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The Win Rate Podcast with Andy Paul
The Win Rate Podcast with Andy Paul

The Win Rate Podcast with Andy Paul

The world's best conversations about B2B selling happen here. This exciting new podcast from Andy Paul, the creator and host of the Sales Enablement Podcast (with 1200+ episodes and millions of downloads) is focused on the mission of helping increase your win rates by winning a bigger percentage of the deals in your pipeline. In this unique round table format, Andy and his panel of guest experts share the critical sales insights, sales perspectives and selling skills that you can use to elevate your sales effectiveness and create the buying experiences that influence decision-makers to buy from you. Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Available Episodes 10

There can be a lot of petty infighting and finger pointing among sales teams. Sometimes you're left wondering if management is helping, hurting, leading, or confusing. On today's episode, Andy welcomes his friends Ralph Barsi, VP of Sales at Kahua, Richard Harris, author and Founder of Harris Consulting Group, and Mitchell Kasprzyk, VP of Sales at Compyl.

The panel discusses the importance of performance metrics, sales process adherence, the double-edged sword of AI in sales, and Andy's full head of hair. They explore the need for innovation, creative problem-solving, the generational differences in sales coaching and learning, tech to enhance sales strategies and outcomes, and reassessing accountability for leadership and teams.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate. 

In this episode of the Win Rate Podcast, Andy welcomes Brian Dietmeyer, CEO of CloseStrong.ai, Ruben Castaño, CEO of Revegy and 6Connex, and Sinjin Craner (Managing Director, Agrarian Rural Marketing) to discuss sales effectiveness and the buyer experience. The discussion explores leveraging AI for precision selling, emotional intelligence in sales, and the need for non-assumptive, buyer-centered approaches. The guests emphasize the importance of integrating technology with human skills to enhance sales strategies and the overall effectiveness of sales processes.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

  Transcript:
Hi friends, welcome to the win rate podcast. I'm your host, Andy Paul.  Now this is Brian Dietmeyer.  And Brian is one of my guests on this episode of the win rate podcast.  Brian Dietmeyer is the founder and CEO at Close Strong. My other guests today for this discussion about sales effectiveness, the buyer experience and improving your win rates are Ruben Castaño.

Ruben is the CEO at Six Connects and to keep me very busy, he's also CEO at Reviji. Also joining us as Cinch and Craner. Sinjin is the founder and managing director of Agrarian Rural Marketing.  Now, one listener note before we jump into today's discussion, if you enjoyed this show, please do me a favor, take a second now before we begin to rate and review this podcast on Apple Podcasts.

It helps us to get discovered by even more professional sellers just like you who are looking to take their careers to the next level. So, thank you for your help with that, and if you're ready, let's jump into the discussion. 

Okay, friends, that's it for this episode of the win rate podcast. First of all, I want to thank my guests, Ruben Castaño, Sinjin Craner, and Brian Deetmeyer for sharing their wisdom and insights with us today. If you enjoyed this episode, please subscribe to this podcast, the win rate podcast with Andy Paul on Apple podcasts, Spotify, or wherever you listen to podcasts.

Again, thank you so much for investing your time with me today. Until next time, I'm your host, Andy Paul. Good selling everyone. 

 

Hi friends. 

 Welcome to another episode of the win rate podcast. I'm your host, Andy Paul, joining me another.  Excellent cast of experts joining us to talk about sales. Give everybody a chance to introduce themselves here. We'll start with you, Ruben.

Sure. I'll kick it off here. My name is Ruben Castano. I'm CEO of refugee. We're a sales enablement account planning tool. We are owned by Dora Holdings, which is a software company outta San Antonio, Texas where I reside from. And it's Dora Software is an aggregator of of SaaS based organizations.

We're at 18 companies of refugee being one of them. So. So, it's a small growing organization, and sales is always top of mind, so hopefully I can provide some color for today's conversation.

Brian

Brian, let's go with you.

