Stop Pitching, Start Helping and Win More Deals
Andy will spend 90 minutes exploring a modern framework for B2B selling that aligns how you sell with your buyer’s actual decision-making process. This framework will significantly increase your selling effectiveness, elevate the buying experience, and, most importantly, measurably improve your win rates.
A few discrete topics that Andy will cover include:
- Why B2B sellers are selling too much and winning too little
- The three (3) tasks every buyer completes before making their decision (that your sellers overlook)
- A Decision Enablement Framework that aligns your sales process with the buyer’s decision-making process
- The four (4) core human competencies that influence purchase decisions more than your features or price (and that AI doesn’t possess)
- Why buyers ‘hire’ sellers to help them make their decisions
- The four (4) questions every AE must answer before every sales interaction with a buyer
Andy Paul is the host of the The Win Rate Podcast. Previously, he hosted the top-rated sales podcast Sales Enablement with Andy Paul. With over 1,200 podcast episodes produced, and millions (with an “m!”) of downloads, Andy’s podcasts are the go-to resource for sales leaders and top sales producers. Andy is the author of the Amazon best-selling book, ‘Sell Without Selling Without: A Guide to Success on Your Own Terms.’ Andy is also the author of two other Amazon best-selling books: ‘Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions’; and, ‘Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales’. Andy is the founder of Zero-Time Selling, a sales advisory firm. Before starting his company in 2000, Andy had a successful sales career in tech start-ups, selling over $600M of complex systems and services to some of the world’s largest enterprises.
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