Episode description

Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out.

Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today.

Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in (6:30), how sales leaders can change their team’s behaviors for the better (7:19), the pillars of selling in (9:53), how maintaining a human element in your sales process can be a core differentiator (13:18), the gap between knowing and understanding (15:05), the problem with compliance to processes (17:28), and the first step salespeople and leaders can take to improve their sales process (20:15). 

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