177: Maximise Each Touch With The Buyer (And Do Less Work?!) With Andy Paul

Fellow sales podcaster Andy Paul is a well respected sales leader and author. On this episode we're looking at strategies to improve the value we can add to the prospect each time we engage with them.

This extra bit of effort in the front end leads to less touches needed to close the deal, stronger relationships and actually less work overall!

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(click the time stamp to jump directly to that point in the episode.)

  • 1:38 Show intro
  • 2:26 Interview starts
  • 5:42 Which is better more or less touches?
  • 9:05 Can we over-invest in our prospects?
  • 11:13 Should we give BIG drops of value but less often?
  • 16:20 How does this fit in with social selling?
  • 23:18 Once piece of advice you'd give to #SalesNation
  • 28:45 Wrap up


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Resources mentioned:


Andy's excellent sales leadership podcast – Accelerate! 




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