Shows
The Win Rate Podcast with Andy PaulA Decade of Sales Podcasting: A Farewell Episode with Alec PaulA Decade of Sales Podcasting: A Special Episode with Alec PaulIn this episode of the Win Rate Podcast, host Andy Paul is joined by his son, Alec Paul, the founder of SalesBrand. They reflect on their journey over the past 10 years and 1,300 episodes, starting with the Accelerate with Andy Paul podcast, transitioning to the Sales Enablement Podcast, and eventually rebranding to the Win Rate Podcast. Alec discusses his growth and learning from producing and promoting the podcast, which led him to start his own consultancy. They explore the importance of authentic content, building...2025-03-0526 minThe Win Rate Podcast with Andy Paul*Classic Episode* Shifting Sales Culture From The Top DownToday Andy is joined by special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke, Executive Advisor & Interim CRO at SBI, The Growth AdvisoryTo begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience...2025-02-0544 minThe Win Rate Podcast with Andy PaulReframing Your Sales Approach In Order To Use AI To Its FullestWelcome back to the Win Rate Podcast. Today Andy welcomes Mehdi Tehranchi, CEO of KnowledgeNet.ai, to discuss the transformative role of AI in sales, emphasizing the shift from transactional selling to a model focused on helping the buyer make a decision and creating relationships with a little help from AI, or as Mehdi likes to call it, 'augmented intelligence.' Mehdi highlights how AI can enhance decision-making, improve sales preparation, and foster better relationships between sellers and buyers. He and Andy also talk about the importance of differentiating in competitive markets and the need for companies to adopt...2025-01-2242 minThe Win Rate Podcast with Andy PaulThe State of Training, Ethics, Standards, and Connection in SalesOn this episode of the Win Rate Podcast, Andy is joined by top global sales coach Keith Rosen, Founder and President of Personal ABM, Kristina Jaramillo, and CEO of US Operations for the Institute of Sales Professionals, Rob Durant. Andy and his panel of pros discuss the evolving landscape of sales, emphasizing the importance of connection, ethical standards, and the need for effective training. They highlight the challenges faced by sales professionals in adapting to modern buyer expectations and the role of certification in elevating the profession. They delve into the critical aspects of sales training and...2024-12-1148 minThe Win Rate Podcast with Andy PaulAnswering The Accountability Question In SalesThere can be a lot of petty infighting and finger pointing among sales teams. Sometimes you're left wondering if management is helping, hurting, leading, or confusing. On today's episode, Andy welcomes his friends Ralph Barsi, VP of Sales at Kahua, Richard Harris, author and Founder of Harris Consulting Group, and Mitchell Kasprzyk, VP of Sales at Compyl. The panel discusses the importance of performance metrics, sales process adherence, the double-edged sword of AI in sales, and Andy's full head of hair. They explore the need for innovation, creative problem-solving, the generational differences in sales coaching and learning...2024-11-2053 minThe Win Rate Podcast with Andy PaulThe Balancing Act Between Tech & the Human TouchToday Andy is joined by a panel of sales veterans, including Teri Long, VP Global Revenue Enablement at Mindtickle, Jeff Winters, CRO of Abstrakt Marketing Group, and Haris Halkic, Founder of SalesDaily.co. Andy leads off wondering why people in SaaS sales aren't more freaked out about win rates in the high teens. The group explores the crowded nature of the sales market, an influx of VC money, and other external and technological changes that may contribute to this issue. They also discuss the importance of personalized instruction, how sales enablement can improve seller performance, the need for t...2024-10-0943 minThe Win Rate Podcast with Andy PaulWhy Have Win Rate Expectations Become So Low?In this episode of the Win Rate Podcast, Andy is joined by an outstanding panel of sales pros, including Steven Benson, CEO and Founder of Badger Maps, Jon Feldman, VP of Sales at anecdotes.ai, and Michael Pedone, Chief Sales Scientist at salesbuzz.com. Andy starts it out with a the reaction he saw from a post on LInkedIn about win rates near 20%. The gets into a deep discussion on why we are seeing this, along with sales effectiveness, qualifying leads, the importance of in-person interactions, the shift towards performative selling, the critical (yet complicated) role of sales managers...2024-09-0459 minThe Win Rate Podcast with Andy PaulWhat Makes a Good Seller Great?In this episode of The Win Rate Podcast, Andy is joined by guests Paul Lanigan, head of Sandler Sales Training in Ireland, and John Tecce, Senior Client Executive at 2X, to discuss sales effectiveness and how to cross that line from good seller to consistently great seller. They talk about authentic selling, handling sales metrics, the importance of understanding buyer's needs, managing individual seller performance, the impact of sales methodologies, and leveraging both personalized outreach and account-based marketing to drive sales success.Host Andy Paul is the expert on modern B2B selling and author of t...2024-08-1447 minThe Win Rate Podcast with Andy PaulAI Dependency in Sales and Its ConsequencesOn today's episode of the Win Rate Podcast, Andy is joined by all-star sales panelists Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack. They discuss the importance of specialization in sales, the benefits of industry and business knowledge for sellers, and the potential of AI in sales roles. The conversation examines enabling salespeople through effective coaching, understanding business ecosystems, and leveraging technology to improve sales interactions. They also give their honest perspectives on the evolving