# 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](https://www.andypaul.com/podcast). Previously, he hosted the top-rated sales podcast [Sales Enablement with Andy Paul](https://www.revenue.io/sales-enablement-podcast). 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](https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572).’ 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’](https://www.amazon.com/Amp-Your-Sales-Strategies-Customers/dp/0814434878); and, [‘Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales’](https://www.amazon.com/Zero-Time-Selling-Essential-Accelerate-Companys/dp/1614480508). 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.