Podcasts about sell without selling out

Today Andy is joined by special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke CRO of Prometric. To begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience. We'll explore the consequences of unrealistic goals and pressure on sales teams, as well as the impact of confidence and client satisfaction on sales performance.The roundtable challenges conventional beliefs about sales, debunking the negative stereotypes often associated with the profession, and shed light on the true meaning of sales as a collaborative exchange of value and emphasize the importance of actively listening to clients.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 The Win Rate Podcast, Andy welcomes Keith Peiris, Co-Founder and CEO of Tome, to discuss the rapidly evolving landscape of sales technology, particularly the role of AI in enhancing the sales processes. They emphasize the importance of human creativity in sales, the need to reframe the sales process to focus on helping buyers make decisions, and the significance of understanding customer needs. They also touch on the metrics that matter in sales, the shift in buyer-seller dynamics, and the future of sales technology.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.Takeaways:AI can help identify patterns in sales processes.Sales is fundamentally a creative act that requires human involvement.The focus should shift from selling more to helping buyers make decisions.Win rates are the most important metric for sales effectiveness.Sales technology has often missed the opportunity to enhance buyer experiences.Building relationships and understanding customers is crucial for sales success.Sales strategies need to adapt to the changing dynamics of buyer-seller interactions.Effective sales processes should prioritize creativity and problem-solving.The future of sales technology lies in open-ended, flexible tools.Time spent with customers compounds into greater sales opportunities.

Welcome back to the Win Rate Podcast. Today Andy welcomes Mehdi Tehranchi, CEO of KnowledgeNet.ai, to discuss the transformative role of AI in sales, emphasizing the shift from transactional selling to a model focused on helping the buyer make a decision and creating relationships with a little help from AI, or as Mehdi likes to call it, 'augmented intelligence.' Mehdi highlights how AI can enhance decision-making, improve sales preparation, and foster better relationships between sellers and buyers. He and Andy also talk about the importance of differentiating in competitive markets and the need for companies to adopt AI strategically to maximize efficiency and effectiveness in their sales processes.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 to a very special and important episode of the Win Rate Podcast. Andy brings you a profound discussion about the intersection of mental health, sobriety, and sales culture. He is joined by panelists Marin Nelson, Founder and CEO of Sobrynth, a startup providing substance use disorder solutions to employers, Lindsey Boggs, VP of Global Business Development at DG Matrix, and Earl Murphy, Enterprise AE at Salesforce and Soberforce President. They begin by talking about the creation of SoberForce, a supportive community for individuals in recovery at Salesforce, and the broader implications for corporate America. They dive into their personal journeys of sobriety sharing their experiences, the impact on their careers, the challenges of navigating a sales environment often centered around alcohol, and the importance of creating recovery-friendly workplaces.They also share their experiences and insights on how to foster a culture that supports mental health and sobriety, and the need for systemic change in how companies address substance use disorders. They wrap up by explaining the concept of 'sober curious' and the role of leadership in breaking the stigma surrounding addiction.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.

Happy New Year and welcome back to a new episode of The Win Rate Podcast! Andy is joined by two long-time friends and sales veterans, Charlie Green, Co-Author of the legendary book, 'Trusted Advisor' and Founder of Trusted Advisor Associates, and sales consulting expert and Founder and CEO of Partners in Excellence, Dave Brock. They start off the top, digging into the importance of establishing trust in sales, especially in an era heavily focused on products over customer relationships, and how what is sometimes dismissed as old school, is more important than ever. They discuss the impact of AI, the need for genuine human connections, and the deficiencies in current sales training practices that neglect essential trust-building and communication skills. They also talk about empathy, curiosity, and understanding being the core qualities in fostering effective and trusted 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.

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.

We are doing a little rewind to a classic episode from the archives. 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.

