Andy Paul

The Win Rate Podcast

Host

Sell Without Selling Out

Order my latest book "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviors that buyers hate.

Author

AndyPaul.com

Author of best-selling sales books that present fresh new perspectives on the sales processes that drive sales success. My new book, Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions (AMACOM Books) is available to order now on Amazon. 

Also, author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales (Morgan James, 2012.)

- In-demand sales speaker on sales process, sales effectiveness, sales strategies and sales productivity.

Author, Podcaster, Speaker

I specialize in teaching sales teams how to maximize the value and power of their selling. I provide sales organizations with powerful sales strategies that move customers to make fast and favorable decisions.

I coach and advise CEOs, entrepreneurs and sales managers to plan and execute their sales attack with optimized and responsive sales processes that improve their sales performance by empowering their customers to accelerate their decision cycles. For busy customers today, having the ability to get the information they require to make informed decisions quickly and at a low-cost is essential to their bottom line.

These strategies and processes protect and preserve profit margins by creating tangible sales differentiation that enables the seller to compete and win new orders on the basis of something other than price.

I have integrated 30+ years of vast sales experience with 30+ years of extensive study of sales processes and customer decision-making to provide companies with unexpected insights into their sales processes, as well as their customer’s buying process.  My objective is to help sellers succeed by making every sales interaction count with powerful and practical selling processes that can effectively be used by top performers as well as aspiring sales superstars.

Advisor, Strategist, Consultant, Coach

The Sales House

Leadership accelerator for VP's of Sales and Sales Managers of high-growth companies.

Founder

Sales Enablement Podcast

I founded this podcast with the mission is to help sellers exceed buyer expectations and win more deals. With millions of downloads and 1200+ episodes of candid conversations, the Sales Enablement Podcast explored the critical insights, skills and technologies that enable effective sales performance.

Selling with Purpose Podcast

Podcast miniseries where the world's top enterprise sales leaders and I discuss overcoming challenges and selling with a newfound purpose in the era of COVID-19.

Avaak

VP, Business Development (Acquired by NetGear)

Viasat Inc.

VP of Sales, Commercial Networks Group

VP, Business Development (IPO in 1996)

VP and GM, Commercial Operations

I’ve dedicated my career to teaching sellers how to master their craft; to achieve their goals in life. And in sales.

I do this differently than most. 

The bulk of the content for sellers you’ll read here on LinkedIn is focused on “training humans to act like salespeople.” 

I flip the script. Nearly everything you’ll learn from me is focused on “teaching sellers to be more human.” 

Why do you, as a seller, need to be more human?

Because it’s how your buyers experience you as a human that has the biggest influence on their decision to buy from you. (The Challenge Sales says 53% of the buying is based on the buyer’s experience with the individual seller; that means you. Not the product you sell.)

That’s the most single important truth I've learned over decades of sales and leadership positions. I learned it in the trenches winning the better part of a billion dollars in orders selling on six continents to some of the world's largest enterprises. 

People buy from people. And the necessity to differentiate yourself as a human seller in the minds of your buyers is becoming even more important as more automation and AI seeps into selling.

If you follow my posts here on LinkedIn, read one of my best-selling books (Sell Without Selling Out) or listen to the more than 1,100 episodes of my podcast (Sales Enablement with Andy Paul), you’ll see that I focus on the following topics:

- Winning more with Human-centered selling 
- Why Buyers Buy
- Creating Winning Buying Experiences
- Improving Win Rates
- Winning Big Deals
- Start-up Selling

Here are multiple ways I can help you achieve your goals:

Follow me here on LinkedIn: I post new perspectives for B2B sellers everyday. 

Read my book(s): Start with my latest best-selling book, Sell Without Selling Out. Learn how to create winning buying experiences that propel your win rate higher.

Listen to my podcast: Sales Enablement with Andy Paul. More than 1,100 episodes filled with practical takeaways to help you master human-centered selling skills

Subscribe to my free Sell Without Selling Out newsletter:  Join 45,000 subscribers to my free weekly newsletter.

Enroll in my Selling School: An intensive 6-week cohort-based learning experience to master Human-centered selling. 

1:1 Coaching. I offer a variety of options for individual, personalized coaching for AEs and Sales leaders. 

Sales Advisory for CEOs, Founders and Sales Leaders: Fresh perspectives and strategies to profitably scale revenues within a vibrant and healthy sales culture.

DM me here on LinkedIn to start the conversation.

