Win by Optimizing YOUR Win Rate
In this session, Andy & Kyle will dive deep into why win rates are your most important, and often the most overlooked, sales metric. They’ll also dive into the data that shows the most important factors that influence your buyers' decisions (hint: it’s not your product or your price).
That’s not all. Other topics that Andy & Kyle will cover include:
- The 5 questions every CEO and CRO should be able to answer about their win rates (but probably can’t)
- What the “Buyer Experience” is and how it influences decisions
- Why buyers need to talk with sellers (even though they don’t want to)
- The job your buyer has to accomplish and the expectations they have for your sellers
- Key win rate heuristics (i.e. rules of thumb) that you need to focus on
- The 5 steps you should take to start improving your win rates
Andy Paul is the host of the The Win Rate Podcast. Previously, he hosted the top-rated sales podcast, Sales Enablement with Andy Paul. With over 1,200 podcast episodes produced and millions (with an “m!”) of downloads, Andy’s podcasts are the go-to resource for sales leaders and top sales producers. Andy is the author of the Amazon best-selling book, ‘Sell Without Selling Without: A Guide to Success on Your Own Terms’. Andy is also the author of two other Amazon best-selling books: ‘Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions’; and, ‘Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales’. Andy is the founder of Zero-Time Selling; a sales advisory firm. Before starting his own company in 2000, Andy had a successful sales career in tech start-ups, selling over $600M of complex systems and services to some of the world’s largest enterprises.
Kyle Williams is the founder of Brickstack, a data and advisory company. Brickstack works with companies like Rippling, Webflow, and Ironclad to “play where they win” by focusing on their best ICP with sales and engineering expertise. His outbound strategies have generated over $1B in pipeline. After a career at Google on the early Google Cloud and Commerce team, he co-founded Dogpatch Advisors where we created and implemented go-to-market strategies for companies like Stripe, Segment, Drift, Facebook, and more.
Measuring Value and its Impact on Customer Engagement
Best Practices for Prospect Conversion & Engagement
