In our final episode of Season 2, Fergal is sitting down with Andy Jaffke, VP of Sales, coach, and co-author of Teams Win Championships.
With over 30 years in the sales world, Andy shares how he leads a high-performing international sales team while staying committed to his health, his family, and his passion for coaching.
They talk about time management systems, strategic account planning, the power of AI tools like Gemini and CoPilot, and what it really takes to build trust with clients.
He also shares the inspiration behind his book and what it was like to co-write it with four other individuals.
Timestamps
00:00 Introducing Andy Jaffke
01:17 Managing a large sales territory
03:55 Balancing work and personal life with the Top 3 Planner
07:33 Using AI (CoPilot, Gemini) to support sales
09:15 How Andy makes time for coaching every week
12:14 Building a competency-based sales framework
14:32 Strategic account planning and management
18:46 Building trust and intimacy with clients
20:28 Strategic account planning and QBR
23:00 Writing Teams Win Championships
27:58 Sales principles that still stand today
30:52 Embracing Gen AI in sales
34:05 Transitioning newsletter to Substack
35:54 How to attract more young people into the sales profession
37:09 Get in touch with Andy
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Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Andy:
LinkedIn: Andy Jaffke
Andy’s Newsletter: Substack