The Win Rate Podcast with Andy Paul (Andy Paul)

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.

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 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.

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:

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Welcome back to another episode of The Win Rate Podcast. Today Andy welcomes two incredible guests. Aaron Evans, Co-Founder and Head of Training and Enablement at Flow State, and Doug C. Brown, Founder of CEO Sales Strategies. 

They discuss the importance of salespeople becoming “mini market experts” and how their knowledge can influence buyers at the awareness phase, literally shifting buyers' thinking and process. They look at the need to move away from traditional product training and focus more on market knowledge and enablement, and give valuable advice on tactics to position oneself as a market expert in complex sales, such as the "core story" strategy and market-based education.

The roundtable continues by talking about the impact of SaaS practices in the sales landscape and how the current economic downturn may result in a much-needed reset for SaaS businesses, reassessing top of funnel activity and shifting towards face-to-face interactions and building personal brands, and questioning the current buyer and SDR model of having inexperienced individuals as the first point of contact for buyers.

Connect with Aaron Evans and Doug C. Brown

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:

Allego

Clozd

Cognism

Episode Highlights:

Desire for high conversions, lack of nurturing.

Prevailing culture needs change in growth strategy.

Aggressive SaaS growth harming sales effectiveness. Reset needed.

Increase seller value by becoming market experts.

Buyer-Seller model: Disconnect due to inexperience.

Efficiency and effectiveness confused;  CFOs miss connection on profitability.

Manager coaching skills lacking, lack of training. Need to think like owners. 

Framework enables individuals to sell uniquely well.

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 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!

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.

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.

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.

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 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.

Today on The Win Rate Podcast, Andy welcomes James Isilay, CEO at Cognism, Matt Melymuka, Co-Founder and Managing Partner at PeakSpan Capital,  and Kyle Williams, Founder at Brickstack. The roundtable discussion today visits the importance of lead quality in sales, the challenges of tracking and incentivizing the right behaviors, the need for effective multithreading in deals, selling effectively in both the up and down times, the shift in sales strategy towards being sales-centric, the proliferation of sales technologies, and much more. 

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:

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Cognism

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.

Today Andy Paul is joined by yet another all-star panel of industry experts: Julie Thomas, CEO of Value Selling Associates, Mark Roberts, CEO and Founder of OTB Solutions, and Mitchell Kasperczyk, Strategic Account Manager at Compyl. They share their insights on what makes a great seller and the critical skills required in contemporary B2B sales. The discussion covers the importance of curiosity, resilience, and adaptability in sales professionals, the role of training in sales success, and the potentially detrimental effects of over-reliance on sales technology. Additionally, the conversation highlights the significance of having a well-thought-out approach to coaching sales teams, the critical role of managers, and the challenges presented by the trend towards product-led growth in the industry. 

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:

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Clozd

Cognism

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.

On today’s episode, Andy sits down with three leading educators in sales; Dawn Deeter-Schmelz, a professor and director of the National Strategic Selling Institute at Kansas State University, Howard Dover, a professor and the director of the Center for Professional Sales at University of Texas at Dallas, and John Kratz, emeritus professor of marketing at the University of Minnesota Duluth and Co-Founder of StorySeekers. They discuss the importance of vocational education in sales, which they believe has been historically underserved at the academic level. Their institutions focus on providing students with actual sales experiences and sales-centric curricula that give them an advantage when they graduate and enter the job market. They also advocate for the importance of effective sales coaching and hiring of certified sales coaches to improve overall performance within organizations.

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:

Allego

Clozd

Cognism

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.

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 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.

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:

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Cognism

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 Mark

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:

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Clozd

Cognism

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 podcast

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.

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 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.

Welcome back to The Win Rate Podcast! Today Andy welcomes two incredible guests, Mark Hunter, (the Sales Hunter), renowned sales speaker, consultant, and author. And Jeff Bajorek, Chief Revenue Officer at Orases. sales trainer, and advisor for B2B sales leaders.

The group kicks off the conversation talking about the importance of realizing that every customer feels that they and their company are unique, and discuss the best way to exhibit both your depth of experience and your ability to connect personally to close deals. They talk about the inherent tension in sales conversations and how casting a wide net can dilute the context and effectiveness of each prospect. They explore the fear that salespeople may have in creating the appropriate tension and the misconceptions that often surround the sales process.

