In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out.

Key Takeaways:

  • The average tenure of a CRO is roughly 1 year.
  • Intellectual Humility = acknowledging, “I don’t know everything.”
  • Our job as sellers is to go out and listen to the buyer.
  • Sales cycles will shorten if you focus on the buyer.
  • Sales is about compelling, not convincing.
  • Humans react badly to being persuaded, we resist it.
  • Make sales work for you by emphasizing what you are good at.
  • Selling is a creative thing. As a leader, help people develop their unique selling methodology.
  • Give generously to understand. Give in a way that helps the buyer achieve what is important to them.
  • If we help the buyer get the things that are important to them, we get the things that are important to us.
  • How to start finding your own way:
    • Document the parts of the job that you enjoy.
    • Document your weaknesses
    • Experiment

Show Links:

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