Paletti USA

A $15M+ company specializing in structural and automated product solutions. Part of a $45M+ global organization. Paletti specializes in manufacturing Linear Slide Actuators and Guides, Conveying Systems, Structural Aluminum T-Slot Extrusions and Laser Safety Enclosure Systems. 
● Achieved $1.1M+ in new sales from approx. 30 new customers (direct and distribution) from 2023 – 2024.
● Helped achieve a 22% sales increase FY'23 vs FY'22.
● Developed and implemented a successful company-wide sales and marketing strategy.
● Restructured and expanded both the North American sales force (29 associates) and outside sales channels (distribution). Traveled extensively to support the team.
● Developed and supported all marketing functions: launched new website (with SEO and analytics), implemented Google adwords, developed new trade-show booth and extensive show schedule, upgraded our Linked In home page and with new advertising, created a company YouTube channel, created new sales training tools, implemented new E-newsletters, etc....
● Led the efforts to re-engineer our linear actuator and guide products resulting in a 28% YOY sales increase.

Sales and Marketing Manager

AFI Systems LLC

A $3M+ company specializing in robotics / automation systems development and integration, electronic repairs, and inventory – distribution.
● Planned for and have achieved 20% growth so far this year. With the management team, developed progressive 1- and 3-year business plans (using E.O.S. principles) designed towards 10-year goals. 
● Created and implemented new sales and marketing plans designed to achieve our business objectives.
● Re-structured our sales efforts and team members bringing new focus to our approach to current, dormant, and prospective customers. Established formal geographic sales territories and provided new direction for the customer service group.
o Supervised 3 employees, 2 territory sales managers, a 1 graphic designer. Also, directly managed the NC territory.
● Authored and implemented a new company website, incorporated S.E.O. and analytic functions.
o The website has directly helped bring us $60K in new business in 6 months averaging 160 users/week.
● Revitalized our social media approach yielding triple digit increases in our viewer response rates.
o Upgraded our LinkedIn home page and more than doubled our followers.
o Implemented an electronic newsletter averaging a 24% readership rate among approx.1375 recipients.
● As a team, acquired 46 new and reactivated 17 dormant accounts totaling $460K in new business this year. My direct acquisitions were 16 and 10 of each account type totaling $275K in new business this year.
● Obtained $130K order (new machine project) from one of the new accounts.
● Obtained 2 large new distribution customers extending our geographic sales reach, annualized business will be worth approx. $140K.
● Partnered with 2 new OEMs with whom we will serve as Authorized Distributors, and improved relationships with 9 other OEM partners.

Duff Norton

A $43M division of Columbus McKinnon ($800M global company). The leading manufacturer of mechanical actuators, linear actuators, electric cylinders, acme and ball screws, engineered linear motion systems, and rotary unions.
● Doubled total volume which grew to $2.7M, managing all sales efforts outside of the USA and Canada.
● Reported to the Director of Sales and Marketing, functioned with a high level of autonomy. Dual functions as Product Manager during the first two years.
● Achieved new annual revenues of approx. $585K through establishing new distribution relationships in parts of Europe, Middle East, and Latin America which were previously un-covered.
o Attended the 2018 EPTDA convention in London to help establish new European distribution partners.
o Traveled extensively in the UK, Europe, Mexico, South America selling to direct Global / OEM accounts, assisting the sales efforts, training our distribution partners, and attending / exhibiting at trade shows.
● Leading role in obtaining 2 large orders in India worth approx. $700K total.  Worked with each customer from design specifications through to the terms and conditions negotiations. 
● Achieved the best year ever (FY 2020) for our company in South America with sales totaling $180K, primarily driven by one complex and large order worth $90K.
● Obtained new OEM account in the APAC, worked with them completely through the design stage to order placement.  Annual volume was $80K.
● Directly obtained a $500K order, FY 2016, via renewing a relationship with a Malaysian based logistics supplier from design specifications through to terms and conditions negotiations.
● Directly obtained a $100K order, FY 2016, from a new Canadian based stage and theater customer.
● Researched and implemented documentation and shipping procedures for the new North American USMCA/CUSMA agreements, and the new US Gov’t EAR 99 trade compliance regulations.

International Sales Manager

● Managed all functions for 25 direct reports: 7 direct sales representatives, 4 manufacturers sales representative organizations (2-5 associates each), 2 marketing associates, and 2 product managers.
● Developed and implemented a long-term global sales and marketing plan achieving $41M sales and 8.5% annual growth by augmenting our strengths and refocusing our efforts into new vertical markets. 
● Refocused the sales team's new account acquisition efforts realizing 8% growth in 5 months.
● Performed annual reviews for all department personnel and created new compensation plans for the sales team.
● Established very effective and accurate (80%) sales Funnel Reporting and Sales Forecasting tools from a manual system.
● Increase website traffic 17% in 5 months, and generated over 1200 new website literature downloads by implementing a new marketing campaign via trade magazine ads, E-blasts, a new LinkedIn company page with regular L.I. press releases, and updated Google Adwords / S.E.O.
● Experienced domestic US/Canadian and international business traveler to many European, Asia-Pacific, and Latin American countries with many global contacts.

