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pushy.
self-interested.
lazy.
untrustworthy.
clueless.

This is what buyers are saying about us as sellers.

Unfair? Of course.

But this reputation didn’t materialize out of thin air.

THERE IS A BETTER WAY.

WE BELIEVE

humans are irreplaceable in B2B selling.

Sales is a human business and we must become much better at selling to humans.

WE BELIEVE

buyers still want and need the assistance of sellers.

What they are rejecting are self-centered, salesy sellers that are solely focused on what the buyer can do for them; sellers that don’t add value and waste their time.

WE BELIEVE

pushy, salesy behaviors are learned, not innate.

They’re behaviors that sellers acquire from sales training and sales leaders. It’s time to stop telling sellers that it’s okay to act this way.

IT’S TIME.

TIME TO

reject negative sales behaviors that don’t serve the best interests of buyers or sellers.

Buyers resist them. Sellers hate doing them. They don’t enable sellers to become the best version of themselves. They don’t help sellers help their buyers.

TIME TO

redefine the job of sellers to align with the goals of buyers.

The job of sellers is not to persuade a prospect to buy their product. The job of a seller is to use connection, curiosity, understanding and generosity to determine what is most important to a buyer and then help them get it.

TIME TO

replace outdated rewards systems that incentivize salesy and limit growth.

Sales-centric, quota-based incentive systems are ineffective relics of a past era. Incentives should be based on how well sellers are helping buyers achieve the outcomes that are most important to them.

It’s time to sell without selling out.

When you start #SellingIn YOU become the reason your buyers decide to buy from your company.

Not your product.

Not your company.

YOU.

And your moment is now.

Ralph Barsi

Amanda Lewis

"Death to Salesy!"

Dave Brock

"We've always known selling is about people connecting with each other to solve problems. It's about time we put the humanity back in selling.! Great book Andy!"

Drew Neisser

"It is definitely time to sell without selling out!"

Brandon Fluharty

"Essential reading for EVERYONE in Sales!"

Lonnie Harmon

"I wish I'd seen this 25 years ago."

Bill Sherman

"It's definitely time to rethink how we sell and how we lead sales teams! All too often, it's a miserable experience for the buyer and the seller!"

Michael Tuso

Joe Wisniewski

Daniel Undale

"This will absolutely change buyers perspective about Sales Professionals. Amazing work, Andy!"

Bridget Gleason

"I'm all for selling in not selling out!"

Charles H. Green

Chris Decker

Peter Winick

Amy Hrehovcik

"Hear, hear!"

SIGN THE MANIFESTO

Join the hundreds of people who have committed to abandon ineffective salesy behaviors and stop Selling Out.

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