How 'The Right to Win' builds high-performing sales teams
Andrew Phillips is the Co-founder and Director of ImpactWon. Offering business and sales consultancy, ImpactWon has aided many businesses by improving their sales infrastructure right down to its philosophy.
In this episode, Andrew recounts his journey as a salesman from his experience as a persuasive police officer, in scuba diving, and tech. He discusses the similarities and differences of sales and marketing, why sales gets such a bad name, and how to open and close deals. Finally, Andrew shares what makes a good salesman and ImpactWon’s ‘Credibility, Capability, Commitment, Control’ framework for the best sales practice.
Key lessons from the podcast
Sales Is About Trust, Not Tactics
Andrew challenges the idea that sales is about pressure or persuasion tricks. His journey—from policing to tech—shows that the best salespeople focus on credibility first. When trust is established, selling becomes a natural progression of a conversation, not a forced outcome.
Sales and Marketing Play Different but Complementary Roles
Andrew breaks down a common misconception: sales and marketing are not the same job. Marketing creates awareness and interest, while sales is responsible for opening the right conversations and guiding them to a decision. Confusing the two leads to broken pipelines and poor results.
Great Salespeople Follow a Repeatable Framework
Rather than relying on charisma, Andrew highlights ImpactWon’s Credibility, Capability, Commitment, Control framework as the foundation of consistent sales performance. This structure helps salespeople open and close deals with clarity, confidence, and integrity.
Check out the full episode in your podcast app now:
Spotify: https://bit.ly/44XZtGh
Apple Podcasts: https://bit.ly/44WznTZ
The Bottom Line: bit.ly/42earEH
