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Here’s something to ask yourself. Are you afraid to change? Consider this quote from WH Auden’s long poem The Age of Anxiety: “We would rather be ruined than changed. We would rather die in our dread Than climb the cross of the moment and see our illusions die.” Auden accurately captured the state of B2B […]
Every top sales professional I’ve worked with, shared that common trait. They broke the “rules.” I’m not talking about ethical violations. I’m referring to the rules defined by rigid sales processes and methods that are forced onto sellers. Rules typically that are established by managers and executives for their own convenience. Or to operate within […]
May is Mental Health Awareness Month. According to a recent Johns Hopkins study, 26% of US adults suffered mental illness in 2020. Research suggests that mental illness among sellers is even more prevalent. And it’s been compounded by the unprecedented stresses brought on by the pandemic. And by the transition to work from anywhere that […]
Why are you wasting valuable sales time having salespeople negotiate contracts? I’ve grown plenty of high performing sales teams. I’ve never spent a dollar on training my sellers on negotiation. That’s not their job. Not to mention most sellers are horrible at it. (Though most think they are great at it.) What many sellers consider […]
2 min read - April 22, 2021
Let Your Sellers Sell
Let your sellers sell. It’s how they learn. Jesse Marsch is the first American to coach a soccer team in the UEFA Champions League, the premier club competition in the world. He’s the head coach of Red Bull Salzburg, the top team in Austria. He’s a master motivator and incredibly thoughtful about how to develop […]
You can’t stop at hearing. You have to listen, too. There’s a significant difference between hearing and listening. We use the words interchangeably. Which is a mistake because “hearing” and “listening” have very different meanings. (Just as persuasion and influence mean distinctly different things.) Hearing is an involuntary process that detects noise (or vibrations). Listening […]
What we do in sales is not complicated. We find the story in every one of our buyers. There are many experts who would have you believe that sales in the B2B world is, first and foremost, a process that is freighted with complexity. While process is unavoidable in selling, it does not define it. […]
3 min read - April 13, 2021
Are you Antifragile?
Are you antifragile? Or just fragile? How do you react and respond to volatility, randomness and disorder? I’ve been re-reading Nassim Taleb’s book: Antifragile: Things That Gain From Disorder. People usually believe that resilience is the inverse of fragility. It’s not. As Nassim writes “Antifragility is beyond resilience or robustness. The resilient resists shocks and […]
Filling your brain with too much sales advice can make you choke when it matters most. It’s true. If you’re spending too much time on LinkedIn searching online for the latest bit of sales advice, I have my own advice for you. Stop it. The reason to stop is because there comes a point where […]
“He doesn’t sound like a salesperson.” The organizer of an event at which I was speaking overheard one audience member say this to another about me. This is one of the greatest compliments I’ve received. Not being “salesy” is something I’ve worked on my entire career. Truth be told, I’m not entirely certain what a […]
Selling doesn’t start until you ask a question. This is counter-intuitive to many sellers. Yet, it’s a hard truth that you can’t sell if you’re doing all the talking. If a buyer wanted a one-sided conversation with you about your product, they’d visit your website. Where they’d be able to gather the same information without […]
2 min read - March 29, 2021
The Goldilocks Paradox
Remember Goldilocks and the Three Bears? Goldilocks found the balance between her porridge being too hot and too cold. Sellers are similarly challenged to strike the right balance between being overconfident and being less than confident. Researchers have found that being overconfident has its benefits. It also has downsides that can leave you in the […]

About the Author

Andy PaulringDNA

Bestselling author of Amp Up your Sales and Zero Time Selling, Andy Paul is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. With more than 170,000 followers, Andy is a highly sought-after speaker and sales sage who interviews the world’s foremost sales minds and extraordinarily interesting people to bring you strategies and insights that you can use to generate epic wins and massive value.