The Win Rate Podcast with Andy Paul The State of Training, Ethics, Standards, and Connection in Sales
15 snips
Dec 11, 2024 
In this insightful discussion, top global sales coach Keith Rosen and Rob Durant, CEO of US Operations for the Institute of Sales Professionals, tackle the evolving landscape of sales. They highlight the importance of ethical standards and effective training in building trust with buyers. Key topics include the crucial role of certification in elevating the profession and the shift toward more adaptable sales processes. The conversation also delves into the significance of understanding one’s purpose, tying personal values to sales success.
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Uber Driver's Wisdom on Aging
- Keith Rosen shares a transformative Uber driver conversation that reframed aging as something we do for others, not just ourselves.
- This shifts the focus from self-centered aging to a selfless view benefiting others.
Value of Ethical Sales Certification
- Certification in sales, especially ethical certification, can serve as a key differentiator and proof of investment in the profession.
- However, most certifications today lack meaningful rigor and value unless they enforce ethical standards and skill development.
Human Skills Trump Product Knowledge
- 85% of sales success relies on connecting, negotiating, leading, and communicating rather than just product knowledge.
- Despite this, most sales training still overly emphasizes product knowledge over critical human skills.
