Selling with Purpose Podcast

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*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1165: The Evolution of SaaS Partnerships, with Barrett King

Thu, 11 Apr 2024 15:23:26 -0000

This week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed's revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integral to holistic go-to-market strategies. King also emphasizes the importance of building trust and brand awareness through partnerships that align with customer needs. Overall, the duo provides valuable insights into the evolving role of partnerships in driving sales and enablement strategies, underscoring the importance of building trust, mutual value, and interconnected ecosystems in today's business landscape.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Barrett King (Senior Director of Revenue, New Breed)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1164: Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt

Thu, 04 Apr 2024 16:04:00 -0000

In this week’s podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation, and action in sales. The discussion focuses on the top use cases for generative AI in driving team performance, highlighting the transformational role of technology in streamlining sales processes and enabling actionable intelligence.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Ryan Vaillancourt (VP of Sales, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1163: Using AI to Become Even More Human, with Joy Rowan

Thu, 28 Mar 2024 16:09:25 -0000

Don’t miss this one folks. It’s our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today’s best AI tools can help us really focus in on the human side of selling.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Joy Rowan (Vice President of Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

Thu, 07 Dec 2023 21:45:00 -0000

This week, we have our very own Alastair Woolcock and Howard Brown diving into the recent changes in the realm of email communication, sparked by Yahoo and Google. Their discussion centered on the significant implications these alterations hold for go-to-market strategies worldwide, highlighting the role of email as a platform for personalized communication, shifting away from the outdated "spray and pray" method and leveraging AI-driven tools to ensure relevance and value in customer interactions. Tune in to hear these leaders discuss the necessity for companies to adapt their outreach strategies to align with these changes and how AI can help.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1148: Cracking the Code of B2B Sales, with Michael Litt

Wed, 29 Nov 2023 10:42:15 -0000

Welcome to Part 2: Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Michael Litt (Co-founder & CEO, Vidyard)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1147: Cracking the Code of B2B Sales, with Michael Litt

Thu, 26 Oct 2023 10:00:00 -0000

This week, Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Michael Litt (Co-founder & CEO, Vidyard)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1095: Master Proposal and Negotiation Avoidance with Mike Bosworth

Tue, 24 Oct 2023 10:00:00 -0000

Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.

He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate.

HIGHLIGHTS

Proposal avoidance: Confirm all details in the pre-proposal review
Negotiation avoidance: The difference between cost and price justified
Don't negotiate with procurement

QUOTES

Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that."

Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.’"

Find out more about Mike in the link below:

LinkedIn: https://www.linkedin.com/in/mikebosworth/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1146 Transforming Sales Processes in the AI Revolution, with Darren Fay

Thu, 19 Oct 2023 10:00:00 -0000

AI is revolutionizing sales processes and changing the way we all do business. This week, Alastair and Howard are joined once again by Darren Fay, Director of Revenue Operations and Intelligence at Instructure, to talk about the potential of AI in forecasting, setting Ideal Customer Profiles (ICPs), and adapting to market trends while also considering the importance of embracing AI.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1055: Next-Level Sales Leadership, with Derek Jankowski

Tue, 17 Oct 2023 10:00:00 -0000

Derek Jankowski is the Vice President of Sales at ServiceCore. Which is a great example of a company that is using software to disrupt an industry that most people think of a decidedly low tech. On today's episode we dig into Derek's journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek's passion project, his side venture called Next Level Sales Leadership. Which is focused on helping new(ish) sales leaders get the knowledge and skills they need to be more successful, faster! Most FLMs are craving this type of support and we dig into what Derek is providing through his venture.

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1145: The Best Strategies for Putting Out RevOps Fires, with Darren Fay

Thu, 12 Oct 2023 10:00:00 -0000

Sometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, who transitioned from firefighting to Director of Revenue Operations & Intelligence at Instructure. Together, they discuss the urgent need for data governance in the face of burgeoning AI technologies and the pivotal role of revenue operations in the management of this data. From Darren's insights into strategic approaches to RevOps to a deep dive into the role of dashboards and data in driving behavior change, this episode is a must-listen for anyone seeking to navigate the intersection of technology, data, and business.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy

Tue, 10 Oct 2023 10:00:00 -0000

Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space.

HIGHLIGHTS

Getting in front of litigation lawyers and having more conversations
Researching and creating a sub-persona beneath the persona within the ICP
Cold call success: Research, a calm demeanor, and genuineness

QUOTES

Researching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tells about what they do vis-à-vis what my client does."

Creating a story using talking points from outsourced research Jim: "As the phone's ringing, I'm looking at the notes I already have, he was... on the John Gotti trial, and then I'm looking all these other points, and then I'm scraping that also and putting in it as a tag. So it's almost like a story of all these disparate pieces of information and the person who's making the phone call has to have the ability to take those disparate points and put it into a sentence."

Calm demeanor versus fast talking on a call cold Jim: "I'm not saying that somebody who's high energy can't be successful but I think that the person that's receiving a call or talking to somebody doesn't want to speak to a fast talker or the one that seems like the Diamond Jim. They want to talk to somebody who's genuine and having a calm demeanor and having a good conversation about what the situation is all about."

Find out more about Jim in the links below:

LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/
Twitter: https://mobile.twitter.com/socialseller1
Website (under construction): http://litigationconnection.com/
Phone: 708-629-9333

1144: Serving Up Sales Wisdom, with Mary Laudati

Thu, 05 Oct 2023 10:00:00 -0000

Serve, dig, set, spike, block! In this week's episode, Howard and Alastair are joined by Mary Laudati, a coach and seasoned expert in B2C sales consulting, to serve up her valuable insights on the art of customer engagement and effective sales strategies. They talk about the significance of building trust by respecting consumer preferences and acquiring good data. Mary also underscores the importance of personalization, quick responses, and passionate interactions to succeed in the dynamic world of B2C sales.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Mary Laudati (Coach & Sales Consultant, Mary Laudati Sales Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1143: How Notting Hill Can Improve Your RevOps Focus, with Charlie Cowan

Thu, 28 Sep 2023 10:00:00 -0000

In this week’s episode, Alastair and Howard are once again joined by Charlie Cowan (aka RevOpsCharlie), a renowned author and expert in Revenue Operations acceleration. Together, they delve into the transformative power of RevOps in modern business, emphasizing the critical balance between the external, customer-centric aspects, and the internal operational components. You will hear valuable insights into the agile approach needed to navigate the evolving landscape of sales, customer success, marketing, and AI, all while ensuring a seamless and engaging experience for customers.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1142: Revenue Rumble in the Jungle, with Charlie Cowan

Thu, 21 Sep 2023 10:00:00 -0000

In this week’s episode, Howard and Alastair dive deep into the future of revenue operations with special guest Charlie Cowan (RevOpsCharlie), author and Revenue Acceleration Expert. They explore the transformative power of AI and automation in sales, highlighting how these tools are reshaping the role of sales professionals and the importance of data organization. The discussion also emphasizes the value of curiosity and specialization in an evolving business landscape, making this episode a must-listen for anyone interested in the future of RevOps and AI in sales.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

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Selling with Purpose Podcast

1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent

Tue, 19 Sep 2023 10:00:00 -0000

Andrew Peterson and Spencer Dent are the co-founders of Clozd. In today's episode we're talking about the importance and value that companies derive from doing effective win/loss analysis. We all can use more data points to help us improve our ability to help our customers make decisions. To win more deals. And what better source of data is there than talking to your buyers, and prospective buyers, about what you can do to create a better buying experience? We dig into how Clozd conducts the win/loss analysis for it's clients, the sources of information it taps into. And we explore some of the big takeaways they've learned from the various win/loss analyses they've performed for their clients.

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

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Selling with Purpose Podcast

1141: Listener Q&A: Generative AI All Day

Thu, 14 Sep 2023 10:00:00 -0000

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success. Keep those questions coming!

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier

Tue, 12 Sep 2023 10:00:00 -0000

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness.

HIGHLIGHTS

A worthy goal is thrilling, important, and daunting
Draft your goals: Name the prizes and punishments
Change: Fix what's broken or amplify what's working?
Get motivation by understanding your worthy goal

QUOTES

Michael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a little bit."

Michael: "It's better when you draft it. The first draft is not going to be as good as the second draft is not going to be as good as the third draft. Don't get seduced into thinking your first goal is the real goal."

Michael: "If your brain spends too much time focused just on the outcome, it's actually demotivating because your brain is just not that good at telling the difference between what's happening and what you're imagining is happening. So if you spend your whole time visualizing hitting your quota or buying your house or whatever, at a certain point your brain goes, well, done. It feels like you've actually got this and you lose some of your motivation. It's bizarre but powerful."

Find out more about Michael in the links below:

LinkedIn: https://www.linkedin.com/in/michaelbungaystanier/
Personal website: https://www.mbs.works/
Corporate website: https://boxofcrayons.com/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen

Thu, 07 Sep 2023 10:00:00 -0000

In this week’s episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with product development, highlight the pitfalls of starting with features instead of customer objectives, and underscore the vital role of understanding and delivering on customer outcomes in achieving long-term success in the enterprise software space. This insightful conversation sheds light on how organizations can create meaningful and lasting value for their customers.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Derek Knudsen (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

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1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo

Tue, 05 Sep 2023 10:00:00 -0000

Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different.

HIGHLIGHTS

Simulations improve sales strategies
Change the perception: Tell stories and solve legitimate concerns
Coaching teaches how not to blow through red lights
Giving sympathy vs providing empathy
Find your differentiator that engages clients in your story

QUOTES

Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."

Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller."

Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy."

Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those."

Find out more about Jennifer and get her book in the links below:

LinkedIn: https://www.linkedin.com/in/jennifercolosimo/
Website: https://www.franklincovey.com/

Reach Howard in the link below:

LinkedIn: https://www.linkedin.com/in/howardbrown/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1139: Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap

Thu, 31 Aug 2023 10:00:00 -0000

This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kris Rudeegraap (CEO, Sendoso)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser

Tue, 29 Aug 2023 10:00:00 -0000

Drew Neisser is the Founder of Renegade and CMO Huddles, plus the author of an excellent new book, Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. On today's episode we talk about marketing and brand building, a subject we don't discuss enough on this show. I loved Drew's new book, in part because of the lessons it holds for sellers, but also because of how similar today's environment is for CMOs and CROs, like:

Everyone has an opinion on marketing
They have to work with limited resources and unreasonable expectations
Their bosses don't trust them
And they get fired frequently.
Sounds a lot like the sales world.

So, in this same vein, we dig into why Drew believes marketing has become more complicated yet rarely more effective. And why that applies to selling as well. We talk about why it's so important to synthesize your marketing and sales messaging down to eight words or less. Plus, we dive into why brands with clear and consistent messages are far more likely to get the sale than the ones who pursue a matrixed approach, and what that says about the right approach to Account Based Marketing.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1138: The Power of Personalized Gifting in Sales, with Kris Rudeegraap

Thu, 24 Aug 2023 10:00:00 -0000

This week, Alastair is joined by Kris Rudeegraap, CEO at Sendoso, to discuss innovative sales strategies with a focus on gifting and personalization. He emphasizes the importance of authentic and creative outreach, using data-driven insights to tailor gifts and messages to specific personas. The conversation also delves into shifting trends in sales behavior, the rise of mid-funnel engagement, and the growing role of customer success teams in driving revenue from existing customers.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kris Rudeegraap (CEO, Sendoso)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak

Tue, 22 Aug 2023 10:00:00 -0000

Meghann Misiak is the founder of The Path to President's Club, a training and consulting company. She is one of the rising new voices in sales that I like to feature on this show. She's part of the new generation of thought leaders and sales leaders who are shaping the future of selling and the sales profession. On today's episode we talk about a wide range of topics including the work Meghann is doing to train sellers how to harness the power of the MEDDIC framework to help them win more deals.

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1137: Reshaping Traditional Roles Using AI, with Maha Pula

Thu, 17 Aug 2023 10:00:00 -0000

In this week's episode, Alastair and Howard are once again joined by sales leader Maha Pula, the VP of Global Pre-sales at Cloudflare, to explore the evolution of sales roles in the era of AI and automation. They delve into the transformation of traditional functions like business development and customer success, emphasizing the shift from pushing sales to sparking exploration and adding value to customers throughout their journey with the help of AI.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maha Pula (VP of Global Pre-sales, Cloudflare)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1012: Pick Up The Phone and Sell, with Alex Goldfayn

Tue, 15 Aug 2023 10:00:00 -0000

Alex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what so many used to excel at: proactive phone calls to customers and prospects. The proactive phone call is defined by Alex as calling customers and prospects when nothing is wrong. And we dig into whether sellers are moving away from the phone or is it more about how the phone is being used these days. Plus, we dig into how sellers are using the proactive calling to drive revenue growth.

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1136: Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula

Thu, 10 Aug 2023 10:00:00 -0000

This week, Howard and Alastair are joined by Maha Pula, the VP of Global Pre-sales at Cloudflare, to talk about the evolving landscape of sales, highlighting the shift towards a customer-centric approach and the impact of automation and AI on the buying journey. They emphasize the need for organizations to adapt to the changing dynamics, considering tasks over traditional stages, and enabling buyers to engage with digital resources while offering human assistance when necessary. The conversation underscores the importance of understanding the buyer’s journey, optimizing processes, and preparing for a future where customer-led growth drives sales strategies.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maha Pula (VP of Global Pre-sales, Cloudflare)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1011: Sales & Leadership with Heart, with Jen Ferguson

Tue, 08 Aug 2023 10:00:00 -0000

Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the struggles of being a woman and a mom in the workplace she was proactively eliminating a portion of the market — the portion that might not be the best fit for her.

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1135: Creating the Human Touch in Tech Sales, with Maria Bross

Thu, 03 Aug 2023 10:00:00 -0000

In this week's episode, Alastair is joined by our very own Maria Bross, Revenue.io's Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely education and tension-building throughout the sales process. Maria's insightful anecdotes and expert advice shed light on the complex dynamics of modern sales, offering valuable takeaways for both sales leaders and professionals.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maria Bross (Director of Performance Consulting, Revenue.io)

Sponsored by:

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Tue, 18 Jul 2023 10:00:00 -0000

Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and achieve this by presenting insights to clients on the costs of remaining in the status quo. Jennifer also discusses their Challenger Loop and how surveys still work to provide feedback on deals they lost or are in danger of losing.

HIGHLIGHTS

The 5 sales mindsets and how Challengers challenge beliefs
Finding talent and retaining them by ensuring good fit
A no decision is NOT because of price or product
The Challenger Loop

QUOTES

Pairing your sales mindset with a methodology Jennifer: "I think Challenger is really about arming someone like me who is a Relationship Builder to rewire their brain to say, 'You don't have to be this person's best friend.' They're not going to buy from you because you took them out to lunch or you were super nice to them on the call. They're going to buy from you because they think you have insight that helps their business.”

Hiring questions to ask Challengers Jennifer: "What information, beliefs, assumptions lead them to believe that current state is good enough? And that's what I'm looking for. Are they looking at CEO podcast interviews? Are they watching content online? Are they a student of the customer? And then three, how would you think about reframing them through questions?"

Why "better" ends up as a no decision Jennifer: "My job as a seller is not to show why it's better. My job is to show the cost of an action. What is the cost of the status quo? Before I ever start going off about what I have to offer and what that looks like."

Find out more about Jennifer in the links below:

LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
Website: https://www.challengerinc.com/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1132: How to Supercharge Your Sales Enablement using AI, with Spenser Miller-Fellows

Thu, 13 Jul 2023 10:00:00 -0000

In this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze massive amounts of data and improve simulations. They also explore the shift from an inside-out to an outside-in approach in sales operations, the importance of recording customer interactions, and the potential of generative AI in enhancing sales strategies.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Spenser Miller-Fellows (Sr. Director of RevOps & Sales Enablement, Revenue.io)

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1058: Competence Over Experience, with Christine Rogers

Tue, 11 Jul 2023 10:00:00 -0000

Christine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course that highlights individuals who may not have the experience in SaaS but have proven, through actual work, that they in fact excel at sales. We unravel how their course provides this service free of charge and their 92% rate of success in placing reps in good standing.

HIGHLIGHTS

Aspireship: Finding competence and character over experience
Training on objection handling, Salesforce, and customer experience
Roleplaying tests detail-orientedness and its application
Teachers and the hospitality industry are good at sales
Helping talent acquisition find the best talent

QUOTES

Christine: "I believe that most sales leaders will tell you that some of their best hires they've ever made didn't look great on paper but they've done extremely well. And they're trying to replicate that over and over again. Like, how do I find more of those people that are the diamonds in the rough that nobody would give a chance?”

Christine: "The most interesting thing is watch them do the work and then look at the resume and you'll be surprised that they haven't had that experience, and watch them do it. They actually can. So we're showing and showcasing people in a totally different way and it's all through the product."

Christine: "We look at the 90-day mark. Are they in good standing? And currently, we're at 92% of our grads that we placed are in good standing in the companies that they're in at the 90-day mark. So they're in good standing, so I think that's a really important metric."

Christine: "If you've been in our space for any length of time, you know that there's some antiquated thinking that, in order to get great people that want to stay for any length of time, you're going to have to do something different."

Find out more about Christine in the links below:

LinkedIn: https://www.linkedin.com/in/christinerogers2/

Website: https://aspireship.com/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1131: Innovation vs. Regulation in the New World of AI, with Tom Davenport

Thu, 06 Jul 2023 10:00:00 -0000

In this episode, Alastair and Howard are once again joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the implications of regulating AI and generative technologies while avoiding stifling innovation. They explore the role of AI in augmenting human intelligence, creating efficiencies within businesses, and improving sales conversations. They also tackle the potential impact on jobs, students, society as a whole, and the global competitiveness of nations in the AI space.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tom Davenport (Author, Professor, and World-renowned Thought Leader)

Sponsored by:

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1030: How Long Should a Salesperson Stay in their Role? with Bridget Gleason

Tue, 04 Jul 2023 10:00:00 -0000

Bridget Gleason is the Chief Sales Officer at Util. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the motivators that keep your head in the game and your energy focused on the buyers. Plus, much more!

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Our Special Guest:

Bridget Gleason (Chief Sales Officer, Util)

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1130: The Push and Pull of Generative AI, with Tom Davenport

Thu, 29 Jun 2023 10:00:00 -0000

In this week's episode, Howard and Alastair are joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the transformative power of generative AI in various industries. They explore the practical applications of AI beyond software development, including its potential in healthcare, knowledge management, and answering customer queries. The conversation also delves into the challenges of implementing bespoke generative AI software and highlights the importance of integrating it into business processes for maximum value.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tom Davenport (Author, Professor, and World-renowned Thought Leader)

Sponsored by:

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1066: Be Social on Social Media to Generate Leads, with Tim Hughes

Tue, 27 Jun 2023 10:00:00 -0000

Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to present your LinkedIn profile to achieve this goal and how your digital territory is expanded through conversations. In terms of your content, post who you are and allow buyers to get to know you and what you stand for to create that connection.

HIGHLIGHTS

Social media should generate leads and meetings
Crafting a buyer-centric profile on LinkedIn
Create conversations to increase digital territory
The content you post is a reflection of your values

QUOTES

Tim: "We see social media as being able to give you two things. The first thing it should be giving you leads and meetings. The way that you go about your work on social media should be strategic. Everything you do, everything you post, everything, that comment that you write is to drive you to get leads or meetings."

Tim: "If your people aren't empowered and aren't prepared to be able to get those sort of things, that's the sort of level of money that you're leaving on the table. And that's going to your competition."

Tim: "All the research shows that people come to social media to be social and it's about striking at that conversation and, to grow your digital network, that's what you got to do, you've got to have conversations."

Tim: "What you post is who you are, and what you need to be doing is that you need to be encouraging, you need to be insightful, you need to be interesting. Even better still, entertaining."

Find out more about Tim and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/
Amazon book link: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012

Sponsored by:

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1129: Filling the Healthcare Gaps Using AI, with Kaylin Moore

Thu, 22 Jun 2023 10:00:00 -0000

In this week's episode, Alastair and Howard are once again joined by Kaylin Moore, the Director of Revenue Operations at Zelis, a leader in improving economic outcomes in the healthcare industry. They discuss the need for immediate action to combat the shortage of registered nurses lost during the pandemic, the potential role of automation in filling the healthcare workforce gap, and the importance of investing in technology to alleviate administrative burdens on doctors, nurses, and patients.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kaylin Moore (Director of Revenue Operations, Zelis)

Sponsored by:

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1004: Selling Big Deals and Making Big Money, with Brandon Fluharty and Howard Brown

Tue, 20 Jun 2023 10:00:00 -0000

Brandon Fluharty (VP of Strategic Account Solutions for LivePerson) and my frequent co-host Howard Brown (founder and CEO of Revenue.io). On today's episode we're talking about Brandon's speciality: selling big deals and making big money. Brandon's developing quite a following online among sellers who want to learn how to earn a 7 figure income. We dive into the key pieces of guidance and advice that he gives to sellers who are looking to make that step up in performance and earnings. We dig into how to structure big deals. And how to build the right team of support around you. Because no one wins deals on their own. It's a fascinating discussion and we get into all of this and much much more.

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1128: Diagnosing the Future: How AI is Revolutionizing Healthcare, with Kaylin Moore

Thu, 15 Jun 2023 10:00:00 -0000

In this week's episode, Alastair and Howard are joined by Kaylin Moore, the Director of Revenue Operations at Zelis, to talk about the healthcare landscape. They discuss the integration of AI in healthcare systems, the impact of generative AI chatbots on patient engagement, and the potential for improved cancer care through technology. They also explore the role of Revenue Operations in transforming the economics of healthcare and driving better outcomes through automation and streamlined workflows.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kaylin Moore (Director of Revenue Operations, Zelis)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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1043: Elite Sales Strategies, with Anthony Iannarino

Tue, 13 Jun 2023 10:00:00 -0000

Anthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in the sales profession. And I love the new perspectives he brings to the table because that's what we need. New ways of looking at old challenges.

Today we're diving into a new way of framing and assessing the value you bring to your buyers. Anthony calls it being One-up. You're in the One-Up position when your knowledge and experience benefits your clients, which makes your expertise invaluable. One-Up means seeking to solve the client’s problems, especially those beyond the scope of your prepackaged solution. The flip side of being One-up is being One Down. And Anthony shares what that means and how to avoid getting into a one down position relative to your buyers. We get into all of this and much much more.

More on Andy:

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Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

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1127: How Sales Consultants Can Transform your Business, with Richard Harris

Thu, 08 Jun 2023 10:00:00 -0000

In this week's episode, Howard is once again joined by Richard Harris, renowned sales consultant and founder of the Harris Consulting Group, to delve into the critical topic of when and why businesses should consider hiring a sales consultant. Richard sheds light on the pivotal role a consultant plays in shifting perspectives, validating existing strategies, and guiding sales teams towards improved performance. Discover valuable insights on choosing the right consultant and assessing the impact of their expertise.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Richard Harris (Founder, The Harris Consulting Group)

Sponsored by:

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848: How to Create More Diversity in Sales, with Sally Duby

Tue, 06 Jun 2023 10:00:00 -0000

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.

1126: The Impact of AI on Mental Health Today, with Richard Harris

Fri, 02 Jun 2023 10:00:00 -0000

In this week's episode, Howard speaks to Richard Harris, Founder of the Harris Consulting Group, to explore the impact of AI on mental health. They discuss the mixed emotions that arise from technological advancements and emphasize the need to balance AI with human interactions in the sales process. Additionally, they highlight the growing disconnect in a technology-driven world and stress the importance of fostering human connection and combating loneliness. Join them as they navigate the transformative effects of AI on mental health and sales, and advocate for preserving the human element in an increasingly automated society.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Richard Harris (Founder, The Harris Consulting Group)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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884: Mental Health and Sales Performance, with Chris Hatfield

Tue, 30 May 2023 15:07:00 -0000

Here's another great episode from the archives for Mental Health Month! Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in today's uncertain environment. Plus, Chris and I talk about tackling the stigma of mental health in the workplace.

Sponsored by:

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Combining Human Intuition and AI for Sales Success [Special RevOps Podcast Episode]

Sun, 28 May 2023 07:40:00 -0000

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tim Hudson (Chief Commercial Officer, TE Connectivity)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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923: Mental Health Awareness, with Howard Brown and Mary Grothe

Tue, 23 May 2023 10:00:00 -0000

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of Revenue.io) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In their conversation, Mary shares her sales and mental health journey. From her early successes and the demands she put on herself. To the expectations of other people that she felt pressured to live up to. And how she ended up in a very dark place.

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The Risks and Rewards of AI in Sales [Special RevOps Podcast Episode]

Sun, 21 May 2023 10:00:00 -0000

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tim Hudson (Chief Commercial Officer, TE Connectivity)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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1040: The Most Common Email Mistakes Salespeople Make, with Will Allred

Tue, 16 May 2023 10:00:00 -0000

Will Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with email. And how sellers can increase response rates. Plus, we get into the most common use cases and the most surprising use case for Lavender.

More on Andy:

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Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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The Oxymoron of Sales Forecasting [Special RevOps Podcast Episode]

Sun, 14 May 2023 10:00:00 -0000

Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately forecast sales, the quality of CRM data and how to avoid margin compression.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Barry Trailer (Partner, Sales Mastery, LLC)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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A Conversation with Jennifer Allen

Tue, 09 May 2023 10:00:00 -0000

Jennifer Allen is formerly Chief Evangelist of Challenger and now Head of Community Growth at Lavender. She's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io. Jennifer discusses the psychology of no-decision and why buyers who choose the status quo are actually making a decision, just not the one you want. She also gives an introduction to the Challenger Sale and the 5 sales mindsets they discovered, as well as gives tips on what sellers can do to ensure a buyer actually makes a buying decision. Jennifer also talks about The Challenger Loop to get quick feedback from the customer about what went right and wrong in the deal.

HIGHLIGHT QUOTES

A better product does NOT convince a buyer to make a decision- Jennifer: "[Better] is my least favorite word in sales now because I think it's the number one word that led to a lot of my status quo, no decision deals because what I failed to realize is people don't always want better. Like, good, in most cases, especially in markets like this, is damn good enough."

Show the buyer the cost of action - Jennifer: "One of the most eye-opening experiences is my job as a seller is not to show why it's better. My job is to show the cost of an action. What is the cost of the status quo before I ever start going off about what I have to offer and what that looks like."

ROI is not compelling enough to move away from the status quo - Jennifer: "I would talk about here's the ROI of changing; it's 15 times ROI. Guess who else is saying that? Every other vendor competing for that dollar. It means almost nothing.

And I'm not saying there's not a time and place for ROI, but compelling a business to exit the status quo is incredibly difficult. And just like the doctor's example, they need to feel that the risk of staying the same is actually far greater than the risk of change."

Find out more about Jennifer in the link(s) below:

LinkedIn: https://www.linkedin.com/in/jenniferallen1121/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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The Secret to Sales Excellence in the Face of Uncertainty [Special RevOps Podcast Episode]

Sun, 07 May 2023 10:00:00 -0000

The highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Ideal Customer Profile (ICP) and relentless qualification throughout the sales funnel as well as the significance of expanding footprints within existing accounts to weather the storm during challenging times.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Barry Trailer (Partner, Sales Mastery, LLC)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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942: Rules for Successful SDR/AE Relationships, with Ralph Barsi

Tue, 02 May 2023 18:13:00 -0000

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week.

Follow Andy:

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How to Use AI to Revolutionize Your Business Today [Special RevOps Podcast Episode]

Mon, 01 May 2023 19:37:00 -0000

How can organizations use AI today to improve their business processes and drive more revenue? On this episode of the RevOps Podcast, our hosts Howard Brown and Alastair Woolcock delve into the world of Artificial Intelligence. They discuss how businesses need to start thinking differently about AI, its role in augmenting human intelligence and how it can be used to empower sales and marketing teams. They also explore how AI can be used to generate content and provide real-time support to sales reps.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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1068: Grow Your Business Like a Weed, with Stu Heinecke

Tue, 25 Apr 2023 10:00:00 -0000

Stu Heinecke is an editorial cartoonist for the Wall Street Journal and author of How to Get a Meeting with Anyone and the newly-published How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth. Stu makes an analogy between sales and weeds (the dandelion, in particular), and shares his insights on how weeds use unfair advantages to grow and their innate aggressiveness to survive. He discusses several strategies like the Seed Strategy which explores every bit of opportunity to grow and the Vine Strategy which leverages a multi-channel approach to growth.

HIGHLIGHTS

● Grow like a dandelion in the middle of a cement divider

● The Vine Strategy and the Weed Mindset

● Cultivate unfair advantages for your business

QUOTES

Stu: "What do vines do but climb up on the things that are nearby and, by doing that, they end up reaching and really occupying the crown of the tree that they've climbed or maybe they're up on top of a building or fence or something, but they're always borrowing the infrastructure of others to gain dominant access to rain and sunshine, and the rain and sunshine here is sales and growth."

Stu: "When you watch what weeds do, they are aggressive and urgent and they're persistent and they're resilient and adaptive, and I would say even optimistic. So actually, those are the 6 characteristics that I listed in the book."

Stu: "The Weeds Model actually takes us through this process of 8 levels of examining what it is we can do to create new unfair advantages for our business."

Find out more about Stu and get his books in the links below:

● LinkedIn: https://www.linkedin.com/in/stuheinecke/

● Website: https://stuheinecke.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Driving Results with ABM and Intent Data [Special RevOps Podcast Episode]

Sun, 23 Apr 2023 10:00:00 -0000

How can you create an effective ABM motion that aligns different teams across the org? Alastair welcomes back Kamil Rextin (Founder & General Manager at 42 Agency) to discuss how to use intent data, attribution data, and ABM technologies throughout the lifecycle. They caution against relying too heavily on third-party intent data and recommend prioritizing first-party intent data whenever possible. They also discuss how to align various teams around ABM motions using low-tech approaches and other methods to personalize the customer experience.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1046: Trust and Inspire, with Stephen MR Covey

Tue, 18 Apr 2023 10:00:00 -0000

Stephen MR Covey is the New York Times and Wall Street Journal Bestselling author of The Speed Of Trust, a favorite book of mine. Today we're talking about his most recent book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. We get into the changes that have taken place, and that are taking place, that require us to rethink the very nature of leadership, and how it is exercised today. We then dive into the five emerging forces that are pushing this change forward. Finally, we explore the two most common management paradigms: the familiar Command and Control, favored by many sales leaders, and the Trust & Inspire paradigm.

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

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Sales Enablement Podcast

RevOps Podcast

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Is Technical Debt Killing Your Productivity [Special RevOps Podcast Episode]

Mon, 17 Apr 2023 15:10:00 -0000

Sales reps are more overwhelmed and overtooled than ever. Kamil Rextin (Founder & General Manager at 42 Agency) joins Alastair this week to share his insights on the current trend of platform consolidation and explains how to identify the right problems to solve in order to personalize your outreach. Tune in to also get Kamil's tips on how to avoid technical debt, segment your audience, and use the right tools for the job.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1074: Master the Basics of EQ and Empathy, with Dean Karrel

Tue, 11 Apr 2023 10:00:00 -0000

Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the things that will drive your success. He talks about emotional intelligence, learning empathy, and being authentic as defining characteristics of good salespeople.

HIGHLIGHTS

Master the basics: Your EQ separates you from the pack
Learning trust and empathy in sales
Always be learning as sales is constantly changing
Leading versus managing

QUOTES

Dean: "Focusing on the things that can separate you from everybody else–being ready for a presentation, working with you today, doing your research, planning and preparation, basic human relation skills. And I think this is not taught at the Harvard Business School. These are things that you learn through life."

Dean: "Again, that word EQ, emotional intelligence, wasn't discussed when we graduated from college, but I think it's the foundation of what good salespeople have versus those who are too salesy. The emotional intelligence is listening, showing empathy, and realizing that the buyer on the other side of the telephone or conference call or in person, they're in the same boat we are."

Andy: "Don't be a know-it-all, which I subscribe to, I think people need to be learn-it-alls, not know-it-alls. Especially for a sales role, you say ‘Don't take all the credit, share the wins’."

Dean: "Find out what really matters to you. Values, goals, priorities. I think that's what it's all about."

Find out more about Dean and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/deankarrel/
LinkedIn Learning: https://www.linkedin.com/learning/instructors/dean-karrel
Amazon book link: https://www.amazon.com/Mastering-Basics-Lessons-Achieving-Business-ebook/dp/B07S93KM4T

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Using Data to Ask the Right Questions [Special RevOps Podcast Episode]

Sun, 09 Apr 2023 10:00:00 -0000

The power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunications and managed services fields, and he shares his expert insights on using data to inform decision-making in a rapidly changing business landscape. Also, hear their advice on how to use data to track goals, ask questions, and make forward-looking decisions.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Todd Kane (President, Evolved Management Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols

Tue, 04 Apr 2023 10:00:00 -0000

Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies have this self-awareness, they have an openness to innovation that reinforces a growth rather than a fixed mindset.

HIGHLIGHTS

Sales training today and Garrett's shift to enablement
Everboarding for first-year salespeople
Teach a growth mindset: Innovation necessitates some failure
Coaching to ensure productivity while also preventing burnout

QUOTES

Garrett: "We want them to have more of a growth mindset than a fixed mindset. And when we go through discovery, we want to approach every conversation with genuine curiosity. That's what the most innovative companies do. They're curious. They try things out. They approach things not just with curiosity but also humility knowing that they won't have the answers."

Garrett: "At the base level, just being self-aware as a company is the very first step to understanding whether or not it becomes more of an investment in sales enablement, maybe in-sales training, maybe in-sales leadership so that managers have more of a handle on how to be there for their people in ways that go beyond just being a boss but being a leader."

Find out more about Garrett in the link below:

● LinkedIn: https://www.linkedin.com/in/garrettrafols/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

The Future of Sales Enablement & AI [Special RevOps Podcast Episode]

Sun, 02 Apr 2023 10:00:00 -0000

Everyone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the industry. We also talk about how AI can be used to simplify the data that sales reps have to deal with, and how AI can help change behavior and prioritize actions to make the most impactful change.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1086: Diversity in Sales Starts from the Top, with Cynthia Barnes

Tue, 28 Mar 2023 10:00:00 -0000

Cynthia Barnes is the Founder and CEO of the National Association of Women Sales Professionals (NAWSP), as well as the author of 2 books. She is a woman-in-sales influencer who helps women who sell B2B services reach the top 1%. Cynthia advocates change, and change needs to happen if the industry wants to have more high-achieving women thrive in sales.

Cynthia shares how change must start from the top and how the very culture of sales must adapt to truly welcome diversity. She unveils the shocking levels of sexism and racism in the workplace still happening today and the need to call it out. Otherwise, the status quo will persist and companies will miss out on the massive contributions people from other walks of life and cultures can bring to the table.

HIGHLIGHTS

Integrating more women in sales starts with sales leadership
Change sales culture to be outcome-based and welcoming of diversity
Confronting sexism and racism in the workplace
Tweaks, not drastic change, go a long way in integrating diverse people

QUOTES

Sales leaders must examine their culture if they want to hire high-achieving women Cynthia: "If you're looking for a trucker, you go to trucker.com. If you're looking for diverse female sales candidates, then let's have a conversation. So number 1, you have to go where they are. Number 2, before you even do that, you've got to think about your culture. If you're having beer drop Fridays and cornhole competitions and ping-pong and local events at happy hour, you have to look and see. ‘Does the majority of my female sales staff enjoy doing those things?’"

Fear is the driver of workplace status quos among managers Cynthia: "I would love for sales managers to say, here is your goal. How you get there, as long as it's legal, moral, and ethical, I don't care how you get there. But most managers don't trust enough to let that happen. It is the fear thing."

Combat isolationism in the workplace with onboarding tweaks Cynthia: "Onboard in pairs or groups of 3 so you start to form their little ERG, if you will, so that they don't go through the onboarding process alone. But the moment you have an onboarding class, let's say it's 10, and you have one black and you have one woman, and they're the only one, yes you've hit your diversity metrics, but how are they feeling about being welcomed into the company where no one looks like them?"

Find out more about Cynthia in the links below:

LinkedIn: https://www.linkedin.com/in/cynthiabarnes/
Website: https://nawsp.org/
Amazon author page: https://www.amazon.com/Cynthia-Barnes/e/B08JJBHYZ9%3F

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Sales Enablement: Nice-to-have or Need-to-have? [Special RevOps Podcast Episode]

Sun, 26 Mar 2023 10:00:00 -0000

Successful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology can help drive behavioral change on sales teams, as well as how to orchestrate content to align to different buyer stages.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1052: What's Changed in Sales? with Wendy Weiss

Tue, 21 Mar 2023 10:00:00 -0000

Wendy Weiss is the president at Salesology. And a leading expert on proactive outbound prospecting. In our conversation today we talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect with potential buyers. We dig into how human communication, in general, has been impacted by the pandemic. And what impact that has on how salespeople communicate with buyers. Plus, we explore the reasons why, since work has blended in so many instances with “real life,” it’s possible to see and be seen more authentically.

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Is Messy Data Damaging Your Business? [Special RevOps Podcast Episode]

Sun, 19 Mar 2023 10:00:00 -0000

The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1036: Imposter Syndrome Coaching, with Alli Rizacos

Tue, 14 Mar 2023 10:00:00 -0000

Alli Rizacos is the founder of Alli Rizacos Coaching. She is the Impostor Syndrome Coach. On today' episode we get into imposter syndrome and who it is most likely to affect. Then we explore the 5 different types, archetypes if you will, of impostor syndrome. You may recognize yourself as we explore what each of these are. For example, the perfectionist who's afraid that they aren't measuring up to expectations. Even when they are. And then we dig into how Alli works with people to help them overcome this challenge.

More on Andy:

Connect on LinkedIn

Pre-Order Andy's book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Revving Up your Go-To-Market Engine [Special RevOps Podcast Episode]

Sun, 12 Mar 2023 10:00:00 -0000

Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1038: Scaling Revenue and Sales Cycles, with Christina Brady

Wed, 08 Mar 2023 18:22:00 -0000

Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders.

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Every Obstacle Presents an Opportunity [Special RevOps Podcast Episode]

Sun, 05 Mar 2023 11:00:00 -0000

In these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insights on the changing landscape of sales and the strategies to help you stand out in the crowd. Alastair and Jeff also discuss the importance of alignment, proper segmentation, and how to personalize the selling experience for each customer.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1069: Read Digital Body Language for Personalized Conversations, with Maura Rivera

Tue, 28 Feb 2023 11:00:00 -0000

Maura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives to empower their sellers to meet these new challenges. Maura details how they read the digital body language of their buyers and the tools they use to have focused and personalized conversations with them.

HIGHLIGHTS

● Growing from EA to CMO and the role of mentorship

● Marketing at Qualified and tweaking the narrative

● Digital body language and the rise of the anonymous buyer

QUOTES

Maura: "I think enabling your sales team to shift their pitch a little bit to recognize the world around us is important. For instance, we just rolled out a new first called pitch deck and we are tweaking the narrative slightly to recognize the landscape around us and has your company been affected by any of this stuff? What are your priorities as you head into this new landscape?"

Maura: "We're making sure that ROI stories, customer success stories, glowing customer reviews are kind of at the fingertips for all of our sellers so that they can really fold those into the discussions and then making sure that those assets are public-facing and discoverable as well across our website, across our social channels."

Maura: "Our reps who have figured out the art of observing digital body language and having a thoughtful pounce, as we call it or greeting, we generate a ton of pipeline directly from our website. I would say over half of our pipeline comes from real-time website conversations using our own product."

Find out more about Maura in the link below:

● LinkedIn: https://www.linkedin.com/in/maura-rivera/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Belief is Your Superpower [Special RevOps Podcast Episode]

Sun, 26 Feb 2023 11:00:00 -0000

Confidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales, the importance of customer relationships, and how to achieve success without sacrificing creativity.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1037: B2B Secret Shopping, with Leahanne Hobson

Tue, 21 Feb 2023 11:00:00 -0000

Leahanne Hobson is the founder and CEO of Alinea Partners, a consulting firm that helps large IT companies assess and transform the buying experiences of their customers. On today's episode, Leahanne shares research on why 80% of CEOs believe they deliver superior customer experiences, but only 8% of their customers agree. We talk about why there's such a gap in the perceptions of the buyers vs the selling organization. Then we dig into why sales leaders seem to be so out of touch with the reality of how their buyers experience them.

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

How to Repair your Sales Operations [Special RevOps Podcast Episode]

Sun, 19 Feb 2023 11:00:00 -0000

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1125: Should I Even Try to Hit Quota? with Ralph Barsi

Tue, 14 Feb 2023 11:00:00 -0000

Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case?

Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers.

HIGHLIGHT QUOTES

The notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing."

Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors. Because I'm responsible now for every single head versus cohort so now I'm going to be skip-leveling all the time, which is very healthy in many respects. But, there's a lot of leaders out there who'll press on and get in your way and it's not always healthy."

Connect with Ralph in the links below:

LinkedIn: https://www.linkedin.com/in/ralphbarsi/

Website: https://www.ralphbarsi.com/

Give their band a listen: https://www.ralphbarsi.com/segue/

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

How to Repair your Sales Operations [Special RevOps Podcast Episode]

Sun, 12 Feb 2023 11:00:00 -0000

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Bridget Gleason

Thu, 09 Feb 2023 11:00:00 -0000

Bridget Gleason, previously Chief Sales Officer at Silk, is now an Advisor for the company and is also the Chief Revenue Officer at Util. In this episode, Andy turns the hosting duties to Bridget to discuss his book, Sell Without Selling Out.

They talk about being intentional in the steps that you take as a seller, knowing when to do something different, understanding the value that you can bring to your buyers, and other insights and key points in the book.

HIGHLIGHT QUOTES

You need to have the courage to try and do something different - Bridget: "We want salespeople who are accountable. I've always thought 'I don't want to be accountable to your way if I don't think it's right.' If you're telling me to do a certain way and I'm accountable for the results, that's a hard no."

Shaping generosity to help buyers achieve what's important to them - Andy: "It's also about helping them develop this vision of what success means for them. If you can play a role because you've built this trust-based relationship and play a role in helping shape this vision, you're influencing the choices they make."

Find out more about Bridget in the links below:

LinkedIn: https://www.linkedin.com/in/bridgetlgleason/
Website: https://www.principalpost.com/in-brief/bridget-gleason

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Anthony Iannarino

Tue, 07 Feb 2023 11:00:00 -0000

Anthony is the President and Chief Sales Officer of SOLUTIONS Staffing, an International Speaker, Sales Leader, and Author of Elite Sales Strategies. He talks about assessing the value that sellers can bring to their buyers and expands on the concept of being "one up".

Anthony also shares his insights on why sellers should be in more positions of leadership, communicating problems effectively in sales conversations, and holding on to learnings from one prospect or client to be better prepared for the next.

HIGHLIGHT QUOTES

Anthony on the need for outside perspective: "When you start thinking about this group thing where everybody believes the same thing and they've all got the same information, you're ignorant about most things. You have very little domain authority in just about anything and you have very little experience in everything that is known."

People have been quitting their jobs every month since the pandemic - Anthony: "You start looking at numbers like that and then you have 'the young people are great but they don't know how to do anything yet.' Do we need people who still know how to do things? Try to get the baby boomers to come back"

Find out more about Anthony in the links below:

LinkedIn: https://www.linkedin.com/in/iannarino/
Blog: https://www.thesalesblog.com/

Send a copy of your receipt for the Elite Sales Strategies Book to anthony@b2bsalestraining.com and get a bonus workbook!

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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RevOps Podcast

A Conversation with Bill Sanders

Thu, 02 Feb 2023 11:00:00 -0000

Bill Sanders is the CEO of Mobus Inc. and the author of Creative Conflict: A Practical Guide for Business Negotiators. He talks about negotiating as more of a creative process compared to how we normally perceive it.

Bill shares his perspective on the fact that negotiation is simply something most people don't enjoy. It's tense and conflict is almost always present. He also talks about the negotiating continuum and how sellers can go about each step in the process.

HIGHLIGHT QUOTES

Striking a balance between competition and cooperation - Bill: "Competition is always going to be there. Whether it's just between the two of us or from outside forces that are forcing us to compete in some way. Our take on negotiating is fairly simple. You do have to be able to defend your interest in a competitive negotiation."

Sometimes it can get so tense you'll have to leave the room - Bill: "A lot of being a good negotiator is being able to live with the tension and conflict. Not to be combative about it, but be pleasant about it, keep the tension and keep the conflict there and keep the discussion going until better ideas can surface."

Find out more about Bill in the links below:

LinkedIn: https://www.linkedin.com/in/wrsanders/
Website: https://www.mobusinc.com/
The Creative Conflict Book

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna

Tue, 31 Jan 2023 11:00:00 -0000

Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase.

Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo being an influential factor in the whole process. The duo then share advice on limiting the overindulgence of customer information requests.

HIGHLIGHT QUOTES

"No decision" is the decision to stick with the status quo - Matt: "Challengers are actually very good at showing the customer the pain of same is actually worse than the pain of change. They're very good at breaking the hold that the status quo has on the customer and we know that hold is very powerful."

Indecision is a very human problem and it isn't a new thing - Ted: "I think the question is how have we dealt with it. It existed in the mind of buyers but sellers more often than not would misinterpret that as always a status quo problem where we have one hammer and every problem is a nail that I'm just looking to keep going back to."

Connect with Matt and Ted in the links below:

Matt: https://www.linkedin.com/in/matthewxdixon/
Ted: https://www.linkedin.com/in/ted-mckenna/
Website: https://www.jolteffect.com/
The Jolt Effect Book

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with AJ Bruno

Thu, 26 Jan 2023 11:00:00 -0000

AJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale.

AJ shares his perspective on the circumstances when paying commission makes sense, as well as when it doesn't. Quota has become a lazy thing when it is arbitrary without factoring in a seller's aspirations, when sales leaders are not trained to handle it correctly, and when technology is not used to better serve customers.

HIGHLIGHT QUOTES

Create a comp plan based on value contribution - AJ: "If you're just putting together a comp plan because, well, that's just what sales teams do, then you're probably not looking at it correctly. However, if you're looking at the role and what that person does and their valuable contribution, and you're doing a little bit of experimenting and testing all the way, what you will find, because there's lots of studies on this that sales folks that put down their goals, that write down their goals, will have a more productive outcome. The challenge is you can't replace those goal settings with just a comp plan."

Provide clarity on the goals of the quota - AJ: "I do believe the goal of the quota and the target is really to create that aligned methodology, that A to Z selling, so that you know that productive person that you had, you know if they go through these checklist items, and this is how they sell, this is what their output will be at the end of any given period."

Connect with AJ through the link below:

LinkedIn: https://www.linkedin.com/in/ajbruno3/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1123: Hire for Culture Fit, Not Just Competency with Nigel Green

Tue, 24 Jan 2023 11:00:00 -0000

Nigel Green is the Founder of Business of Primary Care, CRO of Affirm Health, and the host of the Revenue Harvest Podcast. Companies that want to grow from 10 to 50 million in annual revenue need to effectively hire salespeople.

The team that got you to $10 million might look different to make it to 30 or even 50 million. Nigel discusses the biggest obstacles in hiring sellers and the biggest mistakes leaders make during the hiring process.

He also shares his 6 steps for selecting the right candidates, which measure culture fit just as much as competency, and gives actionable tips to ask out-of-the-box questions that reveal the character traits that you are looking for.

HIGHLIGHT QUOTES

Hiring based on fit is essential to build a top-performing sales team - Nigel: "I break it down into 3 Cs. So you've got competency, which is the stuff that they've used to done. Are they technically sound? Can they orchestrate a demo? Can they use technology? Do they understand the tech stack? Can they ask the right questions? All that's competency. And you have to be competent at that."

"But here's the catch and here's where a lot of leaders get wrong. They spend too much time on that and not enough of, do we have common ground? Do we have shared passions? Do they care about what this business does for our customers? Are they bought into how our company is uniquely positioned to solve a problem?"

Hesitations about a candidate during a reference call is a red flag - Nigel: "If there is any pause, it's a no. Even if it's a yes, if there's any pause, in my mind, I'm trying to walk myself out of a no. If it's a very quick, hey, Nigel, absolutely, I'd hire this person right now."

"If it's huh, well, yeah... I'm talking myself out of a no. What I've learned is that if it really is a yes, there's no hesitation in that reference whatsoever. They say absolutely, real talk, I will hire that person."

Connect with Nigel and get the Hiring Salespeople Course in the links below:

LinkedIn: https://www.linkedin.com/in/revenueharvest/
Website: https://www.nigelgreen.co/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

The Voice of Customer Insights [Special RevOps Podcast Episode]

Sun, 22 Jan 2023 11:00:00 -0000

The voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to discuss how to use the voice of the customer data to align company results. This data can show you where your customers are experiencing pain so you can build solutions accordingly.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Mallory Lee (VP, Revenue Operations, Nylas)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Jennifer Allen

Thu, 19 Jan 2023 11:00:00 -0000

HIGHLIGHT QUOTES

Find out more about Jennifer in the link(s) below:

LinkedIn: https://www.linkedin.com/in/jenniferallen1121/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1122: Win Deals and Create Top Teams Through Experiences with Brit Bartolini

Tue, 17 Jan 2023 11:00:00 -0000

Brit Bartolini is a Senior Enterprise Account Executive at Blueboard. She shares her initial reluctance to enter sales due to negative stereotypes, and her subsequent surprise that sales are actually a transfer of enthusiasm through storytelling.

She also digs into how it is to sell to sales and HR leaders and how recognition and incentives keep sellers motivated and fresh. Brit talks about using the 5 love languages in her selling and how stories about experiences create a bond in a primarily online sales culture.

HIGHLIGHT QUOTES

Give sellers experiences to recognize their hard work - Brit: "I'm going to take away that justifiability factor. Go do something nice for yourself because you pushed harder, you went above and beyond, and then come back and tell us that story because that story, as we know in sales, has a ripple effect. It makes people care, it makes people feel connected. It motivates others."

Cash is not the incentive to a winning sales culture - Brit: "When we're thinking about sales culture, especially as we turn our attention to a remote world, how are we building that connection? Cash isn't going to do that. If I sit in my room and feel isolated all day long making cold calls, and then my boss is like here's a $50 gift card for hitting your cold calling goals this quarter, yay? But I don't even know half of my team."

Find out more about Brit and Blueboard in the links below:

LinkedIn: https://www.linkedin.com/in/brit-bartolini/
Website: https://www.blueboard.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Lee Salz

Thu, 12 Jan 2023 11:00:00 -0000

Lee Salz is a sales management strategist and author of several books including Sell Different! and Sales Differentiation which helps sellers win more deals at the prices they want. Lee discusses why this is important especially when the differences between your product and the competitor's product are very slim.

Lee explains that how you sell is equally important as what you sell, if not more so. He shares how to sell to decision influencers, as well as the reasons why top sellers put their buyer's needs before their own. Lee also digs into the buying experience and how to ask horizontal and vertical questions during discovery.

HIGHLIGHT QUOTES

Create a matrix of outcomes to guide discovery meetings - Lee: "You reverse engineer the meeting and you start by asking yourself this question, 'It was a great meeting if I accomplished what?' Identify the outcomes that would make for a great discovery meeting. And if you think of it in terms of a matrix, the left-hand column, here are the desired outcomes."

"The subsequent columns are, what am I going to ask? What am I going to say? What am I gonna do before, during, and after the meeting to achieve each one of those desired outcomes? So what questions am I gonna ask? Only the ones that correlate with the outcomes on my list."

Horizontal and vertical questions for discovery - Lee: "Horizontal questions parallel the scanning process. They're scan questions, they're superficial questions to acquire some data points. But that's what the dentist is doing when he is going tooth by tooth, he's scanning. But then when the hook sticks, that's when the analysis happens and we don't do that enough. And that's what I refer to as vertical questions. Getting a complete picture, a 360-degree picture of that particular data point. A lot of times I see salespeople ask questions for one reason. You know what that is, Andy? To have something to write down."

Skills practice may seem like a drag but it is necessary - Lee: "Love me on payday. Love me when you make President's Club just like mom and dad made you eat your vegetables. That's what sales management needs to do with their salespeople and make sure skill practice is happening religiously."

Find out more about Lee and get his books in the links below:

LinkedIn: https://www.linkedin.com/in/leesalz/
Website: http://selldifferentbook.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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1121: Conversations on Change—Making a Business Case for DEI with Daniella Bellaire

Tue, 10 Jan 2023 11:00:00 -0000

Daniella Bellaire is the CRO at Diversio. There has been much progress in diversity, equity, and inclusion (DEI), but the real work is just about to get started. Storytelling is a powerful tool for sharing this message and Daniella shares how they use storytelling for Diversio's go-to-market.

Daniella digs into the challenges of making DEI a priority in companies, as well as its tendency to shake up the very culture of organizations. Andy and Daniella also talk about how DEI is actually good for business and how encouraging diversity creates better retention and job satisfaction overall.

HIGHLIGHT QUOTES

DEI is inevitable as a new generation starts taking over - Daniella: "You think about what's happening in the workforce... as boomers retire, who's coming in to fill these jobs? Who's coming in as top talent in the organization? Who is now going to be coming into these leadership roles over the next 5, 6, or 10 years? That's a generation that cares about equity and inclusion and diversity in the workplace."

Diverse teams produce better overall results - Daniella: "Teams that are more diverse, much higher likelihood to understand the target market and the demographics of who they're selling to. There's so many ways you can slice this. Companies that are more diverse are paying more fairly or are retaining higher levels of talent than ever before. Increased job satisfaction and increased performance overall."

Find out more about Daniella in the links below:

LinkedIn: https://www.linkedin.com/in/daniellabellaire/
Website: https://diversio.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

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The Right Way to RevOps [Special RevOps Podcast Episode]

Mon, 09 Jan 2023 05:41:41 -0000

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function that does what it's supposed to do. She shares how RevOps can help tell an objective, data-driven story about the value of what different teams are working on.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Mallory Lee (VP, Revenue Operations, Nylas)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with George Bronten

Thu, 05 Jan 2023 11:00:00 -0000

George Bronten is the Founder and CEO of Membrain. In markets where your solution looks very similar to the competition's, how you sell is the big differentiator. George digs into the elements of how most sellers sell and the role of sales technology in making the how of selling better and not just faster.

He also discusses the key metrics that sales teams should be paying more attention to, but in all likelihood, are not. The very words sellers use also matter and George defines some terms which are commonly used in sales, such as buyer's journey but are often confusing in their interpretation.

HIGHLIGHT QUOTES

Learn to use language strategically to build trust - George: "How will we stand out in this competitive market? When we talk to clients, I mean even down to which words we use because if you sound like every other seller and you're just self-centered and that comes through, you won't build that trust that you need to gain their business in the end. It's like the trust equation. You divide it by the level of self-interest that you convey."

Measure metrics around sales effectiveness and outcomes - George: "They should be measuring the increased win rate for the client, not the adoption rate, and how many times they log onto the product. So there's a big mismatch there. I think in many companies, including ours, if we're selling win rates and sales effectiveness, why aren't we measuring increased win rates and deal sizes? Why are we looking at adoption rates? I mean, that's not really what the customer's interested in."

Find out more about George in the links below:

LinkedIn: https://www.linkedin.com/in/georgebronten/
Website: https://www.membrain.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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1120: Understanding Your Value and How to Sell It with Mark Stiving

Tue, 03 Jan 2023 11:00:00 -0000

Mark Stiving is the Founder and Chief Pricing Educator at Impact Pricing LLC, as well as the host of the podcast Impact Pricing and author of the book Selling Value. Today, Mark talks about what value is and how it relates to both buyers and sellers. He digs into how sellers must be keen in determining if a buyer is in a will I or which one buying decision.

He defines the different types of values such as inherent value, relative value, and economic value, and says that understanding each is important to sell better from your buyer's perspective. Mark also shares the 4 value-based characteristics that buyers and sellers should look for and the concept that buyers trade off price for value.

HIGHLIGHT QUOTES

Defining inherent and economic value for a business - Mark: "Inherent value is what's the value of solving the problem? If you're gonna go buy something, I don't care what it is, as a consumer, as a business, if you're gonna go buy something, the reason that you're buying it is that you believe it has more value than the price you have to pay for it."

"If we go back to economic value, as a company, I'm only gonna buy something for a hundred thousand if it makes me at least a hundred thousand more in profit, preferably about a million more in profit, but it better be at least a hundred thousand or I'm not gonna spend that."

Relative value shows what you can do that your competitor cannot - Mark: "What is the value of my product relative to my competitor's product? What are the things I do differently? What are the problems that I can solve that they can't solve? What's the dollar, the economic value of the problems I can solve that they can't solve?"

The difference between WILL I and WHICH ONE decision - Mark: "Typically, when a buyer buys something, we make two different purchase decisions. The first decision we make is, will I buy something in this category? Am I gonna buy a new car? Yes. No. Well, if the answer's no, great. I'm not shopping. As soon as I say yes, then I switch to, well, which one am I gonna go buy?"

"And now I'm shopping BMW, Porsche, Lexus, you know, whatever the brands are that I might consider and the styles inside there. So I'm now making a which one decision. When people are making a which one decision, they're very price sensitive. When people are making the will I decision, price isn't driving that decision. Something else is."

Find out more about Mark in the links below:

LinkedIn: https://www.linkedin.com/in/stiving/
Website: https://impactpricing.com/
Email: mark@impactpricing.com
Podcast: https://podcasts.apple.com/us/podcast/impact-pricing/id1449435549

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

The First 100 Days of a RevOps Leader [Special RevOps Podcast Episode]

Sun, 01 Jan 2023 11:00:00 -0000

How do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bush is 60 days into her new role as the Senior Director of Revenue Operations at Revenue.io, so she's perfectly positioned to share her checklist of how to tackle your first 100 days as a RevOps leader.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Sara Bush (Senior Director, Revenue Operations, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Jeff Bajorek

Thu, 29 Dec 2022 11:00:00 -0000

Jeff Bajorek is an advisor and coach to B2B sales leaders, author of Rethink the Way You Sell, and host of the podcast of the same name. Sales leaders tend to forget that managing sellers are pretty much the same as how sellers engage with their customers.

Sellers are a sales leader's product. With this perspective shift, sales leaders create accountability for how their sellers are working and, by extension, how much they're hitting quota.

An environment of accountability, knowing that the people up the ladder have your best interests at heart, is actually a part of enablement. But accountability goes both ways and Jeff gives his insights on maintaining quality control and leadership training that appears to be lacking in today's environment.

HIGHLIGHT QUOTES

Managers can't lead when they don't know what's happening at the front - Jeff: "The worst managers I've ever worked for were only behind their computer, just doing what the numbers were telling them, and there was a lack of intuition there. There was a lack of your finger on the pulse of what was really going on. There was a disconnection between the management level and what was going on on the front lines. How do you manage someone in a situation you're unfamiliar with?"

Accountability is a partnership between the seller and the manager - Jeff: "Accountability is a partnership. Micromanagement? Not a partnership. Micromanagement is a nightmare. But accountability is a partnership. Andy, if I'm reporting to you, if you're my leader, we're going to sit down at the beginning of the year, the beginning of the quarter, maybe the beginning of the month, and we're going to talk about expectations. We're going to talk about what you need me to bring in in terms of revenue and I'm going to look you in the eye and I'm going to say, yup, I've got that, or I might have to tell you that I don't think that's coming."

Find out more about Jeff in the links below:

LinkedIn: https://www.linkedin.com/in/jeffbajorek/
Website: https://www.jeffbajorek.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1119: Upskill Sellers Through Practice, Not Training with Josh Kamrath

Tue, 27 Dec 2022 11:00:00 -0000

Josh Kamrath is the CEO of Bongo, a skills validation and sales enablement tool that helps sellers put their knowledge into action. Josh digs into how their asynchronous format allows their users to demonstrate their skills and competencies in an authentic way by leveraging AI feedback and coaching.

Josh shares some of their more common use cases, such as helping salespeople overcome objections, as well as providing real-time feedback to both the salesperson and their manager. There is a trend today where sellers receive a ton of training but not enough practice—and Bongo helps to bridge this gap.

HIGHLIGHT QUOTES

Explicit Monitoring Theory states that people are overly self-conscious with a "Big Brother" type of setup - Josh: "When you're being monitored on a high-stakes, high-consequence conversation, there's no reason to put more stress into that equation. I'd rather and our users would rather practice and prepare for that stressful high-stakes conversation, and that's really where Bongo's focused."

Encourage sellers to become better in a judge-free, practice environment - Josh: "That's been our philosophy is encouraging practice, creating mechanisms or workflows to have automated feedback take place so it's like we were saying, it's not judgy. It's encouraging of that behavior."

Practice sellers on the things that make a difference in sales - Andy: "Like Bongo, if companies want to use it correctly it helps people practice on the things that actually do make a difference because product knowledge doesn't make a difference because it's out there. What makes a difference is, say, building credibility and trust or asking the right questions."

Find out more about Josh in the links below:

LinkedIn: https://www.linkedin.com/in/joshkamrath/
Website: https://bongolearn.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Measuring Success in RevOps [Special RevOps Podcast Episode]

Sun, 25 Dec 2022 11:00:00 -0000

Running a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at Drift, returns to break down the best ways to surface insights and measure success within a RevOps framework.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Sean Lane (Vice President, Field Operations, Drift)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Oscar Trimboli

Thu, 22 Dec 2022 11:00:00 -0000

Oscar Trimboli is the author of Deep Listening and he teaches that listening is the requirement to understand a prospect's needs and gives value to their words and beliefs. He digs into the differences between hearing and listening and shares research that shows that up to 55% of a seller's day is spent listening.

A good seller will listen for what is not being said and ask questions that lead the prospect to say what they really need. Oscar also discusses hearing versus listening and the 5 levels of listening, as well as the power of pausing in a conversation to allow the prospect or buyer to fill in the gaps.

HIGHLIGHT QUOTES

Ask questions about what's not being said - Oscar: "People who listen okay in a selling situation are listening to get the sale and beat the competition, but great sellers and great listeners are listening for the business case and listening for the customer's problem. I think there's a listening that's a little bit more systematic in sellers that are orientated around the business case that the customer has to sell internally."

"And they do a really good job of listening, yes, there'll be some objections around functional fit or the pricing or the terms and conditions or implementation time schedules or whatever they may be, but I think really good sellers ask questions like who's involved in the approval process, what do they care about, how long does this take?"

Make recommendations because there is value in your network - Oscar: "Sometimes sellers don't realize their real value is the network of connections they can make to help whoever's in front of you solve some bigger problems that you can't with what you sell. So that way, you build trust and you're trusted in a way that somebody just selling a product won't ever be."

Practice making thoughtful pauses in a conversation - Oscar: "A lot of people ask me how do I increase my credibility with executives that are completely mismatched, they might be 3 or 4 decades down in their career path. Just pause. You're not getting paid for the speed of the answer, and they're not getting paid for the speed of the answer, you're being paid for the quality of the conversation. And the quality of the conversation will improve if you pause because, I guarantee you, they're not used to it and they will fill the gap for you."

Find out more about Oscar and learn where your listening barriers are below:

LinkedIn: https://www.linkedin.com/in/oscartrimboli/
Website: https://listeningquiz.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1118: Higher Complexity Results in Lower Sales Productivity with Pouyan Salehi

Tue, 20 Dec 2022 11:00:00 -0000

Pouyan Salehi is the CEO and Co-founder of Scratchpad. Sales is a complex job, and it is made even more complex when salespeople are part of a larger organization. The fast pace and the need to constantly be finding and managing new and existing customers make it difficult to execute well.

Over time, things tend to become more complex, rather than simpler. This is due to the introduction of new technology, different types of buyers, and various processes. The question is whether or not this complexity is necessary, or if it could be streamlined to make the selling process easier.

Andy and Pouyan agree that just because something can be done with new technology, doesn't mean it should be — and that this often falls on the back of the sellers. They believe that time is not the only factor that is impacted by complexity, but that the emotional hit it takes on salespeople is also significant.

HIGHLIGHT QUOTES

A complex tech stack drains much more energy than many might think - Pouyan: "You look at a sales organization and you think, okay, I have X number of salespeople, they have this amount of time and they can sell. Well, guess what, they're also human."

"And so, yes, they may have that time, but one of the things that I struggle with in the job that I do is the context shifting. When you have to shift contexts quite a few times, it drains your energy and so the 8 hours or 10 hours you may normally have may actually look very different when you have to switch context a bunch of times."

The trend today is reducing the cost and complexity of the tech stack - Pouyan: "I think right now, we're probably in the stage of tool reduction. When you're in the growth at all costs stage and let's say that comes down from the very, very top, from the board, from the investors saying, hey, you have all of this capital, deploy the capital so that it can turn into growth, and that drum is constantly being beat on, well, the execution turns into, okay, well, let's spend. And so, the threshold to buy something, to implement something, goes down generally.

Find out more about Pouyan in the links below:

LinkedIn: https://www.linkedin.com/in/pouyansalehi/
Website: https://scratchpad.com/
Email: pouyan.salehi@scratchpad.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Meetings Customer Where They Are [Special RevOps Podcast Episode]

Sun, 18 Dec 2022 17:17:00 -0000

In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. Alastair and Howard sit down with Sean Lane, VP of Field Operations at Drift, to discuss the best ways to address those challenges and meet your customers where they are.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Sean Lane (Vice President, Field Operations, Drift)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Casey Graham

Thu, 15 Dec 2022 11:00:00 -0000

Casey Graham is the CEO of Gravy and the Co-Founder of Command AF. There are real nontraditional benefits to building a strong LinkedIn culture in your organization. Casey shares how personal brands give sellers headstarts for success, and that helping these individuals do so circles back with mutual benefits down the road.

Casey digs into how he created Gravy's LinkedIn culture by fostering freedom of expression and using metrics that demonstrate the impact of a LinkedIn personal brand. One of Casey’s greatest lessons for others is that creating a personal brand is something that you get to keep forever regardless of educational attainment.

HIGHLIGHT QUOTES

Breaking down the posts that work and don’t work guides sellers - Casey: "We broke it down to where there's 13 different types of post that I post and we branded them different things to say, hey, this post is the Twitter post. This post is what we call the vulnerable proverb. This post is called this, and so we would break it down and create a system that would say this is this type of post and this is the structure of the post and this is the question that you ask of this kind of post or this is why you do it."

Create a culture in your organization that people don’t want to leave - Casey: "People say, well, you're helping all these people, and what happens if they all get recruited away? And I go, well then that means we didn't create a good enough culture for them to stay. So my job is to create a culture where they want to stay even though they're getting recruited away and if they do, then it's a good opportunity for them. There's a win-win for everybody."

A rich LinkedIn network beats a flashy resume - Casey: "It's not about where you went to school or any of that. The number one way to get any opportunity in your life is who you know. So the best who platform currently is LinkedIn. And so that's why, while the window is open, which I think is a very short window on LinkedIn, we're going to help as many people as possible build this personal brands."

Find out more about Casey in the link below:

LinkedIn: https://www.linkedin.com/in/caseygraham1/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1117: Reimagining How Companies Recognize and Incentivize Sellers with Kevin Yip

Tue, 13 Dec 2022 11:00:00 -0000

Kevin Yip is the President and Co-Founder of Blueboard and he dives into how companies can reimagine how they recognize and incentivize their employees that go beyond the typical cash rewards. Research shows that sellers are actually motivated by recognition and visibility rather than pure cash alone.

Kevin explains how his experience with recognition fell flat and how he and his company provide thoughtful, personal, and nonmonetary experiences to change the way these programs are offered to employees. He also talks about the extrinsic and intrinsic motivations of people and how these should be rewarded by companies.

HIGHLIGHT QUOTES

Extrinsic and intrinsic motivations spell the difference between recognition and incentive - Kevin: "Are you tapping into extrinsic or intrinsic motivation, right? So when I pull out an incentive, as a company leader, if you hit this goal or exhibit this behavior, you will get a reward. So that's an external carrot that like hey, this is a desired and valuable behavior or outcome for the company, and I want everyone working towards this. So that's very much extrinsic motivation."

"Recognition, a lot of times, is after the fact. Andy, you're doing a great job as an up and coming product manager and you're putting in the hours just because you care about your work and you want to do better. After the fact, you get recognized by your boss as saying, hey, thank you for putting in this hard work, and here is a reward. That's more intrinsic motivation."

Find out more about Kevin in the links below:

LinkedIn: https://www.linkedin.com/in/kevinyip/
Website: https://www.blueboard.com/
Email: kevin@blueboard.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Craig Lemasters

Thu, 08 Dec 2022 11:00:00 -0000

Craig Lemasters is the CEO of GXG and the author of the book Unstuck: How to Unlock and Activate the Wisdom of Others. A great majority of things that leaders get stuck on are usually things that somebody else has already figured out. Craig brings together experts, called operators, for Rapid Cycle Learning whose purpose is to share and gain wisdom by multiplying knowledge and experience.

Leaders know this, it's where to get this learning that is the question. Andy and Craig discuss the 5 steps to get unstuck, which include humility, destination, smart people asking for what they need, and thinking outside the building, not the box. This is a structure for wisdom-based learning that provides new ways of looking at things from mentors.

HIGHLIGHT QUOTES

Moving slightly away from the business model can get you stuck - Craig: "We always thought that moving outside of the core meant I make water bottles, now I'm gonna make chairs, as an extreme example. And that'd be pretty extreme and you'd probably get stuck. But what I found is you don't have to move that far from the core. And what happens to that wisdom formula? The knowledge and experience? It doesn't go down incrementally, unfortunately. It's exponential. And this is the trap that I fell in."

Sellers learn the most about selling from mentors - Andy: "How did you learn how to sell? And invariably it comes back to a mentor. Not company-paid training, none of these things. It's like there was this one or two individuals throughout my career, and also is true for me as well, that had outsized impacts in terms of exposing me to a way of looking at things that I wouldn't have thought of before."

The power of wisdom-based learning gets your unstuck faster - Craig: "Stuck doesn't mean that we're not trying and we're not working hard. It means we're not getting there fast enough. So this whole thing is built around not a lack of effort or caring. It's a lack of speed. And this is the dramatic impact is it will help people do exactly what you said much faster."

Find out more about Craig and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/craig-lemasters-72507321/
GXG website: https://gxg.co/
Speaker website: https://craiglemasters.com/
Amazon: https://www.amazon.com/Unstuck-Unlock-Activate-Wisdom-Others/dp/1641800739/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1116: Humanize Sales Management for 20x ROI with Wesleyne Greer

Tue, 06 Dec 2022 11:00:00 -0000

Wesleyne Greer is the founder of Transformed Sales and host of her own show The Transformed Sales Podcast. The sales manager has a 20 times greater impact on the sales team than the salespeople themselves. By investing in the development of sales managers, organizations can see a much higher return on their investment.

This is because managers are responsible for implementing sales training and coaching programs and holding salespeople accountable. When sales managers are properly trained, they are able to uplift their teams and help them reach their full potential.

Wesleyne discusses behavior-based skills development which is the idea that addressing the root cause of certain behaviors is what improves a seller's ability to sell. This is what sets a sales leader apart from a sales boss which simply tells you what to do.

HIGHLIGHT QUOTES

Listen to the reasons why a seller isn't selling and address them - Wesleyne: "I call it behavior-based skills. We have to focus on the behaviors to drive the change. So for instance, let's say you have a KPI that somebody needs to make 50 calls a day, and you notice that they're only making 20 calls a day. So instead of saying, go make more calls, you sit them down and say, so I've noticed you haven't made the number of calls that you need to in a couple of days, help me understand the reason why. And literally being quiet and listening to what they're saying."

Humanizing sales is viewing the prospect not as a dollar sign but as a fellow human - Wesleyne: "Being a human being is literally being your natural self that you are when you're outside of work and you think you don't have to put on airs. And really being, having the ability to empathize and listen actively to whoever is sitting in front of you and not always thinking about what's next, or what to do next, or how am I going to close this deal, or what's that next thing? But focusing on the human being who's across the table from you."

Find out more about Wesleyne in the link below:

LinkedIn: https://www.linkedin.com/in/wesleynegreer/\

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1115: Practice the Sales Skills That Matter with Jordana Zeldin and Jonathan Mahan

Thu, 01 Dec 2022 11:00:00 -0000

Jordana Zeldin and Jonathan Mahan are the Co-Founders of The Practice Lab. There is a noticeable gap between what salespeople intellectually understand and what they could actually pull off in the wild. In fact, sellers are overtrained this way, yet are under-practiced in the skills that truly matter.

Salespeople should develop their human and selling skills through practice, much like how athletes and musicians perfect their craft. This space allows sellers to screw up, double back, and ask for feedback. Practicing human skills trains sellers to ask insightful questions and handle objections more effectively, ultimately helping the buyer make a decision.

HIGHLIGHT QUOTES

Salespeople should practice different types of questions like martial artists practice moves - Jonathan: "There's no knowing which move you're gonna call on during any match, but you know that whatever move you need, it's well rehearsed, it is gonna be available to you. So similarly with salespeople, they can practice different types of questions, and... when you get that tickle that says, Ooh, we should ask more about the impacts here, you'll have no difficulty crafting up a question in the moment."

The key difference between roleplay and practice - Jordana: "The goal of the role play is to impress your leadership team to show them how good you are, how smooth you are, how worthy you are. However, that is not how athletes and musicians approach their practice. Practice is a completely different pace, rhythm. There are completely different objectives in practice."

Restructuring the priority of practice within organizations - Jonathan: "More time and money should be spent on practice than training, just because you can take a one-hour training and it could take you 10 hours to implement it, so there should definitely be... let's say 50% of time and emphasis on practice, 25% is on learning, and then the remaining 25% of time and budget should be spent on kind of the coaching."

Find out more about Jordana and Jonathan and join their next cohort in the links below:

LinkedIn (Jordana): https://www.linkedin.com/in/jordanazeldin/
LinkedIn (Jonathan): https://www.linkedin.com/in/jtmahan/
Website: https://www.thepracticelab.co/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

1114: Turning Profitable Growth During a Downturn with Karen Clarke

Tue, 29 Nov 2022 11:00:00 -0000

Karen Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowdown in the economy, difficulty finding staff, and sales attrition. Leaders must use data that provides insights into shifting buying behaviors.

Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the alignment of sellers to the business objectives, knowing how to balance sales resources across the business, and the increasingly critical role of sales enablement and execution as the market gets tougher.

Andy and Karen then dig into key concerns like attrition and capacity issues and how to deploy talent in the most effective way across territories. When planning for the next fiscal year, sales leaders should think carefully about how to segment their territories and target their reps in the most promising markets.

HIGHLIGHT QUOTES

CROs must get data on where sellers sell best - Karen: "Combining that with data in terms of where your market is and really having a good view of matching the right reps to the right opportunities. And obviously, aligning the quota to the size of those opportunities. So really thinking about what the addressable market is today for those sellers and doing that very intelligently."

Sellers that can help buyers achieve real business value are prized - Karen: "Customers don't want sellers that just turn up and respond to what they're asking for. I think they're looking for sellers that bring something, organizations that bring something that share what they're seeing in other organizations, that challenge their thinking, maybe stretch their thinking a little bit in terms of what they could achieve."

Find out more about Karen in the link below:

LinkedIn: https://www.linkedin.com/in/karen-clarke-9b73007/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

The Machines Need to Work for Us [Special RevOps Podcast Episode]

Sun, 27 Nov 2022 11:00:00 -0000

Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can help us really focus in on the human side of selling.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Chris Hatfield

Fri, 25 Nov 2022 11:00:00 -0000

Chris Hatfield is the Founder and Coach at Sales Psyche. Problems with mental health are one of the biggest threats to the performance of sales teams. Chris digs into the impact of mental health at all levels of sales and talks about how the key to sales brilliance is mental resilience.

Chris also discusses how companies can create a sales culture that nourishes sellers' mental health, as well as the ability of anxiety as an effective warning device. Finally, Andy and Chris discuss the organizational changes needed for a culture that takes care of sellers' mental health, and the impact of quotas and inauthentic sales processes on human behavior.

