The Win Rate Podcast with Andy Paul
Andy Paul
The world's best conversations about B2B selling happen here. This exciting new podcast from Andy Paul, the creator and host of the Sales Enablement Podcast (with 1200+ episodes and millions of downloads) is focused on the mission of helping increase your win rates by winning a bigger percentage of the deals in your pipeline. In this unique round table format, Andy and his panel of guest experts share the critical sales insights, sales perspectives and selling skills that you can use to elevate your sales effectiveness and create the buying experiences that influence decision-makers to buy from you. 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!
Episodes
Mentioned books
17 snips
Dec 26, 2024 • 55min
*Classic Episode* Predictable Revenue is Dead; Now What?
In this insightful discussion, Adam Robinson, CEO of Retention.com, Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, and Robert Koehler, go-to-market advisor, tackle the evolving landscape of sales strategies. They challenge the relevance of predictable revenue models in today's market and emphasize the need for aligning sales with marketing efforts. The trio also share their thoughts on leveraging LinkedIn for business growth, the impact of sales specialization, and innovative methods to enhance customer engagement.
19 snips
Dec 18, 2024 • 50min
You Can't Help Your Customer If You Can't Win Their Business
In this discussion, industry veterans Kevin Davis and Hamish Knox dive into the intricacies of sales effectiveness. Kevin, CEO of Boogieboard.ai, shares insights on leveraging AI for territory design, while Hamish, CEO of Sandler Calgary, emphasizes sustainable sales strategies over mere metrics. They explore the critical alignment between sales processes and buyer experiences, stressing the need for genuine human interactions. The conversation highlights the importance of innovative approaches and fostering a winning culture in sales.
15 snips
Dec 11, 2024 • 48min
The State of Training, Ethics, Standards, and Connection in Sales
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.
18 snips
Dec 4, 2024 • 56min
Confident First Impressions and Joy In The Closing Process
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.
38 snips
Nov 27, 2024 • 44min
*Classic Episode* How You Sell is More Important Than What You Sell
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.
17 snips
Nov 20, 2024 • 53min
Answering The Accountability Question In Sales
Join Richard Harris, a sales trainer and go-to market strategist, Mitchell Kasprzyk, VP of Sales at Compyl, and Ralph Barsi, VP of Sales at Kahua and rock drummer, as they explore the evolving landscape of sales accountability. They discuss the critical balance between leadership and team accountability, the impact of generational differences in coaching, and the dual role of AI in enhancing sales strategies. Get ready for a lively conversation that blends professional insights with playful banter and even a dash of musical anecdotes!
17 snips
Nov 13, 2024 • 52min
Be The Salesperson Who Doesn't Want To Win The Deal
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.
19 snips
Nov 6, 2024 • 38min
Stop Chasing The Outcome and Start Understanding The Objective
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.
22 snips
Oct 30, 2024 • 47min
The Intersection of Sales Mindset and Skillset
Alan Versteeg, Global Chief Revenue Officer at Growth Matters, and Andrew Barbuto, Senior Agency Lead at Basis Technologies and author, delve into the heart of effective sales. They discuss how mindset outshines mere skills and the importance of building lasting client relationships. As they explore the evolving digital landscape, they criticize over-reliance on CRM systems and advocate for a customer-centric sales approach. The duo emphasizes transforming sales training and nurturing supportive sales cultures to elevate understanding and dialogue with clients.
19 snips
Oct 23, 2024 • 53min
Trust, Trade Offs, and Your Win Rate
Philip Lacor, CRO at Personio, and St John Craner, Managing Director at Agrarian Rural Marketing, discuss the critical importance of trust in sales. They explore how genuine relationships can enhance sales effectiveness, particularly in the agricultural sector. The conversation dives into consultative selling and the need for sales professionals to position themselves as problem solvers rather than mere sellers. Additionally, they examine the impact of AI on sales roles and the balance between technology and emotional intelligence to improve customer interactions.
