Andy Paul's Blog, page 4

775: Trust vs Trustworthiness, with Charlie Green

Charlie Green, one of the top experts in the world on trust, co-author of the classic book, The Trusted Advisor, and I try to clear up the confusion surrounding trust in today’s sales world.

Listen in as we talk about how trust-building is different in the virtual age and why it’s harder than building trust in person. Plus, we get into how much trust you really need to close an opportunity.

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774: The Forever Transaction, with Robbie Kellman Baxter

Advisor to the world’s leading subscription-based companies Robbie Kellman Baxter drops by to discuss her new book, The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave.

Listen and learn how to turn your “clients” into “members” who are so committed to your organization that they stop looking for alternatives.

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773: The State of Sales Performance Management, with Pat Rodgers

Pat Rodgers, founder and CEO of Loupe, joins me to discuss the value of data-driven coaching. Listen in as we review the key findings of Loupe’s industry research report, The State of Sales Performance Management, and learn how to close the gap between managers’ intent to coach sellers and their actual performance.

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772: We Have Met the Enemy and They Are Us, with David Priemer

Research-scientist turned sales trainer David Priemer stops by to talk about his new book, “Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!). Listen and learn why sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy.

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771: The Advice Monster, with Michael Bungay Stanier

In this episode, my guest is Michael Bungay Stanier. He’s the author of one of my favorite books The Coaching Habit. He’s here today to discuss his brand new book titled, The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever, and what he’s discovered are the 3 main problems with giving advice:

Your advice doesn’t workSolving the wrong problemProposing a mediocre solution

As a result, you risk becoming what Michael calls an Advice monster. We’re going to dig into what it means for a manager or leader to become an Advice Monster. And get into what the consequences are for bot the advice receivers, as well as the advice-givers.

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770: Stop Killing Deals, with George Brontén

On today’s episode, my guest is George Brontén. He’s the founder and CEO of Membrain, based out of Stockholm, Sweden. And he’s the author of a brand new book titled, “Stop Killing Deals.” You gotta love that title. Short and to the point.

Join us as we explore the sales behaviors (both conscious and subconscious) of managers and individual sellers that kill deals.

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769: Conversations that Sell, with Nancy Bleeke

Words matter. Perhaps now more than ever.

In this episode, Nancy Bleeke, author of one of my favorite sales books, “Conversations that Sell”, joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to effectively open a conversation with a new prospect, existing prospect, or customer. 

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768: Preparing Sellers for the Next Normal, with Anthony Iannarino

Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com.

In today’s episode, Anthony and I talk about what the Next Normal for sellers will look like and how to prepare for it.

Join us to dive into what it means to sell with a purpose. And why that is so relevant today. As a BONUS, we talk about radical steps we can take to dramatically improve sales manager performance

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767: Selling in a Recession, with Chris Grams and Bridget Gleason

Let’s not kid ourselves. We’re in a recession. So what does that mean for the marketing and sales strategies you need to implement going forward? As someone who has successfully sold through five periods of significant economic disruption, I can tell you that in times like these there are always opportunities to be found.

In today’s episode, Chris Grams (head of Marketing at TideLift) joins me along with my great friend, Bridget Gleason (head of sales and customer success at Tidelift) to to talk about how to sell into a future that is full of uncertainty.

Listen in and learn strategies that you can use to identify opportunities for your sales and marketing in the coming months.

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766: One of the Best Salespeople I’ve Ever Known, with Brandon Fluharty

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson, and he’s one of the best salespeople I’ve ever known.

In this episode, Brandon joins me to share how he wins BIG deals. Why? Because that’s what he does, he wins HUGE deals with Fortune 50 companies and he does it quickly. We’re going to dig into his selling process, how he moves deals through his pipeline, and the steps he takes as a SaaS seller at the very top of his game to keep improving.

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