HIGHLIGHT QUOTES

A coaching-first mentality creates a vibrant sales culture - Chris: "I think a big thing around it is this kind of coaching-first mentality of always looking for a way to be able to empower someone and develop someone in anything that they do within their role, whether that's to help them become a leader eventually, or just to help them become a better, not just salesperson, but a person."

Investing in people is good for wellbeing and finances - Chris: "Companies who are investing in employee's wellbeing are now seeing a five to one ROI return, so for every dollar they spend, they're getting $5 back, which is showing that, even if you don't have that moral obligation to do this, there is a financial benefit of doing it as well."

Onboarding and training create confidence in sellers - Chris: "I think a big thing of this comes down to how people are onboarded and developed initially as well, and where I've seen this work really well, when you first come in, if all you're doing is teaching your reps about your process, about your product, about what you do, then as soon as they get on the phone, this level of confidence, if you're not necessarily confident in yourself initially, you'll be confident in what you've been told or taught or trained on, so that's what you're going to talk about."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/chrishatfieldsalespsyche/
Website: https://www.salespsyche.co.uk/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1113: How to Sell Through Tough Times and Uncertainty with Paul Reilly

Thu, 24 Nov 2022 11:00:00 -0000

Paul Reilly is the author of the best-selling book Selling Through Tough Times, as well as a renowned speaker, and sales trainer. He dives into the topic of uncertainty and why it actually has a ton of value to salespeople.

Difficult times present a unique opportunity for sellers to demonstrate leadership. Paul explains that economic downturns push salespeople to get creative and provide information that reassures the buyer in making the right decision. Paul also discusses how to communicate stability and perceived value.

HIGHLIGHT QUOTES

Uncertainty creates an opportunity to help lead customers - Paul: "Anytime there is uncertainty, your customers, your decision-makers, they're looking for guidance. They're looking for ways to eliminate risk. They're looking for individuals who possess the knowledge, the expertise to help guide them through uncertainty. So it could be uncertainty about the economic state of... what's going on right now. It could be just uncertainty in a specific industry. People are looking to absorb information to make the best possible decision."

Perceived value raises the buyer's expectations - Paul: "Perceived value is also an important aspect of selling because, as buyers make decisions, they're constantly weighing out, okay, is this worth it? All right, I'm looking at this solution. Here's what I sacrifice. Here's what I potentially gain. Is that exchange worth it? And if they believe it's fair and you can add more value or provide a greater overall value than your competition, you have a good chance at winning that deal."

Deliver on big promises to become a market leader - Paul: "You got to make big promises. Not unrealistic promises, but big promises. And then you deliver on that. And not only that, but when you influence the buyer's expectations by making big promises you become the benchmark from which every other option is graded."

Find out more about Paul and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/salescustomerservice/
Website: https://www.toughtimer.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1112: PHILPAL—The Top 7 Professional Values with Scott Miller

Tue, 22 Nov 2022 11:00:00 -0000

Scott Miller is a Senior Advisor for Thought Leadership at Franklin Covey, host of On Leadership, the world's largest and fastest-growing podcast on leadership, and author of multiple books including Master Mentors and Master Mentors 2.

He discusses PHILPAL, an acronym for his 7 professional values, which help him figure out what is most important to him and plan what to do next in career and life.

Scott also expands on what mentorship actually is and he shares key lessons from his book, including why a human-centered approach to work and life produces the greatest results.

HIGHLIGHT QUOTES

Learning from people's mistakes is more valuable than replicating their successes - Scott: "If I want to have a successful business, I don't go to the billionaire. I go to the gal or the guy that's had two bankruptcies because man, I can learn from and avoid their mistakes more likely than I can replicate the successes of the other person. Now I need both in my life, but I find that just, in life, avoiding the inevitable mistakes is probably 60 to 70% of the journey."

Defining PHILPAL and how it helps find true self-awareness in career and life - Scott: "Very few of us have really taken the time, the days, the hours, the weeks to go and say, So what are my values? And I went and did that. Took me several weeks, and I came up with a series of seven of them and I created an acronym, PHILPAL... Purpose, Health, Integrity, Loyalty, Positivity, Abundance, and Learning."

Find out more about Scott and get his books in the links below:

LinkedIn: https://www.linkedin.com/in/scottjeffreymiller/
Website: https://www.scottjeffreymiller.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Using AI to Become Even More Human [Special RevOps Podcast Episode]

Sun, 20 Nov 2022 11:00:00 -0000

Don't miss this one folks. It's our most human-centered RevOps Podcast episode to date! Alastair and Howard talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Victor Antonio

Fri, 18 Nov 2022 11:00:00 -0000

Victor Antonio is a Sales Trainer and Motivation Keynote Speaker at Sellinger Group and the host of the Sales Influence Podcast. A lot of factors naturally contribute to the elevating of individual and team sales performance.

Victor shares nuggets of wisdom about connecting with clients and prospects. He talks about why there's a misperception on salespeople no longer being needed because of the wealth of information available through technology and the internet. He also shares insight on how to approach self-improvement as a seller.

HIGHLIGHTS

The misconception that salespeople are no longer as needed because information is readily available
Defining and establishing trust
How Victor came up with the SMART Framework
Is quota an outdated metric?

QUOTES

There's a misperception that salespeople are no longer needed, says Victor: "I think salespeople are now more valuable than ever because there's so much information out there that buyers are actually confused. And it takes a great salesperson, going back to the domain expert piece, to actually help them clarify their thinking in order to make a decision."

Victor on how we train people to slow down: "When you measure the wrong KPIs, you get the wrong results. And also, salespeople are not stupid, they know how to game the system. If you're gonna measure me on the number of calls, well I'll just call anybody. Sometimes we're focusing on the wrong things."

Find out more about Victor in the links below:

LinkedIn: https://www.linkedin.com/in/victorantonio/
Website: https://victorantonio.com/

More on Andy:

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1111: Bolster Training Structure to Increase Learning Efficiency with Kristen Taraszewski

Thu, 17 Nov 2022 11:00:00 -0000

Kristen Taraszewski is the CEO of ElevenPoint2. Kristen talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization's training structure.

She also shares about her journey from being a flight control engineer for NASA to sales and how this experience helped her create structured training for sellers. She provides insights on planning and the use of integrated learning to boost development in salespeople.

HIGHLIGHTS

How Kristen went from NASA to sales
The impact of structured training for technical sales
Utilizing gamification to customize and build vertical development
Identifying and working on buyer's needs instead of only promoting features

QUOTES

You need a learning map while training salespeople, says Kristen: "You have to have a learning map. So, you need to tell someone on day one, 'This is what you need to know to be successful' or 'This is the generalized area.' It's like taking a trip from California to New York. You'd never just start driving and hope you get there. You'd map it. The same is true for salespeople."

Everybody comes with a different knowledge and skill set, says Kristen: "You cannot give the person who just showed and the person who's been around the same training, learning map, and training program. I mean you can but it's wasting all of that time whereas you can kind of customize it and identify specifically 'this guy doesn't know this, this woman doesn't know that' and train them on those things, you can just accelerate the whole process.”

Find out more about Kristen in the links below:

LinkedIn: https://www.linkedin.com/in/kristen-taraszewski-331a313/
Website: https://elevenpoint2.com/

More on Andy:

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1110: Connecting How Sellers Sell and How Buyers Buy with Philip Squire

Tue, 15 Nov 2022 11:00:00 -0000

Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.

He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs into the positive values that buyers look for in buyers, and the negative values they encounter too.

HIGHLIGHTS

A shared perspective: The buyer should drive how you sell
The idea of buyers "hiring" the seller to help the make a decision
Addressing vertical development issues
The link between predictable behavior and values
The four sales values that customers have said the top 10% of salespeople have

Find out if you have the Sales Mindsets that customers have said they want to see in salespeople: https://www.consalia.com/mindset-survey

QUOTES

There's a difference between relationships and building connections, says Philip: "You can have great relationships but actually it doesn't help you sell. Customers are looking for different types of relationships and when I talk about relationships and sort of break it down into the four mindsets, it's interesting."

Philip on being a great critical reflector: "Arguably, one of the most important traits that anyone needs to learn now is simply the ability to critically reflect and to think. And it's not easy to do because you are influenced often by what you know and your past which gives you a certain bias.”

Find out more about Philip in the links below:

LinkedIn: https://www.linkedin.com/in/philipsquire/
Website: https://www.consalia.com/

More on Andy:

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Running With the Data [Special RevOps Podcast Episode]

Sun, 13 Nov 2022 11:00:00 -0000

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan)

Sponsored by:

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A Conversation with Eric Stine

Fri, 11 Nov 2022 11:00:00 -0000

Eric Stine is the Chief Commercial Officer at SkillSoft. Building a foundation of trust is what our customers need and also what our own sales teams need from the leaders.

Eric shares his insights on understanding the buyer's experience and focusing on solving their problems with effective communication. He also shares some of his experiences traveling and how meeting people he otherwise would never have met influenced his outlook as a leader.

HIGHLIGHTS

The beauty of traveling to unfamiliar places and meeting different people
Having reskilling paths for sales teams
How to assess your customers' buying experience
Solving the right way: Substance, Empathy, and Trust

QUOTES

Buyers and sellers are humans alike - Eric: "Humans have this unquenchable desire for new information and so if you show up with something of substance to say, if you are empathetic about solving a problem, and if you've developed a relationship rooted in trust, people are gonna show up to see you. They're gonna get on Zoom even though they really haven't done their hair."

You have to care about solving the customer's problem - Eric: "You have to show up knowing something. You have to have a different point of view, not just on what your product or service or solution, or offering does. You have to have a point of view on why it matters, not just why it's different. It's not just about being differentiated, you need to understand why it matters."

Find out more about Eric in the link below:

LinkedIn: https://www.linkedin.com/in/eric-stine-49540a9/

More on Andy:

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1109: Create a Positive Buying Experience Using the Right Insights with Derrick Jenkins

Thu, 10 Nov 2022 11:00:00 -0000

Derrick Jenkins is the Head of Marketing at Owler. Derrick talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don't do their research early on.

He also talks about the fear of missing out (FOMO) and how it spills over to the sale process and overall buyer's journey. Derrick highlights the buying experience and the many factors that come into play when deciding how to make your sellers more effective.

HIGHLIGHTS

Why some salespeople still show up unprepared about their products
Don't confuse personalization and being personal
The effect of urgency in the sales process and buyer's journey
Creating a positive buying experience as a seller

QUOTES

On the importance of doing research beforehand - Derrick: "At the very least, I could guesstimate information about their competitors or ask a colleague for some information. And just before I even started planting seeds about my business or my solution, try to figure out a little bit about what they're all about. And if not, if I didn't know it, start asking questions about it."

The sense of FOMO and what it means for sellers - Derrick: "I think the only reason why we have so much news out there is to keep you informed. So, you're staying ahead, you're staying on top of [the] trend and that is a form of not missing out. So I don't think it's ever going to go away as a trend to attract people. No one wants to be the last to know something.”

Find out more about Derrick in the links below:

LinkedIn: https://www.linkedin.com/in/derrick-jenkins-70114a2/
Website: https://corp.owler.com/

More on Andy:

Connect on LinkedIn

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1108: Conquer Challenges Through Sales Effectiveness with Robert Koehler

Tue, 08 Nov 2022 11:00:00 -0000

Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helping them function both as individuals and as a group.

He shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process. He also talks about understanding the buyer framework more extensively.

HIGHLIGHTS

Setting up and understanding the roles of sales effectiveness teams
Connecting accountability groups with sales teams
The buyer persona framework relating to what you want the customer success manager and account executive to know
Knowing what the buyer needs from the seller to help them make a decision

QUOTES

The role of sales effectiveness teams - Robert: "What I care about is results and helping sellers be more effective in helping buyers. And that's what it's about at the end of the day. That has an implication that we have to get sharper on what we measure, what we communicate, and we're focused on performance rather than just knowledge."

On building human connections first and foremost - Robert: "Part of that trust is just being comfortable talking to them human to human, understanding their business, and an area that doesn't get much attention is understanding the economics of their business when they may not.”

Asking the right questions to identify what you're missing - Robert: "There's another question that I love that more experienced CROs and VPs of Sales ask internally which relates to the concept of opportunity cost that you raised and that is, 'why are we going to lose this deal?' Because I find that's the best anecdote or vaccination for happy ears."

Find out more about Robert in the links below:

LinkedIn: https://www.linkedin.com/in/rkoehler/
Email: robertkoehler066@gmail.com

More on Andy:

Connect on LinkedIn

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To PLG or Not to PLG, That is the Question [Special RevOps Podcast Episode]

Sun, 06 Nov 2022 11:00:00 -0000

The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to execute it to precision.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Sylvain Giuliani (Head of Growth & Operations, Census)

Sponsored by:

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A Conversation with Justin Roff-Marsh

Fri, 04 Nov 2022 10:00:00 -0000

Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don’t directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product.

Justin then discusses why sellers should shift their focus from conversion rates to opportunity flow and then dives into why he believes conversion is antagonistic to deal flow. Most sales teams conversion rates are already impossibly high—and the constraint they face in increasing sales is that their opportunity flow is dangerously low.

HIGHLIGHTS

Sales does NOT generate revenue, operations does
Rename the CRO to Chief New Revenue Officer
Incentive Pay: Its impact on productivity and team performance
The dangers of defining a "sales opportunity" too narrowly
A compelling proposition makes strangers prepared to talk to sellers

QUOTES

Debunking the myth that sales generates revenues - Justin: "If you look at why businesses lose accounts, in most businesses, the 3 most common reasons in descending order of frequency are poor operational performance. The company breaks its promises, number 1. Number 2 is pricing. Too expensive."

"Number 3 is product. Insufficient range or competitors have a product that's technically performing better... which of those 3 are salespeople responsible for? Or which of them do they directly influence? None. Operations is responsible for all 3 of those."

Selling is a team sport so compensation should reflect that - Justin: “When we strip away all responsibilities from salespeople apart from selling conversations, it becomes a team sport. We have a promotions team that's generating ops. We have an engineering team that's working with salespeople on solution design and budgets and proposals and so on."

"And it no longer makes sense to say ‘Well, we're going to compensate members of this team on a piece-rate based upon the assumption that we want them all to work as fast as possible.’ We don't. We're trying to maximize throughput for the team as a whole."

Find out more about Justin and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/justinroffmarsh/
Website: https://salesprocessengineering.net/
Company website: https://ballistix.com/
Amazon link: https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245

More on Andy:

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Learn more at AndyPaul.com

Sponsored by:

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1107: Question Your Paradigm and Operate at Mind 3.0 with Ryan Gottfredson

Thu, 03 Nov 2022 10:00:00 -0000

Ryan Gottfredson is an Associate Professor of Business and Leadership at

California State University-Fullerton and the author of The Elevated Leader. Ryan defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways.

He discusses the 3 Mind Levels and how each operates, and the awareness needed to question paradigms and grow from Mind 1.0 to Mind 3.0. He differentiates between horizontal development and vertical development which is aimed at elevating a leader's ability to make meaning of the world.

HIGHLIGHTS

Vertical altitude: The level of cognitive and emotional sophistication
Horizontal development and shifting internal operating systems
3 Mind Levels: Good Soldier, Progress Maker, and Value Creator
Develop your Mind Level by questioning your paradigm

QUOTES

Elevate your cognitive altitude to operate better - Ryan: "When we aren't very cognitively and emotionally sophisticated, it inhibits our ability to be effective in whatever we're trying to do. So if we can awaken to where we are at, identify what it looks like to operate at a higher level, then we could start the process of moving the needle."

A heat experience is the key to vertical development - Ryan: "In order for vertical development to occur, one needs to go through a heat experience. A heat experience is something where ultimately we are in a position to question our paradigms.”

“Now, we could wait for a crisis to occur and then question our paradigms. But we're not necessarily in control of when crises occur or not. But we could create a heat experience for ourselves just by opening the doors to allowing ourselves to look inward and question the paradigms that we're holding on to."

Find out more about Ryan and get his books in the links below:

LinkedIn: https://www.linkedin.com/in/ryangottfredson/
Website: https://ryangottfredson.com/
Amazon link: https://www.amazon.com/Elevated-Leader-Leadership-Vertical-Development/dp/1631958917

More on Andy:

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1106: Educate Sellers to Communicate Better with Samantha McKenna

Tue, 01 Nov 2022 10:00:00 -0000

Samantha McKenna is the Founder of #samsales Consulting. She recalls the lessons from her time as a lifeguard at Disney there that helped her achieve incredible success in sales. Then, Samantha discusses the moment she decided to start her own company and its growth into a 14-strong all-woman team.

She digs into educating sellers on how to communicate better and become self-sufficient to achieve consistent levels of success. Samantha also gives actionable tips on how to improve your LinkedIn profile and the many unseen benefits this has for your career.

HIGHLIGHTS

Breaking sales records and taking the leap into entrepreneurship
Hiring veterans and military spouses
Teaching how to communicate across generations
Invest in people and provide mentorship
Top tips to improve your LinkedIn profile

QUOTES

Enablement starts with the basics of communication - Sam: "When we think about enablement and we think about what we're focused on. One of the things that I see a lot of organizations focus on is how to sell our product. And I'm like ‘That's great. Fantastic. What are you doing to teach them how to sell?’"

Figure out what you have to do to be successful by yourself - Samantha: "The reaction was we're LinkedIn, we don't have to do that. The reaction was, we're Salesforce, we don't have to do that. Outreach, we don't have to do that. The truth is, if you want to be consistently successful, nobody else is going to be in charge of your destiny than you."

Create a strong network that can vouch for you - Samantha: "Make sure to build your network. People want to work with people they can backchannel and get vouching from. They want to know that you run in the same circles."

Find out more about Sam in the links below:

LinkedIn: https://www.linkedin.com/in/samsalesli/
Website: www.samsalesconsulting.com

More on Andy:

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A Conversation with Brandon Fluharty

Fri, 28 Oct 2022 10:00:00 -0000

Brandon Fluharty is the Founder of Be Focused. Live Great. Selling today leads to many unhealthy habits that result in the degradation of our health and well-being. Above all else, the top 1 consideration should be sleep.

Brandon teaches others to take ownership of their sleep by adopting a healthy lifestyle and optimizing it with the help of apps. He is starting to see that a greater focus on sleep, skills, strain, and satisfaction are the critical areas in life that a seller must monitor to become the best version of themselves.

HIGHLIGHTS

Flexipline: Find the balance between flexibility and discipline
A seller’s 4 key areas: Sleep, skills, strain, satisfaction
Optimize and track sleep with apps
Train sellers as athletes: Look at the human first and improve empathy

QUOTES

Sleep is the number 1 metric in a sellers' life- Brandon: "We inherit a stressful role. There's a demand for predictability in a very unpredictable role. So we have to carry that stress around and, by making a sleep a foundation, you at least eradicate a lot of that physically, psychologically, emotionally."

Increase performance metrics to increase sales metrics - Brandon: "This obsession on sales metrics, no, it's actually these other things. And I'm starting to go as far as to say, it's actually if you focus on those other things as the primary, that's what's going to lift the sales metrics and the sales results."

Find out more about Brandon in the links below:

LinkedIn: https://www.linkedin.com/in/brandonfluharty/
Website: https://befocusedlivegreat.com/

More on Andy:

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1105: Find Common Ground to Convert Unreceptive Buyers with Tom Stanfill

Thu, 27 Oct 2022 10:00:00 -0000

Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your ability to communicate. Tom discusses the concept of receptivity and how unreceptive buyers refuse to be influenced by sellers.

Tom digs into identifying emotionally closed customers and honing skills beyond playbooks and strategies to influence a customer's willingness to listen. Andy also puts a spotlight on many sellers’ reliance on top of funnel and a rather lazy acceptance of low rin rates.

HIGHLIGHTS

Find common ground in the customer's whiteboard
Observing a shift from salesy to authentic sales behavior
Influence a customer's willingness to listen
Low win rates: Product-market fit or bad selling?

QUOTES

Persuading an emotionally-closed person will backfire - Tom: "It comes from this principle that I call the Cornerstone Principle because it's a cornerstone of everything we teach is that, when someone's emotionally closed, the more you try to persuade them, the more closed they become."

Start a conversation based on the customer's whiteboard - Tom: "Most people really do have a whiteboard. If they don't, metaphorically, they have a whiteboard and the whiteboard is real simple. They want something. Everybody wants something, and then they have a plan to get there. Everybody. And so, if I start with what's on their whiteboard, it always captivates their attention."

Helping customers authentically creates a competitive advantage - Tom: "Drop the rope. Don't try to manipulate people and control them because control's just an illusion, and people will respond. And that is a competitive advantage that you will have that will separate you from the 98 other people that are sending the same emails and the same LinkedIn requests and the same message over and over again."

Find out more about Tom in the links below:

LinkedIn: https://www.linkedin.com/in/tomstanfill/
Company website: https://www.aslantraining.com/
Book website: https://www.unreceptivebook.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1104: Sales Engineers — Engaging Stakeholders in the Buyer Journey with Garin Hess and John Cook

Tue, 25 Oct 2022 10:00:00 -0000

Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published

3rd Annual Sales Engineering Compensation and Workload Report on where presales and sales engineering stand today.

In particular, Garin and John highlight that buyers prefer interactions with sales engineers and that they spend less time engaging with vendors. They also go into detail on the role similarities and differences between SEs and sellers in buyer enablement, SE engagement with stakeholders, and SE compensation.

HIGHLIGHTS

The 3rd Annual Sales Engineering Compensation and Workload Report
Buyers prefer dealing with sales engineers vs their sales counterparts
Profile differences between SEs and sellers
The attributes of a top SE: Industry fluency, acumen, and selling skills
Measure the probability of success based on the buyer’s journey

QUOTES

A greater focus on sellers becoming coaches to buyers- John: "It's not just the roles of the SE getting stretched and more in demand, it's that the role of the seller is actually changing from this hunter, as we often think of them, to a coach."

"Because the buyer journey, the real pain, the friction in B2B sales, and especially anytime you're buying software for a team, the friction is actually on the buyer side and in the buyer's org."

"And that friction is going to be very painful for them, and the seller is the one who has been through this process, knows where that friction is going to come up because they've been through this process."

A deep understanding of the buyer journey makes sales more predictable Garin: "What do the buyers have to do, what actions do they have to take to actually get the deal done? And the more you can measure that and the more predictable your sales are going to be."

Find out more about John and Garin in the links below:

LinkedIn (Garin) https://www.linkedin.com/in/garin-hess-0017a0/
LinkedIn (John): https://www.linkedin.com/in/john-cook-9049a630/
Website: https://goconsensus.com/

More on Andy:

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Sponsored by:

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Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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In Customer Experience, Experience is Everything [Special RevOps Podcast Episode]

Sun, 23 Oct 2022 10:00:00 -0000

Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Karen Steele (Founder & Advisor, Alloy)

Sponsored by:

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A Conversation with Tiffani Bova

Fri, 21 Oct 2022 10:00:00 -0000

Tiffani Bova is the Global Growth and Innovation Evangelist at Salesforce, a WSJ best-selling author, and the host of the What's Next! Podcast. The future of B2B selling is increasingly leaning on long-term customer relationships and building trust.

Tiffani digs into allowing sellers the autonomy to sell in the most agile and effective manner, either virtually or face to face. She comments on why sellers should meet buyers where they are in their buyer journey and read to gain insights on customers. She also offers the top 5 tactics for success in the next 1 to 2 years.

HIGHLIGHTS

Engage with customers either virtually or face to face
The buyer journey: Categorize your buyers into 4
Both brands and sellers need to earn the buyer's trust
People processing: Manage sellers with more autonomy than control

QUOTES

Your reputation and how you show up are the only factors sellers can control - Tiffani: "The only thing a sales rep can control, the one and only thing, is the way they show up in front of a customer. That's the only thing you can control. So are you trustworthy? Are you knowledgeable? Are you adding value? Do your customers want to meet with you?"

Building trust matters more than trying to close every deal Tiffani: "You have to become a master asker and then you have to be really good at listening to what your customers are telling you and, as a salesperson, it may mean back off from a deal, hold for a month, call them back later, but that's that empathetic understanding kind of conversation that isn't just based on the agenda of closing business."

Tech is not the problem, people processing is Tiffani: "Change is hard, and I think when it comes to revenue, sales leaders are worried about disrupting the apple cart and actually making changes into the business like what we're talking about because they feel like what they've always done works. And I just don't believe that that's a recipe for success going forward."

Find out more about Tiffani in the links below:

LinkedIn: https://www.linkedin.com/in/tiffanibova/
Twitter: https://twitter.com/tiffani_bova/
Podcast: https://www.tiffanibova.com/whats-next-podcast/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1103: Breaking Down the Basics of Cold Outreach with Michael Pedone

Thu, 20 Oct 2022 10:00:00 -0000

Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps of a first-time sales call that leads to deeper conversations.

In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sales development managers should be focusing on.

HIGHLIGHTS

Breaking down the first-time call
60 dials a day and/or 3 hours of talk time
Learn the basics: Selling is selling regardless of industry
Become great by investing in yourself

QUOTES

Selling to human beings is the same regardless of industry - Michael: "Even though the problems that your solution solves might be unique to that individual, the way they buy and make decisions is the same across the board, no matter what it is."

The goal of a first-time call is to get the prospect interested - Michael: "First-time call, step one, you have to pique their interest. If you can't pique their interest in the first 15 to 30 seconds of the call, nothing else matters because then, if you don't pique their interest, you're going to get 'no thanks, I understood, we're all set.'"

Research your prospects and qualify or disqualify them - Michael: "Your job as a sales rep is not to close every lead you contact. Your job is to close as many qualified prospects as fast as possible."

Find out more about Michael in the links below:

LinkedIn: https://www.linkedin.com/in/michaelpedone/
Website: https://www.salesbuzz.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1102: Understand the Buyer’s Emotions to Change Them with Brent Adamson

Tue, 18 Oct 2022 10:00:00 -0000

Brent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Customer. A buyer’s experience with a seller, from their ability to show fresh perspectives to plain human empathy, dictates the seller’s win rates.

Brent dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation. He also talks about the need for greater focus on buyer enablement to become better sellers, especially during an economic downturn, and new approaches to selling that tap into human emotion.

HIGHLIGHTS

Buyer enablement: Have a conversation on what's important to them
Human empathy is behind every sales interaction
The seller makes the difference in a sale
Solve not just what you want the customer to know, but also what to feel

QUOTES

Your reputation and how you show up are the only factors sellers can control - Brent: "Do relationships matter or not? And the answer, funny enough, was always of course they matter. The question is what is the basis of that relationship? Is it familiarity and knowing where your kids went to college? Or is it helping understand your business in ways that you yourself haven't understood it on your own?"

Differentiate yourself by bringing your best in your sales interactions - Andy: "You can't predict in advance what's going to be the peak event for the buyer. And so, you really have to bring the best of you every time you interact with them because every one could be the event that was most memorable to them."

Understand why someone feels the way they do to change how they feel - Brent: "Ask yourself not just what do I want my customers to know, but what do I want my customers to feel. And that's a superpower."

Find out more about Brent in the link below:

LinkedIn: https://www.linkedin.com/in/brentadamson/
Website: https://ecosystems.us/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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A Conversation with Janine Kurnoff & Lee Lazarus

Fri, 14 Oct 2022 10:00:00 -0000

Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connection to the basic elements of stories, sellers almost always focus on the resolution without even building the foundations and actually understanding their prospects.

Today, Janine and Lee share their 4 basic elements of a story and why every story needs a big idea. They talk about applying these principles not only in presentations but even in some things as common as emails. They dig deep into the magic of storytelling in that you could even integrate data to deliver the best narrative for your prospect.

HIGHLIGHTS

Start with the customer and their needs and build a story from there
The 4 basic signposts for creating a story
Who is responsible for creating stories?
Applying the storytelling principles in emails
Data is good but you have to wrap it in a story

QUOTES

The basic signposts help sellers build a story - Janine: "To me, it's like giving people a common language. It's letting them learn how to speak a new language, it's called story. And if we all talk the same language especially as we work and collaborate with teams, it makes it a heck of a lot easier to put together narratives and iterate and collaborate with others."

Empowering people to realize that they are the storyteller - Janine: "When you get these playbooks, templates, and scripts, that's awesome as a starting point. I think salespeople need to feel empowered to ultimately own the story. Because every time you get in front of that audience, the story may change a little because time has passed, things have transpired, and developments have been made."

Your storytelling should support the buyer/prospect's journey - Lee: "Let's take the methodology but let's package it up with some storytelling fundamentals and even some visualization concepts. Because if I'm going to weave data into my story, then where does that data live and how do I unpack that data in a way that it's digestible and isn't just firehosing my audience?"

Find out more about Janine and Lee in the links below:

LinkedIn: https://www.linkedin.com/in/janinekurnoff/

https://www.linkedin.com/in/leelazarus/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1101: Utilizing Data with Human Intuition to Improve Performance and Feedback with Alex Kvamme

Thu, 13 Oct 2022 10:00:00 -0000

Alex Kvamme is the Co-Founder and CEO of Pathlight. With the tools and technology available, we already have enough data to work with for managing and improving performance. Alex talks about how you can get the right data to enhance the quality of coaching managers provide.

He shares his insight into what productivity means in sales, especially when it comes to feedback and self-improvement. He then builds into looking at the metrics so that everybody knows how they are doing, not getting lost in all the data, and setting goals efficiently.

HIGHLIGHTS

What does productivity mean in sales?
Alex walks us through the performance intelligence platform
The role of experience and intuition in a data-driven world
There's now a sophistication around goal-setting

QUOTES

One way to look at metrics in a performance intelligence platform - Alex: "Where do goals live right now? They live in spreadsheets. They live in color-coded dials on your Salesforce report. If you're on ops or you're a leader doing this for 20 years, you can interpret that. But productivity and performance come from the frontline employees understanding how they're doing and addressing issues before it hits their managers' desk at the end of the week."

Identify what makes it easier for managers to do coaching - Alex: "Recognition is the thing that goes out the window when you don't have time. You just put the fires out. You don't have time to celebrate because all you have time for is keeping the wheels on. So what we see is when you make it easier for managers to coach, positive recognition actually skyrockets."

Working on the right data can have a massive impact on a whole team - Alex: "A lot of folks underestimate someone's potential to improve. They assume that that seller because they did 400k last year, if they worked really hard could probably do 600k this year. How many folks have we seen did 400k and then did a million or 1.2? They just knocked it out of the park. It's possible!"

Connect with Alex in the links below:

LinkedIn: https://www.linkedin.com/in/akvamme/
Website: https://www.pathlight.com/

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1100: The Best Demo is a Mirror with Jonathan Friedman

Tue, 11 Oct 2022 10:00:00 -0000

Jonathan Friedman is the Co-Founder and CEO of Demostack. How quickly should your prospect see a product demo in their buying journey? How do you make your demos more memorable to your prospects? Jonathan shares valuable insights on these questions and how to create impactful demos consistently.

He talks about the many functions and features of Demostack. He also digs into the power of storytelling and using stories to make your demos a reflection of your prospects and their needs. Above all, being consistent with the stories you tell throughout your buyer's process.

HIGHLIGHTS

Everything you can do in Demostack
Co-creating with your prospect with powerful demos
Your buyer is an extension of your storytelling capabilities
Congruency is essential when presenting your product

QUOTES

Demo platforms help the seller bring the product into the conversation - Jonathan: "I can do a million things to know a little bit of who you are before we go on the phone. If I can translate that into the product and make you feel comfortable because you see yourself in my product really well, then I can do that. As I do discovery and as we discuss, I can customize it in subsequent calls more and more to make it feel as if you've been using the product for years."

Helping prospects see their story through demos - Jonathan: "The currency that humans use is storytelling. And stories are the only currency that can jump between minds. If we have a conversation right now and I tell you a story, that story can remain with you and you can duplicate it."

Jonathan on why you should get the congruency right: "For every different product, there are different pieces on that but if you can get the congruency right then you kind of accelerate your points. Then people interact, go to your website, when they talk to you, you say the same thing, and your presentation says the same thing, then they can say this is a real story."

Connect with Jonathan in the links below:

LinkedIn: https://www.linkedin.com/in/jonathan-friedman/
Website: https://www.demostack.com/

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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A Conversation with Brian Souza

Fri, 07 Oct 2022 10:00:00 -0000

Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation. There's a correlation between the quality and quantity of coaching that one receives and his/her level of performance improvement.

Today, Brian shares about the situation of constructive coaching in teams and how most individuals report never really getting any developmental feedback. He dives into the reality of coaching and how to prepare yourself to be a remarkable coach whether you’re in a manager role or not.

HIGHLIGHTS

Why more and more are still defaulting to just wanting to be a manager
The influence of technology and strategy in solving the disconnect between sellers and their managers.
A need for reinforcement in coach training in the skill and human levels
Reset to create a high-performance environment conducive to coaching

QUOTES

There's often no incentive at the top to be better at closing deals - Brian: "It really boils down to efficiency versus effectiveness. I think that, as an industry and as sales leaders, there's this outdated paradigm that they're coming from. 'I need to have 3-4x the pipe in my funnel for my reps. I need to hit these activity metrics and all of these demos.' The metrics play a role but as sales leaders, they're not focused on the effectiveness side of it."

How are sales leaders evaluating performance? - Brian: "What if I close the big deals, I'm number 1 and crush my number, but 70% of my team aren't making their number? So I think we have to take this holistic view of performance and understand that if you truly want to build a world-class, high-performance team and organization, you have to take that holistic approach to performance and evaluate it at all levels."

One of the mindset shifts that need to happen for a manager - Brian: "The operations part of your job and the people development part of your job are not separate and distinct, they're one and the same. If you have the right framework, the right skill set, and the right mindset, you can transform almost any conversation with your team member into a constructive coaching conversation."

Find out more about Brian and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/briansouza/
Website: https://www.productivitydrivers.com/homepage
Amazon: https://www.amazon.com/Weekly-Coaching-Conversation-Business-Taking/dp/0984762515

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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1099: Enhance the Customer Experience with Trust, Technology, and Strategy with Chris Pennington

Thu, 06 Oct 2022 10:00:00 -0000

Chris Pennington is the Chief Customer Officer at SugarCRM. Creating the best experience for customers in their buying journey doesn't only fall on the one person facing them but on all the tools, strategies, and support behind the scenes. Chris talks about the roles and responsibilities of a Chief Customer Officer and how they measure customer experience.

He shares his insight into the elements and overall process of building trust. By prioritizing trust, you're less likely to face customer churn and you also get proper feedback that enables you to deliver even better customer experiences. He also talks about how to use CRM most effectively to measure and improve the buyer's journey.

HIGHLIGHTS

What is Chief Customer Officer responsible for
Measuring the customer experience in their buying journey
The critical elements of building trust
Avoid leaving yourself vulnerable to customer churn
The value of technology that assists in delivering superior customer experiences

QUOTES

Using data and experience or intuition together - Chris: "It's very important to make sure you're applying some thought process to information that's being surfaced through data. Even though it may be dismissed, having an understanding of what the gut is saying and interpreting it is still a very valuable thing."

The importance of empathy in building trust - Chris: "It's important not to forget the human factor. We're on a customer relationship management basis. The relationship part is super important and empathy goes a long way to drive that. You need to be able to respond in a time frame that is appropriate. You need to demonstrate empathy, you can't be in a business of relationships without deeply understanding that."

Filling the gap between knowing something and understanding it - Andy: "We don't train sellers or support people in this idea of cognitive empathy which is really the form that's most useful to our customers. Because we go beyond just empathizing with how they feel but actually understand why they feel the way they do and that, then, gives us information to take action to solve the issues that have got them in pain."

Connect with Chris in the links below:

LinkedIn: https://www.linkedin.com/in/chrispennington88/
Website: https://www.sugarcrm.com/
Online Community: https://sugarclub.sugarcrm.com/

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1098: Tell a Story on the Buyer's Vision of Success with Mercy Lee Bell

Tue, 04 Oct 2022 10:00:00 -0000

Mercy Lee Bell is a Sales Enablement Manager at Webflow. There are distinct differences between traditional selling and product-led growth. Mercy digs into how PLG frames questions with insight and how to tell a story that visualizes the buyer's vision of success.

Mercy shares how to frame discovery calls as more of a listening exercise than a speaking opportunity. She talks about presenting points of view that add value to your prospect and the need for sellers to adapt to the present environment of recession fear.

HIGHLIGHTS

Product-led growth defined
Selling in a recession requires changing selling behaviors
Discovery in PLG: An opportunity to guide prospects with questions
Tell a story about what success looks like for the buyer

QUOTES

PLG discovery extracts value from product Andy: "The difference is that the user's experience of the product in product-led growth is not just a demo or necessarily a trial. It's they're actually using it. There's a value being extracted from the product and that's sort of the premise you go into is that yeah, we're able to create... a proposition, that short time to value for the end user, and it's being driven by the end-user, as opposed to being driven by a manager."

Adapt micro conditions to macro conditions - Mercy: "This level of instability or uncertainty is in every buyer's mind. So when we have these macro conditions, we create new micro or mental conditions for the buyer. And that's who we're here to, in a perfect world, support on their buying journey. In PLG, they've already been touching the product potentially. And so there's a new way to think about how do we sell well."

Tell a story that highlights your buyer's vision of success - Mercy: "If we think about this idea of authenticity and PLG selling, in a moment where it's easier to go fearful or talk a lot or try to convince, the real opportunity here is for sellers to get very, very, very quiet. Ask the questions with insight. Have a mental model in your head before you step into a call of what you think the challenges are or the vision for success might be."

Connect with Mercy in the link below:

LinkedIn: https://www.linkedin.com/in/mercybell/

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

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A Conversation with Chris White

Fri, 30 Sep 2022 10:00:00 -0000

Chris White is a business coach, entrepreneur, and author of The Six Habits of Highly Effective Sales Engineers. SEs are one of the most underserved roles in sales enablement and training, and Chris shares the increasing role of the SE as a solution consultant in winning new business.

Chris discusses his goal of getting technical wins, which is to help buyers see beyond a reasonable doubt that a particular solution is the right choice for them. He also digs into the 6 behavioral patterns of the best SEs, including how SEs can partner more effectively with their sales counterparts and how to conduct effective discovery.

HIGHLIGHTS

The technical win defined
Buyers go through 3 stages: The What, The How, and The Who
Influence how buyers look at problems so your solution is the logical choice
The six habits of highly effective sales engineers
Change the perception of salespeople by prioritizing the buyer
Sellers have two roles: Sell and connect with people

QUOTES

Realize what the buyer needs that is agnostic of your product or service - Chris: "He or she who buys a shovel, doesn't want a shovel. They want a hole. But they just don't want a hole, they want a fence or a tree. But they just don't want a fence or tree, they want privacy or they want shade. But we get so focused on the shiny shovel. We want to talk about the blade and handle. Reality is most people don't care about the shovel."

The 2 purposes of a seller are to sell and to understand another person’s needs - Chris: "To sell is to solve, and to sell is to serve. And if you're not at peace with that, then maybe you're not in the right profession... We talk a lot about this notion of servant leadership. I think more and more of us need to think of servant salespersonship, if I can say that word... If we think of ourselves as servant salespeople, we are going to do much better."

Find out more about Chris in the links below:

LinkedIn: https://www.linkedin.com/in/chris-white-demo-doctor
Website: https://www.demodoctor.com/
Amazon book link: https://www.amazon.com/Habits-Highly-Effective-Sales-Engineers/dp/0578521903

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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A Conversation with Janine Kurnoff & Lee Lazarus

Fri, 30 Sep 2022 07:00:00 -0000

HIGHLIGHTS

Start with the customer and their needs and build a story from there
The 4 basic signposts for creating a story
Who is responsible for creating stories?
Applying the storytelling principles in emails
Data is good but you have to wrap it in a story

QUOTES

Find out more about Janine and Lee in the links below:

LinkedIn: https://www.linkedin.com/in/janinekurnoff/

https://www.linkedin.com/in/leelazarus/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1097: Self-Awareness Makes VC Investing Sane and Reasonable with Matt Melymuka

Thu, 29 Sep 2022 10:00:00 -0000

Matt Melymuka is the Co-Founder and Managing Partner at PeakSpan Capital. Growing a business does not follow a uniform path. Matt shares their different approach to venture investing that is, in his words, sane rather than shooting for the top at all costs.

He digs into their incremental value creation method that aligns with where the company is and where it can reasonably go. Their philosophy is anchored on self-awareness and it is this mindset that they bring to the table when working with businesses in the emerging growth phase of their development.

HIGHLIGHTS

There is no one path to success: Bespoke growth maintains optionality
Status quo KPIs are not always the best metric to measure a business
Offering specialization and focus that has proven to grow companies
Incremental value creation and selling better during an economic slowdown

QUOTES

Be self-aware that not every company is a billion-dollar company - Matt: "We are just huge believers in real transparency, thinking about not what are you going to tell people at a cocktail party about how much money you raised or what your valuation was, but rather what kind of company goals are associated with this growth plan, what's the resource you need to get there, and let's talk about how we get there together."

"And, let's talk about a two, two and a half year sprint because the fog of war is so thick beyond that that presenting your billion-dollar case to my partnership in five years is just crazy. That's trying to pick up the Powerball winner. So we just really pursue things incrementally and iterably"

Assess companies from the ground up and be reasonable with expectations - Matt: "We're setting up these sessions with these operating advisors to really just diagnose and get a baseline check of kind of where each functional group is, where do we have holes, where do we need to supplement the team, where do we need to build better process and infrastructure.”

“And the sane and rational point from all of that is really coming out of that work, we will kind of build from the ground up what does this all imply in terms of the resources we need for the next year and a half, two years, and a reasonable expectation of where we could scale to. And so that work will dictate what the plan should be and what we should all align around versus starting with the plan."

Find out more about Matt in the links below:

LinkedIn: https://www.linkedin.com/in/matt-melymuka-98b5a617/
Email: matt@peakspancapital.com
Website: https://peakspancapital.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1096: A Salesperson’s Mission Is to Help Clients Achieve Their Goals with Fred Diamond

Tue, 27 Sep 2022 10:00:00 -0000

Fred Diamond is the Co-Founder of the Institute for Excellence in Sales, Author of Insights for Sales Game Changers and a nonsales book called Love, Hope, Lyme: A Book about Chronic Illness Support, and the Host of the Sales Game Changers Podcast. Top sales professionals have a mission to the customer—nurture the relationship and help them achieve their goals.

Fred shares that every sales interaction is a conversation that can lead to indispensable relationships which pay off for decades. He discusses how to develop an optimal mindset founded on curiosity, authenticity, and creativity, and shares some of the best sales quotes he has learned over the years.

HIGHLIGHTS

Urgency: Syncing the seller to the buyer’s journey
Luck is when preparation meets opportunity
Creativity in sales and the ability to pivot
Empathy and a sense of mission to the customer
Raising awareness on chronic Lyme disease

QUOTES

The mission of a salesperson is to help the client achieve their goals - Fred: “It's magical when the prospect and the salesperson both have urgency. There's alignment and the sense is that they are collaborating together to get something important done. When only the salesperson has that urgency and the prospect doesn't, the salesperson will be seen as pushy and tone-deaf.” - Dave Kurlan

Practice empathy because everyone has a desire to be heard - Fred: “Empathy, it's not only critical to understand what it is, it's critical to understand what it's not. Empathy is the ability to understand someone else's emotions, their feeling and their situation. It's critical in my relationship with my wife, with my children, with my co-workers, with my partners, and with my customers, and it is critical because we all want to be heard.” - Howard Brown

The greatest sales leaders have a genuine curiosity about their customers - Fred: “I feel that you're passionate not because you want to sell a lot but because you know that you're helping the world become a better place. Isn't that what sales is about? Service at the end of the day?”

Find out more about Fred in the links below:

LinkedIn: https://www.linkedin.com/in/freddiamond/
Facebook: https://www.facebook.com/freddiamond
Website: https://freddiamond.com/
Website (Podcast): https://www.salesgamechangerspodcast.com/

More on Andy:

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Sponsored by:

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A Conversation with Drew Neisser

Fri, 23 Sep 2022 10:00:00 -0000

Drew Neisser is the Founder of Renegade and CMO Huddles, host of the CMO Podcast, and Author of the new book Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. Marketing has become more complicated without necessarily becoming more effective.

Today, Drew talks about the tough environment of CMOs and delves into why a single clear and consistent message is far more likely to get the sale over a matrixed approach. He also discusses how and why clearing away the clutter of your messaging makes a world of difference for your buyer.

HIGHLIGHTS

Rising from setbacks: Drew enters content creation as he reinvents his business
CMOs clear away the clutter and today work closely with the CRO
Marketing has become way more complicated but rarely more effective
An 8-word purpose-driven story statement is your North Star

QUOTES

A CMO focuses the organization’s product and messaging - Drew: "A great CMO, who is a leader, recognizes the sort of emotional impact of choice of words and visuals and design and will use that to inform communications across the organization, internally and externally. And they often will be the only one in the organization who won't just say ‘Well, let's just tell them it's cheaper, faster, and better’, right? They might be the only one in the organization that will say, ‘You know what? I know we have 15 features but I can only comprehend 1 big one and 3 subsets of that. They're the only ones who can bring focus to this thing.’"

Your brand must have a single message in 8 words or less - Drew: "You have to have a big idea to begin with. And if you don't have a big idea and you don't have what we call purpose-driven story statement or something that encapsulates the, I'm going to call it the sort of the purpose of the brand and a promise of the brand all put together magically in 8 words or less, if you don't do that, then there is no hope that the rest of the stuff is going to hang together."

A single unified message produces higher rates of sales success Drew: "Brands that put 1 message in the marketplace can make it easier for the customer to buy them based on 1 major promise. I have a higher success rate than ones that offer 25 things."

Find out more about Drew and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/drewneisser/
Website: https://renegade.com/
Amazon: https://www.amazon.com/Renegade-Marketing-Building-Unbeatable-Brands/dp/173721251X

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1095: Master Proposal and Negotiation Avoidance with Mike Bosworth

Thu, 22 Sep 2022 10:00:00 -0000

HIGHLIGHTS

Proposal avoidance: Confirm all details in the pre-proposal review
Negotiation avoidance: The difference between cost and price justified
Don't negotiate with procurement

QUOTES

Find out more about Mike in the link below:

LinkedIn: https://www.linkedin.com/in/mikebosworth/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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1094: Focus on Your Product by Outsourcing Sales with Robert Henderson

Tue, 20 Sep 2022 10:00:00 -0000

Robert Henderson is the Co-Founder and CEO of JumpCrew. Companies that are great at creating products and services should focus on that area of expertise. By outsourcing sales, companies avoid costly hiring mistakes and provide a dedicated support team that promotes healthy engagement and coaching to sellers.

Robert digs into how their product, which is the actual selling, creates symbiotic relationships with their customers. They help startups with the whole go-to-market motion, as well as Fortune 100 companies reach their next milestones faster. Robert also comments on how to create better engagement with sellers and how to coach with authenticity.

HIGHLIGHTS

Symbiotic relationships ease the tension with existing sales teams
Outsourcing avoids expensive trial and error in hiring sales teams
Providing a higher level of sales support for JumpCrew's clients
Coach those who want to be mentored and create engagement

QUOTES

A symbiotic relationship with bolted-on and client sales teams - Robert: “All boats rise with rising tides. You guys do really well, and if you guys are crushing it, you're going to expand with us. We're going to be that bolt on that's pushing you guys up and you guys will push up with you. Creating these symbiotic relationships where everybody is growing together is what is successful.”

Hire good sellers in the first place to avoid expensive hiring mistakes - Robert: "A lot of our secret sauce has to be in the identification and selection of the right resources upfront. And we are big on understanding why a person is predisposed to being good at sales and whatnot. And we have so many data points around it within our organization and we keep track and organize those data points very well so we're very likely to pick people [who] are going to be good sellers in the first place.”

Coaches create better engagement with sellers by being authentic - Robert: “If we focus our coaching to the people who are really open to it, that's probably where we're going to make the most impact. That's where we're going to get the most distance.”

Find out more about Robert Henderson in the links below:

LinkedIn: https://www.linkedin.com/in/robert-henderson-0a7a0b39/
Website: https://jumpcrew.com/
Email: robert@jumpcrew.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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FOMO is dead. What now?? (Part 2) [Special RevOps Podcast episode]

Sun, 18 Sep 2022 10:00:00 -0000

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, you will hear the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Brent Adamson (Global Head of Research & Communities, Ecosystems)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

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A Conversation with Scott Roy and Roy Whitten

Fri, 16 Sep 2022 10:00:00 -0000

Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople.

HIGHLIGHTS

Selling multimillion deals in London is the same as selling seeds in Cambodia
DQ: Selling is not about persuading, it's about raising decision intelligence
Transform management so selling becomes more about behavior change

QUOTES

Decision intelligence defined - Roy: "This view of selling that it's fundamentally about convincing people to buy, that is one of the reasons that things aren't working. And this is why we've developed decision intelligence selling that what DQ selling is about is not trying to convince the customer to buy, it is leading the customer to improve their decision intelligence, their DQ, so that they can make the best possible decision for their business."

The fundamentals of transforming people - Roy: "If you're going to really transform somebody, you've got to go after 3 things: their attitude, their competence, and the way they execute. And you've got to do it in a holistic fashion and it starts with transforming and giving people the ability to literally recognize their mindset and shift it. Not wait for it to shift, but shift it themselves. That is part of the magic sauce."

Change the way people manage to change the way sellers sell - Scott: "Managers can screw things up faster for a sales team than the management coach can get to them to help fix it. Managers, with one email or one one-to-one conversation or the way they set targets or the way they jerk people around in targets or they can do more damage in 5 minutes than 1 attitude coach just can't be there to fix it. So we think what's needed is a transformation in management."

Find out more about Scott and Roy in the links below:

LinkedIn (Scott): https://www.linkedin.com/in/scottaroy/
LinkedIn (Roy): https://www.linkedin.com/in/roywhitten/
Website: https://www.wrpartnership.com/
Email: contact@hwrpartnership.com
Amazon book link: https://www.amazon.com/Decision-Intelligence-Selling-Transform-People/dp/1952654068

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann

Thu, 15 Sep 2022 10:00:00 -0000

Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io.

Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before.

HIGHLIGHTS

Digital body language: Connect with buyers at the moment they are on your website
Interact with buyers: Moving from chat to video on demand on your website
Focus on pipeline during a recession
AI cannot replicate the nuances of human interaction in sales
Enablement must train sellers how to meet buyers in context

QUOTES

Engage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy from the first company or person that they engage with. So why would you open yourself up to a situation where you're not responding to these people are target accounts of yours, a strategic account, so that you're trying to pursue the moment that they're there."

AI and human sellers have their optimal uses in sales - Robert: "That type of A.I. in chat has a very useful function in a highly process-oriented environment like a support environment. But sales is nuanced. Sales is about connection. You talk about this a lot, Andy. Sales is about that curiosity, about what's important to your company but what's important to you? You can't get that through A.I. You have to get that through interaction."

Find out more about Robert Zimmermann in the links below:

LinkedIn: https://www.linkedin.com/in/robertzimmermann/
Website: https://www.qualified.com/

Connect with Howard in the links below:

LinkedIn: https://www.linkedin.com/in/howardbrown/
Website: https://www.revenue.io/
Email: howard@revenue.io

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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RevOps Podcast

Selling with Purpose Podcast

1092: Top Seller Insights from the LinkedIn State of Sales Report with Brian Walton

Tue, 13 Sep 2022 10:00:00 -0000

Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers.

The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic and the winning behaviors behind this new backdrop in sales.

HIGHLIGHTS

Top sellers spend less time selling and more time researching
Buyers trust individual sellers more than the organizations they represent
LinkedIn offers much more value than just a place to get a job
Post-pandemic: Very large deals are continuously being closed virtually
Buyers are people so understand their context to angle your pitch more effectively

QUOTES

Use your tech stack and traditional sales together for bigger wins - Brian: "If I look at my own organization, the sellers that continue to strike the balance between leveraging the technology and being thoughtful about when it made sense to do business virtually, and also travel thoughtfully, performed extremely well."

Sellers report continually closing deals over 500k without ever meeting buyers - Brian: "The technology generally is at a place where both buyers and sellers are able to be effective in their jobs and, for those reasons, we feel like this isn't something that's going to immediately 180 back to where it was pre-pandemic."

Learn the politics within your buyer's organization to guide your sales process - Brian: "What are the organizational dynamics and what's the organizational political climate that your person or your champion or the buyer team is operating in? And that stuff guides so much more than I think the average seller would give credit to. But that is not something you are going to learn anything about unless you have a high degree of trust."

Find out more about Brian Walton in the link below:

LinkedIn: https://www.linkedin.com/in/brianwalton415/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Who Moved My Cheese with Natalie Furness (Part 2) [Special RevOps Podcast episode]

Sun, 11 Sep 2022 15:59:00 -0000

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Andres Lares

Fri, 09 Sep 2022 10:00:00 -0000

Andres Lares is the CEO of Shapiro Negotiation Institute and author of Persuade. Selling is perceived as persuading, but to be truly effective, sellers must instead influence. Andres shares the why behind influencing from a psychological standpoint, as well as the massive gains in credibility by practicing empathy.

By freely providing recommendations to buyers that truly help them get closer to their goals, sellers create trusted relationships that can last far longer than what would have otherwise been a simple sales cycle. Andres also discusses the value of continuous learning as you go through your own professional development.

HIGHLIGHTS

Lead with price and be convinced of your value to your buyer
Video, along with audio and written, has its place as a communication tool
Persuasion vs influence: Build credibility and practice empathy
Continuous learning and increasing openness to try new things

QUOTES

Build credibility by giving recommendations on best fit - Andres: "We know some really successful salespeople we've trained and worked with or partnered with where they have said, you know what Andy, I think in this situation I'm really not the best fit for you. And if you think of the way you can get the most credibility with someone, I can't think of a better way to authentically, genuinely say look, in this situation this is not a right fit. I actually recommend you do A, B, and C with a different group."

Sell through the buying process, not the selling process - Andres: "I put empathy as one of the most important skills. As time goes on, it continues to become more and more important in management positions, in sales positions, in all of these, and I think that's a perfect other example. If we're selling to the sales process, we're thinking about us. If we are working with the buyer to work through the buying process, that's a completely different perspective."

Find out more about Andres in the links below:

LinkedIn: https://www.linkedin.com/in/andreslares/
Website: https://www.shapironegotiations.com/
Amazon book link: https://www.amazon.com/gp/product/B0964JQ5VT/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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1091: Commit to Enable Frontline Salespeople with Andy Champion

Thu, 08 Sep 2022 10:00:00 -0000

Andy Champion is the Vice President and General Manager for EMEA and ANZ at Highspot. There is a big difference between managers and leaders and it has less to do with processes and more about inspiring others to greatness. Andy Champion discusses why curiosity matters and how to approach conversations with the intent to learn.

He also digs into the importance of getting buy-in from the top to commit to coaching so that frontline managers implement behaviors that increase their chances of success. Lastly, Andy talks about mental health as a core component of enablement to create happy employees to further increase sales success.

HIGHLIGHTS

Approach conversations with the intention of learning more
Equip, train, coach, and analyze salespeople for success
Reinforce training of frontline managers to ingrain lessons
Mental health is a core part of enablement

QUOTES

Managers manage processes, leaders lead culture and inspire greatness - Andy Champion: "As a leader, I think it's as you say it, it's fundamentally different. It's about inspiring people to do their best, as you said, to be the best version of themselves. The other thing I would add to that, Andy, I think that is critical is, as a leader, it's really important that we create a space, a culture, into which people can grow. We don't own that culture, we don't define that culture, but we certainly have a responsibility to create that safe space."

Understand what is most important to buyers - Andy Champion: "If you're prepared to ask the questions and to listen intently with the whole approach solely of learning rather than necessarily forcing somebody down a particular track, my experience, that usually leads to better success. You're not going to w Qin every deal, you're not going to win every conversation because, do you know what, for some customers, you might not have the right solution, but you will always come away from those conversations having built respect and trust."

Include mental health in enablement to make more effective salespeople - Andy Champion: "When you are more proficient in what you do, it's more likely that you will find joy in what you do, certainly fulfillment in what you do, and then, quite often, what will follow from that fulfillment and from that joy, quite often what will follow from that is success. Happy people generally get successful sooner or later. Successful people don't always find happiness."

Find out more about Andy Champion in the links below:

LinkedIn: https://www.linkedin.com/in/andychampion/
Website: https://www.highspot.com/
Email: andy.champion@highspot.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

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Selling with Purpose Podcast

1090: Creativity and Curiosity Increase Your Win Rates with Elay Cohen

Tue, 06 Sep 2022 10:00:00 -0000

Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significantly in the past decade. More companies have started to realize that every conversation matters—regardless if the deal pushes through or not—and that the way to push up win rates is by being genuinely curious.

Andy and Elay discuss the 3 stages in a buyer's journey and what sellers must do in each stage to determine fit, ask meaningful questions, and offer creative perspectives that prospects may not realize. Elay emphasizes the role of a seller as a guide whose goal is to lead buyers to a solution to their problems.

HIGHLIGHTS

Sales enablement today makes every conversation matter more
Sell better by empowering buyers to tell you what's important to them
The 3 Stages of the Buyer's Journey: The What, How, and Who
Conformity versus curiosity: Increase win rates by asking questions

QUOTES

Sellers must act as a guide for buyers to reach their destination - Elay: "Everyone's talking about MEDDPICC and MEDDICC these days and decision process, decision criteria, paper process. There's something there about buyers being empowered to write down what's important to them and then communicating that in their decision process and in their decision criteria. And I think that sellers need to be great at asking questions to assess whether there is a fit there."

Genuine curiosity beats automation to increase win rates - Elay: "Forget automation. How many sellers are internalizing a strategy across their top 2 to 3 competitors? How many sellers are actually having an open conversation with their champion? How do we compare? And then taking the inputs, sharing it back with the team, and then doing a pursuit, doing a campaign around that. And how many managers are reinforcing that? I'd say not as many as there should be."

Selling is a creative pursuit when you help solve a customer's problems - Elay: "I think we tend to forget that sellers are creating an opportunity to help someone solve a problem in an innovative way, and creativity is a very important skill. And I think underrated."

Connect with Elay and get his books in the links below:

LinkedIn: https://www.linkedin.com/in/elaycohen/
Website: https://saleshood.com/
Email: elay@saleshood.com
Amazon author page: https://www.amazon.com/Elay-Cohen/e/B00JJWE98Y%3F

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

Who Moved My Cheese with Natalie Furness (Part 1) [Special RevOps Podcast Episode]

Sun, 04 Sep 2022 10:00:00 -0000

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

A Conversation with Juliet Funt

Fri, 02 Sep 2022 10:00:00 -0000

Juliet Funt is the Founder and CEO of the Juliet Funt Group, as well as the author of the book A Minute to Think. Something lacking in today's busy world is white space. This is time with no assignment and has been proven to boost creativity for you to do your best work. This is in contrast to the culture of busyness which fills up every available moment with tasks that may or may not even be relevant. White space should ultimately be brought home for you to be present with joy, hobbies, family, and children so you do not miss out on your life.

HIGHLIGHTS

White space allows for thinking time and the flow of creativity
Busyness and wellness: Change the culture through dialogue
Time thieves are attractive but they turn drive into overdrive
Email diet: Touch it less or compose it better

QUOTES

White space is time with no assignment - Juliet: "In white space, as we define it, we call it time with no assignment. This is you're a dog in the park without a leash and your mind can run, thinking about anything at once, unencumbered by rules, unencumbered by instruction. It's what we're missing. We never have that freedom."

Busyness is ingrained in culture - Juliet: "The salespeople sometimes are in their own personal habitual groove of creating that activity, but it also has to do with the rewards and rules that they live within. So if you have to calendar 20 meetings a week, you're going to find 7 low-value meetings to throw in to make your 20 even though you know that it would be better to focus on the 13 high-value meetings. But you're not allowed to."

An email diet opens up your time for deep work - Juliet: "That moment where you go “Okay, I was going to check email and now I'm not’. And what you learn in that second is that you have no idea what to do other than that. So you're forced into this moment of ‘Wow. What else could be next?’ And you look at your calendar and you realize you have 20 minutes til the next call and then it gets weird. And then you start realizing I had no idea how to busy myself if I don't fill with a digital sip."

Find out more about Juliet and take the Busyness Test in the links below:

LinkedIn: https://www.linkedin.com/in/julietfunt/
Website: https://www.julietfunt.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1089: Intentionality in Introspection: Enable Sellers’ Continuous Learning, with Shaan Hathiramani

Thu, 01 Sep 2022 10:00:00 -0000

Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics.

Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also discusses paradigm shifts needed in sales on what defines productivity and how to enable managers themselves.

HIGHLIGHTS

Salespeople and leaders must be intentional about what works and doesn't
Change the basis of productivity so sellers can focus on self-improvement
Managers have all the answers versus managers direct to the right answers
Enablement leaders must identify subject matter experts within teams

QUOTES

Be intentional about introspection - Shaan: "When you're short-term optimizing for just trying to get those dials to work in the spreadsheet, you lose the fact that any given day anyone in this seat should be carving some time for introspection, for understanding what worked well in that call and what could've gone better. And those are the moments that make you 10, 15% better every week, every month."

Incentivize introspection and continuous learning - Shaan: "It starts by having a conversation at the leadership level around duration and how you're thinking about the next generation of leaders within your company. If you want good people to stay, it's not just going to be for lone wolf economics. It's going to be for folks who are recognized for being far more."

Shift the paradigm that sales enablement is linear - Shaan: "I'm starting to hear this from some of the most mission-driven and forward-thinking enablement leaders I've worked with is becoming less of the owner of enablement in a company and more of the facilitator; identifying subject matter experts within individual teams and departments and working with them to enable and empower them at the manager level to be those enablement leads, as opposed to just a linear I'm going to push all this content down to you."

Find out more about Shaan in the links below:

LinkedIn: https://www.linkedin.com/in/hathiramani/
Website: https://flockjay.com/
Email: shaan@flockjay.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

RevOps Podcast

Selling with Purpose Podcast

1088: Video Texting Deepens Relationships, with Josh Little

Tue, 30 Aug 2022 10:00:00 -0000

Josh Little is the Founder and CEO of Volley. There is a need for a better way to communicate as only 7% of communication is delivered through words. Volley's asynchronous messaging expresses tone of voice and body language and combines it with the convenience of texting. Josh shares its best uses in developing relationships in mastermind groups and between mentors and their mentees.

HIGHLIGHTS

Volley: An asynchronous messaging app with the benefits of video and convenience of texting
Use cases for creators and long sales cycles
Video messaging allows flexible communication to enhance relationships

QUOTES

Volley facilitates video messaging in long sales cycles - Josh: "Especially for long sales cycles, we've heard it used. If you know we're going to be talking for the next 12 to 18 months and we're going to be sharing a lot of data and that's going to get lost in your inbox, then yeah, let's jump into Volley."

Creating value for mastermind groups and mentors and mentees - Josh "Folks that you wish you had more time with, there's an interest in being connected, it's just real hard to schedule that time for people you're mentoring, people who are mentoring you. It's great for things like that. You're right, for building relationships, for creating more connection with the folks that you want to be connected with."

Find out more about Josh in the links below:

LinkedIn: https://www.linkedin.com/in/littlejosh/
Website: https://www.volleyapp.com/

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The Musicality of RevOps with Marcela Piñeros [Special RevOps Podcast episode]

Sun, 28 Aug 2022 10:00:00 -0000

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Marcela Piñeros, the Global Head of Sales Enablement at Stripe, joins Howard and Alastair to discuss the musicality of making RevOps work.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Marcela Piñeros (Global Head of Sales Enablement, Stripe)

Sponsored by:

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A Conversation with Mario Martinez

Fri, 26 Aug 2022 10:00:00 -0000

Mario Martinez is the CEO and Founder of Vengreso. Prospecting in the digital age looks drastically different from how it used to just a couple of decades ago. There are many ways to optimize this and one of the best is by using video. This medium, compared to cold calls and emails, has the added advantage of displaying your expressions to create meaningful connections.

Mario shares some digital-age tactics that may seem elementary to younger salespeople but are virtually unknown to sales leaders aged 45 and up. This is incredibly relevant to incorporate in training and being successful in an omnichannel approach to meeting buyers where they are at.

HIGHLIGHTS

Moving to Hawaii and Vengreso's focus on digital sales training for better prospecting
Most salespeople find prospecting to be the most difficult part of sales
Video tactics for prospecting in the digital era
An omnichannel approach to selling meets buyers where they are
Fix your own social-selling brand before engaging on social media

QUOTES

Showing your expressions and emotion on video make it a powerful medium Mario: "Video is powerful, video is amazing. 59% of executives report that they watch 1 business-related video at least per week. Also, we know that video can do something for engagement, which is, it's the visual piece."

Optimize your outbound to get more wins Mario: "We waste so much time as sellers trying to reach out to buyers who don't necessarily have a problem that they are interested in solving at that point in time. And that's the hard part is, especially on the outbound prospecting. Inbound is a little different because someone is proactively, potentially raise their hand and said ‘Hey, I have this problem.’ But on the outbound, you're basically shooting in the dark."

Create a seller profile to be effective in social selling Mario: "If you're going to leverage a social medium and engage with a potential buyer, the probability of them clicking on your profile and looking back at you is extremely high. In fact, LinkedIn ran a state of today's buyer report at the end of last year and they reported that 72% of buyers who are engaged by a seller, whether it's through a call or whether it's through email or LinkedIn, will actually look back at a seller's profile."

Find out more about Mario in the links below:

LinkedIn: https://www.linkedin.com/in/mthreejr/
Website: https://vengreso.com/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

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1087: Win Streaks Develop Your Consecutive Muscle, with Jeffery Downs

Thu, 25 Aug 2022 10:00:00 -0000

Jeffery Downs is the Managing Director at FranklinCovey and author of Streaking. The best-performing salespeople streak their personal development. They work on their consecutive muscle and do little things every single day that lead to personal growth.

Jeffery studied the differences between ordinary and extraordinary performers and found that the best of the best streak a “laughably simple” task every day. As they create this structure for consistent wins, the top performers’ actions become aligned with their vision for themselves, which then grows confidence, and sets a solid floor to reach any bar afterward.

HIGHLIGHTS

The upsides and downsides of company hopping
Allow sellers to adapt first before throwing them out
Streaking: Strengthen your consecutive muscle for personal development
Track your streaks and increase your credibility and confidence

QUOTES

Successful people are intentional about their inputs for personal development Jeffery: "One of the metrics that I look at is not anything to do with their output. It has everything to do with their input in regards to what's the one thing you're doing to develop yourself right now in order to get to the place where you can have outputs?"

Top performers develop their consecutive muscle over time Jeffery: "They have a muscle that they've developed over time, one that is ignored by most people and I call it the consecutive muscle. It's they've decided that every day they're going to do personal development in order to be the best salesperson they could be. And it's hidden, it's hidden behind their numbers."

The best salespeople enjoy success because of their personal development Jeffery: "The difference between an ordinary and an extraordinary person is the focus on the inputs. And he says, what learned is that when you focus on your inputs, intrinsic, what's happening inside, that success becomes a consequence rather than the goal."

Find out more about Jeffery and the Streaking App in the links below:

LinkedIn: https://www.linkedin.com/in/jefferyjdowns/
Website: https://www.streakingmastery.com/howtostreak
Streaking app link: https://www.thestreakingapp.com/
Amazon book link: https://www.amazon.com/Streaking-Practice-Conscious-Consistent-Life-Changing/dp/1989603467

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1086: Diversity in Sales Starts from the Top, with Cynthia Barnes

Tue, 23 Aug 2022 10:00:00 -0000

HIGHLIGHTS

Integrating more women in sales starts with sales leadership
Change sales culture to be outcome-based and welcoming of diversity
Confronting sexism and racism in the workplace
Tweaks, not drastic change, go a long way in integrating diverse people

QUOTES

Find out more about Cynthia in the links below:

LinkedIn: https://www.linkedin.com/in/cynthiabarnes/
Website: https://nawsp.org/
Amazon author page: https://www.amazon.com/Cynthia-Barnes/e/B08JJBHYZ9%3F

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FOMO is dead. What now?? (Part 1) [Special RevOps Podcast episode]

Sun, 21 Aug 2022 10:00:00 -0000

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Brent Adamson (Global Head of Research & Communities, Ecosystems)

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A Conversation with Nick Capozzi

Fri, 19 Aug 2022 10:00:00 -0000

Nick Capozzi is the Head of Storytelling at Demostack and the VP of sales at Smile Virtual. He shares his start in sales by selling duty-free items on cruise ships and the lessons on relationship-building that he learned in the 10 years he eventually spent there.

These lessons remain applicable even in B2B selling as being likable could be the key differentiator between you and your competition. Nick also discusses how to maximize video and use it to increase your chances of getting bookings, as well as the lasting value of asking about the weather to make a connection.

HIGHLIGHTS

Selling duty-free luxury items and crazy stories of on cruise ships
B2C selling emphasized the importance of relationships in sales
Take the prospect off the streets: People buy from people they like
The secret to confidence on video is lighting
The weather question is still a good conversation starter

QUOTES

One of the best ways to improve is to listen to your own calls Nick: "People don't do it themselves. They're afraid to watch themselves or listen to themselves. And if you just do it 3, 4, 5 times in a row, get over that fear, and you start to see your crutch words. You start to see your negative words. You start to see these things that can be kind of easily corrected, you just have to have the thought to do it."

Lighting brings confidence on camera Nick: "The key thing to becoming comfortable on camera that everyone misses is they don't light themselves correctly. And if you see my videos, they all have the consistent look. And all I have is 2 $35 soft box lights and I have a $38 webcam. But the webcam makes me look better than I look and the lighting makes me look way better than I look, frankly. But if you feel subconsciously that you look good, you're going to present a lot better."

Find out more about Nick and connect with him in the links below:

LinkedIn: https://www.linkedin.com/in/nick-capozzi/
Website: https://salespitching.com/

More on Andy:

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1085: Be Mindful of Changing Your Habits, with Tim Mann

Thu, 18 Aug 2022 10:00:00 -0000

Tim Mann is the Director of Sales at Blueboard. Entering the world of sales through a nonprofit working in jails taught Tim the value of coaching to improve sellers' performance. He explains how cognitive behavioral therapy (CBT) is at the core of his coaching by changing habits and being curious about how people think.

Tim also talks about salespeople's openness to learn as the foundation of their continuous learning. This curiosity about what makes them behave a certain way is not just important for personal awareness, but it also helps them to think for themselves, a soft skill with a direct correlation with sales success.

HIGHLIGHTS

Serving as a Marine and entering sales through a nonprofit for running
Companies must invest in coaching and performance management
CBT laid the foundation for Tim's coaching and changing behaviors
Healthy competition builds an encouraging sales culture
The Marines reinforced how to think for the greater good of the team

QUOTES

CBT is at the core of how and why Tim coaches Tim: "To me, it's all kind of laid the foundation, like all that work I was doing in the jail and in nonprofit was CBT-based, like helping people form better habits, exploring why they think things, and how they think about things."

Changing habits starts with an openness to learn Tim: “As we think about changing habits, it's about taking this mindset that you're open first to changing your habits. It has to start from a place of openness, like I'm open to getting better. And as I think about teams, this idea of continuous improvement and not getting complacent and just there's always more to learn. There has to be a hunger to learn."

Find out more about Tim in the links below:

LinkedIn: https://www.linkedin.com/in/tim-mann-98381b53/
Website: https://www.blueboard.com/
Email: tim.mann@blueboard.com

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

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Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1084: Remote Work Productivity in Asynchronous Companies, with Liam Martin

Tue, 16 Aug 2022 10:00:00 -0000

Liam Martin is the Co-Founder of Time Doctor and Running Remote, and the author of Running Remote. Increasing productivity has always been one of the goals in sales. However, it is the metrics to measure productivity which has been changing with the move to hybrid and remote work.

Liam shares how asynchronous companies, which have adopted an “unmanagement” style, maintain productivity with less management within a digital environment. He also comments on the role of management as not merely a means of reporting up, but as the ideal role for coaching and development on the ground.

HIGHLIGHTS

Time Doctor tracks sellers' specific actions to aid productivity
AI helps predict seller retention in companies
Remote work and productivity of asynchronous organizations
Management is not just reporting up but coaching for development
Collaboration and autonomy in asynchronous organizations

QUOTES

Time Doctor tracks more than just time Liam: "If you can pull in a quantifiable, longitudinal metric, so the amount of demos that you've done, the amount of closes that you have, the amount of tickets that you've closed, the amount of Jira tickets that you've put together, these are all examples of API integrations that we have inside of the app, then we can measure against that output and be able to figure out who's doing this better."

Asynchronous organizations are more productive working remotely Liam: "These organizations which I'm calling asynchronous companies, which is a concept which is the ability to be able to manage people without simultaneously interacting with them, I discovered that their managerial layer is about 50% thinner than their on-premise counterparts. So there are more people doing work in asynchronous organizations than there are people managing people doing work in asynchronous organizations."

The nature of collaboration is different in asynchronous organizations Liam: "The only tickets that stay up there are the EQ issues or the soft issues. Generally, they are, Andy's got a problem with Liam and we need to be able to solve it, because Andy feels like Liam is pushing in on his departmental requirements or what he's responsible for and Liam doesn't agree and we need to be able to work that out. So those human components is what the vast majority of our synchronous time is reserved for."

Find out more about Liam and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/liammcivormartin/
Time Doctor Website: https://www.timedoctor.com/
Running Remote Book Website: https://www.runningremotebook.com/

More on Andy:

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A Conversation with Dale Dupree

Fri, 12 Aug 2022 10:00:00 -0000

Dale Dupree is the Founder and CSO of The Sales Rebellion. The status quo in sales is mediocrity and this is what Dale is rebelling against. By developing your own personal brand and improving upon inherent strengths instead of conforming to processes, both individual contributors and managers can interact with people on a more human level. Dale shares how his unique methodology aligns the way you operate with your authentic self, creates credibility, and makes sellers stand out to attract clients to start—and continue—to do business with you.

HIGHLIGHTS

The Sales Rebellion rises up against the status quo of mediocrity
Anchor change on a desire to give people something better
Building The Rebel Refuge platform
Call volume is a useless metric for salespeople

QUOTES

Effective salespeople start with management Dale: "Our rebellion isn't just about going and saying you're doing it wrong. It's about helping people to take their strengths, what does make you a good manager, why did you get to this level in the first place, and how can [you] add that little spice, that pepper and that salt that's needed in order to lead your own rebellion and start to tap into your people better."

Interrupt patterns with emotion Dale: "I didn't start pitching products, instead I started pitching more experiences. Hey, you're probably feeling this way at some point in time, whether right now or in the past or it's yet to come, but these are the things that I fix from an emotional standpoint because people buy emotionally more so than anything else. Intelligently, we use our brain to justify the emotion."

Crush quota by creating long-lasting business partnerships Dale: "The Rebellion, what we teach and how we train, is to create that. Not just to say hey, let's hit your numbers but to say, let's hit your numbers and build literal relationships in the process that will then expand those numbers lightyears away from wherever you thought you would be with them. Because of that, it is a long game approach because you have to build credibility and trust."

Results matter more than call volume as a metric Dale: "A sales trainer coming and saying you need to double your volume or you need to triple your volume and you need to follow this playbook to do it, I think really it just disconnects people further from sales because sales is not about how many people can I dial. It's about how many results do I get a day. And too many times in sales training have I seen people going on and basically saying do the work instead of get the result. And so, I think that's a mindset shift that people need to make."

