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Table of Contents
Time Stamps:
- 01:53 – Who is Andy Paul?
- 04:43 – The biggest challenges facing sellers
- 06:41 – Why don’t sellers have their own styles?
- 12:18 – Aligning sellers with business values
- 16:04 – Do businesses need to become buyer-centric?
- 20:21 – Making listening to the buyer scalable
- 24:48 – Find and proving an approach is effective
- 35:10 – Leveraging data to make sellers more effective
- 39:02 – Giving sellers autonomy
- 50:30 – Where to find Andy
Highlights:
Aligning Values
Andy explains that one reason sellers don’t often adopt their own style is because of a pressure from management to conform to a set process. To Andy, it is up to individual sellers to take control of their careers and how they sell because, at the end of the day, they’re the only person that cares about their own success. For this, he recommends deliberately searching for opportunities and managers that match your values, and the same goes for managers who are recruiting. Aligning values is vital for optimum sales performance.
The Importance of Listening to the Buyer
Recent research shows that it’s not the product or price that wins a deal, it’s the buyer’s experience with your organization, particularly with your sellers. In order to increase your win rate then, you need to ask your team: what are we trying to help the buyer accomplish? Then, you need to reframe your processes to help to achieve this goal.
The Value of Autonomy
Andy further shares that another way to increase your win rates is to give your sellers more autonomy to experiment and find their own processes that are effective. Innovation spurs other innovation, so allowing this autonomy will help your entire team improve their rates.
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