Stop Pitching, Start Helping and Win More Deals

By
Andy Paul
November 12, 2024

Andy will spend 90 minutes exploring a modern framework for B2B selling that aligns how you sell with your buyer’s actual decision-making process. This framework will significantly increase your selling effectiveness, elevate the buying experience, and, most importantly, measurably improve your win rates.

A few discrete topics that Andy will cover include:

• Why B2B sellers are selling too much and winning too little
• The three (3) tasks every buyer completes before making their decision (that your sellers overlook)
• A Decision Enablement Framework that aligns your sales process with the buyer’s decision-making process
• The four (4) core human competencies that influence purchase decisions more than your features or price (and that AI doesn’t possess)
• Why buyers ‘hire’ sellers to help them make their decisions
• The four (4) questions every AE must answer before every sales interaction with a buyer

PeakSpan Master Class: Stop Pitching, Start Helping and Win More Deals from PeakSpan Capital on Vimeo

About Andy Paul

Andy Paul is the host of the The Win Rate Podcast. Previously, he hosted the top-rated sales podcast Sales Enablement with Andy Paul. With over 1,200 podcast episodes produced, and millions (with an “m!”) of downloads, Andy’s podcasts are the go-to resource for sales leaders and top sales producers. Andy is the author of the Amazon best-selling book, ‘Sell Without Selling Without: A Guide to Success on Your Own Terms.’ Andy is also the author of two other Amazon best-selling books: ‘Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions’; and, ‘Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales’. Andy is the founder of Zero-Time Selling, a sales advisory firm. Before starting his company in 2000, Andy had a successful sales career in tech start-ups, selling over $600M of complex systems and services to some of the world’s largest enterprises.