Find out more about Dale in the links below:

LinkedIn: https://www.linkedin.com/in/copierwarrior/
Website: https://www.thesalesrebellion.com/

More on Andy:

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Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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1083: Innovating Immersive Learning Through VR, with Kurt Kratchman

Thu, 11 Aug 2022 10:00:00 -0000

Kurt Kratchman is the CEO at Virti. COVID fast-tracked the need to innovate remote learning, especially in the healthcare industry where diagnostic skills must be accurate. Kurt shares how they improved immersive learning using cutting-edge technology like VR headsets, 360 video learning, and avatars and how this forward-thinking applies even with the return to face-to-face interactions. He also discusses their program for sales readiness that cuts down the time for a salesperson to be productive from 6 months to just 7 days while also providing continuous training for up to 8 months.

HIGHLIGHTS

Virti delivers immersive learning to enterprise at scale
Sales readiness: Focusing on skill-fade reduction and memory retention
Supporting franchise industries in sales and corporate entities with leadership
The learner’s journey: VR headsets help teach situational awareness

QUOTES

Innovating immersive learning for the healthcare industry Kurt: "Simulation training is a big part of the healthcare industry. Every hospital has a simulation center. You practice sometimes on mannequins, sometimes on patients, sometimes on actors. So what we've done is taken a lot of those processes and move them into 360 video and using avatars."

Moving up sellers' sales readiness to just 7 days "The ready to sell means that they can prospect, that they can pitch, that they can take someone through a demo, and they can get someone to yes. And the yes, meaning, typically a POC. Now, the training doesn't stop at 7 days. We have actually a curriculum that lasts for 8 weeks, but they don't have to wait 'til the 8th week to start being productive."

Immersive learning guides the learner's journey and creates situational awareness "When you get into the immersiveness of the video and you get into the diagnostic tools of the avatars, and you bring them together, that's where the magic happens. And that's what we call the learner's journey. So the learner's journey starts with situational awareness, they get into the context of the situation, they see what's going on."

Find out more about Kurt in the links below:

LinkedIn: https://www.linkedin.com/in/kurtdavidkratchman/
Website: https://www.virti.com/
Email: kurt@virti.com

More on Andy:

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1082: Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard

Tue, 09 Aug 2022 10:00:00 -0000

Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the innovation from within or to find a partner who can from without. Sean shares the attributes of such a leader and how their innovation operating model works. Their functional transformation is a subversive approach toward changing behaviors. They celebrate small wins so their partners can then tell the story to their own stakeholders and continue to get the resources to be successful.

HIGHLIGHTS

Commercialization leaders: An emerging role to fill a gap
Portfolio-based approach towards venture-building
Innovating Bridgestone and growing U.plus 600%
Survive the recession by investing in your relationships

QUOTES

Innovation in big companies is both inside-out and outside-in Sean: "Outside-in means I have a problem, I think there's a startup out there that could solve it for me. So I go out and I scout and I try and find a startup that I can either buy from, invest in, acquire, or partner with in some way.

And then there's inside-out innovation. We know we can provide a digital version of our current physical experience or we need connected services for our hardware or our equipment, as an example, but we don't have the people to do it."

Usher functional transformation, not cultural transformation Sean: "We do what I call functional transformation. Our approach is we want to find the truth about where our product or service fits with the user or market, what to do about it. We want to create a functional learning organization, now the teams that are responsible for doing it, so we do it at the team level, which is quite possible."

Find out more about Sean in the links below:

LinkedIn: https://www.linkedin.com/in/seansheppard/
Twitter: https://twitter.com/seanasheppard
Email: sean@u.plus

More on Andy:

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A Conversation with Steve Hall

Fri, 05 Aug 2022 10:00:00 -0000

Steve Hall is an executive sales coach and Australia's leading C-level sales authority. He brings with him decades of experience in several industries and roles, from bricklaying to middle management to sales leadership to executive consulting. He learned that even the most complex sales involving millions of dollars still boil down to the basics: sales is a people business. He shares how to get in the mindset of a C-level executive, create a message that gets you a longer conversation about your solution, and find the best way to send that message as cold emails do not work with the C-level.

HIGHLIGHTS

Sell to the person who has the authority to approve
Focus on accounts, not leads: Sales is about creating relationships
A conversation with the C-level is going to be about strategy
Get a meeting with the C-level then prepare for it

QUOTES

Even complex sales are about relationships Steve: "One of the biggest sales I made, the COO of an 8 billion dollar company in the states, or UK actually, wanted to meet the president of our company not to look at how the software works, but look him in the eye and say, will you support us if we get in trouble? At the end of the day, it's still about relationships. I'm not saying people will buy off you because you've got a good relationship, but they shouldn't buy off you if you haven't got a good relationship because that's a huge part of making things work."

Empathy and business knowledge are important when selling to the c-level Steve: "To be able to talk intelligently, business, to a senior executive, you've got to be vaguely intelligent and know a little bit about business. And you also need to have the capability of putting yourself in the shoes of the person you're speaking to. That's one of the most important and least understood skills of the salesperson—look at things from your customer's perspective."

The two things you need to speak to the C-level Steve: "You need two things. You need a message which will make them want to talk to you, and you need a way to get it to them. And the message depends on the circumstances but it could be we want to help you reduce the risk in your automotive department, for instance, or reduce the downtime on your machine, so whatever it might be for that particular customer."

Find out more about Steve in the link below:

LinkedIn: https://www.linkedin.com/in/stevehallsydney/

More on Andy:

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1081: Scale and Automate How You Pay Out Commissions with Mark Schopmeyer

Thu, 04 Aug 2022 10:00:00 -0000

Mark Schopmeyer is a Co-Founder and Co-CEO of CaptivateIQ, the new standard for sales commissions, that helps companies set, calculate, and report paying out sales commissions. He talks about the obstacles to combining different sets of commission data and the need to create a solution. He emphasizes that a scalable solution was needed due to the limits of existing software and how more forward-thinking companies see the wisdom in moving away from traditional manual processes into an automated system. Mark also comments on trends he sees on commissions, such as the introduction of spiffs and other incentives.

HIGHLIGHTS

Combining data sets must be 100% accurate for commissions
CaptivateIQ creates a scalable solution for calculating commissions
More modern companies quickly recognize the value of automation
Fun incentives can drastically change the behaviors of salespeople
Pay on bookings and cash receipts versus commissions

QUOTES

Different data sets are especially difficult with commissions Mark: "You had to grab this data from these data systems and, mind you, data never comes in the form that you need it in. That's probably true for a lot of people in different roles. Could not be more truer than commissions. You're grabbing these sales transaction data, then you're massaging it. From a data integrity perspective and you're doing things like splitting deals. Salesforce just doesn't split opportunities."

Incentivize salespeople with fun and rewarding spiffs: Mark: "Gamification's not the right word but there's almost just like psychological element that you can kind of make the commission plan fun and you're driving even more a rally call or engagement or a sub-drive versus like, oh, if you do this, you'll get that, which kind of becomes boring in itself."

Change and align behavior with incentives Mark: "One of the best forms of incentivizing people is people just like to get paid. Like that is one of the most key ways to change behavior and also align behavior. And so, I think if you can use that correctly, you can unlock a very, very powerful way to influence how people drive their behavior, whether it's to go like 110% to doing something that the company thinks will be very productive."

Find out more about Mark in the links below:

LinkedIn (Personal): https://www.linkedin.com/in/mschop/
LinkedIn (Company): https://www.linkedin.com/company/captivateiq/
Website: https://www.captivateiq.com/

More on Andy:

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1080: Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg

Tue, 02 Aug 2022 10:00:00 -0000

Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experience as a founder, president, and sales leader in various companies. Orrin discusses the need for manufacturers and distributors to embrace the new digital buying model of millennial customers which demands collaboration between these three entities. He goes deeper into how distribution channels can be enabled with data and media and being in front of the customer during their "moment of truth."

HIGHLIGHTS

Orrin's professional background in sales, training, and manufacturing
New digital buying model: Collaboration between manufacturers, distributors & customers
The moment of truth: Support distribution channels with data and media

QUOTES

Millennials have a new digital buying model that prioritizes collaboration Orrin: "What manufacturers need to do now, what they need to be really thinking about, how do they engage end customers while bringing in distributors and having a collaborative type of model. Not linear anymore."

"Think in terms of a triangle, with a customer here, manufacturer, distributor, all working together in a collaboration way to engage the customers and provide, at the same time, the distributor and the distributor salespeople the information they need to be a concierge or as Brent would say, the curator of information to help support that relationship with the end customer."

Close the gaps between manufacturers and distributors through feedback Orrin: "You have to get out there and talk to the distributors and talk to the leadership, as well as the salespeople, and come back and bring that back to the folks at the manufacturer and say this is what I see, these are some gaps."

Find out more about Orrin in the links below:

LinkedIn: https://www.linkedin.com/in/obroberg/
Website: https://orrinbroberg.com/

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A Conversation with Luigi Prestinenzi

Fri, 29 Jul 2022 10:00:00 -0000

Luigi Prestinenzi is the Co-Founder and Head of Growth at Sales IQ Group and host of the Sales IQ Podcast. Your mindset can either create amazing results out of nothing or be the greatest hindrance to yourself. Luigi talks about the spectrum of mindsets, from growth and fixed mindsets to the similar open and closed mindsets that are prevalent in sales. He shares how building trust, adding value, and partnering for success with an abundance mindset flows into the seller's charter of guiding buyers to a decision point.

HIGHLIGHTS

Your mindset lies in the spectrum between growth and fixed
Getting held back by cancer and a thirst for learning
Abundance mindset: Build trust, add value, and partner for success
The seller's charter: Help buyers realize the potential of their decisions
Growth: There is learning in every step of the sales process

QUOTES

On failing once and never doing it again Luigi: "If we all take that mentality of everything that I'm going to do, I'm going to go in with a thirst for learning and a thirst that anything's possible, regardless of the previous experiences that we had, our mindset will allow us to capture the full opportunity that's in front of us."

The seller's charter is to guide prospects to decisions Luigi: "If timing's not right for you, no matter what I do I can't force you to that point of decision. And if I try to do that, then I'm not helping you choose me, am I? And I think that's the type of mentality, that charter, it's about going my role is to help, my role is to guide, my role is to facilitate and help the prospect arrive at a certain decision point."

Every sales interaction is a learning experience Luigi: "This is having that attitude and that mindset of being the apprentice is tackling sales every single day with a mindset that I have so much to learn today, that regardless of what happens if people buy from you or they don't, I'm going to win at the end of the day because I'm going to take away incredible learning."

Find out more about Luigi in the links below:

LinkedIn: https://www.linkedin.com/in/luigiprestinenzi/
Podcast: https://www.salesiqglobal.com/podcasts

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1079: Challengers Don't Settle for the Status Quo, with Jennifer Allen

Thu, 28 Jul 2022 10:00:00 -0000

HIGHLIGHTS

The 5 sales mindsets and how Challengers challenge beliefs
Finding talent and retaining them by ensuring good fit
A no decision is NOT because of price or product
The Challenger Loop

QUOTES

Find out more about Jennifer in the links below:

LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
Website: https://www.challengerinc.com/

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1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy

Tue, 26 Jul 2022 10:00:00 -0000

HIGHLIGHTS

Getting in front of litigation lawyers and having more conversations
Researching and creating a sub-persona beneath the persona within the ICP
Cold call success: Research, a calm demeanor, and genuineness

QUOTES

Find out more about Jim in the links below:

LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/
Twitter: https://mobile.twitter.com/socialseller1
Website (under construction): http://litigationconnection.com/
Phone: 708-629-9333

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A Conversation with Whitney Johnson

Fri, 22 Jul 2022 10:00:00 -0000

Whitney Johnson is the CEO of Disruption Advisors and author of Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve. Discussed in the book is how an S-curve can be used to explain how people learn and grow. Whitney uses the example of her own career and how, after experiencing explosive growth and reaching the top of the S-curve, she wanted to fill an emotional need that was not being fulfilled on Wall Street. She explores all about this S-curve, from the element of risk involved in disruption to playing out the process of an S-curve to maximize learning and growth.

HIGHLIGHTS

Leaving Wall Street to write Disrupt Yourself and apply it to herself
The S-curve helps to understand how people learn and grow
Experimenting and the vulnerability of being wrong
Embrace constraints because the greatest creativity comes from them

QUOTES

Whitney explains how the S-curve explains how people grow: "I was already thinking that disruption applies to products and services and people, I think there was a natural sort of extension of that, and again I come from the stock market, I was used to thinking about momentum, what makes a stock go up, what makes the stock go down, how do you drive that momentum, there was this notion for me of wait a second, I think this applies to people too. How does this S-curve apply to us?"

Whitney on why jumping jobs prevents learning and can make unfit leaders: "There is that cycle that it's important to play that out. And I think, actually, that's where the Peter principle can come in is that if you jump too many times, you're getting all these basically false starts and so you're not learning anything. Then, all of a sudden, and I think this sometimes happens is, this is why people lose their jobs, is because they kept climbing, they haven't learned anything."

Whitney on using constraints to your advantage: "As you're trying to climb an S-curve, your constraints, whatever they are and you're going to have them because you always do, is how do you turn those constraints not just into a victim of why me, and not even neutralize them, but how can those constraints be transformative for you?"

Find out more about Whitney in the links below:

LinkedIn: https://www.linkedin.com/in/whitneyjohnson/
Website: https://whitneyjohnson.com/
Podcast: https://whitneyjohnson.com/right-risks/

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1077: The Resurgence of Face-to-Face Sales, with Steven Benson

Thu, 21 Jul 2022 10:00:00 -0000

Steven Benson is the Founder and CEO of Badger Maps. As a tool for field salespeople, Badger Maps took a big hit because of the pandemic. However, now that many businesses are operating more freely, the industries that benefit the most from face-to-face sales are once again preferring this more traditional way to do sales. The need to ask questions and provide answers during large deals is simply better done in person. Steven also comments on the coming recession and what CEOs and sales leaders need to do to overcome it.

HIGHLIGHTS

Helping field salespeople with Badger Maps
In-person sales pick up again after the peak of the pandemic
The pandemic was an opportunity to learn new skills
Change messaging to weather the coming recession

QUOTES

Steven: "There's 17 ways to do this, they all work great. There's a reason that it wasn't the best way then. It was a fine crutch when we couldn't do anything else but, like I said, I can't think of one industry that's been like, oh, well now that we've figured out that this exists, when we fired this field sales team or we told them to all just work over Zoom from now on, I don't have one example of that happen."

Steven: "The people that do meet with you and want to meet with you probably have a higher probability of wanting to purchase your product, that's why they were engaging that way. But, if you don't use the time well and if you're not an expert, you're not bringing and delivering value to the client, then you're probably not really increasing your odds very much."

Find out more about Steven in the links below:

LinkedIn: https://www.linkedin.com/in/stevenbenson/
Website: https://www.badgermapping.com/

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1076: Service-Led Selling Differentiates You, with Jim Irving

Tue, 19 Jul 2022 10:00:00 -0000

Jim Irving is the CEO of Merit Consulting and the author of the bestsellers The B2B Selling Guidebook and The B2B Leaders Guidebook, as well as his latest book, The B2B Sales Top Tips Guidebook. He shares some insights he learned while gathering sales tips for this guidebook on how to realign how you sell with the prospect's buying process. They talk about a more streamlined definition of it, and how service-led selling sets you apart from even your biggest competitors when the norm today is all about conformity.

HIGHLIGHTS

A prospect's buying process and conformity
Buyers don't want to talk to sellers, but they have to
Differentiate yourself with service-led selling

QUOTES

Jim: "How often do you ask your prospects what their buying process is? And almost every time, there's silence. And I think I have a concern about our profession generally in that way and that there seems to be a big move towards process, towards AI, towards dividing up sales roles and I'm concerned that we're forgetting about how people want to buy."

Jim: "I've called it service-led selling, and when I was working for a smaller vendor against a giant, we thought our product was better, we thought we could do this. But it was the service that we gave and the responsiveness that made them think, we like these guys and we're not so happy with the big name."

Andy: "Rule of thumb is your chances of winning a particular piece of business are in inverse proportion to the number of times you ask the customer to tell you their story or their problems."

Find out more about Jim and get his guidebook in the links below:

LinkedIn: https://www.linkedin.com/in/jimirving/
Amazon: https://www.amazon.com/B2B-Sales-Top-Tips-Guidebook/dp/B09LZNXH46

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A Conversation with Pouyan Salehi

Fri, 15 Jul 2022 10:00:00 -0000

Pouyan Salehi is the CEO and Co-founder of Scratchpad. Tools like Salesforce were created for the convenience and use of managers, not reps. Pouyan decided to change that by looking at the sales process from a rep's perspective. What he saw was that simplicity and faster access to information were the reps' biggest requirements for a workspace. With this in mind, Scratchpad created a workspace with simple yet useful features like text editors that pull data in and out of Salesforce. Pouyan also answers the same 7 rapid-fire questions Andy asked him during his visit to the show some 5 years ago.

HIGHLIGHTS

Growing Scratchpad to create workspaces specifically for reps
Less drag and helping teams go through changes faster
Simplicity for the end-user and faster access to data
Pouyan answers the same rapid-fire questions from 2016

QUOTES

Pouyan: "We decided that that should exist is this concept of a workspace that is designed purely for a sales rep, but also for the revenue team, and it helps focus on the teamwork while together. But it's all connected to your database."

Pouyan: "We connected that text editor to Salesforce, so when you link to a record, it auto-injects. It brings your fields to you and lets you interact with it in a way that works for you."

Pouyan: "Nobody goes back and says 'Hey, let me clean up Salesforce. Let me remove those old fields. Let me see what's not working for the reps.' You just keep building on top of it. And, over time, this creates additional complexity and so this helps them hide that complexity and share with the revenue team just what they need to see and work with."

Find out more about Pouyan in the links below:

LinkedIn: https://www.linkedin.com/in/pouyansalehi/
Website: https://scratchpad.com/

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1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier

Thu, 14 Jul 2022 10:00:00 -0000

HIGHLIGHTS

A worthy goal is thrilling, important, and daunting
Draft your goals: Name the prizes and punishments
Change: Fix what's broken or amplify what's working?
Get motivation by understanding your worthy goal

QUOTES

Find out more about Michael in the links below:

LinkedIn: https://www.linkedin.com/in/michaelbungaystanier/
Personal website: https://www.mbs.works/
Corporate website: https://boxofcrayons.com/

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1074: Master the Basics of EQ and Empathy, with Dean Karrel

Tue, 12 Jul 2022 10:00:00 -0000

HIGHLIGHTS

Master the basics: Your EQ separates you from the pack
Learning trust and empathy in sales
Always be learning as sales is constantly changing
Leading versus managing

QUOTES

Dean: "Find out what really matters to you. Values, goals, priorities. I think that's what it's all about."

Find out more about Dean and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/deankarrel/
LinkedIn Learning: https://www.linkedin.com/learning/instructors/dean-karrel
Amazon book link: https://www.amazon.com/Mastering-Basics-Lessons-Achieving-Business-ebook/dp/B07S93KM4T

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A Conversation with Shannon Minifie

Fri, 08 Jul 2022 10:00:00 -0000

Shannon Minifie is the CEO of Box of Crayons. Curiosity is not just seeking the right answers but also seeking to know the right questions to get to the right answers. This changemaker behavior helps sellers be more client-centric instead of defaulting to simply giving advice. It helps remove biases that otherwise create wrong assumptions about the buyer and what they really need. A curious mindset also removes the anxiety entering into sales calls since you no longer feel the need to always be right.

HIGHLIGHTS

● Curiosity leads to client-centricity

● Innovation in an organization through curiosity

● Empathy and understanding why people feel the way they do

● Changemaker curiosity is a behavior toward the unknown

QUOTES

Shannon: "When we say, "Be curious," in many ways, that's an imperative to be present for other people and to the parts of your own thinking that you haven't noticed or you may want to deny. So it's not just a desire to know something, it's really relationship-based and it's about openness and vulnerability. It's a behavior."

Shannon: "If every interaction is a chance for you to build trust and build relationship, it's a great way for them to leave that interaction to feel just how invested you are in understanding what's going on for them and to really pinpoint the challenges."

Shannon: "Curiosity becomes a sort of antidote to bias, to assumptions I might make about what motivates other people's thinking and behavior. It's a way of reminding yourself just how embedded you are in your own perception and experience and how subjective that really is."

Find out more about Shannon in the link below:

● LinkedIn: https://www.linkedin.com/in/shannon-minifie-phd-she-her-bb8a5054/

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1073: A Great Customer Experience Creates Loyalty, with Shep Hyken

Thu, 07 Jul 2022 10:00:00 -0000

Shep Hyken is the Chief Amazement Officer of Shepard Presentations, an NYT bestselling author, and keynote speaker who helps companies deliver amazing customer service experiences. His latest book is called I'll Be Back: How to Get Customers to Come Back Again and Again which talks about operationalizing a great experience that gets customers to tell sellers, "I'll be back." Shep discusses how to deliver exceptional customer service throughout the buyer's journey, deliver that consistently, and ultimately produce loyal customers.

HIGHLIGHTS

● The moment of truth: Create a positive experience for customers

● Customers remember you through Peaks and Ends

● Loyalty and operationalizing a great customer experience

● Know your script well enough to go off-script

QUOTES

Shep: "Customer service is not a department, it's a philosophy. It's part of everybody's job, whether it be an internal customer or external. But for a salesperson, the salesperson's job is to build a relationship, to create an experience that makes the customer say ‘Hey, I want to do business with you’.”

Shep: "This is what we're looking for—service sensitivity or service awareness. We want people to recognize the opportunities they have to create that positive experience."

Shep: "We need to know our material, our sales pitch if you will, so well that we can go off-script when the customer decides to ask a question that maybe no other customer has ever asked before or in a way that allows us to really get a little bit more information and insight from the customer so that we can do a better job of refining the rest of that pitch to meet their needs."

Find out more about Shep in the links below:

● LinkedIn: https://www.linkedin.com/in/shephyken/

● Website: https://hyken.com/

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1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols

Tue, 05 Jul 2022 10:00:00 -0000

HIGHLIGHTS

Sales training today and Garrett's shift to enablement
Everboarding for first-year salespeople
Teach a growth mindset: Innovation necessitates some failure
Coaching to ensure productivity while also preventing burnout

QUOTES

Find out more about Garrett in the link below:

● LinkedIn: https://www.linkedin.com/in/garrettrafols/

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A Conversation with Darin Dawson

Fri, 01 Jul 2022 10:00:00 -0000

Darin Dawson is the President & CO-Founder of BombBomb.com. Video is the closest analog to face-to-face conversations which can communicate our nonverbal language. This massive advantage helps sellers close more deals in more condensed timeframes. Darin discusses how to use human-centric communication in sales and shares that, in an industry of similar products, likeability dramatically influences the decision to do business with you.

HIGHLIGHTS

● Shareable videos help deals close faster

● Casual vs formal: Dress the part to feel the part

● Video exhibits soft human skills that enhance customer experience

● Use human-centric communication to connect more

QUOTES

Darin: "It can condense that time to close. It can condense that need for more meetings, more time, so we're seeing that flatten a bit in that process and maybe skipping some of these typical checkpoints in that process along the way."

Darin: "Uniquely, video allows you to experience who my people are above what the brand is. We try to articulate these brands, but you can't experience my people. And my people are some of my best things and that's why we've been successful."

Darin: "To me, we're competing on, somewhat, likeability might be one of these things we're competing on. Capability, right? Do we have the wherewithal?"

Darin: "Building relationships and having these relationships with people you work with matters. And I think, somewhat, the more we can do that and give an experience that brings to life the benefit that your company offers I think helps this problem we're talking about."

Find out more about Darin in the link below:

● LinkedIn: https://www.linkedin.com/in/darin-dawson-6a62351/

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1071: Align Sales and Your Personal Values, with David J.P. Fisher

Thu, 30 Jun 2022 10:00:00 -0000

David J.P. Fisher is the President of RockStar Consulting, a Sales Hall of Fame inductee, keynote speaker, author, and coach. Part of our journey as salespeople is the alignment of our individual values with how we sell. Being intentional about this growth not only makes us sell more effectively but also makes us more memorable. David comments further on the role of sales leadership in enabling the success of sellers, as well as win rates being an essential KPI.

HIGHLIGHTS

● Know yourself more to sell better

● Be intentional with authentic vs salesy behavior

● Coaching on self-awareness and incremental changes

● A seller's win rate is a key indicator of performance

QUOTES

David: "If you are a young seller who has that first sales job and you just are getting this message from the people on high that, hey, you just got to do this, again, self-awareness is not an easy, not only an easy path, it's not an easy path to choose, I think, and that's why you get stats that half the sellers are unmemorable."

David: "If I was deliberate about it, at least then I can then figure out if it works or not. I wasn't just muddling along. It was like I was deliberately trying this, holy crap, it worked. Okay, so let me examine that. Or I deliberately do this, it did not work. Let us re-examine this."

Andy: "The salespeople that work for them are basically the product, and that product is an individual who can go and operate at a certain level in a predictable fashion. And so, that's really the job of a sales manager. My job is to develop these individuals in such a way and manage them, coach them, so that they can really achieve a certain level of performance, that being quota."

Find out more about David in the link below:

● LinkedIn: https://www.linkedin.com/in/iamdfish/

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1070: Sell a Price Increase Without Losing Customers, with Jeb Blount

Tue, 28 Jun 2022 10:00:00 -0000

Jeb Blount is the Founder and CEO of Sales Gravy and bestselling author of 14 books, including his latest one called Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. The conversation on price increase is one that sellers and buyers simply do not want to have. It is, however, an essential one. Jeb discusses how and why you have to defend your price increase to your customer and drive it all the way to acceptance. He breaks down the differences in dealing with big and small companies and how preventing resentment and contempt should be your primary goal.

HIGHLIGHTS

● Writing Selling the Price Increase

● Your approach prevents resentment and contempt over price increase

● Nonnegotiable and negotiable price increases

● Analyze your customer risk profiles

QUOTES

Jeb: "You didn't treat them like you would want to be treated. They're going to get mad whether you go in or not, but they're going to get a lot madder when you give them two days to make a decision whether or not to stay with you. So that's the other way. The other way is just taking people for granted."

Jeb: "You get 1% price increase, you get a 400% higher return on that 1% investment to your bottom line than you do for something new you sold. So the price increase has got a massive impact to your bottom line. But it doesn't have an impact if you lose the customer while you're getting the price increase."

Jeb: "Getting prepared means that you need to understand the basis for the price increase and you need to be able to take the inbound call, listen to the person, deal with it, and give them the reasoning behind it because your job is to defend the price increase."

Find out more about Jeb and get his latest book in the links below:

● LinkedIn: https://www.linkedin.com/in/jebblount/

● Amazon: https://www.amazon.com/gp/product/B0B45B7V3Q/

More on Andy:

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A Conversation with Bryan Smith

Fri, 24 Jun 2022 10:00:00 -0000

Bryan Smith is the Co-Founder of LEON Health Science. There are many similarities between sales teams and athletes and, as such, managers can learn how to manage their team's stress and burnout the same way. Stress is not always a bad thing but a rate of stress that doesn't allow for recovery is what can cause burnout. Bryan discusses timing and how recovery weeks rejuvenate individuals. He also talks about the need for 1-on-1 coaching because the nature of stress and burnout varies greatly from person to person.

HIGHLIGHTS

● Sales teams as athletes: Timing sales sprints and recovery weeks

● Managers should coach 1-on-1 and tracking the trend of burnout

● Adaptability, resilience, and a having a holistic view of people

QUOTES

Bryan: "We need to be more careful about how we organize and structure a period of performance for a group of sales teams. That might be introducing backoff weeks. That might be reducing your sales performance numbers, either if it's calls or meetings set, whatever it is, for a certain period of time."

Bryan: "For any of the sales managers listening, like all you really need to do is develop a three-question survey on a scale of 1 to 5 asking about stress, asking about sleep, and asking about recovery. And then maybe do that before and after a sales sprint."

Bryan: "It's not the thing that you do, it's the timing of the thing that you do. And that's what we need to understand is that if we want to build resilient organizations full of culturally-diverse people, then we have to zoom out a little bit and manage on a more real-time basis."

Find out more about Bryan in the links below:

● LinkedIn: https://www.linkedin.com/in/bryan-smith-leon/

● Website: https://www.myleon.co/

More on Andy:

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1069: Read Digital Body Language for Personalized Conversations, with Maura Rivera

Thu, 23 Jun 2022 10:00:00 -0000

HIGHLIGHTS

● Growing from EA to CMO and the role of mentorship

● Marketing at Qualified and tweaking the narrative

● Digital body language and the rise of the anonymous buyer

QUOTES

Find out more about Maura in the link below:

● LinkedIn: https://www.linkedin.com/in/maura-rivera/

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1068: Grow Your Business Like a Weed, with Stu Heinecke

Tue, 21 Jun 2022 10:00:00 -0000

HIGHLIGHTS

● Grow like a dandelion in the middle of a cement divider

● The Vine Strategy and the Weed Mindset

● Cultivate unfair advantages for your business

QUOTES

Stu: "The Weeds Model actually takes us through this process of 8 levels of examining what it is we can do to create new unfair advantages for our business."

Find out more about Stu and get his books in the links below:

● LinkedIn: https://www.linkedin.com/in/stuheinecke/

● Website: https://stuheinecke.com/

More on Andy:

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A Conversation with Garland Vance

Fri, 17 Jun 2022 10:00:00 -0000

Garland Vance is the Founder of AdVance Leadership and author of Gettin' (un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace. Busyness is not a badge of honor. It is, however, steeped in good intentions as busyness is an overcommitment to good commitments. Garland emphasizes the need to uncommit and get unbusy through his 5 steps. He also shares a few practices of highly productive yet unbusy people in time blocking and working around the whole schedule according to 4 buckets: relationships, rest, reflection, and recreation.

HIGHLIGHTS

Commitment, not time management, is the solution to busyness
Busyness is overcommitment the same way hoarding is over-collecting
5 steps to get unbusy: Decide, Deconstruct, Design, Develop, Draw others in
4 practices of unbusy people: Relationships, Rest, Reflection, and Recreation

QUOTES

Garland: "As technology progressed, our boundaries in life regressed. And so, it used to be in Herman Kahn's day, you had an office and at the end of the day, maybe you packed up your briefcase and had a couple of papers that you brought home. But you couldn't take your office with you. And we're at the point now where there are no borders at all."

Garland: "Busyness is an overcommitment to too many good commitments. So nobody's busy because they're doing terrible things, unless you're a dictator or a drug dealer, something along those lines. Those people are busy for bad reasons, but for most of us, we're busy because of work, because of kids, because we have more projects to do around the home, we're busy because we're trying to reintegrate into life after COVID."

Garland: "This is a self-inflicted injury. You're doing this to yourself and I couldn't see it. And that's when I realized, okay, that is what busyness is overcommitting whereas hoarding is over-collecting."

Garland: "Purpose is all about knowing what your why is. Why am I on the planet? Simon Sinek emphasized this a lot. Why am I on the planet? What am I here to do? Why does my job exist? So know your why. Productivity is doing your why. So productivity isn't about activity. It's about accomplishment of what you actually do that moves you toward your purpose."

"And then peace is resting on your why. It's the willingness to say I can do anything I want but I can't do everything at once and I won't be able to do everything I want. So what are the few things that I'm going to commit to and then how do I say no to everything else?"

Find out more about Garland and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/garland-vance/
Website: https://www.killbusy.com/

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1067: Align the Round Canoe to Move Forward, with Erik Host-Steen

Thu, 16 Jun 2022 10:00:00 -0000

Erik Host-Steen is the Founder and CEO of SMP Alignment which stands for Sales, Marketing, and Products. He discusses the Round Canoe Phenomenon where misalignment between SMP causes the boat to go around in circles. One way he addresses this is with an Outcome Hierarchy that is grounded on a purpose, a strategic mission vision, a tactical approach, and metrics. He discusses how structure can give rise to incentives that make people act opposite to the purpose at the top of the hierarchy. Ultimately, misalignment causes missed targets, higher churn, and lower retention of key employees.

HIGHLIGHTS

The round canoe: Misalignment makes you go in circles
Outcome hierarchy and getting clarity on the definition of terms
Fix the structure of incentives to hit quota targets

QUOTES

Erik: "If we take a sales leader, a marketing leader, and a product leader, put them in this round canoe, and then the CEO hands out paddles and says okay, team. Let's start rowing. We get a circumstance where the boat doesn't really go in a straight direction and, oftentimes, people are rowing against one another."

Erik: "The beginning of alignment is the definition of terms. And being clear on what we really mean when we say structural or what we really mean when we say cultural, these are important things to sort of get clear on."

Erik: "A good place to look is the incentive structures behind that are creating that outcome and behaviors that we're seeing, and that's a great example, why do we give all these great customers to a few salespeople. Let's the rest of us should be like whatever, and maybe that's okay, but we got to do it with eyes wide open, recognizing the kind of business that we're trying to build."

Find out more about Erik in the links below:

LinkedIn: https://www.linkedin.com/in/erikhoststeen/
Website: https://www.smpalignment.com/

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1066: Be Social on Social Media to Generate Leads, with Tim Hughes

Tue, 14 Jun 2022 10:00:00 -0000

HIGHLIGHTS

Social media should generate leads and meetings
Crafting a buyer-centric profile on LinkedIn
Create conversations to increase digital territory
The content you post is a reflection of your values

QUOTES

Tim: "What you post is who you are, and what you need to be doing is that you need to be encouraging, you need to be insightful, you need to be interesting. Even better still, entertaining."

Find out more about Tim and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/
Amazon book link: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012

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A Conversation with Ralph Barsi

Fri, 10 Jun 2022 10:00:00 -0000

Ralph Barsi is the VP for Global Inside Sales at Tray.io and he joins today's show to discuss Andy's latest book Sell Without Selling Out. The book shows sellers the journey through the buyer's perspective and how to change some salesy behaviors that buyers hate. Andy refers to the value of intentionality in getting buyers closer to a decision and encourages sales leaders to promote creativity and autonomy in their organizations. Andy also discusses the 4 pillars or human skills you need to succeed in sales: connection, curiosity, understanding, and generosity.

HIGHLIGHTS

Sell Without Selling Out: Be in your buyer's shoes
Being intentional increases your odds of success
Sales leaders must encourage autonomy and initiative
4 Pillars: Connection, Curiosity, Understanding, and Generosity
The difference between good and bad sellers is very small

QUOTES

Andy: "It requires intentionality to do it well. You have to be intentional about self-assessing. You have to be pragmatic about it. You have to be intentional about every interaction you have with a buyer about what is the value I'm going to provide to them in this interaction is going to help them move closer to making a decision."

Andy: "More sales leaders should step up to allow their people this autonomy. In fact, the science is pretty clear that when you give humans more agency over the choices they make, they're going to be more creative and productive and innovative in how they get the job done."

Andy: "Two things. One, that works both for you as a seller, right? If you're trying to understand what you're doing as a seller, try to change it. Same applies to your buyers. If you're truly trying to understand what's most important to your buyer and help your buyer understand what's most important to them, try to change what they're doing."

Andy: "I really don't think that there's good sellers and bad sellers. I think there are people that think and who are thoughtful about things and those who don't. The differences are really small between what you might consider a good seller and a bad seller. And so, everybody has this capability of making that transition. It's small things that make a difference."

Find out more about Ralph in the link below:

LinkedIn: https://www.linkedin.com/in/ralphbarsi/

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1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo

Thu, 09 Jun 2022 10:00:00 -0000

HIGHLIGHTS

Simulations improve sales strategies
Change the perception: Tell stories and solve legitimate concerns
Coaching teaches how not to blow through red lights
Giving sympathy vs providing empathy
Find your differentiator that engages clients in your story

QUOTES

Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."

Find out more about Jennifer and get her book in the links below:

LinkedIn: https://www.linkedin.com/in/jennifercolosimo/
Website: https://www.franklincovey.com/

Reach Howard in the link below:

LinkedIn: https://www.linkedin.com/in/howardbrown/

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1064: Choose Where You Thrive And Not Just Survive, with Gabrielle Blackwell

Tue, 07 Jun 2022 10:00:00 -0000

Gabrielle Blackwell is the Business Development Manager for Strategic Accounts at Airtable and Co-Host and Co-Founder of Women in Sales Club. She begins by talking about studying in France and hustling as an au pair. Upon arrival back in the US, she shares how she entered sales and quickly moved up the ranks. She imparts some nuggets of wisdom on why a career where you thrive and not just survive should be a priority and how sales leaders can move away from traditional and transactional sales models. In her experience, being cared for as a person and experiencing inclusivity had a direct correlation to her own professional growth.

HIGHLIGHTS

Studying at La Sorbonne and working as an au pair
Entering sales: Starting as an SDR then AE then BDR Manager
Choose a career where you thrive, not just survive
Get sales leaders who value their people and embrace inclusivity
Women in Sales Club: Starting conversations for better choices

QUOTES

Gabrielle: "I don't really feel like just being in spreadsheets all day long even though that's what I do now as a manager, but I can go talk to people. So I'm going to go start off in sales as my first step forward to being a CEO."

Gabrielle: "I'm going to be in a career for 20, 30 years and I want to enjoy it. I want to thrive in it. I don't want to just be somebody who's punching in, punching out, miserable. And I made a very thoughtful and intentional choice and over the years I feel like I've been very blessed and fortunate to do what I love to do which is managing BDRs and SDRs."

Gabrielle: "I kind of see myself as a shepherd, a guard at that, which is one, we're going to set a standard of professionalism, a standard of performance, but also a standard of here's how you take care of yourself as a salesperson in this career."

Gabrielle: "Here's where I feel like SaaS sales or sales in general, I think here's where we can be much better is really demonstrating a level of leadership that raises the standard of sales. And what I mean by this is pivoting away from smile and dial, treating people like resources that can be easily tossed out."

Find out more about Gabrielle in the links below:

LinkedIn: https://www.linkedin.com/in/gabrielleblackwell/
Clubhouse (Women in Sales Club): https://www.clubhouse.com/club/womeninsales

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A Conversation with Ann Latham

Fri, 03 Jun 2022 10:00:00 -0000

Ann Latham is the President of Uncommon Clarity and author of The Power of Clarity. The effects of business decisions reverberate through an organization whether or not a process is used to arrive at these decisions. To focus the conversation and align to the true priorities, clarity is needed. Ann talks about bringing in new information and options to conversations so that decision-makers can introduce a new set of potential criteria to create different outcomes. Clarity is knowing exactly what you're trying to accomplish, not what you're going to do. So, as sellers, know the outcome of what you want to achieve today, which in most cases is getting prospects closer to a buying decision.

HIGHLIGHTS

The uncommon clarity and disclarity spectrum
Alternative-centric vs objective-centric decision making
Process clarity moves things forward
Know the outcome of what you want to achieve
Operate with intent and treadmill verbs

QUOTES

Ann: "If you have someone, for instance back to your example of when someone asks you to please review something and you give them no clarity at all about what you're supposed to be looking for, is it grammar, is it punctuation, is it flow, is it credibility, is it accuracy? You're way down on the disclarity end of the spectrum."

Ann: "There's so many different directions a conversation can go and or a review can go. If you're in a room with 15 or take 5 people, and they're dedicated, earnest, determined people, and you bring up a general topic, I guarantee you that they could come up with 50 ways to take the conversation."

Ann: "Step one is really to isolate the decision. Step two is what are we trying to accomplish? What are the objectives? Basically, what are the decision criteria? How will we know a good alternative when we see one? So the third step is the alternatives. What are our options? And then the fourth are the risks."

Andy: "There has to be an outcome for every interaction. And the baseline interaction of sales is that the buyer is closer to making a decision after meeting than they were before. And if you haven't accomplished that, then you wasted their time and wasted your own time and all because of a lack of clarity."

Find out more about Ann in the links below:

LinkedIn: https://www.linkedin.com/in/annlathamuncommonclarity/
Website: https://annlatham.com/
Book: https://power-of-clarity.com/

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1063: Change Thinking and Behavior Through Microlearning, with Bret Kramer

Thu, 02 Jun 2022 10:00:00 -0000

Bret Kramer is Vice President of Sales and Customer Success at Qstream. Sales enablement covers a variety of topics, but the question of training brings up the question of knowledge retention. Microlearning applies the science of the Testing Effect which says that taking a test on previously studied material and getting it right leads to better retention. It's not that sales training in itself ineffective, it's that how it's done is not yielding enough real-world behavior change. Microlearning acts like a consultant when the consultant isn't there by testing proficiency a couple of times each day, thereby increasing it.

HIGHLIGHTS

The Testing Effect and science behind microlearning
Correlating proficiency and sales efforts
Branching out from pharma to wherever knowledge matters
Reinforce learnings from conventional settings with microlearning

QUOTES

Bret: "Folks are worried about spending the dollar and it's going to be a little bit tougher so you've got to be ready, you've got to be prepared to answer the questions when they're asked, and you've got to take advantage of every minute you've got with those customers."

Bret: "There's so many topics that people are trying to get information into people's heads and make it stick. As long as it matters, as long as counting butts and seats isn't enough for you, then Qstream is a good fit."

Bret: "By doing this repetition, you are actually able to change people's behavior and how they think because of the way the science works. They're going to act differently when you set up not just product knowledge Qstreams, but set up sales Qstreams. How should you be selling? How should be reacting in this situation or that situation?"

Find out more about Bret in the links below:

LinkedIn: https://www.linkedin.com/in/bret-kramer-4126187/
Website: https://qstream.com/
Email: bret.kramer@qstream.com

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1062: Adapt to Survive the Looming Recession, with Frank Cespedes

Tue, 31 May 2022 10:00:00 -0000

Frank Cespedes is a Senior Lecturer at the Harvard Business School and author of several sales books including Sales Management That Works: How to Sell in a World that Never Stops Changing. There is a recession looming right now and Andy and Frank discuss what organizations can realistically do to prepare for it, especially amidst the growth-at-all-costs backdrop. Frank discusses the role of sales leaders in hiring for fit, coaching, and doing performance reviews. He also comments on stagflation and the increasing importance of customer selection, flagging bad customers, and closing deals.

HIGHLIGHTS

Preparing for recession: Going for volume vs profitable value
Customer selection, sales leadership, and performance reviews
Search for fit and make your own luck
Selling is still about people buying from people
C-suite is siloed amongst specialists

QUOTES

Frank: "Sales is increasingly, for lots of reasons that are not going away, increasingly a cross-functional activity, so selling is more intimately connected now with those other areas that inflation makes more difficult. Then, when it comes to recession, the basics apply: if you cannot articulate your value proposition and the outcomes crisply and to the point, you're not well-prepared for a recession."

Frank: "I think the people running sales have to be prepared for that. There's a difference between simply going for volume and going for profitable value. There's a big difference there."

Frank: "So much of the important information required for customer selection, required to develop the capabilities of salespeople does not reside in the CRM system. It resides in the skulls of the individual account managers, etc and you only get it, you only make it visible and actionable when you do good performance reviews and coaching."

Frank: "So many other resource allocations in the business depend on sales forecasts and the ability of the salesforce to meet those forecasts. And that's why, in sales, we have these metrics that focus on what are you doing by month, by quarter, annually, etc. When the metrics reinforce that, salespeople focus on that, and the danger is that even when the market changes, they stick with the devil they know. They avoid the transition cost."

Find out more about Frank in the link below:

LinkedIn: https://www.linkedin.com/in/frankcespedes/
Website: https://frankcespedes.com/
Amazon book link: https://www.amazon.com/Sales-Management-That-Works-Changing/dp/1633698769

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A Conversation with Mark Cox

Fri, 27 May 2022 10:00:00 -0000

Mark Cox is the founder of In the Funnel Sales Coaching. A repeatable process has undeniable benefits in converting prospects into paying clients — and this process is best applied to discovery. But processes are just guides. They are not rigid. And these processes integrate between the buyer's journey and your own sales process. At the core of it, selling is simply solving the problems of your clients and your goal is to constantly add value to the prospect. Andy and Mark discuss an authentic way to achieve this by training sellers to be better people so they can improve their ability to connect with other people.

HIGHLIGHTS

The buyer's journey and your sales process are not mutually exclusive
Repeatable sales processes convert prospects to paying clients
A commonsense principle in sales is to always add value
Train sellers to be better persons to be better sellers

QUOTES

Mark: "Do we know who we're speaking to? Do we understand their world? Can we provide insight to them? Can we provide value in every interaction? So the fact that we might be thinking along what we do as a process doesn't negate the fact that they've got the journey that they're going through."

Andy: "Every interaction we have with a buyer is, at sort of bottomline, is that we have to earn the right in that interaction to a next interaction. And there's always a sense you get from sellers, some sellers, and perhaps somebody a little less experienced but those also are just chugging through life and not paying attention, is that buyers don't have to talk to you.”

Mark: “Adding value along every step is another one of these commonsense principles about selling. You've mentioned it on many podcasts, I've mentioned it, how often are we getting folks with energy and enthusiasm doing demand generation, cold calling, prospecting us, they've never even been to our website?"

Andy: "To me, selling is nothing more than listening to understand what's the most important thing to a buyer and then helping them get that. That's selling to me. And if you're in sales and you have that in mind that you understand your job is to be able to listen, which means you got to ask questions, listen to understand what's the most important thing to the buyer."

Find out more about Mark in the links below:

LinkedIn: https://www.linkedin.com/in/markandrewcox/

Website: https://www.inthefunnel.com/

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1061: Disrupting the Trillion-Dollar Global Supply Chain, with Jerry Brooner

Thu, 26 May 2022 10:00:00 -0000

Jerry Brooner is President of Global Field Operations at Enable. The global supply chain is a trillion-dollar economy and the mind-boggling thing is how little coordination there is between the major players. Jerry serves this massive market by offering a digital solution to manufacturers, distributors, and retailers to keep track of their rebates—which is one of the main ways these entities make 100% (or more!) of their profit. Jerry also talks about sales enablement, weathering recessions, and curiosity as the number one quality for sellers.

HIGHLIGHTS

Digitizing global supply chains to track rebates
Test for curiosity in your sellers
Prepare for recession by starting and stopping with the customer
Enablement is the number one support revenue teams need

QUOTES

Jerry: "When things are going really well in the world, people have a tendency to skip the fundamentals and skip the basics. They're like oh, I don't really need to know about that customer. I don't need to read that annual report. No, everything is going well. They're just going to buy something. And then things go bad and they wonder why their sales cycles or their motions or they're losing customers because they didn't do the fundamentals."

Andy: "I think a vulnerability for a number of companies is, we've had these 14 years served since 2008 of somewhat uninterrupted growth, is I see a lot of sloppiness when it comes to execution, whether it's, as you said, first start and stop with the customer or whatever, and it seems there's going to be some pain in a lot of people that aren't focused on how do we really execute in the best interest of the customer in this tough time."

Jerry: "We want to be curious on how this would help your business. And it might not, and that's okay. That's okay. But we have to know that account, know that industry, and know what we do to help that person or team before we can do anything else. Forget our product. Forget our proposal. Forget our sales. If you can't do all those things, you're never going to get your customer."

Andy: "Not enough companies do this. New people coming into the work world, they don't know anything about business. I knew nothing about business when I got started. I don't think companies are active enough in providing that type of just basic financial education to sellers."

Find out more about Jerry in the link below:

LinkedIn: https://www.linkedin.com/in/jerrybrooner/

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1060: Live with Intention to Make Quota, with Bobby Dysart

Tue, 24 May 2022 10:00:00 -0000

Bobby Dysart is Head of Sales at Compa and host of the Quotaless Podcast. Sales leadership is definitely about driving revenue, but it's also about empowering sales teams with the right tools and the right mindset too. Bobby shares how living with intention brings forth your authentic self and how quota happens simply as a consequence. He also talks about the undeniable role of luck and embracing the unexpected because the reality is that there is very little you can control as a salesperson. Bobby’s goal is to bring this notion of living with intention into sales so more sellers can find both fulfillment and happiness in their sales careers.

HIGHLIGHTS

Helping sales teams get quick wins
Quotaless: Live with intention so that quota happens
Luck plays a role in sales so embrace the unexpected
Highs and lows: Receiving top training and the used car salesman trope

QUOTES

Bobby: "I can get some revenue across line in short order. And what I found is entrepreneurs just love that. They're surrounded by a lot of people trying to, I think, take from them, take money from them, and sort of latch on to any sort of success that they have, whereas I'm just coming in and I'm like, watch out. I'm going to, at least, get you 50 grand across the line and pay for the next several months of my service."

Bobby: "I want to bring this idea of mindset, of mindfulness, of living with intention, etc, and bring it into the world of sales."

Bobby: "The first thing that I think comes to mind is this idea that, as sellers, we think like our life just gets so much better when we hit quota. And I think we have it in reverse. When our life is so good and it's great and we're feeling like our most authentic selves, quota happens."

Andy: "I think this is a difficult mindset for most sellers to adopt because there is this quota every month and they're taught about you have to control the buyer, control your prospects, control the sales cycle which yeah, I learned early in my career was just a huge myth."

Bobby: "They had craft out of developing those early-stage managers, those sales managers and sales directors that I think is really what plagues series A, series B companies, tech companies. They may even have the leadership right and they may have some of the sellers at the bottom right, but that midlevel management always seems to be missing."

Find out more about Bobby in the links below:

LinkedIn: https://www.linkedin.com/in/bobbydysart/

Website: https://quotaless.io/

Podcast: https://quotaless.simplecast.com/

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A Conversation with Andreas Jonsson

Fri, 20 May 2022 10:00:00 -0000

Andreas Jonsson is the co-founder and CEO of SHIELD. As LinkedIn offers the unique opportunity to thrive in sales while leveraging your own personal brand, Andreas shares how individual contributors, entrepreneurs, and companies can achieve this. An individual's personal brand has a direct impact on sales and creates a tribe of like-minded people. When you find your content market fit, double down on it, and post your unique point-of-view around your product or service. When you provide true value, the revenue comes almost as a byproduct of helping others.

HIGHLIGHTS

SHIELD: Helping individual content creators on LinkedIn
Build leverage through your personal brand
Fear is the root of resistance from leaders
Follower count is a vanity metric for content market fit
Create a tribe around your personal brand

QUOTES

Andreas: "We're actually focusing on creators, individual creators, a whole lot more. And when I say individual creators, it's a catch-all phrase right now. So it's someone creating content to help them in their job, so that could be a salesperson, a sales rep, but it could also be a solopreneur who's doing his own thing or an entrepreneur who's doing his own thing."

Andreas: "Once they started building their personal brand, things got easier. Not easy, but easier... It's never easy but it gets easier and that's something I felt with my very humble growth on LinkedIn and it's something I see everyday amongst the people who we are involved with. And, to me, that's just fascinating that you can work in sales and build leverage on LinkedIn through your personal brand."

Andreas: "For the one who actually has a given amount of followers, who puts out content consistently and see that number grow while the engagement rate is maintained, if you managed to get that going so that you can actually grow let's say 10% month over month with your followers, and you're posting everyday Monday to Friday, then you're doing something right."

Andreas: "If you're a salesperson, leader, or rep, or whatever and you're looking towards a market or a niche with a certain product offering certain benefits, you have some very unique knowledge around that space even though you sit next to another guy who's selling the same product. Everyone's unique. We've got different backgrounds, different stories, different experiences, different interactions with our markets, so we can all talk from a unique point of view."

Find out more about Andreas in the links below:

LinkedIn: https://www.linkedin.com/in/andreasjonssonn/

Website: https://www.shieldapp.ai/

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1059: Champions Articulate Your Value, with Nate Nasralla

Thu, 19 May 2022 10:00:00 -0000

Nate Nasralla is the Founder at Fluint.io. Especially in the realm of online selling, having champions that articulate your value in the language of the buyer can make or break a deal. Fluint takes your buyer's words and highlights key phrases so that you can make a business case based on their specific needs. Nate also categorizes a champion differently from influencers and coaches and breaks down how influence, incentive, and information are necessary components of a champion. He explains how to use languaging to mirror back your buyer’s language and increase the chances of a favorable outcome.

HIGHLIGHTS

Fluint: Find champions who articulate your value
Use the buyer's language to align your product to their needs
A champion's profile: Influence, incentive, and information
Languaging mirrors your buyer’s words for maximum effectiveness
Sales enablement with the Enterprise Sales Playbook

QUOTES

Nate: "Sales reps don't close deals. Buyers do. You can get a deal done without a sales rep. You cannot ever get a deal done without a buyer in place."

Nate: "When I think about the profile of a champion, so one there is influence. They're able to help develop or shape the opinions of others. There's also incentive. There's something in it for them. There's a personal connection to that deal. And then, information. They actually can help you navigate through the sales cycle."

Nate: "If I have a request and I want it to be approved, I'm going to make sure to use the same types of things that my exec or my VP is using in the team calls and the team updates, how we're talking about our OKRs or whatever the goals are, to increase the probability that they respond favorably."

Find out more about Nate in the links below:

LinkedIn: https://www.linkedin.com/in/natenasralla/

Website: https://www.fluint.io/

Enterprise Sales Playbook: https://www.fluint.io/resource-content/the-enterprise-sales-playbook

Email: nate@fluint.io

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1058: Competence Over Experience, with Christine Rogers

Tue, 17 May 2022 10:00:00 -0000

HIGHLIGHTS

Aspireship: Finding competence and character over experience
Training on objection handling, Salesforce, and customer experience
Roleplaying tests detail-orientedness and its application
Teachers and the hospitality industry are good at sales
Helping talent acquisition find the best talent

QUOTES

Find out more about Christine in the links below:

LinkedIn: https://www.linkedin.com/in/christinerogers2/

Website: https://aspireship.com/

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A Conversation with Jon Levy

Fri, 13 May 2022 10:00:00 -0000

Jon Levy is the Founder and Host of Influencers, a Behavioral scientist, consultant, and author of a very interesting new book titled, "You're Invited, The Art and Science of Cultivating Influence." On today's episode we're talking influence, connection and trust.

We start with Influence. What is it? What does it mean to have influence? And the role of relationships and community in creating influence. And Jon shares the details behind his Influence Equation.

Then Jon and I dive into the importance of connection and connectedness. isolation and loneliness are an increasing fact of life. It presents itself in the stress, burnout and mental health issues we see in sales. As Jon points out chances are high that the people you want to connect with are in need of connection too and may not even realize it. We dig into why sellers need to develop relationships in which everyone is better off, rather than trying to extract as much value as possible from it.

Finally, we get into the process of building trust. And why building trust begins with finding a challenge big enough to require people to work together.

This conversation was originally recorded in 2021.

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1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak

Thu, 12 May 2022 10:00:00 -0000

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1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent

Wed, 11 May 2022 10:00:00 -0000

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A Conversation with Mike Bosworth

Fri, 06 May 2022 10:00:00 -0000

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders.

This conversation was originally recorded in 2021.

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1055: Next Level Sales Leadership, with Derek Jankowski

Thu, 05 May 2022 10:00:00 -0000

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1054: Proactive Outbound Prospecting, with Eric Quanstrom

Tue, 03 May 2022 10:00:00 -0000

Eric Quanstrom (CMO at Cience) is a leading expert on proactive outbound prospecting. On today's episode we talk about the business of lead generation outsourcing, in particular sales development. However, we approach it from a different angle. With the rise of specialized sales companies with highly developed expertise, such as Cience, Eric and I dig into whether sales really needs to be a core competency of a company that develops and sells a product or service. Or should a product company leave that to a sales company who are the experts? We also explore the many lessons that Cience has learned (from scaling to hundreds of SDRs) about how to more effectively hire, onboard and manage the sales development process.

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A Conversation with Ryan Walsh

Fri, 29 Apr 2022 10:00:00 -0000

Ryan Walsh is the founder and CEO at RepVue. Today we talk about how RepVue is challenging the status quo of getting a sales job and flipping the odds to the favor the candidate during the hiring process. We dig into the data that RepVue collects to help inform sellers during a hiring process. Then we get into what sales is going to look like in the next couple years, and what the impact will be for individual sellers. Plus, we talk about quota.

This conversation was originally recorded in 2021.

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1053: Strategic Enterprise Sales, with Salman Mohiuddin

Thu, 28 Apr 2022 10:00:00 -0000

Salman Mohiuddin is a Strategic Enterprise Sales exec with Asana. Today is another episode in our series of new and interesting voices in sales. With people who represent the future of selling. And in our conversation, among other topics, we talk about Salman's journey so far in his career from his start as an SDR to enterprise sales. He shares how he set a goal to progress into an enterprise role and relied on his determination, resilience and, most importantly, patience to help him reach his goal. We then dig into the areas that he is working on in terms of his personal development and the goals he's working on next.

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1052: What's Changed in Sales? with Wendy Weiss

Tue, 26 Apr 2022 10:00:00 -0000

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A Conversation with Phil M Jones

Fri, 22 Apr 2022 10:00:00 -0000

Phil M Jones is the author of the mega best-selling sales book, Exactly What to Say: The Magic Words for Influence and Impact. In today’s conversation we talk about “magic words”. I really like Phil’s book. He provides incredibly simple (yet highly effective) takeaways about the phrases that any seller can incorporate into their day-to-day selling that open the doors to in-depth conversations with buyers, help you understand and effectively answer objections, and thoughtfully challenge a buyer’s perspective. We’re going to go over a number of examples from Phils’ book, including my favorite “magic words” that you can use to help your buyers visualize success.

This conversation was originally recorded in 2021.

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1051: CROs in Conversation, with Eric Stine

Thu, 21 Apr 2022 10:00:00 -0000

Eric Stine is the Chief Revenue Officer at Skillsoft. I had all of these interesting topics lined up to talk about with Eric. Like, what does digital transformation mean for a seller? And how do you take digital transformation from a buzzword to a tangible journey for salespeople? Plus, I wanted to get into the buying experience and how to leverage technology to enable the consumer to personalize and control that experience. But, as it it turned out, we had a fascinating conversation about something else entirely.

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1050: The Sale Is in the Tale, with John Livesay

Tue, 19 Apr 2022 10:00:00 -0000

John Livesay is the author of the book titled The Sale Is in the Tale and on today's episode we talk about the importance of storytelling, We discuss the real benefits of becoming a black belt in storytelling, which includes the ability to have other people remember your story for the "meeting after the meeting." We explore the 4 story types that every seller needs to be able to tell. We then dive into how sellers can create, craft and practice these stories. Plus, we get into all of this and much, much more.

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A Conversation with Jason Bay

Fri, 15 Apr 2022 10:00:00 -0000

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. On this episode Andy and Jason tackle the BIG questions facing prospecting today. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality of its own. Plus, what companies should be doing to develop career tracks for prospectors.

Conversation originally recorded in 2021.

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1049: Educating the Next Generation of Salespeople, with Dawn Deeter-Schmelz

Thu, 14 Apr 2022 10:00:00 -0000

Dawn Deeter-Schmelz is a Professor and J.J. Vanier Distinguished Chair in Relational Selling and Marketing and Director of the National Strategic Selling Institute at Kansas State University. On today's episode we discuss the importance of educating the next generation of salespeople and the growth of sales degree programs at colleges and universities across the US. We talk about the students that enter these programs, the curriculum that is taught and the faculty that does the teaching. We also dive into the data about graduates from Dawn's program. In terms of the jobs and salaries they are able to attract. And we also look into the topic of how well graduates of The National Strategic Selling Institute perform in the real-world relative to their peers.

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1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre

Tue, 12 Apr 2022 10:00:00 -0000

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A Conversation with Ryan Gottfredson

Fri, 08 Apr 2022 10:00:00 -0000

Ryan Gottfredson is the author of Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership. In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success.

This conversation was originally recorded in 2020.

1047: Sistas in Sales, with Chantel George

Thu, 07 Apr 2022 10:00:00 -0000

Chantel George (Senior Client Partner at Twitter) is the Founder and CEO of Sistas in Sales, the largest global organization for women of color in sales. In today's episode, among other topics, we talk about the mission and purpose of Sistas in Sales. We then dig into some of the specific challenges facing women of color in B2B sales. Including the pressures that WOC feel to conform and comply with stereotypes of what a successful salesperson looks and talks like. Then we dive into the problem of the lack of mentorship opportunities available to WOC in sales and the impact that has on opportunities for development and advancement.

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1046: Trust and Inspire, with Stephen MR Covey

Tue, 05 Apr 2022 10:00:00 -0000

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A Conversation with Phillip Squire

Fri, 01 Apr 2022 10:00:00 -0000

Philip Squire is the CEO of Consalia, a multi-national sales consulting firm based out of London and author of the new book, Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage. On today's episode Phil suggests that a new paradigm for selling is required – one that is based on values and belief systems. He talks about the research that his firm conducted in countries around the world which found that customers continue to express low opinions of salespeople. And why values and character are not words that are used enough in sales.

This conversation was originally recorded in 2020.

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1045: Selling Through Cloud Marketplaces, with Don Addington

Thu, 31 Mar 2022 10:00:00 -0000

Don Addington is the Chief Revenue Officer at Tackle.io, a cloud marketplace platform. In today's episode we talk about how software companies and selling their products through Cloud Marketplaces. We start with Don sharing with us a description of what cloud marketplaces are and how they function. We then dive into why software companies need to sell on Marketplace. Don shares data that 83% of buyers are likely or extremely likely to purchase through Marketplace and 67% of sellers plan to invest more into Marketplace this year. So, then we dig into the 10 things that sellers need to be aware of when selling in a cloud marketplace. How it's different and how it can transform the way they sell. We get into all of this and much much more.

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1044: The Biggest Challenges CRO's Face, with Philip Edgell

Tue, 29 Mar 2022 10:00:00 -0000

Philip Edgell is the Chief Revenue Officer at Revenue.io. On today's episode we talk about the biggest challenges a new CRO faces. And the things that they need to prioritize when taking on responsibility for a new team. We then dig into the areas that sales leaders typically overlook when preparing for growth. We also talk about the trade-offs that sales organizations, and by extension sales leadership, makes in focusing on efficiency vs effectiveness. On deal flow vs win rate. And the problems with the growth at all costs mentality embraced by many companies.

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A Conversation with Andrew Sykes

Fri, 25 Mar 2022 10:00:00 -0000

Andrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, The 11th Habit: Design Your Company Culture to Foster the Habits of High Performance. This is such a fun conversation. I love it when I have the chance to talk with people who I believe really get it. Who understand in reality, not the fake world of so many sales trainers, really understand what it takes to connect with other people and help influence the choices and decisions they make to achieve the business outcomes they desire. In this episode we talk the 10 Habits of High-Performance that Andrew spells out in his book.

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1043: Elite Sales Strategies, with Anthony Iannarino

Thu, 24 Mar 2022 10:00:00 -0000

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1042: Lead Response Time, with Nicolas Vandenberghe

Tue, 22 Mar 2022 10:00:00 -0000

Nicolas Vandenberghe is the co-founder and CEO of Chili Piper. On today's episode we're talking about the importance of Speed to Lead. First, we dive into why companies that rely on inbound marketing to generate their sales pipeline are struggling to convert inbound leads. Then we dig into the whole issue of lead response time. Why does response time matter? Among other reasons, it's a first impression of you and your company. It's part of how buyers experience you. Nicolas and I dig into the findings from a recent study by Chili Piper on lead response. And what they found about the correlation of lead response time to lead conversion. FYI, they found that the average lead response time is 42 hours. Does it matter? Yes, it does. We get into all of this and much, much more.

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From the Vault: A Conversation with Pouyan Salehi

Fri, 18 Mar 2022 10:00:00 -0000

Pouyan Salehi is the founder and CEO of Scratchpad. In this episode we talk about the struggles sellers were having keeping activity updated in Salesforce, which drove Pouyan to start Scratchpad. And in a fun bit of nostalgia, I surprise Pouyan by asking him the same 7 rapid fire questions I asked him when he was first on the show 5 years ago.

Conversation originally recorded in 2021.

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1041: Sales and Second Chances, with Kate Leidy and Ryan Hoppe

Thu, 17 Mar 2022 10:00:00 -0000

Kate Leidy, founder of Strively, an organization on a mission to reduce prison recidivism, and Ryan Hoppe (SDR at Pilot.com), a recent graduate of Strively's program, join me on today's episode. Kate was first on our show about a year ago. I had heard about Strively and was fascinated and impressed by what Kate was doing. So, as I do, I invited her to come on the show and talk about her program and the people she was helping. All that was missing was one of the graduates from her program. So tune-in today to hear Ryan’s amazing story.

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1040: The Most Common Email Mistakes Salespeople Make, with Will Allred

Tue, 15 Mar 2022 10:00:00 -0000

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From the Vault: A Conversation with Frank Cespedes

Fri, 11 Mar 2022 11:00:00 -0000

Frank Cespedes is a senior lecturer at Harvard and author of an excellent book titled, Sales Management That Works: How to Sell in a World That Never Stops Changing. Conversation originally recorded in 2020.

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1039: Rethink the Way You Sell, with Jeff Bajorek

Thu, 10 Mar 2022 11:00:00 -0000

Jeff Bajorek (Author, Advisor and Coach to B2B Sales Leaders) is the host of a new podcast Rethink the Way You Sell. On today's episode we start by exploring whether sales leaders are held to account for the right performance. If too few sellers, as a percentage, are hitting their quotas, the blame usually falls on rep. Who should be responsible for changing that? Plus, we dive into whether the right perspective for sales managers to have is one of quality control. If less than 50% of sellers are hitting quota, then doesn't it mean that sales managers aren't developing a good product? One that reliably works, does its job?

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1038: Scaling Revenue and Sales Cycles, with Christina Brady

Tue, 08 Mar 2022 11:00:00 -0000

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From the Vault: A Conversation with Becc Holland

Fri, 04 Mar 2022 11:00:00 -0000

Becc Holland is founder and CEO of Flip the Script. On today's episode we talk about the biggest challenges facing the sales development function, including some that perhaps are a bit counterintuitive. Like do many SaaS companies actually have too much pipeline? Plus, we dive into the topic of KPIs and try to sort out the useful metrics from the popular, but useless metrics.

This interview was originally recorded in 2020.

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1037: B2B Secret Shopping, with Leahanne Hobson

Thu, 03 Mar 2022 11:00:00 -0000

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1036: Imposter Syndrome Coaching, with Alli Rizacos

Tue, 01 Mar 2022 11:00:00 -0000

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1035: 2022 State of Sales Compensation, with Sahil Mansuri

Fri, 25 Feb 2022 11:00:00 -0000

Sahil Mansuri is the CEO of Bravado, a community for sales professionals. On today's episode we talk about the 2022 Bravado State of Sales Compensation Guide. Lots of interesting findings from that study that we dig into. For example, we discuss why only 47% of sales teams hit quota in 2021. Then dig into the reasons behind why only 1 in 4 sales teams had 75%+ of their members hit quota. Generally appalling overall performance! Sahil and I also explore the whole topic of job tenure in tech sales. Bravado's study found job tenure is declining among AE's from 12 to 11 months and senior sales leadership, like VP of Sales, from 19-17 month. We speculate about why this trend is happening right now. Is it the great resignation or something else?

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From The Vault: A Conversation with Dan Pink

Thu, 24 Feb 2022 11:00:00 -0000

Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018.

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1034: Turning the Tables on Andy, with Ralph Barsi

Tue, 22 Feb 2022 11:00:00 -0000

Ralph Barsi is the Vice President of Global Inside Sales at Tray.io. I'm always excited when Ralph comes on the show but no more so than in this episode. Because today we flip the script. Ralph grabs hold of the microphone and asks me the tough questions. In this case, he asks me questions about my new book, Sell Without Selling Out; A Guide to Success on Your Own Terms, which is officially being released today February 22. If you want a true seller's perspective on my book, and the value you'll receive from reading it, then tune-in.

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1033: How You Sell is Why You Win, with George Bronten

Fri, 18 Feb 2022 11:00:00 -0000

George Bronten is the founder and CEO of Membrain, the sales enablement CRM. On today's episode we dive into why It's time to put HOW YOU SELL at the core of your business. We explore what are the elements of the HOW. And the role that sales technology plays, or can play, in the making the how you sell better. Plus, we dig into some of the key metrics that sales teams should be paying more attention to.

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1032: Sell Without Selling Out, with Jill Konrath

Thu, 17 Feb 2022 11:00:00 -0000

Jill Konrath is the author of four best-selling sales books, an international keynote speaker and sales advisor. On today's episode we're having a conversation about how to improve your sales performance and how to take a more modern approach to selling. Or what I call how to sell without selling out. Not coincidentally, this is also the title of my new book that will be released next Tuesday (2-22-22). To sell without selling out means achieving success in sales by helping your buyers achieve the things that are most important to them without engaging in the obsolete and legacy sales behaviors that buyers reject. We're talking about all that and much more.

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1031: Incentivizing and Rewarding Sellers, with Jonathan Irvine

Tue, 15 Feb 2022 11:00:00 -0000

Jonathan Irvine is the Head of Business Development at Blueboard, an experiential rewards and recognition platform (and one of our incredible sponsors). On today’s episode we discuss how we can do a better job incentivizing and rewarding sellers. Especially in today’s era of low quota attainment and high employee churn rates. We dig into how Blueboard is offering companies a different approach to rewards and recognition. And why experiential rewards are more impactful than the status quo.

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1030: How Long Should a Salesperson Stay in their Role? with Bridget Gleason

Fri, 11 Feb 2022 11:00:00 -0000

Bridget Gleason is the Chief Sales Officer at Silk. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the motivators that keep your head in the game and your energy focused on the buyers. Plus, much more!

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1029: Sales Managers Survival Guide 2022, with David Brock

Thu, 10 Feb 2022 11:00:00 -0000

David Brock is CEO of Partners in Excellence, a global sales consulting firm, and author of the best-selling book Sales Manager Survival Guide. In our conversation, we dig into the negative salesy behaviors that are so endemic to selling, why they are so persistent and why they are so difficult to change. We then dive into a topic of key importance to every seller and sales leader: win rates. They are the ultimate referendum on the effectiveness of the seller. We get into all of this and much much more.

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1028: Sales and Journalism, with Ryan Vaillancourt

Tue, 08 Feb 2022 11:00:00 -0000

Ryan Vaillancourt (VP of Sales at Revenue.io) and I discuss how his career in journalism was a great foundation for his career in sales. We dig into the lessons he learned as a journalist that have carried directly into sales, and the lessons that he imparts to the sellers on his team. For instance, the only objective is to deeply understand, detach from the outcome, and delight in the learning. We also dive into the importance of writing to success in sales. As Ryan says, if you cannot synthesize your conversation with a buyer, and reflect it back to the buyers in writing in a way that confirms your understanding and even lends them clarity into their own challenges….you don’t understand it.

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1027: Elite SaaS Sales Performance, with Brandon Fluharty

Fri, 04 Feb 2022 11:00:00 -0000

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson and a coach who helps elite SaaS sales pros earn $1M+ per year without burning out. In our conversation, we talk about how elite sellers set goals and develop their sales plans to achieve their target earnings. We dig into the five core principles that Brandon feels are essential to operate at a consistently high level. We then talk about effective personal goal setting and we dive into the topic of FIT. Personal fit in terms of finding the right situation for you. As much as anything, finding the right fit for your skills and values, will dictate your chances for success

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1026: Twisted Business, with Jay Jay French and Steve Farber

Thu, 03 Feb 2022 11:00:00 -0000

Jay Jay French is co-author of a book titled Twisted Business. However, if you're a Rock and Roll fan then you might more readily recognize Jay Jay as the founder and lead guitarist of the iconic rock band Twisted Sister. Jay Jay joins me today with his co-author, best-selling business author Steve Farber. We have an entertaining conversation about the business lessons that Jay Jay learned during a career that was alternately dotted with amazing success, crushing disappointment, resilience and even more success.

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1025: The 3 Things That Most Need to Change in Sales, with Donald Kelly

Tue, 01 Feb 2022 11:00:00 -0000

Donald Kelly is founder of The Sales Evangelist and host of the Sales Evangelist podcast. On today's episode Donald shares his top takeaways from doing 1300+ episodes of his podcast, including the (1) biggest surprises about sales and selling, (2) biggest misconceptions sales experts still have about selling, and (3) what's working and what isn't? Plus, we dive into Donald's take on the 3 things that most need changing in sales.

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1024: How Design Thinking Reveals Customer Motives and Drives Revenue, with Ashley Welch

Fri, 28 Jan 2022 11:00:00 -0000

Ashley Welch (co-founder of Somersault Innovation) is the co-author of a new book titled Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue. Ashley believes it's time to throw away your tried-and-true pitches, talk tracks, and list of pain-point questions. She shares how to incorporate design thinking into your sales efforts to ensure that you deeply understand not only your client but also their customers. And we dig into the three sales stages in her Naked Sales approach: Discovery, Insight, Accelerate. The stages may sound familiar but the execution is a little different from a design thinking approach. We get into all of this and much, much more.

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1023: Mega Deal Secrets, with Jamal Reimer

Thu, 27 Jan 2022 11:00:00 -0000

Jamal Reimer (VP of Commercial at Saama) is the author of a book titled Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career. On today's episode we talk about selling mega deals. The type of deal that can transform the arc of your career. We dive into how Mega Deals change the game for everyone involved: the individual seller, the seller's company, the buyer, the buyer's customers. Then we dig into why Jamal believes that most sellers are stuck in the Land of Run-Rate Selling. I love his description of this. The land where it's believed that if you just increase your activity, sales will follow; And that you need to work fifteen opportunities at the same time; And that if you just paint by the numbers and stay within the lines then you will have success in B2B sales. You know how I feel about that!

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1022: True Sales Productivity, with Rob Kall

Tue, 25 Jan 2022 11:00:00 -0000

Rob Kall is the CEO of Cien, Inc. On today's episode we talk about about productivity in sales. In particular, how to measure true sales productivity. Not activity. Productivity. This is one of my favorite topics in sales. Rob's too. Why? Because most sales leaders operate with a fundamental misunderstanding of what productivity means in sales. They don't get it. But, they definitely should. Because without this understanding, sales leaders continue to be in the dark about how to improve sales performance, forecast growth and much more. So, Rob shares with us the additions they've made to Cien to measure true sales productivity and how Cien's customers are using the data to make better decisions.

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1021: The Practice Lab, with Jordana Zeldin

Fri, 21 Jan 2022 11:00:00 -0000

Jordana Zeldin is the founder of Spriing Training and co-founder of The Practice Lab. In today's episode we talk about Jordana's new venture to help sellers improve their performance. It's called The Practice Lab. It's an innovative approach to helping sellers learn how to improve. We dig into the distinction that Jordana draws between training and practice, and why sellers need more practice and perhaps less training. She takes us through how the Practice Lab is set up and how sellers use it. And we explore why most sales coaches aren't trained to be practice coaches. And dive into what it means to be a practice coach. And how that is different from other types of coaches.

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1020: Critical Milestones in Personal Sales Development, with Mark Rosenthal

Thu, 20 Jan 2022 11:00:00 -0000

Mark Rosenthal is the COO at HQO, a commercial real estate technology company. In today episode we have a wide ranging talk about Mark's journey into sales and sales management. And we dig into the critical milestones in his own development that have propelled him forward in his career. Mark was formerly the CRO at HQO so we dive into the type of support CROs need that perhaps they're not getting and how is this reflected in the high churn rate of sales leaders.

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1019: 5 Steps for Effective Sales Hiring, with Kristie Jones

Tue, 18 Jan 2022 11:00:00 -0000

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1018: Sales Psyched, with Christopher Croner and Howard Brown

Fri, 14 Jan 2022 11:00:00 -0000

Christopher Croner is a Principal at SalesDrive, LLC. He's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io in another first for this show. One Tuesday this week we had the first father-son guest combination. Today is the first time we've had two PhDs in psychology on the show. We start with one of my favorite topics: why don't more sales organizations have a mental health professional on staff? After all, we know what the issues are. We've seen the data about the high levels of depression and burnout among sales professionals. Why are corporate and sales leaders so unwilling to provide the levels of support to help deal with these issues that have such an impact on performance and productivity? We then talk about Chris's new video series Sales Psyched and explore why Chris believes that #1 thing a seller can do for a client is to introduce them to someone who could be their client.

