The Win Rate Podcast with Andy Paul

Ok, this is going to be a hot topic. What is the sales advice that you get on LinkedIn that is just sad, frustrating, laughable? Today Andy and his all-star guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, give their take on it, emphasizing the terrible advice on outreach and pipeline creation versus actual selling skills, the misbelief that process trumps personal connection, the real advantage of mindset and EQ, while also discussing strategies for improving win rates over simply increasing pipeline.Let Andy know what you think is the "sales advice" that you wish would just stop, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost 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 today's roundtable, Andy welcomes Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales. The group starts off discussing the sales myths amplified by LinkedIn, and debunks them to your benefit. They also discuss evolving sales training methods, the importance of EQ and mindset, leveraging AI for personal development, the pitfalls of current sales tactics, improving sales training, and tools for better buyer assistance.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!

Latest studies tell us that sales reps only spend about 35% of their time selling. This has been fairly consistent for the last few decades or more. But new tech should be able to shift that number significantly, so what do sellers do with the rest of that time, and what can they do to maximize their time when not actively selling and what they can do to make that 35% more profitable? Listen to this highlighted exchange from some of the top sellers in the business -  Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy, are here to give you their insights and knowledge on the subject.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost 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!

With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore?  This is the question for Michael Litt, Co-Founder and CEO at Vidyard, Wesleyne Whittaker, Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy. They each give their own perspective and excellent input on quota's pros and cons, and some creative ways to use quota to boost performance and insight in other areas, some of which may surprise you. Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or Spotify

Experienced sellers discuss improving sales environments, the role of quotas, and strategies for sales leaders. They explore generative AI, enhancing sales processes, and building confident sellers through effective management and coaching practices.

The podcast discusses the gap in traditional sales training, importance of engaging executives, understanding business aspects in sales, challenges in current sales practices, need for a shift in sales training, strategies to better prepare salespeople, understanding corporate finance, business case modeling, and being prescriptive in sales pitches to drive value.

Sales experts delve into the human side of sales, stressing the role of sellers as agents of change. They discuss NEAT selling principles and the importance of personal connections in fostering trust with customers. Embracing authenticity, overcoming attention challenges, and focusing on buyers' success are key themes in this insightful podcast.

The podcast features Cian Mcloughlin, CEO of Trinity Perspectives, Andrew Barry, founder of Curious Lion, and Nick Lawrence, curriculum design manager at Snowflake. They talk about conducting introspective client surveys, customer discovery, shifting mentality from selling to helping, and the importance of sales manager training.

Guests Jen Allen-Knuth, Katie Swick, and Richard Rivera discuss the challenges sales representatives face in the evolving market landscape. They debate on whether sales teams overemphasize product knowledge or understanding buyer's needs. They also touch on the significance of maintaining a balance of selling and helping, recognizing pain points, and solving problems for buyers.

Today Andy is joined by two special guests, Andrew Sykes, CEO and founder of Habits at Work, and John Westman, VP of Project Management at Citius Pharmaceuticals and Instructor of Sales Management and Sales at Harvard. The trio discuss the importance of trust in sales, with Andrew on a mission to make sales the most trustworthy profession. They touch on the role of language, the importance of being likable, emphasize that trustworthiness can be taught, and that trust is built in minutes not months. Additionally, they explore how AI may impact sales and express skepticism about those who confidently predict AI's role in the future and discuss the concept of befriending clients as 'friends helping friends', while stressing the importance of maintaining boundaries.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