The Win Rate Podcast with Andy Paul

If winning is a choice, why isn't everyone winning all the time? Because many salespeople don't know the right questions to ask themselves in order to make the right choices. Andy sits down with  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 and CEO of Brickstack to discuss what it takes to acc...

Andy's back with another roundtable of impressive sales pros, including 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 and CEO of Brickstack. The group starts out of the gate with sales strategies, focusing on the tension between high win rates and aggressive sales tactics. They discuss the sign...

What is the role of a salesperson?  Are you just there to persuade the buyer into choosing your product? Today Andy invites  Arlo Hill , Co-Founder at SecondBody, Keith Weightman , Regional VP at Bullhorn, and Jonathan Mahan , Co-Founder at The Practice Lab.  They start  with the reasons to knock it all down and  fundamentally change sales training and enablement, shifting focus from knowledge acq...

Is sales just pitching? Or is it using the human skills that you use in everyday life - listening to those around you and helping them to get what they want? Andy sits down with sales gurus Arlo Hill , Co-Founder at SecondBody, Keith Weightman , Regional VP at Bullhorn, and Jonathan Mahan , Co-Founder at The Practice Lab. to talk about the idea of radically transforming sales training and enableme...

What is the role of a salesperson? Are you just there to pitch? Are you just there to persuade the buyer into choosing your product? Today Andy invites  Arlo Hill , Co-Founder at SecondBody, Keith Weightman , Regional VP at Bullhorn, and Jonathan Mahan , Co-Founder at The Practice Lab.  They start  with the reasons to knock it all down and  fundamentally change sales training and enablement, shift...

So AI can make sellers more efficient? Andy rightly points out that just because a salesperson has more time, does not result in them improving their results. But what can AI do for us? The all-star roundtable of sales pros is here to tell you just that. Larry Long Jr. , CEO at LLJR enterprises and well known speaker, Michael Hoffman , CEO at PastSight, and Larry Levine , best selling author of 'S...

The data says that 75% of buyers don't want to talk to a sales person.  Andy says that 100% don't want to! But buyers come to you because they need to. And this critical piece of knowledge is what will drive your sales performance above the rest. Andy welcomes Larry Long Jr. , CEO at LLJR enterprises and well known speaker, Michael Hoffman , CEO at PastSight, and Larry Levine , best selling author...

Get ready for a fun episode! Andy has three incredible guests today, starting with the unstoppable energy of Larry Long Jr. , CEO at LLJR enterprises and well known speaker, Michael Hoffman , CEO at PastSight, and Larry Levine , best selling author of 'Selling From The Heart' and co-host of the Selling From the Heart Podcast. The group begins by discussing AI's role in sellers everyday process and...

Today Andy and his guests, Brent Adamson , Founder of Skinny Rhino Productions, Leslie Venetz , Founder of The Sales-Led GTM Agency, and Daniel Zamudio , Founder and CEO of Playboox, dive in deep on the roles of managers in coaching, and if they should be involved at all. The profound difference in focus on hard and soft skills, the concept of 'connector managers' which emphasizes the value of con...

There is a lot to unpack in this short episode as Andy welcomes Brent Adamson , Founder of Skinny Rhino Productions, Leslie Venetz , Founder of The Sales-Led GTM Agency, and Daniel Zamudio , Founder and CEO of Playboox. The group starts by just getting real. Who should be sales managers? Why? Should they be top performers? Do the people chosen to be managers even want to be?  When they are, do the...

Welcome back to another episode of The Win Rate podcast. Today Andy is joined by a stellar roundtable -  including Brent Adamson , Founder of Skinny Rhino Productions, Leslie Venetz , Founder of The Sales-Led GTM Agency, and Daniel Zamudio , Founder and CEO of Playboox. They discuss the broken structure of sales management, and how possibly the best solution is to tear it all down and build it bac...

On this edition of The Win Rate Weekend, guests Kristie Jones , Founder and Principal of the Sales Acceleration Group and Steven Rosen , Founder of Star Results, discuss the importance of hiring in sales success. The explain four essential components of sales hiring emphasizing the need for fit and interviewing to assess candidates compatibility with the organization's culture and requirements. An...

Welcome to Win Rate Weekends and this passionate discussion about the disproportionate investment in sales training for sellers over managers with guests Kristie Jones , Founder and Principal of the Sales Acceleration Group and Steven Rosen , Founder of Star Results. The group has differing views on who should do the coaching and how it should be implemented, but agree that a shift in the investme...