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1017: Insight-Led Selling, with Stephen Timme and Melody Astley

Thu, 13 Jan 2022 11:00:00 -0000

Stephen Timme (Founder and President of FinListics Solutions) and Melody Astley (CRO of FinListics Solutions) are co-authors of a new book Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact. On today's episode we're talking insight-led selling and why, as they write, “The salesperson should be more interested in learning about my business, instead of telling me about theirs." We talk about research from their book that finds that only 19% of sales managers believe their sellers are trusted advisors. If so few managers think their sellers are trusted advisors, what percentage of buyers think the same? Plus, we dive into the 3 things that buyers want from sellers.

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1016: Fatherly (Sales) Advice, with Michael and John Tecce

Tue, 11 Jan 2022 11:00:00 -0000

Michael Tecce is the Vice President of Ricoh Global Services Americas and today he joins me with his son, John Tecce, a Senior Account Executive at Alation. This is the first father-son guest pairing on our podcast. And in this multigenerational episode we compare and contrast selling and sales careers. Michael has worked for one company for 37 years. John is already working at the 5th company in his career. They share the advice that Michael gave John as he thought about getting into sales. As well as the advice he gave John when hd left his first job in sales, at the same company that Michael works for. Michael also talks about the changes he's seen in selling and in salespeople over the course of his career. And what it takes to be a good leader today. Plus, of course, we get into the differences in how John and Michael view selling.

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1015: Is the Proposal the Most Important Stage of the Sales Process? with Kyle Racki

Fri, 07 Jan 2022 11:00:00 -0000

Kyle Racki is the co-founder & CEO of Proposify. On today's episode we're talking about the importance of proposals and why Kyle believes that proposals "the most important stage of the sales process." We explore how you can differentiate your proposal to close a deal. And we dig into some of the key findings from research Kyle and his team did on winning proposals that are contained in Proposify's State of Proposals Report. Including: why 2 page proposals had the highest close rate by far. The 7 sections that must be in a winning proposal. And why images in a proposal can make the difference. It's all good stuff. We get into all of this and much, much more.

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1014: Mastering Virtual Selling, with Mark Magnacca

Thu, 06 Jan 2022 11:00:00 -0000

Mark Magnacca is the President and Co-Founder, Allego, Inc. and co-author of Mastering Virtual Selling: Orchestrating Sales Success. On today's episode we start off with a great definition of virtual selling. Being a great virtual seller means understanding a prospect’s mindset when you are not meeting with them in person. Which has always been the case with sales. That's where the difference is made. It's not just what you do in front of the buyer. As Mark and I dig into in our conversation, it's what you think about, plan and do when you're not in front of the buyer that makes the difference. As Mark says Virtual selling is learning to be a maestro (master) at orchestrating all the moving parts in the buying process to achieve the outcome you want. We get into all how you can become that maestro and much much more.

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1013: What Makes a Great Salesperson, with Sara Levinson and Howard Brown

Tue, 04 Jan 2022 11:00:00 -0000

Sara Levinson (Vice President Of Business Development at Prometric) joins me on today's episode along with my co-host, Howard Brown (CEO of Revenue.io). In our conversation we focus on the qualities that make a great salesperson. We start by getting into what a great seller, which is easy to say but harder to describe. We then dive into why more sales leaders need to provide greater autonomy to their sellers. And the benefits of encouraging sellers to think and act as the CEOs of their sales patch, whether that's a list of accounts or a geography. Finally, we dig into why sellers need to have a better understanding of their own selling process and numbers.

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From The Vault: A Conversation with Shannon Minifie

Fri, 31 Dec 2021 11:00:00 -0000

Shannon Minifie is the CEO at Box of Crayons. On today’s episode we get into one of my favorite subjects: curiosity. We start by digging into why curious people, those who challenge assumptions and want to know the why behind the how, are often considered troublemakers. Then we dive into why assumptions are killing your company and your sales team. Finally, we get into why if your organization is more advice-driven than curiosity-led, you are missing valuable opportunities to be more innovative, resilient and successful. Which are all traits the successful sales team needs.

This episode was recorded in Early 2021.

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1012: Pick Up The Phone and Sell, with Alex Goldfayn

Thu, 30 Dec 2021 11:00:00 -0000

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1011: Sales & Leadership with Heart, with Jen Ferguson

Tue, 28 Dec 2021 11:00:00 -0000

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From The Vault: A Conversation with Juliet Funt

Fri, 24 Dec 2021 11:00:00 -0000

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on my list of favorites, A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work. In today's episode Juliet and I talk about the importance of giving yourself room to think and reclaiming "white space " in your day. White space is time with no assignment. I love that phrase. So, we dig into what white space is, how it benefits you (in terms of fighting cognitive fatigue and overload), and what white space isn't: meditation or mindfulness. As Juliet shares, white space it's a more purposeful use of time than that.

This episode was recorded in Early 2021.

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1010: The Sales Development Framework, with David Dulany

Thu, 23 Dec 2021 11:00:00 -0000

David Dulany is the founder and CEO of Tenbound and the co-author of a book titled The Sales Development Framework: How to Build and Scale a Highly Productive Sales Development Program. In this episode we're talking about improving the performance of sales development teams. We dig into the three levers that David says managers can pull to cure a sales dev problem. Plus, we talk about why David believes that some people in management may feel that leadership is not a necessary factor in running a Sales Development program. And that sort of says it all, doesn't it?

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1009: Compelling Event Signals, with Jamie Shanks and Howard Brown

Tue, 21 Dec 2021 11:00:00 -0000

Today I'm joined by Jamie Shanks (CEO of Pipeline Signals & CEO of Sales for Life) and my friend and part-time co-host Howard Brown (Founder/CEO of Revenue.io). In this episode we're talking about Jamie's new venture, which monitors your accounts for intelligence opportunities and threats. We dig into what the difference is between compelling event signals vs buying intent signals, and why compelling event signals are triggers for conversation. Plus, we dive into the three types of compelling event signals that you need to monitor.

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1008: The Dangers of Always Being "On", with Jeff Riseley

Fri, 17 Dec 2021 11:00:00 -0000

Jeff Riseley is the Founder of the Sales Health Alliance and the author of new eBook: The Guide To Better Mental Health In Sales: 220 Strategies to Improve Sales Performance Through Better Mental Health. In our conversation we dive into the work hard and play hard mentality and the problem with Slack. Plus, the dangers of always being on and why sales professionals need an off-season, just like professional athletes. Finally, we get into the questions you should ask as a candidate to determine whether the hiring company provides the kind of supportive sales environment that enables sellers to thrive and succeed.

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1007: Sales Impact Academy, with Paul Fifield

Thu, 16 Dec 2021 11:00:00 -0000

Paul Fifield is the CEO and Co-founder of Sales Impact Academy. On today's episode we talk about Paul's new venture and how they are seeking to change how sellers acquire and apply new knowledge to their selling. Think about it in terms of education vs rote sales training. We dig into the major deficiencies Paul saw in how sellers were being educated. And how this creates problems for companies and sellers alike. And what Sales Impact Academy is doing to bridge the divide between what sellers really need and what they're typically getting. Paul shares three tips to make remote education highly effective for sales teams. Including why you should never never teach more than two hours a week. And why you should never go more than 10 minutes without some interactive element for students.

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1006: The Building Blocks of Sales Enablement, with Mike Kunkle

Tue, 14 Dec 2021 11:00:00 -0000

Mike Kunkle is the Vice President of Sales Effectiveness Services for SPARXIQ and author of the new book, The Building Blocks of Sales Enablement. In his book Mike spells out a comprehensive framework for sales enablement as a strategic element of any organization's sales success. We talk about the type of support that sales enablement needs from the C-level to operate effectively. We also get into the skills that someone needs to develop in order to be effective in a sales enablement role. Then Mike and I dig into some of the 12 building blocks of success that he lays out in his new book. Including buyer acumen, buyer engagement content, sales hiring, sales training and sales coaching. It's a fascinating discussion and we get into all of this and much, much more.

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1005: Podcast Prospecting, with Zach Ballenger

Fri, 10 Dec 2021 11:00:00 -0000

Zach Ballenger is the Chief Revenue Officer & Co-Founder of Casted. In today's episode we're talking about the value of podcasting for companies. We dive into how companies should use podcasts, and re-purpose podcasts as a source of fresh content for sales teams. And also how they can use podcasts, and the content derived from it, as a way to amplify their marketing. Plus, we dig into how to use a podcast as a way to prospect and move opportunities through your pipeline.

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1004: Selling Big Deals and Making Big Money, with Brandon Fluharty and Howard Brown

Tue, 07 Dec 2021 11:00:00 -0000

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1003: Driving Sales Confidence, with Lance Tyson

Tue, 07 Dec 2021 11:00:00 -0000

Lance Tyson is President and CEO of The Tyson Group, a sales consulting and training firm, and the author of new book Igniting Sales IQ: Driving Sales Confidence During Uncertainty. Today we start by digging into a fact about selling that a lot of salespeople don’t recognize, which is that selling takes place in the buyer’s mind. We get into why, with the use of technology—the internet, email, marketing automation—there are more salespeople now than there’s ever been. As Lance points out, what that means is that certain sales are complex enough that buyers need to have a human involved to help in the buying process. And we dive into why Salespeople need to keep it simple and learn the process of leveraging their EQ (emotional intelligence) so they can start to tip the scales in their favor. Because let’s face it, just like a casino, the sales odds are in the buyer’s favor.

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1002: Selling in Non-Commercial Settings, with Scott Roy

Fri, 03 Dec 2021 11:00:00 -0000

Scott Roy is the CEO of Whitten & Roy Partnership and co-author of a new book titled, Sell Well, Do Good: DQ Selling for Social Enterprises. Today we're talking about something different: selling in non-commercial settings. Specifically, the importance of effective selling, systems and processes in social enterprises. We often hear about people who work in developing countries to improve agricultural production with pest resistant crops. Or increasing access to clean water. Or improving general health through access to sanitation systems. And as Scott shares, the success of all those programs depends on effective selling.

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1001: A Better Way for Buyers to Control their Time and Attention, with Andy Mowat

Thu, 02 Dec 2021 11:00:00 -0000

Andy Mowat is the founder and CEO of Gated. He’s on a mission to change the dynamic of email for sellers and buyers. Today we dig into the premise of Gated, which is that YOU should determine how people reach you. Gated challenges unknown senders to donate to charity in order to reach you — so every email in your inbox is worth your attention. We also get into why Andy believes that you should decide the price of your attention. And how you can do that. We also get into what Gated can mean for sellers and how it can work to your advantage. This is a fascinating discussion. Don't miss it.

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1000: Turning the Tables on Andy, with Bridget Gleason

Tue, 30 Nov 2021 11:00:00 -0000

Bridget Gleason is the Chief Sales Officer at Silk. In case you weren't paying attention, this is Episode 1000 of the Sales Enablement podcast! And Bridget is the only person who could have been my guest for this milestone. Why? Well, for starters, Bridget has been a guest on 130 of the 1000 episodes. For newer listeners, you might not know that Bridget was my co-host every Friday for the first few years of this show. We called those episodes Frontline Friday because Bridget has been on the front lines of sales, as a CRO, CSO or VP of Sales for high growth starts for many years now. So, in our conversation today, we're turning the hosting duties over to Bridget. She's asking the questions. In particular, she's asking me questions about my new book.

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From The Vault: A Conversation with Phil M Jones

Fri, 26 Nov 2021 11:00:00 -0000

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From The Vault: A Conversation with Brandon Fluharty

Thu, 25 Nov 2021 11:00:00 -0000

Brandon Fluharty is the Vice President of Strategic Accounts at LivePerson. Today we’re having a conversation about health and well-being in sales. And how those are tied to your ability to perform at your best. To be the best version of you. We start by talking about why sellers should approach sales like an athlete. We dig into the four critical areas of your life that Brandon has identified that sellers need to monitor: (1) Sleep, (2) Skills, (3) Strain – the amount of mental and physical efforts, and (4) Satisfaction. The successful seller understands that physical and mental well-being are essential to unlocking your potential to become the very best version of you. Brandon and I talk about a new organization he’s launching for individual sellers to improve their overall performance in life and work: Be Focused. Live Great.

This episode was recorded in Early 2021.

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999: How Important are Sellers in Today's Sales Environment? with Howard Brown and Ralph Barsi

Tue, 23 Nov 2021 11:00:00 -0000

Howard Brown (Founder and CEO at Revenue.io) and Ralph Barsi (Vice President of Global Inside Sales at Tray.io). Together and separately these two are some of my favorite guests. On today's episode we ponder the question, how important are sellers in today's sales environment? It's tempting to underestimate the importance of the credibility and trust that sellers develop with buyers. And how decisive that is in the buyer's decision making. Plus, we talk about win rates as a key metric in sales. Some sales bosses don't believe win rate is an important metric. Others think that's crazy. We get into it why.

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998: What's the ROI on Your Professional Network? with Thor Ernstsson

Fri, 19 Nov 2021 11:00:00 -0000

Thor Ernstsson is the founder and CEO at Strata. Today we're talking about the importance of your professional network. First we explore why sellers need to focus on building a network, then we dive into why they must treat it like an asset that produces a reliable return.

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997: Winning the RFP-Based Sale, with Bob Wiesner

Thu, 18 Nov 2021 11:00:00 -0000

Bob Wiesner is the managing partner at the Artemis Partnership and author of the new book, Winning is Better. On today’s episode we are talking about RFP-based sales. Governments, institutions with certain requirements, major enterprises. These are large deals that almost always have an RFP element. Bob shares some of the tactics they teach to their clients that enable them to regularly achieve win rates in excess of 60%. Which is pretty impressive on bid based selling! Plus. dig into why Bob believes that relationships remain the single, most important factor in winning project bids. And why achieving success in big deals today is no different than it was in the Before Times.

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996: Persuasion, with Andres Lares

Tue, 16 Nov 2021 11:00:00 -0000

Andres Lares is the CEO at Shapiro Negotiation Institute and the author of a new book, Persuade: The 4-Step Process to Influence People and Decisions. Today we're talking about persuasion and influence. First, we dig into the differences and why this is important in how you sell. Then we dive into the steps that Andres lays out in his book to build influence: Build Credibility, Engage Emotions, Demonstrate Logic, and Facilitate Actions. Finally we talk about the correlation he sees in these four steps and Maslow's Hierarchy of Needs. It's a very interesting perspective to hear on negotiations.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

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RevOps Podcast

995: No Agenda, with David JP Fisher

Fri, 12 Nov 2021 11:00:00 -0000

David JP Fisher (aka DFish) is the president of RockStar Consulting, a keynote speaker, author, and one of my favorite people to talk with. You know I have a routine for preparing for podcast interviews. I do a lot of research on my guests. And prepare anywhere from 30-50 questions to ask the guest. And I do that for every guest. Except David. This is David's 4th appearance on my podcast and I've learned that works best for our conversations is just to tee up a couple topics and see where we go.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

994: Why Onboarding Matters, with Donna Weber

Thu, 11 Nov 2021 11:00:00 -0000

Donna Weber is a customer onboarding expert and the author of Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions. On today's episode we're talking about taking care of your customers. Like, why too many companies (basically) ignore their customers while prioritizing new business over existing, and what the consequences of that are. Then we dive into Donna's Orchestrated Onboarding™ framework, and how it allows you to move away from ad hoc and reactive onboarding to delivering a prescriptive journey of best practices.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

993: A Practical Guide for Business Negotiators, with Bill Sanders

Tue, 09 Nov 2021 11:00:00 -0000

Bill Sanders (Vice President at Mobus Inc) is the author of Creative Conflict: A Practical Guide for Business Negotiators. In today's episode we are talking about negotiation. Actually, it's more than just negotiation. I’m talking about creative dealmaking. And why that deal making, or negotiation is, in reality, nothing more than a creative process. We dig into why successful dealmakers and negotiators are like creative sellers, how they enhance the process by focusing more on what people need from them. Plus, how creative dealmakers strive to expand a deal’s scope while also pursuing a bigger portion of the pie available with the buyer.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

992: Building the Enterprise Startup, with Tae Hea Nahm

Fri, 05 Nov 2021 07:00:00 -0000

Tae Hea Nahm is the co-founder and managing director of Storm Ventures, based in Silicon Valley. He's also the author of Survival to Thrival: Building the Enterprise Startup. Today we're talking about an open-source resource guide for entrepreneurs that Tae Hea has launched. A place where entrepreneurs and their team can share their experiences and learn from others how to scale and unlock growth. We dive into GTM and a newer concept called GTM Fit. Tae Hea says the problem is that Companies find product market fit but don't scale. Because there’s a “missing link” between PMF and accelerated growth for the enterprise startup journey. We dig into what that missing link is. We also explore Tae Hea's four steps to find GTM fit, starting with how to Catch the Wave and Nail the Customer Journey.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

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Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

991: Outsourcing Sales Leadership, with Dan Morris

Thu, 04 Nov 2021 10:00:00 -0000

Dan Morris is the Managing Partner of MindRacer Consulting. Recently we've had some guests on the show to talk about the value of outsourcing your sales team. In my conversation with Dan, we go a step further and dive into the topic of outsourcing sales leadership. The starting point of our discussion is one that is perhaps counterintuitive. But it makes complete sense when you look at the state of selling today, which is that sales is often not a core competency of the business.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

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Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser

Tue, 02 Nov 2021 10:00:00 -0000

Everyone has an opinion on marketing
They have to work with limited resources and unreasonable expectations
Their bosses don't trust them
And they get fired frequently.
Sounds a lot like the sales world.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

989: MegaDeals, with Christopher Engman

Fri, 29 Oct 2021 10:00:00 -0000

Christopher Engman is co-founder and managing partner of MegaDeals Advisory, and author of the book MegaDeals. On today's episode, Christopher shares his best practices for how to win really big deals or as he calls them: MegaDeals. We talk about how winning MegaDeals is a lot like winning a political contest. We dive into how digital transformation has impacted selling large deals. Christopher and his team have conducted research into the 6 challenges that sellers face in selling to the enterprise. We dig into that. And then we dive into Christophers 5 cornerstones of MegaDeals. His keys to winning these large deals. We also talk about the importance of risk mitigation in your selling. As Christopher says "Value gets you in the door; risk mitigation gets you the deal"

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

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Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

988: Sales Enablement 3.0, with Roderick Jefferson

Thu, 28 Oct 2021 10:00:00 -0000

Roderick Jefferson is the VP of Field Enablement at Netskope and author of a new book titled Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. On today's episode, Roderick shares tips and best practices from his book. We dive into what the ultimate purpose of sales enablement is, which Roderick says is to partner with sales leaders to build and execute on strategies that achieve two goals: decrease ramp-up (time to revenue) and increase productivity. Plus, we dig into why Roderick believes that if your sales enablement team is still enabling sellers to focus on selling products, services, or even solutions, then you are doing them, your company, your prospect, and your customers a disservice.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

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Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

987: The Six Habits of Highly Effective Sales Engineers, with Chris White

Tue, 26 Oct 2021 10:00:00 -0000

Chris White is the founder and CEO of TechSalesAdvisors, and author of the book titled The Six Habits of Highly Effective Sales Engineers. On today's episode, Chris and I talk about the increasing importance of the sales engineer (SE) in winning new business. We dive into what the responsibilities are of the sales engineer in terms of orchestrating the technical win in each opportunity. We then dig into the six essential habits of sales engineers that Chris spells out in his book. Including how SE's can partner more effectively with their sales counterparts. And how an SE should conduct effective discovery in preparation for a demonstration.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

986: 30 Minutes to President Club, with Nick Cegelski and Armand Farrokh

Fri, 22 Oct 2021 10:00:00 -0000

Nick Cegelski (Account Executive at Time by Ping) and Armand Farrokh (Head of Sales at Pave) are the hosts of the 30 Minutes to President Club podcast. In our conversation we start out with Nick and Armand giving us the background on how and why they started their popular podcast. Then we go deep into the topic of the day: Discovery. You know it's one of my favorite sales topics to talk about. We get into whether Discovery Calls are even a thing. Is discovery a stage in your sales process? Or is it something that occurs throughout the buying process? We dive into how to prepare for a discovery conversation. And then we get into how to ask the questions that reveal your buyers most important priorities. And how to make sure that you get to the truths with your prospects.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

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Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

985: Buyer-First Sales, with Ross Rich

Thu, 21 Oct 2021 10:00:00 -0000

Ross Rich is the founder and CEO of Accord. On today's episode we dive into the topic of buyer-first sales. We start with defining buyer first sales and then dig into why it is antithetical to the methods that most SaaS sellers are using today. Then we talk about how the buying process is increasingly complex and how buyers have more internal red tape than ever before. Finally we get into why sellers who don't partner with buyers and guide them through the buying journey will lose deals to competitors that do.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Thu, 30 Sep 2021 10:00:00 -0000

Scott Leese is an author, podcast host, sales consultant and a notable follow on LinkedIn. Today Scott and I talk about his new book, More Than a Number: The Modern VP Sales Playbook. We get into why CEOs and Founders have no idea how to support Sales VPs. Plus, why VPs of Sales are so passive in the face of the unreasonable expectations that are set for them. Then we dive into how Sales VPs can break this vicious cycle of short job tenures and work to shape expectations about their performance. Finally, we get into the exact playbooks that VPs need to develop in order to nurture the development of their team's performance.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

975: Flip the Script Tour, with Becc Holland and Keenan

Tue, 28 Sep 2021 10:00:00 -0000

On this episode we have a stellar line-up: Keenan and Becc Holland. Becc is CEO and Founder of Flip the Script. And Keenan is Keenan, as well as the author of the best-selling book, Gap Selling. Today we discuss their upcoming tour. Yes, a LIVE in-person tour at some of the greatest venues in America. We dig into the details of the tour and the types of things that attendees can expect to learn. And then we veer off into unexplored territory like we always do when Keenan is on this show. I don't want to spoil it. But needless to say, it is HIGHLY entertaining and educational.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

974: Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales, with Mark Evans

Fri, 24 Sep 2021 10:00:00 -0000

Mark Evans is author of the book, "Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales." On today's episode Mark and I talk about why he believes the "Old way" of selling died when sellers thought that they could manipulate and pressure prospects into buying. We also talk about what it means to raise your standards as a seller. In particular we explore how to raise your mindset standard. One element of which is ensuring that you focus on Results, Not Methods. Mark shares why he believes that Methods-driven activity is the illusion of real productivity. Then we get into his four part process to elevate your sales standards.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

973: Growth and Transformation, with TIffani Bova

Thu, 23 Sep 2021 10:00:00 -0000

In today's conversation Tiffani and I talk about the impact that the pandemic is having, and will have, on the future of selling. We dig into some surveys from Salesforce of individual contributors and their perspectives on what is coming next. There are some really interesting data points that we consider including why 86% of sellers report seeing an Increased importance of long-term customer relationships and an Increased importance of building trust. We also get into why even though on one hand companies recognize there’s no one-size-fits-all approach to selling, and it's important allow reps the autonomy to work in the most agile and effective manner, roughly only half of organizations survey provide that autonomy to their sellers. We explore other findings from the survey, including findings that show that sellers are not spending enough time reading and learning to gain insights on their customers. And we dive into one data point that kind of blew me away.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

972: The 4-Question Go-To-Market Framework, with Sangram Vajre

Tue, 21 Sep 2021 10:00:00 -0000

Sangram Vajre is the co-founder of Terminus and he is the co-author (along with Bryan Brown) of a new book titled: MOVE: The 4-Question Go-To-Market Framework. Today we discuss the problems caused by an ineffective GTM. We dive into what GTM means: a transformational process for accelerating your path to market with high-performing revenue teams (marketing, sales, and customer success) delivering a connected customer experience where every touchpoint reinforces the brand, values, and vision of your company. Or more simply it's your go-to-market process that connects your company strategy to your customer outcomes. We explore why you need a clear go-to-market process to ensure that your company continues to deliver the promise of your vision to both employees and customers. And we dig into how you can implement a framework for your GTM strategy by answering just four questions.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

971: Why B2B Buyers' Don't Like Being Sold To, with Peter Strohkorb

Fri, 17 Sep 2021 10:00:00 -0000

Peter Strohkorb is a Sales Acceleration Expert and author of the titled Smarketing - Sell smarter, not harder: For CEOs, Business Leaders, Sales Executives and Marketing Leaders who want to boost Sales Performance. In today's episode Peter and I talk about why he believes that modern B2B buyers don’t like being sold to any longer. And why B2B buyers' tolerance for cold solicitations is completely gone. We dive into why buyers, rather than being ambushed, now want to be educated, guided and advised by someone they perceive as a subject matter expert to help them make informed purchasing decisions. We dig into how sellers need to adjust their selling process to reflect their buyers' buying process. Then Peter and I dive into the 10 steps in his Smarketing Buyer Focused Sales Funnel.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Sun, 05 Sep 2021 10:00:00 -0000

This is special edition of the Sales Enablement Podcast. Today are airing Episode 5 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe.

RevOps Podcast - Ep. 5 - How to Craft Your Sales Messaging

On today’s episode, we talk about sales messaging, which can be a bit like the wild west. Sales messaging is different from marketing messaging and corporate messaging. The end goal, here, is to book a meeting or close business. By breaking things down into simpler terms and learning about sales messaging, you can improve your alignment between marketing sales, customer success, finance, and legal.

Follow the RevOps Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Sun, 29 Aug 2021 19:12:17 -0000

This is special edition of the Sales Enablement Podcast. Today are airing Episode 4 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe.

RevOps Podcast - Ep. 4 - Why Implementation Can Make or Break Your Customer Retention

Today we’re talking about implementation. Software or product implementation typically occurs in the post-sales process, and is essentially, deploying whatever the customer purchased. This typically involves making sure the product will operate properly and that users are trained and able to access said product. Tune-in to learn how to fulfill your contractual obligations and be a reliable sales force.

Follow the RevOps Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

962: Comedy and Sales, with Jon Selig

Fri, 27 Aug 2021 10:00:00 -0000

Jon Selig is the self-described "Guy Who Helps Sales Reps Understand Buyers Through the Lens of Comedy." I always like talking with Jon. He brings a unique and fun perspective to selling. In particular, how to use humor as an integral element of your selling process. We all know that it's tough for any seller to quickly grab buyer's attention in a way that also demonstrates their relevance. So, we get into why and how the process of writing humor (and not necessarily the humor itself) can help you connect with buyers.

Connect with Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

961: Going Big, with Niraj Kapur

Thu, 26 Aug 2021 10:00:00 -0000

Niraj Kapur is an author, sales trainer, coach and one of the Salesforce's Top Sales Influencers for 2021. In today's conversation we dive head first into what Niraj believes are the essential elements required for success in B2B selling. We also dig into the power of what Niraj calls "Going Big" on LinkedIn for B2B sellers. Plus, what that means in terms of elevating your personal brand and creating content. In particular, we dive into the type of content you should be creating to connect with potential buyers. Finally, we explore some of Niraj's passions including '80s rock, chocolate and comic book collecting.

Connect with Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

960: International Sales, with Zach Selch

Tue, 24 Aug 2021 10:00:00 -0000

Zach Selch is an expert on international sales and author of the book titled, "Global Sales: A Practical Playbook on How to Drive Profitable Growth for International Sales and Marketing Leaders." Today we're talking about something we don't talk about enough... international sales. We get into why selling internationally is not the same as selling domestically. We dive into how, and why, a strong international sales strategy can help drive new sources of revenue and capture market share less expensively than fighting it out domestically. Then we dig into one of the prime challenges companies have to make if they want to sell internationally: sell direct or sell through distribution. Zach shares some of the challenges of both routes and gives good tips to help you make the right choice.

Connect with Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Special Episode: RevOps Podcast (Episode 3)

Sun, 22 Aug 2021 17:14:05 -0000

This is special edition of the Sales Enablement Podcast. Today are airing Episode 3 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe.

RevOps Podcast - Ep. 3 - The Right and Wrong Way to do Territory Planning

Today on the Rev Ops Podcast we delve into the importance of aligning sales, product marketing, demand gen, and customer success in something we call territory planning. In other words, a plan to ensure that your sales team is targeting the right prospects. Historically, most territories have been broken down by geography, but in today's world, modern territories are also divided by things like industry and company size. Tune-in to learn how to target and approach prospects and existing customers so that you can close more valuable deals for your company.

Follow the RevOps Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

959: The Secrets of Cold Calling, with David Walter

Fri, 20 Aug 2021 10:00:00 -0000

David Walter is the author of, "The Million Dollar Rebuttal: Cold Calling is Not a Numbers Game." Today we're talking all about cold outreach and why David believes that you can set ten times the meetings with half the calls! We dig into what David says is the right mindset for prospecting. And why your sense of determination may actually come across as desperation to buyers. Plus, we get into how to harness the power of your subconscious mind to develop the right mindset for calling.

Connect with Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

958: The Virtue of Patience in Sales, with Mark A Smith

Thu, 19 Aug 2021 10:00:00 -0000

Mark A. Smith (CRO of Webware.io) is one of the wisest (and funniest) writers on LinkedIn. In today's episode we get into the virtue of patience in sales. Plus, what are you learning from your colleagues on the sales team? You need to be careful about who you choose as a sales role model. Then we talk about how to develop trust with buyers. Before digging into the nature of sales and stress. As Mark observed, "Giving your whole company a week off due to burnout is awesome. Not burning out your employees in the first place is awesomer." All of this and much more in this fun conversation.

Connect with Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

957: Is "Unicorn or Bust" the Only Model? with Matt Melymuka

Tue, 17 Aug 2021 19:14:00 -0000

Matt Melymuka is a co-founder and partner at PeakSpan Capital. An experienced venture investor in SaaS companies, Matt believes that the "growth at all costs" is crazy for most companies. I couldn't agree more. Which is one of the reasons I was so interested in having Matt on the show. In the last 10 years, the odds that a business will breach a $100M exit value is about three percent (by our math). So, that's the focal point of our conversation today. If the success rate of this sales model is so low, why are investors so wedded to this playbook? We get into this and much much more.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Special Episode: RevOps Podcast (Episode 2)

Sun, 15 Aug 2021 10:00:00 -0000

This is special edition of the Sales Enablement Podcast. Today are airing Episode 2 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe.

RevOps Podcast - Ep. 2 - How to Structure the SDR Function

At a high-level a sales development representative (SDR) is responsible for prospecting. They research and reach out to new clients who might be interested in the products that your company sells. And they introduce those clients to the company, which is really a nice way of saying they pester the hell out of somebody until they take a call with an account executive (AE). We kid! Of course, there’s so much more to it than that. Tune-in to find out how you structure your SDR team for sales success.

Follow the RevOps Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

956: Talking About Sales, with John Tecce

Fri, 13 Aug 2021 10:00:00 -0000

John Tecce is a senior account executive at Alation.. John did a cold outreach to me about being a guest on this show. He doesn't have a book or a large following. He wasn't trying to promote anything. He wanted to talk about sales. For someone who has been in sales a short time, he is very thoughtful about sales. As you'll hear, he pays close attention to the sales environment. Sales is a family affair with John. His father, Michael, spent 30+ years in sales and sales leadership.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

955: A Minute to Think, with Juliet Funt

Thu, 12 Aug 2021 10:00:00 -0000

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on the list of my favorites, "A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work." In today's episode Juliet and I talk about the importance of giving yourself room to think and reclaiming "white space " in your day. White space is time with no assignment. I love that phrase. So, we dig into what white space is, how it benefits you (in terms of fighting cognitive fatigue and overload), and what white space isn't: meditation or mindfulness. As Juliet shares, white space it's a more purposeful use of time than that.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

954: The Sales Leader Playbook, with Justin Shriber

Tue, 10 Aug 2021 10:00:00 -0000

Justin Shriber is the Chief Marketing Officer at People.ai. He is also the host of Legends of Sales and Marketing podcast. In today's episode we talk about a playbook for sales leaders that their company came up with. We get into why sales leaders need to invest more in deepening their understanding of how each of their sellers is performing. And how it's only with that understanding that a leader can deliver effective coaching. We then dive into how sales leaders can better use data to truly analyze the potential of their sellers.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Introducing... RevOps Podcast!

Sun, 08 Aug 2021 10:00:00 -0000

This is Episode 1 of ringDNA's brand new podcast, REVOPS.

I'm very excited about this show. So, as a bonus, I'm going to be releasing the first 5 episodes on the SEP feed over the coming weeks!

Welcome to the RevOps Podcast:

In the debut episode the hosts discuss... you guessed it... RevOps! Today they set out to define RevOps, explain why you should have it, how to structure it, and when and why it’s important. Tune-in to find out why RevOps is the new GTM strategy being implemented by top companies.

About the Show:

Today’s leading B2B companies are embracing Revenue Operations as the brilliant answer to misaligned processes, people and data that lead to catastrophic inefficiencies.

However, many people still have critical RevOps questions: What processes and tools do I need? How do I structure my team? How do I measure outcomes across sales, marketing and customer success? What are best practices?

From ringDNA, the company that transforms sales teams into high-performing revenue drivers, comes a podcast guaranteed to go beyond the surface-level conversations and dive deep into the world of RevOps. Your hosts deliver unfiltered, thought-provoking discussions and actionable takeaways on every episode about the ideas, processes and technology changing the B2B landscape.

Follow the Hosts on LinkedIn:

Jordan Henderson | Director of Revenue Operations | https://bit.ly/JH-Linkedin

Brandon Redlinger | Sr. Director of Product Marketing | https://bit.ly/BR-Linkedin

Jonathan Stevens | Sr. Marketing Operations & Automation Manager | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

953: Sellers and their CRM, with Pouyan Salehi

Fri, 06 Aug 2021 10:00:00 -0000

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

952: Verifying Top Sales Performers, with Feargall Kenny

Thu, 05 Aug 2021 10:00:00 -0000

Feargall Kenny is the President of Glenborn Corporation, a recruiting firm based in NYC that focuses on top SaaS sales talent. He's also the founder of a new service called Verified Performers, which he believes has the potential to disrupt the landscape of sales recruiting. The way it works is that candidates have to agree to submit a form to the IRS requesting they provide tax returns to Verified Performer, then Verified Performers provides the verification of income to the prospective employer.

In many states as an employer you can't ask about previous income. But if you're a seller, you can be completely transparent and provide it. Now you can do that securely. Of course, it's not entirely clear that W2 data by itself, without context, tells the hiring manager what they think it does. So Feargall and I dig into how to evaluate and use this information within the context of the hiring process. To me this is an important first step to injecting much needed transparency into the hiring process.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

951: Winning the Six-Figure Sale, with Jeff Goldstein

Tue, 03 Aug 2021 10:00:00 -0000

Jeff Goldstein is the founder of SalesLeadersOnly. com. And author of a new book titled. "Winning the Six-Figure Sale: A Sales Leaders Guide to WIN More Big Deals With My Proven 3-Step System." Winning big deals (consistently) is problematic for many organizations. In today's conversation Jeff shares that problems starts with sales leaders. They may have experience and instinct but very little training or structured planning around big deal management. In his research he found that 50% of sales leader's quarterly sales funnel were made up of less than 10–20 big deals. Yet 95% of them had no structured process or system to inspect, assess and coach their teams through the big deals in their funnels! So, we dive into Jeff's 3 step system for sales managers to use to improve their big deal forecast accuracy and win rates by helping their teams execute better.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

950: Succeed Without Selling, with Diane Helbig

Fri, 30 Jul 2021 10:00:00 -0000

Diane Helbig is a business advisor, podcast host and author of "Succeed Without Selling: The More You Think About Selling, the Less You Will Sell".

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

949: The Path to President's Club, with Meghann Misiak

Thu, 29 Jul 2021 10:00:00 -0000

Meghann Misiak is the founder of a sales consulting firm called, The Path to President's Club. In today's conversation Meghann and I talk coaching. In particular, what sellers want, but aren't getting from their managers. We dig into what effective coaching looks like to a seller. We also explore why Meghann believes it's harder than ever to be a Human in sales today. And we dig into why, when sellers have more (and more valuable) resources than ever before, are sellers reporting being so miserable? Finally, we get into why there need to be new ways of measuring performance in sales, and what some of those may be.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

948: Your Personal LinkedIn Analytics, with Andreas Jonsson

Tue, 27 Jul 2021 10:00:00 -0000

Andreas Jonsson is the CEO of Shield, which provides LinkedIn analytics for content creators. Bottom line, if you post on LinkedIn you should be using Shield. If you're in sales, as most of you are, LinkedIn is becoming even more important to you. Increasingly it's where business happens. And in our conversation today, Andreas and I talk about an area of growing importance to sellers: developing your personal brand on LinkedIn. 82% of buyers look at a seller's LinkedIn profile before speaking with them the first time. Andreas shares what his experience has been as a result of using LinkedIn more effectively and the impact that has had on him and on the growth of Shield. He talks about his best practices for LinkedIn and how to measure the impact of those using Shield. All this and much much more.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

947: The Velocity Mindset, with Ron Karr

Fri, 23 Jul 2021 10:00:00 -0000

Ron Karr is the CEO of Karr Associates and best selling author of "The Velocity Mindset®: How Leaders Eliminate Resistance, Gain Buy-in, and Achieve Better Results―Faster."

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

946: How the Smartest Brands (and Salespeople) Beat Cynicism and Bridge the Trust Gap, with Margot Bloomstein

Thu, 22 Jul 2021 10:00:00 -0000

Margot Bloomstein is a brand and content strategy consultant. And author of an interesting book titled, "Trustworthy: How the Smartest Brands Beat Cynicism and Bridge the Trust Gap." Now hearing that title you might think that this episode is about branding and marketing. As I read Margot's book it struck me that the same techniques that brands use to connect and build trust with their buyers applies to B2B sellers as well. And building your own personal brand as a trusted advisor. We dive into the 3 main elements of trustworthiness that Margot describes: (1) Voice; (2) Volume; and (3) Vulnerability. And what each of those mean for individual sellers and how they connect and interact with buyers.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

945: The B2B Selling Guidebook, with Jim Irving

Tue, 20 Jul 2021 10:00:00 -0000

Jim Irving is the CEO of Merit Consulting based in Belfast, Northern Ireland and author of the book, "The B2B Selling Guidebook." Today we're talking about service-led selling and why it's important in today's business environment. Plus, we explore some of the wide range of practical sales tactics that Jim has as a result of decades of experience in high-level complex enterprise sales.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

944: Win the Relationship, Not the Deal, with Casey Jacox

Fri, 16 Jul 2021 10:00:00 -0000

Casey Jacox is author of the book, "Win the Relationship, Not the Deal" and host of the “Quarterback Dad” podcast. In this episode Casey and I talk about the value of relationships in building your book of business and career. And why you need to focus on winning the relationship first. Earlier in his career Casey found that too often, he was focused on the metrics of sales activities rather than understanding what makes a great salesperson. A common trap that far too many professional sellers fall into. Going through the motions without making the effort to understand why the things they do work. Or, as is more often the case, don't work. So, we'll dig into Casey's 6 rules for winning the relationship.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

943: Social Selling vs Social Media Marketing, with Mario Martinez Jr

Thu, 15 Jul 2021 17:36:00 -0000

Mario Martinez Jr is Founder and CEO of Vengreso. In this episode we discuss the following conundrum: 68% of sellers today believe that the hardest part of selling is prospecting, when low win rates would tell us that actually selling (helping the buyer make their decision) is where most sellers are struggling. We also dig into the current state of social selling and Mario shares his 4 tips for effective selling via social. Including why social selling is not the same as social media marketing. And, why you should NOT engage in online or offline sales prospecting until you fix your personal and professional brand.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Fri, 25 Jun 2021 10:00:00 -0000

Karry Kleeman is the Chief Revenue Officer at LogicGate. On today's episode we talk about risk and how sellers can manage it. Plus, we dive into what sellers typically miss with risk in sales and the steps they can take to fix it.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Thu, 03 Jun 2021 13:08:00 -0000

Michael Londgren is the CMO at Seismic. Today we're going to discuss the findings from the 2021 edition of Seismic's annual benchmark report on sales enablement titled, "Decoding the Best Practices of Visionaries." First, Michael shares how Seismic defines a sales enablement visionary. Then Michael and I dig into the 5 key findings for sales enablement leaders in Seismic's report.

Position sales enablement as a strategic priority
Drive go to market alignment by applying sales enablement across entire customer life cycle
Avoid Tech silos by leveraging well integrated go to market tech stacks
Encourage the adoption of sales enablement platform capabilities
Use insights to scale best practices across the organization

And what visionary organizations do differently in each of these categories to drive better results across all customer facing roles. All of this and much much more.

Here's the link to download the report: https://seismic.com/sales-enablement-maturity-index-study/

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

924: Asynchronous Sales Communication, with Darin Dawson

Tue, 01 Jun 2021 10:00:00 -0000

Darin Dawson is the President and co-founder of BombBomb. There's been so much talk about video and sales over the past year. Most of it connected to using services like Zoom or Teams for sales calls with buyers. That's all well and good but most of the communications you have with buyers are asynchronous. They're not interactive. They're messages. In one form or another. Today Darin and I talk about the power of video messaging to effectively move deals forward. If nothing else over the past year, sellers (and buyers) have become much more comfortable with video (or at least they should have) and it just makes sense for all sellers to extend the use of video into all of your communications with buyers. Darin and I dig into steps you can take to level up your video messages.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

923: Mental Health Awareness, with Howard Brown and Mary Grothe

Fri, 28 May 2021 10:00:00 -0000

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of ringDNA) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In their conversation, Mary shares her sales and mental health journey. From her early successes and the demands she put on herself. To the expectations of other people that she felt pressured to live up to. And how she ended up in a very dark place.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

922: Be Focused. Live Great, with Brandon Fluharty

Thu, 27 May 2021 10:00:00 -0000

Brandon Fluharty is the Vice President of Strategic Accounts at LivePerson. Today we're having a conversation about health and well-being in sales. And how those are tied to your ability to perform at your best. To be the best version of you. We start by talking about why sellers should approach sales like an athlete. We dig into the four critical areas of your life that Brandon has identified that sellers need to monitor:

Sleep
Skills
Strain - the amount of mental and physical efforts
Satisfaction

The successful seller understands that physical and mental well-being are essential to unlocking your potential to become the very best version of you. Brandon and I talk about a new organization he's launching for individual sellers to improve their overall performance in life and work: Be Focused. Live Great.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

921: The "Sales Sabbatical" is Coming, with Jeff Riseley

Tue, 25 May 2021 10:00:00 -0000

Jeff Riseley is the founder of the Sales Health Alliance. Today we are talking about the long term ramifications of this last year on salespeople. Few companies have acknowledged this extraordinary situation and most are pushing harder than ever. We dive into why Jeff believes that sellers are relying too heavily on willpower to push through their work tasks and are unable to rest and recover effectively. In his mind, this means an OVERCORRECTION is coming. Jeff believes that one outcome of this will be a sizable increase in what he calls "sales sabbaticals" AKA – top Salespeople deciding to take a break. We talk about why he believes this is going to rock the workforce and sales teams all over the world. We also dive into what sales managers need to be doing, right now, to create a sales environment where they can balance the stress and the need for performance.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

920: RevenueReal Hotline, with Amy Hrehovcik

Fri, 21 May 2021 10:00:00 -0000

Amy Hrehovcik is a sales enablement expert and host of the RevenueReal Hotline. On today's episode Amy shares the story of her mental health journey. We dig into how the stresses of the past year are not in the past. And why sellers need to be vigilant in monitoring their own mental health even as it appears like the worst part of the pandemic is over. We also dive into the role sales management plays in creating sales cultures.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

919: The Science of Performance Improvement, with Bryan Smith

Thu, 20 May 2021 10:00:00 -0000

Bryan Smith is the co-founder and CEO of LEON Health Science. On today's episode Bryan and I talk about the science of performance improvement. Bryan was a sports scientist with USA track and field. The organization that oversees the development of the top track and field athletes in the world. So we dig into the science about how and why being in sales is like being an athlete. And Bryan shares why we need to adopt a more scientific approach to monitoring the things that truly do affect our performance (Sleep, accumulated stress, recovery, nutrition) everyday.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

918: Take Care, with Mercy Bell

Tue, 18 May 2021 10:00:00 -0000

Mercy Bell is the co-founder and creative director of Take Care, start-up advisor, and an experienced sales professional. On today's episode, Mercy shares the story of her recovery, how her alcohol consumption was connected to her work in sales, and how she broke the cycle. Now Mercy has created a new venture dedicated to wellness and mental well-being called Take Care. The goal of Take Care is to start conversations about wellness, recovery and resilience. To that end they are hosting a month long online event. A 30 day long audio experience filled with powerful conversations about wellness and mental health.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

917: Addiction and Sales, with Ian Koniak

Fri, 14 May 2021 10:00:00 -0000

Ian Koniak is Strategic Account Director at Salesforce.com. If you have a good memory, you'll recall Ian was on this show two months ago. Today we're talking about a topic we meant to cover in his last appearance. Namely his struggles with addiction and mental health. Ian is incredibly open and honest about his past struggles with addiction and the impact it had on his family and work. We also get into the topic of burnout. Why it's too easy in sales to be out of balance with work and life. To be outwardly successful but to feel empty and disconnected from all inside. I certainly felt it myself at one point in my career. I'm sure many of you have. Ian shares his advice about what he's done to bring everything back in alignment. And how he works to keep it that way.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

916: Doughp Leadership, with Kelsey Moreira

Thu, 13 May 2021 10:00:00 -0000

Kelsey Moreira is the founder and fearless leader of Doughp, an incredibly successful cookie dough company committed to reducing the stigmas around mental health & addiction. Kelsey was on the career fast track when she hit bottom 6,000 miles away from home. That's when she committed to herself that she'd had her last drink. It's what she did from that point that makes such a great story. Kelsey shares her challenges with alcohol which led to her starting her own successful company, Doughp, and an appearance on Shark Tank. We get into how she managed through the stresses of the pandemic and the impacts that had on her business. And we talk about some of the work Kelsey is doing to help other companies adopt employee policies that destigmatize mental health and addiction and provide the community and support that people need.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

915: Influence, with Jon Levy

Tue, 11 May 2021 10:00:00 -0000

We start with Influence. What is it? What does it mean to have influence? And the role of relationships and community in creating influence. And Jon shares the details behind his Influence Equation.

Finally, we get into the process of building trust. And why building trust begins with finding a challenge big enough to require people to work together.

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

914: Second Chances, with Kate Leidy

Fri, 07 May 2021 10:00:00 -0000

Kate Leidy is the founder of Strively and today we talk about second chances. Strively's work is to prepare and mentor former inmates to enter the workforce as successful SDRs in tech companies. It's part of her larger mission to to create a more diverse and inclusive workplace in the tech sector.

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

913: SoberForce, with Marin Nelson

Thu, 06 May 2021 10:00:00 -0000

Marin Nelson is the Regional VP of Enterprise Service at Salesforce, and the co-founder and CEO of SoberForce. In this conversation Marin shares her story of recovery and how that led to the creation of Soberforce, an Employee Led Resource Group within Salesforce - started with the goal to provide a community and connection for sober employees, support people with addiction issues and to destigmatize addiction. As Marin shares, they are raising awareness, being open about sharing their own recovery stories and working to create an environment that encourages others to speak up in seeking help. Personally, I think this is a model that other companies can follow. And you don't have to be a mega corporation to do it. Tune in and find out how.

*This is the second of our conversations this month about mental health challenges within the sales community. All part of effort during Mental Health Awareness Month to highlight this growing problem. To bring the discussion and support out into the open.

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

912: Mental Health in Sales, with Howard Brown and Richard Harris

Tue, 04 May 2021 10:00:00 -0000

Howard Brown is Founder and CEO of ringDNA, and a licensed therapist. Richard Harris is the Founder of the Harris Consulting Group, and Co-founder of "Surf and Sales". Today's episode is the first in a series about mental health and sales. In this conversation, Richard shares his personal sales and mental health story, and we dig into recent survey data on mental health in sales.

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

911: How to Get a Sales Job, John P. Davis

Fri, 30 Apr 2021 10:00:00 -0000

John P Davis is the author of the book, "HOW TO GET A SALES JOB." In today's conversation John and I get into what makes interviewing for a sales job unique. Getting a job is like sales itself. And John breaks down what you need to do to help the buyer (in this case, the hiring manager) make the right decision. Plus, we dive into how to effectively tell your story in an interview. And the pitfalls to avoid.

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

910: The Sales Rebellion, with Dale Dupree

Thu, 29 Apr 2021 10:00:00 -0000

Dale Dupree is the founder and CEO of The Sales Rebellion. If you've been paying attention, Dale's is a growing voice in the conversation about how we do sales better. And in this episode Dale and I dig into what salespeople should be rebelling against. We talk about the problems with product led sales, We get into what it means to rebel against the outdated and ineffective methods and processes that are so pervasive in B2B. Plus, we dive into the issues with sales leadership; with sales bosses; are they too easily pointing the finger at individual contributors for poor sales performance, when they hire, train, coach and manage these folks?

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

909: Deep Listening: Impact Beyond Words, with Oscar Trimboli

Tue, 27 Apr 2021 10:00:00 -0000

Oscar Trimboli is the author of the new book, "Deep Listening: Impact Beyond Words." This is one of my favorite topics because Listening is the way you give value to the words of other people. On today's episode Oscar and I dig into the difference between hearing and listening. Multiple academic studies have shown that between 50% and 55% of your working day is spent listening. And it's harder now than ever to make yourself heard among all the noise, especially with your buyers. So we dive into the 5 levels of listening required to ensure you truly understand what your buyer is saying.

Follow Andy:

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

908: You Lead: How Being Yourself Makes You a Better Leader, with Minter Dial

Fri, 23 Apr 2021 10:00:00 -0000

Minter Dial is author of the book, "You Lead: How Being Yourself Makes You a Better Leader." It's not going to surprise you that I liked Minter's book. I often talk on this show about how being yourself makes you a better seller and in today's conversation we talk about how in the wake of the pandemic people are rethinking and reconfiguring what’s important.

Follow Andy:

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

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907: The Five Fs, with Jon Ferrara

Tue, 20 Apr 2021 10:00:00 -0000

Jon Ferrara is the Founder and CEO of Nimble, the social sales and marketing CRM for individuals and teams. Look, I love talking with Jon. He is one of the fathers of the CRM system. The first exposure many of us had to any form of sales force automation was with Gold Mine, a product created by Jon. He understands at a level that most of us don't, the value you get from being connected. On today's episode Jon reminds us of the five Fs at the heart of connection: Family, friends, food, fun and fellowship. We also dig into the state of sales today. What's not working? What do we need to do to move the profession forward? And what are the core values that sellers need to possess to be effective and successful in their careers? All of this and much, much more.

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

906: Revenue Orchestration, with Hayes Davis

Tue, 20 Apr 2021 10:00:00 -0000

Hayes Davis is the CEO and founder of Gradient Works, where they are creating the CRO operating system. In today's conversation we talk about the concept of "revenue orchestration." We dig into why companies are quick to blame reps for unproductivity before examining whether they've orchestrated a system and process that enables reps to be effective. Hayes and I also dive into his method for evaluating account potential based on timing and fit. Plus, do the accounts you're selling to reside in what Hayes calls The Good Place? All that and much more on today's episode.

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

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Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

Fri, 02 Apr 2021 16:34:00 -0000

Casanova Brooks is the Founder at DreamNation Media. Today we're talking about a topic that I believe is important for sellers: how to live, work and succeed on your own terms. We explore how you can commit relentlessly to your personal vision and of what that freedom to operate on your terms looks like. Plus, Casanova and I dive into what he calls the Bulletproof Mindset. Finally, we talk about how to develop the relationships that transform the customer experience and enable you to influence your buyers with impact.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

898: B2B Marketing Unstuck, with Chris Walker

Thu, 01 Apr 2021 10:00:00 -0000

Chris Walker is the Founder and CEO at Refine Labs. Today we talk about why Chris believes B2B marketing is stuck. And what some of the prescriptions are for getting it unstuck. We dive it into how B2B marketing has changed over the past 12 months. And what that means for sales teams. Plus, Chris shares some of the new strategies he's recommending that enable marketers and sellers to more effectively connect with buyers. And that more tightly align the buyer's journey with the selling process.

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

897: Enablement, with Paul Butterfield

Tue, 30 Mar 2021 10:00:00 -0000

Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Today we're talking about all things enablement. Paul is one of the pioneers in the field and he shares his perspective about how far sales enablement has evolved since it started and where it's headed in the future. Plus, we dig into the primary challenges facing sales and how enablement is helping to solve them. We also explore how sales enablement should be supporting sales managers, and who generally get the short end of the stick when it comes to receiving training and development. Finally, we talk about developing career paths for those who want a career in sales enablement. And what sort of skills and talents Paul looks for in hiring for his team.

Follow Andy:

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ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

896: The Queen of Cold Calling, with Wendy Weiss

Fri, 26 Mar 2021 10:00:00 -0000

Wendy Weiss is the President of ColdCallingResults.com. And has been called The Queen of Cold Calling. So, one guess what we're talking about today? That's right. Cold calling. We dive into the lessons Wendy's learned from her clients about how cold calling has changed during the pandemic. And she shares her recommendations for sellers regarding how to elevate their effectiveness in reaching out to prospects in our new sales environment. We dig into why Wendy believes that cold calling is the perfect way to build relationships. And Wendy shares a number of very practical cold calling tips such as: The specific skill sets you need to be effective at setting meetings. When not to have a sales conversation. Why you should always leave a voicemail and follow it up with an email. What should be in your call script (and why it's less than you think.) Lots of great practical takeaways today.

Follow Andy:

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Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP-ED

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

895: Managing for Performance, with Brian Trautschold

Thu, 25 Mar 2021 10:00:00 -0000

Brian Trautschold is the Co-Founder & COO at Ambition. We cover a lot of territory in this conversation. Brian shares his perspectives about the role of gamification on the (virtual) sales floor. We dive into how B2B sales is changing. And whether it is changing as fast enough. Meaning is B2B sales changing as fast as B2B buyers are changing how they want to buy? Plus, we talk managing for performance. It's such a critical issue for sales leaders. And not one that most sales bosses are enabled to perform.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

894: Sales Lessons From Year Zero, with Derek Wyszinski

Tue, 23 Mar 2021 10:00:00 -0000

Derek Wyszinski is the Director of Sales at Parallels. Today we discuss a very thoughtful and moving article Derek wrote called, "Sales Lessons from Year Zero." In it he writes of 2020, "I've never managed people in the middle of four once in a lifetime situations: a global pandemic, historical racial & political unrest & an economic recession where markets are up but so are unemployment & economic misery." In our conversation Derek and I talk about the challenges that Year Zero presented for sales leaders, sellers and buyers. And where we go from here. Because as much as sellers try to shut out the outside world, and keep separate their professional and personal lives, it's never been more difficult to navigate that divide.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

893: Does it Still Make Sense to Pay Commision? with AJ Bruno

Fri, 19 Mar 2021 10:00:00 -0000

Today I have a fun conversation with AJ Bruno (Co-Founder & CEO at QuotaPath). We get into an important topic in sales: does it still make sense to pay commission? Should there be incentive compensation for sellers? How do you fairly measure the value of a seller's contribution to the outcome of a sale? How do you fairly compensate sellers based on that contribution? Plus, we dig into quota, it's relevance, and alternatives.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

892: What is "Modern" Selling? with Brandon Bornancin

Thu, 18 Mar 2021 10:00:00 -0000

Brandon Bornancin is the CEO of Seamless.ai. This is a wide ranging conversation about the challenges for sellers in 2021 and beyond. We start with the past 12 months and what we think will become permanent. And what impacts this will have on the skills sellers need to perform at higher levels. We also explore the whole notion of "modern selling". Is it actually modern? Or are B2B sales actually stuck in past? Plus, Brandon and I dive into one of my favorite topics: how to improve sales productivity. Lots of great practical takeaways today.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

891: Outbounding, with Skip Miller

Tue, 16 Mar 2021 10:00:00 -0000

Skip Miller (President of M3 Learning) is author of the new book, "Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads." Today we dive into the motivations for change that drive corporate decision makers. And why, when companies decide to change, they need help from sellers to navigate the path forward. Plus, we get into Skip's theory of The Two Decisions made in every sale: the above-the-line decision and the below-the-line decision.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

890: Video Selling: Would I Have Won That Deal Pre-COVID? with Julie Hansen

Fri, 12 Mar 2021 11:00:00 -0000

Julie Hansen is a leading sales presentation expert. And Founder of Performance Sales and Training.

Today: How to Sell on Video.

Julie brings a unique expertise to this topic, having started her career as an actor in New York City. We get into the evolving role of video in B2B selling. She shares 6 acting tips to help you be more confident on camera. Plus, are sellers losing deals today they would have won pre-COVID?

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

889: Blissful Prospecting, with Jason Bay

Thu, 11 Mar 2021 11:00:00 -0000

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in various forums. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality on its own. Plus, what companies should be doing to develop career tracks for prospectors.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

888: Winning Sales Remotely, with Dave Shaby

Tue, 09 Mar 2021 11:00:00 -0000

Dave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely" This is a fun conversation that gets to the heart of some of the key issues that sellers are confronting in this new sales world, We talk about how the past 12 months accelerated the inevitable transition to more virtual selling . And what that means for sellers. Plus, we dig into the ten seller behaviors that B2B buyers say have the greatest impact on their purchase decisions.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

887: Selling the C-Level, with Steve Hall

Fri, 05 Mar 2021 11:00:00 -0000

Today on the show, Steve Hall (Co-Founder of Executive Sales Forum International) and one of Australia's leading C-Level sales experts. Lots of great practical takeaways in this episode. We get into the evolving role of the C-level in enterprise decision making. What is/isn't important to them. And WHEN to start selling to the C-level. That's key. Plus, how to prepare for C-Level meetings so execs feel it was a valuable use of their time. How to research. How to conduct these meetings. How to schedule follow up meetings. Like is said, we cover a lot!

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

886: Sales Management That Works, with Frank Cespedes

Thu, 04 Mar 2021 11:00:00 -0000

Frank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That Never Stops Changing."

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

885: Unstuck: How to Unlock and Activate the Wisdom of Others, with Craig Lemasters

Tue, 02 Mar 2021 11:00:00 -0000

Craig LeMasters is the author of "Unstuck: How to Unlock and Activate the Wisdom of Others" and the CEO of GXG, a consulting firm based in Atlanta. On today's episode, we talk about what it means to be stuck. As an organization and as an individual. And how to get unstuck. Per the title of Craig's excellent book. In short, if you’re not making progress at the speed you want to be, if your day-to-day work is a flurry of activity without a lot of impact to show for it, you’re definitely stuck In our conversation we talk about the impact of being stuck. Plus, we get into a learning technique that he used when he was running a $2 billion organization to help get unstuck. It's called Rapid Cycle learning. Otherwise known as wisdom based learning.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

884: Mental Health and Sales Performance, with Chris Hatfield

Fri, 26 Feb 2021 11:00:00 -0000

Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in today's uncertain environment. Plus, Chris and I talk about tackling the stigma of mental health in the workplace.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

883: Opportunity Flow, with Justin Roff-Marsh

Thu, 25 Feb 2021 17:58:00 -0000

Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing opportunity in sales teams.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

882: Salespeople as Entrepreneurs, with Susanna Camp and Jonathan Littman

Tue, 23 Feb 2021 11:00:00 -0000

Susanna Camp and Jonathan Littman are the co-authors of an interesting new book titled, "The Entrepreneur's Faces: How Makers, Visionaries and Outsiders Succeed." It's full of compelling stories about entrepreneurs, but what struck me was how it really is a guide for personal development. Specifically, for sales professionals. We are all mini-entrepreneurs in how we manage our patch, afterall.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

881: What is Revenue Operations? with Jordan Henderson

Fri, 19 Feb 2021 11:00:00 -0000

Jordan Henderson is the Director of Revenue Operations (aka RevOps) here at ringDNA. If you've heard talk of RevOps and you're just not sure what it is then this is the episode for you. Before we get to that, however, Jordan tells us how and why a LAWYER (like himself) ends up in Revenue Operations. Then we dive into why RevOps is such a critical function for sales organizations in today's digital selling world, what it means for your GTM strategy, and how RevOps will continue to evolve and grow.'

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

880: Why Your Personal Brand (on Linkedin) Matters, with Casey Graham

Thu, 18 Feb 2021 11:00:00 -0000

Casey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's essential for individuals to build their own personal brand. Do you still doubt the importance of a personal brand for sales professionals? A recent study by RAIN Group found that 82% of buyers read a sellers LinkedIn profile before talking with them. Over the past year Casey has become, in my mind, the most eloquent and forceful advocate of this topic. So, Casey shares some key metrics that demonstrate the impact of this LinkedIn strategy for his company. And then we dive into why Casey, as a CEO of a high growth start-up, encourages his team to be active on LinkedIn and why he isn't afraid of people leaving.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

879: Kindness in Business, with Cole Baker-Bagwell

Tue, 16 Feb 2021 11:00:00 -0000

Cole Baker-Bagwell is the founder and Chief Kindness Officer at Cool Audrey, a consulting firm that teaches companies how to put kindness to work in business. In this conversation we discuss how to thrive in a 21st-century company requires building a new set of core competencies based on awareness, meaningful connection and a shared commitment to kindness. Then we dive into why kindness isn't an intangible soft skill but something that can be quantified in the impact it has on people and business outcomes. Plus, we get into how kindness plays out in a sales environment and is interwoven into the way buyers experience you and your company.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

878: Contract Lifecycle Management, with Vishal Sunak

Fri, 12 Feb 2021 11:00:00 -0000

Vishal Sunak is the Founder and CEO of LinkSquares. In this conversation we dive into an important (and often overlooked) topic for sales teams: Contract Lifecycle Management. We explore why it’s important to write better agreements, why companies don’t truly understand the agreements they're signing, why that’s a problem and how to avoid it. We also get into why contract management departments are such an essential function. From both a strategic and tactical standpoint. And why too few growth companies are investing in them.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

877: Rethinking Sales Mindsets, with Luigi Prestinenzi

Thu, 11 Feb 2021 11:00:00 -0000

Luigi Prestinenzi is the Founder and Head of Growth at the Sales IQ Global. In our conversation we talk about essential mindsets for sellers. I know, I know. This topic can make your eyes glaze over. But stick with me. Most don’t fully understand what mindsets are and how important they are for sellers. Most people think of mindset as determination or hustle. That’s not it. I call those attitudes. Mindsets are the lens through which people filter and process how they experience the world. And in this episode Luigi and I dig into some of the critical mindsets for sellers: growth mindset, open mindset, and a few others.

876: Bourbon and Sales Performance, with Nick Kane

Tue, 09 Feb 2021 11:00:00 -0000

Nick Kane is the Managing Partner of the Janek Performance Group. This is such a fun conversation. We dig into three important topics. First and foremost, we talk about Nick’s passion for bourbons. In fact, he posted a list of what he considers the very best bourbons to help you celebrate a big sales win! Then we dive into what's required, to develop a good salesperson and how to engage the empowered B2B buyer.

875: The Role of Business in Political Change, with Christine Lagorio-Chafkin

Fri, 05 Feb 2021 11:00:00 -0000

Christine Lagorio-Chafkin is a senior writer at Inc. Magazine. In this episode we discuss her recent article, "Business Leaders Spoke Up After the Capitol Riot. Will Their Voices Remain Strong?" and the response of the business community to the events of January 6. As Christine puts it, these dramatic events cause a real surge in activism among business leaders (or at least stop them from hiding behind a professional curtain of non-partisanism). So we dig into the issue of what the appropriate role of business is, or should be, in driving societal and political change. When the stakes are so high, is it possible for business to stay on the sidelines?

874: 10 Habits of High-Performance, with Andrew Sykes

Thu, 04 Feb 2021 11:00:00 -0000

Andrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, "The 11th Habit: Design Your Company Culture to Foster the Habits of High Performance." This is such a fun conversation. I love it when I have the chance to talk with people who I believe really get it. Who live in reality, not the fake world of so many sales trainers, and understands what it takes to connect with other people and help influence the choices and decisions they make to achieve the business outcomes they desire. In this episode we talk the 10 Habits of High-Performance that Andrew spells out in his book.

873: Sales Conversations vs Sales Cycles, with Gopkiran Rao

Tue, 02 Feb 2021 16:49:36 -0000

Gopkiran Rao is the Chief Strategy and Marketing Office at MindTickle. In this episode we discuss why now it is more important than ever for organizations to effectively and appropriately – engage their customers and prospects in conversation, not in sales cycles. We explore what that means in terms of the business acumen and agility that sellers need to possess to effectively engage in today’s environment. Plus, we dig into what it means for sellers these days to be sales ready.

872: Chief Revenue Officers, with Zorian Rotenberg

Fri, 29 Jan 2021 11:00:00 -0000

Zorian Rotenberg is the CRO at Infotelligent. In today's episode we dive into how and why a CRO is different than a VP of Sales. Titles are thrown around pretty easily these days. But as we dig into, there are substantive differences between the two roles and Zorian shares some details about how they should be viewed. Which includes his very interesting perspective that good CROs are like a "Hedge Fund Portfolio Manager" So we talk about the steps CROs can take to hedge their risks as they scale their operations. Plus, Zorian shares his 9 steps for scaling revenue.

871: One of My Favorite People in the Sales Universe, with Ralph Barsi

Thu, 28 Jan 2021 11:00:00 -0000

Ralph Barsi is the the VP of Global Inside Sales at Tray.io and one of my favorite people in this sales universe. In this episode we talk about Ralph’s music career. As in rock and roll. His band has been together for 30 years. They toured in the past, still play gigs, and are getting ready to record a new album. I watched some videos online and they rock!

No conversation with Ralph ever takes place without talking about books. Ralph reads as much as I do. And he always has interesting book recommendations. I share a few of my own as well.

We then segue into talking about sales. Ralph shares some of his management processes. We talk about Team Tuesdays and prospecting day. A day during which most business units contribute to the pipeline. Company wide prospecting. Very cool.

Ralph shares his process for effective communications; Using his weekly updates to manage up and down the chain with clear, consistent communications

870: Selling with Dyslexia, with Rob Johnson

Tue, 26 Jan 2021 11:00:00 -0000

Rob Johnson is the Managing Director for Onit, leader in the enterprise legal ops space. Rob sent me one of the more interesting pitches to be a guest on this show. He said he wasn't trying to promote anything. He just wanted to talk about the challenges people face when they have dyslexia and the opportunities it presents for sellers. In this episode Rob shares his story about developing into a top sales professional and sales leader despite having dyslexia.

869: Managing Your Business Data, with Lars Helgesen

Fri, 22 Jan 2021 11:00:00 -0000

Lars Helgeson is the Founder and CEO of GreenRope, developer of the Complete CRM. Today we discuss why managing data in a business is a leadership issue first, and a technology issue second. We also dive into why Lars believes traditional CRM systems are a giant waste of resources for companies that aren’t large enterprises, and why companies can’t treat their CRM as just a data utility but have to be proactive about establishing an effective data policy.

868: New Logo Acquisition, with Catie Ivey

Thu, 21 Jan 2021 11:00:00 -0000

Catie Ivey is the regional Vice President responsible for all new logo acquisition in the mid-market space for DemandBase. In this conversation dive into a number of interesting topics: (1) How she had an epic fail on her first sales interview, a s did I, (2) how she’s dealt with self doubt, (3) why she believes that working in sales has given her the ability to accomplish more than she ever dreamed possible. and (4) how she’s overcome the obstacles that are placed in the way of women in sales.

867: Special Inauguration Episode, with Congressman Bill Foster

Wed, 20 Jan 2021 11:00:00 -0000

U.S. Congressman Bill Foster is my guest on this special inauguration episode. Representative Bill Foster represents the 11th congressional district in Illinois (In the Chicago area) and serves on the House Financial Services Committee where he chairs the Task Force on Artificial Intelligence. He also serves on the House Select Subcommittee on the Coronavirus, which is examining the Federal government's response to the COVID-19 crisis. Before becoming a member of Congress, Bill worked as a high-energy physicist and particle accelerator designer at Fermi National Accelerator Laboratory and a successful entrepreneur, co-founded at age 19 with his younger brother, Electronic Theatre Controls, Inc., which now manufactures over half of the theater lighting equipment in the United States. Finally, before that, he was one of my best friends in junior high school. Needless to say, we cover a lot of ground in this conversation.

866: Mr. Monkey and Me, with Mike Smerklo

Tue, 19 Jan 2021 11:00:00 -0000

Mike Smerklo is an entrepreneur, investor and author of the book, "Mr Monkey and Me". In this episode we hear the story of Mike's struggles with self-doubt as he grew from an entrepreneur and CEO at a small business that he grew into a category-leading publicly traded company. Plus, we dig into the SHAPE mindset framework that is at the heart of Mike’s fun book about conquering the self-doubt that plagues us all at one time or another,

865: The CIA Method: Polygraphs and Prospects, with Dan Crum

Fri, 15 Jan 2021 16:26:00 -0000

Dan Crum is author of the book titled "The CIA Method" about best practices in hiring and recruiting for sales. Dan has had one of the most interesting journeys into sales. He started as a polygraph examiner and special investigator for the CIA. He administered lie detector tests to people the agency was going to hire. From his experiences Dan learned that the key to effective hiring is to have a process that minimizes the subjectivity inherent in making hiring decisions. Plus, we dig into why Dan advocates that portions of the hiring process be blind, some interesting ideas about verification, and why you should make audio and video recordings of all interviews.

864: Sobriety, Stigma and Sales, with Chris Anthony

Thu, 14 Jan 2021 11:00:00 -0000

Chris Anthony is the Vice President, US Consumer Goods and Marketing Cloud at Salesforce. This is another in a series of conversations I’ve been having on this show about mental health, sales, and business. In June 2020, on the 15th anniversary of his sobriety, Chris went public with his story for the first time. He took this step, publicly revealing a private story, in order to help end the stigma attached to sobriety and recovery in business.

In our conversation Chris shares the story of his struggles with alcohol, his journey in sobriety, and why today he believes sobriety is his superpower. Chris also shares some of the warning signs that sellers need to watch for during these stressful times. Hey, let’s face it, between Covid, politics and an uncertain economy there is a ton of stress out there. Chris gives some good advice for those who are feeling this.

863: All Things Tactile Marketing Automation, with Nick Runyon

Tue, 12 Jan 2021 11:00:00 -0000

Nick Runyon is the CMO at PFL.com, a leader in the Tactile Marketing Automation space. In this episode we get into everything Tactile Marketing Automation. You know, sending things to prospects and customers as part of your playbook. We talk about how PFL got into this space. Normally I don’t spend a lot of time on founding stories but this one is very interesting. Tune-in to learn how PFL evolved from a small local print shop into an organization with global reach. Plus, Nick shares some ideas about how to implement tactile marketing automation as part of your ABM campaigns.

862: The State of Enterprise Sales in Saas, with Vince Beese

Fri, 08 Jan 2021 11:00:00 -0000

Vince Beese is the head of Enterprise Sales at Kustomer (which was just acquired by Facebook). Vince has been selling big deals into the enterprise and leading enterprise sales team in the SaaS space for a long time, so settle in for a great conversation about the big changes we’ve seen in enterprise sales this past year. We'll dive into which changes we think will be permanent and which were, or are, just temporary stopgaps. Plus, we dig into the topic of whether the whole “modern selling” movement has been oversold and is leading too many sales organizations down the wrong pat

861: The 5 Sales Myths, with Jake Dunlap

Thu, 07 Jan 2021 11:00:00 -0000

Jake Dunlap is the CEO of Skaled. In this episode Jake and I discuss an article he posted on linkedin about 5 predominant myths in sales. You’ll really want to listen to this conversation because I think it’s safe to say that, well, I had a few issues with Jake’s myths. However, I really enjoyed sparring with Jake because this is the type of open discussion that needs to happen more frequently in sales. Because, quite honestly, B2B Sales is a mess. There are a lot of issues that need to be addressed. And it’s only by engaging in these types of conversations that we’ll be able to start moving the ball forward.

860: The New Economics of Field Sales, with Stephen Diorio

Tue, 05 Jan 2021 11:00:00 -0000

Stephen Diorio is the Executive Director at The Revenue Enablement Institute. The pandemic has been an eye opener for business leaders, many are doubling down on changes made during the transition to remote selling in order to increase client access and coverage while retaining the cost savings. Stephen and I dig into whether it’s realistic to assume that remote selling can be a cure all and drive: (1) Revenue growth, (2) improved performance, and (3) improved productivity.

I have to admit that I'm fairly skeptical of some of this new found enthusiasm bosses have for remote selling. Remote selling is nothing new. Sellers have been doing it since Bell invented the telephone. And, In most cases I believe it’s going to be used a pretext for companies to continue to underinvest in developing the talents of our sellers. This is an interesting conversation about a topic front and center for many sales bosses.

From The Vault: A Conversation with Whitney Johnson

Wed, 30 Dec 2020 11:00:00 -0000

Whitney Johnson is the author of the book: Disrupt Yourself. Master Relentless Change and Speed Up Your Learning Curve. Right off the bat, let me tell you that I love this book. If you’re in sales in any capacity and you’re struggling to Improve your performance, and perhaps need some additional motivation to make a change, then you need to read Whitney’s book. Whitney and I cover a lot of ground in this conversation. She explains how the S curve of innovative disruption, that was first popularized in the late Clayton Christenson’s famous book, The Innovator’s Dilemma, can be applied to your personal disruption, your personal transformation. The we dig into the psychology and neuroscience related to personal transformation and the factors that drive your motivation to learn. And we talk about why some people feel it’s a big risk to invest in their own development. A risk to disrupt themselves.

859: Building Better Sales Habits, with Liston Witherill

Tue, 29 Dec 2020 11:00:00 -0000

Liston Witherill is B2B sales consultant, trainer, and host of the Modern Sales podcast, on which I was honored to be a guest. In this episode Liston and I dig into the topic of building better sales habits using the science of habit formation. This whole topic of habits is a favorite of mine. Where many people see skills, I see habits. Habits practiced over and over can become skills. The ability to connect with another person on a human level? That’s a habit. Curiosity is a habit. Work on your curiosity habit and the skill of asking great questions emerges. So Liston and I go back and forth on the basic habits that all salespeople need and various schools of thought behind the science of habit formation.

From The Vault: A Conversation with Michael Bungay Stanier

Mon, 28 Dec 2020 11:00:00 -0000

Michael Bungay Stanier is the author of one of my favorite books The Coaching Habit. On this episode we talk about his new brand new book, The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever. Today we talk about the three main problems with giving advice: (1) your advice doesn’t work; (2) solving the wrong problem; and (3) proposing a mediocre solution. As a result, you risk becoming what Michael calls an Advice Monster. This episode was recorded in early 2020.

From the Vault: A Conversation with David Brock

Sat, 26 Dec 2020 11:00:00 -0000

David Brock is CEO of Partners in Excellence and the author of the excellent book, The Sales Manager's Survival Guide. David is a self-described ruthless pragmatist and he joined me on this episode to talk about developing an effective sales execution framework. As Dave describes it "Increasingly salespeople and managers struggle to make sense of all the things they are being asked to do, and how these activities fit with each other.” So in this conversation we dig into Dave’s suggested sales execution framework and the 4 jobs sellers have to execute simultaneously..

858: Self-Directed Performance Coaching, with Roger Connors

Tue, 22 Dec 2020 11:00:00 -0000

Roger Connors is a 4x NYTimes and WSJ bestselling author. In this episode we talk about his latest book Get a Coach, Be a Coach. Roger believes that outdated, old-school, one-on-one professional coaching models make effective coaching scarce, expensive, and hard to justify for the masses. It works for a few, but not for the many. What’s the answer? Roger proposes a new model for coaching called Self-Directed Performance Coaching.

From The Vault: A Conversation with David Premier

Mon, 21 Dec 2020 11:00:00 -0000

David Priemer is the author of the new book "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)" On this episode we discuss how salespeople can arm themselves with progressive strategies for connecting with modern buyers. Plus, we dig into why so many sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy. This conversation originally aired in early 2020.

