The Win Rate Podcast with Andy Paul

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. 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.

The data says that 75% of buyers don't want to talk to a sales person. Andy says that 100% don't want to! But buyers come to you because they need to. And this critical piece of knowledge is what will drive your sales performance above the rest. Andy welcomes 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. The roundtable discusses the fact that buyers do want engaging, knowledgeable sales professionals who can educate and guide them, and how to be that person. The group also talks about the need for genuine help, the importance of detaching from outcomes to be present in conversations, and the role of individual responsibility versus pressure. Listen to the full episode hereon 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.

Get ready for a fun episode! Andy has three incredible guests today, starting with the unstoppable energy of 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. The group begins by discussing AI's role in sellers everyday process and communication strategies. AI can be a differentiator, but maybe not in some ways you would expect, and will it enhance the craft of sales, or erode the human element. They also get into the topics of overcoming pressure from sales quotas, the necessity for sales professionals to create genuine customer connections, and the importance of initial success and its effect on sellers' future trajectory. 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 and his guests, Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox, dive in deep on the roles of managers in coaching, and if they should be involved at all. The profound difference in focus on hard and soft skills, the concept of 'connector managers' which emphasizes the value of connecting team members with resources and fostering a coaching culture that includes both individual and team development. They also discuss the challenges and responsibilities of being a manager, if it's worth it, and the importance of understanding and addressing the needs of sales reps to improve 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.

There is a lot to unpack in this short episode as Andy welcomes Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. The group starts by just getting real. Who should be sales managers? Why? Should they be top performers? Do the people chosen to be managers even want to be? When they are, do they know how to best motivate their team? Should they coach? Do they they have the skills to actually coach? And is moving to a manager just an expected next step. These burning questions and many more are answered in today's Win Rate Weekends episode! 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.