role of AI and its impact on the future of sales training...2024-07-2443 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Is It Time to Get Back On The Plane?Today Andy is focusing on a discussion with his outstanding panel of guest, Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They explore the disproportionate focus on top-of-funnel activities in sales versus the actual selling process, and emphasize cutting down the number of proposals to increase conversion rates. Andy explains the reward of getting on a plane to have an in-person meeting for high-value deals. Listen to the full episode on Apple and SpotifyHost Andy Paul is the...2024-07-2105 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Is it Time to Blow Up Discovery and Start Over?In this Win Rate episode highlight, Andy challenges his panel of sales experts (Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev) to smash the traditional sales discovery practices and how they would go about it a different way. They talk about the common goal of gaining insight from the prospect, but how so many fail to take this opportunity to provide value right away during initial meetings. It's the key to fostering a consultative mindset to create lasting relationships, especially in the SaaS...2024-07-2009 minThe Win Rate Podcast with Andy PaulWhat's The One Thing In Sales That You Would Tear Down and Build Back Up From Scratch?On today's episode of the Win Rate Podcast, Andy has another all-star panel featuring Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They discuss redefining sales processes to enhance efficiency and focus, which sometimes includes tearing down the accepted practices and recreating them. The group talks about the importance of consultation over discovery, targeted selling using AI for creating ICPs, and the need for quality over quantity in sales activities. The also dive into the role of leadership in driving better sales outcomes...2024-07-1748 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Is It Time to Get Rid of Quotas?In this episode, Andy showcases an incredible discussion with sales leaders Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. The panel discusses whether sales quotas are still relevant or useful, and explore other ways to measure and reward overall productivity. They explore the psychological impact of quotas, the importance of having measurable targets, and other productivity-based assessments. They get into some insights from Charles Goodhart’s law, how focusing solely on targets can limit true potential, and also touch on ways to accurately calculate sales productivity an...2024-07-1409 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: There's a SaaSacre Going OnIn this episode, Andy showcases this important conversation with his all-star panel featuring Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the current challenges in the B2B SaaS market, focusing on the impact of economic downturns, pipeline management, and conversion optimization. Th group emphasizes the importance of leadership in steering strategy, understanding target markets, and addressing product fit to improve sales outcomes.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern...2024-07-1306 minThe Win Rate Podcast with Andy PaulTop of Funnel and Quota Problems - Where is Leadership?In this episode of the Win Rate Podcast, Andy is joined by a panel of seasoned sales experts, including Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the most recent trends in sales productivity, realistic quota setting, and the evolving dynamics in SaaS sales. The panel delves into key topics such as the importance of measuring true productivity, top of funnel delusions, the dangers of unrealistic quotas, and the benefits of focusing on win rates for long-term sales success. They also get into on...2024-07-1053 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Selling a Product vs. Selling ChangeIn this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than...2024-07-0707 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: How To Make AI Efficiency Translate Into Sales EffectivenessWelcome back as Andy focuses in on an incredibly informative part of his most recent discussion with a blockbuster panel of sales pro's including Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline podcast. They dig into the paradox of new sales technologies not improving overall sales effectiveness. They explore how AI can fundamentally change the landscape by...2024-07-0609 minThe Win Rate Podcast with Andy PaulPast Sales Tech Hasn't Helped Sellers' Perception: Will AI Do Better?In this episode of the Win Rate Podcast, Andy welcomes an incredible panel of experts: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They explore the role of AI in sales, the importance of understanding buyer motives, and the impact of personal connection. They also discuss the intersection of sales and technology, strategies for better buyer engagement, m...2024-07-0343 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Categories Are Increasing, Buyers are Overwhelmed... How Should Sellers Adapt?Andy highlights another dynamic exchange between his all-star panel - Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS. They discuss the increasing complexity of B2B buying driven by the rise in stakeholders, budget scrutiny, and the expansion of product categories. They give data showing how modern buyers prefer self-service and digital solutions, heavily relying on independent research rather than salespeople. The question is, how can salespeople use this knowledge to their advantage, and adapt to buyer goals and the opportunities for c...2024-06-3008 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Full Cycle Sales vs. PLG - Who Wins In Today's Market?Andy is back, showcasing a dynamic discussion from his most recent episode, featuring, Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS. Together