857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes

Fri, 18 Dec 2020 11:00:00 -0000

Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. Mark’s a contrarian on the myths and bad practices that have built up around prospecting. It's why I liked his book. For openers we talk about why it’s better to have too few prospects in your pipeline than too many. I happen to agree with this. The low levels of quota attainment and win rates, that we all see and read about, are not a function of not having leads. It’s all about how ineffective sellers are once that they have leads. In which case more leads won’t solve the problem—it’s only doubling down on a bad bet.

856: The Humanity of Video Messaging, with Tyler Lessard

Thu, 17 Dec 2020 11:00:00 -0000

Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. As you might expect, Tyler and I are going to spend most of our time talking about video messaging. However, before we get to that, Tyler and I talk about his time at Blackberry, and some of the lessons that he learned from that experience of seeing the king of the hill dethroned by smartphones. Then, we get into what it takes to get a sales team to embrace video messaging. Tyler share some compelling stats about why you’d want to use video messaging and his key tips on what sales teams need to think about when rolling out a 'video’ program.

855: What Does It Mean To Be Sales Ready? with Jeff Santelices

Tue, 15 Dec 2020 11:00:00 -0000

Jeff Santelices is the Chief Revenue Officer at MindTickle. In this episode we start with what it means for a seller to be sales ready. Then we delve into the topic of sales learning and the levers managers can pull to improve sales performance. Next, Jeff shares the KPIs that he relies on to manage his team and reveals the one KPI that everyone uses that is totally useless. Finally, we talk about QBRs and how to run an efficient one in the midst of this pandemic.

From The Vault: A Conversation with Mike Weinberg

Mon, 14 Dec 2020 11:00:00 -0000

Mike Weinberg is a consultant, speaker and author. His latest book is Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Mike and I always have a ball talking about sales. And, I warn you, this episode runs a bit longer than normal because once we got started talking it was hard to stop. Today we're going to debunk some of the popular myths about sales that are popular online. We’ll dive deep into some of the key themes in Mike’s new book including: (1) Why sellers need to be more discriminating about the sales advice the follow; (2) how to avoid being stuck in the procurement pit; and (3) how to work with procurement to get the outcome you need. Plus, we'll get into why you need to trust your people, not your metrics.w

854: Coachability, with Kevin Davis

Fri, 11 Dec 2020 11:00:00 -0000

Kevin Davis is the founder of TopLine Leadership and author of The Sales Manager’s Guide to Greatness. In this episode Kevin and I are talking about the importance of hiring coachable sellers. We get into why coachability is becoming even more important and how to screen for coachability in a job interview.

853: Solution Selling, with Mike Bosworth

Thu, 10 Dec 2020 11:00:00 -0000

Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers. Plus we talk about the importance of relationships in sales and why the idea of relationships makes so many seller so uncomfortable.

852: ringDNA’s Top Sales Coach Competition Winner, with Nichole Porter

Tue, 08 Dec 2020 11:00:00 -0000

Nichole Porter is a Sales Lead for retail at Shopify and she was the winner of ringDNA’s Top Sales Coach Competition. If you didn’t hear about that, sales managers and coaches from around the world submitted videos of themselves coaching a few rep calls that we had recorded. The public voted on the top coaches and narrowed down the entries to our semi finalists. Then our panel of esteemed judges chose the winner: Nichole Porter. In this episode we talk about Nichole’s rapid career progression at Shopify and we dig into how Nichole coaches her own team members.

851: Selling is Easy, Buying is Hard, with Garin Hess

Fri, 04 Dec 2020 11:00:00 -0000

Garin Hess, founder and CEO of Consensus, is author of the book, Selling is Easy. Buying is Hard: How Buyer Enablement Drives Digital Sales Transformation and Shortens Sales Cycles. In this episode we get into why the lack of alignment between sellers and buyers is one of the biggest impediments to improving sales performance today. Plus we discuss the change of perspective sellers need for success, namely that they don’t close deals, buyers do.

850: Don't Take Yes for an Answer, with Steve Herz

Thu, 03 Dec 2020 11:00:00 -0000

Steve Herz (President of The Montag Group) is the author of Don't Take Yes for an Answer: Using Authority, Warmth, and Energy to Get Exceptional Results. And he’s the President of The Montag Group, a leading agency representing top broadcast news and sports talent. In this episode we talk about personal development. Steve believes that we get a lot of positive feedback that we don’t actually deserve, In the age of “everybody gets a trophy” it could be the lack of honest feedback is what’s holding you back from performing at the level you desire. We dig into why the difference between being good and great is usually quite narrow. As many of you know, I think we do a real disservice to people who are looking to change by emphasizing transformation. Wholesales changes that are too often unsustainable. Steve and I discuss why it's often, a small tweak, a gentle adjustment, is all it takes to upgrade the trajectory of a career.

849: Building Your Brand on LinkedIn, with Tara Horstmayer

Tue, 01 Dec 2020 11:00:00 -0000

Tara Horstmeyer is currently the Director of Partner Success at Gravy. In this episode we have an extended conversation about building your personal brand on LinkedIn. Tara takes us through her journey over the past 10 months in her mission to use LinkedIn to share more, give more, engage more, learn more and grow more. Plus, we dig into the impact this engagement has had for Gravy and for her growth as a manager. (She’s killing it. She’s already been promoted twice so far this year.)

From The Vault: A Conversation with Keith Ferrazzi

Mon, 30 Nov 2020 11:00:00 -0000

Keith Ferrazzi is author of NYT bestseller Never Eat Alone: And Other Secrets to Success One Relationship at a Time. On today's episode we get into Keith’s formula for success and it’s a sweet and direct rebuttal to the growing chorus of “experts" who want you to believe that relationships aren’t important in sales. Plus, we get tactical on how relationship building is done. This interview was recorded in 2018.

848: How to Create More Diversity in Sales, with Sally Duby

Tue, 24 Nov 2020 11:00:00 -0000

From The Vault: A Conversation with Eric Barker

Mon, 23 Nov 2020 11:00:00 -0000

Eric Barker is the author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, On today's episode we get into how to build an awareness of your own strengths and weaknesses that allows you to navigate with and around them. Plus, why high school valedictorians don’t succeed the same way out of school and what that means for you. This interview was recorded in 2018.

847: Field Sales, with Austin Rolling

Fri, 20 Nov 2020 11:00:00 -0000

Austin Rolling is the founder and CEO of Outfield. Austin’s journey is a great story of persistence and resilience. Not the least of which is that his product was created for field sales teams. And well, his team has had to pivot during COVID. We’ll get into what he’s doing to prepare for the next normal. We’re also going to talk about being homeless. As Austin was not that long before he started Outfield. That’s not the typical journey for an entrepreneur. You’ll want to make sure you check that out. And we dig into what Austin foresees as the future of field sales.

846: Selling with Noble Purpose, with Lisa McLeod

Thu, 19 Nov 2020 11:00:00 -0000

Lisa McLeod is the author of "Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud". It's an important book and should be required readying for all sellers and sales leaders. On today's episode Lisa and I discuss what it means to sell with purpose.

845: Success Mindsets, with Ryan Gottfredson

Tue, 17 Nov 2020 11:00:00 -0000

Ryan Gottfredson is the author of "Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership." In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success.

844: Category Creation, with Jon Miller

Fri, 13 Nov 2020 11:00:00 -0000

Jon Miller is the CPO at Demandbase, and previously cofounder at Engagio and Marketo. In this episode I talk with Jon about his journey from being a physics major at Harvard to playing a significant role in creating two huge product categories. First, how as a co-founder of Market he helped to transform marketing automation. And then, as founder of Engagio, how he’s helped drive the account-based marketing phenomenon. We also dig into what Jon sees will be the next big transformation in marketing and sales.

843: Four Standards of Sales Excellence, with Ralph Barsi

Thu, 12 Nov 2020 15:44:29 -0000

Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism). We dig into the story of how Ralph developed these standards and why they’re important. Plus, importantly, he shares how to implement and measures his sellers against these standards in his organization.

842: A Crisis in Sales Hiring, with Jeff Thomas

Tue, 10 Nov 2020 11:00:00 -0000

Jeff Thomas is the founder at Predictably.pro. In today's episode we discuss the current crisis in sales hiring and how to solve it. According to Jeff’s research, 55% of sales hires fail in less than 2 years. But we both agree it doesn't need to be that way. We dive into Jeff’s methodology for hiring and dig into how you can use a scorecard based process to eliminate the biases that most affect sales hiring decisions.

From The Vault: A Conversation with Anthony Iannarino

Mon, 09 Nov 2020 11:00:00 -0000

Anthony Iannarino is one of the most thoughtful people I know and author of the book. "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales." On today's episode we get into why closing isn’t a single event, but a whole series of events that span the entire buying process. Plus, we explore the closing mindset. And talk about how to become a person of value. This interview was recorded in 2017.

841: Interesting Conversations with Strangers, with Alexandria Smith

Fri, 06 Nov 2020 11:00:00 -0000

Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her current position. Lots of adventures, like living and working in an ashram. Talk about foreshadowing! Alex did something that more sellers should do. Go out and experience the world before diving into your sales career. Go explore and meet a range of people who aren’t like you. You’ll learn how to connect with people with whole different perspectives and experiences. It’ll help to you be more human. And to have interesting conversations with strangers. Which is our business.

840: High-Velocity Inside Sales Teams, with Lori Harmon

Thu, 05 Nov 2020 08:00:00 -0000

Lori Harmon is the Vice President of Global Cloud Sales & Customer Success at NetApp and the author of a book titled, "42 Rules for Building a High-Velocity Inside Sales Team". In this episode we get into the nitty gritty with Lori’s recommendations and advice about structuring a high-velocity inside sales team. We talk building your sales process, how to handle inbound vs outbound, hiring and enabling sales managers and so much more.

839: Professional Sales College, with Sean Sheppard

Tue, 03 Nov 2020 11:00:00 -0000

Sean Sheppard is the founder of GrowthX and today we talk about the challenges of starting a company during a pandemic and selling to customers that are more risk averse. We also dive into Sean’s vision for a Professional Sales College. That’s right. Sales College. In Sean’s vision this will be the first fully accredited for-profit, post-secondary school for professional sales education. It’s a big dream. And as you’ll hear, perhaps one whose time is finally here.

From The Vault: A Conversation with Tiffani Bova

Mon, 02 Nov 2020 11:00:00 -0000

Tiffani Bova is the Global Growth Evangelist for Salesforce. On today's episode we dive into why selling has always been more about the buyer than the seller. Plus, we explore why the funnel is no longer an applicable metaphor for the buying process. And talk about the four parallel streams buyers actually work through to arrive at a purchase decision. This interview was recorded in 2018.

838: Asking For The Order, with Jeff Koser

Fri, 30 Oct 2020 10:00:00 -0000

Jeff Koser is the founder and CEO at Zebrafi. In today's episode we talk about an article Jeff wrote titled, "During The Pandemic, Is It Still Okay To Ask For The Order?" Plus, we talk best practices (and the nuances) of virtual selling.

837: Practice with the Same Intensity You Play, with Ernest Owusu

Thu, 29 Oct 2020 10:00:00 -0000

Ernest Owusu is the Senior Director of Sales Development at 6sense. In this episode we talk fatherhood, football and performance based professions. We dive into Ernest's unusual journey from professional football to professional sales, plus he shares some of the disciplines he still carries on form his athletic career. Including one I really love: You have to practice with the same intensity you play.

836: Growing Sales Teams at High Growth Companies, with Olivier L'Abbe

Tue, 27 Oct 2020 10:00:00 -0000

Olivier L'Abbe is the President of MetaData.io and in this episode we talk about the challenges of growing sales teams at high growth companies. We also dig into the challenges of recruiting, hiring and onboarding during this uncertain era. Plus, we go deep on how to improve sales manager performance.

From the Vault: A Conversation with Lolly Daskal

Mon, 26 Oct 2020 10:00:00 -0000

Lolly Daskal is a global leadership consultant and author of, "The Leadership Gap". On today' episode we dive into the importance of leaders “pinpointing” what they don’t know. Plus, we get into how to recognize your leadership archetype. This interview was recorded in 2016.

835: Shopify, Sales and the Future of Work, with Daniella Bellaire

Fri, 23 Oct 2020 10:00:00 -0000

Daniella Bellaire is the Head of Sales at Shopify Retail and in this episode we talk about the future of work, remote work for sales specifically, and why Shopify was the first major company to announce the end of what their CEO, called "office-centric work." Plus, we talk about changing the culture in B2B sales, Daniella shares her story about how she was reluctant to consider a career in sales because she didn’t anyone that looked like her, and we’ll get into the culture she’s building on her team.

834: B2B Sales Recruiting and Hiring, with Amy Volas

Thu, 22 Oct 2020 10:00:00 -0000

Amy Volas is the Founder and CEO of Avenue Talent Partners. In this episode, we dig into the state of B2B sales recruiting and hiring. We explore what Amy calls the 3 myths of hiring enterprise sales candidates, and discuss the continuing lack of diversity in B2B sales.

833: Virtual Selling, with Jeb Blount

Tue, 20 Oct 2020 10:00:00 -0000

Jeb Blount is the multi-bestselling author of books such as "Fanatical Prospecting." In this episode we were meant to talk about negotiation and his excellent book titled "Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal." But, as is our habit, we ended up talking about something else altogether. In this case, we dig into the ins and outs of virtual selling.

832: A Genuine Sales Professional, with Leslie Venetz

Fri, 16 Oct 2020 10:00:00 -0000

Leslie Venetz is the New Business Development Director for Procurement Leaders. Occasionally I have the pleasure of meeting people who have a genuine passion for sales and helping others become the best they can be. That are giving back to the sales community. Leslie is one such person. In this episode we talk about her inspiring professional journey in sales.

831: The State of Mental Health in Sales, with Jeff Riseley and Howard Brown

Thu, 15 Oct 2020 10:00:00 -0000

Jeff Riseley is the founder of the Sales Health Alliance. Howard Brown is the founder and CEO of ringDNA. Today on SEP we continue a conversation we started in a recent episode about the importance of mental health in sales. Both guests bring unique perspectives. Jeff speaks to his own experience with mental health and the challenges that many sellers are facing today. And Howard, a former clinical psychologist and licensed therapist, shares his personal perspective from working with patients that struggled with the same anxiety, depression and additional challenges that so many sellers are confronting today. This is an important conversation. If just one person listening to this show is inspired to take action, to seek help and deal with their mental health challenges then we’ll have done our job.

830: Not Talking About Sales, with Jill Konrath

Tue, 13 Oct 2020 10:00:00 -0000

On today's episode, Jill Konrath. Usually I have a few sentences introducing the guest. But, I’m thinking, do I really need to do that with Jill? She’s been one of the leading sales experts of the past 20 years. She’s authored multiple best-selling books. She’s a fabulous speaker. And, quite frankly, she was my role model as I got into this business of writing and speaking about sales. Now when I asked Jill to come back on this show, I had to make her a promise that we wouldn’t talk about sales. Or sales advice. No “how-to” stuff. Instead, we talk about Jill. Her career. Her life. Her successes. Her work in helping support and enable generations of women to pursue careers in sales. As much as we can learn about sales from the “how-to” tips and techniques, we can equally learn from the examples of successful people in our field. People who have taken chances to succeed on their own terms. And who have inspired others to do similarly.

From the Vault: A Conversation with Dan Roam

Mon, 12 Oct 2020 10:00:00 -0000

Dan Roam is the best-selling author of some of my favorite business books, including the "Back of the Napkin" and "Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind." This episode was recorded in 2017 but the subject of how to effectively communicate is timeless. Especially the way Dan talks about it. You’ll want to hear the story of how Dan became the Art Director for the Moscow Times right after the collapse of the Soviet Union. That’s worth the price admission alone. Plus. we get into the science of science of storytelling with pictures.

Special Episode: Top Sales Coach Competition 2020: Meet the Judges Part 2

Sun, 11 Oct 2020 10:00:00 -0000

On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. First up, I’m joined by Brynne Tillman, the CEO of Social Sales Link. Then I speak with be Carole Mahoney, the founder and Chief Sales Coach at Unbound Growth. Finally, I'll wrap things up with Shari Levitin, the CEO of Levitin Group.

My guests today are all on the panel of judges for 2020's Top Sales Coach Competition, brought to you by ringDNA and this podcast. To enter for your chance to be recognized as the World's Top Sales Coach and win $1,000 go to topcoach.ring.com.

Special Episode: Top Sales Coach Competition 2020: Meet the Judges

Sat, 10 Oct 2020 09:54:00 -0000

On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. First up, I’m joined by Alex Smith, the Global Sales Development Manager at Headspace. Then I speak with be Deb Calvert, the founder of The Sales Experts Channel and CEO of People First Productivity Solutions. Finally, I'll wrap things up with my friend Lori Harmon, the Vice President, Global Cloud Sales & Customer Success at NetApp.

829: Beat the Bots: How Humanity Can Future-Proof Your Sales Career, with Anita Nielsen

Fri, 09 Oct 2020 10:00:00 -0000

Anita Nielsen is the author of the book, "Beat the Bots: How Humanity Can Future-Proof Your Tech Sales Career." In this episode we talk about how to use your essential human qualities to build a foundation for future sales success in an increasingly automated world. Plus, we dig into what it will take for sellers to remain relevant to their buyers and why they have nothing to fear from AI.

828: The State of B2B Sales, with Sahil Mansuri

Thu, 08 Oct 2020 10:00:00 -0000

Sahil Mansuri is the founder and CEO of Bravado and today we discuss the state of B2B sales. We dig into the elements of how we manage and compensate sellers that are broken, like quota and commission plans. And we exchange ideas on how they could be fixed. Sahil is moving full speed ahead to challenge the status quo in sales. We need more voices like his. Don't miss this conversation.

827: The State of Sales Enablement, with Carson Conant

Tue, 06 Oct 2020 10:00:00 -0000

Carson Conant is the founder and CEO of Mediafly and today we dive into the current state of sales enablement. We talk about whether we’re enabling sellers or just enabling processes. Plus, we get into what pieces are missing from the current sales enablement mix.

From The Vault: A Conversation with David Allen

Mon, 05 Oct 2020 10:00:00 -0000

David Allen is a NYTimes best-selling author of perhaps the best book written on personal productivity, "Getting Things Done." This episode was recorded in 2017. But the subject of productivity is so timeless. And the way that David Allen talks about it, it will open your eyes. "Getting Things Done" is an essential book for all sellers to read because it teaches you how to truly break down a job, like a sales opportunity with an enterprise client, into the smallest logical tasks that need to be accomplished. And how to predict the very next actions you need to take to keep momentum moving forward. In our conversation David and I dive deep into how undone tasks are stress inducing. We dig into the three main behaviors that you must use to manage your commitments. And explore the larger idea of the barriers to productivity that we all confront on a daily basis. And how to work through them.

826: Hyper-Value Sales, with Justin Gray

Fri, 02 Oct 2020 10:00:00 -0000

Justin Gray is the CEO of LeadMD and in this episode we discuss what Justin calls "Hyper-Value Sales." Plus, we'll dig into strategies you can use to bring value to your buyer earlier in their buying journey.

825: The State of Sales Development, with Becc Holland

Thu, 01 Oct 2020 10:00:00 -0000

824: Revenue Performance, with Michael Tuso

Tue, 29 Sep 2020 10:00:00 -0000

Michael Tuso is the Director of Revenue Performance at Chili Piper. On today's episode we get into all things revenue performance; starting with what it means and who it affects. Then we dive into exactly how Michael works with the sales team and leadership to plan and measure performance improvement, before talking about new KPIs we can use to more accurately measure performance and performance improvement. Plus, I introduce a new feature on the show this week where I'll have friends stop by for hot takes on everything trending in the sales world both online and off. Our first guest is my friend Howard Brown, the founder and CEO of ringDNA (and one of the most interesting people I know).

From The Vault: A Conversation with Geoff Colvin

Mon, 28 Sep 2020 10:00:00 -0000

Geoff Colvin is the NYTimes best-selling author of a couple of my favorite business books, "Talent is Overrated" and "Humans Are Underrated." On today's episode we dive deep into how technology has been changing the nature of work and what this will mean for sales. We dig into how the definition of great performance is being changed. And why research shows that in a future filled with AI that great performance requires us to be more intensely human. This interview was recorded in 2017.

823: Speed to Lead, with Kraig Swensrud

Fri, 25 Sep 2020 10:00:00 -0000

Kraig Swensrud is the Founder and CEO of Qualified. On today's episode, Kraig and I get into why today’s buyers expect real-time, personalized experiences. Plus, we get into why the old Sales Development Rep (SDR) process is leaving pipeline on the table.

822: Technical Intelligence in Sales and Beyond, with Justin Michael

Thu, 24 Sep 2020 10:00:00 -0000

Justin Michael is the founder of the SalesBorgs, a new community for sales and revops, and he’s joining me on this episode to talk about sales in the future. I like to caveat these conversations with a quote from the Nobel prize winning physicist Nils Bohr, “Prediction is very difficult, especially if it’s about the future.” But, hey, the prospect of being wrong has never stopped me before. So why start now? Justin has a particular point of view about what the future will hold for sales. For instance, we’ve got various measures of potential. IQ for intelligence. EQ for emotional intelligence. RQ for relational intelligence. We’re going to talk about whether sellers will need TQ - technical intelligence - in order to fully compete in an automated future. We’re going to explore that and much, much more.

821: Decision Intelligence Selling, with Scott Roy and Roy Whitten

Tue, 22 Sep 2020 07:00:00 -0000

Scott Roy and Roy Whitten are co-authors of the book, "Decision Intelligence Selling: Transform the Way Your People Sell." Today we dig into what companies need to do to transform their selling using their RACE transformation equation. Plus, despite all the talk about the "revolution" that has hit sales in the past 10 years, nothing could be further from the truth. Sales is stuck in the past. And all the technology in the world hasn’t changed that. We get into why and possible fixes.

820: My First Sales Manager, with Rick Blake

Fri, 18 Sep 2020 10:00:00 -0000

Rick Blake was my first sales manager. He didn’t hire me but he took over as my manager after I’d been selling just a few months. This was a long time ago. If you can do higher math, you can calculate how long ago it was by checking out my LinkedIn profile. Rick retired earlier this year after a long career in sales. He had some BIG jobs along the way. retiring as General Manager of a huge division of HP. This is such a fun conversation. Rick shares some stories about me as a rookie sales person, we talk about what’s changed in sales over the past four decades and wasn't hasn't.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

819: No One Escapes: Sales and Mental Health, with Amy Hrehovcik

Thu, 17 Sep 2020 10:00:00 -0000

Amy Hrehovcik is Channel Director at Sales Hacker, Inc.A few weeks ago I read an article Amy wrote about the mental health challenges that salespeople face day in and day out. What particularly struck me about the article was Amy’s courage in revealing and talking about her own struggles with mental health. So, I asked Amy to come join us on this show to talk about mental health in sales.

Amy's article: https://www.saleshacker.com/mental-health-sales-advantage/

818: Catalyst: How to Change Anyone’s Mind, with Jonah Berger

Tue, 15 Sep 2020 10:00:00 -0000

Jonah Berger is a professor at Wharton business school and author of a new book titled, "The Catalyst: How to Change Anyone’s Mind." There's a passage in it that stands out, "Behavioral scientist Kurt Lewin once noted, 'If you want to truly understand something, try to change it.' But the reverse is also true. To truly change something, you need to understand it.” Sales is all about change. People are doing things a certain way. They know they probably need to change. But making the decision to change is hard. And it becomes measurably harder to help them make the decision to change if they don’t feel that they are understood. Which is one of the topics we’ll talk about in this episode: How to enable conversations by finding common ground in shared experiences. Plus, we get into how people have a built in resistance to being persuaded and the steps you can take to mitigate that and engage people in conversation.

From the Vault: A Conversation with Stephen M.R. Covey

Mon, 14 Sep 2020 10:00:00 -0000

Stephen M.R. Covey is a New York Times bestselling author of one of my all-time favorite business books, "The Speed of Trust." It’s on my list of books that should be required reading for anyone in sales. There is no better book at explaining the impact of trust on business. This episode was recorded in late 2017 but the subject of trust is timeless and the way Covey explains will help you understand what trust truly is in practical terms. As he writes, "Trust is a pragmatic, tangible, actionable ASSET that you can create." Trust is hard, it’s real and quantifiable. You are going to be challenged by this. Don't miss it.

817: Sales Managers and Sales Coaching, with Steven Rosen

Fri, 11 Sep 2020 10:00:00 -0000

Steven Rosen is a well-known sales leadership coach and author of the book, “The Sales Managers Success Guide: 52 Sales Management Tips.” In this episode we’re talking about sales coaching. It’s a topic I talk about a lot on this show. With good reason. Research says that sales coaching is the #1 sales management activity that drives improvement in sales performance. Except as Steven and I get into into in this episode, there’s not a uniform definition for what sales coaching is. That’s a big problem. Is it mentoring? Skills development? Deal coaching? Plus, if sales coaching has the potential to drive performance improvement, why don’t companies invest more in training sales managers how to do it?

816: The Big Picture, with Sangram Vajre

Thu, 10 Sep 2020 10:00:00 -0000

Sangram Vajre is the co-founder and chief evangelist of Terminus and host of the FlipMyFunnel podcast. This is such a fun conversation. Sangram is big thinker. We talk about fine tuning your message. We get into one of Sangram’s current passions: being intentional and creating community. We also get into personal improvement and leadership’s role in motivating people to invest in themselves. Plus, we also talk about why CEOs need to have experience selling their own products.

815: How WFH Changes the Buying Process, with Tom Williams

Tue, 08 Sep 2020 10:00:00 -0000

On today's episode, Tom Williams the CEO of DealPoint and I discuss what the impact of WFH is on the buying group, the stakeholders, if the informal collaboration that existed in the office is gone? How does that affect each stage of the buying process? Then we'll dig into when changes in buying behaviors should impact how you sell.

814: Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates, with Karin Hurt

Fri, 04 Sep 2020 10:00:00 -0000

On today's episode my guest is Karin Hurt, author of the book "Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates."

Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have. This is a huge problem in sales. Sellers stuck in an ineffective and unproductive sales process. Who won’t speak up. Who won’t push back. Today, we dig into why people have FOSU (fear of speaking up) and what constitutes courage in a business setting.

813: Helping SEALs Transition Into Sales, with Chris Anthony and Robert Moeller

Thu, 03 Sep 2020 10:00:00 -0000

On today's special episode, Chris Anthony (VP of US Consumer Goods at SalesForce) and Robert "Moe" Moeller (former US Navy Seal and Director of Military Teams sales at WHOOP) discuss their work with the Seal Future Foundation, an organization dedicated to helping Navy SEALs successfully make the transition into sales.

Seal Future Foundation: https://sealff.org/

812: Outbound Sales Call Master Class, with Art Sobczak

Tue, 01 Sep 2020 10:00:00 -0000

Art Sobczak is author of one of the classic sales books, "Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling." In today's episode, we talk about the essential and practical takeaways from Art’s book. We’ll dig into how to get a win on every call and how to eliminate the term “rejection” in your proactive calling. Plus, Art shares how to leave a voicemail that will increase your chances of getting a response. Tune in for a master class on how to improve the effectiveness of your outbound calling.

From The Vault: A Conversation with Robert Cialdini

Mon, 31 Aug 2020 09:00:00 -0000

Robert Cialdini is the NYTimes best-selling author of Influence: The Psychology of Persuasion as well his latest book, Pre-Suasion: A revolutionary Way to Influence and Persuade. He's also The Regents Professor Emeritus of Psychology and Marketing at Arizona State University. In this episode, Dr, CIaldini shares what savvy communicators do BEFORE delivering a message. Then we dig into why it might be that the value of your insights and offer may be less important than WHEN you present them. Plus, he shares a startling insight about buying from people we "know, like and trust."

This episode was recorded in Early 2017.

811: Emotional Intelligence for Sales Leaders, with Colleen Stanley

Fri, 28 Aug 2020 10:00:00 -0000

On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will share the simple steps leaders can take to verify that candidates have the emotional tools required to succeed in sales.

810: Confronting Sexism in Sales, with Rachel Mae and Keenan

Thu, 27 Aug 2020 10:00:00 -0000

On today's episode, Rachel Mae (Director of Sales for ASalesGuy) and Keenan (CEO of ASalesGuy and author of GAP Selling). Two weeks ago Rachel shared a story on LinkedIn about a cold call she made to a VP of Sales. In this brief call she encountered the kind of casual sexism that pervades much of the sales world. Rachel had had enough. And in a courageous post on LinkedIn she told the story of what happened. She named names. She called them out. And she knew Keenan had her back. But that was just part of the story. We’ll also talk about the reactions Rachel received to her post and we’ll get into what everyone can do to take a stand against the behaviors that Rachel, and all women in sales, encounter on a routine basis.

Read Rachel's LInkedin Post: http://bit.ly/rachels-post

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

809: Self-Directed Sales Coaching? with Ralph Barsi

Tue, 25 Aug 2020 10:00:00 -0000

Ralph Barsi is Global VP of Inside Sales at Tray.io and one of the most respected voices in modern sales. He’s one of my favorite people to talk with about books. He’s an incredible reader. About sales. About anything. In today's episode, in addition to books, Ralph and I discuss how much responsibility sellers have for their own development. One of my favorite topics. There’s a burgeoning movement called self-directed coaching. In other words, individuals taking responsibility for their own coaching. Ralph and I dig into this whole topic. It’s important because no one cares about your career and your success more than you do. So, what are you going to do about it?

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

From The Vault: A Conversation with Dan Pink

Mon, 24 Aug 2020 10:00:00 -0000

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

808: We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging, with Mike Robbins

Fri, 21 Aug 2020 10:00:00 -0000

Mike Robbins is a former professional baseball player, motivational speaker, and author of an interesting book titled, "We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging."

Now here’s the thing about this book. As I was reading it, I kept thinking, well, this applies to sales and that applies to sales. In fact when you think about it, successfully working a complex deal selling to an enterprise with a lot of stakeholders involved, is, in fact, an exercise in team building. On this episode, Mike and I discuss his 4 pillars for team building. Unlike in most books about team building these lessons are not just for leaders. It’s really about what you can do as an individual to be part of team. How your contribution helps to build the culture of the team. We also dive deep into the need for authenticity and vulnerability in our communications.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

807: The SDR Chronicles, with Morgan J Ingram

Thu, 20 Aug 2020 15:00:00 -0000

Morgan J Ingram is the Director of Sales Execution and Evolution at JB Sales Training. He's host of The SDR Chronicles and Muffins with Morgan on Linkedin LIVE. Honestly, I get tired just thinking about everything he does. In today's episode, we spend some time talking about…Morgan. I was really interested to learn about his story, as he’s made a big impact in a short time. We get into the specific challenges that SDR managers are facing, the evolution of the SDR role and what that means for how we structure sales.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

806: Moving from Models to Mindset: Rethinking the Sales Conversation, with John Reid

Tue, 18 Aug 2020 10:00:00 -0000

John Reid is the founder of the sales advisory firm JMReid Group and author of the book, "Moving from Models to Mindset: Rethinking the Sales Conversation."

On today's episode, John and I find ourselves in violent agreement about (most of) the main points of his book. We dig into why so many of our sales training dollars are misspent. Most of you know that is a particular concern of mine! And we spend time on what separates the good from the average seller. All sellers receive pretty much the same training and have the same skill set. So what enables some to achieve consistent results? The answer is simple. Plus, a great story from John about how he first learned to sell.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

804: Why You Need to Build Your Sales Brand, with Justin Welsh

Thu, 13 Aug 2020 07:52:00 -0000

Justin Welsh is an SMB SaaS advisor and executive mentor who enables founders to drive scalable growth. He recently led LA-based PatientPop from $0 to $50M in recurring revenue.

On today's episode, we get serious about a topic Justin believes more sellers should be paying attention to: building your own brand as a seller. I enjoy having the opportunity to talk with yet another emerging young leader in sales. I love hearing these new voices with new ideas and new perspectives on what needs to happen to drive the sales profession forward. So we’re going to dive into a wide range of topics including what and who are the major influences on how sellers learn how to sell. And what sales management needs to learn in order to better help sellers improve their performance.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

803: Disrupt Yourself, with Whitney Johnson

Tue, 11 Aug 2020 09:45:00 -0000

Whitney Johnson is the author of the book, "Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve"

First things first, I love this book. If you’re in sales and you’re struggling to improve your performance, and perhaps need some additional motivation to make a change, then you need to read Whitney’s book.

We cover a lot of ground in this conversation. She explains how the S curve of innovative disruption (popularized by Clayton Christensen's famous book, The Innovator’s Dilemma) can be applied to your personal disruption and transformation. We dig into the psychology and neuroscience related to personal transformation and the factors that drive your motivation to learn. And we talk about why some people feel it’s a big risk to invest in their own development.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

802: Are Your Motives Aligned With Your Values and Actions? with Todd Davis

Fri, 07 Aug 2020 10:00:00 -0000

Todd Davis is the Chief People Officer for FranklinCovey and author of, Get Better: 15 Proven Practices to build more effective Relationships at Work.

What I enjoyed about this conversation with Todd is that you’ll learn that building relationships with your team is very similar to building them with customers. We dive deep into building credibility and how you demonstrate character and competence. Plus, we discuss motivations - keeping in mind my favorite quote from Ralph Waldo Emerson, "What you do speaks so loudly I cannot hear what you say."

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

801: Death To Fluff, with Belal Batrawy

Thu, 06 Aug 2020 10:00:00 -0000

Belal Batrawy, founder of Death2Fluff, and I are going to talk about why he believes it’s time to elevate the sales profession. What I really enjoyed about this episode is having the opportunity to talk with a bright young voice in sales, a person still at the beginning of his sales career (at least compared with me!) who is taking the time to think deeply about sales. There is way too much fluff in all the sales advice put out and I respect the way Belal is willing to put his beliefs out there. Today we dive into a wide range of topics including the major influences on how sellers learn how to sell and what sales management needs to learn in order to better help sellers improve their performance.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

800: Radical Sales Differentiation and Value, with Bill Cates

Tue, 04 Aug 2020 10:00:00 -0000

Bill Cates (author of "Radical Relevance") and I talk about what is means to be radically relevant in order to cut through the noise and grab a buyer's attention. I always enjoy talking with Bill. He’s a straight talker. And I really enjoy his emphasis on how sellers need to get out of their own heads about what differentiation is and what value is. Because if your buyer doesn’t think you’re differentiated and doesn’t believe your “value” to be valuable. Then, it’s not, is it? We’re also going to dive into a handful of Bill’s 17 Rules for Relevance and how use these to be critically compelling to get buyers moving and keep them moving.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

799: A New Way to Approach Sales Demos, with Zvi Guterman

Fri, 31 Jul 2020 10:00:00 -0000

Zvi Guterman, the founder and CEO of CloudShare, joins me for a conversation about why traditional sales demos haven’t kept pace with the demands and requirements of buyers. We talk about how buyers were changing even before the pandemic. And we’ll dig into the idea of the enabled and empowered buyer, and how sellers can reduce the friction associated with demos and proofs of concept.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

798: What's Next for B2B Sales? with Matt Heinz

Thu, 30 Jul 2020 10:00:00 -0000

Matt Heinz, President of Heinz Marketing and host of the Sales Pipeline Radio podcast, joins me for a conversation about what’s next for B2B sales. Matt and I talk about what changes he would make to how we structure and execute B2B sales if he were in charge. We’re also checking into a topic he and I first spoke about 4 years ago on this program - the 7 reasons why BDRs/SDRs aren’t making quota. This was from a chapter in his book, Full Funnel Marketing. So in this conversation I asked Matt to provide an update on what progress has been made (if any) on addressing those 7 reasons. And we’ll dig into a topic that’s on the top of a lot of sales leaders minds these days: What type of future should they be planning for?

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

797: MLB Super Agent Talks Sales and Negotiation Strategy, with Nez Balelo

Tue, 28 Jul 2020 10:00:00 -0000

Nez Balelo is a Major League Baseball super agent, representing such players as Japanese phenom Shohei Ohtani of the Los Angeles Angels, Ryan Braun of the Milwaukee Brewers, and many more. He’s also the co-head of CAA Sport’s Baseball Division. He joins me today to have a conversation about sales and negotiation strategy.

As you can imagine, over a career negotiating contracts for some of the biggest stars in baseball, Nez has learned a thing or two about how to connect with the people on the other side of the table to get a deal done. We’re going to talk about the how to set the stage for negotiations and the role of personal influence. We’ll dive into the 4 common misconceptions about negotiations that trip up many sellers. And we’ll dig into Nez’s 4 key negotiating strategies that he uses to negotiate multi-million dollar deals for his clients.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

796: Sales Presentations, with Terri Sjodin

Fri, 24 Jul 2020 10:00:00 -0000

Terri Sjodin is the founder of Sjodin Communications and author of a new research report titled “The State of Sales Presentations 2020." She joins me today for a conversation about the common sales presentation mistakes professionals make in today’s market. As Terri and I get into, the world changed, just a little bit, even after she had finished this research. However, the net effect is that the relevance and importance of many of the recommendations that Terri makes for sellers have been amplified by the pandemic.

We’ll talk about the 9 common mistakes that sales presenters have made forever and the 3 new common mistakes (Hint: they're largely driven by over-reliance on technology and a failure to connect with the audience on a human level). Finally, we'll dive into a really interesting finding in her research. That the amount of product training a seller receives is direct proportion to the number of presentation mistakes they make. There’s a very good reason for that. Be sure to check that part out.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

795: Sales Training, with Richard Harris

Thu, 23 Jul 2020 10:00:00 -0000

Richard Harris (Founder of The Harris Consulting Group and Director of Sales Training for Sales Hacker) joins me today for a conversation about sales training. It’s one of my favorite topics. Because I believe it’s one of the areas in sales where there is the biggest room for improvement. Richard and I talk about how, as the world around us has changed, at least temporarily, if not forever, what impact that will have on how we train sellers. This is important because for many sellers, what they do on a day to day basis has changed, in ways that were unexpected. So how do we enable them to succeed? Plus, so much more.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

794: Speed to Outcome, with Bob Apollo

Tue, 21 Jul 2020 10:00:00 -0000

Bob Apollo (founder of Inflexion-Point Strategy Partners) is a keen observer of where sellers should be focusing their efforts during this period of economic disruption. In today's episode, learn how to sell in the midst of a downturn. A Recession is not an excuse for not selling. Yes, it’s harder. Yes, it’s frustrating. But if you’re willing to be thoughtful and methodical about how you go to market, you can still hit your numbers. To that end we’re going to dive into the 3 criteria that sellers should use for identifying new sales opportunities at this time. These are simple and effective guidelines for every seller, Plus, we’ll dig into the concept of time to value. Or what I like to call speed to outcome. And why this is more critically important than ever in sales.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

793: Sales Leaders and Sociopaths, with Scott Miller

Fri, 17 Jul 2020 10:00:00 -0000

Scott Miller is the EVP of Thought Leadership at Franklin Covey and author of the book, "From Management Mess to Leadership Success: 30 Challenge to Become the Leader You Would Follow." Today we talk about management development and dig into Scott's ongoing journey to become a leader you would follow.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

792: The 4 Essential Building Blocks of Selling Remote, with David Kreiger

Thu, 16 Jul 2020 10:00:00 -0000

David Kreiger is the founder and CEO of SalesRoads. Today, David and I dig into his 4 essential building blocks for effectively selling (and managing) remote.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

791: A Conversation with Jeb Blount

Tue, 14 Jul 2020 10:00:00 -0000

Jeb Blount is the founder of Sales Gravy and author of numerous best-selling books like "Fanatical Prospecting," which was the winner of ringDNA’s Sales Madness Bracket Challenge for most influential sales book. Today we talk about, well, pretty much everything. I had read Jeb’s latest book:, "The Ultimate Guide to Mastering Objections: The Art and Science of Getting Past No," I had a ton of questions prepared to ask him, and we didn’t talk about any of it! No worries though, just sit back and enjoy. I had a blast talking with Jeb. You’ll enjoy it too!

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

790: How SDRs and AEs Should Prepare for an Uncertain Career Future, with Bridget Gleason

Fri, 10 Jul 2020 10:30:00 -0000

Today, my friend and erstwhile co-host Bridget Gleason (Head of Sales, TideLift) joins me on Sales Enablement Podcast #790 to talk about what SDRs and AEs should be doing NOW to prepare themselves for an uncertain career future, and how to improve onboarding new sellers and upskilling more veteran sellers.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

789: Keep Your Sales Team Intact, with Alice Heiman

Thu, 09 Jul 2020 10:00:00 -0000

Alice Heiman is The CEO's Sales Coach, and an award-winning blogger and speaker. Today, we dig into why managers need to go the extra mile to keep their sales teams intact during economic uncertainty and what the penalties will be if you don't. We’ll also get into why sellers need to stay super connected with their customers and Alice will provide some solid tactics on how to do exactly that.

Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy

Introducing... Selling with Purpose

Tue, 07 Jul 2020 09:34:00 -0000

This is Episode 1 of Andy's brand new podcast miniseries, SELLING WITH PURPOSE.

ABOUT THE SHOW:

What does it mean to sell with purpose? What if a successful sale doesn’t just mean one more widget on the balance sheet, but one more life saved? How can you bring immediacy and purpose to every conversation, no matter what you’re selling? How are the most successful sales teams thriving in the face of economic uncertainty, all while working remotely?

Join Andy Paul (host of Sales Enablement Podcast) for this special mini-series of nuanced and inspired conversations exploring what it means to sell with purpose in the era of COVID-19 and beyond. Hear from the world's leading enterprise sales executives who have successfully taken their sales teams remote. See how they’ve supported essential workers with the products and services they need to stay safe and thrive during this time of national crisis. And learn how selling with a sense of purpose can help you form stronger and more impactful connections with customers.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

788: Right Buyers, Right Time, with Meridith Elliot Powell

Fri, 03 Jul 2020 10:00:00 -0000

Meridith Elliot Powell is the author of several books including, "Who Comes Next? Leadership Succession Planning Made Easy." In this episode, we discuss sales follow up and how to ensure you are in front of the right buyers at the right time.

Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy

787: Challenging Sales Orthodoxy, with Justin Roff-Marsh

Thu, 02 Jul 2020 06:00:00 -0000

Justin Roff-Marsh is the author of, "The Machine: A Radical Approach to the Design of the Sales Function," and Founder of Ballistix, a Los Angeles-based sales consultancy.

In this episode, Justin and I challenge sales orthodoxy on a wide range of topics. Tune in to see why I love having Justin on the show to confront the conservative, hidebound thinking that dominates in sales.

786: Six Essential Rules of Sales Negotiation, with Mike Schultz

Tue, 30 Jun 2020 06:00:00 -0000

Mike Schultz is the President of the RAIN Group. In this episode, we talk about the new report RAIN Group published on B2B sales negotiations titled, "Top Performance in Sales Negotiations: Surprising Research on Tactics Sellers and Buyers Use, What Works, and What Doesn’t." Mike and I dig into why good business deals are as much about good selling as they are good negotiation. We then get into RAIN’s Six Essential Rules of Sales negotiation, what Mike’s team found was the most effective sales negotiation tactic, and why that tactic is rarely seen by buyers.

785: The Survivor, with Scott Leese

Fri, 26 Jun 2020 10:30:00 -0000

Scott Leese, Founder of Surf & Sales, Co-Host of the Surf & Sales podcast, and author.

In today's episode, we learn of Scott's amazing resilience in combating a life-threatening illness and how he used that experience to launch his successful sales career. Listen and learn why Scott and I both hated making cold calls and what we did to avoid them! (Hint: It's get promoted to manager)

784: Increasing Sales Productivity with Attention Management, with Maura Thomas

Thu, 25 Jun 2020 09:30:00 -0000

Maura Thomas is the author of "Attention Management: How to Create Success and Gain Productivity Every Day."

In today's episode, Maura shares with us why “time management” is not the solution for increasing your personal productivity. When distraction is the enemy, and that distraction comes in an increasing number of digital forms, the cure is "attention management." Listen and learn how to manage your attention in a communications economy driven by capturing and holding your attention.

Arm your team with the tools they need to work from anywhere. To learn more, visit www.ringDNA.com/andy.

783: The Laziest Salesperson in America, with Gessie Schechinger

Tue, 23 Jun 2020 09:30:00 -0000

Gessie Schechinger is the VP of Sales at Zibtek and the CRO at OnCourse Sales Engagement Platform. In today's episode, Gessie and I dig into how sellers should think about automation as a vehicle for retention and the battle for the "soul of sales". Plus, we explore new ways to measure sales rep productivity.

Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy

782: Keenan Talks GAP Selling - The (Uncensored) Sales Madness Interview

Sun, 21 Jun 2020 09:30:00 -0000

This is part one of my interview series with the four finalists of ringDNA’s Sales Madness BEST SALES BOOK bracket competition. Over 5,000 people voted and four authors were crowned the greatest of all-time: Jeb Blount, Keenan, Mike Weiberg, and Paul Smith. Today, Keenan joins me to talk about why GAP Selling is such a hit, as well as the future of sales, what it means for salespeople, and how sales teams can successfully navigate it.

781: Inside Sales Performance, with Kevin "KD" Dorsey

Thu, 18 Jun 2020 09:30:00 -0000

Kevin "KD" Dorsey (VP of Inside Sales at PatientPop) and I discuss how to improve inside sales performance and why taking responsibility for investing in our own sales-education has been key to our success.

Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy

780: How Modern Day Ride-Alongs Build Successful Sales Teams, with Antonio Garrido

Tue, 16 Jun 2020 09:30:00 -0000

Antonio Garrido is CEO of Sandler Training in Miami and author of a new book titled, "The 21st-Century Ride-Along: How Sales Leaders Can Develop Their Teams in Real-Time Sales Calls." Listen and learn why ride-alongs are a powerful yet underutilized development tool in the sales leader’s toolkit. We'll get specific on how sales manager's can plan and execute a successful ride-along, why they'll need to allow their reps to fail, and how not to allow themselves to fall victim to The Lone Ranger-Syndrome.

779: Sales Excellence and Major Account Selling, with Ben Cohen

Fri, 12 Jun 2020 10:00:00 -0000

Meet Ben Cohen, Head of Sales Excellence and Marketing (North America and South America) for HELLA. If you're not familiar, HELLA is a $10 billion German enterprise with nearly 40,000 employees serving the automotive industry worldwide. In this episode, Ben joins me to talk about how to effectively transition major account sellers (who historically have nurtured critical strategic relationships with face-to-face selling) to virtual and remote sellers. We'll then dig into how Ben and HELLA define sales excellence and how they measure success.

778: Wait, I'm the Boss?!? A Guide for New Managers, with Peter Economy

Thu, 11 Jun 2020 09:30:00 -0000

INC Magazine management columnist and author of the new book “Wait, I’m the Boss: The Essential Guide for New Managers to Succeed from Day One," Peter Economy joins me talk about why leaders can’t wait on their company to train and enable them to be a good manager.

777: Sales Manager 2020 Survival Guide, with Dave Brock

Tue, 09 Jun 2020 09:15:00 -0000

Author of the excellent book “Sales Manager Survival Guide” and a self-described ruthless pragmatist, Dave Brock helps us make sense of the current era from the front-line sales manager perspective.

776: Remote Work and Building a Culture of Sales Performance, with Laura "LG" Guerra

Fri, 05 Jun 2020 09:30:00 -0000

Laura “LG” Guerra (Senior Sales Director at ringDNA) stops by to discuss how to effectively manage sales development teams in this new, and rapidly evolving, era of remote work. Listen and learn how to build a culture of performance, accountability and team spirit in a remote sales team.

775: Trust vs Trustworthiness, with Charlie Green

Thu, 04 Jun 2020 09:30:00 -0000

Charlie Green, one of the top experts in the world on trust, co-author of the classic book, ”The Trusted Advisor”, and I try to clear up the confusion surrounding trust in today’s sales world. Listen in as we talk about how trust building is different in the virtual age and why it’s harder than building trust in person. Plus, we get into how much trust you really need to close an opportunity.

774: The Forever Transaction, with Robbie Kellman Baxter

Tue, 02 Jun 2020 09:00:00 -0000

Advisor to the world's leading subscription-based companies Robbie Kellman Baxter drops by to discuss her new book, “The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave." Listen and learn how to turn your "clients" into "members" who are so committed to your organization that they stop looking for alternatives.

773: The State of Sales Performance Management, with Pat Rodgers

Fri, 29 May 2020 09:30:00 -0000

Pat Rodgers, the founder and CEO of Loupe, joins me to discuss the value of data-driven coaching. Listen in as we review the key findings of Loupe’s industry research report, The State of Sales Performance Management, and learn how to close the gap between manager's intent to coach sellers and their actual performance.

772: We Have Met the Enemy and They Are Us, with David Priemer

Thu, 28 May 2020 09:00:00 -0000

Research-scientist turned sales trainer David Priemer stops by to talk about his new book, "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!). Listen and learn why sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy.

771: The Advice Monster, with Michael Bungay Stanier

Tue, 26 May 2020 12:39:00 -0000

Joining me today is Michael Bungay Stanier. He’s the author of one of my favorite books, “The Coaching Habit." And he’s the author of a brand new book titled, “The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever." Tune in to learn the three main problems with giving advice and how to avoid becoming an "Advice Monster".

770: Stop Killing Deals, with George Brontén

Fri, 22 May 2020 10:00:00 -0000

On today’s episode, George Brontén. He’s the founder and CEO of Membrain, based out of Stockholm, Sweden. And he’s the author of a brand new book titled, “Stop Killing Deals.” You gotta love that title. Short and to the point. Join us as we explore the sales behaviors (both conscious and subconscious) of managers and individual sellers that kill deals.

769: Conversations that Sell, with Nancy Bleeke

Thu, 21 May 2020 09:00:00 -0000

Words matter. Perhaps now more than ever. In this episode, Nancy Bleeke, author of one of my favorite sales books, "Conversations that Sell", joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to effectively open a conversation with a new prospect, existing prospect, or customer.

768: Preparing Sellers for the Next Normal, with Anthony Iannarino

Tue, 19 May 2020 09:00:00 -0000

Anthony Iannarino is the author or multiple best-selling sales books and one of the best sales thinkers I know. Check him out at TheSalesBlog.com. In today's episode, Anthony and I talk about what the Next Normal for sellers will look like and how to prepare for it.

Join us to dive into what it means to sell with a purpose. And why that is so relevant today.

As a BONUS, we talk about radical steps we can take to dramatically improve sales manager performance

767: Selling in a Recession, with Chris Grams and Bridget Gleason

Fri, 15 May 2020 10:00:00 -0000

Let’s not kid ourselves. We’re in a recession. So what does that mean for the marketing and sales strategies you need to implement going forward? As someone who has successfully sold through five periods of significant economic disruption, I can tell you that in times like these there are always opportunities to be found.

In today's episode, Chris Grams (head of Marketing at TideLift) joins me along with my great friend, Bridget Gleason (head of sales and customer success at Tidelift) to to talk about how to sell into a future that is full of uncertainty.

Listen in and learn strategies that you can use to identify opportunities for your sales and marketing in the coming months.

766: One of the Best Salespeople I've Ever Known, with Brandon Fluharty

Thu, 14 May 2020 10:00:00 -0000

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson, and he’s one of the best salespeople I’ve ever known. Today he joins me to share how he wins BIG deals. Because that’s what Brandon does, he wins huge deals with Fortune 50 companies and he does it quickly. We’re going to dig into his selling process, how he moves deals through his pipeline, and the steps he takes as a SaaS seller at the very top of his game to keep improving.

765: How to Maximize a Customer's Long-Term Financial Value, with Peter Fader

Tue, 12 May 2020 09:00:00 -0000

Peter Fader, is a professor of Marketing at The Wharton School of the University of Pennsylvania, and the co-founder of Theta Equity Partners.

In this episode, Peter and I talk about how you can maximize a customer's long-term financial value to your company by aligning the development and delivery of your products and services with their current and future needs. We’ll also dig into how to develop a deeper understanding of the characteristics of your highest-valued customers and from that develop the strategies to find and acquire more customers with similar characteristics.

764: If You’re Charging Somebody 50 Grand You Better Have Taken Them Out for a Steak Dinner, with Steve Benson

Fri, 08 May 2020 08:00:00 -0000

If you have over a $100,000 CLV on a customer and you don’t get on plane to get in front of them, somebody like me will and they're going to win that business. Or as my guest today so perfectly put it, "If you're charging somebody 50 grand you better have taken them out for a steak dinner."

Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive in 2009. In today's episode, Steve stops by to to talk about what fields sales teams and individual field sellers need to do, and are doing, to adapt to a radically changed sales environment.

763: TOPO's Senior Sales Analyst on How You Should Adjust Your Sales Messaging During COVID-19, with Dan Gottlieb

Thu, 07 May 2020 08:00:00 -0000

Dan Gottlieb is a Senior Analyst for TOPO, a sales and marketing advisory firm that is now part of Gartner. Today, he shares TOPO’s recommendations for how you should adjust your sales messaging for the COVID-19 era. We’ll dig into why your messaging during this time requires NUANCE, EMPATHY, VALUE, AND OFFERS. That’s right. Given that the buyer is confronting a new reality, and is in changed circumstances, what is now the compelling business problem that they have to solve? And how do you start the conversations to identify them.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive sales content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

762: Sales Influence, with Victor Antonio

Tue, 05 May 2020 10:00:00 -0000

In this episode, Victor Antonio (speaker and author of, “Sales Influence"), joins me to discuss how to elevate individual and team sales performance.

We start our conversation with this provocative quote from Victor: "At times, it seems to me, that the more we engage with technology, the less we engage with clients.” Is that the case? And, if it is, where do we go from here to enable sellers to connect and have more productive sales conversations. Tune in for all that and more.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

Selling with Science: Call Connection Rates in the Covid-19 Era, with Jeff Shelton

Sun, 03 May 2020 16:26:00 -0000

Today, in this special episode of SEP, we’re introducing what will become a regular segment on the show: Selling with Science. Joining me is Jeff Shelton, VP of Product at ringDNA, the #1 AI-powered revenue acceleration platform for Salesforce customers. Jeff is the leader of a team of data scientists that analyze the millions of calls made through the ringDNA platform to spot trends and mine insights that can help you have better sales conversations with your buyers. In this episode, Jeff shares exclusive data around call connection rates during this COVID-19 shutdown era. We tell you how these compare to connection rates during what you might call the "normal era" that preceded it, and we talk about what the implications are for you in terms of when and how you should be making your calls to engage with your prospects.

761: A Mind for Sales, with Mark Hunter

Thu, 30 Apr 2020 08:00:00 -0000

My good friend Mark Hunter (AKA "The Sales Hunter") stops in for a phenomenal conversation about his new book, "A Mind for Sales". Listen and learn why Mark thinks mindset is the biggest difference between an average salesperson and a peak performer, and why you should never allow the past to impact how you feel about you next sales activity.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

760: How to Use Video in Outbound Prospecting, with Stephen Pacinelli

Tue, 28 Apr 2020 07:00:34 -0000

In today's episode, Chief Marketing Officer of BombBomb, Stephen Pacinelli, and I talk about proactive prospecting, standing out in a crowded space, and when to use a campaign vs personalized touch.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

Special Episode: Positioning Sales and Marketing for What’s Next, with Matthew Sweezey, Kraig Swensrud, and William Tyree

Sun, 26 Apr 2020 09:20:00 -0000

In today's rapidly changing economic environment, the future of sales and marketing requires the selling process (and buying experience) to become more human, not less.

Now more than ever, buyers are demanding real-time experiences that are contextually relevant and authentic.

And the question we’re confronted with is: how do we, as sellers and marketers, effectively respond to that demand?

So join me and our all-star panel of experts as we the discuss specific approaches, tactics and technologies that teams can apply right now.

* Mathew Sweezey, Director of Market Strategy for Salesforce.com and author of Amazon Bestselling book The Context Marketing Revolution: How to Motivate Buyers in the Age of Infinite Media.

* Kraig Swensrud, Founder/CEO of Qualified & GetFeedback, former CMO of Salesforce & Campaign Monitor

* William Tyree, CMO of ringDNA.com

This conversation was powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.

759: B2B Sales Growth: The Playbook, with Aaron Ross

Thu, 23 Apr 2020 09:00:00 -0000

Aaron Ross is a bestselling author who co-wrote the playbook for new Saas companies. Today we discuss why you need to specialize your sales roles to create predictable, scalable revenue; how to grow and build a sales team; and how he built a $5M business while having nine kids...at the same time!

758: Sales Enablement: What is it? with Howard Brown

Tue, 21 Apr 2020 10:00:00 -0000

What is sales enablement? According to Forrester, sales enablement is "a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.”

Yikes! I almost fell asleep reading that.

Let’s see what Gartner has to say about sales enablement: "The activities, systems, processes and information that support and promote knowledge-based sales interactions with client and prospects."

Better, but I still don't think it quite hits what sales enablement is.

Here's my definition of sales enablement: Sales enablement is anything that enables a seller with the information, acumen, skills and tools to have more knowledge-based #sales interactions that are valuable to their buyers.

Why? Well, I'm not going to make it that easy...

You're going to have to listen to the first episode of my brand new show, Sales Enablement with Andy Paul. Our first guest is sales enablement expert, my friend and founder/CEO of ringDNA (the only all-in-one sales enablement platform). Today he join me to dive into all things sales enablement and explore why it's required for peak sales performance!

757: How to Improve Selling, with Bridget Gleason

Thu, 16 Apr 2020 08:00:00 -0000

Bridget Gleason, Head of Sales and Customer Success at Tidelift, joins for the final episode of the Accelerate! podcast. What!? That's right. We have some HUGE changes coming to show next week. Tune in today to learn what's happening.

756: Sales Follow Up, with Jeff Shore

Thu, 09 Apr 2020 08:00:00 -0000

Jeff Shore, Founder and President of Shore Consulting, Inc. and a top-selling author, joins me talk all about follow-up. Listen and learn how to provide value that helps the buyer stay informed until they are ready to engage.

ringDNA's Sales Madness Bracket Challenge. Vote for your favorite sales book here: ringDNA.com/salesmadness

755: Selling Is Human, with Mary Grothe

Thu, 02 Apr 2020 15:00:00 -0000

Mary Grothe, Founder & CEO of Sales BQ®, joins me in this episode!

754: Sales Fundamentals, with Brendan McAdams

Thu, 26 Mar 2020 17:34:00 -0000

Brendan McAdams, Co-Founder at Expertscape, and author of SALES CRAFT: Proven Tips, Practices and Ideas to Advance Your Sales Success, joins me in this episode!

753: Sales Proposals that Convert, with Adam Hempenstall

Thu, 19 Mar 2020 07:00:00 -0000

Joining me this week is Adam Hempenstall, the CEO of http://betterproposals.io/, a UK-based, digital proposal platform. We discuss how to build a proposal that converts and Adam shares data-driven insights gleaned from the experiences of their customers. Learn why a proposal is not meant to educate your prospect, what you should absolutely NOT include in your proposal and so much more!

Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of strategy, methodology, and technology.
Upland acquired Altify to change from a sales enablement perspective to a strategic value proposition for the head of sales, with capabilities to help activate the revenue team and generate customer outcomes.
Rethink your go-to-market model and your methodology. The renewal is at least as important as the first sale. Do we understand what problems the customer wants to solve? Can we articulate how we will solve them?
Selling conditions are changing quickly. Instead of working out your strategy to get a customer, consider the customer’s strategy and how you will help them fulfill it. Pat shares a case study of working with Workday.
Andy recalls being part of a large team selling mainframe computing. Sales methodology is headed back in the direction of team selling.
Do you understand the prospect? What is your customer’s personal win? If you understand the person, you sell from a genuine place for a meaningful win. What’s in it for the customer? Selling is a business of human connections.
Have the humility to know what you don’t know. Falsely assuming you know everything destroys your credibility. Act in a way that the customer perceives as persistently relevant. That’s how to become their trusted advisor.
In each interaction, get the customer closer to making a decision. In a pipeline review, ask the seller what value their prospect needs next to help them make a decision. Is the seller defensive about the question?
Customer revenue optimization is grounded in methodology. What outcome do we expect and what value do we deliver at each step? Do we understand the numbers? Pat shares a customer case.
No matter what sales methodology you use, you have to look at the underlying behaviors that are captured and decode which behaviors go with sales results and impact.
Coaching helps to develop skills over time. Everyone deserves to be coached. The top performers tend to be those who are most comfortable with the human elements of sales. Better humans are better salespeople.
Communication is one of the most important sales attributes. Do your sellers receive coaching on human-to-human communication? Would counseling improve sales numbers? How long is their onboarding?

Visit ringdna.com/andy for exclusive Sales Enablement content.

___

Formerly the Accelerate! Your Sales podcast with Andy Paul

746: Sales and Honesty, with Todd Caponi

Thu, 30 Jan 2020 08:00:00 -0000

Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode.

KEY TAKEAWAYS

Todd Caponi has five hopes for sales in 2020. The first hope is the death of the “Death of sales” trope. Cold calling is still important. Sales employment has grown.
Classroom training is ineffective. Todd offers solutions. There should be learning every day on the job. Andy talks about the curated book club he offers to companies. Todd advises learning to be a “buyer journey sherpa.”
Todd’s second hope is that sales will rise on the list of “trusted professions.” Todd shares the secret of “4.2-star” reviews. If your facade is “perfect,” buyers will spend more time researching you because they doubt you.
Andy tells how he used transparency as an underdog Burroughs salesperson against IBM’s fear, uncertainty, and doubt sales pitch. Todd talks about transparent negotiation, showing your motives. It generates trust.
Adam Grant wrote about Givers, Takers, and Matchers. Unfettered Givers are the least successful. The most successful are Givers. Be clear about your self-interest. Allow your buyers to negotiate their deals.
Andy tells an anecdote about a company using contract negotiators to sign so salespeople were removed from the negotiations. Salespeople should be the trusted contact, not the adversarial negotiator.
Sales negotiations should be managed in the qualification phase. Tie their business case to the investment they need to make to get there. Don’t find yourself at the end of a deal facing a buyer’s demand for a 30% discount.
Todd’s third hope is paying more attention to behavioral science and decision science in sales. Todd talks about emotional decision-making over logical rationalization. How does Todd flip the script to tell a story?
Thomas Huxley advised learning something about everything and everything about something. Each sales conversation is unique. What you’ve studied helps in various situations.
Todd’s fourth hope is for sales organizations to realize that enablement needs 2X to 3X the investment that companies are currently giving it. Today’s sellers and sales managers need more training to be more engaged.
Todd’s fifth hope is that organizations realize the need to go back to pods and walls and replace annoying and distracting open office plans. There are reasons for walls.
A recent Harvard study debunks every supposed benefit of open offices. They do not help anyone.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

745: Sales Call Coaching, with Richard Smith

Thu, 23 Jan 2020 08:00:00 -0000

Richard Smith, Co-Founder and Head of Sales at Refract, joins me on this episode.

KEY TAKEAWAYS

Andy and Richard discuss performing for outcomes as an underdog. In a competitive field, your biggest differentiator as a salesperson is how you speak, how you sell to customers, and how you help them buy.
Andy used to sell Burroughs computers and was an underdog against IBM in every sale. Andy found ways to sell, regardless of IBM. He had a similar situation working for Apple when IBM released the PC. Selling is influencing.
Andy talks about the two decisions a customer makes before a purchase. Richard says if you shine a light on a problem the prospect has before they know they have it, you will be in place to help them to the solution.
If you enter the fray when the competition is known, you can crush the competition with superior discovery and personal service. Success comes through hard work, human connection, and immediate responses with value.
Time is the biggest killer of deals. Get the customer through the pipeline as soon as possible. Don’t be a slow seller. Give the customer the information they need to move to the next stage of the decision-making process.
Richard explores Mark Roberge’s comparison of the doctor-patient relationship to the salesperson-customer relationship. Lead the process.
Richard founded Refract based on his experiences as an uncoached SDR. Refracts tools help the manager listen to sales conversations and coach effectively for better outcomes. Dashboards don’t measure quality.
Refract is in the competitive category of Conversational Intelligence. Their strength with this emerging technology, is in post-sales customer success, helping customers understand trends in their sales conversations.
Refract addresses two areas of coaching: reviewing the “game tape” of a conversation and “pre-game practice” before a conversation. Richard shares process details.
Can conversational intelligence tools help salespeople learn to listen better? The context is more important than the keywords that are used. Bias prevents understanding. Refract alerts salespeople on things they missed in calls.
There is no optimum talk time ratio in a conversation. It depends on the situation and the companies. Data gives insights; the context of a conversational is key. Listen carefully to improve performance for your personality.
Education, training, and coaching are separate matters. Andy and Richard compare their views on these areas.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

744: Sales and AI: Quantifying the Intangible, with Rob Käll

Thu, 16 Jan 2020 08:00:00 -0000

Rob Käll, CEO of Cien, Inc., joins me on this episode.

KEY TAKEAWAYS

Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling.
Rob tells of working in SaaS and not seeing revenue scale with the sales team’s growth. In 2016, Rob and a business partner addressed the problem of scaling sales revenue by starting Cien.
Cien is a web app. A prospect can get a Hidden Revenue Assessment to start the conversation. Hidden revenue refers to reps who are not making quota.
AI identifies the root causes of that hidden revenue by analyzing a prospect company’s anonymized sales data. Then the prospect can sign up to start using the Cien AI product. The tool is designed for sales leaders.
Most sales coaching today is not structured or measured. AI can help leaders and coaches address the problems using a value chain. Rob explains ‘value chain’ and how to measure ‘inferred work ethic’ instead of activity metrics.
Rob talks about evaluating communication skills and engagement ability. Cien AI allows for individual characteristics. You can’t clone sales stars but you can improve reps’ skills in using effective sales tools.
The reason most sales reps do not hit quota is that they are failing in one or two core attributes. Sales managers are also causing by stacking the deck against some reps. AI demystifies sales.
Rob explains the procedures Cien AI uses to analyze sales data and provide solutions to problems. Cien accesses CRM data, emails, and phone calls. The more data is seen, the better the assessment will be.
AI analyzes the time reps are spending on various activities. It also analyzes if sales leaders have been distributing leads unevenly. Rob explains how Cien implements the process for their clients.
The more time reps spend talking with their prospects about the prospect’s core problems and needs, the more engagement and selling opportunities they will have.
Rob talks about scoring opportunities by value. What about the value delivered to the prospect? That can be inferred from the opportunities that do not close versus the sales that close.
Cien AI uses natural language processing to parse conversations and find if appropriate questions were asked at the right time. Then engagement ability can be measured. Andy wants to measure what really matters.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.

(Formerly the Accelerate! Your Sales podcast with Andy Paul.)

743: Sales Conversation Analytics, with Howard Brown

Thu, 09 Jan 2020 08:00:00 -0000

Howard Brown, Founder and CEO of RingDNA, joins me again on this episode.

KEY TAKEAWAYS

Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results.
Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them.
RingDNA helps reps to be better conversationalists and ask better questions, get to the point, and add value.
Howard applies his background as a psychologist to the analysis of sales conversations at scale. A change in communication can lead to a better outcome.
Science is often hard to find. Variables need to be accounted for in testing. The most important part of AI is knowing the questions to ask.
There is no super cadence that works over everything. Reps require effective coaching.
Is there a case for combining SDR and AE roles? Why is SDR attrition high? Why are sales closing rates so low? A single contact for the customer minimizes friction.
Andy and Howard discuss learning. People learn at different rates. Be patient with onboarding. Onboarding is more than product knowledge. Howard looks for improvements in several areas.
Reps should ask at the end of each call, “Did this call meet your expectations?” That will reveal the value — if there was value. Take it as an opportunity to grow. Coaches should seek single coachable moments to help their reps.
To manage change, adopt one change and work at it until it is successful. Then adopt another change. Make changes in sequence, not in parallel.
Productivity is more important than activity. If you arbitrarily raise your quota by 15%, have your reps been coached to become 15% better? How will they make quota if they are not better at closing?
What are we measuring reps on for improvement? What are we measuring around conversations? How should they be scored? Howard explains how RingDNA telephony scores rep calls with AI.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

742: Sales Truths: Are They Universal?, with Shari Levitin

Thu, 02 Jan 2020 08:00:00 -0000

Shari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast.

KEY TAKEAWAYS

Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do.
Shari quotes David Brooks that we have resume virtues and eulogy virtues. The eulogy virtues make the difference in today’s digital environment. We need to do in sales what Alexa can’t do.
Shari defines “proven” principles. First, look at the source and filter the principle through your common sense and experience. Try changing one part of your method at a time. Does it work consistently for you?
Anything that can be told can be asked. When you ask a question, you get more information. Today, we have to help people learn how to buy, so we ask questions to get them to that buying decision.
Shari sees, from company to company, the same default behaviors that do not serve them well. Buyers do not always follow the same journey. Their needs vary. Sellers must learn behaviors that meet buyers’ needs.
How do we get people to change? Shari says, make it fun! She shares her four pillars of an effective training and coaching program: life-long learning, creative connection, facilitation, and ongoing coaching.
Shari and Andy agree that it’s necessary not only for a company to reward quota but also to reward a growth mindset of education. Shari’s company provides a budget for development.
One of Shari’s universal truths is that trust begins with empathy. Harvard Business Review says that empathy and competency are the two most important components of influence, with empathy leading in importance.
Empathy gets you in the door; competency, reliability, and integrity keep you there. Those are four components of trust. Begin with empathy, not competency. People need to know you care about them and their concerns.
If you can diagnose your customer’s problem, you will be given the right to solve it. That begins with empathy and knowing your customers.
Empathy goes beyond cognition. It is an emotional connection. It is not sympathy but understanding.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

741: Sales Ops: Outbound, with Ben Salzman and Kyle Williams

Thu, 26 Dec 2019 08:00:00 -0000

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.

740: B2B Selling and Better Communication, with Craig Walker

Thu, 19 Dec 2019 08:00:00 -0000

Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it.
Automated templated emails tend to devalue human relationships. You can turn that email into a message relevant to a human being by adding two sentences crafted by a person for a person.
Chad uses Amazon Prime as an example of a customized, low-friction B2C user experience. Now, on the complex B2B side, buyers are looking for a frictionless experience.
You can ask a question to uncover a solution. You can take 15 minutes to research a role in an industry to come up with a relevant targeting question or statement.
SDRs qualify a contact for the next call. Chad notes that this requires showing respect for the contact’s role and understanding how your business might help them. Chad recommends that SDRs call board chairmen and CEOs.
Chad looks for multiple points of contact, including decision-makers. He speaks of an SDR who called a CFO and built trust through demonstrating industry knowledge. The AE builds on the trust initiated by an SDR.
If an AE doesn’t build on facts the SDR discovered from the contact, they break trust by making the contact repeat themselves. Build on what the contact has already shared with the SDR. Work with your SDRs.
Why is the SDR role a stepping stone to a higher role? Should it be a career, in itself? Chad shares some thoughts on the SDR role, and how they influence potential sales.
Chad suggests a conversational framework for SDRs. Most have not been trained in holding conversations. They need focus, mindset, critical thinking skills for effective research, and business acumen.
All interactions need to start with self-respect and respect for other people. Success comes from managing time and behaving professionally.
SDRs need to be valued and feel that they are valued. Andy calls out the onboarding process of SDRs. Are their managers coaching them? How are the SDRs recognized? Try having CEOs give them referrals on LinkedIn!
Andy recommends investing in the development of SDRs to reduce attrition. Chad tells how ValueSelling does this for companies around the world.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

736: Intentional Outbound Marketing, with Mercy Bell

Thu, 21 Nov 2019 08:00:00 -0000

Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode.

KEY TAKEAWAYS

As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience.
After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduate high school, first to graduate college, and first to get a desk job.
Mercy worked at the fundraising call center for Stanford in the Great Recession. Her territory was Stanford graduates on Wall Street, many of whom had lost their jobs. After four years, she was prepared for sales.
Mercy talks about the “in-the-moment” creative decision tree Dogpatch Advisors reps follow to position their software for their customers.
Mercy’s first memory as a child with her mother was people asking her, “Where are your parents?” She felt she was constantly giving people an “explanation of self.” That “why me” type of exercise helped her in sales.
Mercy describes how she crafted email messages in sales to make the technology the first experience for the customer with herself as the rep to be the second customer experience. Her appearance was an advantage.
Mercy tells Dogpatch Advisor reps that the first sentence you write in a cold email is the first experience and impression the prospect has with you. Make it memorable and focus on accuracy and creativity.
Creativity is necessary. Andy advises taking risks. Mercy notices an incredible fear of experimentation. Mercy implements a “manual-to-scale” loop for companies.
Creativity is unique to individuals. Mercy explains how to scale creativity using an example of how she would use the data concerning a company in an email.
Mercy has ideas about what sales managers can do to encourage improvisation in their reps. Managers need to workshop habitually with their rep teams.
Outbound Operations takes the burden of prospecting burdens from reps to give them time to explore the human connections creatively. Outbound Operations is not Sales Operations.
Reps should not do data entry and follow arbitrary rules. They should be doing human communication. Happy reps will be supported and retained. Mercy and Andy discuss what attributes in a rep are relevant to customers.

Visit ringdna.com/andy for exclusive Sales Enablement content.

(Formerly the Accelerate! Your Sales podcast with Andy Paul)

735: Get the Meeting! With Stu Heinecke

Thu, 14 Nov 2019 08:00:00 -0000

Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode.

KEY TAKEAWAYS

Russ Klein, CEO of the American Marketing Association, calls Stu Heinecke the Father of Contact Marketing. Stu admits to naming it. Stu is also a Wall Street Journal cartoonist. Cartoons offer a point of agreement.
Stu used cartoons in direct mail campaigns for Rolling Stone and Bon Appétit and set records for responses. He wanted to penetrate the rest of the publishing industry. He put together what he called a ‘contact campaign.’
He sent a cartoon to two dozen VPs of big publishers. He needed a 100-percent response rate. All the contacts responded and became clients. Stu started a multi-million dollar business from an investment of about $100.00.
Contact marketing means reaching out to a relatively small group of top influencers. Stu sometimes uses ‘big boards’ that cost him $250.00 each to reach a contact worth hundreds of thousands of dollars in sales.
Get the Meeting! is a field guide for How to Get a Meeting With Anyone, full of examples and case studies of what people have done to break through the noise and get in touch with people. Personal meetings have an impact.
Stu talks about using personalization for gifts. Wide personalization uses the correct name and address. Deep personalization uses profile scrapes from social or AI tools to learn about your contacts before gifting them.
Andy appreciates the human angle. Relationships are about humans. The customer is always thinking, “Why you?” Contact marketing makes you memorable. Daniel Kahneman taught about the power of peak events.
Do your contacts love the way you think? Don’t fall into the landscape of identical competitors. How can you be one percent better than everyone else?
Pocket campaigns involve engagement devices, such as multi-tools, imprinted with your contact information and a second step to get something more or to watch a video (that places a tracking pixel on the contact’s browser).
Stu shares an example of a pocket campaign of a Z-CARD® that folds out into a cartoon poster. The marketer got a sale from the fourth card he shared.
Poul Nielsen, a physical trainer, has a rubber card that was printed while stretched on a jig. You stretch it out to read it. People show it around. Poul gets three or four new clients for every card he gives out.
Do something fun that resonates with the receiver. Make yourself memorable. One meeting can change everything. Without meetings, nothing happens.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

734: Focus on Sales Behaviors — not Product, with Sean Sheppard

Thu, 07 Nov 2019 08:00:00 -0000

Sean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode.

