The Win Rate Podcast with Andy Paul

Welcome back to another stellar roundtable discussion with Andy Paul. Today he welcomes Leslie Venetz, Founder of Sales Team Builder, Dan Pfister, Founder of WinBack Labs, and St John Craner, Sales Coach and leading expert on Rural Sales and Marketing. The group discusses the buyer experience, the importance of constantly adapting to the buyer's mindset. There is a focus on the importance of psychological safety in sales negotiations and the need for sellers to listen, learn and adapt to the buyer's needs. They get into the challenges in discerning when a seller is still being considered for a sale and how to improve sales practices based on feedback from lost customers. And give informed win-back strategies based on that understanding. 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!Thank you to our sponsors:AllegoClozdCognism

Andy's amazing lineup of guests today are: Usman Sheikh, founder and CEO of XIQ; Gautam Rishi, co-founder and CEO at OneShot.ai; and Shannon Hempel, founder of EnableUp. They discuss the transformation from the traditional 'predictable revenue model' to 'full cycle selling', emphasizing the need for sellers to be more buyer-centric and trustworthy.  They explore the transformative role of AI in automating tedious tasks, personalizing outreach, enhancing the selling process, and enabling a more human-centric approach to sales. Additionally, the conversation probes issues surrounding trust in the buyer-seller relationship, the personality traits desirable in salespeople, and how AI can aid in creating meaningful connections and elevating the sales experience.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!Thank you to our sponsors:AllegoClozdCognism

Today Andy gathers a roundtable of sales veterans exploring the importance of win rates, the shift in commission-based sales, innovative sales strategies and creating customer-centric cultures. Molly McKinstry, Head of Sales at Calendly, Mitch Little, Founder of CUSP and formerly the Sr Vice President - Worldwide Client Engagement at Microchip Technology, and Dave Brock, Founder/CEO of Partners in Excellence and author of 'Sales Manager Survival Guide' discuss focusing on understanding why certain deals are won and emphasizing the importance of customer obsession. They also talk about the recent trend of moving from a commission-based sales team to a non-commissioned one driven by the company's goals, resulting in remarkable employee retention. They get into the need for aligning with the customer's process and truly understanding their needs, and the challenges in remote selling and the emphasizing the  need for change within sales methodologies.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!Thank you to our sponsors:AllegoClozdCognism

David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, Mark Treacy, Senior Director of Strategic Accounts at Miro, and Kyle Williams, Founder at Brickstack, dive deep into the emotional landscape of sales. They discuss how feelings and emotional connections drive buyer decisions and influence purchasing choices. The panel highlights the importance of understanding customer motivations and creating a sense of urgency. They also explore strategies for revitalizing lost deals and emphasize the need for genuine connections over mere transactions.

Today, Andy facilitates an in-depth discussion about adjusting modern sales effectiveness, the buyer experience, and enhancing win rates with the help of new technologies. His guests include Jeb Blount, CEO of Sales Gravy and prolific author of sales books, Mark Cox, Founder of In the Funnel Sales Coaching, and Brent Keltner, president of Winalytics. The conversation dissects the potential impact of AI on the sales process and the importance of a balanced blend of human connection and AI advancements. They affirm that while AI could be a beneficial tool in sales, the unique value of human conversation in sales should never be disregarded.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!Thank you to our sponsors:AllegoClozdCognism

Today Andy Paul is joined by yet another all-star panel of industry experts: Julie Thomas, CEO of Value Selling Associates, Mark Roberts, CEO and Founder of OTB Solutions, and Mitchell Kasperczyk, Strategic Account Manager at Compyl. They share their insights on what makes a great seller and the critical skills required in contemporary B2B sales. The discussion covers the importance of curiosity, resilience, and adaptability in sales professionals, the role of training in sales success, and the potentially detrimental effects of over-reliance on sales technology. Additionally, the conversation highlights the significance of having a well-thought-out approach to coaching sales teams, the critical role of managers, and the challenges presented by the trend towards product-led growth in the industry. 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!Thank you to our sponsors:AllegoClozdCognism

On today’s episode, Andy welcomes yet another roundtable of seasoned sales enablement professionals in a lively discussion about a multitude of issues impacting the sales industry. Panelists include Roderick Jefferson, CEO of Roderick Jefferson and Associates, Crystal Nikosey, VP of Sales Transformation at the Sales Collective, and Amy Hrehovcik, a seasoned sales professional, coach, trainer and podcast host. Topics include the CEO's views on the importance of in-person work, the role of sales management vs sales leadership, the need to incorporate EQ into the selling process, and evaluating the efficiency of the BDR/SDR role in the sales process. They also highlight the significance of detaching from a focus on outcomes, encouraging a mindset of helping rather than selling, and the necessity of centering the buyer in the sales process.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!Thank you to our sponsors:AllegoClozdCognism

Leading educators in sales, Dawn Deeter-Schmelz, Howard Dover, and John Kratz, discuss the importance of vocational education in sales and the need for effective sales coaching. They highlight their institutions' focus on providing students with sales experiences and sales-centric curricula. The podcast also explores challenging misconceptions about sales, the success of educational programs in the corporate setting, challenges faced by recent graduates in sales, and the recognition and training of individuals with different abilities in sales organizations.

Today Andy welcomes another all-star roundtable featuring Hamish Stevenson, Founder and CEO of Selr.io, Salman Mohiuddin, Founder of Salman Sales Academy, and David Kreiger, President of SalesRoads. Together they delve into discussions on sales development representatives (SDRs) and their importance in the current sales landscape and how that may evolve, with a particular focus on sales training and recruitment. They also discuss sales enablement, the shift towards full cycle reps, the role of AEs in generating leads, and challenges in cold calling. The conversation touches upon the need for a balance regarding AE responsibilities and the significance of developing relationships in sales. Furthermore, the need for dedicated coaches as well as internal and external perspectives on sales training is covered. They close the show with an exploration of pipeline quality, the impact of forecast accuracy and how it is reflected in sales performance.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!Thank you to our sponsors:AllegoClozdCognism

In this episode of the Win Rate podcast, Andy welcomes more great sales leaders - Luigi Prestinenzi, Founder of the Growth Forum and More Better HQ,  Vince Beese, Founder and CEO at Sales at Scale, and Kyle Williams, Founder and CEO at Brickstack.The group talks about how to succeed in sales through a shared perspective and a unique point of view. They delve into the importance of being inquisitive, having good instincts about deals, and asking the right questions. They also discuss fostering a culture of learning from failure, the importance of educating and nurturing customers, shifting attitudes and mindsets in today’s quickly changing sales landscape, the impact of technology in sales and its effect on the buyer experience and how personal touch makes a substantial difference.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!Thank you to our sponsors:AllegoClozdCognism