This episode I speak with Andy Paul - a founder, author, speaker, and sales acceleration strategist that has significant experience working with B2B organizations focused on growth. His latest venture, The Sales House, is the only all-in-one sales education community for the modern B2B seller.
In our conversation we discuss:
B2B has not changed as much as we all think that it has
Is it possible to automate the process of building trust?
How salespeople should be using customer personas to connect with buyers
How leaders should adjust their perspective on pipeline coverage and close rates
The assumptions sales and marketing both make about buyers that make closing deals more difficult
The Sales House (Andy’s company)