KEY TAKEAWAYS

GrowthX is a Silicon Valley venture capital partnership with an accelerator focused on sales and an academy that trains people in sales, marketing, design thinking, and data science and aims at developing markets.
Sean describes the ‘lasting-mover advantage’ for companies that own the customer use case. Sean reminds his clients to go slow so they can go fast later. Look first for the customer profile of ‘Mr. Right Now.’
The first into a market is not the last in the market. Apple was not the first GUI; Google was not the first search engine. Sean gives examples. The first company to the market can rarely sustain its position.
Sean teaches three keys to build a lasting-mover advantage. The first is to own the use case by earning it through value. The use case is changing at a faster rate than ever.
Andy Grove wrote that only the paranoid survive and that we constantly have to be staying out in front of everyone and everything. Sean’s partner, Andrew Goldner, asks people where their focus is.
The second key to build a lasting-mover advantage is to figure out, once you own the use case for the customer, how do you own their thoughts and actions around it?
Think about what you’ll do next based on what you’ve learned from what you did for your customers yesterday. They will guide you to where you need to go.
Sales organizations are wholly focused on acquisition — closing the deal. They invest in marketing, sales support, Sales Executives and technology but forget about customer onboarding, adoption, retention, and growth.
The third key to lasting-mover advantage is to design an organization around the knowledge, skills, and behaviors needed for learning, defining, solving for, and owning the use case as it evolves, with the proper roles in place.
Who drives the functional data-driven learning loop? Sean suggests it is not an individual contributor but a person with market development responsibility and with certain skills and knowledge — the commercialization leader.
‘Stage relevance’ refers both to the product within the market, and to the qualities of the person that proactively develops and maintains the evolving use case. Andy says you have to keep learning and developing to be prepared.
Sean reads biographies, histories, self-help and personal development books — no fiction. Always have a mindset to learn, grow, and do better. Your life will start to change positively. Turn off the TV and read.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

733: Harness Word of Mouth Marketing for a Sales Boom, with Bill Bice

Thu, 31 Oct 2019 07:00:00 -0000

Bill Bice, CEO of Boomtime, joins me on this episode of the Sales Enablement Podcast.

KEY TAKEAWAYS

Boomtime brings scale and efficiency to marketing. They combine technology and expertise to provide marketing as a service. Aggregating data opens up insights into your buyers, whatever size your company may be.
Bill has founded several companies whose success correlates directly to the effectiveness of their go-to-market strategies. Bill started Boomtime to improve his companies’ marketing results.
Bill first asks a CEO from where their last couple of clients came. If they were referrals, that company is a prospect for Boomtime’s word-of-mouth marketing service.
Bill follows a structured interview process with new clients to understand their business. Boomtime provides a content-driven approach to marketing and positions the CEO and their business as thought leaders.
Boomtime helps you to do three things better: 1) capture the leads and referrals that are already coming in, 2) follow up on those leads, and 3) stay top-of-mind with the audience you are growing. Use CRM to track your clients.
Create great content for your audience about their problems and your solutions for them. Bill uses the insight-driven Challenger Sale. Use your insights to leave your clients better off because of meeting with you.
Gartner’s new research suggests that while buyers have access to all the information, they need sales reps to help them make sense of it. Sales reps must be consultants. Prospects you don’t sell can still give you referrals.
You can’t sell without relationships. You can’t sell only by relationships. The main advantage small companies have is putting a face on their business. Real people are behind the solution. “About us” is an essential page on your site.
Tell the story exactly how you want to tell it. Put passion into the bios, not just facts. Direct the viewer to the next page to visit. Drive the customer experience on your site.
SEO has changed dramatically. SEO suppliers charge $2K to $3K a month for effective results. But you don’t need it. Google now evaluates your website as a human does. Focus on a steady flow of great content to attract traffic.
Bill has used LinkedIn to build his business. He uses it as the ideal networking event — without the food. Grow your network. Don’t pitch in connection requests; post great embedded content and let clients come to you.
You can use a dedicated resource like Boomtime or someone in-house whose job is to run your CEO’s LinkedIn profile and send out connection requests for them. Activity creates conversations. Stay on top of them.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

732 Do Your Customers Love You? With Steve Farber

Thu, 24 Oct 2019 07:00:00 -0000

Steve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode.

KEY TAKEAWAYS

People who are great at what they do love their company, team, and customers. Steve explains the impact of translating love into action in your work.
Do soft skills make you nervous? Can love be quantified? Steve talks about the net promoter score and employee engagement as examples of love metrics. If you can’t measure something, is it still worthwhile to do?
What is the measure of a relationship? If you’re not hitting your numbers, that is a measure of failed relationships. The highest-performing salespeople have great relationships. Selling is all about relationships.
Steve shares a case study of a top salesperson who asked herself if her customers loved her. She went on a campaign to gain their love by serving them in a way that showed her love for them. Listen in for her results!
How do you develop love? Steve discusses relationships in transactional and complex sales roles. We always want the customer to love our brand, product, and service. Steve tells how to sustain those customer conditions.
Can you simultaneously want to serve the customer and close the deal? Steve gives a hypothetical example of a salesperson motivated only by money. Will they be loyal?
A sales manager who loves their team will hold their team’s feet to the fire when they are living below potential. Love has high expectations. Love has a low tolerance for negativity. Love is good business!
What about employee development? Andy and Steve explore the impetus for improvement. Steve breaks down what he means by doing ‘what you love in the service of people who love what you do.’ It starts with you.
How do you find what you love? Steve devotes a section of his book to that question. Don’t wait around for it to dawn on you. Search for it. First, ask, “What do I love about the work that I’m doing now?”
Steve talks about his development as a musician and then going into business. He started as a broker and then founded a brokerage. He explains why he was miserable in it, and what he looked for, next.
Discover your purpose and apply it to your work. Andy talks about sampling careers before settling on your chosen career path.
Steve shares a story for the first time of his son’s motivation for education and where it took him.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

731: Why You Should Flip the Sales Script, with Oren Klaff

Thu, 17 Oct 2019 07:00:00 -0000

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode.

KEY TAKEAWAYS

Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price.
Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals.
Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals.
Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals.
Objections come from two reasons: 1. Your status as a salesperson isn’t high enough; 2. You’re not perceived as an expert. Status measures your trustworthiness and credibility. Expertise provides certainty for the buyer.
When the buyer assigns you trust and certainty, they want you to do business with them.
Oren says the basis of feeling like or being an insider wins deals. It involves being able to talk to someone in their language about their business. People are skeptical of outsiders and their promises.
Inception (with credit to the movie) refers to the writing a storyline to ensure that the audience deduces the solution before the characters do. That aha moment makes you feel good. Oren applies that to selling.
Oren discounts decision-making theories. Oren does not recommend storytelling in spite of the storytelling culture in which he was raised. Storytelling is too hard for most people to use effectively.
Oren explains the Flash Roll. Give the buyer details about your business, their problem, and the probable solution, in their technical language, told quickly, in under 30 seconds, as if you have delivered the solution 1,000 times.
Andy recommends listeners to get Oren’s book, FLIP THE SCRIPT.
Most of Oren’s customers are respected, technical people of high status who are not interested in cheesy tactics and don’t want to sell. The book shows you how to get your buyer to want and need to buy from you.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

730: What Are Your Sales Strengths? With Chris Spurvey

Thu, 10 Oct 2019 07:00:00 -0000

Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode.

KEY TAKEAWAYS

Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson.
After 10 years, he read a Robert Kiyosaki book and identified himself as an entrepreneur. That led him into sales. Chris’s first sales position was Manager of Business Development for an IT professional services company.
Chris remembered the salesman that had sold his family a $3,000 vacuum cleaner; he thought that was how he was supposed to sell. He studied Zig Ziglar and Brian Tracy; internalizing their methods didn’t work for Chris.
After months of miserable, determined, and unsuccessful efforts, Chris realized he needed a way of selling that was in line with his personality. The more he experimented, the more he found things that worked for him.
Chris helps individuals who are not primarily salespeople build relationships and sell in a way that feels good to them, leveraging their strengths to become effective in getting results in sales.
Chris’s clients take CliftonStrengths (StrengthsFinder) to learn their strengths. Chris shows people how they can leverage their strengths to sit confidently with a buyer and have a positive selling conversation.
Andy quotes Ralph Waldo Emerson on life being an experiment; the more experimentation, the better. Chris quotes Price Pritchett on experimenting on one thing each day to test your limits. Experiments are deliberate.
Take a weekly objective look at your accomplishments and decide what to change. John Maxwell advises you to focus on growth and you will meet your goals as you grow. Andy emphasizes reading every day.
Companies need to help employees who desire to learn, grow, and flourish. A “sales kickoff” is not training or development. Bob Proctor said if you're not growing, you’re dying. There’s no standing still.
Andy advises salespeople to follow the sales process as far as it works for you and to ask your manager for leeway in doing things that work better for you, as long as you hit your numbers.
Chris shares a conversation he had with Wes Schaeffer about “sales initiatives.” Andy calls them trust breakers. Buyers can see through your end-of-month motivation, and that’s not the transparency you want with buyers.
Find a sales environment that supports your developing in sales, even if it requires investing your money into it. Be about growth, not goals. Chris shares an observation about self-motivation. You need a compelling vision.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

729: SEO, Lead Generation, and Sales Education, with Gaetano DiNardi

Thu, 03 Oct 2019 07:00:00 -0000

Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode.

728: Why Coaching is Critical, with Bill Eckstrom and Sarah Wirth

Thu, 26 Sep 2019 07:00:00 -0000

Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.

727: Have We Automated Sales Too Much, with Shawn Finder

Thu, 19 Sep 2019 07:00:00 -0000

Shawn Finder, CEO at Autoklose, joins me again on this episode.

726: Winning with Real-Time Proposals, with Bill Wilson

Thu, 12 Sep 2019 07:00:00 -0000

Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode.

725: Knuckle Dragging Sales, with John Crowley

Thu, 05 Sep 2019 07:00:00 -0000

John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode.

724: How Sales should work with Procurement, with Jens Hentschel

Thu, 29 Aug 2019 07:00:00 -0000

Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode.

723: Sales Enablement and Your Buyer, with Doug Winter

Thu, 22 Aug 2019 07:00:00 -0000

Doug Winter, Founder and CEO at Seismic, joins me on this episode.

722: Selling on LinkedIn, with Dennis Brown

Thu, 15 Aug 2019 07:00:00 -0000

Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode.

721: Outbound Ops, with Ben Salzman & Kyle Williams

Thu, 08 Aug 2019 07:00:00 -0000

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.

720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo

Thu, 01 Aug 2019 07:00:00 -0000

Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.

719: A Profit-First Approach to Growing Sales, with Jamie Shanks

Thu, 25 Jul 2019 07:00:00 -0000

Jamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode.

718: Social Dynamic Selling, with Rylee Meek

Wed, 17 Jul 2019 07:00:00 -0000

Rylee Meek, marketing consultant, sales coach, and author, joins me on this episode.

717: The Truth about Selling, with Mike Weinberg

Wed, 10 Jul 2019 07:00:00 -0000

Apply Powerful Principles. Win More New Sales, joins me again on this episode.

716: Why and How to Build a Massive Social Following, with Brendan Kane

Thu, 04 Jul 2019 07:00:00 -0000

Brendan Kane, growth strategist, keynote speaker and author of One Million Followers: How I built a Massive Social Following in 30 Days, joins me on this episode.

715: Skills for Sales Sherpas, with David J.P. Fisher

Wed, 26 Jun 2019 07:00:00 -0000

David J.P. Fisher, sales expert, keynote speaker, and author, joins me on this episode.

714: A Holistic Approach to Sales, with David Masover

Wed, 19 Jun 2019 07:00:00 -0000

David Masover, author of The Salesman’s Guide to Dating: A Sales Book About Making Connections... With an Unexpected Twist!, joins me on this episode.

713: Join the Sales Rebellion, with Dale Dupree

Wed, 12 Jun 2019 07:00:00 -0000

Dale Dupree, the legendary Copier Warrior, joins me on this episode.

712: Sales Strategies for the Future, with Steve Norman

Wed, 05 Jun 2019 18:53:00 -0000

Steve Norman, B2B sales consultant, speaker, and author of Future Proof Sales Strategy: 7 Steps to Rise Above the Chaos, and Transform Your Team and Take Charge of Your Career, joins me on this episode.

711: Generate Natural Business Referrals, with Stacey Brown Randall

Wed, 29 May 2019 07:00:00 -0000

Stacey Brown Randall, speaker, podcast host, and author of Generating Business Referrals Without Asking, joins me on this episode.

710: Sales Enablement in a Culture of Trust and Learning, with David Sill

Wed, 22 May 2019 07:00:00 -0000

David Sill, Speaker, Coach, B2B Inside Sales Authority, and Head of Sales Enablement at DiscoverOrg.com, joins me on this episode.

709: Sell with Your Authentic Self, with Larry Levine

Wed, 15 May 2019 07:00:00 -0000

Larry Levine, professional coach, podcaster, and Amazon best-selling author of Selling From The Heart: How Your Authentic Self Sells You, joins me on this episode.

708: Develop Extraordinary Sales Abilities, with Juliana Stancampiano

Wed, 08 May 2019 07:00:00 -0000

Juliana Stancampiano, CEO of Oxygen, and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, joins me on this episode.

707: Grow Your Revenue through Customer Success, with Emilia D’Anzica

Wed, 01 May 2019 07:00:00 -0000

Emilia D’Anzica, Partner and Customer Success and Account Management for Winning by Design, joins me on this episode.

706: Rehumanize Your Sales with Personal Video, with Ethan Beute

Wed, 24 Apr 2019 07:00:00 -0000

Ethan Beute, VP of Marketing at BombBomb and co-author of the new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience, joins me on this episode.

Rerun - 680: How are you different? with Lee Salz

Thu, 18 Apr 2019 10:30:41 -0000

Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode of #Accelerate!

705: Soccer Thinking for Sales Success, with Peter Loge

Wed, 10 Apr 2019 07:00:00 -0000

Peter Loge, an Associate Professor, a strategic and communications consultant, and the author of Soccer Thinking for Management Success, joins me on this episode.

704: Pull Levers to Grow Your Business Quickly, with Pete Williams

Wed, 03 Apr 2019 07:00:00 -0000

Pete Williams, an entrepreneur, advisor, marketer, and author of the new book, Cadence: A Tale of Fast Business Growth, joins me on this episode.

703: Focus on Personal and Professional Development, with Scott Ingram

Wed, 27 Mar 2019 07:00:00 -0000

Scott Ingram, Account Director at Relationship One and the host of Sales Success Stories, Inspired Marketing, and Daily Sales Tips Podcasts, joins me again on this episode.

702: Uncomfortable Goals and Growth, with Doug Holt

Thu, 21 Mar 2019 07:00:00 -0000

Doug Holt, Coach, Mentor, Growth Hacker, Lifestyle Engineer, Mastermind Group Leader, Transformational Coach, and Marketing Expert, joins me on this episode.

701: What Can You Learn from the Best Salespeople? With Paul Cherry

Wed, 13 Mar 2019 07:00:00 -0000

Paul Cherry, author of the new book, The Ultimate Sales Pro: What the Best Salespeople Do Differently, joins me again on this episode.

700: Increase Your Growth IQ, with Tiffani Bova

Wed, 06 Mar 2019 08:00:00 -0000

Tiffani Bova, Growth & Innovation Evangelist at Salesforce and author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, joins me on this episode.

Rerun - 688: Objective-Based Selling, with Tibor Shanto

Wed, 27 Feb 2019 08:00:00 -0000

Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode of #Accelerate!

Rerun - 695: The Best Time to Sell with Dan Pink

Wed, 20 Feb 2019 08:00:00 -0000

Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode of #Accelerate!

699: Accelerate Revenue by Aligning Marketing and Sales, with Darryl Praill

Wed, 13 Feb 2019 08:00:00 -0000

Darryl Praill, Chief Marketing Officer of VanillaSoft, joins me on this episode.

698: B2B Sales Needs BIG Changes, with Skip Miller

Wed, 06 Feb 2019 08:00:00 -0000

Skip Miller, founder and President of M3 Learning and author of ProActive Selling and Selling Above and Below the Line, joins me again on this episode.

697: Providing Interactive Buying Experiences, with Matt Suggs

Wed, 30 Jan 2019 19:14:00 -0000

Matt Suggs, EVP of Sales at Mediafly, joins me on this episode.

696: How to Win Customers from Your Competition, with Anthony Iannarino

Wed, 23 Jan 2019 08:00:00 -0000

Anthony Iannarino, bestselling author of The Only Sales Guide You’ll Ever Need, and The Lost Art of Closing: Winning the Ten Commitments that Drive sales, and now, Eat Their Lunch: Winning Customers Away from Your Competition, joins me again on this episode.

695: The Best Time to Sell with Dan Pink

Wed, 16 Jan 2019 08:00:00 -0000

Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode.

694: Sales and Marketing Trends, with Jake Dunlap

Wed, 09 Jan 2019 08:00:00 -0000

Jake Dunlap, CEO and Technology Leader at Skaled, joins me on this episode.

693: The Science of Success, with Eric Barker

Wed, 02 Jan 2019 08:00:00 -0000

Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode.

692: Don’t Just Read; Study to Get Smarter, with Harvey MacKay

Wed, 26 Dec 2018 08:00:00 -0000

Harvey MacKay, author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, joins me on this episode.

691: Pursue Profitable Digital Transformation, with Michael Gale

Wed, 19 Dec 2018 08:00:00 -0000

Michael Gale, Co-author of The Wall Street Journal bestseller, The Digital Helix, joins me on this episode.

690: Increase your sales velocity with email, with Bryan Wade

Wed, 12 Dec 2018 08:00:00 -0000

Bryan Wade, CEO at Sigstr, joins me on this episode.

689: Learn Prospect Values and Lingo for Engagement, with Jeffrey Shaw

Wed, 05 Dec 2018 08:00:00 -0000

Jeffrey Shaw, business coach, keynote speaker, host of the Creative Warriors podcast, and author of Lingo: Discover Your Ideal Customer’s Secret Language and Make Your Business Irresistible, joins me on this episode.

688: Objective-Based Selling, with Tibor Shanto

Wed, 28 Nov 2018 08:00:00 -0000

Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode.

687: Resolve Conflicts without Casualties

Wed, 21 Nov 2018 08:00:00 -0000

Nate Regier, CEO of Next Element Consulting and author of Conflict without Casualties: A Field Guide for Leading with Compassionate Accountability, joins me on this episode.

686: What Makes a Modern Seller? with Amy Franko

Wed, 14 Nov 2018 08:00:00 -0000

Amy Franko, sales & leadership keynote speaker and author of the new book, The Modern Seller: Sell More and Increase Your Impact in the New Sales Economy, joins me on this episode.

685: Your Morning Routine Inspires Your Day, with Benjamin Spall

Thu, 08 Nov 2018 08:00:00 -0000

Benjamin Spall, co-author of My Morning Routine: How Successful People Start Every Day Inspired, joins me on this episode.

684: Write your sales plan on an Index Card, with Brian Margolis

Wed, 31 Oct 2018 07:00:00 -0000

Brian Margolis, Founder of Productivity Giant and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs: How to Use the Pillar System to Simplify Your Strategy and Magnify Your Results, joins me on this episode.

683: Using Brain Science to Sell, with Christine Comaford

Wed, 24 Oct 2018 07:00:00 -0000

Christine Comaford, Leadership & Culture Coach to High-Performing Executives and author of Power Your Tribe: Create Resilient Teams in Turbulent Times, joins me on this episode.

682: The Science of Success, with Eric Barker

Wed, 17 Oct 2018 07:00:00 -0000

Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode.

681: Sales Enablement for Today’s Seller, with Pieterjan Bouten

Wed, 10 Oct 2018 07:00:00 -0000

Pieterjan Bouten, Co-founder and CEO of Showpad, joins me on this episode.

680: How are you different? with Lee Salz

Wed, 03 Oct 2018 07:00:00 -0000

Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode.

679: Mindset — the First Pillar of Business Success, with Joe Dalton

Wed, 26 Sep 2018 07:00:00 -0000

Joe Dalton, a world-class sales training expert and podcast host, joins me on this episode.

678: Sales Success Factors, with John Asher and Trust and Authenticity, with Bridget Gleason

Thu, 20 Sep 2018 07:00:00 -0000

John Asher, CEO of Asher Strategies, keynote speaker and best-selling author and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

677: Differences Between Management and Leadership and more, with Naphtali Hoff

Wed, 12 Sep 2018 07:00:00 -0000

Naphtali Hoff, the author of Becoming the New Boss: The New Leader's Guide to Sustained Success, joins me on this episode.

676: Decision-making Shortcuts, with Jeff Shore

Wed, 05 Sep 2018 07:00:00 -0000

Jeff Shore, Founder and President of Shore Consulting, Inc. joins me on this episode.

675: The Salesperson Paradox, with Doug Vigliotti and Optimizing Daily Routines, with Bridget Gleason

Wed, 29 Aug 2018 07:00:00 -0000

Doug Vigliotti, bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can't Say No To, podcast host, and sales strategist and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

674: The State of Sales Enablement, with Orrin Broberg and The Science of Deciding, with Bridget Gleason

Wed, 22 Aug 2018 07:00:00 -0000

Orrin Broberg, President and CEO of Modus and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

673: Scale Up Your Sales, with Vince Beese

Wed, 15 Aug 2018 07:00:00 -0000

Vince Beese, CEO and Founder at Sales@Scale and The Revenue Exchange, joins me on this episode.

672: Perfecting Your Process, with Chris Hallberg

Wed, 08 Aug 2018 07:00:00 -0000

Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution without the Yelling and Push-ups, joins me on this episode.

671: Don’t Just Read; Study to Get Smarter, with Harvey MacKay

Wed, 01 Aug 2018 07:00:00 -0000

Harvey MacKay, author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, joins me on this episode.

670: Building a Career on Your Terms, with Jill Stanton and The Art of Being Interesting, with Bridget Gleason

Wed, 25 Jul 2018 07:00:00 -0000

Jill Stanton, Co-Founder with her husband Josh Stanton of Screw the Nine to Five and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

669: Stop recruiting. Attract top candidates instead, with Brad Owens and Summer Reading for Sales, with Bridget Gleason

Wed, 18 Jul 2018 07:00:00 -0000

Brad Owens, the self-styled Robin Hood of Hiring and host of the Small Business Hiring Podcast and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

668: The Chemistry of Winning, with Kevin Freiberg and Be Brilliant at the Basics, with Bridget Gleason

Wed, 11 Jul 2018 07:00:00 -0000

Kevin Freiberg, co-author with his wife, Jackie Freiberg, of Bochy Ball! The Chemistry of Winning and Losing in Baseball, Business, and Life and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

667: The Value of Sales Enablement, with Pat Lynch and Do We Need Commissions? with Bridget Gleason

Thu, 05 Jul 2018 07:00:00 -0000

Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle! and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

666: The Science of Lead Gen, with Tom Poland and Why AEs Must Prospect, with Bridget Gleason

Wed, 27 Jun 2018 07:00:00 -0000

Tom Poland, author of LEADSOLOGY®: THE SCIENCE OF BEING IN DEMAND and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

665: Scaling High-Growth Sales Teams, with Patrick Purvis, and, Increasing Close Rates, with Bridget Gleason

Wed, 20 Jun 2018 07:00:00 -0000

Patrick Purvis, Chief Revenue Officer at DiscoverOrg and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

664: Authority Marketing, with Adam Witty and Life-long Education, with Bridget Gleason

Wed, 13 Jun 2018 07:00:00 -0000

Adam Witty, Founder & Chief Executive Officer at Advantage Media Group|ForbesBooks and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

663: Create Better Habits, with Dave Blanchard and Education vs. Training, with Bridget Gleason

Wed, 06 Jun 2018 07:00:00 -0000

Dave Blanchard, CEO of The Og Mandino Leadership Institute and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

662: Keys to Digital Transformation, with Chris Aarons and What Motivates You to Work Hard, with Bridget Gleason

Wed, 30 May 2018 07:00:00 -0000

Chris Aarons, a Partner at Inc.Digital and co-author of The Digital Helix: Transforming Your Organization’s DNA to Thrive in the Digital Age, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

661: Convert Your Users’ Contacts into Leads, with Jay Gibb and the Three ‘Rs’ of Selling with Bridget Gleason

Wed, 23 May 2018 07:00:00 -0000

Jay Gibb, Founder of CloudSponge and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

660: Puncturing Prospecting Myths, with Mike Schultz and Is the SDR model working? with Bridget Gleason

Wed, 16 May 2018 07:00:00 -0000

Mike Schultz, Mike Schultz President of RAIN Group and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

659: SEO for Sales Growth, with Phil Singleton and Weird Sales Stories, with Bridget Gleason

Wed, 09 May 2018 07:00:00 -0000

Phil Singleton, content marketer and co-author with John Jantsch of SEO for Growth: The Ultimate Guide for Marketers, Web Designers & Entrepreneurs, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

658: How to Stay Relevant, with Allen Adamson and The Power of Having a Routine, with Bridget Gleason

Wed, 02 May 2018 07:00:00 -0000

Allen Adamson, Co-Founder at Metaforce.co and co-author of Shift Ahead: How the Best Companies Stay Relevant in a Fast-Changing World, by Allen Adamson and Joel Steckel, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

657: What’s the ROI on Being Nice? with Doug Sandler and RESPECT, with Bridget Gleason

Wed, 25 Apr 2018 07:00:00 -0000

Doug Sandler, CEO and Podcastologist at TurnKey Podcast Company, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

656: Elevating Sales Readiness, with Patrick Lynch and Coaching Reps Out of Their Comfort Zones, with Bridget Gleason

Wed, 18 Apr 2018 07:00:00 -0000

Patrick Lynch, VP of Enablement Excellence and Innovation at MindTickle!, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

655: Never Hire a Bad Salesperson Again, with Chris Croner; also, Are You Spending Enough Time With Your Customers? with Bridget Gleason

Wed, 11 Apr 2018 07:00:00 -0000

Chris Croner, Principal at SalesDrive and author of the book, Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed, and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

654: Developing Your Sales Reps. With Steve Preston and Bridget Gleason

Wed, 04 Apr 2018 07:00:00 -0000

Steve Preston, Chief Marketing Officer of QStream and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

653: How to Hire Salespeople. With Bridget Gleason

Fri, 30 Mar 2018 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

652: How to Hire Sales Rockstars. With Jeff Hyman

Wed, 28 Mar 2018 07:00:00 -0000

Jeff Hyman, Chief Talent Officer at Strong Suit, and author of Recruit Rockstars: The 10 Step Playbook to Find the Winners and Ignite Your Business joins me on this episode.

651: Any Good Strategy Starts with Hope. With Libby Gill

Mon, 26 Mar 2018 07:00:00 -0000

Libby Gill, executive coach, leadership expert, speaker, CEO of Libby Gill & Company, and author of The Hope-Driven Leader: Manage the Power of Positivity at Work, joins me for the second time on this episode.

650: Consuming too much sales advice will mess you up. With Bridget Gleason

Fri, 23 Mar 2018 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

649: Using Data to Drive Changes in Sales. With Fred Shilmover

Wed, 21 Mar 2018 07:00:00 -0000

Fred Shilmover, Founder and CEO at InsightSquared, joins me on this episode.

648: Use Charisma to Create Powerful First Impressions. With Tom Payne

Mon, 19 Mar 2018 07:00:00 -0000

Tom Payne, President, Essential Growth Solutions, LLC and author of Selling with Charisma: The Sales System Used — Unwittingly — By the World's Best Salespeople, joins me on this episode.

647: Relationships Matter in Sales. With Bridget Gleason

Fri, 16 Mar 2018 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

646: Building Authentic Connections. With Godard Abel

Wed, 14 Mar 2018 07:00:00 -0000

Godard Abel, Co-founder/Executive Chairman at G2 Crowd, joins me on this episode.

645: Sales is an Endurance Sport. With Brandon Bruce

Mon, 12 Mar 2018 07:00:00 -0000

Brandon Bruce, COO and Co-founder at Cirrus Insight, joins me on this episode.

644: How to be a Sales HERO. With Bridget Gleason

Fri, 09 Mar 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

643: It’s all About Trust: for Marketing, Sales, and Customers. With Sangram Vajre

Wed, 07 Mar 2018 08:00:00 -0000

Sangram Vajre, CMO and Co-Founder of Terminus, joins me on this episode.

642: Deliver Business Value to Your Customers. With Tim Braman

Mon, 05 Mar 2018 08:00:00 -0000

Tim Braman, VP of Global Accounts and Strategy at Revegy, joins me on this episode.

641: GEAR Up Your Mindset. With Bridget Gleason

Fri, 02 Mar 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

640: How to Sell to Your Perfect Prospect. With Jeff Koser

Wed, 28 Feb 2018 08:00:00 -0000

Jeff Koser, CEO at Selling to Zebras, Inc., joins me on this episode.

639: Listen and Learn How Buyers Choose. With Jeffrey Lipsius

Mon, 26 Feb 2018 08:00:00 -0000

Jeffrey Lipsius, Speaker, International Sales Trainer, President at Selling To The Point®, and author of Selling to The Point: Because The Information Age Demands a New Way to Sell, joins me for the second time, on this episode.

638: Fun is Fundamental to Sales. With Bridget Gleason

Fri, 23 Feb 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

637: Are You Settling for Good Enough? With Andy Molinsky

Wed, 21 Feb 2018 08:00:00 -0000

Andy Molinsky, author of Global Dexterity: How to Adapt Your Behavior Across Cultures without Losing Yourself in the Process and Reach: A New Strategy to Help You Step Outside Your Comfort Zone, Rise to the Challenge and Build Confidence, Brandeis International Business School Professor, and Harvard Business Review writer, joins me on this episode.

636: What is your Money Mindset? With Bill Carmody

Mon, 19 Feb 2018 08:00:00 -0000

Bill Carmody, speaker, leadership coach, and author of Online Promotions: Winning Strategies and Tactics, and the upcoming book, Millionaire, joins me on this episode.

635: How to Have a Mindful, Focused Mindset. With Bridget Gleason.

Fri, 16 Feb 2018 08:00:00 -0000

Welcome to another Front Line Friday with my very special guest and co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. We also discuss the addiction to digital messaging, and the pitfalls of trying to multitask in sales.

634: Tools That Actually Help Reps Sell. With Adam Honig

Wed, 14 Feb 2018 08:00:00 -0000

Adam Honig, Co-founder & CEO at Spiro Technologies, joins me for the second time on this episode.

633: How to Build Authentic Relationships. With Jane Gentry

Mon, 12 Feb 2018 08:00:00 -0000

Jane Gentry, Principal at Jane Gentry & Company, sales growth expert, executive coach, and global keynote speaker, joins me on this episode.

632: Leverage Channels to Quickly Scale Sales. With Bridget Gleason and Dave Taylor

Fri, 09 Feb 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Dave Taylor, Chief Marketing Officer at Impartner, the number one SaaS Solution for Managing Your Channel.

631: Mastering the Basics is the Future of Selling. With Tom Hopkins

Wed, 07 Feb 2018 08:00:00 -0000

Tom Hopkins, Speaker and Sales Trainer at Tom Hopkins International and author of How to Master the Art of Selling, and 18 other books on selling, joins me for the second time on this episode.

630: Gamify Sales Training for Rapid Onboarding. With Sam Caucci

Mon, 05 Feb 2018 08:00:00 -0000

Sam Caucci, Founder and CEO of 1Huddle and author of Not Our Job: How College Has Destroyed a Generation of Workers and How to Fix It and Closing in the Red Zone: 12 Principles to Finishing the Sale When it Counts, joins me on this episode.

629: Are there Universal Truths in Sales? With Bridget Gleason and Ken Lundin

Fri, 02 Feb 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Ken Lundin, Sales Leader Coach and Host of The B2B Sales Summit.

628: Serve First in Order to Sell. With Damian Thompson

Wed, 31 Jan 2018 08:00:00 -0000

Damian Thompson, Chief Customer Officer of LeadFuze, joins me on this episode.

627: Boost Sales Effectiveness with Visual Technologies. With Evan Nisselson

Mon, 29 Jan 2018 08:00:00 -0000

Evan Nisselson, General Partner at LDV Capital, joins me on this episode.

626: Six Lessons from 600 Episodes of #Accelerate. With Bridget Gleason

Fri, 26 Jan 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

625: How Coaching Drives Sales Success. With Bill Eckstrom

Wed, 24 Jan 2018 08:00:00 -0000

Bill Eckstrom, President of EcSell Institute, joins me on this episode.

624: Design the Customer Experience to Win the Sale. With Carlos Hidalgo

Mon, 22 Jan 2018 08:00:00 -0000

Carlos Hidalgo, Founder & CEO of VisumCx and author of Driving Demand: Transforming B2B Marketing to Meet the Needs of the Modern Buyer, joins me on this episode.

623: The Importance of Your Character in Sales. With Bridget Gleason

Fri, 19 Jan 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

622: Is Your Sales Process Backwards? With Derek Wyszynski

Wed, 17 Jan 2018 08:00:00 -0000

Derek Wyszynski, Mentor at GrowthX Academy, Founding Member of Sales Enablement Society, and until recently, Chief Sales Hacker at ZynBit, joins me on this episode.

621: Is Goodness the Key to Success? With Tony Tjan

Mon, 15 Jan 2018 08:00:00 -0000

Tony Tjan, CEO and Managing Partner of Cueball Capital and author of Good People: The Only Leadership Decision That Really Matters, joins me on this episode.

620: What do Buyers want from Sellers? With Bridget Gleason; and special guest, Deb Calvert

Fri, 12 Jan 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Deb Calvert, President of People First Productivity Solutions and co-author of the new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen.

619: How to Measure Customer Intent to Generate Qualified Sales Leads. With Steve de Mamiel

Wed, 10 Jan 2018 08:00:00 -0000

Steve Mamiel, author of The Mongrel Method: Sales and Marketing for the New Breed of Buyers, joins me on this episode.

618: Bridging the Sales and Marketing Gap. With Jeff Davis

Mon, 08 Jan 2018 08:00:00 -0000

Jeff Davis, sales and marketing alignment expert, joins me on this episode.

617: What do we want to achieve in 2018? With Bridget Gleason

Fri, 05 Jan 2018 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

616: Amp Up Your Sales Performance with a Ritual. With Daniel McGinn

Wed, 03 Jan 2018 08:00:00 -0000

Daniel McGinn, author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed, joins me on this episode.

615: Harassment in Sales. With Bridget Gleason

Fri, 29 Dec 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

614: Is Your Sales Process Sales Ready? With Jim Ninivaggi

Wed, 27 Dec 2017 08:00:00 -0000

Jim Ninivaggi, Chief Readiness Officer at Brainshark, Inc., joins me on this episode.

613: How to Prepare for Difficult Conversations. With Bridget Gleason

Fri, 22 Dec 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Susan Steinbrecher, President and CEO of Steinbrecher & Associates, Inc.

AndyPaul.com/613

612: Accelerate Sales Engagement for SDRs and AEs. With Chris Rothstein

Wed, 20 Dec 2017 08:00:00 -0000

Chris Rostein, CEO at Groove.co, joins me on this episode.

611: Effective Use of Marketing to Win More B2B Sales. With Joe Apfelbaum

Mon, 18 Dec 2017 08:00:00 -0000

Joe Apfelbaum, CEO of Ajax Union, business strategist, keynote speaker, coach, and author, joins me on this episode.

610: Learning the Complex Sale. With Bridget Gleason

Fri, 15 Dec 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud: Sales Stories and Advice from my Days at Microsoft.

609: Is Quota Still an Effective Measure of Performance? With Rowan Tonkin

Wed, 13 Dec 2017 08:00:00 -0000

Rowan Tonkin, Marketing Apps Leader at Anaplan, joins me on this episode.

AndyPaul.com/609

608: Use Your Passion to Achieve Breakthroughs in Sales. With Jay Abraham

Mon, 11 Dec 2017 08:00:00 -0000

Jay Abraham, Founder and CEO of Abraham Group, Inc. and business book author, joins me on this episode.

607: Key Traits Shared by Top Sales Performers. With Bridget Gleason

Fri, 08 Dec 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud.

AndyPaul.com/607

606: Harvest Vital Sales Intelligence from Reply Emails. With Matt Benati

Wed, 06 Dec 2017 08:00:00 -0000

Matt Benati, CEO & Co-founder at LeadGnome, joins me on this episode.

605: How to Grow from Manager to Sales Leader. With Tim Sanders

Mon, 04 Dec 2017 08:00:00 -0000

Tim Sanders, author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges, joins me for the second time on this episode.

604: Happiness and Sales Success. With Bridget Gleason

Fri, 01 Dec 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

603: 5 Keys to a Sales Cadence. With Gabe Larsen

Wed, 29 Nov 2017 08:00:00 -0000

Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode.

602: Avoid the Pitfalls of Online Marketing. With Bill Troy

Mon, 27 Nov 2017 08:00:00 -0000

Bill Troy, CEO of Civilis Marketing and author of the upcoming book Clicksand, joins me on this episode.

601: How to Relieve the Seller’s Burden. With Bridget Gleason. And special guest, David Kerr

Fri, 24 Nov 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by David Kerr, CEO of Octiv.

AndyPaul.com/601

600: Write Your Own Rules to Succeed in Sales Today. With Jim Brown

Wed, 22 Nov 2017 08:00:00 -0000

Jim Brown, sales coach, trainer, and host of the SalesTuners podcast, joins me on this episode.

599: Optimizing the Value of Your Sales Intelligence. With Henry Schuck

Mon, 20 Nov 2017 08:00:00 -0000

Henry Schuck, Co-Founder and CEO at DiscoverOrg, joins me on this episode.

598: Win with a Disciplined Sales Process. With Bridget Gleason. And special guest, Phill Keene

Fri, 17 Nov 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Phill Keene, Director of Sales at Costello.

AndyPaul.com/598

597: Increase Your Call Planning Effectiveness. With Matt Sniff

Wed, 15 Nov 2017 08:00:00 -0000

Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode.

596: Think Like a Marketer to Build Your Sales Brand. With John Jantsch

Mon, 13 Nov 2017 08:00:00 -0000

John Jantsch, President at Duct Tape Marketing, joins me on this episode.

595: Sure-Fire Ways to Grab the Attention of Buyers. With Bridget Gleason. And special guest, Braydan Young

Fri, 10 Nov 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Braydan Young, Co-Founder of Sendoso.

AndyPaul.com/595

594: Don’t Surrender to Your Confirmation Bias. With George Brontén

Wed, 08 Nov 2017 08:00:00 -0000

George Brontén, CEO of Membrain, joins me for the second time on this episode.

593: Virtual Agents, AI and Sales. With Diego Ventura

Mon, 06 Nov 2017 08:00:00 -0000

Diego Ventura, CEO at noHold, Inc., joins me on this episode.

592: How to Start More Sales Conversations. With Bridget Gleason. And special guest, Ryan O’Donnell

Fri, 03 Nov 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Ryan O’Donnell, CEO of SellHack and Replyify.

AndyPaul.com/592

591: Why you Need to Sell for the Category King. (Or Quit.) With Christopher Lochhead

Wed, 01 Nov 2017 07:00:00 -0000

Christopher Lochhead, the host of Legends & Losers Podcast, retired Silicon Valley executive, and co-author of Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets, joins me on this episode.

590: The Future is Now in Sales. With Sam Mallikarjunan

Mon, 30 Oct 2017 07:00:00 -0000

Sam Mallikarjunan, Executive Strategist at HubSpot, and author of Inbound Commerce — How to Sell Better Than Amazon, joins me on this episode.

589: A Listener Asks, “What is the Best Action for a New Entrepreneur to take?” Also, Books. With Bridget Gleason

Fri, 27 Oct 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

AndyPaul.com/589

588: The Simple Formula for Success at Work and In Life. With Keith Ferrazzi

Wed, 25 Oct 2017 07:00:00 -0000

Keith Ferrazzi, Founder and Chairman of Ferrazzi Greenlight, and author of NYT bestsellers, Never Eat Alone: And Other Secrets to Success One Relationship at a Time and Who’s Got Your Back: The Breakthrough Program to Build Deep Trusting Relationships that Create Success and Won’t Let You Fail, joins me on this episode.

587: Trust is the Real Sales Accelerator. With Stephen M. R. Covey

Mon, 23 Oct 2017 07:00:00 -0000

Stephen M. R. Covey, Co-Founder and CEO of Coveylink Worldwide, and author of the worldwide bestseller, The Speed of Trust: The One Thing that Changes Everything, joins me on this episode.

AndyPaul.com/587

586: Setting Priorities to Increase Productivity. With Bridget Gleason

Fri, 20 Oct 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

AndyPaul.com/586

585: Be Obsessed With Serving and Learning. With Grant Cardone

Wed, 18 Oct 2017 07:00:00 -0000

Grant Cardone, speaker, CEO of Cardone Enterprises, and bestselling author of several books, including, Be Obsessed Or Be Average, joins me on this episode.

584: How Leaders Engage and Inspire Others. With Kevin Kruse

Mon, 16 Oct 2017 07:00:00 -0000

Kevin Kruse, Founder and CEO of Leadx.org, host of the Leadx podcast, and author of 15 Secrets Successful People Know About Time Management: The Productivity Habits of 7 Billionaires, 13 Olympic Athletes, 29 Straight-A Students, and 239 Entrepreneurs, joins me for the second time on this episode.

583: Should You Be Certified to Sell B2B? With Bridget Gleason

Fri, 13 Oct 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

582: The Uniquely Human Behaviors We Need in Sales. With Geoff Colvin

Wed, 11 Oct 2017 07:00:00 -0000

Geoff Colvin, Senior Editor at Large, Fortune Magazine, and the New York Times bestselling author of Talent is Overrated: What Really Separates World-Class Performers from Everybody Else, and Humans Are Underrated: What High Achievers Know That Brilliant Machines Never Will, joins me on this episode.

581: Develop the Habits That Can Change Your Life. With Marshall Goldsmith

Mon, 09 Oct 2017 07:00:00 -0000

Marshall Goldsmith, one of the most influential business thinkers in the world, the number one leadership thinker in the world, and the author of multiple books, including Mojo: How to Get it, How to Keep it, How to Get it Back if You Lose it, What Got You Here Won’t Get You There: How Successful People Become Even More Successful, and Triggers: Creating Behavior That Lasts — Becoming the Person You Want to Be, joins me on this episode.

580: Our 100th Show. What’s changed in sales since #1? With Bridget Gleason

Fri, 06 Oct 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

579: Sales Relationships Cannot be Automated. With Tiffani Bova

Wed, 04 Oct 2017 07:00:00 -0000

Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce.com, joins me on this episode.

AndyPaul.com/579

Accelerate.fm/accelerate

578: Optimize the Customer Sales Experience to Win More. With Jay Baer

Mon, 02 Oct 2017 07:00:00 -0000

Jay Baer, digital marketing expert, online customer service expert, and author of several NYT bestselling books, including Youtility and Hug Your Haters, joins me on this episode.

577: Why Empathy Matters. With Bridget Gleason

Fri, 29 Sep 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

AndyPaul.com/577

Accelerate.fm/accelerate

576: Sales Enablement for Sales Teams. With Robert Wahbe

Thu, 28 Sep 2017 07:00:00 -0000

Robert Wahbe, Co-Founder and CEO at Highspot, joins me on this episode.

575: Sales Enablement Improves Sales Productivity. With Brian Lambert

Wed, 27 Sep 2017 07:00:00 -0000

Brian Lambert, Senior Director, Sales & Service Enablement Solutions at Charter Communications, and Co-Founder of the Sales Enablement Society, joins me on this episode.

574: How Superconsumers Drive Your B2B Sales Growth. With Eddie Yoon

Tue, 26 Sep 2017 07:00:00 -0000

Eddie Yoon, Founder of EddieWouldGrow, and author of Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth, joins me on this episode.

573: The Structure of a Closing Call. With Kayvon

Mon, 25 Sep 2017 07:00:00 -0000

Kayvon, The One Call Closer™, International Sales Trainer, Speaker, and Consultant, joins me on this episode.

572: How to Hire the First Salesperson for a Startup. With Bridget Gleason

Fri, 22 Sep 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

571: Driving Sales Enablement with Knowledge Management. With Rick Nucci

Thu, 21 Sep 2017 07:00:00 -0000

Rick Nucci, Co-founder and CEO of Guru, joins me on this episode.

570: Using Funnel Metrics to Close More Deals. With Matt Ostanik

Wed, 20 Sep 2017 07:00:00 -0000

Matt Ostanik, Founder and CEO of FunnelWise, joins me on this episode.

569: Should you become a Certified Sales Professional? With Willis Turner

Tue, 19 Sep 2017 07:00:00 -0000

Willis Turner, President and CEO of SMEI, Sales and Marketing Executives International, Inc., joins me on this episode.

568: The Science of Effective Presentations. With Nadjya Ghausi

Mon, 18 Sep 2017 07:00:00 -0000

Nadjya Ghausi, VP of Marketing at Prezi, joins me on this episode.

567: Overcoming Resistance to Being Coached. With Bridget Gleason

Fri, 15 Sep 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

566: Bots and AI for Chat in Sales. With David Brunner

Thu, 14 Sep 2017 07:00:00 -0000

David Brunner, CEO and Founder of ModuleQ, joins me for the second time on this episode of #Accelerate! Also, listen to David’s first episode, #200.

565: The Five Hallmarks of High-Performing Sales Organizations. With Norman Behar

Wed, 13 Sep 2017 07:00:00 -0000

Norman Behar, CEO & Managing Director at Sales Readiness Group, joins me for the second time on this episode of #Accelerate! Also listen to Norman’s first episode, #318.

564: Improve Your Close Rates and Build Your Brand. With Chris Smith

Tue, 12 Sep 2017 07:00:00 -0000

Chris Smith, CEO of Curaytor, and author of the best-selling book, The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, joins me on this episode.

563: Leverage Social Media in Account-Based Selling. With Garrett Mehrguth

Mon, 11 Sep 2017 07:00:00 -0000

Garrett Mehrguth, CEO of Directive Consulting, joins me on this episode.

562: How to Generate Product Qualified Leads. With Bridget Gleason and Mitch Morando

Fri, 08 Sep 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

561: Buyer Aware Account-Based Selling. With Darlene Mann

Thu, 07 Sep 2017 07:00:00 -0000

Darlene Mann, Co-founder, President, and COO at Akoonu, joins me on this episode.

560: The Value of Salespeople According to B2B Buyers. With Steve Martin and Katie Bullard

Wed, 06 Sep 2017 07:00:00 -0000

Steve Martin, technology sales author, sales researcher, Founder of Heavy Hitter Sales Training, and adjunct Professor at USC, and Katie Bullard, Chief Growth Officer at DiscoverOrg, join me on this episode.

559: How to ‘Ingage’ Your Sales Team and Customers. With Evan Hackel

Tue, 05 Sep 2017 07:00:00 -0000

Evan Hackel, CEO of Ingage Consulting, CEO of Tortal Training, and author of the book, Ingaging Leadership: 21 Steps to Elevate Your Business, joins me on this episode.

558: A Millennial Sales Rep Joins Us to Talk about Selling. With Bridget Gleason

Fri, 01 Sep 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

AndyPaul.com/558

557: How to Create Accurate and Realistic Sales Forecasts. With David Griffin

Thu, 31 Aug 2017 07:00:00 -0000

David Griffin, CEO of Vortini, a sales forecasting system, joins me on this episode.

556: Achieving Excellence in Work and Life. With Subir Chowdhury

Wed, 30 Aug 2017 07:00:00 -0000

Subir Chowdhury, CEO of ASI Consulting Group and author of The Difference: When Good Enough Isn’t Enough, joins me on this episode.

555: How to Be a Power Connector. With Judy Robinett

Tue, 29 Aug 2017 07:00:00 -0000

Judy Robinett, startup funding expert, advisor to investors and startups, and author of a great book, titled, How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits, joins me on this episode.

554: A New Approach to Ongoing Sales Training. With Conner Burt

Mon, 28 Aug 2017 07:00:00 -0000

Conner Burt, COO at Lessonly, joins me on this episode.

553: Push Your Limits to Achieve the Impossible. With Dan Waldschmidt

Sun, 27 Aug 2017 07:00:00 -0000

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

552: Accelerate! Expresso

Sat, 26 Aug 2017 07:00:00 -0000

551: Connecting, collaborating and building relationships. With Bridget Gleason

Fri, 25 Aug 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

550: Account-based Orchestration for B2B Sales. With Srihari Kumar

Thu, 24 Aug 2017 07:00:00 -0000

Srihari Kumar, CEO of ZenIQ, and AI-driven account-based orchestration system, joins me on this episode.

549: Align Your Marketing and Sales Teams to Increase Your Revenue. With Hugh MacFarlane

Wed, 23 Aug 2017 07:00:00 -0000

Hugh MacFarlane, originator of ‘The Buyer’s Journey,’ author of The Leaky Funnel, and Founder and CEO of Align.Me, joins me on this episode.

548: 4 Cornerstone Habits That Drive Our Success. With Randall Bell

Tue, 22 Aug 2017 07:00:00 -0000

Randall Bell, CEO of the Landmark Research Group, and author of Me We Do Be: The Four Cornerstones of Success, joins me on this episode.

547: How to Build Your Authority with Effective PR. With Josh Elledge

Mon, 21 Aug 2017 07:00:00 -0000

Josh Elledge, Founder of upendPR and Chief Executive of SavingsAngel, joins me on this episode.

546: Keep Your Sales as Simple as Possible. With Bridget Gleason.

Sun, 20 Aug 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

545: Accelerate! Expresso

Sat, 19 Aug 2017 07:00:00 -0000

544: Books to Elevate Your Attitude and Change Your Behavior. With Bridget Gleason

Fri, 18 Aug 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

543: Does Sales & Marketing Intelligence Democratize Sales Growth? With Katie Bullard

Thu, 17 Aug 2017 07:00:00 -0000

Katie Bullard, Chief Growth Officer at DiscoverOrg, joins me on this episode.

542: How to Make Content Marketing Work for You. With Drew Neisser

Wed, 16 Aug 2017 07:00:00 -0000

Drew Neisser, Founder and CEO of Renegade, a leading marketing agency, joins me for the second time on this episode.

541: How the Sales Process is Evolving. With David J.P. “DFish” Fisher

Tue, 15 Aug 2017 07:00:00 -0000

David JP “DFish” Fisher, keynote speaker, and author of Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection, joins me for the second time on this episode.

540: The Importance of Principles vs. Methods in Sales. With John Rossman

Mon, 14 Aug 2017 07:00:00 -0000

John Rossman, author of The Amazon Way on IoT: 10 Principles for Every Leader from the World's Leading Internet of Things Strategies, and The Amazon Way: 14 Leadership Principles Behind the World's Most Disruptive Company, joins me on this episode.

539: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back with Townsend Wardlaw.

Sun, 13 Aug 2017 07:00:00 -0000

Townsend Wardlaw is a sales transformation architect. In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the common rationalizations that sales reps use to justify inaction in the face of their fears; whether it is fear of prospecting, fear of presenting or fear of asking for the order. He talks about the lessons he learned overcoming his own paralyzing anxieties of public speaking, and how you can use them in your own selling. Everyone in sales has fears about some aspect of selling. But they don’t have to hold you back! You definitely want to listen to this episode!

538: Accelerate! Expresso

Sat, 12 Aug 2017 07:00:00 -0000

537: Empathy: In Shorter Supply as Demand Increases. With Bridget Gleason

Fri, 11 Aug 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

536: Use AI on Sales Calls to Increase Rep Productivity. With Sabrina Atienza

Thu, 10 Aug 2017 07:00:00 -0000

Sabrina Atienza, Founder and CEO of Qurious.io, joins me on this episode.

535: Why Best Practices are Stupid. With Stephen Shapiro

Wed, 09 Aug 2017 07:00:00 -0000

Stephen Shapiro, Hall of Fame speaker, and author of a few books, including Best Practices are Stupid: 40 Ways to Out-Innovate the Competition, joins me on this episode.

534: Closing Starts at the Beginning of a Deal. With Anthony Iannarino

Tue, 08 Aug 2017 07:00:00 -0000

Anthony Iannarino, best-selling author of The Only Sales Guide You’ll Ever Need, and author of the new book, The Lost Art of Closing: Winning the Ten Commitments that Drive Sales, joins me for the fourth time on this episode.

533: Why a Greater Focus on the Buyer is Essential. With Robert Koehler

Mon, 07 Aug 2017 07:00:00 -0000

Robert Koehler, Director of Consulting at TOPO, joins me on this episode.

532: Accelerate! Expresso

Sun, 06 Aug 2017 07:00:00 -0000

531: How to Build Trust to Win New Customer Business. With Karl Sakas

Sat, 05 Aug 2017 07:00:00 -0000

Karl Sakas, Founder and CEO of Sakas & Company, and author of a couple of books, including his latest, Made to Lead, joins me on this episode.

530: Do Buyers Benefit from Sales Automation? With Bridget Gleason

Fri, 04 Aug 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

529: Using Automation to Enhance the Human Element of Sales. With Kyle Porter

Thu, 03 Aug 2017 07:00:00 -0000

Kyle Porter, CEO and Founder of SalesLoft, joins me for the second time on this episode.

528: How to Fix the Failing Sales Model. With Jacco vanderKooij

Wed, 02 Aug 2017 07:00:00 -0000

Jacco vanderKooij, Founder and CEO of Winning by Design, joins me on this episode.

527: The Mindset to Sell like a Mad Genius. With Randy Gage

Tue, 01 Aug 2017 07:00:00 -0000

Randy Gage, bestselling author and leading speaker on success and prosperity, and President of the Prosperity Factory, joins me on this episode.

526: Rethinking Sales for the 21st Century. With Chris Ortolano

Mon, 31 Jul 2017 07:00:00 -0000

Chris Ortolano, Sales Productivity Partner at Outbound Edge, and Chapter President of the AA-ISP in Portland, Oregon, joins me on this episode.

525: Accelerate! Expresso

Sun, 30 Jul 2017 07:00:00 -0000

524: How to be resilient when life sucks. With Allison Graham

Sat, 29 Jul 2017 07:00:00 -0000

Allison Graham, consultant, and author of Married My Mom Birthed A Dog: How to be Resilient When Life Sucks, joins me on this episode.

523: Coping with the Ups and Downs of Sales and Life. With Bridget Gleason

Fri, 28 Jul 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

522: How to Accelerate Sales with AI and Machine Learning. With Roy Raanani

Thu, 27 Jul 2017 07:00:00 -0000

Roy Raanani, CEO and Co-Founder of Chorus.ai, joins me on this episode.

521: The True Measure of Sales Productivity. With Erol Toker

Wed, 26 Jul 2017 07:00:00 -0000

Erol Toker, Founder and CEO of Truly, joins me on this episode.

520: The Key Traits of High-Performing B2B Marketing Teams. With Mathew Sweezey

Tue, 25 Jul 2017 07:00:00 -0000

Mathew Sweezey, an author, keynote speaker, and Principal of Marketing Insights at Salesforce.com, joins me on this episode.

519: Tracking Account-Based Marketing Success. With Andrew Sinclair

Mon, 24 Jul 2017 07:00:00 -0000

Andrew Sinclair, Founder of Lane Four, an account-based sales and marketing application, joins me on this episode.

518: Accelerate! Expresso

Sun, 23 Jul 2017 07:00:00 -0000

517: Sales Secrets and Hiring Hints for Startup Success. With Pat Helmers

Sat, 22 Jul 2017 07:00:00 -0000

Pat Helmers, author of the Selling with Confidence sales system, and host of the Sales Babble podcast, joins me on this episode.

516: Do Sales Quotas Lose Meaning if Too Few Meet Them? With Bridget Gleason

Fri, 21 Jul 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

515: Let AI Nudge You into Sales Relationships. With Paul Teshima

Thu, 20 Jul 2017 07:00:00 -0000

Paul Teshima, Co-Founder and CEO of Nudge.ai, joins me on this episode.

514: BAM! Pow! The One-Two Punch of Knockout Prospectors. With Tony Hughes

Wed, 19 Jul 2017 07:00:00 -0000

Tony Hughes, Founder and Managing Director of RSVP Selling, blogger, and author of a couple of books, including The Joshua Principle, and his latest book, Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales, joins me for the second time on this episode.

513: Curiosity Might Have Killed the Cat. But, a Lack of Curiosity Definitely Kills the Sale. With Babette Ten Haken

Tue, 18 Jul 2017 07:00:00 -0000

Babette Ten Haken, Founder and President of Sales Aerobics for Engineers®, LLC, joins me for the second time on this episode.

512: 10X Your Effectiveness with Engaged Leadership. With Stephen Moulton

Mon, 17 Jul 2017 07:00:00 -0000

Stephen Moulton, President of Action Insight, and author of The CEO's Advantage: 7 Keys for Hiring Extraordinary Leaders, joins me on this episode.

511: Accelerate! Expresso

Sun, 16 Jul 2017 07:00:00 -0000

510: Coaching Digital Natives to Make Human Connections. With Dan Negroni

Sat, 15 Jul 2017 07:00:00 -0000

Dan Negroni, Founder and CEO of Launchbox, and author of Chasing Relevance: 6 Steps to Understand, Engage, and Maximize Next Generation Leaders in the Workplace, joins me on this episode.

509: The Key Character Traits of Successful Sales Reps. With Bridget Gleason

Fri, 14 Jul 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

508: How to Modernize Your Customer Sales Experience. With Daniel Rodriguez

Thu, 13 Jul 2017 07:00:00 -0000

Daniel Rodriguez, VP of Marketing at Seismic Software, joins me on this episode.

507: How to Identify Product Qualified Leads. With Mitch Morando

Wed, 12 Jul 2017 07:00:00 -0000

Mitch Morando, Founder and CEO of Whalr, helping sales teams identify product qualified leads, joins me on this episode.

506: The Swagger Mindset of Top Performers. With Joe Gianni

Tue, 11 Jul 2017 07:00:00 -0000

Joe Gianni, CEO and President of 2logical Inc., a training company, based in Rochester, NY, and author of Swagger: The Way of the Sway to Sales and Life Success, joins me on this episode.

505: 5 Proven Habits of Number One Performers. With Scott Ingram

Mon, 10 Jul 2017 07:00:00 -0000

Scott Ingram, a practicing salesperson in his day job, and moonlighting as host of the Sales Success Stories Podcast, joins me on this episode.

504: Accelerate! Expresso

Sun, 09 Jul 2017 07:00:00 -0000

503: The Future of Marketing is Now. With Jon Wuebben

Sat, 08 Jul 2017 07:00:00 -0000

Jon Wuebben, Founder and CEO of Content Launch, author of Content is Currency: Developing Powerful Content for Web and Mobile, and Future Marketing: Winning in the Prosumer Age, joins me for the second time on this episode.

502: From Crazy to Caring. Why Bosses Matter. With Bridget Gleason

Fri, 07 Jul 2017 07:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

501: The Value of Software Review Sites. With Bertrand Hazard

Thu, 06 Jul 2017 07:00:00 -0000

Bertrand Hazard, VP of Marketing at TrustRadius, joins me on this episode.

Episode 500: Social Selling is Simply Selling With Koka Sexton

Wed, 05 Jul 2017 07:00:00 -0000

Beyond the buzzwords, are any sales behaviors really anything different from each other? Koka Sexton, Global Industry Principal for Social Selling at Hootsuite, and formerly of LinkedIn, joins me on this episode.

REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath

Tue, 04 Jul 2017 07:00:00 -0000

** Originally released on December 15th, 2017 **

Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.

REPLAY of Episode 259: High Profit Prospecting. With Mark Hunter

Mon, 03 Jul 2017 07:00:00 -0000

** Originally released on September 21st, 2016 **

Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss are why salespeople are better off investing more time with fewer prospects, how to find and make contact with high-profit prospects and the short questions that turn into long, substantive conversations with buyers.

Accelerate! Expresso #12

Sun, 02 Jul 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Townsend Wardlaw, Tim Wackel, Harry Mills, Andy Fowler, Bridget Gleason and Nancy Bleeke.

Episode 499: Sales Behaviors That Make It Easier To Engage with Buyers With Nancy Bleeke

Sat, 01 Jul 2017 07:00:00 -0000

What actions and methods are you taking to make sure buyers want to talk to you? Nancy Bleeke, President and Chief Sales Officer of Sales Pro Insider, and author of a great book called, Conversations That Sell, joins me for the second time on this episode.

Episode 498: What are your sales principles? With Bridget Gleason

Fri, 30 Jun 2017 07:00:00 -0000

How can you move beyond closing deals to true greatness? Strong principles are a great place to start.

Episode 497: Is Your CRM Designed for Managers or to Help Salespeople Build Relationships with Buyers? With Andy Fowler

Thu, 29 Jun 2017 07:00:00 -0000

In this episode, we discuss CRM technology. Andy Fowler, Co-Founder and CTO of Nutshell CRM, joins me on this episode.

Episode 496: You Don’t Close Buyers. They Persuade Themselves. With Harry Mills

Wed, 28 Jun 2017 07:00:00 -0000

What is sales if not persuasion and influence? Harry Mills counteracts popular myths about the profession in this episode. Harry Mills, author of a new book called Zero Resistance: The Science and Secrets of Supercharging Your Sales by Eliminating Buyer Skepticism and Mistrust, joins me.

Episode 495: Learn How to Create a Killer Presentation by Asking the Right Questions with Tim Wackel

Tue, 27 Jun 2017 07:00:00 -0000

The presentation is a pivotal moment of your sales process. Are you ready to level up your presentation game? Tim Wackel, top sales trainer and leading expert on making better sales presentations, joins me for the second time on this episode.

Episode 494: Quick Fixes for Poor Sales Productivity With Townsend Wardlaw

Mon, 26 Jun 2017 07:00:00 -0000

Sales productivity is the ever-present challenges for sales leaders. How can you achieve more with the team you have already? Townsend Wardlaw, sales transformation architect, joins me for the second time on this episode.

Episode 493: How To Build Your No Sweat Elevator Pitch With Fred Miller

Sat, 24 Jun 2017 07:00:00 -0000

One of the most classic terms in sales is the 'elevator pitch' - but what does it really mean, especially today? Fred Miller, author of the new book, The No Sweat Elevator Speech!: How to Craft YOUR Elevator Speech Floor by Floor, with No Sweat! joins me on this episode.

Episode 492: Are You Prepared to Achieve Your Career Goals? With Bridget Gleason

Fri, 23 Jun 2017 07:00:00 -0000

Finding a mentor, visualizing success, and putting in the hours are all part of a successful career in sales. But are you really doing what it takes? Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 491: A Pattern of Note-taking Drives Sales Success w/ Derek Draper

Thu, 22 Jun 2017 07:00:00 -0000

In this episode, we think about what note-taking means for sales reps as a discipline. Derek Draper, CEO of Pattern, an application that’s an enterprise notepad for sales teams, joins me on this episode.

Episode 490: The Essential Steps that Influence Your Customers’ Decision-Making w/ Barry Schwartz

Wed, 21 Jun 2017 07:00:00 -0000

This episode talks through a few of the key ways of thinking that top sellers employ to expand their influence. Barry Schwartz, Author of multiple bestsellers, including the classic book on decision-making, The Paradox of Choice: Why Less is More, joins me on this episode of #Accelerate!

Episode 489: The Key Traits of the Successful Salesperson w/ Mark Cox

Tue, 20 Jun 2017 07:00:00 -0000

Across all sellers, there are some consistent qualities that make some people the best. Mark Cox, Managing Partner of In The Funnel, a sales consulting firm based in Toronto, joins me on this episode of #Accelerate!

Episode 488: How to Become a Top Sales Manager w/ Kevin Davis

Mon, 19 Jun 2017 07:00:00 -0000

Sales management is tough to get right, and is certainly not for everyone. This episode discusses how to get sales management right the first time. Kevin Davis, President of Top Line Leadership, and author of multiple books, including his latest, The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top, joins me for the second time on this episode.

Accelerate! Expresso #11

Sun, 18 Jun 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Kelly Riggs, David Allen, Evan Carmichael, Michael Africk, Bridget Gleason and Eric Taussig.

Episode 487: Boosting Sales Productivity with a Virtual Assistant w/ Eric Taussig

Sat, 17 Jun 2017 07:00:00 -0000

This episode elaborates on the value of personal productivity, and how you can augment your skills with a virtual assistant. Eric Taussig, Co-Founder and CEO of Prialto, which helps executives and companies improve their productivity through the application of technology and a global workforce, joins me on this episode.

Episode 486: Balancing summer vacations, travel, family and work w/ Bridget Gleason

Fri, 16 Jun 2017 07:00:00 -0000

Sometimes travel is just a part of the sales life. How do you balance work travel, personal travel, and life? Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 485: Creating Campaigns People Want to Share w/ Michael Africk

Thu, 15 Jun 2017 07:00:00 -0000

Messaging and generating buzz is not just the responsibility of the marketing department. In sales, messaging is part of your every day existence. Michael Africk, Serial entrepreneur, and CEO/Founder at Inmoji, and a recording artist, joins me on this episode.

Episode 484: What’s Your One Word w/ Evan Carmichael

Wed, 14 Jun 2017 07:00:00 -0000

More than a mantra, or a pithy phrase - your one word is the thing that keeps you going through good times and bad. Evan Carmichael, Author of the new book, Your One Word, joins me for the second time on this episode.

Episode 483: How to Get the Right Things Done w/ David Allen

Tue, 13 Jun 2017 07:00:00 -0000

How do you know you are investing your time wisely? In this episode, we find the answer, and much more. David Allen, Founder of David Allen Company, and author of three bestselling books, including the all-time classic, Getting Things Done: The Art of Stress-free Productivity, joins me on this episode.

Episode 482: Leading a Four Generation Sales Team w/ Kelly Riggs

Mon, 12 Jun 2017 07:00:00 -0000

Every generation has its differences - what do you do when you are asked to lead a team across four of them? Kelly Riggs, Creator of the Business Locker Room, author of Quit Whining and Start Selling, speaker, podcaster, and Co-Founder of Counter Mentors, joins me on this episode.

Accelerate! Expresso #10

Sun, 11 Jun 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Cory Bray, Matt Bertuzzi, Jeffrey Hayzlett, Oleg Rogynskyy, Bridget Gleason and Ian Moyse.

Episode 481: How to Get Your Next Job with Social Selling w/ Ian Moyse

Sat, 10 Jun 2017 07:00:00 -0000

In this episode, we describe how sales reps can improve their social selling skills one step at at a time.

Ian Moyse, UK Sales Director at Natterbox, and a cloud and social selling specialist, joins me on this episode of #Accelerate!

480: Cold Calling — What it Means for You w/ Bridget Gleason

Fri, 09 Jun 2017 07:00:00 -0000

Cold calling is one of the most dreaded yet most valuable activities a sales rep can do. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

479: How to Understand and Use Sales Data w/ Oleg Rogynskyy

Thu, 08 Jun 2017 07:00:00 -0000

Sales data is pivotal to the modern sales process. Here we unlock some of its most valuable secrets. Oleg Rogynskyy, Founder and CEO of People.ai, a sales management platform based on hard data, joins me on this episode.

Episode 478: How to Sell to the C-Suite w/ Jeffrey Hayzlett

Wed, 07 Jun 2017 07:00:00 -0000

The C-Suite is valuable and elusive, but there are common threads sellers can pick up on to gain an edge. Jeffrey Hayzlett, CEO of Hayzlett Group, Founder and Chairman of C-Suite Network, C-Suite TV, and C-Suite Advisors, joins me on this episode.

Episode 477: The Value of Sales Ops w/ Matt Bertuzzi

Tue, 06 Jun 2017 07:00:00 -0000

Sales operations is often an unsung role with massive potential for the organization. Matt Bertuzzi, who runs sales and marketing ops at The Bridge Group, and who is author of the new book, Lightning Sales Ops, joins me on this episode.

Episode 476: How to Automate Sales Coaching w/ Cory Bray

Mon, 05 Jun 2017 07:00:00 -0000

Today's episode unveils valuable advice on sales coaching, and how to do more with less. Cory Bray, CEO of ClozeLoop, formerly known as CareerSofia, joins me on this episode.

Accelerate! Expresso #09

Sun, 04 Jun 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Doug Sandler, Kristen Zhivago, Perry Marshall, Steven Benson, Bridget Gleason and Peter Winick

475: If You’re In Sales, Influence is Your Job w/ Peter Winick

Sat, 03 Jun 2017 07:00:00 -0000

In this episode, we talk influence, persuasion, and effectiveness of sales reps. Peter Winick, Founder and CEO of Thought Leadership Leverage, joins me on this episode.

Episode 474: Don’t Be a Lazy and Lousy Interviewer w/ Bridget Gleason

Fri, 02 Jun 2017 07:00:00 -0000

A great interview or a terrible interview in sales hinges on a few key strategies and tactics. Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 473: Maximize the Selling Time of Field Sales Reps w/ Steven Benson

Thu, 01 Jun 2017 07:00:00 -0000

Selling time is notoriously sapped by many distractions and time-wasters for sellers. In this episode, we dig deep on sales productivity. Steven Benson, CEO of BadgerMapping.com, joins me on this episode.

Episode 472: 80 20 Sales and Marketing | How to Apply the 80/20 Rule to Your Sales w/ Perry Marshall

Wed, 31 May 2017 07:00:00 -0000

In this episode, we apply the Pareto Principle to the concepts of sales and marketing.

Perry Marshall, bestselling author of 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More, joins me on this episode.

Episode 471: Sell How Your Customers Want to Buy w/ Kristin Zhivago

Tue, 30 May 2017 07:00:00 -0000

In this episode, we elaborate on how so much of the purchase decision happens without a sales rep present, and what smart reps can do about it.

Kristin Zhivago, President at CloudPotential, and author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, joins me on this episode.

Episode 470: How to Win By Being Nice w/ Doug Sandler

Mon, 29 May 2017 07:00:00 -0000

"Nice guys finish last" is not only false, it is misleading.

Doug Sandler, blogger, host of the Nice Guys on Business podcast, and author of Nice Guys Finish First, joins me on this episode of #Accelerate!

Accelerate! Expresso #08

Sun, 28 May 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Lee Caraher, William Wickey, Sharon Drew Morgan, Michael FitzGerald, Bridget Gleason and Shawn Finder.

Episode 469: Reduce Wasted Sales Time with Clean Data w/ Shawn Finder

Sat, 27 May 2017 07:00:00 -0000

The value of an outbound prospecting strategy is only as effective as the data you use to build your lists.

Shawn Finder, CEO of ExchangeLeads, joins me on this episode.

Episode 468: Using Questions to Mentor Sales Reps w/ Bridget Gleason

Fri, 26 May 2017 07:00:00 -0000

When we think of questions in sales, we often think of discovery. But discovery is useful for more than just customers.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 467: How to Use CRM to Nudge Sales Forward and Get Things Done w/ Michael FitzGerald

Thu, 25 May 2017 07:00:00 -0000

Nothing is more crucial in sales operations than a reliable single source of truth.

Michael FitzGerald, CEO at OnePageCRM, joins me on this episode of #Accelerate!

Episode 465: Top Trends in B2B Sales and Marketing w/ William Wickey

Tue, 23 May 2017 07:00:00 -0000

For sales reps, collaborating with marketing can be one of the most fruitful internal strategies.

William Wickey, Senior Manager of Content and Media Strategy at LeadGenius, and one of the authors of an ebook, 2017 Trends & Tech Guide for B2B Sales & Marketing, joins me on this episode.

Episode 464: How to Inspire Lifetime Loyalty with Employees w/ Lee Caraher

Mon, 22 May 2017 07:00:00 -0000

Nothing is more valuable to a company than its employees. That is why building and fostering loyalty with employees is one of the highest callings of a leader.

Lee Caraher, CEO of Double Forte digital agency in San Francisco, keynote speaker, and author of Millennials in Management, The Essential Guide to Making it Work at Work, and most recently, The Boomerang Principle: Inspire Lifetime Loyalty from Your Employees, joins me for the second time on this episode. You can also listen to Episode #079 to hear Lee’s first interview.

Accelerate! Expresso #07

Sun, 21 May 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: David A. Fields, John H. Johnson, Mike Kunkle, Amit Bendov, Bridget Gleason and Elise Mitchell.

Episode 463: Leading Through the Turn w/ Elise Mitchell

Sat, 20 May 2017 07:00:00 -0000

Sales is a profession in need of leadership. In this episode, we filter through the noise to uncover true leadership skills.

Elise Mitchell, CEO of Mitchell Communications Group, and CEO of Dentsu Aegis Public Relations Network, as well as the author of a very interesting book, Leading Through the Turn: How a Journey Mindset Can Help Leaders Find Success and Significance, joins me on this episode.

Episode 462: How to Get the Most From a Sales Book w/ Bridget Gleason

Fri, 19 May 2017 07:00:00 -0000

There are more sales gurus than imaginable - how do you extract value from the right sales books?

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 461: Improve Call Coaching with Intelligent Call Summaries w/ Amit Bendov

Thu, 18 May 2017 07:00:00 -0000

Note - this is about sales software circa 2017. To learn about the latest in sales software, please visit www.ringdna.com/conversationai

Amit Bendov, CEO and Co-Founder of Gong.io, joins me on this episode.

Episode 460: How to use Systems to Accelerate Sales w/ Mike Kunkle

Wed, 17 May 2017 07:00:00 -0000

Selling is more than just being persuasive and building relationships, it involves methodologies and systems.

Mike Kunkle, widely recognized sales transformation strategist, practitioner, speaker, and writer, joins me on this episode.

Episode 459: How to Use Data Thoughtfully to Increase Your Sales w/ John H. Johnson

Tue, 16 May 2017 07:00:00 -0000

In this episode, we consider what the constant drip of data means for salespeople, and how to most effectively optimize your selling strategy based on the metrics.

John H. Johnson, President and CEO at Edgeworth Economics, keynote speaker, and co-author of Everydata: The Misinformation Hidden in the Little Data You Consume Everyday, joins me on this episode.

Episode 458: Thinking Right Side Up About Sales w/ David A. Fields.

Mon, 15 May 2017 07:00:00 -0000

The customer is always a priority, but sometimes we can lose sight of that in sales. In this episode, we consider how to avoid that trap.

Accelerate! Expresso #06

Sun, 14 May 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Sally Duby, Josiane Feigon, Lincoln Murphy, Philip Schweizer, Bridget Gleason and Alex Berman

Episode 457: Building and Hiring for a Startup w/ Alex Berman

Sat, 13 May 2017 07:00:00 -0000

Joining or founding a startup is a thrill, but building a working sales process from scratch is notoriously difficult.

Alex Berman, Co-Founder of Experiment27 (X27), a company that provides lead generation services for digital agencies, joins me on this episode.

Episode 456: How to Outrun the Competition w/ Bridget Gleason

Fri, 12 May 2017 07:00:00 -0000

In this episode, we dive into the foundations of competitive selling, and provide practical tips for leaders looking to outrun tough competitors.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

Episode 455: How to Prioritize Your Hottest Leads w/ Philip Schweizer

Thu, 11 May 2017 07:00:00 -0000

In this episode, we discuss the value of the inbound lead, and what steps leaders should take to ensure they receive the treatment they deserve.

Philip Schweizer, CEO of SalesWings, a sales engagement company based in Switzerland, joins me on this episode.

Episode 454: The Ins and Outs of Customer Success w/ Lincoln Murphy

Wed, 10 May 2017 07:00:00 -0000

In this podcast, we decipher the mysteries of customer success, and cover how that role should play out in the overall revenue scope.

Lincoln Murphy, Customer Success Architect and Mentor at Storm Ventures, and co-author of Customer Success: How Innovative Companies Can Reduce Churn and Grow Recurring Revenue, joins me on this episode.

Episode 453: Future Sales Trends and Beyond w/ Josiane Feigon

Tue, 09 May 2017 07:00:00 -0000

In this episode, we look into the sales crystal ball to see how the profession will evolve in the near future. Josiane Feigon, sales futurist, Founder of TeleSmart Communications, Inc., and the author of Smart Sales Manager, and Smart Selling on the Phone and Online, joins me on this episode.

Episode 452: All About Inside Sales and SDRs w/ Sally Duby

Mon, 08 May 2017 07:00:00 -0000

In this episode, we get deep on sales ops, covering how inside sales and SDR teams can be more effective and better enabled.

Sally Duby, West Coast General Manager of the Bridge Group, Inc., and inside sales and sales development expert, joins me on this episode.

