If win rates are the most accurate way to measure a salesperson's effectiveness, why do we keep ignoring them?
This week, Mark talks about the benefits of understanding and improving win rates with Andy Paul, prominent sales strategist and the voice behind The Win Rate Podcast. A maverick in the sales arena, Andy has carved out an extraordinary three-decade-long journey and become a go-to expert for transforming underperforming win rates, showcasing his prowess in a spectrum of fields, from nimble tech startups to the giants of the Fortune 1000.
Andy breaks down the reasons win rates are a true reflection of how effectively a salesperson meets customer needs and why regular analysis is key to identifying areas for improvement.
Win rates -- what are they?
Why win rates are the thing that we should be focused on more than anything else?
The percentage of buyers who don't want to talk to salespeople
The biggest factors that influence the buyer's choice of vendor
Why establishing trust and rapport with clients is key to selling more
How the buying journey differs from the selling journey
The three tasks buyers need to accomplish in line with your selling
The real purpose of discovery
Why salespeople need to make the case for change upfront before they invest their time and energy
How many selling hours does it take to move a deal from the initial point of contact to a win?
The most important thing you can do to increase your win rate
Andy's #1 favourite question to ask during a discovery call
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