The Win Rate Podcast with Andy Paul

There is so much hype, fear, hyperbole, and trepidation that swirls around the subject of AI, and specifically how it can and will impact sales. Luckily Andy has another roundtable of sales all-stars to break it down and give some new and unique insights. Today he is joined by Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence. The discussion revolves around the integration of AI in sales processes, focusing on increasing personalized engagement and addressing the inefficiencies of current sales methods. They debate the potential of AI to improve sales effectiveness versus simply automating things that you already aren't doing well. They also get into the issues of short tenures in sales leadership, misaligned incentives, and the need for deep professional development to maximize the potential of sales 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.

Today Andy is highlighting his discussion with a panel of sales experts on the value of trust and specialization in sales. His guests include Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. The group digs into deeper and more non-conventional ways of creating human connection and the advantage of becoming a subject matter expert. They share personal stories, sharing what they have learned over decades in the industry, the significance of understanding the buyer, and the value of integrating broader human knowledge, such as literature and observational humor, to enhance sales effectiveness. Listen to the full episode on Apple and Spotify 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 today's episode of Win Rate Weekends, Andy takes a look at a conversation he had on this weeks full episode with Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. Andy poses the question of why we don't have apprentice models in sales anymore, contrasting it with current rapid onboarding practices. He and the roundtable discuss the drawbacks of short-term, ROI-focused training programs in SaaS environments, advocating for longer, more comprehensive training that emphasizes career development and long-term performance. They also talk about the challenges faced by sales leaders balancing immediate revenue goals with sustainable team development. Listen to the full episode on Apple and Spotify 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 for listening today as Andy welcomes a rock solid roundtable of sales veterans, Derek Wyszynski, Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe, Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond, President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. They discuss their strategies for success and their best insights into challenging standard sales practices. The wide-ranging conversation includes the importance of trust building, specialization in industries, the impact of storytelling, understanding the why behind customer decisions, bridging generational gaps between buyers and sellers, and being an interesting person while also being genuinely interested in who you're selling to is invaluable in connecting and closing deals. 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 short standout discussion with Andy and a roundtable of sales pros, 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 kick it off with a debate on what win rates can expose about product-market fit, and how strategies to get sellers to reach the "win more than you lose" level. They get into the challenges of not having a standardized method for measuring win rates among companies, and the importance of considering win rates by product and market segment to avoid misleading averages. The group also touches on the need for a repeatable sales model before scaling, strategies for maximizing revenue per unit of time spent by sales teams, and wonder if many sellers and leaders expectations have just gotten too low. Listen to the full episode on Apple and Spotify 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.

Today Andy highlights a conversation he had with a top notch roundtable of sales veterans including, 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. The discussion revolves around the shifting stability in sales pipelines, specifically addressing the shortcomings of the traditional predictable revenue model in software sales. The guests give their own personal examples of the timing involved in scaling sales teams and explore new strategies for demand creation, including leveraging LinkedIn and podcasts. The need for adaptability and innovation in sales techniques has never been more vital. Listen to the full episode on Apple and Spotify 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.

Are you ready for the roundtable!?! Today, 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.

Welcome back to Win Rate Weekends. Today Andy is joined by Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group. This episode focuses on the usefulness and limitations of AI in sales, particularly for research and personalization, without replacing the human element crucial to sales relationships. The roundtable experts share their insights on AI's current capabilities, potential future developments, including AGI, and the overall impact on sales roles like SDRs, emphasizing AI as a tool for enhancement rather than replacement. Listen to the full episode on Apple or Spotify 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.

Today on the show, Andy is highlighting his conversation with Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group, about the challenges faced by SaaS companies in a crowded market, focusing on differentiation, scaling, and adapting to changes like AI. They talk about understanding market nuances, finding a niche, and focusing on core strengths rather than attempting to serve all needs. They also explore some expected and not-so-expected shift in strategies due to budget constraints. Listen to the full episode on Apple or Spotify 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 The Win Rate Podcast. Today Andy brings together another extraordinary panel of sales experts - Gabe Lullo, CEO of Alleyoop.io, Collin Mitchell, host of the Sales Transformation Podcast, and Jean-Manuel Izaret, Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group to discuss the impact of AI on sales processes, differentiation in a crowded marketplace, and if technology is doing as much good as harm. The guests talk about their experiences with AI-enhanced sales strategies, its potential in research and preparation for sales meetings, and caution against over-reliance without integrating human judgment and personalization. They explore the future of AI in sales, its current limitations, and the critical role of human interaction for effective sales outcomes. 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.

Effective sales pros see it all the time. When a salesperson views their job as trying to persuade the buyer to choose their product, the defenses go up. Andy welcomes three outstanding guests, John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize to discuss shifting from traditional (aka, old, tired, ineffective) sales techniques, which focus on persuasion and closing the deal, to an approach centered on creating mutual success and long-term relationships with buyers. It's about salespeople viewing their role as helping clients achieve their goals, with a focus on outcomes rather than initial sales. They also explore the importance of truly listening to customers, aligning with their objectives, and overhauling compensation models to reflect successful outcomes rather than just sales closures. Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's website 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.

