andy paul

In this episode of Peak Performance Selling Podcast, Jordan Benjamin engages in a thought-provoking conversation with sales veteran Andy Paul. They explore the surprising realities of selling in the digital age, the importance of coaching and personal development for sales leaders, and the need for a fresh perspective on mental health and wellness within the sales industry.

PEAK PERFORMANCE HIGHLIGHTS QUOTES

• "Strip away all the extraneous stuff, and at the end, it's still people making these decisions, and how they go through that process, they haven't evolved." - Andy Paul
• "If you're selling products with any degree of complexity, there's always an element of risk, and buyers still want to talk to sellers who can add value to what they're doing." - Andy Paul
• "Our job is really to build an informed connection, build trust, ask great questions, and help them put together a path and a vision for how to get it. That informs a whole different set of actions." - Andy Paul
• "If you've got 25 sellers on a team, to have somebody in at least part-time to be a resource to people is well worth the investment." - Andy Paul
• "Every day is a new opportunity to succeed, and having that mindset is a valuable one to have." - Andy Paul

You can connect with Andy Paul through the link below.

LinkedIn: https://www.linkedin.com/in/realandypaul/

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/
MyCoreOs.com: http://mycoreos.com/
Podcast: https://www.mycoreos.com/podcast
Twitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Andy Paul delve into the critical aspects of building trust, adding value, and understanding the buyer's true priorities in the sales process. Andy shares valuable insights and experiences from his career in sales and discusses the misconceptions surrounding modern selling. Whether you're a seasoned seller or new to the world of sales, this episode provides valuable perspectives on what it takes to succeed in the ever-evolving sales landscape.

PEAK PERFORMANCE HIGHLIGHTS QUOTES

• "People calculate a return on the time they invest in you. If you're not worth it, you're not going to get it."
• "Your job is to build that connection, ask questions, truly understand what's most important to that buyer, and help them achieve that."
• "If you don't get to that level of understanding what's really important to the buyer, you've wasted their time and your own time."
• "The hallmarks of trust are being transparent about your motivations with the people you're dealing with."

You can connect with Andy Paul through the link below.

LinkedIn: https://www.linkedin.com/in/realandypaul/

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/
MyCoreOs.com: http://mycoreos.com/
Podcast: https://www.mycoreos.com/podcast
Twitter: https://twitter.com/jbenj09

http://www.thesalesactivist.com Text SALES to (321) 421-5213

HIGHLIGHTS

• Understanding early that sales is a people business
• Decisions are made based on return on time and attention
• Givers, takers, and matchers: How to sell to different people
• The principles of selling are largely unchanged throughout history
• Close the perception gap of coaching between managers and sellers

QUOTES

Andy: "If you think it's purely about the process, you think it's just about what you're executing in your playbook, and you think this interaction doesn't matter, this relationship doesn't matter, then you're fooling yourself."

Andy: "If you're approaching your customer and saying, my job here is help you get what's most important to you, and if I can help you get what's most important to you, I'll get what's important to me. And as long as you're transparent about that, that's what people want."

Andy: "People calculate a return on the time they invest in you. If you're a seller and you wonder if somebody started ghosts, there could be multiple reasons, but the first reason, generally is they made the decision, you're just not worth their time."

You can learn more about Andy and preorder his book in the links below.

• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Podcast: https://www.andypaul.com/sales-enablement-podcast/
• Website: https://www.andypaul.com/

If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.

• LinkedIn - https://www.linkedin.com/in/jordanbenjamin/
• Website - http://mycoreos.com/
• Podcast - https://www.mycoreos.com/podcast
• Email - Jordan@MyCoreOS.com
• Twitter - https://twitter.com/jbenj09

Andy helps salespeople be less salesy!

Andy's hit "Accelerate Your Sales" podcast was acquired by ringDNA 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".
He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today.

This is a great conversation about sales and sales leadership. Andy has been in sales since the early 80's and brings a whole new approach to selling without selling out.

Reach out to Andy:
Website: andypaul.com
Work together: andypaul.com
Contact: contact@andypaul.com

If you enjoy this episode, be sure to check out our conversation with Harry Spaight on Selling with Dignity.
https://podcasts.apple.com/us/podcast/selling-with-dignity-harry-spaight/id1511399901?i=1000539055884

Be sure to connect with us in our Lead Sell Grow – The Human Experience Tribe Facebook group:
https://www.facebook.com/groups/leadsellgrow
Download the FREE ebook that will help you connect with, and understand your buyers faster!
Learn more about our services:
www.TheGoalGuide.com
Improve your sales and stay connected – Free Gifts Here https://shor.by/TheGoalGuide

This episode of the Live Better Seller Better Podcast features Andy Paul, speaker, host of the Revenue.io and Sales Enablement Podcasts, and author of multiple books including Amp Up Your Sales, Zero-Time Selling, and the upcoming book Sell Without Selling Out.

Predictable revenue models are more than 20 years old. However, this product-focused, pitch-focused approach has been proven to not be effective. What it lacks is the skill of having genuine conversations with prospects. Andy suggests to instead invest in your people and instill human-oriented skills before teaching them to become sellers.

There is also a radical shift coming in the near future where commissions are no longer the focus of sellers. With the idea of commissions removed, buyers have more trust knowing that sellers are speaking to them with a genuine desire to help. 

These conversations allow sellers to ask vision questions where they can paint a picture of a better life when buyers use their product. This radical change in approach applies all the way up management too, as teaching human-centric skills like empathy cascades down to sales teams, resulting in more wins for everybody. 

SHOW NOTES

HIGHLIGHTS

04:24 Lack of results caused a shift away from predictable revenue models

13:11 Get rid of commissions: This motivation starts with managers 

17:51 Sell effectively by helping buyers get what's most important to them

19:43 Knowing vs understanding: Discovery occurs naturally in conversation

24:44 Paint a picture of a better future for your buyers   

27:14 Train your frontline managers so they can give the right tools to their teams

32:05 Teach leaders that they only succeed when their people succeed 

37:09 Build a mindset of helping others and be flexible with processes

43:27 Live better by worrying less and compete with yourself, not others

47:08 Connect with Andy Paul and preorder his upcoming book

QUOTES

05:22 "I think that SaaS as a business, the overall win rate that companies have is relatively low. And when they try to bring that type of win rate into a more complex enterprise environment where there aren't as many prospects, you can't be as wasteful."

12:22 "One of the ways you build trust is to be completely transparent in your motivations and then to live up to those motivations, you know, operate with integrity."

16:17 "You can read study after study that says that the primary motivation for salespeople is not making money. It's the job satisfaction, job well done, the things that come with it. Pay people well for performance and I think you can do away with commissions." 

24:51 "Another type of question I like to ask are what I call vision questions, which is to have the buyer walk you through what it would be like to actually be using the product. So it's not just what the impact is but... What would this mean on a daily basis?"

42:35 "Less focus on sort of the detailed activity metrics and more about outcomes—but also holding people accountable for outcomes, but understanding also that everybody operates just a little bit differently."

You can find out more about Andy and get his books in the links below:

LinkedIn: https://www.linkedin.com/in/realandypaul/

Website: https://www.andypaul.com/