Mark and Jeff share their insights on the importance of qualifying leads and creating relationships with customers that build trust, remove risk, and make clients feel safe with you. Andy agrees and remarks that while AI will be able to emulate many things, there are these human elements that are irreplaceable. They challenge the notion that every lead should be moved to close and they all agree that an overcrowded pipeline is a leading cause of low win rates (Even though there is often pressure to keep filling your pipeline).

Mark, Jeff, and Andy all bring insightful personal experiences from their deep sales experience to this episode. Most of it boils down to some simple things. Be patient enough to educate and often re-educate your customer, be open, be human, be curious, and be likable. 

Connect with Jeff and Mark on LInkedIn

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 - 

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Cognism

Today, Andy welcomes long-time friend of the show Vince Beese, Fractional CRO & Sales Consultant at The Start Up CRO, to discuss the evolution of sales strategies, particularly focused on remote work and the challenges faced by sales teams. He and Andy explore the importance of focusing on win rates, and the need for effective coaching and management in sales. Vince shares insights on the future of B2B sales, emphasizing the significance of top performers and the necessity of adapting to changing market dynamics. They also dig into the intricacies of sales performance, discussing the importance of high performance metrics, the debate between individual and team quotas, innovative compensation strategies, and the significance of securing big deals for revenue growth. They also discuss the need for effective coaching and collaboration within sales teams to enhance overall performance. 

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, Spotify
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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 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 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.

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.

Today Andy has gathered another stellar roundtable - Jim Dickie, Keynote speaker and Co-Founder of Sales Mastery, Barry Trailer, a sales coaching leader, Partner in Best Practices for B2B and Co-Founder of Sales Mastery, and Eric Stine, three-time CFO working with mid and large cap software companies.

They discuss how quotas are a lagging indicator instead of a leading one, the importance of tracking growth on a year over year basis, assessing average contract lengths and forward bookings, and how with the right tools we can look beyond quotas and see the type and quality of activity that led to winning or losing a deal.

They go on to speak about the role that sales managers play, and due to lack of investment and training, how they’re often managing sales but not salespeople, and the requirement of understanding the needs and priorities of different stakeholders. They also look at the productivity-based approach for organizations and give examples of how this has been successfully implemented to set expectations and identify areas for improvement. 

Connect with Jim, Barry, and Eric on LinkedIn

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:

Allego

Clozd

Cognism

Episode Highlights:

Quota limits potential, overlooks individual potential.

Quotas effective, but not for everyone.

Important metrics: logo count, NRR, forward bookings, contract length.

Measure activity, quality, engagement, and sales process.

Productivity based on time and output.

Sales reps need to understand their role. Sales managers lack training and measurement.

Salespeople's engagement with buyers is decreasing. Buyers involve salespeople earlier if they provide education, mitigate personal or organizational risk, or help with complex situations. Understanding customer value is crucial.

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.

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.

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 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.

Today Andy welcomes another stellar roundtable to discuss the topic of creating change, and being able to adjust within the ever shifting sales industry. Joining Andy are Shari Levitin, the CEO of the Shari Levitin Group and author of Heart and Sell, 10 Universal Truths, Sean Sheppard, Managing Partner at U+, and Dejuan Brown, Head of Sales at Merit America. They begin by exploring the challenges sales professionals face in adapting to a rapidly evolving world driven by technology advancements.

From the belief in a "flat" sales world to the emphasis on building relationships and empathy, the roundtable share their insights and experiences. They discuss the importance of leadership, the value of authentic frameworks, and the impact of social sciences on successful selling.

They share stories of how they are rehumanizing the sales process in the face of technological advancements. They also delve into the importance of emotional intelligence, continuous growth, and the need for a growth mindset in sales.

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:

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Cognism

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 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.

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.

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 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!

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.

On today's episode, Andy welcomes three more amazing guests, Nate Nasralla, Co-Founder at Fluint.io, Andrew Peterson, Founder at Clozd, and David Kurkjian, Founder of MasterMessaging. The group starts off discussing the need to gather feedback directly from buyers to understand their decision-making process and factor it into sales strategies and training programs. They highlight the role of cognitive empathy, understanding the buyer's perspective, and identifying the key drivers behind their decision. The conversation also touched on the concept of the "one big thing" that influences buyer decision-making, and that sales teams should invite buyers to share their experiences and participate in team discussions to gain valuable insights.

