Happy New Year and welcome back to a new episode of The Win Rate Podcast! Andy is joined by two long-time friends and sales veterans, Charlie Green, Co-Author of the legendary book, 'Trusted Advisor' and Founder of Trusted Advisor Associates, and sales consulting expert and Founder and CEO of Partners in Excellence, Dave Brock. They start off the top, digging into the importance of establishing trust in sales, especially in an era heavily focused on products over customer relationships, and how what is sometimes dismissed as old school, is more important than ever. They discuss the impact of AI, the need for genuine human connections, and the deficiencies in current sales training practices that neglect essential trust-building and communication skills. They also talk about empathy, curiosity, and understanding being the core qualities in fostering effective and trusted 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.

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.

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.

In this episode of the Win Rate Podcast, Andy is joined by two sales veterans, Kevin Davis, CEO at Boogieboard.ai, and Hamish Knox, Founder and CEO of Sandler Calgary, to discuss sales effectiveness, the buyer experience, and strategies to improve win rates. The group covers topics such as territory design, aligning with the buyer journey, how productive client interactions trump tech-driven tools, and the impact of CRM systems on sales processes. They stress the importance of humanizing sales interactions, making informed choices, fostering a culture of winning, the need for better management practices, and continuous learning for 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. 

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. 

Bob King, author of 'The Joy of Closing,' and Mason Dettloff, Co-founder and COO at Praction, dive into the art of closing in sales. King shares insights on building trust and the emotional aspects of closing, while Dettloff discusses the importance of personalization and genuine connections with clients. They stress the significance of first impressions and how sales professionals can increase their confidence and effectiveness. The conversation emphasizes evolving closing techniques to align better with customer needs and enhance long-term loyalty.

Join sales experts Matt Dixon, a bestselling author on sales strategies, Mark Cox, founder of In the Funnel Sales Coaching, and Richard Harris, a renowned sales consultant, as they revolutionize the way we approach selling. They discuss the importance of providing value over pitching products, advocate for adaptable sales strategies, and emphasize the power of asking open-ended questions. With insights on the evolving sales landscape and the significance of genuine client connections, this conversation inspires a shift towards customer-centric selling.

There can be a lot of petty infighting and finger pointing among sales teams. Sometimes you're left wondering if management is helping, hurting, leading, or confusing. On today's episode, Andy welcomes his friends Ralph Barsi, VP of Sales at Kahua, Richard Harris, author and Founder of Harris Consulting Group, and Mitchell Kasprzyk, VP of Sales at Compyl. The panel discusses the importance of performance metrics, sales process adherence, the double-edged sword of AI in sales, and Andy's full head of hair. They explore the need for innovation, creative problem-solving, the generational differences in sales coaching and learning, tech to enhance sales strategies and outcomes, and reassessing accountability for leadership and 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. 

Join Brian Dietmeyer, CEO of CloseStrong.ai, Ruben Castaño, CEO of Revegy and 6Connex, and St John Craner, founder of Agrarian Rural Marketing, as they dive into the evolving landscape of sales. They discuss how AI is revolutionizing B2B sales processes and emphasize the need for a human-centered approach that builds trust. The conversation highlights the importance of diagnosing buyer needs like a healthcare professional and adapting to the complexity of modern buyer behavior. Discover innovative strategies to enhance emotional intelligence and foster deeper client connections.

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.