Accelerate! Expresso #05

Sun, 07 May 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Doug Devitre, David Hoffeld, Justin Gray, Michael Bungay Stanier, Bridget Gleason & Anthony Iannarino and Sharon Gillenwater

Episode 451: How to Engage the C-Suite w/ Sharon Gillenwate

Sat, 06 May 2017 07:00:00 -0000

In this episode, we have a conversation about the elusive yet valuable C-suite buyer, and how sales reps can optimize for success. Sharon Gillenwater, Founder of Boardroom Insiders, and CXO engagement strategy expert, joins me on this episode.

Episode 450: Are Sales Roles Too Specialized? w/ Bridget Gleason and Anthony Iannarino

Fri, 05 May 2017 07:00:00 -0000

In this episode, we unpack sales qualification and sales role structure, and how that relates back to driving revenue the right way.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. This episode also features guest Anthony Iannarino, of SalesBlog.com and author of the best-selling book The Only Sales Guide You’ll Ever Need.

Episode 449: Coaching for Positive Behavior Change w/ Michael Bungay Stanier

Thu, 04 May 2017 07:00:00 -0000

In this episode, we consider the finer aspects of sales coaching - including why managers fail to execute it properly and how to solve common problems.

Michael Bungay Stanier, Senior Partner at Box of Crayons — a consulting company that helps organizations do less good work, and more great work — and author of several books, including the bestselling Do More Great Work, and his latest, The Coaching Habit, joins me on this episode.

Episode 448: Sales/Marketing Alignment and Account-based Strategies w/ Justin Gray

Wed, 03 May 2017 07:00:00 -0000

On this episode, we drive into the day-to-day processes of individual reps, searching for nuggets of wisdom and optimization.

Justin Gray, Co-Founder and CEO of LeadMD, joins me on this episode.

447: Winning with the Science of Selling w/ David Hoffeld

Tue, 02 May 2017 07:00:00 -0000

On this show, we discuss the scientific, repeatable, testable parts of the sale.

David Hoffeld, sales trainer, Founder of Hoffeld Group.com, and author of the new bestselling book, The Science of Selling, joins me on this episode.

Episode 446: Perfect Your Screen-to- Screen Selling w/ Doug Devitre

Mon, 01 May 2017 07:00:00 -0000

In this episode, we walk through some concrete steps that reps can take to power up their sales process and improve sales conversations. Doug Devitre, Founder of Doug Devitre International, and author of Screen to Screen Selling, and wannabe sushi chef, joins me on this episode.

Accelerate! Expresso #04

Sun, 30 Apr 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Libby Gill, Javaid Iqbal, Ray Makela, Lolly Daskal, Bridget Gleason, and Sonia Simone

Episode 445: How Content Marketing Is Changing w/ Sonia Simone

Sat, 29 Apr 2017 07:00:00 -0000

On this show, we discuss how content marketing continues to evolve, and how that evolution affects the sales profession.

Episode 444: How Women Sell Differently than Men w/ Bridget Gleason

Fri, 28 Apr 2017 07:00:00 -0000

In this episode, we unveil some psychology about how selling differs across the gender divide.

443: What Stands Between You and Your Greatness? with Lolly Daskal

Thu, 27 Apr 2017 07:00:00 -0000

This episode dives deep into the personal exceptionalism of every individual, and how sellers and dig deep to find it.

Episode 442: How to Fix Corporate Sales Training w/ Ray Makela

Wed, 26 Apr 2017 07:00:00 -0000

In this episode, we discuss the failings of corporate sales training, and why they are so disconnected from today's buyers. Ray Makela, Chief Customer Officer of the Sales Readiness Group, a leading B2B sales and sales management training company, joins me on this episode.

Episode 441: How to Keep up With Digital Buyers w/ Javaid Iqbal

Tue, 25 Apr 2017 07:00:00 -0000

In this podcast, we dive into the ever-evolving expectations and needs of our buyers in the digital world.

Javaid Iqbal, digital futurist, C-suite advisor on customer innovation, inspirational speaker and educator, longtime consulting executive with big five, a former customer engagement and success leader at Salesforce.com, and now, co-founder of a digital transformation consultancy focusing on innovation in the customer space, joins me on this episode of #Accelerate!

Episode 440: Personal Branding that Moves Buyers w/ Libby Gill

Mon, 24 Apr 2017 07:00:00 -0000

This show dives deep into building an online and offline persona for yourself that motivates your buyers in unprecedented ways.

Accelerate! Expresso #03

Sun, 23 Apr 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Larry Broughton, Barbara Giamanco, Keith Rosen, Mark Ripley, Bridget Gleason, and Greg Head

Episode 439: How to Transform Your Processes for Sustained Growth w/ Greg Head

Sat, 22 Apr 2017 07:00:00 -0000

In this episode, we unearth the meaning of personal productivity in ways that most sales reps have not considered. Greg Head, CEO of Greg Head Consulting, and former CMO of Infusionsoft, joins me on this episode.

Episode 438: Keep Your Sales as Simple as Possible w/ Bridget Gleason

Fri, 21 Apr 2017 07:00:00 -0000

In this episode, we consider the values of minimalism and how they apply to sales processes. Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

Episode 437: Use Small Data to Compress Sales Cycles and Increase Conversions w/ Mark Ripley

Thu, 20 Apr 2017 07:00:00 -0000

In today's episode, we unlock the power of small data, rather than big data, to test and measure the efficacy of your sales process.

Mark Ripley, VP of Sales for Insightly, a CRM and project management system, joins me on this episode.

Episode 436: How to Improve Sales Productivity Through Coaching w/ Keith Rosen

Wed, 19 Apr 2017 07:00:00 -0000

In this episode, we discuss the fundamentals of sales productivity that reps can harness right now.

Keith Rosen, CEO, executive sales coach, transformational expert, advisor to top sales leaders, and author of the number one sales coaching book, Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, and his most recent book, Own Your Day: How Sales Leaders Master TIme Management, Minimize Distractions, and Create Their Ideal Lives, joins me on this episode.

435: Frame a Message That Resonates with Buyers w/ Barbara Giamanco

Tue, 18 Apr 2017 07:00:00 -0000

In this episode, we unlock the real meaning of sales messaging - how sellers can mold and shape a message that is persuasive and productive. Barbara Giamanco, a Keynote speaker, coauthor of the great book, The New Handshake: Sales Meets Social Media, and podcaster, joins me for the second time on this episode.

Episode 434: How to Live a Life of Significance and Intention w/ Larry Broughton

Mon, 17 Apr 2017 07:00:00 -0000

On this episode, we unlock tips for personal growth that sellers can use to tie their career back to true meaning. Larry Broughton, an award-winning entrepreneur, CEO, bestselling author, keynote speaker, and mentor to other entrepreneurs, joins me on this episode.

Accelerate! Expresso #02

Sun, 16 Apr 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Greg Dalli, Gerhardt Gschwandtner, Trish Bertuzzi, Giles House, Bridget Gleason and Paul Kortman.

Episode 433: Follow Your Own Path to Happiness and Success w/ Paul Kortman

Sat, 15 Apr 2017 07:00:00 -0000

In this episode, we talk about sales careers and how they intersect with our own personal joy. Paul Kortman, Founder of Connex Digital Marketing, and digital nomad, joins me on this episode.

Episode 432: Build the Right Relationships with Your Buyers

Fri, 14 Apr 2017 07:00:00 -0000

The relationship is a well-worn topic in sales, but in this episode we uncover new insights unfamiliar to most sellers. Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

Episode 431: Improving Productivity with Sales Enablement w/ Giles House

Thu, 13 Apr 2017 07:00:00 -0000

This episode paints a picture of a more productive salesperson, from the personal habits to the corporate strategies needed to get there. Giles House, CMO of CallidusCloud, joins me on this episode.

430: Winning with Account-Based Strategies w/ Trish Bertuzzi

Wed, 12 Apr 2017 07:00:00 -0000

Today's show unveils the right steps to take with account-based strategies, whether sales or marketing focused.

Trish Bertuzzi, President of The Bridge Group, author of the Amazon #1 bestselling book, The Sales Development Playbook: How to Build Repeatable Pipeline and Accelerate Growth With Inside Sales, joins me again on this episode (Please also listen to my previous conversation with Trish on Episode #77.)

Episode 429: Mold Your Mindset for Success w/ Gerhard Gschwandtner

Tue, 11 Apr 2017 07:00:00 -0000

Gerhardt Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode. The personal mindset is one of the most crucial weapons or enemies of a sales rep. In this show, we uncover the keys to success.

Episode 428: Correctly Using Data to Manage Sales w/ Greg Dalli

Mon, 10 Apr 2017 07:00:00 -0000

Greg Dalli, Co-Founder of Clarus Designs joins me on this episode. In today's show, we discuss the role data has in the modern sales approach, with a few surprising twists.

Accelerate! Expresso #01

Sun, 09 Apr 2017 07:00:00 -0000

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate!

In this episode, you'll hear from excerpts from my conversations with the following experts: Erik Qualman, Lori Richardson, Jeff Schmidt, Doyle Slayton, Eric Siu and Scott Beebe.

Episode 427: Put Purpose to Work in Your Business w/ Scott Beebe

Sat, 08 Apr 2017 07:00:00 -0000

Scott Beebe, Founder and Head Coach of MyBusinessOnPurpose.com, joins me on this episode. In this show, we consider the power of vision stories and visualizing success in sales, business, and life.

Episode 426: How to Use High-Quality Content To Fill Your Funnel w/ Eric Siu

Fri, 07 Apr 2017 07:00:00 -0000

In this episode, we discuss how the buyers process starts, and where the connection with sales belongs.

Episode 425: How to Engage the Interest of Prospects w/ Jeff Schmidt

Thu, 06 Apr 2017 07:00:00 -0000

In this episode, we elaborate on the ability of sales reps to align their selling processes to the buyer's own purchase process.

Episode 424: How to Sell on LinkedIn w/ Erik Qualman

Wed, 05 Apr 2017 07:00:00 -0000

In this episode, we uncover the pure power of social selling, and how reps and harness it for their benefit in unexpected ways.

Episode 423: Increase Sales by Increasing Diversity w/ Lori Richardson

Tue, 04 Apr 2017 07:00:00 -0000

In this episode, we unpack the power of diversity and inclusion and its relation to more sales.

Episode 422: Inspire Buyers to Action w/ Doyle Slayton

Mon, 03 Apr 2017 07:00:00 -0000

In this episode we talk with Doyle Slayton, CEO and Founder of Xoombi, about motivating buyers to follow your lead.

Episode 421: How to Solve Common Sales Problems w/ Suzanne Paling

Sat, 01 Apr 2017 07:00:00 -0000

In this episode, we uncover the 15 most common sales problems that reps are likely to face, and how to address them now.

Episode 420: How to Optimize Your Sales Process w/ Bridget Gleason

Fri, 31 Mar 2017 07:00:00 -0000

In this episode, we dive into the sales process and pitfalls that sales managers can avoid to ensure its effectiveness in their organization.

Episode 419: How (and why) to Send a Cup of Coffee to a Buyer w/ Braydan Young

Thu, 30 Mar 2017 07:00:00 -0000

In this episode, we dive into the value of gifts for prospects in the modern sales approach, including when and when not to send.

Episode 418: Process and Execution Rule in B2B Selling w/ Tibor Shanto

Wed, 29 Mar 2017 07:00:00 -0000

In this episode we talk about mistakes sellers make, and how to get in contact with buyers who are not easily accessible via the traditional channels.

Episode 417: How to Achieve Your Goals with Passion, a Plan and a Purpose w/ Jon Ferrara

Tue, 28 Mar 2017 07:00:00 -0000

In this episode, we discuss what passion for your career means for sales professionals in ways that can maximize their profits and productivity.

Episode 416: The Best Practices for Sales Managers w/ Kevin Davis

Mon, 27 Mar 2017 07:00:00 -0000

In this episode we unlock the methods sales managers can employ to multiply the output and effectiveness of their teams.

Episode 415: Make it Easy for Buyers to Do Business with You w/ Gavin Zuchlinski

Sat, 25 Mar 2017 07:00:00 -0000

In this episode, we elaborate on making your value proposition more meaningful and believable for buyers.

Episode 414: Are You a Great Candidate for Your Next Sales Job? w/ Bridget Gleason

Fri, 24 Mar 2017 07:00:00 -0000

In this episode we unearth what the top sales candidates do to set themselves apart, and how you can find strategies to make your candidacy more attractive to employers.

Episode 413: Using Data to Drive Effective Coaching w/ Duncan Lennox

Thu, 23 Mar 2017 07:00:00 -0000

In this episode, we unlock some of the data-driven secrets that top performers use in their sales coaching sessions.

Episode 412: How To Create Value for Your Prospects w/ Jack Kosakowski

Wed, 22 Mar 2017 07:00:00 -0000

In this episode, we dig deep into what challenges sales teams face today, and how to overcome them in a definitive fashion.

Episode 411: How To Build Trust-based Relationships in Sales, with Charles Green

Tue, 21 Mar 2017 07:00:00 -0000

This episode dives into what it takes to generate trust with your prospects and customers in an authentic, valuable way.

Episode 410: Put the Customer First to Close More Sales Faster w/ Jeff Shore

Mon, 20 Mar 2017 07:00:00 -0000

This episode finds us rethinking what it means to truly put the customer first to drive compelling results.

Special Episode: How to Be an Ultra High Performer, with Jeb Blount

Sun, 19 Mar 2017 07:00:00 -0000

In this special episode with Jeb Blount, we unlock the secrets of ultra high performance sales professionals.

Episode 409: Small Talk Leads to Sales Talk w/ Stephanie Melish

Sat, 18 Mar 2017 07:00:00 -0000

In this episode, we discuss what authentic sales and creativity can do to a sales pipeline.

Episode 408: Books to Help You Sell w/ Bridget Gleason.

Fri, 17 Mar 2017 07:00:00 -0000

In this episode, we discuss the best sales books and how those can help salespeople only become more effective.

Episode 407: How to Optimize Your Sales Effectiveness w/ Manny Medina.

Thu, 16 Mar 2017 07:00:00 -0000

In this episode we discuss the state of sales software in 2017. For the latest in sales software, visit www.ringdna.com.

Episode 406: Hurdle the Barriers to Your Sales Success, with Ralph Barsi

Wed, 15 Mar 2017 07:00:00 -0000

In this episode we cover the master strategies that top sellers use to tackle barriers to sales success.

405: How To Rock Your Personal Brand on LinkedIn. With Viveka von Rosen.

Tue, 14 Mar 2017 07:00:00 -0000

In this episode, we discuss how a personal brand can drive sales success like never seen before.

Viveka von Rosen is a social selling expert, and author of a brand new book, LinkedIn: 101 Ways to Rock Your Personal Brand, Grow Your Network, and Build Your Business.

404: Push Your Limits to Achieve the Impossible. With Dan Waldschmidt.

Mon, 13 Mar 2017 07:00:00 -0000

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

403: WOW Your Prospects to Take Their Eyes off the Price. With John “JD” Dwyer.

Sat, 11 Mar 2017 08:00:00 -0000

In this episode, we discuss the power of wow factors with customers in conversation with John “JD” Dwyer, CEO of The Institute of WOW, on the Gold Coast of Australia.

402: How to Build Fundamental Sales Habits, With Bridget Gleason.

Fri, 10 Mar 2017 08:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

401: How to Increase Conversions with Video Email. With Stephen Pacinelli.

Thu, 09 Mar 2017 08:00:00 -0000

In this episode, we talk to Stephen Pacinelli, CEO of BombBomb, about increasing sales conversions.

400: Use A Talent Strategy to Hire ‘A’ Players. With Mike Drapeau.

Wed, 08 Mar 2017 08:00:00 -0000

Mike Drapeau, is Managing Partner at Sales Benchmark Index. He heads SBI’s internal talent development.

399: Cut “No-Decisions” in Half with Great Software Demonstrations. With Peter Cohan.

Tue, 07 Mar 2017 08:00:00 -0000

Peter Cohan is Founder of The Second Derivative, author of Great Demo! How To Create And Execute Stunning Software Demonstrations, and expert in giving online software presentations and software demonstrations.

398: How to Accelerate Your Growth with Marketing and Sales Alignment. With Tracy Eiler.

Mon, 06 Mar 2017 08:00:00 -0000

Tracy Eiler, is Chief Marketing Officer at InsideView, and the co-author of a new book, with Andrea Austin, called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth.

Episode 397: How to Add Value with Affiliate Marketing. With Priest Willis.

Sat, 04 Mar 2017 09:00:00 -0000

Priest Willis, Founder and CEO of Affiliate Mission.

Episode 396: How to Plan, Prepare and Travel for Business. With Bridget Gleason.

Fri, 03 Mar 2017 09:00:00 -0000

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

Episode 395: Boost Conversions with “Email-First” Cold Calls. With Connor Lee.

Thu, 02 Mar 2017 09:00:00 -0000

Connor Lee, is Founder and CEO of HipLead.

Episode 394: Using Social Teaming to Build Your Referral Team. With Dean DeLisle.

Wed, 01 Mar 2017 09:00:00 -0000

Dean DeLisle, is the Founder and CEO of Forward Progress, Inc.

393: Boost Sales by Building Trust Through Content. With Marcus Sheridan.

Tue, 28 Feb 2017 09:00:00 -0000

Marcus Sheridan, marketing and sales expert, Founder of The Sales Lion, and author of the new book, They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer.

Episode 392: How to Climb to the Top in Any Sales Organization. With Lee Bartlett.

Mon, 27 Feb 2017 09:00:00 -0000

Episode 391: How to Differentiate Yourself by Building Your Authority. With Mike Saunders.

Sat, 25 Feb 2017 09:00:00 -0000

We discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their authority.

Episode 390: How to Have a Mindful, Focused Mindset. With Bridget Gleason.

Fri, 24 Feb 2017 09:00:00 -0000

Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger.

Episode 389: How to Quickly Qualify Your Prospects. With Sean Burke.

Thu, 23 Feb 2017 09:00:00 -0000

Sean and I discuss the problems sales professionals have today with prospects going dark and how prospects should be more fully qualified.

Episode 388: How to Reach the Right Contacts with the Right Messages. With Victoria Godfrey.

Wed, 22 Feb 2017 09:00:00 -0000

Victoria and I discuss how to drive revenue and growth for companies by harnessing target account and contact information.

Episode 387: How to Draw to Win. With Dan Roam.

Tue, 21 Feb 2017 09:00:00 -0000

Dan and I discuss Dan’s history with drawing, and his study of visual processing in the human brain and how it opens the door to greater understanding.

Episode 386: How to Network for Authentic Connections. With Jeff Beals.

Mon, 20 Feb 2017 09:00:00 -0000

Jeff and I discuss how to connect with prospects, how to do networking effectively, and what you should allow on your own social media.

Special Episode: How to Build Your Winning Brand. With Kraig Kleeman

Sun, 19 Feb 2017 09:00:00 -0000

Joining me for the second time, on this special episode of Accelerate! is Kraig Kleeman, author, speaker, consultant, expert on cold calling and prospecting to the C-suite. He has a brand new book out, called A Winning Brand, on personal branding. Kraig tells how he built his brand by claiming the moniker, The World’s Greatest Cold Caller. Find out more in this episode, and in A Winning Brand!

Episode 385: How to Align Sales and Marketing for Best Results. With Peter Buscemi.

Sat, 18 Feb 2017 09:00:00 -0000

Peter and I discuss are the connections between sales and marketing roles

Episode 384: Is Your Process More Important Than Your Prospect? With Bridget Gleason.

Fri, 17 Feb 2017 09:00:00 -0000

Bridget and I discuss a listener’s question, which leads to an exploration of process and customer engagement.

Episode 383: How to Capture and Record Activities to Optimize Productivity. With Patrick Hogan.

Thu, 16 Feb 2017 09:00:00 -0000

Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity.

Episode 382: How to Use An Emissary to Help You Win the Enterprise Sale. With David Hammer.

Wed, 15 Feb 2017 09:00:00 -0000

David and I discuss how to tap the knowledge of experts to help you win the complex sale and today’s state of the art of winning complex sales methodology.

Episode 381: How to Market and Sell for Scaling Up. With Verne Harnish.

Tue, 14 Feb 2017 09:00:00 -0000

Verne and I discuss are the challenges blocking startups from scaling up and his advice for accelerating your growth.

Episode 380: How to Use Dignity and Humor to Engage with Prospects. With Diana Geairn.

Mon, 13 Feb 2017 09:00:00 -0000

Dianna and I discuss her intention to restore dignity to the profession of sales, how and why she uses a musical stage production to teach sales principles.

Episode 379: How To Hire and Coach the Best Sales Professionals. With Ken Thoreson.

Sat, 11 Feb 2017 09:00:00 -0000

Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development.

Episode 378: How to Be Resilient in Sales. With Bridget Gleason.

Fri, 10 Feb 2017 09:00:00 -0000

Bridget and I discuss resilience, why you need it in sales, and tips that help you develop it.

Episode 377: How to Increase Sales Productivity with Transparent Reporting. With Travis Truett.

Thu, 09 Feb 2017 09:00:00 -0000

Travis Truett is the Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

Episode 376: How to Use Sales Intelligence to Engage with Prospects. With Sam Richter.

Wed, 08 Feb 2017 09:00:00 -0000

Sam Richter is Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling.

Episode 375: How to Win More Sales by Building Rapport. With Elinor Stutz.

Tue, 07 Feb 2017 09:00:00 -0000

Elinor Stutz is the author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and The Wish: A 360-Degree Business Development Process That Fuels Sales.

Episode 374: How to Accelerate Your Growth by Aligning Sales and Marketing. With Andrea Austin.

Mon, 06 Feb 2017 09:00:00 -0000

Andrea Austin is the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth.

REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath.

Sun, 05 Feb 2017 09:00:00 -0000

** Originally released on December 15th, 2017 **

KEY TAKEAWAYS

[2:19] After Jill wrote SNAP Selling, about selling to frazzled customers, readers asked her how to simplify their own lives. She had no idea how to help them, so she researched it.

[6:37] Research shows multitasking is an illusion. Learn what happens when you try to jump between two tasks and refocus your attention.

[8:20] How often the average sales person checks their cell phone each day. And how each interruption reduces productivity.

[8:40] To write More Sales, Less Time, Jill used herself as a test subject for the before and after metrics for each new strategy she tried.

[10:44] Jill shares how using your willpower impacts your ability to make decisions.

[14:20] Jill’s Time Master Manifesto sets rules to manage time, starting with getting seven-and-a-half hours of sleep nightly.

[17:28] How you should start each business day before turning on your computer and checking your email.

[20:12] Two books to assist salespeople in learning how to prioritize are Essentialism, and The One Thing.

[24:03] Challenge the status quo at all times, looking for a better way to achieve the end result.

[25:00] Jill shares the value of scheduling your activities into blocks of time. You are most productive while focusing on one activity.

MORE ABOUT JILL KONRATH

What’s your most powerful sales attribute?
The quality of my questions. They’re penetrating; they’re insightful; they make people think; and I get a lot of good information that I can then translate into what I share later.

Who is your sales role model?
Neil Rackham, when I started, but today it’s new territory, and I scan a lot of people, and pick and choose what I need.

What’s one book that every salesperson should read?
There are so many. It depends on what you’re selling, and what you need at a particular time.

What music is on your playlist right now?

Podcasts only, but when I write, the Focus@Will app.

CONTACT JILL KONRATH

Jill invites you to take the More Sales, Less Time Challenge!

To start, text to 44144, the message, Sales

Website: Jill Konrath

Episode 373: How to Tell Stories, Teach Lessons, and Sell Products. With Jeremy Reeves.

Sat, 04 Feb 2017 09:00:00 -0000

Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.

Episode 372: How to Accelerate Your Sales into 2017. With Bridget Gleason.

Fri, 03 Feb 2017 09:00:00 -0000

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.

KEY TAKEAWAYS

[1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.”

[2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success.

[4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation.

[6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January.

[7:01] In sales, the data identifies there’s something that’s not working. Millennials in particular, would like ongoing feedback. If managers provide feedback often and early, then the final conversation isn’t as difficult, because it’s not a surprise.

[8:58] Andy wants to see successes in January — milestones, closes, shared successes — to build team confidence. It is crucial to keep the team motivated.

[12:20] Angela Duckworth’s, Grit: The Power of Passion and Perseverance, says great performers are often made by the team, as opposed to great players making the team great. Bridget wants a team that makes people better for being on it.

[13:13] Andy believes a team gives you more people to hold you accountable, because no one wants to let their teammates down. Everybody wants to contribute.

[15:30] Bridget ‘feels that in spades,’ about her company, Logz.io. Team accountability applies not only to sales professionals, but to all levels of a company. It’s a mesh.

[16:35] What has inspired Bridget recently? Angela Duckworth’s book on grit, teaches that intelligence matters, but if others are smarter than we are, we can do a lot to counter that by persistence, and by hard work.

[18:19] Bridget shares a story of a personal sacrifice made by one of her managers, with quiet determination, to help close out the big year-end deals. Some sacrifices are needed and appreciated, without apparent martyrdom attached.

[23:05] In the first month, pay attention to what’s going on; get early successes for the team; and deal with problems, regardless of sunk cost, whether personnel, or projects that will never close. Take a hard look at everything.

CONTACT BRIDGET GLEASON

Bridget is VP of Sales with Logz.io, in the U.S. office in Boston, and was previously VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at Bridget@Logz.io.

LinkedIn: Bridget Gleason

Send your questions for Andy and Bridget to Andy@ZeroTimeSelling.com.

Episode 371: How to Get Your Sales Team to Adopt Your CRM Tool. With Timo Rein.

Thu, 02 Feb 2017 09:00:00 -0000

Timo Rein is the Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

Episode 370: How to Make Your Own Game in Sales. And Win. With Chris Brogan.

Wed, 01 Feb 2017 09:00:00 -0000

Chris Brogan, CEO of Owner Media Group, a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counting.

Episode 369: How to Build Valued Relationships With Your Buyers on LinkedIn. With Trevor Turnbull.

Tue, 31 Jan 2017 09:00:00 -0000

Trevor Turnbull is the owner of Linked Into Leads, a LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.

Episode 368: How to Accelerate Sales with Better Behaviors. With Frank Cespedes.

Mon, 30 Jan 2017 09:00:00 -0000

Frank Cespedes, is a Senior Lecturer at Harvard Business School, and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.

Episode 367: How to Apply the Coaching Model in Your Organization. With Barry Demp.

Sat, 28 Jan 2017 09:00:00 -0000

Barry and I discuss how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of your people.

Episode 366: How to Accelerate Your Success by Studying Great Books. With Bridget Gleason.

Fri, 27 Jan 2017 09:00:00 -0000

Bridget and I discuss the most frequently recommended sales books and how your team or organization can participate in Andy’s reading program.

Episode 365: How to Shorten Time to Revenue with Account-Based Everything. With Jon Miller.

Thu, 26 Jan 2017 09:00:00 -0000

John and I discuss how Account-Based Everything is not marketing automation but human engagement, and how it shortens the time to revenue.

Episode 364: How to Close Sales Without Manipulating Buyers. With James Muir.

Wed, 25 Jan 2017 09:00:00 -0000

James and I discuss why bad sales practices still abound, essential questions to help advance the buying process, and how facilitating the buying process builds trust.

Episode 363: How to Convert Contacts Into Profitable Relationships. With Ed Wallace.

Tue, 24 Jan 2017 09:00:00 -0000

Ed and I discuss the steps to you can take to convert sales contacts to relationships, and engine that turns leadership connections into relationships.

Episode 362: How to Accelerate Your Sales Through Stories. With Craig Wortmann.

Mon, 23 Jan 2017 09:00:00 -0000

Craig and I discuss how very capture buyers’ attention, how to create a story matrix and why stories of failure can be so persuasive.

Episode 361: Using Social Media in Your Sales Process. With Philip Calvert.

Sat, 21 Jan 2017 09:00:00 -0000

Philip and I discuss his journey from financial service sales to social selling strategist, and how social media can build bridges.

Episode 360: How to Build and Manage Distributed Sales Teams. With Bridget Gleason.

Fri, 20 Jan 2017 09:00:00 -0000

Bridget and I discuss how to accommodate account executives with relocation issues and how complex sales need a complex infrastructure.

Episode 359: How to Influence and “Pre-Suade” Buyers. With Robert Cialdini.

Thu, 19 Jan 2017 09:00:00 -0000

Dr. Cialdini and I discuss how his research of how people are influenced to make decisions and the precepts of influence.

Episode 358: Accelerate Your Success by Investing in Your Development. With Mike Weinberg.

Wed, 18 Jan 2017 09:00:00 -0000

Mike and I discuss how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson.

Episode 357: How to Accelerate Your Sales With Lean Communications. With Jack Malcolm.

Tue, 17 Jan 2017 09:00:00 -0000

Jack and I discuss are how a reluctant salesperson became a sales trainer and how lean thinking clarifies sales communications.

Episode 356: How to Accelerate Relationship-building. With Keith Dugdale.

Mon, 16 Jan 2017 09:00:00 -0000

Keith and I discuss are the activities and mindsets that work best for relationship-building and when sales training is premature.

Episode 355: How You Can Accelerate Your Success in 2017. With Mark Hunter.

Sat, 14 Jan 2017 09:00:00 -0000

Mark lays out his challenges for sales professionals, including how to put together a personal development plan, how to develop the habit of curiosity.

Episode 354: How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott.

Fri, 13 Jan 2017 09:00:00 -0000

David teaches how authentic storytelling builds connections and how to create stories that catch the attention of the buyers.

Episode 353: How You Can Grab the Attention of Busy, Distracted Buyers. With Jill Rowley.

Thu, 12 Jan 2017 09:00:00 -0000

Jill provides techniques to cut through the distractions competing for your buyer’s attention, how to use social, and essential social strategies.

Episode 352: How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan.

Wed, 11 Jan 2017 09:00:00 -0000

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan.

Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com.

On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017.

In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders.

Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

Episode 351: How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath.

Tue, 10 Jan 2017 09:00:00 -0000

Jill shares essential tips and techniques to help you jump-start your productivity. Stay focused and become more productive.

Episode 350: How You Can Increase Sales through Customer Service. With Peter Shankman.

Mon, 09 Jan 2017 09:00:00 -0000

How to always exceed your customer's expectations, why referrals are more effective than advertising, and how the role of the sales professional will change.

Episode 349: How to Use Networking to Open the Door. With David J.P. Fisher.

Sat, 07 Jan 2017 09:00:00 -0000

David and I discuss the reasons why networking is an investment in relationship building and the secret to being the most interesting person in the room.

Episode 348: How to Get Motivated for 2017 (and beyond.) With Bridget Gleason.

Fri, 06 Jan 2017 09:00:00 -0000

Bridget and I discuss motivation, great books we’ve read, and what managers need to know about their team members to help them succeed.

Episode 347: How to Increase Your Sales Effectiveness. With George Brontén.

Thu, 05 Jan 2017 09:00:00 -0000

George and I discuss whether there is a global crisis in sales effectiveness, stories of sales gone wrong, and factors that help a sales rep be more effective.

Episode 346: How to Build a Team for the Complex Enterprise Sale. With Marcy Campbell.

Wed, 04 Jan 2017 09:00:00 -0000

Marcy and I discuss Marcy’s unique sales background, the challenges of selling a disruptive product, and the qualifications needed for complex tech sales.

Episode 345: What Salespeople are Doing Wrong on LinkedIn and how to Fix it. With Chris Hamilton.

Tue, 03 Jan 2017 09:00:00 -0000

Chris and I discuss LinkedIn as a sales platform, LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

Episode 344: How to Close More Deals with Effective Sales Negotiation. With Ron Hubsher.

Mon, 02 Jan 2017 09:00:00 -0000

Ron and I discuss how, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and negotiation.

REPLAY of Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.

Sat, 31 Dec 2016 09:00:00 -0000

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

KEY TAKEAWAYS

[3:17] How did Marylou learn the art of talking to a lead?

[7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’?

[7:21] How does Marylou find the right person to start a conversation with when calling a new prospect?

[8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you.

[15:17] When SDRs are more professional, what happens to the quality of the calls?

[15:26] How do you identify accounts with the highest velocity?

[18:58] Where should the ‘Disqualification Engine’ be?

[21:31] How does Marylou define the Ideal Prospect Persona?

[22:10] Which three stages of the pipeline involve the Ideal Prospect Persona?

[28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting.

MORE ABOUT MARYLOU TYLER

What’s your most powerful sales attribute?
I’m pleasantly persistent.

Who is your sales role model?
Neil Rackham, author of Spin Selling.

What’s one book that every salesperson should read?
Getting to ‘Closed,’ by Stephan Schiffman.

What music is on your playlist right now?

Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song.

CONTACT MARYLOU TYLER

Website: MarylouTyler.com

Predictable Prospecting

Twitter: @MarylouTyler

LinkedIn: Marylou Tyler

Episode 343: How to Reflect on the End of the Year and a New Start. With Bridget Gleason.

Fri, 30 Dec 2016 09:00:00 -0000

Bridget and I discuss what to do about end of the year reflections, things that are really important, and determining what to do better next year.

Episode 342: Overcoming Adversity to Find Success With Ryan Stewman.

Thu, 29 Dec 2016 09:00:00 -0000

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.

KEY TAKEAWAYS

[1:28] Ryan talks about his highly unusual sales background. Definitely worth a listen.

[4:30] Ryan has overcome addiction, prison, divorce, and more to become a successful entrepreneur. Learn how he discovered how to shake off failure to achieve his goals.

[8:18] Learn how to deal with alpha personality types -- and walk the line between being tough, and being too tough.

[10:04] What is the main area of improvement Ryan believes most salespeople need to work on?

[13:33] Ryan discusses core habits of great salespeople. [14:54] Prison taught Ryan about real stress. How do we determine what is really important, and what is not?

[16:25] People who find success are the ones who tap into hard-wired natural motivations.

[19:15] Learn how to listen to your inner self.

[23:40] What do salespeople need, instead of more sales training?

MORE ABOUT RYAN STEWMAN

What’s your most powerful sales attribute?

His sales script, from which he never deviates. It is a series of ‘Seven Magic Questions,’ that lead the prospect to being a client.

Who is your sales role model?

Elon Musk.

What’s one book that every salesperson should read?

Influence, by Robert B. Cialdini, PhD.

What music is on your playlist right now?

Anthrax, “Sound of White Noise.”

CONTACT RYAN STEWMAN

Website: www.Clyxo.com/Closer

Episode 341: How to Listen to Discover. With Paul Cherry.

Wed, 28 Dec 2016 09:00:00 -0000

Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

Episode 340: How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins.

Tue, 27 Dec 2016 09:00:00 -0000

Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success.

Episode 339: How to Develop a Rainmaker Mindset. With Carolyn Coradeschi.

Mon, 26 Dec 2016 09:00:00 -0000

Carolyn and I discuss tips for implementing productive behaviors, how to build the mindset of success, and current advice for sales professionals.

REPLAY of Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.

Sat, 24 Dec 2016 09:00:00 -0000

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

KEY TAKEAWAYS

[2:46] Dan take a point from his book, The Truth About Leads, to discuss how marketing departments are spending too much for the leads the generate.

[4:59] Dan discusses The SiriusDecisions Demand Waterfall and breaks down the difference between the marketing qualified lead, the sales accepted lead, and the sales qualified lead.

[7:13] Why companies need to have an independent team, composed of the CFO and executives outside of sales and marketing, to evaluate the causes of lead failure between marketing and sales.

[14:11] Dan talks about his 3 categories of salespeople, hunters, beaters and farmers, and explains which type of salesperson best succeeds as an inside sales reps.

[16:53] Dan asserts it is a mistake to train account executives by starting them as inside sales reps as each position requires an entirely different skill set.

[20:04] According to research from SiriusDecisions, sales reps close about 20% of the sales qualified leads at average companies, while those at best in class companies close about 30% of the sales qualified leads.

[24:08] Why companies need to adopt account-based marketing and the reasons why marketing automation doesn't work for everyone.

MORE ABOUT DAN MCDADE

What’s your most powerful sales attribute?
ROI.

Who is your sales role model?
The late Tom DiPrizio of Dun & Bradstreet.

What’s one book that every salesperson should read?
New Sales: Simplified: the Essential Handbook for Prospecting and New Business Development, by Mike Weinberg.

What music is on your playlist right now?

Jersey Boys.

CONTACT DAN MCDADE

Website: Pointclear.com

Book: The Truth About Leads, by Dan McDade

Email: dan.mcdade@pointclear.com

Episode 338: Tips for Better Sales Planning for 2017. With Bridget Gleason.

Fri, 23 Dec 2016 09:00:00 -0000

Bridget and I discuss how to approach developing your sales plan and the ideal timeframe for sales planning.

337: How to Get the Biggest Return on Sales Training, with Steven Rosen.

Thu, 22 Dec 2016 09:00:00 -0000

Steven and I discuss companies under-investing in the development of front line sales managers and leader development and coaching.

Episode 336: Ten Rules of Sales Success. With Thom Singer.

Wed, 21 Dec 2016 09:00:00 -0000

Thom and I discuss the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

Episode 335: Marketing Into the Sales Funnel. With Matt Heinz.

Tue, 20 Dec 2016 09:00:00 -0000

Matt and I discuss how Full Funnel Marketing is a challenge to marketers and how to measure Marketing’s contribution to the pipeline.

Episode 334: How to Generate Additional Business with Existing Customers. With Dan Englander.

Mon, 19 Dec 2016 09:00:00 -0000

Dan and I discuss how to keep your customers engaged and involved beyond the initial sale, and how to unify sales and customer success around common goals.

Episode 333: How to Deal with the Iceberg Below the Surface. With Alen Mayer.

Sat, 17 Dec 2016 09:00:00 -0000

Alen and I discuss how he learned to ask the right questions to prospects and how your mindset influences your selling behavior.

Episode 332: Hiring, Firing and Knowing When to Leave. With Bridget Gleason.

Fri, 16 Dec 2016 09:00:00 -0000

Bridget and I discuss, employment-related questions and sales team characteristics of companies in different stages of growth.

Episode 331: How to Sell More in Less Time. With Jill Konrath.

Thu, 15 Dec 2016 09:00:00 -0000

Jill and I discuss how she came to focus on selling more in less time, what she learned from her research about concentration, and how to eliminate distraction.

Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.

Wed, 14 Dec 2016 09:00:00 -0000

Marylou and I discuss her journey from engineer to revenue expert, and her new methodology you can use to predictably reach new prospects.

Episode 329: Move Beyond the Opportunity to the Vision. With Dave Stein and Steve Andersen.

Tue, 13 Dec 2016 09:00:00 -0000

Dave, Steve, and I discuss how to (not) control the sale and which activities support the sales process and create a higher probability of success.

Episode 328: How to Use Lean Methods to Grow Sales. With Brant Cooper.

Mon, 12 Dec 2016 09:00:00 -0000

Brant and I discuss how he came to write his book, how he joined the ‘Lean’ movement, and how organizations can grow with their customers.

Episode 327: Why Good Enough is Better than Perfection. With Edward Nevraumont.

Sat, 10 Dec 2016 09:00:00 -0000

Edward and I discuss the battle between good enough and excellent (and why good is better) and practical tips to improve your sales.

Episode 326: Absolute Value and the Buying Experience. With Bridget Gleason.

Fri, 09 Dec 2016 09:00:00 -0000

Bridget and I discuss the value and the impact of Big Data. We talk about the impacts of Big Data helps us or hurts our sales efforts.

Episode 325: The New Power of Inside Sales. With Anneke Seley & Britton Manasco.

Thu, 08 Dec 2016 09:00:00 -0000

Anneke, Britton, and I discuss how they came to write their book and the external trends that are forcing sales organizations to change.

Episode 324: How To Extend Your Sales Reach with Social Selling. With Tim Hughes.

Wed, 07 Dec 2016 09:00:00 -0000

Tim and I discuss his journey from salesperson to sales expert and author and how social selling is becoming mainstreamed.

Episode 323: How to Use Deal Reviews to Close More Orders. With Cian McLoughlin.

Tue, 06 Dec 2016 09:00:00 -0000

Cian and I discuss the value of detailed Win/Loss Reviews and the surprising things that influence customers in their decisions to buy or not.

Episode 322: How to Use Podcasting to Connect with Your Prospects. With Will Barron.

Mon, 05 Dec 2016 09:00:00 -0000

Will and I discuss how Will’s background in chemistry and medical device sales led to starting his podcast and how sales professionals would benefit by podcasting.

Episode 321: What’s Your Unique Promise of Value? With John Smibert.

Sat, 03 Dec 2016 09:00:00 -0000

John and I discuss the importance of building your personal brand, your unique promise of value, and how you can become a domain expert.

Episode 320: Where Will the Real Sales Revolution Begin? With Bridget Gleason.

Fri, 02 Dec 2016 09:00:00 -0000

Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology.

Episode 319: How to Gamify Sales Productivity. With Jeremy Boudinet.

Thu, 01 Dec 2016 09:00:00 -0000

Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity.

Episode 318: How to Get the Best ROI from Sales Training. With Norman Behar.

Wed, 30 Nov 2016 09:00:00 -0000

Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs.

Episode 317: How to Simplify The Complex Sale. With Brian Burns.

Tue, 29 Nov 2016 09:00:00 -0000

Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers.

Episode 316: How to Create a Sales Process. With Craig Rosenberg.

Mon, 28 Nov 2016 09:00:00 -0000

Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer.

Episode 315: How to Build Your Personal Brand with Networking. With Matt Holmes.

Sat, 26 Nov 2016 09:00:00 -0000

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand.

KEY TAKEAWAYS

[2:10] Matt learned that asking to interview someone about their success is a good shortcut to networking.

[3:14] Matt’s shares his favorite “networking with billionaire” story about landing an interview with Jeff Hoffman, founder of Priceline.com.

[5:22] Matt defines the critical elements of your personal brand.

[8:59] The steps sales reps should take to build their brand online.

[10:09] Matt describes the plug-ins to use with LinkedIn to build a powerful networking platform.

[14:15] Easy steps all sellers to need to take to perfect their LinkedIn profile.

[17:05] The three signs you are a poor networker: and how to address them

[19:45] Matt describes how to measure the effectiveness of your online networking activity.

MORE ABOUT MATT HOLMES

What’s your most powerful sales attribute?
Paying it forward -- giving something of value to the other person before making an ask.

Who is your sales role model?
Grant Cardone.

What’s one book that every salesperson should read?
How to Win Friends and Influence People, by Dale Carnegie.

What music is on your playlist right now?

Low-energy dubstep for the office.

CONTACT MATT HOLMES

Website: Handshakin.com/free

Snapchat: Handshakin

Twitter: @Handshakin

Episode 314: How to Reduce “No Decision” Decisions. With Bridget Gleason.

Fri, 25 Nov 2016 09:00:00 -0000

Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.

Thu, 24 Nov 2016 09:00:00 -0000

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.

MORE ABOUT BRENT ADAMSON

Who is your sales role model?
Steve Jobs, because I’m in the business of selling ideas.

What’s one book that everyone should read?
Any book that gets you to say, “Huh, I never thought of it that way before”.

What music is on your playlist right now?
O.A.R., Dave Matthews

CONTACT BRENT ADAMSON

Website: CEBGlobal.com

CEB Sales Leadership Council

CEB Marketing Leadership Council

Episode 313: How to Generate More Leads (without Cold Calling.) With Kendra Lee.

Wed, 23 Nov 2016 09:00:00 -0000

Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority.

Episode 312: Enhance all Sales Touch Points with Social. With Jamie Shanks.

Tue, 22 Nov 2016 09:00:00 -0000

Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front.

Episode 311: How to Earn Your Black Belt in Sales. With Anthony Caliendo.

Mon, 21 Nov 2016 09:00:00 -0000

Anthony and I discuss why you need a passion to excel at whatever you do and the three essential traits all successful sales professionals possess.

Episode 310: How the Human Touch Accelerates Your Sales. With Ali Mirza.

Sat, 19 Nov 2016 09:00:00 -0000

Ali and I discuss the biggest challenge facing sales reps in today’s environment and problems that can result from relying entirely on data to manage sales.

Episode 309: The Habits and Skills that Accelerate Your Success. With Bridget Gleason.

Fri, 18 Nov 2016 09:00:00 -0000

Bridget and I discuss the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripts.

Episode 308: Use Transparency to Transform the Buying Experience. With Gerald Vanderpuye.

Thu, 17 Nov 2016 09:00:00 -0000

Gerald and I discuss how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.

Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson.

Wed, 16 Nov 2016 09:00:00 -0000

Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts.

Episode 305: How to Make Sales Training Work for You. With Glenn Mattson.

Mon, 14 Nov 2016 09:00:00 -0000

Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change.

Episode 304: How to Sell with GRIT (Generosity, Respect, Integrity and Truth.) With Laurie Sudbrink.

Sat, 12 Nov 2016 09:00:00 -0000

My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the key topics Laurie and I discuss are the key elements of selling with GRIT, how to implement change in yourself and in your organization, and the five steps of change Laurie prescribes that you can use to transform your selling.

KEY TAKEAWAYS

[2:30] Laurie wrote Leading with GRIT to reach more people in the workplace than she could by coaching.

[4:01] The Acronym GRIT -- generosity, respect, integrity, and truth -- is really a way you can develop passion and perseverance in your career.

[11:25] The Respect and Integrity aspects help a leader to build trust, and flow right into Generosity.

[15:32] Laurie describes the fundamental problem when it comes to introducing change into our lives and how to effectively teach it.

[18:58] Andy and Laurie discuss the five steps to implementing change: awareness, desire, how, action, and perseverance.

[20:18] Being able to use your self-awareness without judgment is a critical point of Awareness.

[21:51] Taking some time to self-reflect -- a minute in the morning, a minute at noon, a minute in the evening -- is essential to making lasting change.

[23:51] Desire for change is the why. We have to own that why. What's the value to me?

[30:00] Action: take that first step. It's OK to make a mistake.

[32:16] Perseverance: you fall off the horse, and you get back on. Keep going, because there really is no alternative.

[33:52] Life's too short. Have a little fun, lighten up, and enjoy the ride.

MORE ABOUT LAURIE SUDBRINK

What’s your most powerful sales attribute?
Relating to people.

Who is your sales role model?
Jeffrey Gitomer.

What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz.

The Only Little Prayer You Need: The Shortest Route to a Life of Joy, Abundance, and Peace of Mind, by Debra Landwehr Engle.

What music is on your playlist right now?

Tom Petty.

CONTACT LAURIE SUDBRINK

Website: Leadingwithgrit.com

Website: Leadingwithgrit.com/gritassessment

LinkedIn: Laurie Sudbrink

Facebook: Laurie Sudbrink

Twitter: @lauriesudbrink

Episode 303: How to Use Ambiguity to Win More Sales. With Bridget Gleason.

Fri, 11 Nov 2016 09:00:00 -0000

On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Episode 302: How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein.

Thu, 10 Nov 2016 09:00:00 -0000

Craig and I discuss the development of online and mobile CRM, why CRM implementations fail, and integrated marketing automation.

Episode 301: How to Entice, Disarm, and Discover Your Clients. With Ian Altman.

Wed, 09 Nov 2016 09:00:00 -0000

Ian and I discuss understanding the problems your product solves for the customer and how to qualify your customer by enticing them.

Episode 300: How to Grow by Going for NO to Get to YES. With Andrea Waltz.

Tue, 08 Nov 2016 09:00:00 -0000

Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales.

Episode 299: How to Persuade, Negotiate and Influence. With Kurt Mortensen.

Mon, 07 Nov 2016 09:00:00 -0000

Kurt and I explore influence, persuasion, and negotiation. Also, how sales has changed and whether you would rather talk to a salesperson or a consultant.

Episode 298: How to use Podcasts to Develop New Prospects. With Kevin Craine.

Sat, 05 Nov 2016 08:00:00 -0000

Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and web documents into podcasts.

Episode 297: What’s the Value of Persuasion as a Sales Skill? With Bridget Gleason.

Fri, 04 Nov 2016 08:00:00 -0000

We answer the question of a listener about what you need to do to position yourself for promotion and attempt to define what persuasion is.

Episode 296: How to use Channel Partners to Grow Your Sales. With Jay McBain.

Thu, 03 Nov 2016 08:00:00 -0000

Jay and I discuss why more companies are looking to build their business through channel sales partners and how channel sales are transforming entire industries.

Episode 295: How to Accelerate Your Sales With Sales Process Engineering. With Justin Roff-Marsh.

Wed, 02 Nov 2016 08:00:00 -0000

Justin and I discuss sales process engineering and why he believes it’s important to reduce a salesperson’s autonomy through a division of labor.

Episode 294: How to Accelerate the Growth of Your Business. With Sean Sheppard.

Tue, 01 Nov 2016 08:00:00 -0000

Sean and I discuss the 4 key milestones start-ups should use to assess their progress and how to acquire the data to develop an effective customer attraction strategy.

Episode 293: How to Rebuild Your Confidence. With Molly Fletcher.

Mon, 31 Oct 2016 08:00:00 -0000

Molly and I discuss how to rebuild your confidence after a set back and differences and similarities between selling and negotiating.

Episode 292: When Cold Emailing is Better than Cold Calling. With Rod Sloane.

Sat, 29 Oct 2016 08:00:00 -0000

Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling and how to use it to build a larger pipeline of qualified opportunities.

Episode 291: How to Avoid the Sunk Cost Sales Trap. With Bridget Gleason.

Fri, 28 Oct 2016 08:00:00 -0000

Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap and how to distinguish between a long sales cycle and a lost deal.

Episode 290: How to Have Better Sales Conversations. With Chris Orlob.

Thu, 27 Oct 2016 08:00:00 -0000

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential for sales leaders today, how listening to actual calls services as a great sales coaching and auto-correcting mechanism and why sales leaders need to understand the important difference between skills and habits/behaviors in the context of sales coaching.

KEY TAKEAWAYS

[5:21] Chris explains how the Conversature software helps sales teams by functioning as an “x-ray vision into a sales organization’s conversations”.

[7:28] Questions to ask if you’re concerned about the effectiveness of your outbound calling:

Are your sales reps having low quality conversations?
Do you know the quality of your sales reps’ conversations?
Have you tried very hard to improve the quality and effectiveness of your sales reps’ conversations but to unpredictable ends?

[10:13] Having visibility into sales calls/sales conversations acts as an auto-correcting mechanism, because when reps know their calls are being reviewed they employ the right behaviors and refrain from destructive behaviors a lot more often.

[12:49] Chris believes conversations are the part of being a professional salesperson that require most preparation, skill, coaching, training, education, etc.

[16:29] Chris shares his belief that sales success often comes down to judgment and there’s no formula for sales success.

[17:42] Chris makes the point that leverage in sales coaching comes from strengthening strengths rather than focusing on correcting weaknesses, and Andy suggests it’s beneficial to focus on strengthening one good behavior (or habit) at a time.

[22:48] Andy clarifies there’s an important difference between skills and habits/behaviors because the two are often times conflated.

[25:42] Chris explains why he wrote in a blog post that strong sales managers or strong sales leaders should not distribute leads equitably — a point I strongly disagree with.

MORE ABOUT CHRIS ORLOB

What’s your most powerful sales attribute?
The ability to deliver insights that make people think differently.

Who is your sales role model?
Mark Cuban.

What’s one book that every salesperson should read?
Amp Up Your Sales, by Andy Paul.

The Challenger Sale, by Brent Adamson

What music is on your playlist right now?

Blink 182 and A Day to Remember.

CONTACT CHRIS ORLOB

Website: Conversature.com

Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.

Wed, 26 Oct 2016 08:00:00 -0000

Dan and I discuss the importance of sales & marketing alignment in lead generation and effective strategies to improve sales & marketing collaboration.

Episode 288: How to Accelerate the Growth of your SaaS Company. With Nic Poulos.

Tue, 25 Oct 2016 08:00:00 -0000

Nic and I discuss why enterprise customers are becoming more willing to buy critical systems from start-ups and what strategies help a start-up get through the growth stage.

Episode 287: How to Grow Customer Lifetime Value. With Jermaine Edwards.

Mon, 24 Oct 2016 08:00:00 -0000

Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process.

Episode 286: How to Create Content That Attracts Prospects. With Alzay Calhoun.

Sat, 22 Oct 2016 08:00:00 -0000

Alzay and I discuss how the right content can transform a prospect’s perception of value and how to use content to maintain the right problem-solution orientation.

Episode 285: How to Eliminate Your Sales Biases. With Bridget Gleason.

Fri, 21 Oct 2016 08:00:00 -0000

On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases."

Episode 284: Simplifying the Process of Prospecting. With Nicolas Vandenberghe.

Thu, 20 Oct 2016 08:00:00 -0000

Nicolas and I discuss best practices for the routing of sales opps, the importance of the hand-off process, and how to perform real-time meeting confirmations from prospects.

Episode 283: How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows.

Wed, 19 Oct 2016 08:00:00 -0000

John and I discuss why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better.

Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.

Tue, 18 Oct 2016 08:00:00 -0000

Brent and I discuss how the ‘challenger’ paradigm presents a challenge for the buyer and seller and how it forces sellers to adapt their stratigies for creating a mental model of the customer’s business.

Episode 281: How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet.

Mon, 17 Oct 2016 08:00:00 -0000

Andrea and I discuss how she incorporates her company's core values into her team’s selling efforts and how to use metaphors when selling intangible value.

Episode 280: How To Get Ahead by Thinking Bigger. With Patrick Schwerdtfeger.

Sat, 15 Oct 2016 08:00:00 -0000

Patrick and I discuss what it means to have a growth mindset, why having one is critical to your success and how living up to our potential is an ongoing dynamic process.

Episode 279: Is Sales a Marathon or a Sprint? With Bridget Gleason.

Fri, 14 Oct 2016 08:00:00 -0000

Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting defeated.

Episode 278: How to Increase Engagement with Your Prospects. With Josh Evans.

Thu, 13 Oct 2016 08:00:00 -0000

Josh and I discuss how to help reps more effectively engage with prospect and how reps can benefit from technologies that support account-based messaging.

Episode 277: How to Manage and Improve Sales Performance. With Jason Jordan.

Wed, 12 Oct 2016 08:00:00 -0000

Jason and I discuss why there needs to be more investment in training sales managers and strategies leaders can use to improve the performance of their teams.

Episode 276: The Only Sales Guide You’ll Ever Need. With Anthony Iannarino.

Tue, 11 Oct 2016 08:00:00 -0000

Anthony and I discuss why you as a salesperson are the primary value proposition and how psychology is more important than technology in sales.

Episode 275: Best Social Marketing Practices for SMBs. With Jeff Korhan.

Mon, 10 Oct 2016 08:00:00 -0000

Jeff shares some of his best practices on social marketing, including how to take that first step to define and implement your social media strategy.

Episode 274: How to Align Your Value with Your Ideal Client. With Wendy Y Bailey.

Sat, 08 Oct 2016 08:00:00 -0000

We discuss the importance of personal branding and why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects.

Episode 273: How Sales Leadership Begins with YOU! With Bridget Gleason.

Fri, 07 Oct 2016 08:00:00 -0000

Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now!

Episode 272: Amp Up Your Social Selling with The Right Sales Tools. With Kevin O’Nell.

Thu, 06 Oct 2016 08:00:00 -0000

Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective use of sales technologies.

Episode 271: How to be a Great Sales Coach. With David A. Brock.

Wed, 05 Oct 2016 08:00:00 -0000

David and I cover topics ranging from the evolving role of sales leaders in modern organizations to the qualities that make great sales coaches.

Episode 270: How to Be a Disruptor. With Jay Samit.

Tue, 04 Oct 2016 08:00:00 -0000

What it means to be a disruptor, what self-disruption is really about and how it can transform your career and life.

Episode 269: The Science of Marketing and Sales Alignment. With Peter Mollins.

Mon, 03 Oct 2016 08:00:00 -0000

Peter and I talk about the alignment between sales and marketing departments. And, how better collaboration will lead to more revenue.

Episode 268: How to Build an Extraordinary Brand. With Sunny Bonnell.

Sat, 01 Oct 2016 08:00:00 -0000

Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary.

Episode 267: Is the B2B Salesperson An Endangered Species? With Bridget Gleason.

Fri, 30 Sep 2016 08:00:00 -0000

Listen in as Bridget and I discuss how salespeople can develop the habits and behaviors that not only improve their current performance, but also secure their role in future.

Episode 266: Understanding The ‘Math Of Sales.’ With Bill Johnson.

Thu, 29 Sep 2016 08:00:00 -0000

Bill and I discuss ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.

Episode 265: How to Bring A Personal Touch Back Into Sales. With Michael Sacca.

Wed, 28 Sep 2016 08:00:00 -0000

Michael and I discuss how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process.

Episode 264: The ABC’s of Trigger-based Selling. With Craig Elias.

Tue, 27 Sep 2016 08:00:00 -0000

Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects.

Episode 263: How to Accelerate Your Business Growth. With Jake Dunlap.

Mon, 26 Sep 2016 08:00:00 -0000

Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales.

Episode 262: The Death of a Start-up. With Hampus Jakobsson.

Sat, 24 Sep 2016 08:00:00 -0000

My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity. In this episode Hampus describes what Brisk set out to do for sales professionals and sales teams. And he shares the reasons why Brisk ultimately failed to achieve its goals. It’s a great cautionary tale for entrepreneurs. Join us as Hampus and I also discuss some essential sales lessons for start-ups.

KEY TAKEAWAYS

[09:00] Hampus shares how Brisk decided to develop a product that could make sales predictable.

[11:30] The doubters felt Brisk was wrong to expend resources on a mobile app for sales (given the growth of insides sales.)

[13:32] Are we moving into a scary world with the myth of personalization?

[15:00] With each new customer, Brisk was forced into product customization.

[17:10] The pressures from the market and investors that forced Brisk to fold.

[18:15] Are many of the new sales tools simply a better way to get data into Salesforce?

[20:00] Small companies want to be data-driven, but can they when they have small sample sizes?

[26:00] Is engineering people out of your sales process inevitably just commoditizing your product?

[30:00] Why new companies should focus more effort on mapping the customer journey.

MORE ABOUT HAMPUS JAKOBSSON

What’s your most powerful sales attribute?
Enthusiasm.

Who is your sales role model?
Scott Leese of OutboundEngine

What’s one book that every salesperson should read?
The Game: Penetrating the Secret Society of Pickup Artists by Neil Strauss

What music is on your playlist right now?

Radiohead, Daft Punk, and The National.

CONTACT HAMPUS JAKBOSSON

Website: https://hajak.se/

Episode 261: Springsteen and Sales. With Bridget Gleason.

Fri, 23 Sep 2016 08:00:00 -0000

Join Bridget and I as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first.

Episode 260: How to Automate Your Phone-based Sales Processes. With David Hood.

Thu, 22 Sep 2016 08:00:00 -0000

David and I discuss how inside sales are the increasing importance of virtual reputations and the evolving role of inside sales teams in full life-cycle sales.

Episode 259: High Profit Prospecting. With Mark Hunter.

Wed, 21 Sep 2016 08:00:00 -0000

We discuss why salespeople are better off investing more time with fewer prospects and how to contact with high-profit prospects.

Episode 258: How to Win More Sales Now. With Erik Luhrs.

Tue, 20 Sep 2016 08:00:00 -0000

Erik and I discuss how to create a unique sales persona that helps you rapidly build rapport with prospects and how to position yourself to win the trust of your buyers.

Episode 257: How to Sell Bigger Deals to Bigger Customers. With Barbara Weaver Smith.

Mon, 19 Sep 2016 08:00:00 -0000

Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.

Episode 256: How to Make Podcasting a Key Part of Your Content Marketing Strategy. With Jessica Rhodes.

Sat, 17 Sep 2016 08:00:00 -0000

In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your podcast right now.

Episode 255: Does it Have to be Quality vs Quantity in Prospecting? With Bridget Gleason.

Fri, 16 Sep 2016 08:00:00 -0000

Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams.

Episode 254: How to Quickly Ramp-up New Sales Reps. With Scott Miller.

Thu, 15 Sep 2016 08:00:00 -0000

Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework.

Episode 253: How to Improve Sales Training with a Marketing Mindset. With Bill Caskey.

Wed, 14 Sep 2016 08:00:00 -0000

Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.

Episode 252: How to Build The Right Sales Stack For Your Needs. With Nancy Nardin.

Tue, 13 Sep 2016 08:00:00 -0000

Join us as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements.

Episode 251: How to Increase Sales with Value-based Selling. With Julie Thomas.

Mon, 12 Sep 2016 08:00:00 -0000

Julie and I define what value is in sales, and cover how to establish value in the prospect’s mind, Also how creating value in sales is challenged by technology.

Episode 250: How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings.

Sat, 10 Sep 2016 08:00:00 -0000

Join Andy and Duane Cummings for a great conversation on what it means to live a sensational life and how being of service to others can help you be sensational in sales!

Episode 249: How Sales Reps Should Prepare For A Sales Interview. With Bridget Gleason.

Fri, 09 Sep 2016 08:00:00 -0000

Bridget Gleason and I discuss how to prepare for a sales job interview. We cover what questions you should be ready for and skills you need to have.

Episode 248: How to Use the Social DNA of Your Buyers to Increase Engagement. With Mike Scher.

Thu, 08 Sep 2016 08:00:00 -0000

Mike and I discuss the biggest challenges sales reps have in reaching the right decision-makers and how to balance the quantity of proactive sales touches with effectiveness and efficiency.

Episode 247: How to be a True Value Provider. With Jeffrey Gitomer.

Wed, 07 Sep 2016 08:00:00 -0000

Jeffrey and I discuss social selling, smarter alternatives to cold calling prospects, and what the value proposition is really about.

Episode 246: Strategies to Develop a Better Coaching Habit. With Michael Bungay Stanier.

Tue, 06 Sep 2016 08:00:00 -0000

Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach.

Episode 245: How to Increase Revenue and Reduce Churn. With Ralph Lentz.

Mon, 05 Sep 2016 08:00:00 -0000

Ralph and I discuss how companies reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.

Episode 244: When to Start Selling Your Start up Product. With Kyle York.

Sat, 03 Sep 2016 08:00:00 -0000

In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”

Episode 243: The Power of Positive Sales Habits. With Bridget Gleason.

Fri, 02 Sep 2016 08:00:00 -0000

We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance.

Episode 242: The Power of Predictive Analytics in Sales. With Debu Chatterjee.

Thu, 01 Sep 2016 08:00:00 -0000

Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes.

Episode 241: How to Create Value through the Sales Process. With Donal Daly.

Wed, 31 Aug 2016 08:00:00 -0000

In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016.

Episode 240: Why the Existing Sales Training Model is Broken. And How to Fix It. With Richard Ruff.

Tue, 30 Aug 2016 08:00:00 -0000

Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling.

Episode 239: How to Sell With a Story. With Paul Smith.

Mon, 29 Aug 2016 08:00:00 -0000

Joining me in this episode is Paul Smith, author of great books on why we need to incorporate storytelling into every aspect of our lives.

Episode 238: How to Replace Your Outdated Sales Processes. With Bobbie Foedisch.

Sat, 27 Aug 2016 08:00:00 -0000

Bobbie and I discuss how sales reps need to replace their old-fashioned sales processes with modern techniques to identify and engage with prospects.

Episode 237: How to Become an Expert. With Bridget Gleason.

Fri, 26 Aug 2016 08:00:00 -0000

Join us as Bridget and I provide our recommendations for the books we have recently read that can inspire, motivate and teach you how to elevate your sales.

Episode 236: Tools to Help Sellers In the Account-Based World. With Daniel Barber.

Thu, 25 Aug 2016 08:00:00 -0000

Join Daniel and I as we dive into what Node is doing to boost sales productivity by helping sales reps talk to people, at the right time, with the right message!

Episode 235: Why Sales Needs to Understand the Buying Process from the Inside Out. With Michael Nick.

Wed, 24 Aug 2016 08:00:00 -0000

In this episode Michael and I talk about how your customer’s process of gathering and evaluating information, and making decisions is evolving.

Episode 234: How to Build Effective Relationships with Your Ideal Clients. With James Carbary.

Tue, 23 Aug 2016 08:00:00 -0000

In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients.

Episode 233: How to Coach Your Prospects To Make Better Decisions. With Jeffrey Lipsius.

Mon, 22 Aug 2016 08:00:00 -0000

In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps.

Episode 232: How to Create Content with Sales In Mind. With Cara Hogan.

Sat, 20 Aug 2016 08:00:00 -0000

In this episode, Cara and I talk about the critical sales and marketing alignment and how to create content that aligns with the requirements of sales reps.

Episode 231: Creating Meaningful Career Paths for Salespeople. With Bridget Gleason.

Fri, 19 Aug 2016 08:00:00 -0000

In this episode, Bridget and I dive into the topic of how to create meaningful career paths in sales, especially for SDRs in inside sales organizations.

Episode 230: How to Hire The Best Sales Candidates. With Steve Waterhouse.

Thu, 18 Aug 2016 08:00:00 -0000

In this episode, Steve shares the series of assessment tools he has developed to help managers hire the best people.

Episode 229: How to Sell and Thrive in the Experience Economy. With Shep Hyken.

Wed, 17 Aug 2016 08:00:00 -0000

My guest is Shep Hyken, a Hall of Fame Speaker, and bestselling author of The Cult of the Customer and The Amazement Revolution.

Episode 228: How to Give Your Sales Process a Check-up. With Colleen Francis.

Tue, 16 Aug 2016 08:00:00 -0000

On this episode, I talk to Colleen Francis, founder of Engage Selling and author of a great book titled, Nonstop Sales Boom.

Episode 227: How You Sell is Your Performance of a Lifetime. With Cathy Salit.

Mon, 15 Aug 2016 08:00:00 -0000

Joining me on this episode is Cathy Salit, CEO of Performance of a Lifetime and author of Performance Breakthrough: A Radical Approach to Success at Work.

Episode 226: How a Podcast Can Drive More Engagement with Prospects. With Jonathan Rivera.

Sat, 13 Aug 2016 08:00:00 -0000

Listen now to discover more about podcasting and its intimate connection to sales. Learn to use it to drive more engagement with prospects.

Episode 225: How to Rebuild Your Confidence. With Bridget Gleason.

Fri, 12 Aug 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into how to rebuild your confidence. We all go through highs and lows, and sometimes we hit a slump. So, how do you find the motivation to pick yourself up, get back on track and build a self-sustaining level of confidence? How do you make sure you’ve got the tools at hand so that when you fall into a slump, you can recognize and get out of them quickly? Join us now to discover tips and tools to help you get out of slump & rebuild your confidence.

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Website: www.sumologic.com

Episode 224: Amp Up Your Sales Conversations. With Peter Gracey.

Thu, 11 Aug 2016 08:00:00 -0000

Join me now as Peter and I talk about the art and the science of sales development. And, how a conversation-focused approach to prospecting drives increased sales productivity.

Episode 223: Sales Training for the Modern Sales Team. With Skip Miller.

Wed, 10 Aug 2016 08:00:00 -0000

Skip and I talk about the current state of the sales training field and the essential emerging trends in sales training as it evolves to meet the demands of the modern sales organization.

Episode 222: How to Create Value in Sales. With Deb Calvert.

Tue, 09 Aug 2016 08:00:00 -0000

We cover how sales reps can create value in sales, essential strategies for connecting with prospects and how to differentiate yourself.

Episode 221: How to Drive Sales with Content Marketing. With Jeff Herrmann.

Mon, 08 Aug 2016 08:00:00 -0000

We discuss how content marketing drives sales, why content marketing is more effective, and how the role of content marketing is critical for prospecting.

Episode 220: Creating a Revolution in Your Online Marketing. With Stephen Christopher.

Sat, 06 Aug 2016 08:00:00 -0000

Stephen and I break down some of the common mistakes entrepreneurs continue to make in developing and implementing their online marketing strategies.

Episode 219: Does Everyone in Sales Need to Have a “Sales Philosophy”? With Bridget Gleason.

Fri, 05 Aug 2016 08:00:00 -0000

Bridget Gleason and Andy Paul ask what is a sales philosophy and how does it shape how you sell?

Episode 218: How to Align Your Selling with Your Buyer’s Decision Making. With Matt Behrend.

Thu, 04 Aug 2016 08:00:00 -0000

Matt and I talk about the customer decision making process, and how new sales enablement tools are helping B2B sales teams align their selling efforts with the buying processes of their prospects.

Episode 217: The Power of the Emotional Connection In Selling. With Mike Bosworth.

Wed, 03 Aug 2016 08:00:00 -0000

We discuss are the power of a story in sales; how to make that emotional connection; how to train salespeople, and how to teach storytelling techniques

Episode 216: How to Work a Room to Make Connections. With Susan RoAne.

Tue, 02 Aug 2016 08:00:00 -0000

Susan and I cover how to work a room, build a network, and use social media to maintain connections

Episode 215: Key Steps to Make Money In Your Business. With Stephen Woessner.

Mon, 01 Aug 2016 08:00:00 -0000

In this episode, Stephen and I discuss how to profitably grow your business by avoiding the common money draining mistakes too many entrepreneurs make.

Episode 214: Why You Need to Procrastinate On Purpose. With Rory Vaden.

Sat, 30 Jul 2016 08:00:00 -0000

Rory and I discuss a range of topics about increasing your personal productivity

Episode 213: Pointless Arguments in Sales. With Bridget Gleason.

Fri, 29 Jul 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Companies are developing products to automate many aspects of the sales process, which brings about the question, how do sales remain relevant? On this episode, Bridget and I discuss some of the most pointless arguments in sales and we also come up with another book idea. Join us now!

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Website: www.sumologic.com

Episode 212: How to Choose The Right Solutions For Your Sales Stack. With Mark Kosoglow.

Thu, 28 Jul 2016 08:00:00 -0000

Mark joins me on this episode to talk about the sales stack, what it is and how companies should go about the process of constructing their own sales stack.

Episode 211: How to Build A High Performance Sales Culture. With Ron Karr.

Wed, 27 Jul 2016 08:00:00 -0000

Ron joins me to share the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence.

Episode 210: How to Break Through The Noise to Sell to CEOs. With Bill Stinnett.

Tue, 26 Jul 2016 08:00:00 -0000

Episode 209: How to Build Effective Customers Relationships in a Digital Age. With Susie Miller.

Mon, 25 Jul 2016 08:00:00 -0000

Discover hacks on successfully connecting and quickly establishing rapport with people you meet online, and dramatically improving your business relationships in 30 days or less.

What Impact will Brexit Have on Your Sales? With Tim Hughes, Régis Lemmens and Bob Apollo.

Sun, 24 Jul 2016 08:00:00 -0000

We have a special episode for you about Brexit, a term coined for the UK’s recent decision to exit the EU. I talk to three guests, Tim Hughes, Régis Lemmens, and Bob Apollo, on the ramifications of Brexit, both the near and long-term for business in general and sales in particular. You’ll hear views about the uncertain future and the strategies sellers should be pursuing now to win new business. My guests are not political commentators, but they are sales, business and marketing experts with very definite opinions about the pros and cons of Brexit.

208: Growth Hacks & Profit Hacks w/ Steven Daar

Sat, 23 Jul 2016 08:00:00 -0000

In this episode, Steven shares the data driven insights that help many of his clients, including several Shark Tank participants, to generate more leads and convert a higher percentage of those leads into orders.

Episode 207: How to Remain Relevant In the Face of Sales Automation w/ Bridget Gleason

Fri, 22 Jul 2016 08:00:00 -0000

In this episode, Bridget and I discuss where we think sales automation is headed and some of its current benefits and shortfalls. And, we talk about the important steps sales reps should take to ensure that they are always in a position to add unique value to the buyer’s journey.

Episode 206: Optimizing Sales Lead Generation w/ Eric Quanstrom

Thu, 21 Jul 2016 08:00:00 -0000

Among the many topics covered in this episode, Eric and I talk about how to integrate inbound and outbound strategies to optimize sales lead generation, Eric’s three secrets to sales development success that are hidden in plain sight and what KiteDesk is doing to amp up the productivity of sales development teams.

Episode 205: What It Takes to Be a Leader in Sales and in Life w/ Rob “Waldo” Waldman

Wed, 20 Jul 2016 08:00:00 -0000

Waldo and I discuss are how you can learn to become a leader, the critical differences between leadership and management, finding growth on the other side of fear, and what it means to be fully committed to achieving your goals.

Episode 204: How to use a Podcast to Connect with Prospects w/ John Lee Dumas.

Tue, 19 Jul 2016 08:00:00 -0000

John shares what inspired him to start Entrepreneur on Fire and why podcasting is a great way to intimately connect with potential buyers.

Episode 203: Why you need a Sales Process and a Sales Methodology w/ Richard Harris

Mon, 18 Jul 2016 08:00:00 -0000

In this episode Richard and I dive deep into many topics including the critical differences between a sales process and a sales methodology, and why companies need both to succeed in sales, how to build a playbook around big deals and Richard’s NEAT system for prospect qualification.

Episode 202: The Millennial Mentor w/ Gerard Adams

Sat, 16 Jul 2016 08:00:00 -0000

Join me in this episode as Gerard and I discuss what millennials want from work and how can they achieve their personal and career goals.

Episode 201: How You Can Be the Golden State Warriors of Sales w/ Bridget Gleason

Fri, 15 Jul 2016 08:00:00 -0000

I recently read an article on how Steve Kerr, head coach of the Warriors basketball team, has instilled a system that’s built around 4 core values: competition, mindfulness, compassion and joy. In this episode, Bridget and I unpack these 4 core values in the context of selling and sales performance.

Episode 200: How to Accelerate Your Deals with RevForSales, with David Brunner

Thu, 14 Jul 2016 08:00:00 -0000

David Brunner is the founder and CEO of ModuleQ, the technology behind Rev, which is a mobile-first, sales enablement app that brings the power of Personal Data Fusion to the world of sales. In this episode, David and I discuss what Personal Data Fusion is, why it is important to sales reps and how ModuleQ is employing it to help salespeople increase their personal sales productivity. Be sure to listen now!

MORE ABOUT DAVID BRUNNER

What’s your most powerful sales attribute?

Listening.

Who is your sales role model?

Sherry Harmon, our CRO at Rev for Sales.

What’s one book that every salesperson should read?

To Sell Is Human by Daniel Pink

Zero Time Selling by Andy Paul

What music is on your playlist right now?

I am a Rachmaninoff fan, mostly classical music, variations on a theme of Paganini, some of the piano concertos, and Vivaldi.

What’s the one question you get asked most frequently by salespeople?

How can you manage the privacy around us?

Episode 199: How to Improve Your Memory to Improve Your Sales, with Brad Zupp

Wed, 13 Jul 2016 08:00:00 -0000

Brad Zupp is a world-class memory expert and co-captain of the U.S.A. Memory Team. In sales, having instant and accurate recall of all of the details about your clients, their needs and objectives and the deals that you are working on gives you a distinct competitive edge. In this episode, Brad shares some easy-to-use tips on how to improve your memory skills, and improve your sales!

Episode 198: How to Use LinkedIn to Grow Sales w/ Mark Williams

Tue, 12 Jul 2016 08:00:00 -0000

Mark Williams is the founder and managing director of ETN LinkedIn Training, and the UK’s leading LinkedIn and social selling expert (also known as “Mr. LinkedIn” on Twitter.) LinkedIn has become an indispensable tool for finding new prospects and decision-makers when developing new sales. In this episode, Mark describes his 5C system for becoming more active and engaged on LinkedIn.

Episode 197: Sales Leadership Starts With the Sales Rep w/ Kevin Eikenberry

Mon, 11 Jul 2016 08:00:00 -0000

Kevin Eikenberry is Chief Potential Officer at the Kevin Eikenberry Group, a world-renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, and coach. Is this episode our discussion is centered around the leadership component of sales management. You’ll learn why you need to lead, inspire and motivate the buyer to take action. And, why too few sales reps ever seem to consider their role to be that of a leader. Tune in to hear Kevin and I talk about the intersection of leadership and management in the context of sales and what that means for your success.