CEO of Close Strong. We're a relatively new VC backed startup, and we do something called precision guided selling, which is really leveraging AI  and modern software to guide sellers kind of through every stage of the sales cycle. 

Okay. Yeah, we definitely want to dive into that and joining us again. Gosh, you've been here a couple of times, at least Sinjin Craner.

Yeah, thanks, Andy. Thanks for having me back and putting up with me. I'm Sinjin Crane. I run a business called Agrarian and I specialize in training rural salespeople in psychology. So anyone that's selling to farmers, so probably a little bit different from maybe a normal guests and I'll try to keep up. 

All right. So, I mean, we'll go back to you, Brian is so just finished recording another episode of this right before we joined here and we're talking a lot about  The role of AI in B2B sales, which is the topic du jour these days on most conversations around is, so tell us a little bit what you're doing and where you think the real, you know, most effective role, let's say of AI in B2B sales.

So it's funny, because I just had this similar conversation. So the one thing about, AI is enabling technology to allow us to scale stuff we couldn't do in the past. In my past services business, we did a lot of deal coaching. It's very difficult for me to scale. Super expensive for my customers. And it was always frustrating.

We did training in deal coaching and I was frustrated because they love the training, but how much did people use it after we left? We knew the one to one coaching made a huge difference, but difficult to scale, expensive for the client. So AI is really the enabling technology for us to scale. You know, that one to one in, in a kind of cost effective manner.

I, you know, I will add, and Gartner just came out with a report on this.  You know, what we're building is just to confuse things. There's AI and now there's IA, intelligent applications. And so if anyone's interested in this subject, you can do a quick search on a Gartner, the demand grows for intelligent applications, which is basically kind of modern software that's sprinkled with AI. to make it smarter and cooler throughout the process. So we didn't even know there was a name for what we were building until Gartner came out with this report. So that's it's not your pure LLM in the typical sense of the word that takes a year to have advocacy, but with intelligent applications,  I think a lot of people are struggling to say, yeah, but what's the real useful application.

And I think IA is going to help make stuff more useful. 

So before I let you go on that is, so how's that being useful for you

So it's,

in terms of your 

yeah, so, so what we do in the simplest sense is we curate best practices. Think about your top performers some of your top senior leaders from qualifying to who should we be talking to? What should we be talking to them about? What kind of discovery should we do? How do we map to different competitors? We curate all that information and put it into the AI. What's happening is every rep has this one on one guide to say, okay, I'm qualifying this opportunity and it's giving them actual qualification opportunities that drive win rate, you know, drive renewals same kind of thing to say, all right I'm stakeholder mapping.

Here's the exact titles you should be talking to that sort of thing. I'm going up against this competitor. Okay. How do I fare against this competitor? And it's using. The traditional software kind of pushes that curated best practice in front of the rep, and then the A. I. Can manipulate it to, for example, push out custom discovery questions, right?

Say, All right, we've mapped out. Is it qualified? Are you talking to the right people? Can you compete? And now what do you need to know? And this is Where it switches over into AI and AI analyzes all that and says, here's seven or eight really high yield questions for these specific stakeholders to, you know, de risk the deal, fill in some of the stuff you don't have in later stages, it will help package solution configurations that match that customer needs.

So it's at several AI  takes the curated data and manipulates it and gives it back to the rep in a way that, like, boom, here's something you can use right now. 

Interesting.  Yeah, I mean,

Is that what your product represents today, Brian, or is that how you're, that's how you're u...

Today Andy welcomes another group of sales experts, including Mark Cox, Founder of In the Funnel Sales Consulting,  Keith Rosen,  a top global sales coach, and Paul Kleen, CEO of Pitchit.  The group discusses the challenging role of sales leaders in balancing customer engagement, team management, and executive expectations. They emphasize the importance of managers in fostering a coaching culture to drive consistent sales outcomes, and share insights into the integration of AI in sales processes. They also dig into unrealistic sales quotas, the evolving landscape of B2B sales, and the need for a buyer-centric approach.