 In this episode, Brandon Lee, and Carson Heady are joined by Andy Paul, a renowned sales strategist and the author of Sell Without Selling Out. With decades of experience across tech and startup sales, Andy shares actionable insights on why the sales industry needs to move away from outdated approaches and focus on buyer-centric practices. The False Promise of Sales Tools:Andy discusses the misplaced focus on sales tools that prioritize quantity over meaningful engagement.He highlights how this approach has led to declining win rates across industries, where many companies accept mediocrity instead of striving for consistent success.Shifting the Sales Narrative:Successful selling isn't about pitching, pushing, or persuading—it's about helping buyers make decisions that address their needs and challenges.Andy urges sellers to move beyond “discovery calls” and instead help buyers define their goals, identify opportunities, and envision results.The Four Pillars of Buyer Progress:Sellers should focus on ensuring every interaction helps the buyer move forward. Andy outlines four questions to keep sellers on track:What does the buyer need from us now?How will we provide this help?How does this assistance address their concerns?What steps will they take next as a result?Fostering a Culture of Success:Andy criticizes the normalization of low win rates in many sales cultures, calling it a “culture of losing.”He stresses the importance of instilling confidence in sellers to aim higher, make smarter choices, and focus on winning more often than losing.Building Authentic Connections Online:Andy emphasizes the importance of sellers and leaders building trust through genuine, personalized content.Buyers want to engage with professionals who demonstrate expertise and provide insights before a sales meeting even begins.Andy Paul's thought-provoking perspective on modern sales challenges the status quo, encouraging sellers to focus on their customers' success rather than simply pushing products. By fostering genuine relationships and focusing on progress-driven interactions, sales teams can elevate their effectiveness and create meaningful outcomes for buyers.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of the Win Rate Podcast, Andy is joined by two sales veterans, Kevin Davis, CEO at Boogieboard.ai, and Hamish Knox, Founder and CEO of Sandler Calgary, to discuss sales effectiveness, the buyer experience, and strategies to improve win rates. The group covers topics such as territory design, aligning with the buyer journey, how productive client interactions trump tech-driven tools, and the impact of CRM systems on sales processes. They stress the importance of humanizing sales interactions, making informed choices, fostering a culture of winning, the need for better management practices, and continuous learning for sales professionals.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 episode of the Win Rate Podcast, Andy is joined by top global sales coach Keith Rosen, Founder and President of Personal ABM, Kristina Jaramillo, and CEO of US Operations for the Institute of Sales Professionals, Rob Durant. Andy and his panel of pros discuss the evolving landscape of sales, emphasizing the importance of connection, ethical standards, and the need for effective training. They highlight the challenges faced by sales professionals in adapting to modern buyer expectations and the role of certification in elevating the profession. They delve into the critical aspects of sales training and development, emphasizing the need for a strong foundation built on product knowledge, systems understanding, and essential human skills. They also get into the importance of aligning sales processes with buyer needs and the necessity of personal responsibility in professional development.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 the show, where today Andy has assembled an incredible group of guests including Bob King, author of 'The Joy of Closing,' Dan Sixsmith, Chief Customer Officer at Ecosystems.io, and Mason Dettloff, Co-Founder and COO at Praction. They turn their focus on the art of closing, the importance of building trust, the power of belief, and the operational rigor necessary for successful sales processes. The group also discusses the differences between consultative selling and traditional closing techniques, the significance of first impressions, and how to increase confidence in sales teams. Each guest brings personal insights on customer retention and the impact of effective closing on long-term loyalty, the emotional aspects of selling, and the need for sales discipline.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. 

Take the time to listen to this hugely popular, classic episode packed with sage sales advice. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost 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 can be a lot of petty infighting and finger pointing among sales teams. Sometimes you're left wondering if management is helping, hurting, leading, or confusing. On today's episode, Andy welcomes his friends Ralph Barsi, VP of Sales at Kahua, Richard Harris, author and Founder of Harris Consulting Group, and Mitchell Kasprzyk, VP of Sales at Compyl. The panel discusses the importance of performance metrics, sales process adherence, the double-edged sword of AI in sales, and Andy's full head of hair. They explore the need for innovation, creative problem-solving, the generational differences in sales coaching and learning, tech to enhance sales strategies and outcomes, and reassessing accountability for leadership and 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. 

