Summary: A pleasure to welcome Andy Paul, who is the author of Zero-Time Selling, and the principal and founder of Zero-Time Selling, Inc. SHOW NOTES: On the show, we discussed the following topics: 1. What exactly is zero-time selling? 2. How to sell with the sharp end of the stick (meeting customer needs faster). 3. Speed kills competition, right? Andy shares why his approach is different, and his theory on why there are SLOW sales cycles... 4. The importance of information content as a part of your sales process. But also, don't forget about context. 5. The importance of a CRM, and its role in the sales process, and collecting "company treasure," the data. And why too many sales reps see no value in a CRM. 6. The importance of the human touch. 7. Andy says do everything now. And he explains why. ["Later lives on the same street as never."] 8. "A sales lead is like a lottery ticket." 9. Andy shares some hints and tips on making good sales hiring decisions. Testing, he claims, is very important. You can learn more about Andy Paul, and the book, Zero-Time Selling, here. You can purchase the book below (affiliate link): ### If you enjoyed this show, and want to learn from more sales leaders like this one, subscribe to our podcast on iTunes here. It would be greatly appreciated if you would leave a customer review - and a positive rating - too!