 Today Andy is joined by two all-star guests, Alan Versteeg, Global Chief Revenue Officer at Growth Matters, and Andrew Barbuto, author of 'Top Sales Producer: How to Crush Your Sales Quota.' They start right off diving into a discussion of the core principles of sales effectiveness and improving win rates. They share insights on the importance of mindset, the pitfalls of relying too heavily on CRM systems, and the crucial role of frontline sales managers in coaching and guiding sales professionals.  

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the Win Rate Podcast, Andy is joined by two sales experts, Philip Lacor, CRO at Airbase and St John Craner, Managing Director at Agrarian Rural Marketing. They look at the different aspects and importance of trust, consultative selling, and balancing AI with emotional intelligence. They dig into sales efficiency, achieving quality discovery, the critical role of sales leadership, and empowering sales teams through genuine interactions and ethical guidelines.


Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy is joined by an outstanding panel of sales experts including Jarron Vosburg, VP of Growth at JumpCrew, Jonathan Bregman, Founder and CEO at Yess, and Andrew Barry, Founder of Curious Lion. to explore the integration of sales and marketing, founder-led initiatives, and the evolving impact of AI on B2B sales. They look at different sides of the AI tools vs traditional strategies argument, personalized and scalable approaches, and the role of intent data in sales performance. They give practical advice on engaging high-value prospects, leveraging LinkedIn, and the importance of authentic content creation for early-stage companies.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy is joined by a panel of sales veterans,including Teri Long, author, speaker, and VP Global Revenue Enablement Mindtickle, Jeff Winters, CRO of Abstrakt Marketing Group, and Haris Halkic, Founder of SalesDaily.co. 
Andy leads off wondering why people in SaaS sales aren't more freaked out about win rates in the high teens. The group explores the crowded nature of the sales market, an influx of VC money, and other external and technological changes that may contribute to this issue. They also discuss the importance of personalized instruction, how sales enablement can improve seller performance, the need for training in human skills and understanding buyer behavior by possibly taking some lessons from old-school sellers, while highlighting the vital role of sales managers in providing impactful coaching. 

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the Win Rate Podcast, Andy welcomes another all-star sales pro panel with David Ruggiero, Founder of DR Sales, Samir Jahak, CEO of SalesMotion, and David Connors, CEO of The Swarm. They begin with the challenges of complacency in SaaS sales, the impact of technology, effective sales strategies, the importance of relationships and trust, outcomes over activities, the need for sellers to prioritize winning and closing deals, and the shift towards more personalized and multi-threaded conversations with buyers. They continue digging into the role of management practices, fostering personal seller growth, and leveraging AI and networks to boost win rates.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the Win Rate podcast, Andy is joined by guests Nate Nasralla, Co-Founder at Fluint, Mitchell Kaspersky, VP of Sales at Compyl, and David Fouser, VP of Sales and Marketing Strategy. They discuss sales effectiveness, and the best ways to challenge sales "norms," including the importance of understanding customer needs, the value of vertical specialization, strategies for successful team collaboration and how selling from a place of detachment can lead to better outcomes. They also share insights on how to develop better judgment in sales, the pitfalls of over-relying on processes, and the critical role of curiosity and creativity.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy welcomes another blockbuster panel of sales pros including, Arup Chakravarti,Sales Enablement & Operations Leader, Sales Enablement & Operations Leader Barbara Weaver Smith, and Amy Hrehovcik, Fractional Sales Enablement Director at CROP, and host of the Revenue Real Podcast. They talk about the concept of selling based on pain points and whether it is effective and explore the idea that focusing on pain may not always be the best approach and that understanding the buyer's goals and opportunities can be more valuable. 

They also discuss the importance of identifying the buyer's motivation, whether it is driven by positive outcomes or risk aversion and highlight the need for emotional intelligence and adaptability in sales conversations, the challenges of selling to large companies and the importance of mitigating risks for buyers and conclude with a discussion on the need for a shift in sales strategies and the importance of creativity and relationship-building in engaging with buyers.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.