Andy Paul is one of the world's top sales thought leaders with 168,000 followers on LinkedIn. He is also an accomplished author of two well known sales books.
One of the big themes in Andy's work is "It's how you sell, not what you sell", so we delve into that topic in our discussion.
We also cover how groupthink permeates the sales profession with various concepts becoming fashionable but without the empirical data to support it. We discuss Discovery, and how it is an overlooked; but very critical part of the sale.
