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