The Win Rate Podcast with Andy Paul

Welcome to Win Rate Weekends. Andy highlights a portion of the most recent episode that makes his blood boil. Andy and the panel, Ralph Barsi , VP of Sales at Kahua, Dave Brock , CEO of Partners in Excellence, and David Kreiger , Founder and President of Sales Roads, discuss a common but seriously flawed sales strategy of giving the best leads to top-performing reps. They argue that this approach...

On today's Win Rate Weekends, Andy highlights his discussion with Ralph Barsi , VP of Sales at Kahua, Dave Brock , CEO of Partners in Excellence, and David Kreiger , Founder and President of Sales Roads to talk about the correlation between increased sales rep turnover and unrealistic quotas. They critique the irrationality in quota setting driven by investor expectations and advocate for more rea...

In this episode of the Win Rate Podcast, host Andy is joined by Ralph Barsi , VP of Sales at Kahua, Dave Brock , CEO of Partners in Excellence, and David Kreiger , Founder and President of Sales Roads. They discuss the impact of economic downturns and whether that should impact win rates, the need for sales discipline, the state of leadership roles, and whether having a side hustle benefits sales...

On today's Win Rate Weekends, Andy shares one of his favorite parts of his discussion with David Weiss , Kyle Williams , and Mark Petruzz i as they examine the pitfalls of current sales technology, the misuse of AI, and the importance of developing genuine buyer intent data. They highlight the potential of AI to reduce noise and increase efficiency in targeting buyers, while acknowledging the sign...

On today's Win Rate Weekends, Andy highlights part of his discussion with David Weiss , Kyle Williams , and Mark Petruzzi on how data science, AI, and metrics can drive revenue in the SaaS industry. They talk about the importance of educating CROs on these topics as well as balancing efforts between customer acquisition and retention, and debate the roles of sales and marketing in lead generation....

Today Andy leads a discussion with another incredible roundtable of sales veterans, David Weiss , Kyle Williams , and Mark Petruzzi . They explore how data science, AI, and guided selling can transform sales operations. They discuss the importance of nuanced ICPs, reducing noise in outreach, and adapting sales strategies to non-budgeted environments. The share their insights on the challenges and...

Today on Win Rate Weekends, Andy and the roundtable, Eric Shaver , Managing Partner at Kensei Partners. Richard Brasser , Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline , founder of FDTC, SaaS Sales Consulting and Training, challenge traditional sales approaches, emphasizing the importance of addressing business cases early in the sales process. They a...

Who doesn't remember that first day? Being thrown out there with little training and no experience? Andy and his guests, Eric Shaver , Managing Partner at Kensei Partners. Richard Brasser , Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline , founder of FDTC, SaaS Sales Consulting and Training, reminisce on this occasion and discuss how to improve on it. ...

In this episode of the Win Rate Podcast, Andy welcomes expert panelists, Eric Shaver , Managing Partner at Kensei Partners. Richard Brasser , Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline , founder of FDTC, SaaS Sales Consulting and Training. Andy and the roundtable dive into the evolving landscape of B2B sales, and debates the limitations of traditio...

Join Andy and the roundtable featuring, Jake Dunlap , CEO of Skaled Consulting; Andrew Levy , Co-Founder and CEO of Aircover, and Dave Brock , CEO of Partners in Excellence as they discuss how sales tools and technologies over the last decade haven't significantly improved sales effectiveness. They explore the need for sales teams to adapt to evolving buyer behaviors, focusing on adding real value...

On today's Win Rate Weekend edition, Andy has three amazing sales veterans on the panel, Jake Dunlap , CEO of Skaled Consulting; Andrew Levy , Co-Founder and CEO of Aircover, and Dave Brock , CEO of Partners in Excellence to explore the role of AI in sales, particularly in improving outreach effectiveness. There's a lot of noise out there, and depending on your strategy with AI, your message could...

There is so much hype, fear, hyperbole, and trepidation that swirls around the subject of AI, and specifically how it can and will impact sales. Luckily Andy has another roundtable of sales all-stars to break it down and give some new and unique insights. Today he is joined by Jake Dunlap , CEO of Skaled Consulting; Andrew Levy , Co-Founder and CEO of Aircover, and Dave Brock , CEO of Partners in...