In this episode of the Win Rate Podcast, Andy welcomes Brian Dietmeyer, CEO of CloseStrong.ai, Ruben Castaño, CEO of Revegy and 6Connex, and St John Craner, Managing Director of Agrarian Rural Marketing, to discuss sales effectiveness and the buyer experience. The discussion explores leveraging AI for precision selling, emotional intelligence in sales, and the need for non-assumptive, buyer-centered approaches. The guests emphasize the importance of integrating technology with human skills to enhance sales strategies and the overall effectiveness of sales processes.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 joined by two all-star guests, Alan Versteeg, Global Chief Revenue Officer at Growth Matters, and Andrew Barbuto, Senior Agency Lead at Basis Technologies and author of 'Top Sales Producer: How to Crush Your Sales Quota.' They start right off diving into a discussion of the core principles of sales effectiveness and improving win rates. They share insights on the importance of mindset, the pitfalls of relying too heavily on CRM systems, and the crucial role of frontline sales managers in coaching and guiding sales professionals.  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.

In this episode of the Win Rate Podcast, Andy is joined by two sales experts, Philip Lacor, CRO at Personio and St John Craner, Managing Director at Agrarian Rural Marketing. They look at the different aspects and importance of trust, consultative selling, and balancing AI with emotional intelligence. They dig into sales efficiency, achieving quality discovery, the critical role of sales leadership, and empowering sales teams through genuine interactions and ethical guidelines.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 joined by an outstanding panel of sales experts including Jarron Vosburg, VP of Growth at JumpCrew, Jonathan Bregman, Founder and CEO at Yess, and Andrew Barry, Founder of Curious Lion. to explore the integration of sales and marketing, founder-led initiatives, and the evolving impact of AI on B2B sales. They look at different sides of the AI tools vs traditional strategies argument, personalized and scalable approaches, and the role of intent data in sales performance. They give practical advice on engaging high-value prospects, leveraging LinkedIn, and the importance of authentic content creation for early-stage companies.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 joined by a panel of sales veterans, including Teri Long, VP Global Revenue Enablement at Mindtickle, Jeff Winters, CRO of Abstrakt Marketing Group, and Haris Halkic, Founder of SalesDaily.co. Andy leads off wondering why people in SaaS sales aren't more freaked out about win rates in the high teens. The group explores the crowded nature of the sales market, an influx of VC money, and other external and technological changes that may contribute to this issue. They also discuss the importance of personalized instruction, how sales enablement can improve seller performance, the need for training in human skills and understanding buyer behavior by possibly taking some lessons from old-school sellers, while highlighting the vital role of sales managers in providing impactful coaching. 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.

In this episode of the Win Rate Podcast, Andy welcomes another all-star sales pro panel with David Ruggiero, Founder of DR Sales, Semir Jahic, CEO of SalesMotion, and David Connors, CEO of The Swarm. They begin with the challenges of complacency in SaaS sales, the impact of technology, effective sales strategies, the importance of relationships and trust, outcomes over activities, the need for sellers to prioritize winning and closing deals, and the shift towards more personalized and multi-threaded conversations with buyers. They continue digging into the role of management practices, fostering personal seller growth, and leveraging AI and networks to boost win rates.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.

In this episode of the Win Rate podcast, Andy is joined by guests Nate Nasralla, Co-Founder at Fluint, Mitchell Kaspersky, VP of Sales at Compyl, and David Fouser, VP of Sales and Marketing Strategy. They discuss sales effectiveness, and the best ways to challenge sales "norms," including the importance of understanding customer needs, the value of vertical specialization, strategies for successful team collaboration and how selling from a place of detachment can lead to better outcomes. They also share insights on how to develop better judgment in sales, the pitfalls of over-relying on processes, and the critical role of curiosity and creativity.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 welcomes another blockbuster panel of sales pros including, Arup Chakravarti, Director of Sales Excellence at Equifax UK, Barbara Weaver Smith, Founder of the Whale Hunter Institute, and Amy Hrehovcik, Fractional Sales Enablement Director at CROP, and host of the Revenue Real Podcast. They talk about the concept of selling based on pain points and whether it is effective and explore the idea that focusing on pain may not always be the best approach and that understanding the buyer's goals and opportunities can be more valuable. They also discuss the importance of identifying the buyer's motivation, whether it is driven by positive outcomes or risk aversion and highlight the need for emotional intelligence and adaptability in sales conversations, the challenges of selling to large companies and the importance of mitigating risks for buyers and conclude with a discussion on the need for a shift in sales strategies and the importance of creativity and relationship-building in engaging with 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.

