This is an outstanding episode of the Win Rate Podcast, jam-packed with amazing insights and analysis from a very experienced and lively panel of sales experts. Andy is joined by Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They discuss building trust through the "responsible promises" method, giving precedent to the buyer's journey over the sales process, the pitfalls of asynchronous selling, and likening the discovery process to waterboarding prospects. They dig into the long-held myth that sellers can magically create urgency and concede that current sales processes are too rigid and don't cater to the individual needs of buyers.

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.

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 is shortsighted and ultimately detrimental. Instead, they emphasize coaching and developing all sales reps, holding them accountable, and focusing on creating a sustainable sales system that works over time, not just for immediate results.

Listen to the full episode on Apple and Spotify

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.

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 realistic targets that build reps' confidence and success. They emphasize the importance of enablement and training in achieving quotas and compare sales strategies and successful educational programs.

Listen to the full episode on Apple and Spotify

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.