The Win Rate Podcast with Andy Paul Stop Chasing The Outcome and Start Understanding The Objective
19 snips
Nov 6, 2024 
In this insightful discussion, sales experts Mark Cox, founder of In the Funnel Sales Consulting, Keith Rosen, a top global sales coach, and Paul Kleen, CEO of Pitchit, share their wealth of knowledge. They dive into the struggles of sales leaders balancing engagement and expectations while highlighting the need for a supportive coaching culture. The conversation explores the role of AI in transforming lead qualification and the importance of adapting to nonlinear buyer behaviors. Ultimately, they stress focusing on win rates over mere targets for sustained success.
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Timeless Sales Success Principles
- Successful salespeople have not changed much in 30-40 years; they focus on helping clients achieve meaningful business outcomes.
- Earning the right to engage in meaningful conversations at every stage builds trust and credibility with clients.
Coaching Culture Deficit
- Sales managers often check coaching off as a task but fail to meaningfully engage or coach their teams.
- Poor coaching and leadership lead to high employee disengagement and decreased ability to hit sales quotas.
Sales Leadership's Impossible Role
- Sales leadership is among the hardest executive roles, balancing demands from customers, sales teams, and executives.
- Sales leaders face public scrutiny as their performance is openly measured by quota attainment.