In this episode of the Win Rate Podcast, Andy discusses the importance of strategic decision making in sales, emphasizing better discovery, qualification, and the necessity of focusing on ideal customers. He is joined by panelists Noel Goggin, CEO & Culture Leader at Conga, Ryan Staley, Founder & CEO, Whale Boss, and Kyle Williams, Founder at Brickstack. The conversation gets into utilizing AI for sales efficiency, fostering impactful customer relationships, and aligning sales efforts with value-based selling. The guests also delve into the importance of business acumen and trustworthiness in successful sales engagements.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.

In this episode of the Win Rate Podcast, Andy is joined by an outstanding panel of sales pros, including Steven Benson, CEO and Founder of Badger Maps, Jon Feldman, VP of Sales at anecdotes.ai, and Michael Pedone, Chief Sales Scientist at salesbuzz.com. Andy starts it out with a the reaction he saw from a post on LInkedIn about win rates near 20%. The gets into a deep discussion on why we are seeing this, along with sales effectiveness, qualifying leads, the importance of in-person interactions, the shift towards performative selling, the critical (yet complicated) role of sales managers, strategic thinking, effective coaching, and the value of field sales in today's tech-driven environment.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! In this episode, Andy sits down with Nick Capozzi, CEO at The Future of Health, and Co-Founder of Splice Video, and Chet Lovegren, Strategic Sales and Leadership Consultant at The Sales Doctor. to talk about the some of the biggest issues in B2B selling right now. Chet emphasizing the unnecessary complications introduced over time, while Nick highlights the issue of rigid frameworks stifling innovation. The discussion explores themes such as focusing on human connections, creativity in prospecting, and the importance of industry and business-specific knowledge. They also discuss the contrasting methodologies, SDR roles, and the effectiveness of in-person interactions, proposing a shift towards full-cycle AEs for better sales 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.

On today's show Andy welcomes a blockbuster panel including, Brandon Fluharty, Founder of Be Focused, Live Great, Drew Neisser CEO of CMO Huddles and host of the Renegade Marketers Unite podcast, and Frank Cespedes, Senior Lecturer at Harvard Business School. They discuss the role of sales and marketing in the C-suite, and the importance of human capital and experience in driving business success. They explore the challenges faced by sales and marketing professionals, including the narrow focus on performance metrics and the lack of financial literacy. The conversation also touches on the rise of entrepreneurship and the need for organizations to provide a supportive environment for employees to thrive. The group also gets into challenges and opportunities in modern sales and marketing and the changing role of metrics in measuring 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.

In this episode of The Win Rate Podcast, Andy is joined by guests Paul Lanigan, head of Sandler Sales Training in Ireland, and John Tecce, Senior Client Executive at 2X, to discuss sales effectiveness and how to cross that line from good seller to consistently great seller. They talk about authentic selling, handling sales metrics, the importance of understanding buyer's needs, managing individual seller performance, the impact of sales methodologies, and leveraging both personalized outreach and account-based marketing to drive 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 today's episode Andy welcomes another engaging group of sales superstars, including Jeff Bajorek, Chief Sales Officer at White Glove, and Jason Bay, Founder and CEO of Outbound Squad. They reflect on the complexities of sales and the tendency to oversimplify the process. The panel's conversation highlights the importance of immersing oneself in the sales journey, acknowledging the difficulties, and appreciating the victories when they come. They reflect on the rewards of dedication and the intrinsic beauty found in navigating and mastering the sales landscape.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.

In this episode, Andy highlights a crucial discussion from his latest podcast with industry experts Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack to discuss how falling in love with problems gets you to solutions more quickly. They emphasize the need for financial acumen, industry knowledge, and understanding the buyer's issues in a genuine way. By focusing on these areas, sellers can build trust and credibility, becoming trusted advisors. The conversation also highlights the importance of integrating business fundamentals into sales onboarding programs to enhance performance and meet buyer expectations.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.