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!

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Today Andy welcomes another stellar group of guests for his roundtable discussion. Joining him are Nate Bagley, Head of Content and Media at Clozd, Ian Koniak, Founder and CEO at Untap Your Sales Potential,  and Eric Quantsrom, CMO at CIENCE. They begin by looking at the different challenges of buyers compared to sellers, the importance of diagnosing problems within a company that may impact win rates, the value of useful training in sales teams, and the significance of conducting win loss analysis in an honest and transparent way. They also discuss how to improve engagement and decision-making processes, realizing the cost of inaction, and the changing behavior of CFO’s in the buying 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!

Thank you to our sponsors:

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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 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.

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.

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 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.

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.

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.

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.

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.

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 Mark

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.

Today Andy is joined by special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke, Executive Advisor & Interim CRO at SBI, The Growth Advisory

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!

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

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   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.

In this episode of the Win Rate Podcast, Andy gathers a panel of longtime friends who are also seasoned sales professionals, Bridget Gleeson, CRO at Spacelift, Mark Cox, Founder at In The Funnel Sales Coaching, and Tom Stearns, Consulting for scaling and struggling GTM Teams. They discuss the future of sales and explore big ideas such as formal certification for sales roles, the importance of business acumen, and enhancing human skills like curiosity and empathy. The conversation gets into the necessity of rethinking conventional sales training and the potential shift toward viewing sales as a formalized profession akin to law or medicine. The discussion continues with the essential role of discovery, understanding buyer needs, and the psychological aspects affecting sellers' happiness and effectiveness.

Do You Agree How Andy's Guests Would Overhaul the Sales Profession? 

Today Andy is joined by Vince Beese, Founder and CEO of Sales@Scale, Anthony Iannorino, Keynote speaker, bestselling author and renowned sales leader, and Mike Bosworth, bestselling author, speaker, and sales philosopher as they discuss the importance of sales leaders thinking critically about how to make their teams more effective. They begin with the headshaking statistic of a 17% win rate and agree that any action is better than leaving your team in such a horrible situation.

They emphasize the significance of considering all stakeholders involved in the sales process, including the reps, their families, the clients, and the company itself. They urge leaders to assess whether they are truly helping these individuals and if not, to act before the situation gets worse.

The group discusses the effectiveness of different types of sales leads and dig into the data about self-sourced vs. generating inbound leads with lower win rates, and how each of those play out over time.

They share stories about the importance of sales effectiveness and learning early on, the need for a solid strategy and theory to guide sales efforts so you don’t waste time and resources. They also discuss the value of recognizing changes in buyer behavior, why certain approaches are more effective than others, and that transparency and truthfulness are vital. Not just to clients, but most importantly to ourselves, as they note that salespeople often credit their wins to superior salesmanship and attribute losses to external factors.They also reflect on the common mistakes of rushing deals for quick wins, but losing out on larger long-term gains.

Follow Anthony, Vince, and Mike on LinkedIn

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!

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Today Andy gathers a roundtable of sales veterans exploring the importance of win rates, the shift in commission-based sales, innovative sales strategies and creating customer-centric cultures. Molly McKinstry, Head of Sales at Calendly, Mitch Little, Founder of CUSP and formerly the Sr Vice President - Worldwide Client Engagement at Microchip Technology, and Dave Brock, Founder/CEO of Partners in Excellence and author of 'Sales Manager Survival Guide' discuss focusing on understanding why certain deals are won and emphasizing the importance of customer obsession. They also talk about the recent trend of moving from a commission-based sales team to a non-commissioned one driven by the company's goals, resulting in remarkable employee retention. They get into the need for aligning with the customer's process and truly understanding their needs, and the challenges in remote selling and the emphasizing the  need for change within sales methodologies.

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:

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Today Andy brings together yet another blockbuster roundtable with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, Mark Treacy, Senior Director of Strategic Accounts at Miro, and Kyle Williams, Founder at Brickstack. The panel discusses the role and power of feelings in the sales process, a buyer's decision-making process, and how a person's job or career trajectory can influence their purchasing choices. They discuss creating a sense of urgency, addressing latent pain, and differentiating between the elements of importance and priority.

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!

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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 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!

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.

