In this episode, Andy highlights a crucial discussion from his latest podcast with industry experts Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack to discuss how falling in love with problems gets you to solutions more quickly. They emphasize the need for financial acumen, industry knowledge, and understanding the buyer's issues in a genuine way. By focusing on these areas, sellers can build trust and credibility, becoming trusted advisors. The conversation also highlights the importance of integrating business fundamentals into sales onboarding programs to enhance performance and meet buyer expectations.

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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.

AI is a tool that can enhance productivity, but many salespeople depend on it too often. What is to come? No one knows for sure, but the advancement is rapid. Today Andy spotlights an important conversation from his latest podcast with a stellar roundtable of sales experts including Lori Richardson, Founder of Score More Sales, Steve Arnold, Co-Founder and CRO of Primerli, and Kyle Williams, Founder at Brickstack. Together they discuss whether AI can enhance the value provided by sellers to buyers or if it might eventually replace human sellers altogether. They dive into the potential for AI to improve sales coaching, the importance of human interaction in sales, the risks of relying too heavily on AI, and AI-driven coaching tools and simulation technologies.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's episode of 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 and buyer interactions.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy is 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 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.

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 industry.

Listen to the full episode on Apple and Spotify

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's episode of 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 and moving beyond traditional metrics to improve win rates and customer relationships.

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.

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 and the benefits of a more nuanced approach to evaluating sales performance.

Listen to the full episode on Apple and Spotify

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In 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 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.