AI  is a tool that can enhance productivity, but many salespeople depend on it too often. What is to come? No one knows for sure, but the advancement is rapid. Today Andy spotlights an important conversation from his latest podcast with a stellar roundtable of sales experts including Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack.  Together they discuss whether AI can enhance the value provided by sellers to buyers or if it might eventually replace human sellers altogether. They dive into the potential for AI to improve sales coaching, the importance of human interaction in sales, the risks of relying too heavily on AI, and AI-driven coaching tools and simulation technologies.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 the Win Rate Podcast, Andy is joined by all-star sales panelists Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack. They discuss the importance of specialization in sales, the benefits of industry and business knowledge for sellers, and the potential of AI in sales roles. The conversation examines enabling salespeople through effective coaching, understanding business ecosystems, and leveraging technology to improve sales interactions. They also give their honest perspectives on the evolving role of AI and its impact on the future of sales training and buyer 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 Andy is focusing on a discussion with his outstanding panel of guest, Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They explore the disproportionate focus on top-of-funnel activities in sales versus the actual selling process, and emphasize cutting down the number of proposals to increase conversion rates. Andy explains the reward of getting on a plane to have an in-person meeting for high-value deals. 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 Win Rate episode highlight, Andy challenges his panel of sales experts (Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev) to smash the traditional sales discovery practices and how they would go about it a different way. They talk about the common goal of gaining insight from the prospect, but how so many fail to take this opportunity to provide value right away during initial meetings. It's the key to fostering a consultative mindset to create lasting relationships, especially in the SaaS industry. 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 the Win Rate Podcast, Andy has another all-star panel featuring Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They discuss redefining sales processes to enhance efficiency and focus, which sometimes includes tearing down the accepted practices and recreating them. The group talks about the importance of consultation over discovery, targeted selling using AI for creating ICPs, and the need for quality over quantity in sales activities. The also dive into the role of leadership in driving better sales outcomes and moving beyond traditional metrics to improve win rates and customer relationships.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.

In this episode, Andy showcases an incredible discussion with sales leaders Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. The panel discusses whether sales quotas are still relevant or useful, and explore other ways to measure and reward overall productivity. They explore the psychological impact of quotas, the importance of having measurable targets, and other productivity-based assessments. They get into some insights from Charles Goodhart's law, how focusing solely on targets can limit true potential, and also touch on ways to accurately calculate sales productivity and the benefits of a more nuanced approach to evaluating sales performance.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, Andy showcases this important conversation with his all-star panel featuring Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the current challenges in the B2B SaaS market, focusing on the impact of economic downturns, pipeline management, and conversion optimization. Th group emphasizes the importance of leadership in steering strategy, understanding target markets, and addressing product fit to improve sales outcomes.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, Andy is joined by a panel of seasoned sales experts, including Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the most recent trends in sales productivity, realistic quota setting, and the evolving dynamics in SaaS sales. The panel delves into key topics such as the importance of measuring true productivity, top of funnel delusions, the dangers of unrealistic quotas, and the benefits of focusing on win rates for long-term sales success. They also get into on the impact of leadership in shaping a winning culture and strategies for startups in navigating the sales landscape.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.

In this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than just pushing products can elevate the sales professional and the profession as a whole. They discuss the role of mindset and AI in this transition and highlight the importance of education and continuous learning for both sellers and buyers.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.

Welcome back as Andy focuses in on an incredibly informative part of his most recent discussion with a blockbuster panel of sales pro's including Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline podcast. They dig into the paradox of new sales technologies not improving overall sales effectiveness. They explore how AI can fundamentally change the landscape by automating repetitive tasks, enhancing some sellers' skills, and addressing the root causes of inefficiency in sales processes. they give real-life examples that highlight AI's potential to increase productivity but explain that it only matters if you can parlay that into a more value-driven approach to better serve buyers.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,  Andy welcomes an incredible panel of experts: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss, and Amy Hrehovcik, Director of Enablement at the CROP organization. They explore the role of AI in sales, the importance of understanding buyer motives, and the impact of personal connection. They also discuss the intersection of sales and technology, strategies for better buyer engagement, methods to ensure sellers are actually providing genuine value, the importance of curiosity, specialized knowledge, and making informed choices to drive 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.

Andy highlights another dynamic exchange between his all-star panel -  Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS. They discuss the increasing complexity of B2B buying driven by the rise in stakeholders, budget scrutiny, and the expansion of product categories. They give data showing how modern buyers prefer self-service and digital solutions, heavily relying on independent research rather than salespeople. The question is, how can salespeople use this knowledge to their advantage, and adapt to buyer goals and the opportunities for consultative selling amidst these sales shifts?Listen to the full podcast 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.

