HighlightsThe journey from starting out in tech sales selling computer systems to becoming a successful sales guru, entrepreneur, and podcaster (02:29)What it really means for a sales manager to be enabled (04:14)Stepping off the hamster wheel: Why he decided to transition from corporate to entrepreneurship (08:40)Helping turn around mature startups that have stalled in growth (11:38)The inspiration behind his first book and his advice for new authors (15:11)How to succeed as a thought leader in your space (21:00)Passionate about inspiring salespeople to keep learning and improving (22:54)The importance of understanding how buyers form perceptions of you as a seller (25:26)Achieving sales success by lifting up the lower tier of salespeople on your team just as much as you do with the top performers (29:36)Distinguishing between the job of a salesperson and the job of a sales manager (32:47)Growing your business by enabling your salespeople to grow (36:41)In this episode of the Science of Selling STEM, I will have a chat with global sales guru, top podcaster, and entrepreneur, Andy Paul. Andy has a hit podcast, Accelerate Your Sales, that was acquired by ringDNA in 2020. It has since been renamed “Sales Enablement with Andy Paul.” This show inspires thousands of sales professionals each week. Andy has also written two award-winning books, “Zero Time Selling” and “Amp Up Your Sales” Having sold any kind of item in the past, Andy Paul now coaches and consults CEOs and sales teams. He's worked with all kinds of companies from start-ups to Fortune 100. He’s ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts and he’s 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.Paul shares his interesting journey, from a start in tech sales to a successful sales career and then transitioning into entrepreneurship. To teach us his strategy for revitalized selling, he will talk about what's important to your buyers and how you can help them get it with his 4 pillars of selling in. Wanna get better at selling? You'll learn how in this episode. So stay tuned!Quotes“We move salespeople into roles of authority and positions of authority and responsibility without educating them in just some of the basics” - Andy Paul“A sales manager is the most influential person in a new seller’s life and so we must help managers get better” - Andy Paul“If we spent 90% of the money on sales managers, we would actually end up with better results” - Andy Paul“At the end of the day, in an overwhelming majority of cases, the decision the buyer makes, the difference between you and another vendor is you as a seller” - Andy Paul“Your job as a salesperson is not to persuade somebody to buy your product, your job as a salesperson is to go out and listen to your buyer, understand the most important things to them both in terms of the challenges they face and the outcomes they wanna achieve, and then help them get that” - Andy PaulResources Mentioned:Sell Without Selling Out By Andy Paul