Director of Sales and Marketing

●  Increased company sales 16% over 3 ½+ years, to $37+ Million – an all time company high.
●  Responsible for 2 Product Managers as direct reports.
●  Served as National Key / Strategic Account Manager for accounts such as Motion Industries, Grainger, Applied Industrial Technologies, MSC, B.D.I., Alcoa, Valmet, Northrop Grumman, etc… with sales volume $1M – $9M each.
●  Manage all company product offerings: System Technology products, Motion Technology products, and Processing Technology products.
●  Directly obtained and managed the company’s largest single customer via distribution, $1.3M in annual sales.
●  Supervised the introduction of 2 major product line introductions: DWA Rotary Union, CMLA actuator line now contributing $400K in combined revenue within the first 1 ½ years, and 30% in GM profits.
●  Led a cross-functional team to re-engineer the imperial Mechanical Actuator product line.  This generated approximately 10% savings and the ability to compete for new business improved – they were the market leader.
●  Subject Matter Expert (S.M.E.) for our 2011 SAP operating system integration.  Served as the corporate plant-level coordinator for “Order to Cash” not only for our facility but also future sister company implementations.

Business Development Manager

As Product Manager responsible for several product lines accounting for 65% of the company's business. Job responsibilities were approx 1/3 each: Marketing, Sales support, Product development.
●  Frequent travel with the sales team to visit key accounts.  Sales grew by 36%.
●  Developed and introduced 3 new major product lines: SuperCylinders, metric Mechanical Actuators, and Acme & Ball Screws & Nuts.  Product life cycle management tools included 20+ step ISO Product Development, Voice of Customer input, and StageGate development processes with the volume now $2.5M and 35% GM annually.
●  Lead a cross functional team to re-engineer our largest product line to improve costs, and production efficiency.  Cost reduction savings added up to nearly $2M annually.
●  Established a new corporate/marketing visual identity applied to all advertising and literature, and lead the effort to overhaul the company's website.  
●  Traveled extensively in Europe, India, and APAC to help grow product sales 30%.
●  Played a leading role in the acquisition of our largest European competitor (evaluation, due diligence, and integration) with $33M in annual volume.
●  Enhanced complete system sales for all product lines by re-engineering and providing competitively priced accessories which complement our product offerings which added $1.4M in annual volume.
●  Re-engineered products designed for the Aluminum industry and led the company efforts to re-claim lost global market share.  Added $1.5M in volume within 2 years.

Product Manager

Strickland and Company Marketing

Account management and new business development. Bringing new accounts to the marketing agency, planning their marketing activities, and then overseeing the development and implementation of those activities including advertising, print and electronic sales collateral, website production, marketing research activities, etc...  Specific focus on industrial products.  Extensive traveling throughout the south east.  Customers included GE Heat Exchangers, Parker Hannifin - Zenith Pumps Div, Apollo Valves, IKA Works Mixers, Fischbein Conveyors, and more.

Business Development / Account Manager

Shorey and Associates Marketing

Account management and new business development.  Bringing new accounts to the marketing agency, planning their marketing activities, and then overseeing the development and implementation of those activities including advertising, print and electronic sales collateral, website production, marketing research activities, etc...  Served industrial, consumer, and hi-tech accounts.  Extensive traveling throughout the south east.  Customer's included GE Lighting, Schlumberger Flow Meters, Fluor Daniel, Beers/Skanska Construction, Patterson Pumps, Tranter Heat Exchangers, Staubli Robots and Pneumatics, Rexam Mulox, and more.

Prior experience in Retail management and purchasing available upon request.

Account Manager

Sales and Marketing Manager at Paletti

Sales manager with 15+ years’ experience. Having managed a sales team with annual sales of $43M sales in industrial products and across most industrial segments, directly and through distribution, for both small and large ($800M) corporations. Able to travel as required.

Skills include:
Sales Team Management,  International Sales Management, Territory Sales Management
Marketing (Print & Digital),  SEO Management,  Product Development and Life Cycle Management	
Microsoft Office products,    SAP ERP System,   Customer Relationship Management (CRM software)

Industrial segment experience includes working with products and companies in: Food and Beverage, Medical and Pharmaceutical,  Power Generation,  Water and Wastewater,  Defense,  Aerospace,  Steel and Aluminum,  Pulp and Paper,  Chemicals,  Rubber and Plastic, Oil and Gas,  Mining and Aggregate,  Rail and Road,  Robotics and Automation,  Material Handling,  and Maintenance and Repair.

Cell: 980-875-8327
Email: cbuie0416@gmail.com

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Andy Paul

Charles A. Buie, CBC

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