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:

• Andypaul.com
• Andy on LinkedIn

Thank You

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