The Win Rate Podcast with Andy Paul

Andy Paul
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The Win Rate Podcast with Andy Paul

The world's best conversations about B2B selling happen here. This exciting new podcast from Andy Paul, the creator and host of the Sales Enablement Podcast (with 1200+ episodes and millions of downloads) is focused on the mission of helping increase your win rates by winning a bigger percentage of the deals in your pipeline. In this unique round table format, Andy and his panel of guest experts share the critical sales insights, sales perspectives and selling skills that you can use to elevate your sales effectiveness and create the buying experiences that influence decision-makers to buy from you. 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!

  1. 5 DAYS AGO

    You Can't Help Your Customer If You Can't Win Their Business

    In this episode of the Win Rate Podcast, Andy is joined by two sales veterans, Kevin Davis, CEO at Boogieboard.ai, and Hamish Knox, Founder and CEO of Sandler Calgary, to discuss sales effectiveness, the buyer experience, and strategies to improve win rates. The group covers topics such as territory design, aligning with the buyer journey, how productive client interactions trump tech-driven tools, and the impact of CRM systems on sales processes. They stress the importance of humanizing sales interactions, making informed choices, fostering a culture of winning, the need for better management practices, and continuous learning for sales professionals. 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.

    50 min

  2. 11 DEC

    The State of Training, Ethics, Standards, and Connection in Sales

    On 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 development, emphasizing the need for a strong foundation built on product knowledge, systems understanding, and essential human skills. They also get into the importance of aligning sales processes with buyer needs and the necessity of personal responsibility in professional development. 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.

    48 min

  3. 4 DEC

    Confident First Impressions and Joy In The Closing Process

    Welcome back to the show, where today Andy has assembled an incredible group of guests including Bob King, author of 'The Joy of Closing,' Dan Sixsmith, Chief Customer Officer at Ecosystems.io, and Mason Dettloff, Co-Founder and COO at Praction. They turn their focus on the art of closing, the importance of building trust, the power of belief, and the operational rigor necessary for successful sales processes. The group also discusses the differences between consultative selling and traditional closing techniques, the significance of first impressions, and how to increase confidence in sales teams. Each guest brings personal insights on customer retention and the impact of effective closing on long-term loyalty, the emotional aspects of selling, and the need for sales discipline. 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.

    56 min

  4. 27 NOV

    *Classic Episode* How You Sell is More Important Than What You Sell

    Take the time to listen to this hugely popular, classic episode packed with sage sales advice.  Joining 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 product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price.  The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior. Connect with Richard, Matt, and Mark 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!

    44 min

  5. 20 NOV

    Answering The Accountability Question In Sales

    There 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, tech to enhance sales strategies and outcomes, and reassessing accountability for leadership and teams. 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.

    53 min

  6. 13 NOV

    Be The Salesperson Who Doesn't Want To Win The Deal

    In this episode of the Win Rate Podcast, Andy welcomes Brian Dietmeyer, CEO of CloseStrong.ai, Ruben Castaño, CEO of Revegy and 6Connex, and St John Craner, Managing Director of Agrarian Rural Marketing, to discuss sales effectiveness and the buyer experience. The discussion explores leveraging AI for precision selling, emotional intelligence in sales, and the need for non-assumptive, buyer-centered approaches. The guests emphasize the importance of integrating technology with human skills to enhance sales strategies and the overall effectiveness of sales processes. 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.

    52 min

  7. 6 NOV

    Stop Chasing The Outcome and Start Understanding The Objective

    Today Andy welcomes another group of sales experts, including Mark Cox, Founder of In the Funnel Sales Consulting,  Keith Rosen,  a top global sales coach, and Paul Kleen, CEO of Pitchit.  The group discusses the challenging role of sales leaders in balancing customer engagement, team management, and executive expectations. They emphasize the importance of managers in fostering a coaching culture to drive consistent sales outcomes, and share insights into the integration of AI in sales processes. They also dig into unrealistic sales quotas, the evolving landscape of B2B sales, and the need for a buyer-centric approach.

    38 min

  8. 30 OCT

    The Intersection of Sales Mindset and Skillset

    Today Andy is joined by two all-star guests, Alan Versteeg, Global Chief Revenue Officer at Growth Matters, and Andrew Barbuto, Senior Agency Lead at Basis Technologies and author of 'Top Sales Producer: How to Crush Your Sales Quota.' They start right off diving into a discussion of the core principles of sales effectiveness and improving win rates. They share insights on the importance of mindset, the pitfalls of relying too heavily on CRM systems, and the crucial role of frontline sales managers in coaching and guiding sales professionals.   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.

    47 min
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The world's best conversations about B2B selling happen here. This exciting new podcast from Andy Paul, the creator and host of the Sales Enablement Podcast (with 1200+ episodes and millions of downloads) is focused on the mission of helping increase your win rates by winning a bigger percentage of the deals in your pipeline. In this unique round table format, Andy and his panel of guest experts share the critical sales insights, sales perspectives and selling skills that you can use to elevate your sales effectiveness and create the buying experiences that influence decision-makers to buy from you. 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!

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