Andy Paul

The Win Rate Podcast

Host

Sell Without Selling Out

Order my latest book "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviors that buyers hate.

Author

AndyPaul.com

Author of best-selling sales books that present fresh new perspectives on the sales processes that drive sales success. My new book, Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions (AMACOM Books) is available to order now on Amazon. 

Also, author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales (Morgan James, 2012.)

- In-demand sales speaker on sales process, sales effectiveness, sales strategies and sales productivity.

Author, Podcaster, Speaker

I specialize in teaching sales teams how to maximize the value and power of their selling. I provide sales organizations with powerful sales strategies that move customers to make fast and favorable decisions.

I coach and advise CEOs, entrepreneurs and sales managers to plan and execute their sales attack with optimized and responsive sales processes that improve their sales performance by empowering their customers to accelerate their decision cycles. For busy customers today, having the ability to get the information they require to make informed decisions quickly and at a low-cost is essential to their bottom line.

These strategies and processes protect and preserve profit margins by creating tangible sales differentiation that enables the seller to compete and win new orders on the basis of something other than price.

I have integrated 30+ years of vast sales experience with 30+ years of extensive study of sales processes and customer decision-making to provide companies with unexpected insights into their sales processes, as well as their customer’s buying process.  My objective is to help sellers succeed by making every sales interaction count with powerful and practical selling processes that can effectively be used by top performers as well as aspiring sales superstars.

Advisor, Strategist, Consultant, Coach

The Sales House

Leadership accelerator for VP's of Sales and Sales Managers of high-growth companies.

Founder

Sales Enablement Podcast

I founded this podcast with the mission is to help sellers exceed buyer expectations and win more deals. With millions of downloads and 1200+ episodes of candid conversations, the Sales Enablement Podcast explored the critical insights, skills and technologies that enable effective sales performance.

Selling with Purpose Podcast

Podcast miniseries where the world's top enterprise sales leaders and I discuss overcoming challenges and selling with a newfound purpose in the era of COVID-19.

Avaak

VP, Business Development (Acquired by NetGear)

Viasat Inc.

VP of Sales, Commercial Networks Group

VP, Business Development (IPO in 1996)

VP and GM, Commercial Operations

I’ve dedicated my career to teaching sellers how to master their craft; to achieve their goals in life. And in sales.

I do this differently than most. 

The bulk of the content for sellers you’ll read here on LinkedIn is focused on “training humans to act like salespeople.” 

I flip the script. Nearly everything you’ll learn from me is focused on “teaching sellers to be more human.” 

Why do you, as a seller, need to be more human?

Because it’s how your buyers experience you as a human that has the biggest influence on their decision to buy from you. (The Challenge Sales says 53% of the buying is based on the buyer’s experience with the individual seller; that means you. Not the product you sell.)

That’s the most single important truth I've learned over decades of sales and leadership positions. I learned it in the trenches winning the better part of a billion dollars in orders selling on six continents to some of the world's largest enterprises. 

People buy from people. And the necessity to differentiate yourself as a human seller in the minds of your buyers is becoming even more important as more automation and AI seeps into selling.

If you follow my posts here on LinkedIn, read one of my best-selling books (Sell Without Selling Out) or listen to the more than 1,100 episodes of my podcast (Sales Enablement with Andy Paul), you’ll see that I focus on the following topics:

- Winning more with Human-centered selling 
- Why Buyers Buy
- Creating Winning Buying Experiences
- Improving Win Rates
- Winning Big Deals
- Start-up Selling

Here are multiple ways I can help you achieve your goals:

Follow me here on LinkedIn: I post new perspectives for B2B sellers everyday. 

Read my book(s): Start with my latest best-selling book, Sell Without Selling Out. Learn how to create winning buying experiences that propel your win rate higher.

Listen to my podcast: Sales Enablement with Andy Paul. More than 1,100 episodes filled with practical takeaways to help you master human-centered selling skills

Subscribe to my free Sell Without Selling Out newsletter:  Join 45,000 subscribers to my free weekly newsletter.

Enroll in my Selling School: An intensive 6-week cohort-based learning experience to master Human-centered selling. 

1:1 Coaching. I offer a variety of options for individual, personalized coaching for AEs and Sales leaders. 

Sales Advisory for CEOs, Founders and Sales Leaders: Fresh perspectives and strategies to profitably scale revenues within a vibrant and healthy sales culture.

DM me here on LinkedIn to start the conversation.

Brandon W. Douglas

Nexkey

I’m leading the comeback of Nexkey, revived by a team of locksmith industry veterans with one goal: make access control radically simpler and more accessible for real-world businesses.

We brought Nexkey back to market with purpose-built, mobile-first hardware (Solo, Core, Controller) and intuitive cloud-based software. Together, these products eliminate the complexity of legacy systems while delivering the security and flexibility today’s businesses demand.

I established a nationwide installer network to ensure fast, localized service for small and mid-sized businesses. We reduced average installation time to under 2 hours, and built strategic partnerships with locksmiths and integrators to expand both our reach and our credibility.

At its core, Nexkey is about more than just unlocking doors, it’s about unlocking time, control, and peace of mind for the people who run gyms, churches, offices, retail shops, and more. We're not chasing complexity. We're building better access.

President

Soft-Spoken Success

This is my passion project. I've seen so many friends and colleagues plateau in their career. 

I enjoy helping introverts become more confident in expressing themselves at work. I firmly believe your perspective is your professional currency. 

Imagine a world where introverts are not just heard, but their unique perspectives are sought after and celebrated. A world where introverts no longer feel like they have to change themselves to fit into an extroverted society, but instead are empowered to embrace their natural tendencies and use them as strengths. 

That's the mission I'm on - to help introverts unleash their full potential and bring their powerful voices to the forefront.

LVT — LiveView Technologies

At LVT, I was brought in to strengthen and scale the channel sales program in a highly competitive and fast-moving space. My focus was simple: equip our partners to sell with confidence, clarity, and conviction.

I developed and led training initiatives to ensure partners understood not just our products—but the real-world problems they solved for specific industries and customer segments. I worked closely with them to forecast opportunities, refine their pipeline, and generate new business that aligned with our growth goals.

Through proactive engagement, both at industry events and through one-on-one strategy sessions, I helped partners deepen their connection to LVT. The result was increased channel revenue, greater partner retention, and expanded brand visibility in key markets.

This role sharpened my approach to partner enablement: don’t just sell to them, build with them.

Channel Sales Director

Allegion

As Channel Manager, I led the strategic direction and execution of Allegion’s marketing and partner programs across the Locksmith and Integrator channels, two segments critical to our long-term growth.

My team was responsible for deepening partnerships and driving key systems expansion across all sales channels, supporting a book of business that exceeded $80 million in annual revenue. I developed new processes to uncover discretionary business opportunities and built a Power BI dashboard to turn those insights into field action, giving sales and marketing a shared lens on growth.

Training, communication, and enablement were central. I created tailored programs for partners while coordinating with internal sales teams to ensure strategy met reality on the front lines. This collaborative approach drove real momentum in partner engagement, brand loyalty, and market share.

This role reinforced my belief that channel success is built on more than programs, it’s earned through alignment, clarity, and consistent support in the field.

Channel Manager, Discretionary Channels; Locksmith & Integrator

At Allegion, I was tasked with building a formal Key Systems Program from the ground up, one that would not only promote the use of Schlage Key Systems, but also make it easy for partners and internal teams to engage, sell, and support them effectively.

I developed and launched the entire program architecture, growing it to include over 110 active Key Systems Program Members. A central part of this initiative was a four-part educational webinar series I created to train partners and internal stakeholders, driving product confidence and accelerating adoption.

Collaboration was key. I worked hand-in-hand with sales teams to ensure a seamless customer journey, from initial presentation through to final order. I also consulted cross-functionally with product management, engineering, order entry, marketing, and the digital team to continuously improve both the customer and partner experience.

This role sharpened my ability to operationalize a technical product offering into a scalable, partner-friendly program and cemented the value of tightly aligned cross-functional execution.

Key Systems Program Manager; Field Marketing and Training

In this role, I hit the road with a mission to grow Allegion’s locksmith partner network from the ground up in Pennsylvania, Ohio, and Upstate New York. My approach wasn’t transactional; it was personal. I met with shop owners in their environments, listened to their needs, and built trust through practical solutions and follow-through.

By year’s end, I had successfully onboarded 26 new locksmith partners and surpassed my annual target by 106%. I also led the nation in Falcon product sales, achieving 233% to goal and earned Allegion’s top Business Development Consultant award across 19 peers.

What made the difference? I didn’t push product. I delivered partnership. That mindset would become a throughline in my career moving forward.

Business Development Consultant

Rolland Safe & Lock

As Rolland’s first-ever Director of Operations, I stepped into a blank slate role and was trusted to define it through execution. My mandate was clear: scale our lock and safe service business nationally, while improving the systems and people that powered it.

I led administrative operations across purchasing, customer service, and internal logistics reviewing performance data to pinpoint inefficiencies and drive continuous improvement. I worked closely with executive leadership to establish new departmental policies, hiring frameworks, and productivity benchmarks across functions.

One of my key responsibilities was expanding our technician network nationwide. Based on projected service demand, I sourced, vetted, and engaged subcontracted locksmiths and safe technicians, building a responsive and scalable service delivery arm to meet the needs of enterprise customers across the U.S.

When major issues surfaced, I stepped in directly owning customer escalations, identifying root causes, and implementing structural fixes in collaboration with cross-functional leaders. Every challenge was a chance to improve not just the outcome, but the system behind it.

This role tested and refined my ability to lead operational growth while protecting service quality and laid the groundwork for how I scale teams and systems today.

Director of Operations

As Rolland’s lock services business rapidly expanded, we made a strategic decision to split operations—creating distinct Lock Services and Safe Services divisions. I was chosen to lead the newly formed Door Hardware Division, ensuring our team could scale with the growing demand.

I managed the day-to-day operations of our Tech Support Analysts (TSAs), who served as the help desk for field technicians, and oversaw the key and core prep team responsible for custom hardware configurations. My focus was on operational efficiency, streamlining schedules, assigning responsibilities, and optimizing support coverage to meet rising service volumes.

I also served as the primary link between sales and our call center, ensuring that service delivery matched customer expectations. In this role, I trained staff extensively on door hardware systems and product offerings to improve first-call resolution and overall job accuracy.

This chapter was about building functional clarity as the business scaled, translating field needs into internal structure, and creating systems that could support both volume and complexity without sacrificing service quality.

Manager of the Door Hardware Division

When Rolland, a company with over a century of expertise in safes, began expanding into lock services, I saw an opportunity to help shape an entirely new division from the inside. I stepped into a Tech Support Analyst role that blended field service coordination with back-office innovation, helping lay the groundwork for scalable lock operations.

I managed service events from initiation through resolution, dispatching subcontractors across the country, negotiating rates, and guiding them through technical repairs in the field. Often, that meant consulting directly with customers, diagnosing complex door hardware issues, and providing step-by-step instructions to ensure resolution without delay.

Beyond the day-to-day, I documented customer-specific security protocols and helped define service standards, building out new customer service profiles where none had existed. I flagged recurring issues to leadership and proposed solutions that mitigated revenue loss and raised customer satisfaction.

This role sharpened my instincts in triage, systems thinking, and frontline communication and it deepened my belief that operational precision is just as important as technical skill when you're scaling something new.

Tech Support Analyst

Bilco Lock & Safe Co.

Bilco Lock & Safe was more than my first job, it was where I earned my stripes. As a licensed third-generation locksmith in the State of Texas, I served in nearly every role across the operation over the course of nearly 14 years.

What began with turning wrenches and servicing locks evolved into managing daily operations, overseeing inventory, dispatching technicians, and handling high-stakes customer issues. Whether I was troubleshooting in the field or coordinating from behind the counter, I learned the business end-to-end.

I didn’t just fix locks, I learned how people rely on them. That experience shaped my perspective on service, urgency, and trust; values that have guided every leadership role I’ve taken on since.

This role was my foundation: deeply technical, relentlessly customer-focused, and rooted in a legacy I’m proud to carry forward.

Service Manager

Still handing out physical keys? There’s a smarter way.

As President of Nexkey—and a third-generation locksmith—I’ve seen firsthand how outdated access systems slow businesses down and create unnecessary risk. That’s why we built Nexkey: simple, powerful access control that eliminates keys altogether.

With Nexkey, your phone becomes your key. 

You can:
Instantly grant or revoke access from anywhere
Monitor activity in real time
Eliminate costly rekeys and access delays

We’re building for small, growing and mid-sized businesses that want modern control without enterprise complexity. Installation takes hours, not days. Your team can learn it in minutes.

Whether you manage a gym, church, office, coworking space, or retail location—Nexkey keeps you secure, flexible, and focused on what matters.

📬 Let’s connect: hello@nexkey.com | nexkey.com

This is my passion project. I've seen so many friends and colleges plateau in their career. 

I enjoy helping introverts become more confident in expressing themselves at work. I firmly believe your perspective is your professional currency. 

Imagine a world where introverts are not just heard, but their unique perspectives are sought after and celebrated. A world where introverts no longer feel like they have to change themselves to fit into an extroverted society, but instead are empowered to embrace their natural tendencies and use them as strengths. 

That's the mission I'm on - to help introverts unleash their full potential and bring their powerful voices to the forefront.

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The Battle

Andy Paul

Brandon W. Douglas

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