Win Rate Weekends: Pain vs. Opportunity Selling
The Win Rate Podcast with Andy Paul
Audio is streamed directly from the publisher (media.transistor.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
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 Spotify
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.