Changing Sales for the Better — Podcast

I was a bit nervous — though excited — to be on Andy Paul's Win Rate podcast. Andy's a deep thinker and Mark Cox and Bridget L. Gleason are heavy hitters in the world of selling. 

I met Andy Paul many years ago when Lori Richardson recommended I have Andy speak at the Providence Chapter of AA-ISP (now Emblaze), which I was running with a few friends.*

Andy spoke on Discovery and it blew me away. We stayed in touch and I follow Andy closely. He's a thinker worth paying attention to with both the experience and thoughtfulness I value.

Fast forward to this podcast invitation. I was excited but a little bit intimidated, too. These are smart, experienced thinkers. Can I keep up? But hey, the best way to learn is to be around people that challenge and know more about a subject than you. I've learned that lesson time and again in my many years of skateboarding. Being surrounded by better skaters has definitely pushed me and improved my skills.

The end result, I believe, is an excellent discussion on big ideas for sales education and rethinking how we teach young sellers. I share my thoughts on the importance of emotional intelligence in selling (what I hope you'll recognize as the term SalesEQ™), too.

I hope you'll put this podcast on in the car, when you're working out, or whenever you listen to podcasts.

Here's Andy's description of the podcast:

"In this episode of the Win Rate Podcast, Andy gathers a panel of longtime friends who are also seasoned sales professionals, Bridget Gleeson, CRO at Spacelift, Mark Cox, Founder at In The Funnel Sales Coaching, and Tom Stearns, Consulting for scaling and struggling GTM Teams. They discuss the future of sales and explore big ideas such as formal certification for sales roles, the importance of business acumen, and enhancing human skills like curiosity and empathy. The conversation gets into the necessity of rethinking conventional sales training and the potential shift toward viewing sales as a formalized profession akin to law or medicine. The discussion continues with the essential role of discovery, understanding buyer needs, and the psychological aspects affecting sellers' happiness and effectiveness."

You can listen here or wherever you get your podcasts.

*My partners in crime at the time with the Providence chapter of AA-ISP were Daren Jennings, Jarred Young, J.R. St. Louis.