Episode description

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 LinkedIn
Discover more about his offerings and his new book “Sell Without Selling Out” at andypaul.com