242: How to Sell Without Selling Out

Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out.

Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today.

Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in (6:30), how sales leaders can change their team’s behaviors for the better (7:19), the pillars of selling in (9:53), how maintaining a human element in your sales process can be a core differentiator (13:18), the gap between knowing and understanding (15:05), the problem with compliance to processes (17:28), and the first step salespeople and leaders can take to improve their sales process (20:15). 

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