they discuss the pitfalls of aggressive sales tactics on net revenue retention, emphasizing the importance of aligning with ideal client profiles (ICPs). They explore how old school sales methods have some distinct advantages over Product-Led Growth (PLG) strategies, but concede that careful measurement and data-driven decisions can drive sustainable growth. They give insights on fostering stronger customer relationships and ensuring l...2024-06-2911 minThe Win Rate Podcast with Andy PaulWhy Are Sellers Missing From The Buyer's Journey?Welcome back to the Win Rate Podcast. Today Andy and his rock star sales panelists, include Gal Aga, CEO at Aligned, Vince Beese, Founder at Sales HQ, and David Fisher, Principal Sales Enablement Manager and Global Social Selling Lead at SAS. Together they delve into the evolving trends in B2B sales and reveal some startling stats on sellers during the buyer's journey. They discuss the increasing challenges for both buyers and sellers, the impact of sales technology, and the importance of aligning sales strategies with buyer needs. The panel also explores the effectiveness of Product-Led Growth (PLG) motions...2024-06-2648 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: How Do Buyers Actually Want to Be Sold To?Andy is back with another all-star panel of sales experts including, Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They critique the over-structured and impersonal approaches prevalent in both B2B sales. They explore how repetitive 'discovery' phases, erode customer trust and advocate for a more empathetic, genuine sales approach. Andy talks about his positive experiences in auto leasing and the potential for change in B2B sales perceptions by fostering better client relationships and ultimately improve sales outcomes.2024-06-2307 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Buyer's Journey > Your Sales ProcessToday Andy highlights an excellent discussion from the latest episode which of course includes a panel of incredible sales experts, including Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They go back and forth about the misconceptions of salespeople creating urgency and instead, recommend genuinely focusing on understanding the customer’s journey. They explore the importance of qualifying opportunities, the role of a champion in the sales process, and the disconnect between traditional sales methods and buyer behaviors, like the...2024-06-2208 minThe Win Rate Podcast with Andy PaulThe Myth of Creating Urgency In SalesThis is an outstanding episode of the Win Rate Podcast, jam-packed with amazing insights and analysis from a very experienced and lively panel of sales experts. Andy is joined by Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They discuss building trust through the "responsible promises" method, giving precedent to the buyer's journey over the sales process, the pitfalls of asynchronous selling, and likening the discovery process to waterboarding prospects. They dig into the long-held myth that sellers can...2024-06-1947 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: What To Do With Low PerformersWelcome to Win Rate Weekends. Andy highlights a portion of the most recent episode that makes his blood boil. Andy and the panel, Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads, discuss a common but seriously flawed sales strategy of giving the best leads to top-performing reps. They argue that this approach is shortsighted and ultimately detrimental. Instead, they emphasize coaching and developing all sales reps, holding them accountable, and focusing on creating a sustainable sales system that works over time, not just for...2024-06-1608 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Real Reasons Sellers Aren't Hitting QuotaOn today's Win Rate Weekends, Andy highlights his discussion with Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads to talk about the correlation between increased sales rep turnover and unrealistic quotas. They critique the irrationality in quota setting driven by investor expectations and advocate for more realistic targets that build reps' confidence and success. They emphasize the importance of enablement and training in achieving quotas and compare sales strategies and successful educational programs.Listen to the full episode on Apple and Spotify2024-06-1507 minThe Win Rate Podcast with Andy PaulMaintaining Win Rates in Tough MarketsIn this episode of the Win Rate Podcast, host Andy is joined by Ralph Barsi, VP of Sales at Kahua, Dave Brock, CEO of Partners in Excellence, and David Kreiger, Founder and President of Sales Roads. They discuss the impact of economic downturns and whether that should impact win rates, the need for sales discipline, the state of leadership roles, and whether having a side hustle benefits sales professionals. They stress the importance of refining sales processes, aligning with customer needs, and learning from wins and losses to foster long-term success.Host Andy Paul is the expert...2024-06-1257 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Will the Future of Sales Be Like Walking Into a Gucci Store or Being Shoveled Through a Walmart?On today's Win Rate Weekends, Andy shares one of his favorite parts of his discussion with David Weiss, Kyle Williams, and Mark Petruzzi as they examine the pitfalls of current sales technology, the misuse of AI, and the importance of developing genuine buyer intent data. They highlight the potential of AI to reduce noise and increase efficiency in targeting buyers, while acknowledging the significance of dynamic, evolving Ideal Customer Profiles (ICPs). They also talk about the risks of high-volume approaches and the need for meaningful one-to-one interactions in sales.Listen to the full episode on Apple and S...2024-06-0909 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Using Data to Drive RevenueOn today's Win Rate Weekends, Andy highlights part of his discussion with David Weiss, Kyle Williams, and Mark Petruzzi on how data science, AI, and metrics can drive revenue in the SaaS industry. They talk about the importance of educating CROs on these topics as well as balancing efforts between customer acquisition and retention, and debate the roles of sales and marketing in lead generation.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his...2024-06-0808 minThe Win Rate Podcast with Andy PaulCreating Contrast In SalesToday Andy leads a discussion with another incredible roundtable of sales veterans, David Weiss, Kyle Williams, and Mark Petruzzi. They explore how data science, AI, and guided selling can transform sales operations. They discuss the importance of nuanced ICPs, reducing noise in outreach, and adapting sales strategies to non-budgeted environments. The share their insights on the challenges and potential of AI in sales, balancing tech with human judgment, and the future shift towards high-intent, one-to-one sales interactions.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including...2024-06-0549 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Pain vs. Opportunity SellingToday on Win Rate Weekends, Andy and the roundtable, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, challenge traditional sales approaches, emphasizing the importance of addressing business cases early in the sales process. They argue against the reliance on budgets and advocate for focusing on business opportunities rather than pain points. Highlighting a study on enterprise buyers, they discuss strategies for successfully navigating large deals by leveraging companies' cash positions and internal rates of return, creating...2024-06-0209 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Who Didn't Want to Quit On Their First Day of Sales?Who doesn't remember that first day? Being thrown out there with little training and no experience? Andy and his guests, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, reminisce on this occasion and discuss how to improve on it. They discuss the pitfalls of traditional B2B sales training and propose a transformative approach centered on business and financial acumen. They emphasize the importance of understanding customer value and suggest that training in business skills, rather t...2024-06-0109 minThe Win Rate Podcast with Andy PaulFrom Demo to Close, Forging a New Path in Sales ProcessesIn this episode of the Win Rate Podcast, Andy welcomes expert panelists, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training. Andy and the roundtable dive into the evolving landscape of B2B sales, and debates the limitations of traditional sales processes, the significance of business acumen, and the transformative potential of AI in sales. They also explore the concept of selling opportunities versus addressing pain points and stress the need for a shift towards market opportunity-driven...2024-05-2953 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Are We Just Automating Previously Bad Sales Behaviors?Join Andy and the roundtable featuring, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence as they discuss how sales tools and technologies over the last decade haven't significantly improved sales effectiveness. They explore the need for sales teams to adapt to evolving buyer behaviors, focusing on adding real value in sales interactions, and dive into the changes in buyer behavior, misuse of AI in sales, and the push towards meaningful engagement over volume-based strategies.Listen to the full episode on Apple and Spotify2024-05-2609 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Don't Let AI Make Buyers Tune OutOn today's Win Rate Weekend edition, Andy has three amazing sales veterans on the panel, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence to explore the role of AI in sales, particularly in improving outreach effectiveness. There's a lot of noise out there, and depending on your strategy with AI, your message could get lost or it could be refined in a way to bring greater impact.They get into AI's potential in condensing information for personalized communication rather than writing perfect emails, the...2024-05-2509 minThe Win Rate Podcast with Andy PaulAI and Transformative Sales StrategiesThere 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...2024-05-2247 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Why Selling All Comes Down to TrustToday 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...2024-05-1910 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Can We Apply an Apprentice Model to Selling?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...2024-05-1808 minThe Win Rate Podcast with Andy PaulYou Have to Be Interested to Be InterestingThank 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...2024-05-1554 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Value of Defining and Measuring Win RatesWelcome 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...2024-05-1209 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Are We in a Pipeline Crisis?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...2024-05-1109 minThe Win Rate Podcast with Andy PaulPredictable Revenue is Dead; Now What?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 l...2024-05-0854 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Best Ways to Use AI in SalesWelcome 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 r...2024-05-0507 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Importance of Honing your ICPToday 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...2024-05-0409 minThe Win Rate Podcast with Andy PaulAI in Sales: Help or Hype?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...2024-05-0148 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Choose Your Sales Adventure - Driving Outcomes or Solving ProblemsEffective 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...2024-04-2808 min
The Win Rate Podcast with Andy PaulWin Rate Weekends : The Sales Problem That Top Management Is Not AddressingThere 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 t...2024-04-2709 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: How Sellers Become Problem SolversToday 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 c...2024-04-2109 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Why Winning is a ChoiceIf 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, e...2024-04-2006 minThe Win Rate Podcast with Andy PaulSeizing Opportunities vs. Curing Pain Points in SalesAndy'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...2024-04-1751 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: The Way We Prepare Sellers is BrokenWhat 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.Lis...2024-04-1407 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Communicating (Like a Human) Is KeyIs 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...2024-04-1309 min
The Win Rate Podcast with Andy PaulSalespeople Are Only Human; So Be More Human!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...2024-04-1052 minThe Win Rate Podcast with Andy PaulWin Rate Weekends: Using AI to Become a Better SellerSo 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...2024-04-0709 minThe Win Rate Podcast with Andy PaulWin Rate Weekends: Do Buyers Want to Talk to Sellers (Or Do They Just Need To)?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 a...2024-04-0609 minThe Win Rate Podcast with Andy PaulWill AI Be The Great Differentiator In Sales?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...2024-04-0344 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Should Sales Management and Sales Coaching Be Two Separate Jobs?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...2024-03-3109 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Do Sales Managers Actually Want to Manage?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 st...2024-03-3009 minThe Win Rate Podcast with Andy PaulLet's Blow it Up and Start All Over: Reimagining Selling with Brent Adamson, Leslie Venetz and Daniel ZamudioWelcome 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 t...2024-03-2754 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Sales Hiring & Finding the Right FitOn this edition of The Win Rate Weekend, guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results, discuss the importance of hiring in sales success. The explain four essential components of sales hiring emphasizing the need for fit and interviewing to assess candidates compatibility with the organization's culture and requirements. And Andy expands the concept of fit, argues that aligning sales hires with customer expectations can be a whole new perspective of how to hire more effectively.Let Andy know your take on best hiring practices in sales, b...2024-03-2406 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Sales Leaders are Spending Their Time on The Wrong ThingsWelcome to Win Rate Weekends and this passionate discussion about the disproportionate investment in sales training for sellers over managers with guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group has differing views on who should do the coaching and how it should be implemented, but agree that a shift in the investment in training and coaching from salespeople to managers is long overdue. They get into methods of modernizing sales, leveraging CRM systems for management, and the importance of specialized coaching, including soft skills and mental health...2024-03-2309 minThe Win Rate Podcast with Andy PaulWhen Managers Aren't Invested in The Success of Their Sellers (Bad Things Happen)Today's all-star panel joining Andy is Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group discusses innovative approaches to sales leadership, emphasizing the importance of coaching, proper training, and creating a supportive environment for sales teams. They delve into the challenges of current sales training methods, if sales managers are spending their time on the right things, actually caring about what kind of sellers your buyers want, how to hire the right people, and the necessity of investing in personal and professional development to achieve higher performance and job...2024-03-201h 02
The Win Rate Podcast with Andy PaulWin Rate Weekends: How Do Sellers Learn Best?How we learn and what we retain successfully is shifting more rapidly now than ever before. Andy's guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, express their opinions on information overload, human attention and habits, nad questioning the effectiveness of short, bite-sized content for learning. They explore the concept of serial tasking, training effectiveness, the importance of emotional intelligence in sales, and strategies for adapting to contemporary information consumption patterns.Let Andy know how you think sellers learn best, by connecting...2024-03-1707 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Not All (LinkedIn) Advice is Good AdviceOk, 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.2024-03-1607 minThe Win Rate Podcast with Andy PaulIf It Feels Like You're Selling, You're Not HelpingOn 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...2024-03-1351 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Are Sellers Making Good Use of Their Time?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 Ch...2024-03-1006 minThe Win Rate Podcast with Andy PaulSales Has Changed; How Will You Make The Most Of It?Andy's back with another roundtable of top experienced sellers - 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 begin the discussion about improving the sales environment and if quotas mean anything anymore. They explore strategies for sales leaders to better support their sellers, addressing how to get sales leaders more personally invested and develop sellers capable of handling complex sales scenarios confidently. The conversation also delves into methodologies to enhance sales processes, the role of technology in sales, specifically the impact o...2024-03-0654 minThe Win Rate Podcast with Andy PaulWhat's Broken In Sales and Can It Be Fixed?Today Andy brings you yet another packed roundtable of sales pros, Adam Zais, CRO of Sales & Business Development at AiLert, Mark Raffan, CEO at Negotiations Ninja, and Eric Shaver, Managing Partner at Kensei Partners. They begin by discussing the gap in traditional sales training, emphasizing the importance of engaging executives as peers and understanding the business side of sales, rather than just the sales process itself. The conversation goes further into the distinction between business and sales dialects, the significance of approaching sales with a business mindset, and the challenges in current sales practices, including the reliance on process o...2024-02-2849 minThe Win Rate Podcast with Andy PaulBridging the Gap: Training Sellers to be Change AgentsToday Andy has yet another roundtable featuring renowned sales experts Richard Harris, Founder of the Harris Consultant Group, Ian Koniak Founder and CEO of Untap Your Sales Potential, and Niraj Kapur, Managing Director of Everybody Works in Sales. Together they delve into the human element of sales and the critical role of sellers as agents of change. They discuss Harris's book, 'The Seller's Journey', centered on NEAT selling (Need, Economic impact, Access to authority, Timeline) and the principles necessary for successful sales tactics. They stress the importance of applying a personal approach in selling, fostering mutual trust with customers...2024-02-2150 min
Sales ReinventedCreating Content Consistently is Key to LinkedIn Success per Andy PaulCommitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:52] It’s your content that attracts potential buyers [5:38] How to tell your professional story on LinkedIn [7:53] Balancing professionalism and personality [9:23] How often to update your LinkedIn profile [11:30] Tools to improve your LinkedIn profile [13:39] Andy’s top LinkedIn profile...2024-02-2123 minThe Win Rate Podcast with Andy PaulTurning Buyer's Problems Into OpportunitiesWelcome back to another amazing roundtable of sales pros brought together by Andy. Jen Allen-Knuth, Head of DemandJen, Katie Swick, Global Sales Enablement Lead at Stripe, and Richard Rivera, President of The Champion Sell share their perspectives on improving sales and the importance of building business acumen. They get into the challenges sales representatives face in the rapidly evolving market landscape, emphasizing the need for self-driven capacity building and fostering intellectual curiosity. They also debate on whether sales teams are overemphasizing product knowledge instead of understanding how to connect with the buyer's needs and motivations. The also touch on th...2024-02-0755 minThe Win Rate Podcast with Andy PaulThe Language of Trust Building in SalesToday 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...2024-01-3147 minThe Win Rate Podcast with Andy PaulUnderstanding Comes Before SellingWelcome 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...2024-01-2459 minThe Win Rate Podcast with Andy PaulThe Best Sellers Are (Still) HumanAndy'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 a...2024-01-1750 minThe Win Rate Podcast with Andy PaulThe Power of Autonomy, Mastery, and Purpose in SalesToday 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...2024-01-1056 minThe Win Rate Podcast with Andy PaulWho You Are is More Important Than What You KnowToday Andy brings together yet another blockbuster roundtable with 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. The panel discusses the role and power of feelings in the sales process, a buyer's decision-making process, and how a person's job or career trajectory can influence their purchasing choices. They discuss creating a sense of urgency, addressing latent pain, and differentiating between the elements of importance and priority.Host Andy Paul is the expert on modern B2B selling and author of...2024-01-0348 minThe Win Rate Podcast with Andy PaulThe Buyer Experience With The Human Seller and AIToday, 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...2023-12-201h 02The Win Rate Podcast with Andy PaulUnderstanding What Makes a Great SellerToday 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...2023-12-1354 minThe Win Rate Podcast with Andy PaulThe Impact of Trust on the Sales OrganizationOn 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 pr...2023-12-0656 minThe Win Rate Podcast with Andy PaulEducating the First Generation of Sellers for the AI EraOn today’s episode, Andy sits down with three leading educators in sales; Dawn Deeter-Schmelz, a professor and director of the National Strategic Selling Institute at Kansas State University, Howard Dover, a professor and the director of the Center for Professional Sales at University of Texas at Dallas, and John Kratz, emeritus professor of marketing at the University of Minnesota Duluth and Co-Founder of StorySeekers. They discuss the importance of vocational education in sales, which they believe has been historically underserved at the academic level. Their institutions focus on providing students with actual sales experiences and sales-centric curricula that gi...2023-11-2947 minThe Win Rate Podcast with Andy PaulSDRs: A Thriving Future or a Relic of the Past?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...2023-11-2246 minThe Win Rate Podcast with Andy PaulRelevance and Resonance: How To Master Your Sales MessagingIn 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, s...2023-11-1550 minThe Win Rate Podcast with Andy PaulThe Line Between Winning and Losing: Do You Know How to Find It?On today's episode, Andy welcomes three more amazing guests, Nate Nasralla, Co-Founder at Fluint.io, Andrew Peterson, Founder at Clozd, and David Kurkjian, Founder of MasterMessaging. The group starts off discussing the need to gather feedback directly from buyers to understand their decision-making process and factor it into sales strategies and training programs. They highlight the role of cognitive empathy, understanding the buyer's perspective, and identifying the key drivers behind their decision. The conversation also touched on the concept of the "one big thing" that influences buyer decision-making, and that sales teams should invite buyers to share their experiences...2023-11-0851 minThe Win Rate Podcast with Andy PaulBalancing the Science and Art of Sales Wins DealsToday Andy welcomes another stellar group of guests for his roundtable discussion. Joining him are Nate Bagley, Head of Content and Media at Clozd, Ian Koniak, Founder and CEO at Untap Your Sales Potential, and Eric Quantsrom, CMO at CIENCE. They begin by looking at the different challenges of buyers compared to sellers, the importance of diagnosing problems within a company that may impact win rates, the value of useful training in sales teams, and the significance of conducting win loss analysis in an honest and transparent way. They also discuss how to improve engagement and decision-making processes, realizing t...2023-11-0151 minThe Win Rate Podcast with Andy PaulThe Importance of EQ In the Age of AIToday Andy welcomes another stellar roundtable to discuss the topic of creating change, and being able to adjust within the ever shifting sales industry. Joining Andy are Shari Levitin, the CEO of the Shari Levitin Group and author of Heart and Sell, 10 Universal Truths, Sean Sheppard, Managing Partner at U+, and Dejuan Brown, Head of Sales at Merit America. They begin by exploring the challenges sales professionals face in adapting to a rapidly evolving world driven by technology advancements.From the belief in a "flat" sales world to the emphasis on building relationships and empathy, the roundtable...2023-10-2547 minThe Win Rate Podcast with Andy PaulWinning Deals In Both Good and Bad MarketsToday on The Win Rate Podcast, Andy welcomes James Isilay, CEO at Cognism, Matt Melymuka, Co-Founder and Managing Partner at PeakSpan Capital, and Kyle Williams, Founder at Brickstack. The roundtable discussion today visits the importance of lead quality in sales, the challenges of tracking and incentivizing the right behaviors, the need for effective multithreading in deals, selling effectively in both the up and down times, the shift in sales strategy towards being sales-centric, the proliferation of sales technologies, and much more. Host Andy Paul is the expert on modern B2B selling and author of...2023-10-1847 minThe Win Rate Podcast with Andy PaulShifting Sales Culture From the Top DownToday Andy is joined by our special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke CRO of Prometric. To begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience. We'll explore the consequences of un...2023-10-1148 minThe Win Rate Podcast with Andy PaulAccountability Should Not Equal Conformity in SalesToday on the The Win Rate Podcast Andy is joined by Joanne Black, Founder of No More Cold Calling, Jody Geiger, Revenue Enablement Coach at Klue and Meyah Rose, Co-Founder of The Practice Lab. The roundtable discussion begins with the importance of incorporating effective learning strategies, and our panelists share their insights on the need for practice, application, and building confidence in order to succeed in sales. They also discuss the challenges faced by women in setting the tone in the sales environment and the significance of leaders actively engaging with their teams. Additionally, the group explores the role...2023-10-0449 minThe Win Rate Podcast with Andy PaulHow You Sell is More Important Than What You SellJoining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in p...2023-09-2747 minThe Win Rate Podcast with Andy PaulBridge the Buyer-Seller DisconnectWelcome back to another episode of The Win Rate Podcast. Today Andy welcomes two incredible guests. Aaron Evans, Co-Founder and Head of Training and Enablement at Flow State, and Doug C. Brown, Founder of CEO Sales Strategies. They discuss the importance of salespeople becoming “mini market experts” and how their knowledge can influence buyers at the awareness phase, literally shifting buyers' thinking and process. They look at the need to move away from traditional product training and focus more on market knowledge and enablement, and give valuable advice on tactics to position oneself as a mar...2023-09-2054 minThe Win Rate Podcast with Andy PaulWhy Buyers Need to Talk To Sellers (Even If They Don't Want To)Today Andy welcomes another stellar roundtable with guests Nabeil Alazzam, founder and CEO at Forma.ai, Frank Cespedes, author and Senior Lecturer at Harvard Business School, and Drew Neisser, Founder of CMO Huddles, and was Founder and CEO of Renegade Marketing.They start out today discussing the fact that many companies are neglecting simple yet crucial steps to foster success among their new hires. and give examples of strategies that companies can implement to ensure their new sales representatives are set up for success.They get into various topics including accurate quota setting, the role...2023-09-1344 minThe Win Rate Podcast with Andy PaulAre Quotas The Enemy of Performance?Today Andy has gathered another stellar roundtable - Jim Dickie, Keynote speaker and Co-Founder of Sales Mastery, Barry Trailer, a sales coaching leader, Partner in Best Practices for B2B and Co-Founder of Sales Mastery, and Eric Stine, three-time CFO working with mid and large cap software companies.They discuss how quotas are a lagging indicator instead of a leading one, the importance of