Today Andy is highlighting his discussion with a panel of sales experts on the value of trust and specialization in sales. His guests include Derek Wyszynski , Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe , Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond , President and Co-Founder of the Institute for Excellence in Sal...

On today's episode of Win Rate Weekends, Andy takes a look at a conversation he had on this weeks full episode with Derek Wyszynski , Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe , Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond , President and Co-Founder of the Institute for Excellence in Sales and host of the Sales G...

Thank you for listening today as Andy welcomes a rock solid roundtable of sales veterans, Derek Wyszynski , Senior Director of Enterprise Sales for the U.S. for Open Classrooms, Olivier Labbe , Olivier Co-Founder and Managing Partner at Inflection Capital Partners, and Fred Diamond , President and Co-Founder of the Institute for Excellence in Sales and host of the Sales Game Changers podcast. They...

Welcome back to another short standout discussion with Andy and a roundtable of sales pros, Adam Robinson , CEO of Retention.com, Robert Koehler , a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg , Chief Platform Officer at Scale Venture Partners. They kick it off with a debate on what win rates can expose about product-market fit, and how strategies to get sellers to reach th...

Today Andy highlights a conversation he had with a top notch roundtable of sales veterans including, Adam Robinson , CEO of Retention.com, Robert Koehler , a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg , Chief Platform Officer at Scale Venture Partners. The discussion revolves around the shifting stability in sales pipelines, specifically addressing the shortcomings of the...

Are you ready for the roundtable!?! Today, Andy welcomes Adam Robinson , CEO of Retention.com, Robert Koehler , a go-to-market advisor at Scale Venture Partners, and Craig Rosenberg , Chief Platform Officer at Scale Venture Partners. They begin the conversation with the impact of economic changes on sales models, the importance of sales fundamentals, and innovative approaches to sales and marketin...

Welcome back to Win Rate Weekends. Today Andy is joined by  Gabe Lullo , CEO of Alleyoop.io, Collin Mitchell , host of the Sales Transformation Podcast, and Jean-Manuel Izaret , Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group. This episode focuses on the usefulness and limitations of AI in sales, particularly for research and personalization, without replacing the...

Today on the show, Andy is highlighting his conversation with Gabe Lullo , CEO of Alleyoop.io, Collin Mitchell , host of the Sales Transformation Podcast, and Jean-Manuel Izaret , Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group, about the challenges faced by SaaS companies in a crowded market, focusing on differentiation, scaling, and adapting to changes like AI....

Welcome back to The Win Rate Podcast. Today Andy brings together another extraordinary panel of sales experts - Gabe Lullo , CEO of Alleyoop.io, Collin Mitchell , host of the Sales Transformation Podcast, and Jean-Manuel Izaret , Global Leader Marketing Sales and Pricing Practice at the Boston Consulting Group to discuss the impact of AI on sales processes, differentiation in a crowded marketplace...

Effective sales pros see it all the time. When a salesperson views their job as trying to persuade the buyer to choose their product, the defenses go up. Andy welcomes three outstanding guests, John Westman , an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche , VP at Visual...

There are good sellers. There are great sellers. There are also some very not great sellers. But even with the majority of salespeople being honest and trustworthy and dedicated to finding solutions to buyer's problems... There is a stigma that is still prevalent in the perception around the profession. Today Andy talks with  John Westman , an instructor of Professional Selling and Sales Managemen...

Thank you for joining Andy today as he hosts another all-star panel, including John Westman , an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche , VP at Visualize. The conversation begins with the difficult topic of how to reform the perception of sellers. They continue dis...

Today Andy recaps his discussion with a blockbuster roundtable of sales pros on how sales professionals can enhance their approach by focusing not just on solving a problem or addressing pain points but by adopting a lateral thinking perspective.  Rachel Mae , GM of Training and Licensing at A Sales Growth Company, Barry Klein , VP of Success and Enablement at Talroo, and Kyle Williams , Founder a...