group has differing views on who should do the coaching and how it should be implemented, but agree that a shift in the investment in training and coaching from salespeople to managers is long overdue. They get into methods of modernizing sales, leveraging CRM systems for management, and the importance of specialized coaching, including soft skills and mental health support. The conversation also touches on incentivizing sales leaders based on team performance and the impact of effective coaching on improving sales outcomes.Let Andy know your take on sales managers roles and sales coaching, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Today's all-star panel joining Andy is Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group discusses innovative approaches to sales leadership, emphasizing the importance of coaching, proper training, and creating a supportive environment for sales teams. They delve into the challenges of current sales training methods, if sales managers are spending their time on the right things, actually caring about what kind of sellers your buyers want, how to hire the right people, and the necessity of investing in personal and professional development to achieve higher performance and job satisfaction in sales roles.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

How we learn and what we retain successfully is shifting more rapidly now than ever before. Andy's guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, express their opinions on information overload, human attention and habits, nad questioning the effectiveness of short, bite-sized content for learning. They explore the concept of serial tasking, training effectiveness, the importance of emotional intelligence in sales, and strategies for adapting to contemporary information consumption patterns.Let Andy know how you think sellers learn best, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Ok, this is going to be a hot topic. What is the sales advice that you get on LinkedIn that is just sad, frustrating, laughable? Today Andy and his all-star guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, give their take on it, emphasizing the terrible advice on outreach and pipeline creation versus actual selling skills, the misbelief that process trumps personal connection, the real advantage of mindset and EQ, while also discussing strategies for improving win rates over simply increasing pipeline.Let Andy know what you think is the "sales advice" that you wish would just stop, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

On today's roundtable, Andy welcomes Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales. The group starts off discussing the sales myths amplified by LinkedIn, and debunks them to your benefit. They also discuss evolving sales training methods, the importance of EQ and mindset, leveraging AI for personal development, the pitfalls of current sales tactics, improving sales training, and tools for better buyer assistance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Latest studies tell us that sales reps only spend about 35% of their time selling. This has been fairly consistent for the last few decades or more. But new tech should be able to shift that number significantly, so what do sellers do with the rest of that time, and what can they do to maximize their time when not actively selling and what they can do to make that 35% more profitable? Listen to this highlighted exchange from some of the top sellers in the business - Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy, are here to give you their insights and knowledge on the subject.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore? This is the question for Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy. They each give their own perspective and excellent input on quota's pros and cons, and some creative ways to use quota to boost performance and insight in other areas, some of which may surprise you. Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or Spotify

Andy's back with another roundtable of top experienced sellers - Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy. They begin the discussion about improving the sales environment and if quotas mean anything anymore. They explore strategies for sales leaders to better support their sellers, addressing how to get sales leaders more personally invested and develop sellers capable of handling complex sales scenarios confidently. The conversation also delves into methodologies to enhance sales processes, the role of technology in sales, specifically the impact of generative AI, and the essential aspects of building confident sellers through effective management and coaching practices. Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Today Andy brings you yet another packed roundtable of sales pros, Adam Zais, CRO of Sales & Business Development at AiLert, Mark Raffan, CEO at Negotiations Ninja, and Eric Shaver, Managing Partner at Kensei Partners. They begin by discussing the gap in traditional sales training, emphasizing the importance of engaging executives as peers and understanding the business side of sales, rather than just the sales process itself. The conversation goes further into the distinction between business and sales dialects, the significance of approaching sales with a business mindset, and the challenges in current sales practices, including the reliance on process over genuine understanding of business impacts. They also talk about the need for a shift in sales training and strategies to better prepare salespeople for modern challenges, touching upon the importance of understanding corporate finance, business case modeling, and being prescriptive in sales pitches to drive value and achieve better outcomes.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Today Andy has yet another roundtable featuring renowned sales experts Richard Harris, Founder of the Harris Consultant Group, Ian Koniak Founder and CEO of Untap Your Sales Potential, and Niraj Kapur, Managing Director of Everybody Works in Sales. Together they delve into the human element of sales and the critical role of sellers as agents of change. They discuss Harris's book, 'The Seller's Journey', centered on NEAT selling (Need, Economic impact, Access to authority, Timeline) and the principles necessary for successful sales tactics. They stress the importance of applying a personal approach in selling, fostering mutual trust with customers and aiming to help buyers succeed. Recommendations include focusing on individual growth, authenticity and being comfortable with one's sales techniques.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Today's esteemed panel includes. Cian Mcloughlin, CEO of Trinity Perspectives, Andrew Barry, founder of Curious Lion, and Nick Lawrence, a curriculum design manager at Snowflake. They kick off the discussion, talking about the importance of conducting introspective client surveys and reviews to provide a more concrete understanding of the buyers' journey and allows the identification of strategic themes to further campaign initiatives. They also stress the importance of customer discovery and how the insights gathered can significantly influence win rates. The group also discusses shifting mentality from selling to helping for salespeople mindset. The episode wraps up by advocating for a larger portion of the budget to be allocated towards training sales managers in order to achieve better performance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:ClozdCognism

Welcome back to another amazing roundtable of sales pros brought together by Andy. Jen Allen-Knuth, Head of DemandJen, Katie Swick, Global Sales Enablement Lead at Stripe, and Richard Rivera, President of The Champion Sell share their perspectives on improving sales and the importance of building business acumen. They get into the challenges sales representatives face in the rapidly evolving market landscape, emphasizing the need for self-driven capacity building and fostering intellectual curiosity. They also debate on whether sales teams are overemphasizing product knowledge instead of understanding how to connect with the buyer's needs and motivations. The also touch on the significance of maintaining a balance of selling and helping, the importance of personal presentation, recognizing pain points, and solving both known and unknown problems for buyers.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Today Andy is joined by two special guests, Andrew Sykes, CEO and founder of Habits at Work, and John Westman, VP of Project Management at Citius Pharmaceuticals and Instructor of Sales Management and Sales at Harvard. The trio discuss the importance of trust in sales, with Andrew on a mission to make sales the most trustworthy profession. They touch on the role of language, the importance of being likable, emphasize that trustworthiness can be taught, and that trust is built in minutes not months. Additionally, they explore how AI may impact sales and express skepticism about those who confidently predict AI's role in the future and discuss the concept of befriending clients as 'friends helping friends', while stressing the importance of maintaining boundaries.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism