In this episode of Enterprise Sales Development podcast, we speak with Andy Paul, author of Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy teases some of the things in his book, including the four pillars of selling in. He discusses some of the things that salespeople do that don't advance the sales and his approaches. He also breaks down why people have negative connotations with salespeople and what we can do to redirect sales including creating positive buying experiences and leading with honesty and empathy.
WHAT YOU'LL LEARN
The philosophy behind his book, Sell Without Selling Out: A Guide to Success on Your Own Terms
The four pillars of selling in
The misconception between relationships and sales
Why he thinks sales leaders should be based on the number of sellers that make their quota
His thoughts on scripts vs roadmaps, how to select candidates for inbound and outbound and his approach to listening to understand rather than listening to respond