Accelerate! With Andy Paul

Ralph Barsi is the VP for Global Inside Sales at Tray.io and he joins today's show to discuss Andy's latest book Sell Without Selling Out. The book shows sellers the journey through the buyer's perspective and how to change some salesy behaviors that buyers hate. Andy refers to the value of intentionality in getting buyers closer to a decision and encourages sales leaders to promote creativity and autonomy in their organizations. Andy also discusses the 4 pillars or human skills you need to succeed in sales: connection, curiosity, understanding, and generosity. HIGHLIGHTS Sell Without Selling Out: Be in your buyer's shoes Being intentional increases your odds of success Sales leaders must encourage autonomy and initiative 4 Pillars: Connection, Curiosity, Understanding, and Generosity The difference between good and bad sellers is very small QUOTES Andy: "It requires intentionality to do it well. You have to be intentional about self-assessing. You have to be pragmatic about it. You have to be intent