Andy Paul

This episode of the Live Better Sell Better Podcast throws back to our conversation with Andy Paul, Author of Sell Without Selling Out and Host of the Sales Enablement Podcast. He talks about how the predictable revenue model is a 20-year-old strategy that needs updating. From being pitch-oriented and product-focused, especially in SaaS, sales leaders need to instead enable their salespeople by developing their human skills to win more deals. HIGHLIGHT QUOTESReevaluate how you win to close more complex SaaS deals - Andy: "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more enterprise, complex enterprise environment where there aren't as many prospects, you can't be as wasteful. And so you have to make sure that you win a higher fraction of your deals." You can find out more about Andy and get his book in the links below:LinkedIn: https://www.linkedin.com/in/realandypaul/Website: https://www.andypaul.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

Sales is a heavy, complex topic to talk about. It can be difficult to find the right words, and even harder to find the right salesperson. On this episode of the Garlic Marketing Show, we have invited Andy Paul, the author of “Sell Without Selling Out,” to reveal all the sales techniques that you might need.What You’ll Learn:Why do people have a bad idea about sales?Sell Without Selling OutSelling Out VS Selling InThe definition of value for a salespersonTHE SIMPLEST metric of a sales conversationThe REAL key to a seven-figure, great sales teamConnect with Andy:Find Andy on LinkedInBuy Andy’s Book!Visit Andy’s Website!Send Andy an Email -> andy@andrewpaul.comResources:Connect with IanSupercharge your marketing and grow your business with video case stories today!Book a Discovery Call Today with Our ExpertsSubscribe to the YouTube Channel Hosted on Acast. See acast.com/privacy for more information.

What kind of sales approach are you implementing? Are you sure you're building relationships with your buyers the right way? Join your host Michael Zipursky as he talks with Andy Paul about mastering the art of selling consulting services without selling out. Andy is the author of Sell Without Selling Out: A Guide to Success on Your Own Terms, where he shares a guide to success and a proven framework to increase win rates and shorten decision cycles. In this episode, he discusses how you can find a way to make sales work for you and address buyers’ challenges through a sales method that seeks to care for what the buyers want. Tune in to learn how you can progress toward making better decisions, make sales faster, and understand the buyer’s process.Love the show? Subscribe, rate, review, and share! https://www.consultingsuccess.com/podcast

Andy Paul has been in sales for over four decades. In his professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises.  Andy has grown and managed large sales teams from scratch and coached average performers into being top producers. Andy closed hundreds of millions of dollars in products and services before starting his own company. Andy is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and more than 170,000 people have signed up to follow the knowledge he shares. His hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".  As a bit of an introvert, Andy was not your typical salesperson. His first employer didn’t think he’d ever succeed because they believed he was “too analytical.” It’s his different approach to sales that inspired his new book “Sell Without Selling Out.” A proven framework to increase win rates and shorten decision cycles without the salesy behaviours that buyers hate. Key Points of our Discussion Are salespeople getting better at selling? Or perhaps worse Ask better questions and make deeper connections Selling out vs “selling in” The four pillars of “selling in” How we should view and approach our careers in sales What type of seller is really going to make it big? Could processes and playbooks be a constraint?  Properly understanding the purpose and power of discovery The power of small talk The real meaning of providing value To connect with, and learn more about Andy you can find him here on LinkedInDiscover more about his offerings and his new book “Sell Without Selling Out” at andypaul.com

Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today.This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:Website: www.andypaul.comLinkedin: https://www.linkedin.com/in/realandypaul/Buy Andy’s book, Sell Without Selling Out:https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/