tracking growth on a year over year basis, assessing average contract lengths and forward bookings, and how with the right tools we can look beyond quotas and see the type and quality of...2023-09-0648 minThe Win Rate Podcast with Andy PaulFocus On Performance (vs results) To Drive Your Sales SuccessToday Andy brings another amazing round-table discussion with Brandon Fluharty, enterprise sales professional, and Founder of Be Focused, Live Great. Kyle Williams, enterprise seller and sales leader for companies such as Google, and the founder and CEO of Brickstack. And Meghann Misiak, sales enablement professional, sales coach, and Founder of The Path To Presidents Club.The group shares their expertise and insights on how to redefine success in sales by focusing on performance and the human-centered buyer-first approach.They explore the importance of psychological safety, ownership, and agency in sales, and why sales effectiveness should...2023-08-2350 min
The Win Rate Podcast with Andy PaulHow to Use Context and Understanding to Win Your Next SaleWelcome back to The Win Rate Podcast! Today Andy welcomes two incredible guests, Mark Hunter, (the Sales Hunter), renowned sales speaker, consultant, and author. And Jeff Bajorek, Chief Revenue Officer at Orases. sales trainer, and advisor for B2B sales leaders.The group kicks off the conversation talking about the importance of realizing that every customer feels that they and their company are unique, and discuss the best way to exhibit both your depth of experience and your ability to connect personally to close deals. They talk about the inherent tension in sales conversations...2023-08-1652 min
The Win Rate Podcast with Andy PaulWhy Buyer-Centric Sales Needs To Be More Than Just WordsWelcome back to The Win Rate podcast! Today Andy is joined by sales experts Jen Allen-Knuth, Head of Community Growth at Lavender, Bridget Gleason, a multi-time successful CRO and Head of Sales and is currently CRO at Util, and David J. P. Fisher. aka D-Fish, sales author, sales advisor, and Global Social Selling Lead-Sr. Sales Enablement Program Manager at SAS. The group begins by discussing the challenges of onboarding new salespeople effectively and proposes looking to sports management techniques for some guidance. They question whether enough time is spent coaching salespeople on building relationships v...2023-08-0948 min
The Win Rate Podcast with Andy PaulHow to Shift Sales Manager Focus from Top of Funnel to Winning More DealsWelcome back to The Win Rate podcast. Today Andy welcomes Tim Hughes, CEO of DLA ignite and author of Social Selling, and Eric Stine who is just coming off his roles of CRO and Chief Commercial Officer at Skillsoft. Eric, Tim, and Andy explore the importance of evaluating performance at different levels within organizations and the impact it has on overall success, how misclassifying leads affects sales pipelines, and the common practice of capturing leads early on without properly assessing their potential. They explore the repercussions of this, including the pressure to maintain an artificially high pipeline multiple and...2023-08-0246 min
The Win Rate Podcast with Andy PaulWin Rate Data and the Real Reasons Behind Wins and LossesToday Andy is joined by Vince Beese, Founder and CEO of Sales@Scale, Anthony Iannorino, Keynote speaker, bestselling author and renowned sales leader, and Mike Bosworth, bestselling author, speaker, and sales philosopher as they discuss the importance of sales leaders thinking critically about how to make their teams more effective. They begin with the headshaking statistic of a 17% win rate and agree that any action is better than leaving your team in such a horrible situation.They emphasize the significance of considering all stakeholders involved in the sales process, including the reps, their families, the clients, and...2023-07-261h 02
The Win Rate Podcast with Andy PaulBuyer's Experience Is The Key to Decision Making and Boosting Win RateToday Andy is joined by guests Amy Hrehovcik, sales enablement guru, podcaster and coach, Cian McLoughlin, CEO of Trinity Perspectives, and Leslie Venetz, Founder of Sales Team Builder. Together they delve into the world of bid management, communication, and sales. They start by discussing the power of creativity and innovation in documentation, emphasizing the impact that visual appeal can have on perceptions of competence and professionalism. They highlight the importance of personalization and communication as the guests share their experiences of customers' frustration with generic content and the value of incorporating win themes into demos, documents, and responses. 2023-07-1955 minThe Win Rate Podcast with Andy PaulWin Rate is the Most Important Metric for SellersWelcome to the first episode of The Win Rate Podcast with Andy Paul! After years of providing essential sales advice via his wildly successful Sales Enablement Podcast, Andy has a new mission. As overall B2B sales effectiveness has declined over the past decade he has made it his goal to provide sellers with the critical knowledge they need to elevate their Win Rate, which is the most important measure of the value they provide to buyers.Today Andy welcomes his guests, Brandon Fluharty and Dave Brock, to explore the...2023-07-1254 min
The Q and A Sales PodcastHow Do I Sell Without Selling Out? with Andy PaulPaul talks with Andy Paul about selling on your own terms and avoiding those “salesy” behaviors. Show Notes “Selling out means you, as the seller, putting your own interests ahead of those of the buyer. That leads to ‘salesy’ behaviors.” Andy Paul “If the products are identical, what is the difference? You!” Andy Paul Why you? This question gets to the heart of being that customer-focused seller. If you can demonstrate to the buyer that your motivation is based on their wants and needs, you’re going to have more business than...2022-04-2520 min