Welcome back to another stellar roundtable discussion with Andy Paul. Today he welcomes Leslie Venetz, Founder of Sales Team Builder, Dan Pfister, Founder of WinBack Labs, and St John Craner, Sales Coach and leading expert on Rural Sales and Marketing. The group discusses the buyer experience, the importance of constantly adapting to the buyer's mindset. There is a focus on the importance of psychological safety in sales negotiations and the need for sellers to listen, learn and adapt to the buyer's needs. They get into the challenges in discerning when a seller is still being considered for a sale and how to improve sales practices based on feedback from lost customers. And give informed win-back strategies based on that understanding.

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:

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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.

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.

A Decade of Sales Podcasting: A Special Episode with Alec Paul

In this episode of the Win Rate Podcast, host Andy Paul is joined by his son, Alec Paul, the founder of SalesBrand. They reflect on their journey over the past 10 years and 1,300 episodes, starting with the Accelerate with Andy Paul podcast, transitioning to the Sales Enablement Podcast, and eventually rebranding to the Win Rate Podcast. Alec discusses his growth and learning from producing and promoting the podcast, which led him to start his own consultancy. They explore the importance of authentic content, building a personal brand on LinkedIn, and share their gratitude for the listeners and contributors who supported their podcast journey.

Thank you to all the listeners over the years. You are truly appreciated. Good selling everyone. 

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 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.

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 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.

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 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!

Today Andy welcomes another group of sales experts, including Mark Cox, Founder of In the Funnel Sales Consulting,  Keith Rosen,  a top global sales coach, and Paul Kleen, CEO of Pitchit.  The group discusses the challenging role of sales leaders in balancing customer engagement, team management, and executive expectations. They emphasize the importance of managers in fostering a coaching culture to drive consistent sales outcomes, and share insights into the integration of AI in sales processes. They also dig into unrealistic sales quotas, the evolving landscape of B2B sales, and the need for a buyer-centric approach.

Welcome back to the Win Rate Podcast. Today Andy welcomes two amazing guests, Matt Benelli, sales coach and Co-Founder of CoachEm, and Lori Richardson, Sales Advisor, Founder and President of Women Sales Pros and author of She Sells. The roundtable starts today by discussing how pushing larger investments to frontline managers would create a wave of positive change across sales organizations. They give some personal stories of starting out as young salespeople and finding their footing with clients. They explain why their genuine curiosity gave them an advantage and how SDR’s can learn from their approach.

The group also talks through the short-comings of companies win rate tracking, how some CRM results need a more objective eye and context, why companies focus on scaling but end up not knowing how to sell their product, why upper management pressure can bring a breakdown of good sales practices, and how progressing successfully in your sales career means being conscious of the experience buyers are having with you.

Connect with Lori and Matt on LinkedIn

Highlights

[00:07:49] Inexperienced frontline managers struggle with their roles.

[00:11:04] Importance of tracking critical metrics.

[00:16:24] B2B industry experiences low win rates; 

[00:25:00] Improving win rates and aligning incentives for sales.

[00:27:54] Choose carefully who you sell to.

[00:36:37] Balancing revenue and understanding buyer decisions.

[00:42:31] Youthful appearance helped build meaningful relationships.

[00:47:16] System design influences win rates; strategic focus needed.

[00:51:16] "Intentional actions shape your career and success."

[00:57:37] First impressions matter when connecting with buyers in sales.

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 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.

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 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.

In this episode of the Win Rate podcast, Andy welcomes more great sales leaders - Luigi Prestinenzi, Founder of the Growth Forum and More Better HQ,  Vince Beese, Founder and CEO at Sales at Scale, and Kyle Williams, Founder and CEO at Brickstack.

The group talks about how to succeed in sales through a shared perspective and a unique point of view. They delve into the importance of being inquisitive, having good instincts about deals, and asking the right questions. They also discuss fostering a culture of learning from failure, the importance of educating and nurturing customers, shifting attitudes and mindsets in today’s quickly changing sales landscape, the impact of technology in sales and its effect on the buyer experience and how personal touch makes a substantial difference.

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!

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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 podcast

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.