There are good sellers. There are great sellers. There are also some very not great sellers. But even with the majority of salespeople being honest and trustworthy and dedicated to finding solutions to buyer's problems... There is a stigma that is still prevalent in the perception around the profession. Today Andy talks with John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize, about how to improve the reputation of sales professionals, emphasizing the shift from persuasion to problem-solving. They discuss integrating buyer feedback, recognizing positive sales behaviors, and the structural issues that create negative perceptions.One of which is the apparent indifference to this issue from organization's top management, and the need for leadership to address and change the current sales culture to better meet buyer expectations. Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's website 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 for joining Andy today as he hosts another all-star panel, including John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize. The conversation begins with the difficult topic of how to reform the perception of sellers. They continue discussing the synergy between sales and sales engineering, the evolution of sales cultures, and the importance of redefining sales practices to prioritize helping buyers achieve their goals, fostering trust, the impact of sales leadership, leveraging sales technology without losing the human touch, and strategies for motivating sales teams towards achievement-driven approaches.

Today Andy recaps his discussion with a blockbuster roundtable of sales pros on how sales professionals can enhance their approach by focusing not just on solving a problem or addressing pain points but by adopting a lateral thinking perspective. Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack emphasize the importance of understanding the bigger picture of what the buyer is trying to achieve, asking provocative questions to challenge assumptions, leveraging curiosity to craft tailored solutions, and questions the common misconception that buyers are mostly decided by the time they interact with sellers. Check out the full episode on Apple, Spotify, iHeartRadio, or wherever you listen to the podcast 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.

If winning is a choice, why isn't everyone winning all the time? Because many salespeople don't know the right questions to ask themselves in order to make the right choices. Andy sits down with Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack to discuss what it takes to accurately identify and engage the right prospects to maintain high win rates. They get into how to be discerning with who enters their pipeline, like the bouncer at a club, emphasizing the need to reject low-probability opportunities and focus on high-quality leads. They also talk about issues with current qualification stages, suggesting a revamp of criteria to ensure opportunities are truly viable before proceeding. Check out the full episode on Apple, Spotify, iHeartRadio, or wherever you listen to the podcast 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.

Andy's back with another roundtable of impressive sales pros, including Rachel Mae, GM of Training and Licensing at A Sales Growth Company, Barry Klein, VP of Success and Enablement at Talroo, and Kyle Williams, Founder and CEO of Brickstack. The group starts out of the gate with sales strategies, focusing on the tension between high win rates and aggressive sales tactics. They discuss the significance of understanding customers' pain points vs. opportunities, the art of slowing down buyers convinced they're ready, and the importance of specialization in sales. They also explore the balance between solving for immediate needs and aiming for larger business objectives, emphasizing consultative selling, and leveraging experience to guide customers through their decision-making 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.

What is the role of a salesperson? Are you just there to persuade the buyer into choosing your product? Today Andy invites Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. They start with the reasons to knock it all down and fundamentally change sales training and enablement, shifting focus from knowledge acquisition to skill development and problem-solving. It critically examines the traditional roles and goals of sellers, proposing a reimagination towards enabling sellers to facilitate buyers reaching clarity, solve problems, and earn the right to make recommendations. Listen to the full episode here - Apple, Andy's Website, Spotify Please take 1 second from your busy day and hit the subscribe button so you know when a new episode is released. 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.

Is sales just pitching? Or is it using the human skills that you use in everyday life - listening to those around you and helping them to get what they want? Andy sits down with sales gurus Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. to talk about the idea of radically transforming sales training and enablement by shifting the focus from mere knowledge acquisition to skill development, ensuring reps can effectively engage with buyers. It critiques current practices like product-focused training and emphasizes the importance of understanding customer problems, personalized selling, and helping buyers achieve clarity and make informed decisions. Listen to the full episode here - Apple, Andy's Website, Spotify Please take 1 second from your busy day and hit the subscribe button so you know when a new episode is released. 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.

What is the role of a salesperson? Are you just there to pitch? Are you just there to persuade the buyer into choosing your product? Today Andy invites Arlo Hill, Co-Founder at SecondBody, Keith Weightman, Regional VP at Bullhorn, and Jonathan Mahan, Co-Founder at The Practice Lab. They start with the reasons to knock it all down and fundamentally change sales training and enablement, shifting focus from knowledge acquisition to skill development and problem-solving. It critically examines the traditional roles and goals of sellers, proposing a reimagination towards enabling sellers to facilitate buyers reaching clarity, solve problems, and earn the right to make recommendations. 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.

So AI can make sellers more efficient? Andy rightly points out that just because a salesperson has more time, does not result in them improving their results. But what can AI do for us? The all-star roundtable of sales pros is here to tell you just that. Larry Long Jr., CEO at LLJR enterprises and well known speaker, Michael Hoffman, CEO at PastSight, and Larry Levine, best selling author of 'Selling From The Heart' and co-host of the Selling From the Heart Podcast join Andy to discuss how salespeople can use AI to improve their call preparation and engage in better conversations with clients. the importance of using AI not as a crutch but as a tool to augment deep business discussions, practice sales skills, and ultimately enhance the quality of sales through better understanding and addressing customer needs, aspirations, and challenges. Listen to the full episode here on Apple Spotify Website 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.