Andy Paul has spent decades in sales, leadership and enablement roles. Currently, he is the Host of the Sales Enablement Podcast and author of “Sell Without Selling Out”. In this episode, we discuss: How Andy got started in sales selling door to door B2B in the Bay Area Why going against “common knowledge” in sales can help you How to lean into your authentic sales style And much more… If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Are you listening to what your buyers really want? In this episode, Andy Paul, a global sales expert and Sell Without Selling Out author, shares how to take charge of your own career without selling out to outdated, ineffective sales methods. He reveals the four Sell In pillars that are the indispensable instruments of selling and touches on the importance of being the reason the buyers make a decision to purchase something from you. Let's dive in!Andy has been in sales for over four decades. His first sales job was selling women’s shoes at JC Penney. He has sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises in his professional career. He closed hundreds of millions of dollars in products and services before starting my own company. Key Highlights:  [00:01 - 07:53] Opening Segment Why Andy decided to write Sell Without Selling OutWhat’s the role of a salespersonSelling in vs selling outWhat can lead to poor customer experience in the selling process [07:54 - 15:27] Your Job As a SalespersonBe very intentional about creating a buying experience that differentiates you from competitorsCommon characteristics of a salesperson that’s selling in vs the one that’s selling outConnection, curiosity, understanding, and generosityHow you can build trust with and human connectionsAndy’s outlook on the “objection” handling process [15:28 - 25:41] Keep An Open MindAndy shares how he started his selling journeyHow Andy gained knowledge about sales Check out the Sales Enablement PodcastThe correlation between introvert sellers and extrovert sellers [25:42 - 31:35] Be True To Yourself You have to find out what works for you as a sellerMake sure you’re the reason the buyer makes a decision to purchase something from youYou must serve the needs of the customersWhy you should take responsibility for your own success [31:35 - 36:10] Closing SegmentWant to connect with Andy Paul? Head to Andy Paul, a proven framework to increase win rates and shorten decision cycles without the sales behaviors buyers hate.Start hiring right now with a $75 sponsored job credit to upgrade your job post at indeed.com/network. Offer valid through March 31st, 2022.There’s a reason why so many creators use Riverside. Check them out and all the other features they have at Riverside.fm and create an account. Get started today. Click the link here and use Coupon Code BYN for $10 off any subscription. Want to start living a happier life today? As a listener, you'll get 10% off your first month by visiting our sponsor BetterHelp at https://betterhelp.com/buildyournetworkDid you love the value that we are putting out in the show? LEAVE A REVIEW and tell us what you think about the episode so we can continue putting out great content just for you! Share this episode and help someone who wants to connect with world-class people. Jump on over to travischappell.com/makemypodcast and let my team make you your very own show!If you want to learn how to build YOUR network, check out my website travischappell.com. You can connect with me on Facebook, Instagram, and Twitter. Be sure to join The Lounge to become part of the community setting up REAL relationships that add value and create investments.Tweetable Quotes: “If you think that your mission as a salesperson is to persuade a buyer to buy a product, by definition you’re selling out.” - Andy Paul “Selling is about being intentional.” - Andy Paul“Work in a way that aligns with who you are as a person.” - Andy PaulAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Selling, especially in this post-pandemic space is just as much of a science as it is an art. There’s no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies, and B2B sales strategies to navigate, knowing just what you should be doing to generate higher quality leads that convert to sales can be complicated. But, mastering how to sell without being pushy or aggressive is exactly the area of expertise that my guest on this episode of the Modern Selling Podcast is known for. Andy Paul is one of the Top 50 Global Sales Experts and award-winning author of Zero-Time Selling, Amp Up Your Sales, and his recent bestseller, Sell Without Selling Out. His popular and long-running sales podcast, Sales Enablement with Andy Paul, was acquired by Revenue.io in 2020 and continues to inspire thousands of sales professionals every week. His client list is as long as it is impressive and includes some of the biggest businesses in the world including Square, Philips, and Grubhub – making Andy one of the leading voices in the sales industry today. Download this entire conversation to get the inside scoop on what sales strategies are really working to get prospects to lean in with interest and actually stay engaged through the entire buying process. What Are Most B2B Sellers Getting Wrong? We jumped right into the conversation to identify where and how Andy believes sellers are missing the mark. His insights were spot on with my own observations. Andy explains, “The biggest thing that is flawed with so many sales professionals is their mindset. It’s this idea that their job is to persuade somebody to buy their product. When this becomes the sole focus, then we lose the human element of truly understanding the needs, wants, and desires of the prospect.” That’s why I always say, “Sales is the art of helping.”  It’s our goal as sales professionals to first seek to understand our prospects, so we can determine the right solution for their needs. Otherwise, as Andy asserts, we’re more focused on closing the deal rather than truly helping the customer. It’s that subtle shift in a seller’s mindset that can make the world of a difference. That means sellers can go from blindly selling, to getting prospects to lean in and want to know more about the solution they have to offer. If you’ve been struggling on how to make this transition – from selling to helping – listen to this episode and be sure to pay particular attention to the strategies Andy recommends using to make this mindset shift. In B2B Sales, What Does It Mean to Sell Out? In Andy’s book, he introduces this idea of “selling out” in sales. I was curious to know what he meant by that and, more importantly, how modern sellers can identify if they’re selling out in the prospecting process. He provides some invaluable advice, “Selling out starts when you put your interest (as the seller) ahead of the buyer. We often call this ‘commission breath’ because it becomes very clear to the buyer that you’re only there to sell them your product. In this space, their needs become secondary. So many sellers automatically jump straight to their pitch, rather than asking questions to understand what the buyer really needs.” In my 20+ years of experience in sales, I find that this ‘commission breath’ Andy talks about often comes from how sales professionals are trained. Here at Vengreso, we follow the PVC Methodology for prospecting and as part of this multi-step process, we teach our sales reps to always lead with thought-provoking questions to get the prospect talking about their needs and goals. With this structure, our sales reps can quickly identify if and specifically how they can bring value to the prospect. Then the entire sales conversation is shaped around helping them achieve their goals, not just pitching our product. Join the conversation and hear other ways that Andy differentiates “selling out” from “selling in” and what sales leaders should be doing today to train their teams to build curiosity from the first outreach message. What’s The Right Way to Engage a Prospect During a Sales Call? When it comes to the ‘how’ of sales calls, there seem to be dozens of methods out there. Based on Andy’s extensive research, I wanted to know what he finds works to draw the B2B buyer into the conversation. His answer was something I hadn’t heard of before. Andy explains that there are four human attributes that we all evolutionarily seek. They are: Connection – feeling bonded to someone based on similar interests or desires. Curiosity – seeking something that piques our interest or helps to solve a problem. Understanding – knowing that our needs and wants are being listened to. Generosity – being aware that someone is willing to help us get to the desired outcome. The goal, according to Andy, is to align these human attributes with how we approach and conduct the sales call. If done right, this will help to build positive sales experiences that make B2B buyers want to buy. These four attributes were spot on with the types of prospecting questions we teach sales reps to ask in our PVC methodology. In our discussion, Andy outlines six types of questions B2B sellers must ask now if they want to truly engage their buyers and get prospects to lower their guard and lean into the sales conversation. Make sure to download the full episode and get a pen and paper ready because the sales gems that Andy drops are worth writing down (and implementing) immediately!

➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory ➡️ About The Guest⁣Andy has been in sales for over four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career, he’s sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He’s closed hundreds of millions of dollars in products and services before starting my own company.Andy's hit "Accelerate Your Sales" podcast was acquired by ringDNA in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.He is ranked #8 on LinkedIn's Top 50 Global Sales Experts list. And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.➡️ Show Linkshttps://www.linkedin.com/in/realandypaul/https://twitter.com/realandypaul/https://www.andypaul.com/➡️ Podcast SponsorsHUBSPOT - https://hubspot.com/SWAG - https://swag.com/success (Promo Code: Success10)➡️ Talking Points⁣00:00 - Intro03:13 - Andy Paul's origin story 04:23 - What made Andy Paul go down the sales path 05:29 - What were sales at Andy Paul's time vs what they are now?07:04 - How was Andy Paul trained on how to close a deal?09:00 - Why did Andy Paul go against the grain when cold calling was the trend in sales?12:40 - Why does Andy Paul think the sales process is the issue in sales?15:58 - Is buying experience the issue with the actual sales cycle?19:51 - What is the strategy to accomplish the increase in sales percentage?22:44 - What is the title of the book written by Andy Paul and what is it about?28:23 - Why is it essential to use intelligence in cold calls?32:45 - How does Andy Paul make sure that he maintains progress velocity and uniqueness at the same time?38:54 - What does Andy Paul want anyone to learn from his book?43:11 - How does somebody measure if the strategy isn't working?45:53 - Where do people connect with Andy Paul?46:48 - What was Andy Paul's biggest challenge in his personal or professional life?48:00 - Who is the mentor of Andy Paul?48:47 - A book or a podcast recommended by Andy Paul49:41 - What would Andy Paul tell his 20-year-old self?49:58 - What does success mean to Andy Paul? Learn more about your ad choices. Visit podcastchoices.com/adchoices