Today Andy welcomes another all-star roundtable featuring Hamish Stevenson, Founder and CEO of Selr.io, Salman Mohiuddin, Founder of Salman Sales Academy, and David Kreiger, President of SalesRoads. Together they delve into discussions on sales development representatives (SDRs) and their importance in the current sales landscape and how that may evolve, with a particular focus on sales training and recruitment. They also discuss sales enablement, the shift towards full cycle reps, the role of AEs in generating leads, and challenges in cold calling. The conversation touches upon the need for a balance regarding AE responsibilities and the significance of developing relationships in sales. Furthermore, the need for dedicated coaches as well as internal and external perspectives on sales training is covered. They close the show with an exploration of pipeline quality, the impact of forecast accuracy and how it is reflected in 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!

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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.

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 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.

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!

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. 

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 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 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.

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 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.

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.

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 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!

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!

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 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!

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. 

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.

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.

In this episode of the Win Rate Podcast, Andy welcomes Besnik Vrellaku, CEO of Salesflow.io. They discuss the current state of B2B sales, emphasizing the necessity for sellers to better leverage their existing leads rather than merely generating more. Besnik talks about the importance of connecting lead generation with win rates through intelligent automation and market alignment. He and Andy also get into the evolving role of AI in sales, exploring its potential to enhance prospecting and deal execution while retaining the essential human touch in customer relationships, and underscore the enduring significance of trust and personal interaction in high-stakes sales scenarios.

Welcome to the first episode of The Win Rate Podcast with Andy Paul! 

After years of providing essential sales advice via his wildly successful Sales Enablement Podcast, Andy has a new mission.  As overall B2B sales effectiveness has declined over the past decade he has made it his goal to provide sellers with the critical  knowledge they need to elevate their Win Rate, which is the most important measure of the value they provide to buyers.

Today Andy welcomes his guests, Brandon Fluharty and Dave Brock, to explore the most important factors that influence win rates and provide practical takeaways sellers can use to improve theirs. They start by discussing the decline in sales effectiveness and the average win rate in B2B sales for medium sized deals, which is currently at 17%. And they explore why so many sales managers and sellers are seemingly unaware of their win rates and the impact their win rates have on their sales. 

They discuss the irrational focus of many sales leaders on sales activity, such as the number of dials and emails made, and question the effectiveness of using technology to robotically send out personalized emails quickly. 

Dave discusses the need for a culture shift and emphasizes the importance of measuring impact rather than just focusing on activity metrics. They also explore the core performance levers in sales, including win rate, average deal size, and sales cycle. 

Throughout today’s episode, Andy, Brandon, and Dave emphasize the need to find the right type of customers and focus on what they value, and the importance of effectively managing the  time, energy, and attention of buyers and sellers alike. They emphasize the importance of defining one's impact and prioritizing high-value activities to increase fulfillment and results. 

Key Subjects:

* Defining win rate, tracking progress, managing process.

* Impact over activity in high-growth SaaS companies.

* Outcomes over activities.

* Low win rates impact on marketing effectiveness and product-market fit.

* "Importance of performance levers in sales"

* Reduced meetings, doubled productivity, increased revenue.

* Design thinking needed in changing macroeconomic environment.

* Find customers who value your offer, prioritize tasks.

* More is not always better

Follow Brandon on LinkedIn

Follow Dave on LinkedIn

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!

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Today Andy is joined by  our 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!

Thank you to our sponsors:

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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.

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 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.

On today’s episode, Andy welcomes yet another roundtable of seasoned sales enablement professionals in a lively discussion about a multitude of issues impacting the sales industry. Panelists include Roderick Jefferson, CEO of Roderick Jefferson and Associates, Crystal Nikosey, VP of Sales Transformation at the Sales Collective, and Amy Hrehovcik, a seasoned sales professional, coach, trainer and podcast host. Topics include the CEO's views on the importance of in-person work, the role of sales management vs sales leadership, the need to incorporate EQ into the selling process, and evaluating the efficiency of the BDR/SDR role in the sales process. They also highlight the significance of detaching from a focus on outcomes, encouraging a mindset of helping rather than selling, and the necessity of centering the buyer in the sales 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!

Thank you to our sponsors:

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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.

In this episode of the Win Rate Podcast, Andy welcomes Leslie Venetz, founder of The Sales-Led GTM Agency. They discuss positive and negative sales trends for 2025, noting the comeback of cold calling, hints that meaningful human interaction is on a positive trend, and the detrimental effects of 'Spam the TAM' email tactics. They talk about the importance of personalized, insightful communications over generic automation, and understanding customer value and showing genuine interest in buyers to foster better sales relationships.

