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➡️ About The Guest
Andy has been in sales for over four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career, he’s sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He’s closed hundreds of millions of dollars in products and services before starting my own company.
Andy's hit "Accelerate Your Sales" podcast was acquired by ringDNA in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.
He is ranked #8 on LinkedIn's Top 50 Global Sales Experts list. And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.
➡️ Show Links
➡️ Podcast Sponsors
HUBSPOT - https://hubspot.com/
➡️ Talking Points
00:00 - Intro
03:13 - Andy Paul's origin story
04:23 - What made Andy Paul go down the sales path
05:29 - What were sales at Andy Paul's time vs what they are now?
07:04 - How was Andy Paul trained on how to close a deal?
09:00 - Why did Andy Paul go against the grain when cold calling was the trend in sales?
12:40 - Why does Andy Paul think the sales process is the issue in sales?
15:58 - Is buying experience the issue with the actual sales cycle?
19:06 - What is the strategy to accomplish the increase in sales percentage?
21:59 - What is the title of the book written by Andy Paul and what is it about?
27:38 - Why is it essential to use intelligence in cold calls?
32:00 - How does Andy Paul make sure that he maintains progress velocity and uniqueness at the same time?
35:54 - What does Andy Paul want anyone to learn from his book?
40:01 - How does somebody measure if the strategy isn't working?
42:53 - Where do people connect with Andy Paul?
43:48 - What was Andy Paul's biggest challenge in his personal or professional life?
45:00 - Who is the mentor of Andy Paul?
45:47 - A book or a podcast recommended by Andy Paul
46:41 - What would Andy Paul tell his 20-year-old self?
46:58 - What does success mean to Andy Paul?
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