HighlightsThe journey from starting out in tech sales selling computer systems to becoming a successful sales guru, entrepreneur, and podcaster (02:29)What it really means for a sales manager to be enabled (04:14)Stepping off the hamster wheel: Why he decided to transition from corporate to entrepreneurship (08:40)Helping turn around mature startups that have stalled in growth (11:38)The inspiration behind his first book and his advice for new authors (15:11)How to succeed as a thought leader in your space (21:00)Passionate about inspiring salespeople to keep learning and improving (22:54)The importance of understanding how buyers form perceptions of you as a seller (25:26)Achieving sales success by lifting up the lower tier of salespeople on your team just as much as you do with the top performers (29:36)Distinguishing between the job of a salesperson and the job of a sales manager (32:47)Growing your business by enabling your salespeople to grow (36:41)In this episode of the Science of Selling STEM, I will have a chat with global sales guru, top podcaster, and entrepreneur, Andy Paul. Andy has a hit podcast, Accelerate Your Sales, that was acquired by ringDNA in 2020. It has since been renamed “Sales Enablement with Andy Paul.” This show inspires thousands of sales professionals each week. Andy has also written two award-winning books, “Zero Time Selling” and “Amp Up Your Sales” Having sold any kind of item in the past, Andy Paul now coaches and consults CEOs and sales teams. He's worked with all kinds of companies from start-ups to Fortune 100. He’s ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts and he’s consulted with some of the biggest businesses in the world including Square, Philips, GrubHub, and more, making him one of the leading voices in the sales industry today.Paul shares his interesting journey, from a start in tech sales to a successful sales career and then transitioning into entrepreneurship. To teach us his strategy for revitalized selling, he will talk about what's important to your buyers and how you can help them get it with his 4 pillars of selling in. Wanna get better at selling? You'll learn how in this episode. So stay tuned!Quotes“We move salespeople into roles of authority and positions of authority and responsibility without educating them in just some of the basics” - Andy Paul“A sales manager is the most influential person in a new seller’s life and so we must help managers get better” - Andy Paul“If we spent 90% of the money on sales managers, we would actually end up with better results” - Andy Paul“At the end of the day, in an overwhelming majority of cases, the decision the buyer makes, the difference between you and another vendor is you as a seller” - Andy Paul“Your job as a salesperson is not to persuade somebody to buy your product, your job as a salesperson is to go out and listen to your buyer, understand the most important things to them both in terms of the challenges they face and the outcomes they wanna achieve, and then help them get that” - Andy PaulResources Mentioned:Sell Without Selling Out By Andy PaulZero-Time Selling By Andy PaulAmp Up Your Sales By Andy PaulLearn More About Andy in the Links Below:LinkedIn - https://www.linkedin.com/in/realandypaul/Website - https://www.andypaul.com/Connect with Wesleyne Greer:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com