Takeaways:
AI tools primarily benefit top performers in sales.
Time management is crucial for sales success.
Understanding buyer needs is essential for effective selling.
AI does not inherently motivate or improve average performers.
Sales productivity should focus on revenue generated per hour.
Effective use of AI requires strategic thinking and planning.
Sales leaders should analyze time spent on opportunities to improve efficiency.
Automation can lead to cutting corners rather than enhancing productivity.
Sales effectiveness is about helping buyers make progress.
The future of AI in sales will depend on how well we adapt our strategies. 

Today Andy is joined by guests Amy Hrehovcik, sales enablement guru, podcaster and coach, Cian McLoughlin, CEO of Trinity Perspectives, and Leslie Venetz, Founder of Sales Team Builder. Together they delve into the world of bid management, communication, and sales. They start by discussing the power of creativity and innovation in documentation, emphasizing the impact that visual appeal can have on perceptions of competence and professionalism. They highlight the importance of personalization and communication as the guests share their experiences of customers' frustration with generic content and the value of incorporating win themes into demos, documents, and responses.

They stress the need to balance automation with human nuance, emphasizing the challenging but necessary task of creating an environment where customers feel comfortable providing candid feedback. The conversation then shifts to the return of face-to-face and explore the benefits of in-person interactions, such as improved communication, body language reading, and relationship building, which have led to quicker sales cycles.

They then turn to the most important topic -  win-loss analyses. They reveal that  product and price play almost no role in decision-making and the buyer's experience with the seller is the primary factor driving decisions, especially when products are perceived to be similar. Leslie and Amy share insights on the importance of retrospectives or after-action reviews, stressing the need to go back to buyers and gather accurate information on why a deal was won or lost. This information is crucial for improving future deals, as initial responses are often not the real reasons. They also stress the need for experimentation in the current business landscape and the potential negative impact of carelessness or lapses in professionalism, the invisible friction in the sales cycle, and maintaining high standards of professionalism to build and retain trust throughout the process.

Follow Cian, Amy, and Leslie on LinkedIn

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:

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Today Andy welcomes another stellar roundtable with guests Nabeil Alazzam, founder and CEO at Forma.ai, Frank Cespedes, author and Senior Lecturer at Harvard Business School, and Drew Neisser, Founder of CMO Huddles, and was Founder and CEO of Renegade Marketing.

They start out today discussing the fact that many companies are neglecting simple yet crucial steps to foster success among their new hires. and give examples of strategies that companies can implement to ensure their new sales representatives are set up for success.

They get into various topics including accurate quota setting, the role of incentives in driving desired behaviors, the need for clear process guidelines, and the evolving role of the account executive. They also shed light on the cultural challenges surrounding sales effectiveness and the critical importance of having confidence in winning sales opportunities.

They continue talking about how data and technology are shaping the sales landscape and discuss the disconnect between the speed at which businesses are evolving and the slow adaptation of incentives. They emphasize the need for collecting and analyzing data to inform compensation structures, particularly in onboarding new sales reps.

Additionally, the group tackles the role of marketing in the buyer journey and the potential impact on sales processes. They question the separation of demand generation from demand capture, highlight the pitfalls of focusing solely on filling the sales funnel.

Connect with Nabeil, Frank, and Drew on LinkedIn

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:

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Episode highlights:
Incentives prioritize customer journey and sales process.

Incentive adjustments lagging behind business changes.

 Managing change in sales during a pandemic.

Quota: justification, motivation, human psychology, unforeseen effects.

Separating demand generation from demand capture.

Marketing myths: buyers need guidance, not pitches.

Overqualifying opportunities may lead to loss. Specialization in go-to-market functions. Quarterback role in sales process. Possible evolution in qualification processes.

Today, Andy facilitates an in-depth discussion about adjusting modern sales effectiveness, the buyer experience, and enhancing win rates with the help of new technologies. His guests include Jeb Blount, CEO of Sales Gravy and prolific author of sales books, Mark Cox, Founder of In the Funnel Sales Coaching, and Brent Keltner, president of Winalytics. The conversation dissects the potential impact of AI on the sales process and the importance of a balanced blend of human connection and AI advancements. They affirm that while AI could be a beneficial tool in sales, the unique value of human conversation in sales should never be disregarded.

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:

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Cognism

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.

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 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.

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 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.