Accelerate! With Andy Paul

Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople. HIGHLIGHTS Selling multimillion deals in London is the same as selling seeds in Cambodia DQ: Selling is not about persuading, it's about raising decision intelligence Transform management so selling becomes more about behavior change QUOTES Decision intelligence defined - Roy: "This view of selling that it's fundamentally about convincing people to buy, that is one of the reasons that things aren't working. And this is why we've developed decision intelligence selling that what DQ selling is about is not trying to convince the customer to buy, it is leading the customer to improve thei