2 min read - February 24, 2021
Pay It Forward
You don’t have to be a manager to be a coach. In my career, some of the best coaching I received was from other sellers; my peers. In addition to helping others, peer coaching is also a great way to learn how to improve your sales skills Want to learn how to take your sales […]
Don’t let other people define you. You can achieve success on your own terms. Check out the evaluation of Tom Brady by NFL scouts prior to the NFL draft in 2000. “Poor build, Skinny, lacks great physical stature and arm strength, Lacks mobility and the ability to avoid the rush, lacks a really strong arm, […]
3 min read - February 15, 2021
Busy Much?
Being busy can create its own “busy-ness.” And distract you from the important things you need to accomplish. As Henry David Thoreau said, “It is not enough to be busy, so are the ants. The question is: What are we busy about?” Unnecessary busy work is where precious hours of every day evaporate. David Allen’s […]
I believe reading is still the most effective way to absorb new knowledge. While short form “how-to” posts on LinkedIn can have value, they are necessarily incomplete. They don’t tell the whole story. If you’ve become addicted to getting a quick “how-to” fix on LinkedIn, you’ve probably discovered that you’re missing a lot of context. Like […]
2 min read - February 8, 2021
More Sales Process
A sales process does not win deals. A seller does. It’s not your sales process that connects with a potential buyer. It’s not your sales technology that activates the interest of a prospect. Your sales process isn’t the one building trust and credibility with the buyer. Your sales tech doesn’t inspire the prospect to take […]
Sales managers often say “Janet wants to be liked by her buyers” as if that were a bad thing. Sometimes it is. However, it doesn’t need to be. Let me explain. If your motivation to be liked by your buyer is that it gives you the warm fuzzies all over from being validated by another […]
2 min read - February 2, 2021
Is Your Story Working?
Is your story working? I don’t mean your sales pitch. Or your value proposition. I’m talking about the story of you.  Everyone of us constructs a story in our minds that defines who we are, what’s important to us and what we want to achieve. So, what should you do if your story isn’t working? […]
2 min read - January 26, 2021
Intensely Human
Early in my marriage to my ex-wife it became clear that something had to change. Well, it was clear to her.  That something was me. I had good potential as a husband. It was the human side of me that needed work. That was my awakening to the reality that every role we play in […]
Our job is to build connections. First things first. If we are unable to connect with another person, engage their interest, build their trust and inspire them to take action, then everything else we think we know about how to sell is irrelevant. First things first. To sell requires a connection. With a real-life person. […]
2 min read - January 20, 2021
Coaching vs Mentoring
Too often I see sales coaching fall into one of two categories: strategizing and game-planning sales opportunities coaching the mechanics of sales New tools and apps support this orientation. AI-powered call recording and analysis tools are a good example. They’re useful tools for managers to use to coach the mechanics of selling. “Say this, not […]
Did you know that pessimism may be the key to your success? Don’t get me wrong. Self-confidence is good. Optimism is essential. If you aren’t confident enough that’s a different issue. However, if your self-confidence isn’t tempered with a bit of negativity it will hold you back. I consider myself to be an optimist. People […]
Research has found that the ability to understand and share the feelings of another person can actually increase your brainpower. But, only if you use it. So, if you’re in sales, you have two essential motivations to be empathetic: Empathy is an avenue to connect with your buyer It gives your brain a boost and […]

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.