The Win Rate Podcast with Andy Paul Andy Paul

On today's Win Rate Weekends, Andy shares one of his favorite parts of his discussion with David Weiss, Kyle Williams, and Mark Petruzziexperts as they examine the pitfalls of current sales technology, the misuse of AI, and the importance of developing genuine buyer intent data. They highlight the potential of AI to reduce noise and increase efficiency in targeting buyers, while acknowledging the significance of dynamic, evolving Ideal Customer Profiles (ICPs). They also talk about the risks of high-volume approaches and the need for meaningful one-to-one interactions in sales.
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 part of his discussion with David Weiss, Kyle Williams, and Mark Petruzzi on how data science, AI, and metrics can drive revenue in the SaaS industry. They talk about the importance of educating CROs on these topics as well as balancing efforts between customer acquisition and retention, and debate the roles of sales and marketing in lead generation.
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.

Today Andy leads a discussion with another incredible roundtable of sales veterans, David Weiss, Kyle Williams, and Mark Petruzzi. They explore how data science, AI, and guided selling can transform sales operations. They discuss the importance of nuanced ICPs, reducing noise in outreach, and adapting sales strategies to non-budgeted environments. The share their insights on the challenges and potential of AI in sales, balancing tech with human judgment, and the future shift towards high-intent, one-to-one sales interactions.
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.

Today on Win Rate Weekends, Andy and the roundtable, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, challenge traditional sales approaches, emphasizing the importance of addressing business cases early in the sales process. They argue against the reliance on budgets and advocate for focusing on business opportunities rather than pain points. Highlighting a study on enterprise buyers, they discuss strategies for successfully navigating large deals by leveraging companies' cash positions and internal rates of return, creating a shift in mindset from pain to opportunity can open up more avenues for success in sales.
Listen to the full episode on Apple or 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.

Who doesn't remember that first day? Being thrown out there with little training and no experience? Andy and his guests, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training, reminisce on this occasion and discuss how to improve on it.  They discuss the pitfalls of traditional B2B sales training and propose a transformative approach centered on business and financial acumen. They emphasize the importance of understanding customer value and suggest that training in business skills, rather than sales techniques, and how focusing on end-to-end customer value can enhance sales effectiveness and revolutionize the industry.
Listen to the full episode on Apple or 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.

In this episode of the Win Rate Podcast, Andy welcomes expert panelists, Eric Shaver, Managing Partner at Kensei Partners. Richard Brasser, Managing Director of Carlton Richards and Chairman of CR Intelligent Labs, and Mor Assouline, founder of FDTC, SaaS Sales Consulting and Training. Andy and the roundtable dive into the evolving landscape of B2B sales, and debates the limitations of traditional sales processes, the significance of business acumen, and the transformative potential of AI in sales. They also explore the concept of selling opportunities versus addressing pain points and stress the need for a shift towards market opportunity-driven conversations rather than demand-centric models. They also discuss the importance of understanding the financial impact of products on business operations and the need for sales professionals to become adept at navigating business and financial landscapes.
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.