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latest book "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviors that buyers hate.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

Workday

Workday is uniquely built for the active pace and mobile lifestyle of today's universities and colleges.  It unites the entire campus with one modern, easy-to-use solution, helping administrators, staff, faculty, and students spend less time on processes and more time on individual and institutional success.

* Signed two net new clients in 2016 and both had very successful projects going live on-time with great results
* 254% of quota in 2017 and established a partnership with a prominent research university recognized as a global leader
* 285% of quota in 2018 signing two net new clients in US and Canada and expanding footprint at a large west coast research university

Account Executive

Evisions Inc.

Lead team responsible for sales of Evisions Research Suite in Higher Education, Healthcare and Independent Research Institute markets.

* Doubled annual subscription revenue from 2013 to 2014
* Signed several new Top 100 Research University clients
* Initiated sales plan for newly released solution resulting in well developed pipeline and licensing of early adopters from all market segments

Director of Sales, Research

Ellucian

Formerly SunGard Higher Education/SCT.
							
Lead Account Team’s sales efforts into new and existing accounts in the New England and Canadian markets. 
• Consistent over-achiever and the only Account Executive to earn President’s Club
status for exceeding quota from 2006 through 2011 consecutively
• Closed 2011 at 124% of software license fee quota with more than half of these
deals signing during a period of market instability caused by the announcement of
our pending acquisition by Hellman & Friedman
• Attained 324% software and 495% professional services quota in 2010
• Energized the Canadian market after many years of stagnant growth leading to
continuous year over year revenue improvement
• Winner of 2006 Director Award for top performers in each SunGard division

Campus Pipeline

Acquired by SCT, Campus Pipeline developed enterprise portal, content management and integration solutions for colleges and universities.

Facilitated transition from a free advertising based revenue model common in the industry at the time to a more traditional enterprise solution with software license fees, annual maintenance and professional services.
• Achieved 150% of quota and earned President’s Club status in 2002
• Promoted to Director of Strategic Accounts following acquisition by SCT in support of continuous sales growth of Campus Pipeline solutions into the most complex colleges and universities in North America

Cymerc Exchange

A B2B start-up, Cymerc delivered an Internet exchange for high-end IT equipment.

Among the first five employees, grew the company to nearly 70 staff members and $1 million a month in transaction values.
• Negotiated and managed partnerships with Shipping, Software Development and
Channel partners
• Translated complex business requirements into product features
• Developed Use Cases and Product Documentation

Product Manager

Fabrik Communications

Acquired by Critical Path, Fabrik was a leader in managed services for electronic business messaging.

Responsible for managing relationships with Fabrik’s most strategic partners and clients and part of a small team selected to launch the service in Europe.
• Opened Fabrik’s European service offering managing channel partners and working
directly with initial clients
• Utilized technical skills to serve as liaison between our San Francisco operations
team and London based co-location partner
• Managed relationships with Fortune 500 accounts including; American Presidents
Line, Bank of America, Chiron Corporation and First Data

Account and Business Development Executive

Computer Access

Computer Access is a regional value added reseller of technology solutions and services.

Account Team member responsible for managing the company’s most strategic current and prospective clients.
• Drove incremental add-on revenue servicing local accounts including; Coors, Time
Warner, CH2M Hill and Storage Technology

Inside Sales Representative

Over the past 20 years I have represented colleges and universities across the US and Canada with successful licensing, implementation and management of complex enterprise software solutions.   This experience has provided me with unique insights into a challenging market.  

My higher education background is comprehensive.  I have supported software projects involving the complete student lifecycle, finance, operations, human capital management, research administration, compliance and alumni & development.

I am passionate about higher education and enjoy partnering with campus leaders on software projects in support of their institution’s academic mission.  And I am proud to have joined Workday who share this passion and are producing game changing solutions helping colleges and universities modernize their campus systems with software delivered in a true cloud model.

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The Battle

Andy Paul

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