Today's all-star panel joining Andy is Kristie Jones , Founder and Principal of the Sales Acceleration Group and Steven Rosen , Founder of Star Results. The group discusses innovative approaches to sales leadership, emphasizing the importance of coaching, proper training, and creating a supportive environment for sales teams. They delve into the challenges of current sales training methods, if sal...

How we learn and what we retain successfully is shifting more rapidly now than ever before. Andy's guests, Mike Bosworth , a sales philosopher, speaker, trainer, and author, Ted Blosser , CEO of WorkRamp, and Niraj Kapur , Founder of Everybody Works In Sales, express their opinions on information overload, human attention and habits, nad questioning the effectiveness of short, bite-sized content f...

Ok, this is going to be a hot topic. What is the sales advice that you get on LinkedIn that is just sad, frustrating, laughable? Today Andy and his all-star guests, Mike Bosworth , a sales philosopher, speaker, trainer, and author, Ted Blosser , CEO of WorkRamp, and Niraj Kapur , Founder of Everybody Works In Sales, give their take on it, emphasizing the terrible advice on outreach and pipeline cr...

On today's roundtable, Andy welcomes Mike Bosworth , a sales philosopher, speaker, trainer, and author, Ted Blosser , CEO of WorkRamp, and Niraj Kapur , Founder of Everybody Works In Sales. The group starts off discussing the sales myths amplified by LinkedIn, and debunks them to your benefit. They also discuss evolving sales training methods, the importance of EQ and mindset, leveraging AI for pe...

Latest studies tell us that sales reps only spend about 35% of their time selling. This has been fairly consistent for the last few decades or more. But new tech should be able to shift that number significantly, so what do sellers do with the rest of that time, and what can they do to maximize their time when not actively selling and what they can do to make that 35% more profitable?  Listen to t...

With fewer than 40% of sales reps hitting quota, are they even a relevant measure anymore?  This is the question for Michael Litt , Co-Founder and CEO at Vidyard, Wesleyne Whittaker , Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy. They each give their own perspective and excellent input on quota's pros and cons, and some creative ways to u...

Andy's back with another roundtable of top experienced sellers -  Michael Litt , Co-Founder and CEO at Vidyard, Wesleyne Whittaker , Founder and Chief Transformation Officer at Transformed Sales, and Karen Kelly Owner at K2 Sales Academy. They begin the discussion about improving the sales environment and if quotas mean anything anymore. They explore strategies for sales leaders to better support...

Today Andy brings you yet another packed roundtable of sales pros, Adam Zais , CRO of Sales & Business Development at AiLert,  Mark Raffan , CEO at Negotiations Ninja, and Eric Shaver , Managing Partner at Kensei Partners. They begin by discussing the gap in traditional sales training, emphasizing the importance of engaging executives as peers and understanding the business side of sales, rath...

Today Andy has yet another roundtable featuring renowned sales experts Richard Harris , Founder of the Harris Consultant Group, I an Koniak Founder and CEO of Untap Your Sales Potential, and Niraj Kapur , Managing Director of Everybody Works in Sales. Together they delve into the human element of sales and the critical role of sellers as agents of change. They discuss Harris's book, 'The Seller's...

Today's esteemed panel includes. Cian Mcloughlin , CEO of Trinity Perspectives, Andrew Barry , founder of Curious Lion, and Nick Lawrence , a curriculum design manager at Snowflake. They kick off the discussion, talking about the importance of conducting introspective client surveys and reviews to provide a more concrete understanding of the buyers' journey and allows the identification of strateg...

Welcome back to another amazing roundtable of sales pros brought together by Andy.  Jen Allen-Knuth , Head of DemandJen, Katie Swick ,  Global Sales Enablement Lead at Stripe, and Richard Rivera , President of The Champion Sell share their perspectives on improving sales and the importance of building business acumen. They get into the challenges sales representatives face in the rapidly evolving...

Today Andy is joined by two special guests, Andrew Sykes , CEO and founder of Habits at Work, and John Westman , VP of Project Management at Citius Pharmaceuticals and Instructor of Sales Management and Sales at Harvard. The trio discuss the importance of trust in sales, with Andrew on a mission to make sales the most trustworthy profession. They touch on the role of language, the importance of be...