Andy is back, showcasing a dynamic discussion from his most recent episode, featuring, Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS.  Together they discuss the pitfalls of aggressive sales tactics on net revenue retention, emphasizing the importance of aligning with ideal client profiles (ICPs). They explore how old school sales methods have some distinct advantages over Product-Led Growth (PLG) strategies, but concede that careful measurement and data-driven decisions can drive sustainable growth. They give insights on fostering stronger customer relationships and ensuring long-term business health, and examine how focusing on quality over quantity in client acquisition can lead to higher retention and more predictable revenue.Listen to the full podcast 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.

Welcome back to the Win Rate Podcast. Today Andy and his rock star sales panelists, include Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS. Together they delve into the evolving trends in B2B sales and reveal some startling stats on sellers during the buyer's journey. They discuss the increasing challenges for both buyers and sellers, the impact of sales technology, and the importance of aligning sales strategies with buyer needs. The panel also explores the effectiveness of Product-Led Growth (PLG) motions and the benefits of a full-cycle sales approach for improving customer retention and satisfaction.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 highlights an excellent discussion from the latest episode which of course includes a panel of incredible sales experts, including  Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They go back and forth about the misconceptions of salespeople creating urgency and instead, recommend genuinely focusing on understanding the customer's journey. They explore the importance of qualifying opportunities, the role of a champion in the sales process, and the disconnect between traditional sales methods and buyer behaviors, like the difference between sellers' linear approach and buyers' non-linear journey, and the psychological impact of having too many choices.Take some time to listen to this terrific full episode on Apple or Spotify (and others)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.

This is an outstanding episode of the Win Rate Podcast, jam-packed with amazing insights and analysis from a very experienced and lively panel of sales experts. Andy is joined by Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They discuss building trust through the "responsible promises" method, giving precedent to the buyer's journey over the sales process, the pitfalls of asynchronous selling, and likening the discovery process to waterboarding prospects. They dig into the long-held myth that sellers can magically create urgency and concede that current sales processes are too rigid and don't cater to the individual needs of 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.

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 Petruzziexperts 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.

Andy Paul nearly didn't make it past the sales training class in his first job after college because he was seen as too introverted and analytical. Yet, over the past three decades, he's excelled as an author, sales leader, speaker, and consultant by embracing his distinctive style and approach. He has helped improve the performance of sales teams handling products ranging from multi-million-dollar communications networks to sports memorabilia, working with startups and Fortune 1000 companies. With experience across global markets and various sales channels, Andy now shares his insights to help businesses build successful teams and reach their goals.SHOW SUMMARYIn this episode, Larry Levine and Darrell Amy interview Andy Paul, renowned sales expert and author of ‘Sell Without Selling Out'. They discuss how the sales landscape is evolving in the current "post-trust" world. Andy advocates for an approach that prioritizes understanding customer needs and offering genuine value rather than leading with a hard-sell pitch. This conversation explores how sellers can redefine their roles to help clients clarify their goals and solve challenges through human-centered connections. Together, they emphasize that sales professionals who act as trusted advisors will not only achieve their quotas but also transform the perception of the sales profession itself.KEY TAKEAWAYSAuthenticity Over Tactics: Buyers value genuine connections and are tired of sales tactics that don't address their needs.Helping vs. Selling: True sales success lies in understanding the client's goals and providing valuable insights that guide their decision-making.Reinventing the Sales Process: Sales stages must align more closely with the buyer's journey, focusing on solutions rather than pitching products.Weak Ties & Strong Ties: A salesperson can provide new perspectives and insights by acting as a weak tie in the customer's network.Slow Down to Sell Faster: Building relationships and deeply understanding the buyer's needs might require multiple conversations, but it's essential for building trust and winning business.QUOTES"Selling is not helping. Selling is selling. Helping is helping. Both are required, but we need to get them in the right order.""If buyers are talking to you, it's because they need to. So you need to figure out what they need from you.""Sales professionals who see themselves as trusted advisors will transform how their clients see the sales profession."Learn more about Andy Paul: LinkedIn: https://www.linkedin.com/in/realandypaul/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily