203. Putting People at the Center of Sales Conversations

In this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales.What You’ll LearnEfficiently moving buyers through their buying journeyBuilding deeper relationships with your buyersThe four pillars of sellingLooking at alternative ways to grow  Show Agenda and TimestampsAbout Andy Paul[3:45]Reflections on how things have changed in sales [6:12]The four pillars of selling [12:30]True personalization at scale [14:51]Winning bigger deals without brand recognition [18:11]Good companies vs. bad companies [22:48]Paying it forward [24:49]Sam’s Corner [27:20]The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.Visit gtmnow.com for more episodes and other interesting content.