Ep.106: Fewer Prospects, More Courage and How Everything in Your Sales Process Matters – An Interview with Andy Paul

In this episode of the Startup Selling Podcast, I interviewed Andy Paul.   Andy has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.    With more than 175,000 followers on LinkedIn, Andy is a highly sought-after speaker and sales sage who has made it his life's work to bring you strategies and insights that enable you to generate more wins and massive value.    Some of the key topics that we discussed in this episode are:   Topics & Key Words:   The importance of relationships in Sales Courage Sales Manager vs Sales Coach Misallocation of Attention Productivity Growth: https://www.bls.gov/lpc/prodybar.htm Returns of Time Invested Parado       Link & Resources:     Andy Paul on LinkedIn: www.linkedin.com/in/realandypaul Andy Paul: Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions: amzn.to/30IxUQ0   Sales Enablement Podcast with Andy Paul:  www.ringdna.com/sales-enablement-podcast-with-andy-paul   Herbert Simon: Bounded Rationality: amzn.to/33IYeeK   Herbert Simon: Administrative Behavior:amzn.to/2Gv112x   Paradox of Choice: amzn.to/33IROwd   Peak-end Rule: en.wikipedia.org/wiki/Peak%E2%80%93end_rule   New B2B Buying Journey & its Implication for Sales: www.gartner.com/en/sales/insights/b2b-buying-journey   The Identification of Solution Ideas during Organizational Decision Making: www.jstor.org/stable/2632813   Meet Liverpool's secret weapon: throw-in coach Thomas Grønnemark: es.pn/3nE9qBx   Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales: amzn.to/3nvfZpD   Listen & subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.