Episode 196: Sales and Marketing Alignment in the Digital Age w/ Tony Delmercado

Sat, 09 Jul 2016 08:00:00 -0000

Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in business development, marketing and operations. In this episode, Tony and I have a discussion about what companies can do to dramatically grow their revenues by to perfecting the alignment of their marketing and sales efforts.

Episode 195: Are You Making Sales More Complicated Than It Needs To Be? w/ Bridget Gleason

Fri, 08 Jul 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be.

Episode 194: How to Build Your Sales Stack w/ Brandon Redlinger

Thu, 07 Jul 2016 08:00:00 -0000

Brandon Redlinger is head of growth at PersistIQ, which makes outbound sales more effective by bringing the human element back to sales. In this episode, Brandon and I talk about how effective sales development is based on balancing personalization with automation. Be sure to listen in as we discuss what should be in your sales stack in order to improve your sales productivity.

Episode 193: The Role of Desire and Hustle in Sales w/ Donald Kelly

Wed, 06 Jul 2016 08:00:00 -0000

Donald Kelly, also known as The Sales Evangelist, is the host of The Sales Evangelist podcast and founder of TSE Sales Training and Coaching. In today's episode, Donald tells me he believes anyone can sell if they possess 3 traits: the desire, the hustle factor and proper training.

Episode 192: How to Get Unstuck in Life, Business and Work w/ Jason VanOrden

Tue, 05 Jul 2016 08:00:00 -0000

Jason VanOrden is an entrepreneur, author, speaker, podcast host and co-founder of Internet Business Mastery. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In this episode, Jason and I discuss how to get unstuck in life and business.

Episode 191: Building a Referral Machine w/ Tim Templeton

Mon, 04 Jul 2016 08:00:00 -0000

Tim Templeton is an entrepreneur, consultant, speaker and bestselling author of several books, including The Referral of a Lifetime. In today’s episode, Tim shares his strategies for how to build a strong book of business based solely on referrals.

Episode 190: Hiring Specialists vs Generalists w/ Bridget Gleason

Fri, 01 Jul 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget interviews me, asking questions ranging from how to hire the right salespeople to how you can deliver the value that helps prospects make the decision to buy from you.

Episode 189: How to Use Emotion to Capture Your Prospect’s Interest w/ Michael Hauge

Thu, 30 Jun 2016 08:00:00 -0000

Bestselling author of Selling Your Story in 60 Seconds, Michael Hauge, is a story and script consultant, author, lecturer, and coach who works with writers, producers, directors and prominent stars to sell their ideas in the cut-throat competitive world of Hollywood. In today’s episode, Michael shares how sales reps can use emotion as the best tool to create the compelling first impressions that capture a prospect’s attention.

Episode 188: How to make differentiate yourself in a crowded market w/ Drew McLellan

Wed, 29 Jun 2016 08:00:00 -0000

Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. In today’s episode, Drew tells us what sales reps can do to differentiate themselves in competitive markets and how to connect and engage in a meaningful way with potential buyers.

Episode 187: How to get a WIN on every prospecting call w/ Art Sobczak

Tue, 28 Jun 2016 08:00:00 -0000

Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about cold calling. And, what every seller can do to master it.

Episode 186: Win More Deals by Writing Exquisite Proposals w/ Jason Swenk

Mon, 27 Jun 2016 08:00:00 -0000

Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. . In today’s episode, Jason shares his key steps to writing a winning proposal.

Episode 185: Sales Stories and Lessons Every Salesperson Should Hear w/ Bridget Gleason

Fri, 24 Jun 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way.

Episode 184: Selling Your Idea, Vision, Dream, and Yourself to Investors w/ John Livesay

Thu, 23 Jun 2016 08:00:00 -0000

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience.

Episode 183: Marketing as Service: Change from Message Pusher to Value Provider w/ Drew Neisser

Wed, 22 Jun 2016 08:00:00 -0000

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

Episode 182: Continuous Learning is the Key to Your Success w/ John Spence

Tue, 21 Jun 2016 08:00:00 -0000

In today’s episode, John (author of five books including Awesomely Simple and Letters to a C.E.O.) and I discuss why every sales professional must make a commitment to continuous self-education.

Episode 181: Using Inside Sales To Increase Revenues in Competitive Markets w/ Lynn Hidy

Mon, 20 Jun 2016 08:00:00 -0000

Lynn Hidy, the founder of UpYourTeleSales.com, is an expert at creating profitable inside sales teams. In today’s episode, Lynn and I discuss how companies can use insides sales to grow revenues in competitive markets.

Special Episode: How the Microsoft Acquisition of LinkedIn Will Impact Sales Professionals

Sun, 19 Jun 2016 08:00:00 -0000

This is a special episode about Microsoft’s proposed acquisition of LinkedIn. I asked three leading experts on LinkedIn to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders.

Episode 180: Paying Attention to the Details Still Matters w/ Bridget Gleason

Fri, 17 Jun 2016 08:00:00 -0000

In this episode, Bridget and I talk about how paying attention to the details matters for sales success.

Episode 179: Saying Yes to Email Analytics for Adjusting Your Sales Strategies w/ Matthew Bellows

Thu, 16 Jun 2016 08:00:00 -0000

In today’s episode, Matthew Bellows (founder and CEO of Yesware) and I discuss how to help the end user salesperson be more successful, getting access to their stream of data, and creating more and more benefits to growing businesses top-line.

Episode 178: Sales and Marketing NEED to Collaborate to Boost Sales Productivity w/ Peter Strohkorb

Wed, 15 Jun 2016 08:00:00 -0000

In today’s episode, Peter Strohkorb, author of a new book called The OneTEAM Method: How Sales + Marketing Collaboration Boosts Big Business, shares the importance of sales and marketing collaborating together to ensure they get the sale and make their customer happy.

Episode 177: Marketing and Sales Alignment: Maximizing the Value of Content Marketing to Serve Customers w/ Ardath Albee

Tue, 14 Jun 2016 08:00:00 -0000

In today’s episode, Ardath discusses marketing and sales alignment, starting the conversation with prospects, and why random acts of content marketing do not prevail.

Episode 176: Transition, Transform, and Evolve: Moving to the Next Level of Your Life and Business w/ Steve Rodgers

Mon, 13 Jun 2016 08:00:00 -0000

In today’s episode, I talk with former CEO of Prudential California Realty, Steve Rodgers, about the 3 phases of life and business: transition, transform and evolve.

Episode 175: How to Maintain Your Sales Motivation. With Bridget Gleason

Fri, 10 Jun 2016 08:00:00 -0000

In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal motivation.

Episode 174: Aligning Solutions and Services to Elevate Customer Success w/ Dave Blake

Thu, 09 Jun 2016 08:00:00 -0000

In this episode, Dave and I talk about retaining customers, up-selling, and minimizing the churn among subscribers by enabling Customer Success Teams to achieve their mission.

Episode 173: Elevate the Professionalism, and Productivity, of Your Sales Team w/ John Smibert

Wed, 08 Jun 2016 08:00:00 -0000

Tune into this episode to hear John Smibert (co-founder and CEO of Strategic Selling Group) and I talk about how the potential risk of too much automation in sales and to learn an efficient approach sales managers should use to train their team

Episode 172: Your Emotional Intelligence (EQ) Is Your Key to Success w/ John Murphy

Tue, 07 Jun 2016 08:00:00 -0000

In this episode, John discusses how to bolster your emotional intelligence and how money should not be a company’s sole motivation.

Episode 171: How to Define, Lead, and Own Your Market. With Gene Hammett.

Mon, 06 Jun 2016 08:00:00 -0000

In today’s episode, Gene and I discuss the steps entrepreneurs should take to establish a leadership position in the market they serve.

Episode 170: Managing and Coaching Under-Performing Sales Reps w/ Bridget Gleason

Fri, 03 Jun 2016 08:00:00 -0000

In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps.

Episode 169: Use Digital Intelligence to Gain a Competitive Sales Edge w/ T.A. McCann

Thu, 02 Jun 2016 08:00:00 -0000

In today's episode, T.A. and I discuss how sales teams can leverage real-time intelligence about the digital activities, and successes, of their competitors to become smarter and more competitive sellers.

Episode 168: The Art of Customer Relationship Building w/ Meridith Powell

Wed, 01 Jun 2016 08:00:00 -0000

In today’s episode, I chat with Meridith about how salespeople and companies should practice the art of relationship building with their prospects and how to continue adding value to their existing customers.

Episode 167: The Coming B2B Sales Disruption. How to Survive It and Thrive w/ Tony Hughes

Tue, 31 May 2016 08:00:00 -0000

In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers.

Episode 166: The Million Dollar Equation w/ Richelle Shaw

Mon, 30 May 2016 08:00:00 -0000

Richelle Shaw built her first business from $300,000 to $36 million in less than 5 years and then lost it all after the 9-11 tragedies. However, that did not stop her because she would later rebuild her business to a million dollars in less than 5 months.

Richelle is the author of The Million Dollar Equation. On today’s show she breaks down what the book is about and how it can help entrepreneurs put strong systems in place that will help them succeed and grow their business.

Episode 165: Should You Sell to C-Suite Executives? w/ Bridget Gleason

Fri, 27 May 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I discuss if you should sell to top level executives.

Episode 164: Jump Start the Sales Process With PerformYard w/ Benjamin-Hastings

Thu, 26 May 2016 08:00:00 -0000

On today’s episode, Benjamin Hastings (2x entrepreneur and the co-founder of PerformYard) and I discuss how help sales reps can become more efficient.

Episode 163: Turning B Sales Reps into A Sales Reps w/ Tony Alessandra

Wed, 25 May 2016 08:00:00 -0000

In this episode, Tony Alessandra (founder of Assessments 24x7) and I discuss the four buyer behavioral styles using the DISC Relationship strategy and how sales reps can use this knowledge to adapt their selling style and get those sales.

Episode 162: The Right Social Media Platform w/ Joel Comm

Tue, 24 May 2016 08:00:00 -0000

Joel Comm is a New York Times best-selling author of 12 books, including The AdSense Code and Click Here to Order.

Episode 161: Keeping Your Managers Engaged w/ David Long

Mon, 23 May 2016 08:00:00 -0000

David Long is the Founder and CEO of MyEmployees, where they specialize in helping managers build strong and more engaged relationships with their team.

Episode 160: How to Recover From a Big Mistake w/ Bridget Gleason

Fri, 20 May 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I discuss something that rarely gets discussed - how to bounce back from failure and still keep that client

Episode 159: How New Voice Media Saves You Time w/ Jamison Powell

Thu, 19 May 2016 08:00:00 -0000

Jamison Powell is the Vice President of Sales for New Voice Media, where he and his team develop customized solutions to everyday sales problems.

Episode 158: What Do You Stand For? w/ Evan Carmichael

Wed, 18 May 2016 08:00:00 -0000

Evan Carmichael breathes and bleeds entrepreneurship, he was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes.

Episode 157: The 5 Pillars of Social Selling to Re-Energize Your Pipeline w/ Tim Hughes

Mon, 16 May 2016 19:45:00 -0000

Tim Hughes, one of the world's leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and Changemakers. In today’s episode, I talk with Tim about the five pillars to success.

Episode 156: What's Holding You Back? w/ Jim Cathcart

Mon, 16 May 2016 08:00:00 -0000

Jim Cathcart is a mentor, strategic advisor, keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world.

Episode 155: Sales is a Meritocracy Regardless of Gender w/ Bridget Gleason

Fri, 13 May 2016 08:00:00 -0000

In today’s episode, Bridget and I discuss crazy quarter end deals and how the sales department and sales managers should be balanced in gender.

Episode 154: The Answer for Outbound Sales Reps’ Productivity w/ Pouyan Salehi

Thu, 12 May 2016 08:00:00 -0000

In today’s episode, I chat with Pouyan Salehi (co-founder and CEO of PersistIQ) about how sales reps can increase effectiveness and efficiency.

Episode 153: Accelerate the Growth of Your Business Using LinkedIn w/ Viveka von Rosen

Wed, 11 May 2016 08:00:00 -0000

In today’s episode, Viveka von Rosen and I chat about LinkedIn, social selling and how businesses can use these platforms to build a stronger relationship with their prospects and clients. Rosen is the leading LinkedIn, social selling expert, and author of LinkedIn Marketing: An Hour A Day.

Episode 152: Sales Deadlock and the Process of Dealstorming w/ Tim Sanders

Tue, 10 May 2016 08:00:00 -0000

In today’s episode, Tim and I discuss his 4th book Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.

Episode 151: What Every Business Needs to Know about Millennials w/ Brad Szollose

Mon, 09 May 2016 08:00:00 -0000

In this episode, Brad Szollose (the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia--Multigenerational Management Ideas That Are Changing the Way We Run Things) and I discuss new styles of leadership - primarily how to get progressive tech-savvy Gen Y and analog driven Baby Boomers working together.

Episode 150: The Top 6 Most Commonly Asked Questions by Sales Managers w/ Bridget Gleason

Fri, 06 May 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the most commonly asked questions by sales managers on compensation for sales reps, title creep, and termination.

Episode 149: Converting Initial Buyer Interest into an Order w/ Justin Christianson

Thu, 05 May 2016 08:00:00 -0000

In today’s episode, Justin Christianson (best-selling author of Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing) and I talk on how to test conversation rates and implement them into the sales process.

Episode 148: How to Propel Your Sales Presentation into the 21st Century w/ Julie Hansen

Wed, 04 May 2016 08:00:00 -0000

In today’s episode, Julie and I discuss how most salespeople are using old presentation models in today’s market and how we can propel them forward into the 21st Century.

Episode 147: Where Sales Are Headed: Associated Impacts on Inside Sales Reps and Companies w/ Bob Perkins

Tue, 03 May 2016 08:00:00 -0000

Bob Perkins is the founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP). In today’s episode, we discuss where sales are headed and the impact it will have on sales reps and businesses.

Episode 146: Breaking Through the Virtual Relationship w/ Jason Treu

Mon, 02 May 2016 08:00:00 -0000

Jason Treu is a business and relationship coach, and author of the books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life.

Episode 145: The Books ALL People Should Read w/ Bridget Gleason

Fri, 29 Apr 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.

Episode 144: Reducing Churn in Your Subscriber or Pay-As-You-Go Service Plans w/ Guy Nirpaz

Thu, 28 Apr 2016 08:00:00 -0000

In this episode, Guy Nirpaz (co-founder of Totango and author of the new book Farm Don't Hunt: The Definitive Guide to Customer Success) and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market.

Episode 143: Utilizing Social Media to Add Value During the Sales Process w/ Jack Kosakowski

Wed, 27 Apr 2016 08:00:00 -0000

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency, the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel.

Episode 142: What is Content Marketing and What Companies Need to Be Doing Right NOW! w/ Joe Pulizzi

Tue, 26 Apr 2016 08:00:00 -0000

In today’s episode, Joe Pulizzi (author of the best-selling book, Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses) and I discuss how patiently using content marketing correctly can excel your business.

Episode 141: Learn the Mistakes Companies Make in Regards to Social Media w/ Corinna Essa

Mon, 25 Apr 2016 08:00:00 -0000

In today’s episode, Corinna Essa (President of Social Media Worldwide) and I discuss the mistakes SMB owners make with their social media presence.

Episode 140: Dealing with the Complexity of an Enterprise Sale w/ Bridget Gleason

Fri, 22 Apr 2016 08:00:00 -0000

In today’s episode, I talk with Bridget about the complex enterprise sale.

Episode 139: The Comparison of Tools for Sales Productivity: Now and Then w/ Micheline Nijmeh

Thu, 21 Apr 2016 08:00:00 -0000

Micheline Nijmeh is the CMO at LiveHive, a unified Sales Acceleration Platform that delivers buyer-side analytics. Today we discuss the many definitions of tools for sales productivity.

Episode 138: Unique Challenges Small Businesses Face in Today’s Economy? w/ Anita Campbell

Wed, 20 Apr 2016 08:00:00 -0000

Anita Campbell is the founder and CEO of Small Business Trends, an award winning online publication for small business owners, entrepreneurs, and the people interacting with them.

Episode 137: The Aftermath of Flight 1549 and How the Lessons He Learned Pertain to Sales w/ Dave Sanderson

Tue, 19 Apr 2016 08:00:00 -0000

Dave Sanderson is author of Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose. He was the last passenger off the US Airways Flight 1549 “Miracle on the Hudson”.

Episode 136: What Does the Future Hold for Sales and Business? w/ Josiane Feigon

Mon, 18 Apr 2016 08:00:00 -0000

Josiane Feigon is a sales futurist and the founder of TeleSmart Communications, we go over the 10 must-have skills required to be successful on the phone and online.

Episode 135: What’s in Your Sales Stack? w/ Bridget Gleason

Fri, 15 Apr 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, I ask Bridget what’s in SumoLogic’s sales stack?

Episode 134: A New Sales Readiness Platform Helping Companies with On-Boarding Issues w/ Mohit Garg

Thu, 14 Apr 2016 08:00:00 -0000

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle, a new sales readiness platform.

Episode 133: 5 Laws of Stratospheric Success w/ Bob Burg

Wed, 13 Apr 2016 08:00:00 -0000

In today’s episode, Bob Burg (author of, Endless Referrals) and I talk about the five laws of stratospheric success and why the amount of money you make is directly proportional to how many people they serve

Episode 132: 6 Tips on Becoming a More Effective and Persuasive Seller in the Era of Online Sales w/ Anne Miller

Tue, 12 Apr 2016 08:00:00 -0000

In today’s episode, Anne Miller (author of, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone) and I talk about becoming an effective and persuasive seller.

Episode 131: 4 Tips on How to Generate Traffic and Leads to Your Website w/ Lindsey Anderson

Mon, 11 Apr 2016 08:00:00 -0000

Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses use the internet to drive more traffic and leads to their website. In today’s episode, Lindsey and I discuss how to drive more traffic to your website.

Episode 130: Bridget Turns the Tables on Me: Learn the Top 8 Answers to the Most Intriguing Questions All Businesses Should Know w/ Bridget Gleason.

Fri, 08 Apr 2016 08:00:00 -0000

In this episode, Bridget turns the tables on me.

Episode 129: 5 Ways to Achieve Your Dream Business w/ Jim Palmer

Thu, 07 Apr 2016 08:00:00 -0000

Jim Palmer, also known as The Dream Business Coach, discuss when to join a mastermind group.

Episode 128: The #1 Problem of Sales is Prospecting w/ Mark Hunter

Wed, 06 Apr 2016 08:00:00 -0000

Mark Hunter AKA The Sales Hunter (author of High Profit Selling and High Profit Prospecting) and I chat about the #1 problem in sales.

Episode 127: 4 Free and Smart Ways of Using Content Marketing to Open Doors w/ Stu Heinecke

Tue, 05 Apr 2016 08:00:00 -0000

In this episode, Wall Street Journal cartoonist Stu Heinecke and I discuss the importance of content marketing.

Episode 126: Do Not Forget About The Human Component in Sales w/ Jorge Soto

Mon, 04 Apr 2016 08:00:00 -0000

In today's installment, Jorge drives the point home, to not forget about the human element in business and to always work with quality leads over quantity.

Episode 125: Let's Talk Marketing and Sales Alignment w/ Bridget Gleason

Fri, 01 Apr 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I have a conversation about marketing and sales alignment.

Episode 124: Good Content Marketing Generates a Better ROI than Advertising w/ Jon Wuebben

Thu, 31 Mar 2016 08:00:00 -0000

In today's episode, Jon Wuebben (CEO of Content Launch) and I discuss the benefits of good content marketing and how to approach your content marketing strategy for the very first time.

Episode 123: Creative Ways to Shorten the Sales Cycle and Bring Effective Collaboration into the Work Force w/ Cliff Pollan

Wed, 30 Mar 2016 08:00:00 -0000

In today's interview, Cliff Pollan (CEO at Sococo) and I discuss ways to disrupt the sales force team and the three ways anybody can make the sales cycle process much, much quicker.

Episode 122: How to Spot and Hunt That Big Whale w/ Barbara Smith.

Tue, 29 Mar 2016 08:00:00 -0000

Barbara Weaver Smith is the Founder and CEO of The Whale Hunters, which provides training, consulting, and coaching on unique processes for explosive growth through large account sales. In today's episode, Barbara and I discuss the key ways you can attract, keep, and manage a big whale.

Episode 121: Seven Ways to Create Compelling Content w/ Kevin Craine

Mon, 28 Mar 2016 08:00:00 -0000

In today's installment, Kevin Craine (Executive Director of Craine Communications Group) and I discuss some of the key ways to grab your customer's attention through compelling content.

The Best of Accelerate!: Episode 23 with Mike Weinberg. You Can’t Run A Sales Organization When You’re Buried In Crap

Sun, 27 Mar 2016 08:00:00 -0000

This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he teaches about sales management in his latest book: Sales Management. Simplified.

We all know that growing sales is hard work. In Sales Management. Simplified Mike Weinberg takes dead aim at the self-destructive, self-defeating behaviors of sales managers (and senior management) that unnecessarily impede and slow down sales growth. In this episode, Mike, with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. And he outlines his simple framework for sales management that any organization can use to achieve their sales goals. Sales leaders: this was a must listen episode when it first aired. It still is essential listening today!

Episode 120: What Happens When Cold Calls Aren't Enough? with Bridget Gleason

Fri, 25 Mar 2016 08:00:00 -0000

In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working.

Episode 119: Hunters vs Farmers: Why Does the Old Debate Still Apply in Sales Today? w/ Susan Barrett

Thu, 24 Mar 2016 08:00:00 -0000

In today’s episode, Susan Barrett (CEO of Barrett Consulting Group) and I discuss why sales is a life skill, and not just a business skill.

Episode 118: The Reason Every Company, Large or Small, Needs to Have a CRM System w/ Nikolaus Kimla

Wed, 23 Mar 2016 08:00:00 -0000

In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales reps to sell instead of burdening them with awkward administrative duties.

Episode 117: Smaller Companies Need to Shift Their Mindset to Compete with Larger Companies w/ Tom Searcy

Tue, 22 Mar 2016 08:00:00 -0000

In this episode, Tom Searcy (author of the book, "Life After the Death of Selling: How to Thrive in the New Era of Sales") and I discuss why small companies think they aren’t able to compete with larger companies for the big sales.

Episode 116: Traditional Sales Training is Broken – Utilizing Video as Reinforcement is the Future for Training Sales Reps w/ Mark Magnacca

Mon, 21 Mar 2016 08:00:00 -0000

In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps.

Episode 115: How to Maximize Opportunities and Deals from MQLs and SQLs? with Bridget Gleason.

Fri, 18 Mar 2016 08:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them.

Episode 114: The Fundamentals of Spin Selling and Account Based Selling in Today’s Market with Richard Ruff.

Thu, 17 Mar 2016 08:00:00 -0000

In this episode, Richard "Dick" Ruff, Ph.D. (author of the book "Mastering Major Account Selling"; and co-author of "Managing Major Sales" with Neil Rackham) discusses how to utilize the fundamentals of account based selling.

Episode 113: Making Your Sales More Effective – Using One-on-One Screen Selling with Doug Devitre

Wed, 16 Mar 2016 08:00:00 -0000

In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.

Episode 112: Learning the Importance of Training Sales Reps – Using Call Recording Techniques with Steve Richard

Tue, 15 Mar 2016 08:00:00 -0000

In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.

Episode 111: How to Get More Value Out of Your Sales Technologies! with Steve Silver

Mon, 14 Mar 2016 08:00:00 -0000

In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business.

Episode 110: Are We Setting up our Sales Development Reps (SDRs) for Failure? with Bridget Gleason

Fri, 11 Mar 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are:

Are companies reaching out to only the qualified leads?
Why are companies putting too much pressure on SDRs to make contact?
Why is there a lack of preparation when it comes to sales calls?
Why it’s better to measure an SDR on results, rather than on activity.
Are the expectations of success too low for SDRs?

Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!

Planning, Preparing, and Engaging are the Basics of a Great Sales Process with Tim Wackel [Episode 109]

Thu, 10 Mar 2016 09:00:00 -0000

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are:

Why is it important to ask the right questions during your sales pitch?
Who should you focus more of your efforts on in training – the top performers or the middle class performers?
Why you want to ensure the company you are working for has a compelling message.
What is the 30/20/10 Rule and Why is it important?
How to train sales reps to become better at asking questions.

Episode 108: How to Hire the Tight People for the Right Job w/ Lee Salz

Wed, 09 Mar 2016 09:00:00 -0000

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about:

Why writing skills are important in the hiring of sales reps
Why it is important to know what you are selling when hiring the right candidate
Why it is essential to test for the position you are hiring for
How to gain visibility into the candidate you are interested in
How to construct the best interview questions based on the role you are hiring for

Episode 107: How to Effectively Utilize Language to Maximize Sales w/ Kraig Kleeman

Tue, 08 Mar 2016 09:00:00 -0000

In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.

Episode 106: How Sales Training Protocols are Changing w/ Duncan Lennox

Mon, 07 Mar 2016 09:00:00 -0000

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:

How sales reps should be educated to focus on the outcomes we are tryting to achieve.
Why focusing on sales training is not an effective strategy.
Why changing behaviors of sales reps will improve sales and your bottom line.
How using Qstream can propel your sales force.

If you are a sales leader or sales manager, then be sure to check out this episode!

Episode 105: Are We In Danger Of Breaking The Modern Sales Model? w/ Bridget Gleason

Fri, 04 Mar 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:

Are we burning out and exhausting prospects with the modern sales model?
Does continuing sales innovation demand that sales models be broken and replaced?
Why sales roles will continue to become more specialized.
How automation will revolutionize and streamline the task of connecting with prospective buyers.

Interested in what the future holds for sales? Then be sure to join us for this episode!

Episode 104: 4 Essential Principles of Trust-Building with Customers with Charles H Green.

Thu, 03 Mar 2016 09:00:00 -0000

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about:

Why trust is not the same as trustworthiness. And what that means for you.
Why you can’t fully build trust with a prospect if you don’t them.
Why trust is personal. Buyers are building trust with you, not your company.
Why trust is not a number that you can measure.

This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.

Episode 103: The 9 Cs of Social Selling Success w/ Shane Gibson

Wed, 02 Mar 2016 09:00:00 -0000

In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are:

The two primary goals of social selling
The 3 key disciplines of using social media to develop a personal brand
The 9 Cs (or absolutely key elements) of social selling success

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 102: 5 Strategies To Transform How You Sell To Major Accounts w/ David Brock

Tue, 01 Mar 2016 09:00:00 -0000

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many topics we discuss in this information-packed episode are:

Why selling to “pain points” is the wrong approach
How to avoid selling too high in the funnel
How to help buyers understand the consequences of not making a change
How to avoid polluting your pipeline with poor quality prospects
And much more.

Want to create a successful sales team that can sell big deals? Don’t miss this episode!

Episode 101: 4 Ways to Transform and Improve Sales Rep Interactions with Customers w/ Marc Miller

Mon, 29 Feb 2016 09:00:00 -0000

In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to communicate with prospects and customers. Among the many topics we discuss are:

How the feedback provided by a sales call management platform can transform the performance of individual reps
Why customers approve of the idea of having sales calls recorded
How SpearFysh radicallys improves the quality of coaching that sales managers provide
Debriefings based on actual call recordings improve collaboration and consistent messaging across sales teams

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 100: What is the Role of Account Management in Growing Your Revenue? w/ Bridget Gleason.

Fri, 26 Feb 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:

What are the primary responsibilities of account managers?
Which department should account management be a part of? Sales or Customer Success?
When should accounts be transitioned from account execs to account managers?
Should account managers carry a quota?
How to align the interests of sales and customer success

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 99: How To Tackle The Marketing & Sales Challenges to Growing Your Small Business w/ Kelly McCormick

Thu, 25 Feb 2016 09:00:00 -0000

In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this episode, Kelly and I discuss the specific challenges small companies face in growing their business. Listen in as we talk about:

The biggest obstacles entrepreneurs and CEOs face in growing their businesses
The Aunt Sally Test and why business owners and entrepreneurs need to regularly apply it to their business plans
Why it’s essential to continually clarify and refine your goals as your business grows
The key to clarifying your messaging in order to break through the noise get noticed by your ideal customer
The two triggers to help you decide how balance your investment in sales versus marketing.

This episode is a must listen for any CEO, entrepreneur and sales leader.

Episode 98: CRM Systems Should Work For Sales Reps; Not The Other Way Around w/ John Golden

Wed, 24 Feb 2016 09:00:00 -0000

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are:

Why every sales organization needs a CRM system
How the increased velocity of business in general demands more process and structure in sales
How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
The essential criteria business leaders should use to evaluate and purchase a CRM system

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 97: Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough w/ Colleen Stanley

Tue, 23 Feb 2016 09:00:00 -0000

In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are:

What emotional intelligence is and how it directly relates to sales success
The Knowing and Doing Gap and how to bridge it
Why poor sales performance is less about sales skills and more about managing critical emotions at critical times
The #1 emotional intelligence skill all sales professionals need to develop and master
Why successful sales managers focus on coaching both hard sales skills and emotional competence.

Want to create a successful sales team than can cope with uncertainty and succeed in all situations? Don’t miss this episode!

Episode 96: How to Survive (and Thrive!) in the Evolution of the Sales Profession w/ Fred Diamond

Mon, 22 Feb 2016 09:00:00 -0000

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are:

The three primary challenges facing sales professionals today
Why it’s actually becoming easier to get in touch with decision makers
The growing academic support for sales and what this means for new people entering the profession
How millennials are changing how sales training should be structured and conducted
A radical proposal for how companies should foster and support a commitment to continuous learning in their sales teams.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 95: Is It Possible To Over-Train and Over-Manage Your Sales Team? w/ Bridget Gleason

Fri, 19 Feb 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity and whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:

Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?
Why sales reps need a script. And how they can avoid becoming over-scripted.
Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)
Why you need to stop being over-protective and let your sales reps fail.
And much, much more!

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 94: How To Successfully Integrate Social Selling Into Your Sales Process w/ Kurt Shaver

Thu, 18 Feb 2016 09:00:00 -0000

In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about:

Why using social media is not the same as social selling.
How to successfully integrate social selling into your existing sales process
How to establish realistic goals, and metrics, for your social selling
The 4 key elements that must be a part of any social selling training
How to successfully get your sales reps to integrate social selling into their daily sales routine
How sales managers should manage the social sales efforts of their teams

Looking for additional tools to help you build your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.

Episode 93: Conversations That Sell: How To Collaborate with Prospects So You Both Win w/ Nancy Bleeke

Wed, 17 Feb 2016 09:00:00 -0000

In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including:

Why all sales calls are not conversations; but should be.
How collaborative selling is different from, and more effective than, consultative selling
The expertise you require to become a collaborative seller
How to use collaboration to create proposals that win
How to use sales conversations to uncover the true buying motivations that influence your customer’s decisions.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 92: Hacking Sales: The Playbook For Building a High Velocity Sales Machine w/ Max Altschuler

Tue, 16 Feb 2016 09:00:00 -0000

In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sales Machine discusses what it takes to build your own high velocity sales machine. Among the many topics we discuss in this information-packed episode are:

What high velocity means in selling.
The steps you need to take to focus on generating more revenue with fewer resources
How to quickly build a pipeline that is fat with qualified prospects
Why you need to specialize sales roles and verticalize your sales focus
Why mature sales teams need to act like start-up sales teams and embrace the sales hacker practices
Why hacking sales works in complex sales as well as transactional sales.

Want to create a high velocity sales machine for your company? Don’t miss out on this episode!

Episode 91: Outbound Sales As A Service: Is This The Better Way To Prospect? w/ Conor Lee

Mon, 15 Feb 2016 09:00:00 -0000

In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and generating leads. Combining expertise in big data and targeted email marketing, enterprises of all sizes are using Outbound Sales As A Service to scale their sales by taking over the top of the sales funnel. Among the many topics we discuss are:

How OBSaaS is different than outsourced lead generation
The situations where it makes sense to use Outbound Sales As A Service
The sales processes you need in place to leverage the prospects generated by an OBSaas company like HipLead
What HipLead can do that your SDRs can’t.
How OBSaaS supports the specialization of SDRs and (delays their early burnout)

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 90: The Role of Account Execs in the Sales Development Process w/ Bridget Gleason

Fri, 12 Feb 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we discuss in this conversation are:

How to align the roles of the AE and the SDR
The situations where further specialization of AE responsibilities makes sense
Who should handle follow-up to inbound leads: SDRs or AEs?
The most effective way to quickly take leads off the market
Why “Maybe” is the worst result for an AE and steps you can take to avoid it.

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 89: Crowd-sourcing Warm introductions to Accelerate Your Pipeline Development w/ Bubba Page

Thu, 11 Feb 2016 09:00:00 -0000

In this episode, Bubba Page, founder and CEO of QuotaDeck, shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Some providers may talk about crowd-sourcing leads but QuotaDeck is aiming higher by providing warm introductions to decision makers that want to hear about your product or service. Listen in as we talk about:

How to use social-based selling to overcome the fixed resource constraints of traditional cold calling
The value of an introduction to double opted-in leads (meaning people that want to talk with you.)
How warm introductions lead to great quantities of more effective sales conversations
How to build social capital in your network with value-based introductions that ultimately lead to more sales (for you!)

Looking for a fresh perspective on building your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.

Episode 88: Better Ways To Use Data To Find a True Competitive Edge in Your Selling w/ Ben Sardella

Wed, 10 Feb 2016 09:00:00 -0000

In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers to fill the top of the funnel with the right prospects at the right time. Included among the subjects we discuss in this conversation are:

The hidden triggers that alert sales reps to specific prospect interest that they can’t find on their own.
How your sales team could be transformed if it were able to learn that a potential prospect had stopped using a competitor’s product
How to use firmographic data to provide greater insights into potential buying behaviors.
How to leverage data about past deals, both won and lost, with your sales engagement platform to drive better sales conversations and increased conversions.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 87: From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue w/ Aaron Ross

Tue, 09 Feb 2016 09:00:00 -0000

In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication of his best-selling book, Predictable Revenue. He has captured many these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss his new book and other topics including:

The steps required to plan for sales success.
How to increase you chances for success by Nailing a Niche
Why you can’t prove your sales model by selling to friends of friends.
How to avoid being trapped in the Trust Gap
The vital role that Customer Success plays in driving revenue growth
And much, much more!

Want to learn how to accelerate predictable revenue growth for your company? Don’t miss out on this episode!

Episode 86: The 21-Word Email and Other Powerful Tools To Win More Sales Now w/ Ian Brodie

Mon, 08 Feb 2016 09:00:00 -0000

In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. Among the topics we discuss are:

How to make every buyer interested in meeting with you
How to absolutely add value to every interaction with a prospect
Why sales reps needlessly worry too much about technique
How to build a nurture campaign that delivers relevant value to the buyer
How to win sales fast with a simple 21-word email.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 85: Is 2016 The Year Of The Sales Development Rep? w/ Bridget Gleason

Fri, 05 Feb 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, views the importance of the SDR role and how it will continue to evolve over the coming year. Included among the topics we discuss in this conversation are:

How SDR roles will change over the next year.
The situations where further specialization of SDRs responsibilities makes sense
What you need to do if your AEs are doing too much prospecting
How to fill the gap between the leads marketing provides and what sales needs.
Why the data in your dashboard is probably inaccurate. And how to fix it, now.

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 84: What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales w/ Butch Bellah

Thu, 04 Feb 2016 09:00:00 -0000

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen in as we talk about:

What being a stand-up comic taught Butch about selling
How to be rehearsed, but not scripted, for more effective sales conversations
Why your voice, and how you use it, is your strongest sales tool
Why it’s your fault if the prospect gives you their time, and you don’t win their order. And what you can do to eliminate your excuses!
The most important lesson you need to learn to become a great sales manager.

Looking for a fresh perspective on sales? Then this episode is a must listen for any CEO, sales leader or sales rep.

Episode 83: How You Can Quickly Become An Incredibly Effective Cold Caller w/ Wendy Weiss.

Wed, 03 Feb 2016 09:00:00 -0000

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:

How to get into the right frame of mind to make cold calls. Anyone can do it!
Why there’s no difference between a warm lead or a cold lead,
The two biggest mistakes sales teams make when it comes to cold calling.
How to eliminate the twisted thinking that prevents sales reps from making cold calls
How to make certain that you’re targeting the right customers for your calls.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 82: The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) w/ Kevin Kruse.

Tue, 02 Feb 2016 09:00:00 -0000

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the secrets he learned from his hundreds of interviews with ultra-productive people. Among the many facets of time management, and productivity, we discuss in this information-packed episode are:

Why 1440 is the most important number you need to learn.
Why successful people don’t use to-do lists. And, why you shouldn’t either.
Sir Richard Branson’s secret productivity tool.
Three questions that will save you eight hours per week!
The 321Zero method that will transform how you manage your email.

This is a must listen episode for everyone. (And, when you’re done, read Kevin’s book. You owe it to yourself.)

Episode 81: A Bulletproof Process to Accelerate Your Sales Through Referrals w/ Bill Cates

Mon, 01 Feb 2016 09:00:00 -0000

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it's so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Among the topics we discuss are:

The right mindset required to start a successful referral selling program
Why customer satisfaction is not enough to guarantee referrals
How to create a compelling prospect experience that generates referrals.
Why you need to teach prospects how to buy what you sell.
The right way to ask for a referral
And much, much more!

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

Fri, 29 Jan 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

Does every member of your sales team need a sales plan?
How managers should work with their team to create individual sales plans
What works best: top down or bottoms up planning?
How to use the planning process to develop unambiguous expectations for sales.
Using dashboards to track performance against plans

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 79: Millennials and Management, The Essential Guide To Making It Work At Work w/ Lee Caraher

Thu, 28 Jan 2016 09:00:00 -0000

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about:

How to harness the flexibility of millennials
Managing the work-life balance with millennials
How to clearly set expectations for millennials
Why millennials adapt to change easier than other workers
How to manage the multi-generational workplace
Why the basic interpersonal skills work best with millennials

This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!

Episode 78: How to Become A Modern Seller And Transform Your Sales Productivity w/ Kyle Porter

Wed, 27 Jan 2016 09:00:00 -0000

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look at how he has built a modern sales process at his rapidly-growing successful SaaS start-up. Included among the subjects we discuss in our conversation are:

What is a modern seller? And how to determine if you are modern, or not.
Optimizing the structure of the modern sales force
Why specialized sales roles may not work for all companies.
How to identify, hire and retain the best SDR candidates
How to structure meaningful career paths for your SDRs

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 77: Do You Have A Sales Development Playbook? w/ Trish Bertuzzi

Tue, 26 Jan 2016 09:00:00 -0000

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are:

Is technology putting a barrier between you and your prospects?
Why SDRs are at risk of being replaced by automation
Flaws in your hiring, onboarding and training processes that you need to fix now.
Why managers aren’t correctly managing the inside sales process
How to fix the “rush to demo” syndrome.

If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.

Episode 76: The Future Of B2B Sales And The Changing Role Of Sales Reps w/ Regis Lemmens

Mon, 25 Jan 2016 09:00:00 -0000

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss are:

What is value co-creation and why is it central to future B2B selling?
Why buyers may start paying you to sell to them. And what that means for the sales rep.
How sales teams will continue to become more specialized. But not in the way you might think.
How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 75: How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness w/ Bridget Gleason

Fri, 22 Jan 2016 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

The type of data you need to manage and coach in real-time
The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
The difference between managing your sales process and managing sales
The appropriate planning horizon for sales and how much time should be invested in planning.
How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!

Episode 74: The Essential Ingredients of Effective Sales Presentations That Win Deals w/ Patricia Fripp

Thu, 21 Jan 2016 09:00:00 -0000

In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading speaking/presentation coaches, talks how to build effective sales presentations that win more deals. Patricia describes how to avoid sounding just like everyone else when presenting to clients. And she shares why “prospects would rather have a good listening to than a good talking to” and how that will shape exactly how you should present to prospects. Included among the topics we discuss are:

The secrets of teaching young sales professionals how to be effective presenters to seasoned, experienced prospects
A process to build effective sales presentations
An effective opening line that will surprise you
When and how to use visual aids (hint: stop using so many PowerPoint slides!)
How to personalize virtual presentations

This episode is a must listen for anyone in sales that makes sales presentations to prospects. Or manages those who do!

Episode 73: Using Small Data To Accelerate Improved Sales Results w/ Sean Burke

Wed, 20 Jan 2016 09:00:00 -0000

In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right data and information that they need, right when they need it to help accelerate their sales process to close more deals. Included among the subjects we discuss in our conversation are:

Why the number one issue facing sales, despite all of the new sales tools introduced over the past few years, is still prospecting.
The tools that are being developed to make sales reps more effective and efficient in their prospecting efforts.
Why SDR teams don’t need a CRM system (but your company still does)
How to ensure that your sales tools are aligned with your prospects’ buying process.
How to use relevant data at the right time to drive improved sales results

If you’re a sales leader, sales manager, or sales rep, this episode is worth the investment of your time to listen.

Episode 72: The Sales Acceleration Formula. Part Two w/ Mark Roberge

Tue, 19 Jan 2016 09:00:00 -0000

In this second part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales. Among the key topics we discuss are:

How to scale your demand generation efforts
How to put in place the process and resources to align marketing and sales.
The unexpected skill set you should hire into your content marketing efforts.
Why companies are under-investing in inbound marketing and how to balance that with proactive outbound demand gen.
How to project the mix of inbound and outbound demand gen required to scale your sales.

If you have the responsibility to grow a business, or scale a sales team to increase revenues, or maybe you want to run your own business someday, then this is a must listen episode. Don’t miss it! Listen today.

Episode 71: If You Want To Accelerate Your Sales, Hire More Women Sales Reps with Lori Richardson w/ Lori Richardson

Mon, 18 Jan 2016 09:00:00 -0000

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a sales manager, why aren’t you making it a priority to hire more female sales reps? Among the key topics we discuss include:

Why the modern sales force continues to be overwhelmingly male dominated.
Why female sales reps have higher average quota achievement than men. But are still paid less for the same work.
How to attract increased numbers of qualified women candidates for sales jobs
How to spot the hidden signals that companies send out that communicate a lack of upward career opportunity for women sales professionals.
How to identify the unconscious gender bias in your sales job descriptions that deter female applicants.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 70: Are You Just Going Through The Motions? Learn How To Stop Sleepwalking And Lead A Life Of Success And Significance with Aaron Walker w/ Aaron Walker

Fri, 15 Jan 2016 09:00:00 -0000

In this episode, Aaron Walker, talks about his journey from being a successful businessman and serial entrepreneur to a nationally recognized life coach and mentor who helps people transform lives to become successful in business and in life. If you don’t know Aaron’s story, then you'll want to listen as he describes how his life was changed forever by a shocking event one day in 2001. And how tit led him on this path to helping people from around the world discover how they can build the relationships that enable them to maximize the impact they can have on the people that surround them in their business and personal lives.

Aaron also provides you free tools that you can use to assess who you really are, what you stand for today and how to plan for success and significance in your life. If you think that there has to be more to life than just work and money, then you absolutely need to listen to this episode!

Episode 69: How To Increase Win Rates & Beat Your Sales Goals In 2016 w/ Mike Schultz.

Thu, 14 Jan 2016 09:00:00 -0000

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest.

Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from the responses they received from over 450 companies across 26 different industries during this year-long study. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization in 2016, then you need to listen to this episode.

Episode 68: The More Digital We Get, The More Human We Need To Be. How To Pay Forward Relationships To Become A Trusted Advisor To Your Customers w/ Jon Ferrara

Wed, 13 Jan 2016 09:00:00 -0000

In this information-packed, rapid-fire episode, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, lays out what he believes are the dangers of the sales stack becoming too complex and too costly; putting too much emphasis on the technology and not enough on prospects and customers.

He describes a simpler approach to maintaining a focus on building relationships with buyers that includes a more encompassing view of their requirements and the community that influences them. Jon shares his “5 E’s of Social Business.” You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

Episode 67: The Sales Acceleration Formula. Part One w/ Mark Roberge.

Tue, 12 Jan 2016 09:00:00 -0000

In this first part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales.

Mark shares the process that he developed to identify and hire sales candidates that have a higher probability of being successful. He also provides detailed insights into the system he developed and implemented that effectively onboards new sales reps and enables them to rapidly become productive. If you have the responsibility to grow a business, or scale a sales team to increase revenues, or maybe you want to run your own business someday, then this is a must listen episode. Don’t miss it! Listen today. And come back next week for Part 2.

Episode 66: How To Simplify And Shorten Sales Cycles With Value-Based Selling w/ Bob Apollo

Mon, 11 Jan 2016 09:00:00 -0000

In this episode, Bob Apollo, founder of Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps.

He shares effective strategies for using value-based sales as a tool to increase the ROI that decision-makers receive from the time they invest in meetings with your sales reps. And, Bob reveals how top sales reps synchronize and align the delivery of value to the customer’s decision making process in order to simplify and shorten the time to an order. Tune in today and listen as Bob defines a process that every manager and sales leader can use to inculcate a value-based sales culture in their organizations. Do not miss this episode!

Episode 65: What’s the Most Important Sales Resolution You Can Make For 2016? w/ Anthony Iannarino.

Fri, 08 Jan 2016 09:00:00 -0000

Anthony Iannarino is one of the most influential sales bloggers, an international speaker and business coach, and a successful entrepreneur. He understands in detail what it takes to grow a business. And, in this episode, Anthony quickly drills in on the one area where every sales rep should focus their time to in order to grow their book of business in 2016. Don’t miss this.

He also describes why business acumen is not just a buzzword, but, an incredibly important skill that sales reps need to develop in order to maintain their relevance to their customers in 2016 and beyond. Anthony also details the steps you need to take in order to continuously increase the level of value that you deliver to prospects during your sales process. And for sales mangers, he provides a guide for how to hire sales candidates that possess the necessary business acumen to be a value creator for their customers.

Finally, Anthony provides a detailed breakdown of the four main areas you need to focus on if you want to really kick off 2016 in a strong fashion. Are you really ready to start off 2016 strong? Them this is a must listen episode for all sales reps and sales managers.

Episode 64: You Are Your Greatest Sales Asset. Invest Your Time, Effort and Money into Training and Developing You! w/ Tom Hopkins

Thu, 07 Jan 2016 09:00:00 -0000

Tom Hopkins is the author of one of the most influential and all-time best-selling sales books How To Master The Art Of Selling. He has trained hundreds of thousands of sales people around the world.

In this episode, Tom shares his secrets for turning yourself into a world-class sales performer. He shares why you need to have a purpose in business and life, beyond just being motivated by money, if you really want to succeed in sales. He shares a great strategy about how to tap into the people in your network to get the straight talk feedback you need to improve. He describes the four types of goals you need to set in place in order to put yourself on the path for success. And he shares some effective tools that you can use to calculate the economic value of a "no" and use that information to turn future rejection into orders.

If you haven't read Tom's book, you should. But in the meantime make sure that you listen to our conversation. It will help you be a much better seller in 2016. Sales leaders and sales reps need to listen to this game-changing episode!

Episode 63: If You Fail to Plan Then You Are Planning to Fail. Essential Sales Planning Strategies for 2016 w/ Mike Weinberg

Wed, 06 Jan 2016 09:00:00 -0000

That saying about failing to plan is from Ben Franklin. And, while Mike Weinberg may or may not be Ben Franklin, he is one of the smartest people I know in sales. And, in our conversation, Mike describes the two essential planning steps that every sales manager and sales rep must take at the beginning of a new sales to increase their chances for success. He provides a simple framework for creating an effective individual sales plan that sales reps should use as a roadmap throughout the sales year. Mike also talks about why an important element of the sales plan is a personal investment plan; meaning that every sales rep should have a detailed strategy for how they will invest their own time and money in their own success in 2016. Mike reveals why he continues to invest his time and money in hiring coaches and outside experts to help him improve as a consultant, and consultant and consultants, speaker and author. He does this for the same reason that you need to invest in your improvement: so that he can continue to be a source of great value to his customers. Now is the time to plan for your success in 2016. Listen to this episode to make it happen for you.

Episode 62:. Do You Know What You Sell? You Sell Hope! w/ Tom Ziglar

Tue, 05 Jan 2016 09:00:00 -0000

In this episode, Tom Ziglar, CEO of Ziglar Inc., builds on the words of his father Zig Ziglar, to cut through the noise and help you focus on what’s really important in 2016.

Tom describes the basics of sales that will never change. Those have to do with trust integrity and reputation. And, hope. He defines two incredibly effective strategies for sales managers to help motivate their sales teams and kick off 2016 in a more productive fashion. Do you know what dream alignment is? If you're a manager you need to understand this. And in our conversation, Tom reveals exactly how you can use that to help your salespeople achieve their goals, both in work and in life. And he explains why they have found from their decades of training hundreds of thousands sales reps that the most successful individual salespeople are those who invest in themselves (and why the top performers invest 3% to 5% of their income in their own personal and professional development). If you're a sales leader, you definitely want to listen to this episode now.

There is no better way for you to kick off the new sales year than with these inspirational lessons from Tom Ziglar.

Episode 61: Want to really kick-start your sales in 2016? Commit yourself to positive change! w/ Jeb Blount

Mon, 04 Jan 2016 09:00:00 -0000

In this special first episode of 2016, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books including his latest best-selling book Fanatical Prospecting, describes the most essential changes that sales reps must commit to making to in order to achieve their goals in 2016. He describes why every seller needs to have a sales plan for 2016 and why that planning needs to be completed right now, at the start of the sales year.

Jeb details the two courageous sales resolutions that every sales rep should commit to making this year to continuously improve their performance. And, he sets the expectation for every sales rep, right here at the beginning of this sales year, in terms of the level of investment they must make in their own success. If you want to be a top performer, Jeb will tell you exactly how much you should expect to invest in your own success this year.

If you're a manager, or an individual sales professional, this is a must listen episode to kick off your new sales year. Don't miss it!

Episode 60: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert.

Thu, 31 Dec 2015 09:00:00 -0000

One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on a mission to transform how sellers view their roles in a sales transaction.

In this episode Deb describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions. She also provides great insights into how leaders in sales build trust and use collaboration and the co-creation of value to help buyers challenge, and change, their own status quo. We all know that sales is changing. Deb provides a great framework for sellers to unlock the leader within.

All sales leaders and sales reps need to listen to this game-changing episode.

Episode 59: Quit Whining And Start Selling. How The Winners in Sales Think, Learn and Act Differently From The Whiners w/ Kelly Riggs

Wed, 30 Dec 2015 09:00:00 -0000

Kelly Riggs is the creator of The Business Locker Room and author of Quit Whining And Start Selling.

In this episode, Kelly breaks down why, despite all the changes that are occurring in B2B selling, sales success will always depend on the ability of a sales rep to effectively communicate one-on-one with a potential buyer. He describes why most salespeople misunderstand the nature of the relationship that buyers want to have with them, and the negative impact this has on their ability to win business. And, he defines the steps that every sales rep must take to increase the value that can deliver in order to maintain their relevance to their prospects and their buying processes. It is tough work that requires a level of commitment that winners will make. And, whiners won’t.

If you're involved in B2B sales at any level, then you need to listen to this show!

Episode 58: Lean Communications: What The Lean Revolution Can Teach You About How to Effectively and Persuasively Communicate Your Sales Message w/ Jack Malcolm

Tue, 29 Dec 2015 09:00:00 -0000

Jack Malcolm, is President of the Falcon Performance Group and the author of Bottom-Line Selling and Strategic Sales Presentations.

In this episode, Jack identifies the single biggest barrier to effective, persuasive communication that exists in sales, and in business in general. He describes a streamlined communication process that he teaches, based on lean manufacturing principles, that enables sellers and presenters to deliver more value in less time to the recipients, or target audience. Jack also provides actionable recommendations about how to assess the effectiveness of your communications, as well as exercises that you can use to ensure that your pitches, stories and presentations are focused on meeting the needs of your customers.

If it’s a part of your job to effectively and persuasively communicate with customers, then this episode is a must listen!

Episode 57: Selling Is A Team Sport. How To Effectively Blend Sales And Non-Sales Resources To Win New Business w/ Babette Ten Haken

Thu, 24 Dec 2015 09:00:00 -0000

Babette Ten Haken is the author of Do You Mean Business? Technical, Non-Technical Business Collaboration, Business Development And You.

In this episode, Babette discusses the challenges of melding sales and technical resources to effectively and efficiently win new business. She describes how the future of sales will belong to the hybridized seller who can effectively combine sales and technical strengths to help buyers meet their objectives. And, Babette talks about the steps that sales teams and sales reps must take to develop these strengths in order to maintain relevance to their buyers.

If you are a CEO, business owner, sales leader or sales rep, you should listen to this show!

Episode 56: It’s Not Just About Xs and Os, Important Lessons You Can Learn About Sales From Big-Time College Football Coaches with Jeff Beals w/ Jeff Beals

Wed, 23 Dec 2015 09:00:00 -0000

Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 prospects in the entire country that fit your ideal customer profile. And, imagine that you have at least 30 competitors fighting tooth and nail to win the order from those same 100 prospects. That's sales environment that big-time college football coaches face on a daily basis competing to win a commitment from 17 year old athletes to attend their school.

In this episode, Jeff Beals shares with you the very real lessons you can learn about sales, including focus, planning, commitment, intensity and competition, from the coaches that walk the side lines on Saturdays.

If you sell in a highly competitive market, then this show is a must listen!

Episode 55: Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You: Part 2. w/ Jim Keenan

Tue, 22 Dec 2015 09:00:00 -0000

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You.

In this episode, which is Part 2 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind. This is a must listen episode.

Episode 54: Five Common Reasons Buyers Say No And How To Get To Yes w/ Bridget Gleason

Fri, 18 Dec 2015 15:30:00 -0000

My regular guest on front line Friday is Bridget Gleason. Bridget is the key of corporate sales at SumoLogic.

On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it's essential to take the steps to quickly build trust with prospects and help critical buyers first perceptions of you are in that process.

Episode 53: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back w/ Townsend Wardlaw

Thu, 17 Dec 2015 09:00:00 -0000

Townsend Wardlaw is a sales transformation architect.

In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the common rationalizations that sales reps use to justify inaction in the face of their fears; whether it is fear of prospecting, fear of presenting or fear of asking for the order. He talks about the lessons he learned overcoming his own paralyzing anxieties of public speaking, and how you can use them in your own selling.

Everyone in sales has fears about some aspect of selling. But they don’t have to hold you back! You definitely want to listen to this episode!

Episode 52: What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity w/ Adam Honig

Wed, 16 Dec 2015 09:00:00 -0000

Adam Honig, is the Founder of Spiro Technologies.

In this episode, Adam talks about the need to provide sales reps with real-time data-driven insights and actionable recommendations they can use to boost their productivity. He describes how CRM systems are perceived by sales reps to be “command & control” systems for management, not a productivity tool for them. And, he provides an introduction to a new generation of sales productivity tools, including his own product, Spiro, that have specifically been designed for use by sales reps to help them increase win rates and deal size.

This is a must listen episode for sales reps and managers

Episode 51: If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals w/ Joanne Black

Tue, 15 Dec 2015 09:00:00 -0000

Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone!

In this episode, Joanne describes why sales reps must commit to making referral selling their primary prospecting outreach. But it's not as simple as just asking for referrals. Creating a predictable flow of referrals is a skill that needs to be learned. In this episode, Joanne details the essential steps required to build an effective referral selling system, and the necessary reinforcement coaching to successfully integrate it into your selling. As Joanne explains describes in our conversation, if you’re not building the relationships and expanding your network, referrals won’t happen.

If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

Episode 50: Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You: Part 1 w/ Jim Keenan

Mon, 14 Dec 2015 09:00:00 -0000

In this episode, which is Part 1 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind.

This is a must listen episode. And come back next week and listen to Part 2 of our conversation.

Episode 49: Three Ps of Sales Success: Positive Attitude, Patience, Practice w/ Bridget Gleason

Fri, 11 Dec 2015 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a positive attitude; why sales reps need to physically practice every sales interaction before they talk to the prospect; and, how sales reps can become better listeners.

Be sure to listen to this episode today!

Episode 48: What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot) w/ Todd Schnick

Thu, 10 Dec 2015 09:00:00 -0000

Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns ever. (Think “hanging chads”).

In this episode Todd talks about the steps required to sell a candidate, which takes place in a very compressed period of time, and how it relates to selling your product or service. He provides a fascinating look at the process campaigns use to identify the ideal customer profile, conduct in-depth discovery of customer needs, construct and test a compelling message, and effectively qualify and communicate with the right prospects. And he shows how it all relates back to selling your product or a service to crazy busy prospects who are pressed for time.

You definitely want to listen to this episode.

Episode 47: You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice w/ Nancy Munro

Wed, 09 Dec 2015 09:00:00 -0000

Nancy Munro is the Founder/CEO of Knowledge Shift.

In this episode, Nancy talks about the impact that the quality of your speaking voice makes on a prospect. She discusses research that demonstrates that prospects are making judgments about your trustworthiness and credibility just by hearing you say the word “hello.” Kind of scary, isn’t it? Successful selling is about paying to detail. And one detail you can’t overlook is how you are perceived by your prospects. Nancy describes not only how you can assess your voice, but also how you can control how you use your voice to influence the outcome of a sale. She also describes the tools and technologies that are available to help you with all of this.

If you’re in a customer-facing sales or service role, then you definitely must listen to this episode.

Episode 46: Achieving Success is All About Achieving Mastery w/ Dan Waldschmidt

Tue, 08 Dec 2015 09:00:00 -0000

Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational and motivational thinker who forces you to examine how you set about succeeding in your work and your life.

In this episode, Part 2 of an extended conversation, Dan, a record-setting ultra-marathon champion, talks about how to build the necessary confidence to succeed in life, and in sales, by setting outrageous goals and achieving them. It’s not enough to be good. You have to be great. Dan shares his secrets to achieving these goals through his concept of mastery. And he shows how this mastery extends to being a success in every aspect of your career and life.

If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

Episode 45: Preparing Salespeople For Success In The 21st Century w/ Bridget Gleason

Fri, 04 Dec 2015 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We discuss the steps salespeople must take to adapt to these changes and achieve consistent sales success in the 21st century. Many of the old rules for sales and salespeople are being thrown out. What are the new rules?

Make sure to listen as we talk about what modern sellers and sales managers are doing to create differentiation and position themselves as trusted advisors that co-create value for their buyers. You’ll want to listen now!

Episode 44: Harnessing The Power Of The Story To Win New Business w/ Karen Dietz

Thu, 03 Dec 2015 09:00:00 -0000

Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach.

In this episode, Karen talks about how she turned her PhD in folklore into a successful business career, by helping leaders, entrepreneurs, and sales people, increase their impact, influence and income with the power of storytelling. She relates how stories help you develop better, more sincere relationships with prospects and how stories can deliver unique value that help prospects make the decision to buy from you. Most importantly, Karen provides a simple 5-step framework, using her acronym CHARM, which enables any salesperson to easily structure and tell a story that delivers the maximum impact.

Do you want to learn how to use stories to win new business? Then make sure to listen to this episode today!

Episode 43: Build Value By Delivering The Right Knowledge At The Right Time w/ Etai Beck

Wed, 02 Dec 2015 09:00:00 -0000

Etai Beck is CEO and Co-Founder of Folloze.

In this episode, Etai discusses how you can deliver value to your prospects by responsively providing the right content at the right moment at each stage in their buyer's journey. He talks about tools you can use to create compelling narratives for your prospects that helps them understand in greater depth exactly what value the solution that you're selling is going to provide. Etai also shows why it’s essential for you to understand how buyers engage with your content and to mine insights that enable you to quickly and effectively respond to the help the customer move closer to making their choice.

If you’re a sales leader, or have responsibility for sale enablement, you’ll want to download and listen to this episode.

Episode 42: Forget About Fixing Pain Points: Win More With A Focus on Success w/ Tibor Shanto

Tue, 01 Dec 2015 09:00:00 -0000

In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.”

He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” This is essential listening for every sales rep and sales leader!

Download and listen to this episode. And, play it in your next sales meeting!

Episode 41: Are We Witnessing The Death Of The Salesperson? w/ Bridget Gleason

Fri, 27 Nov 2015 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the changing role of the sales person. Will there still be salespeople in 10 years? With today’s prospects becoming ever less reliant on the salesperson, Bridget and I identify the challenges that all sales reps face in the battle to remain relevant to their customers and what that means in terms of the responsibilities that sellers must assume for their own professional and personal develop.

You’ll want to listen as we delve the concept of value co-creation and what that means in terms of how sellers must collaborate with their prospects during their buying process. And, learn how this trend specifically will impact the next generation of sales people: Millennials. Make sure you join us for this episode!

Episode 39: Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz

Tue, 24 Nov 2015 09:00:00 -0000

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results.

In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you've been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with them on their buyer’s journey.

You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

Episode 38: How To Hire High Quality Sales Reps For High Velocity Sales Teams w/ Bridget Gleason

Fri, 20 Nov 2015 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and work roles to attract the right candidates. And, we discuss how to develop an effective process for interviewing and verifying the qualifications of the potential candidates. If you’re hiring sales reps, or you’re a sales rep looking to be hired, this is an important episode to listen to.

Episode 37: Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences w/ Matt Hill.

Thu, 19 Nov 2015 09:00:00 -0000

Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events.

In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.

Episode 36: How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call w/ Jim Eberlin

Wed, 18 Nov 2015 09:00:00 -0000

Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams.

In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to the sales process. He also shares practical tips about how to overcome the biggest challenge that sales reps face everyday: maximizing the value of their discovery calls with prospects. The episode is also packed with tips about tools that help prioritize which prospects to work and that optimize the accuracy of your forecasting. Make sure you listen to this episode today.

Episode 35: Is An Addiction To Comfort Holding Back Your Sales? w/ Jeff Shore

Tue, 17 Nov 2015 09:00:00 -0000

Jeff Shore is the author of the best-selling book, Be Bold and Win The Sale, a speaker and nationally recognized sales trainer. With 30 years of experience, he’s a self-described “sales wonk” who loves picking up a sale and dissecting it.

In this episode, Jeff unveils the concept of “comfort addictions” and describes how a sales rep’s ability to recognize and embrace “discomfort” can be the trigger to achieving sales success. Selling is a process that is inherently full of discomfort. And Jeff shows how sales reps can turn that to their advantage to win more deals. CEOs, sales leaders and sales reps need to listen to this episode.

Episode 34: Essential Strategies For Sales Leaders Taking Charge of New Sales Teams w/ Bridget Gleason

Fri, 13 Nov 2015 09:00:00 -0000

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

In this episode, Bridget and I share strategies that sales leaders should use when they assume responsibility for a new sales team. As an outsider, what are the steps you need to take to make an immediate impact? We talk about how to assess the capabilities of your new team, streamline sales processes, establish the right metrics and inspire and motivate sales reps to perform up to their potential. If you’re in charge of a sales team, be sure to join us for Front Line Friday!

Episode 33: Strategies to Make Sure Your Social Selling is Thriving w/ Mike O’Neil

Thu, 12 Nov 2015 09:00:00 -0000

In this episode Mike O’Neil, author of Rock the World with LinkedIn, provides insight into how to kick-start your social selling efforts.

Learn how to quickly assess the effectiveness of your social presence as a company and how to efficiently train your sales team to become LinkedIn rock stars themselves. Finally, Mike provides detailed guidelines for developing and implementing a social media policy that can help protect company assets, such as customer and prospect information. If you’re involved in social selling be sure to download and listen to this episode.

Episode 32: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Howard Brown

Wed, 11 Nov 2015 09:00:00 -0000

Howard Brown, founder and CEO of RingDNA, joins me to talk about sales enablement.

In this episode, Howard describes how sales organizations can use sales enablement tools to compress buying cycles and create more successful sales reps. Learn how next generation sales enablement tools can transform sales productivity through the ability to test and measure the effectiveness of sales messaging, voicemails, value propositions. And, how they give your sales leaders the ability to coach and provide real-time feedback to their sales reps to accelerate productivity. This is a don’t miss episode for sales leaders and decision makers.

Episode 31: Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies w/ Alice Heiman

Tue, 10 Nov 2015 09:00:00 -0000

In this episode, Alice Heiman, Founder of Alice Heiman, LLC, and an expert at helping companies increase their sales, lays out a step by step plan any SMB can use to develop more prospects. Alice provides effective strategies for mining more business from existing customers, developing a consistent flow of referrals and creating a sustainable mix of inbound leads and proactive outbound prospecting. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader, you do not want to not miss this episode with Alice Heiman.

Episode 30: What’s Luck Got To Do With Sales Productivity? w/ Bridget Gleason

Fri, 06 Nov 2015 09:00:00 -0000

Bridget and I focus on two sales topics in this episode that you won’t want to miss. First, what is the role of luck in sales? Is it really true in sales that the harder you work, the luckier you get? And, why do sales leaders often overlook the hard work that goes into making a deal look easy? Second, we talk about why sales leads aren’t consistently followed up. The problem starts with the lack of a defined process for managing leads and we’ll tell you what you can do to fix that problem. If you’re in charge of a sales team, be sure to join us for Front Line Friday!

Episode 29: The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process w/ Barb Giamanco.

Thu, 05 Nov 2015 09:00:00 -0000

Barb Giamanco, President of Social Centered Selling, is one of the leading industry experts on social selling.

A pioneer in integrating social media into selling, Barb kicks off this information-packed episode by clearly spelling out for you both the value, and the limitations, of social selling. She describes the power of social selling and how you should use it to make connections, develop relationships and open the door to having substantive sales conversations with your prospects.

Listen as Barb tells you how to make social a part of your overall sales plan and integrate it into an effective sales process. Social is a powerful tool. But as you’ll learn from Barb in this episode, it’s just one of the sales tools you need to succeed in today’s sales environment. If you want to learn how to most effectively use social selling in your sales efforts, don’t miss this!

Episode 28: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Joe Gustafson

Wed, 04 Nov 2015 09:00:00 -0000

In this episode, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations.

Episode 27: High-Profit Selling: Why You Can Never Un-Discount A Discount w/ Mark Hunter

Tue, 03 Nov 2015 09:00:00 -0000

Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way). He also addresses the critical importance of sales reps making a personal commitment to continuous learning and demonstrates how this directly ties to your ability to sell value at full-price and maintain relevance to your buyers. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this episode with The Sales Hunter.

26: How Does Sales Performance Relate To Sales Productivity? Or Does It? w/ Bridget Gleason

Fri, 30 Oct 2015 08:00:00 -0000

My regular guest on Frontline Friday is Bridget Gleason. In this episode we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined and measured.

Episode 25: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert

Thu, 29 Oct 2015 08:00:00 -0000

In this episode, Deb Calvert (President of People First Productivity Solutions) describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions.

Episode 24: How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance w/ Matt Heinz

Wed, 28 Oct 2015 08:00:00 -0000

In our conversation, Matt Heinz, CEO of Heinz Marketing and a sales enablement expert, takes the mystery out of sales enablement. He places it in the right context within a sales organization and shows how companies of all sizes can use strategic sales enablement thinking, tactical sales processes and new apps and web tools to transform their sales results. The key is to just get started and Matt tells you how to take that important first step. This episode is packed with the great information that Matt provides. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this.

Episode 23: You Can’t Run A Sales Organization When You’re Buried In Crap w/ Mike Weinberg

Tue, 27 Oct 2015 08:00:00 -0000

In this episode, Mike Weinberg (author of "Sales Management. Simplified " and "New Sales. Simplified") with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges.

Episode 22: How Can You Accelerate Sales If You Don’t Know What It Means? w/ Bridget Gleason

Fri, 23 Oct 2015 08:00:00 -0000

My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Bridget and I cover a lot of topics in this episode that you won’t want to miss. Among other issues, we discuss the overuse and misuse of the term “sales acceleration” by sellers and provide guidance about how to precisely define in order to align your sales process to help buyers make faster decisions. We dive into a discussion about how sellers need to understand their “lead deficit” and what the roles of sales and marketing should be in lead generation. Also, we talk in depth the sales metrics that individuals and teams should be using to measure their activity levels and outcomes.

Episode 21: Selling with Introverts: Break the Stereotypes and Hire the People Who Can Help You Win w/ Alen Mayer

Thu, 22 Oct 2015 08:00:00 -0000

Alen Mayer is the author of Selling for Introverts, and the self-described Chief Introvert. Research is increasingly clear that the most successful sales reps are those who are customer focused, service-oriented and lead with thoughtful questions. Those qualities best describe an introvert, not the classic extrovert or hunter type that is often mythologized in sales literature. In this episode, Alen talks about why most sales leaders and hiring managers still define their ideal sales candidates using outdated terms like “hunter” or “closer” or “extrovert.” He outlines the strengths of introverts and how they can fill the gap that exists today between how modern customers want to buy versus how most companies continue to sell. Alen draws a clear picture of the strengths that introverts bring to any sales organization and lays out the case for sales managers to hire more of them. This is a don’t miss episode for every hiring sales manager. And, for introverts that are wondering if sales is the profession for them. (Hint: it is).

Episode 20: The Apps and Hacks that Transform Sales Productivity: Part 2 w/ Miles Austin AKA "The Web Tools Guy”

Wed, 21 Oct 2015 08:00:00 -0000

In Part 2 of my conversation with Miles Austin (Founder of Fill the Funnel AKA ("The Web Tools Guy”) shares even more recommendations for tools you absolutely should be using to improve your sales productivity today. He is the expert on the sales automation tools and technologies that can truly drive improved sales performance. He’s my go-to resource when I need help choosing a technology solution in my business. Miles ran high-performance sales teams for Dell during their high-growth days so there isn’t much he doesn’t know about sales. Combined with his technical savvy Miles has become the expert who know the apps and hacks that can make a big impact in your sales results.

Episode 19: Why Aren't There More Women in Sales? w/ Lori Richardson

Tue, 20 Oct 2015 08:00:00 -0000

In this episode, Lori Richardson (the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros) shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles placed in her way to become the founder and CEO of her own sales training company.

Episode 18: Will This Advice Help Me Build My Business? w/ Bridget Gleason

Fri, 16 Oct 2015 08:00:00 -0000

My regular guest commentator on Frontline Friday is Bridget Gleason. In this episode we take a look at some of the advice and wisdom given to sales leaders that is found on sales blogs. If you’re a sales manager, what constitutes good advice? We’ll help you sort that out.

Episode 17: Using Thought Leadership to Create Tangible Differentiation in Sales and Marketing w/ Peter Winick

Thu, 15 Oct 2015 08:00:00 -0000

In this episode, Peter Winick, (Founder and CEO of Thought Leadership Leverage, Inc.) discusses how thought leadership must be an important component of any company’s sales and marketing strategy.

Episode 16: Transforming the Performance, and the Productivity of Inside Sales Teams w/ Chris Beall

Wed, 14 Oct 2015 08:00:00 -0000

In this episode, Chris Beall (CEO of ConnectAndSell) shares his unusual journey from his first sales job as a Fuller Brush salesman to becoming a physicist and then applying his problem solving skills as a successful CEO, entrepreneur and sales leader.

Episode 15: Fanatical Prospecting w/ Jeb Blount

Tue, 13 Oct 2015 08:00:00 -0000

In this episode, Jeb Blount (author, founder and CEO of SalesGravy) explains why companies must not only be proactive in developing new prospects, but also fanatical in their devotion to the discipline of the prospecting process

Episode 14: Whose Advice Can You Trust? with Bridget Gleason

Fri, 09 Oct 2015 10:00:00 -0000

My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and grow the inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. Prior to Engine Yard, Bridget was the founder and principal of the BLG Consulting Group, a strategic sales consulting organization. She is an advisor to several early stage start-up companies.

Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market. In this episode we talk about how hard it can be to find sales advice that you can trust. Bridget and I examine some of the advice and wisdom that is found on sales blogs. It’s a free world and everyone is entitled to their opinion. But, is doesn’t mean that they’re right. We’ll help sort that out in this episode.

Episode 13: How to Avoid Being The Best Company No One Has Ever Heard Of with Doyle Slayton

Thu, 08 Oct 2015 10:00:00 -0000

In this episode, Doyle Slayton (CEO of xoombi.com) shares his journey from would-be sports broadcaster to a leading marketing and sales expert who has helped many companies transform their sales results.

Episode 12: New Sales Tools That Really Can Improve Sales Productivity with Nancy Nardin

Wed, 07 Oct 2015 10:00:00 -0000

Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., explains that a CRM system is not the tool that is going to increase your sales productivity. Instead she shares her outlook on the new generation of sales enablement apps that are purpose built to increase customer engagement, improve conversion rates and win more deals. So, which sales tools should your team be using to amp up its sales productivity?

Episode 11: Landing Your Dream Customers and Learning From Your Sales Failures with Anthony Iannarino

Tue, 06 Oct 2015 10:00:00 -0000

In this episode, Anthony Iannarino shares what he learned about sales from being the leader of a hair metal cover band in LA. We also discuss his strategies for capturing your dream customers, developing business acumen in sales reps and how to learn from your sales failures.

Episode 10: Sales Success: The Essential Triangle, with Robert Terson

Mon, 05 Oct 2015 10:45:00 -0000

In this episode, Robert Terson (author of "Selling Fearlessly") reveals his highly effective triangle of sales success, and the sales habits that he religiously followed.

Episode 9: Transform Sales Managers into Star Sales Coaches. with Steven Rosen

Mon, 05 Oct 2015 10:40:00 -0000

In this episode, Steven Rosen (best-selling author of "52 Sales Management Tips: The Sales Manager’s Success Guide") shares his invaluable and practical tips about how to transform sales managers into star coaches!

Episode 8: Sales Transformation Roadmap with Ken Thoreson

Mon, 05 Oct 2015 10:35:00 -0000

In this episode, sales management guru Ken Thoreson lays out the foundation of his Smart Business Roadmap and explains the steps successful companies go through to develop and execute a plan for success.

Episode 7: Sales Differentiation, with Leanne Hoagland-Smith

Mon, 05 Oct 2015 10:30:00 -0000

In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. She also shares her strategies that sales reps and small business can use to create meaningful sales differentiation. If you’re selling in a crowded and competitive market, what steps can you take to stand out in the crowd and attract the attention of your dream customers? Listen today to learn how!

Episode 6: Sales Turnaround Strategies for SMBs with James Obermayer

Mon, 05 Oct 2015 10:25:00 -0000

In this episode, James Obermayer (CEO of Sales Leakage) draws on his hands-on experience of turning around more than 30 underperforming sales teams, and shares his go-to formula for reviving stagnant sales organizations and achieving sales success (which involves marketing, too!).

Episode 5: Miles Austin, the “Web Tools Guy,” talks about the apps and hacks that transform sales productivity

Mon, 05 Oct 2015 10:20:00 -0000

In this episode, Part 1 of our extended conversation, Miles Austin (Founder of Fill the Funnel AKA "The Web Tools Guy") shares his recommendations for tools you absolutely should be evaluating and using today.

Episode 4: Win Big Sales with Hustle and Grit, with Jim Keenan

Mon, 05 Oct 2015 10:15:00 -0000

Jim Keenan is CEO of “A Sales Guy, Inc.,” whose growing empire includes a national sales recruiting firm. Keenan is also a top sales blogger who is regularly featured in Forbes. He has a reputation for extreme straight talk and he doesn’t disappoint in this episode.

Episode 3: Improving Sales Productivity Through Systematic Coaching with Meredith Bell

Mon, 05 Oct 2015 10:10:00 -0000

In this episode Meredith Bell (President and Co-Founder of Performance Support Systems, Inc) dishes out the straight talk on a radically effective framework that managers can use to become effective sales coaches, and to help their sales team achieve great results.

Episode 2: Achieving outrageous success in business and life with Dan Waldschmidt

Sun, 04 Oct 2015 20:57:00 -0000

In this episode, Part 1 of an extended conversation, Dan Waldschmidt (best-selling author of "Edgy Conversations"), a record-setting ultra-marathon champion, talks about his unconventional journey from his first sales job (mowing lawns) to becoming a successful serial entrepreneur.

Episode 1: Sales Best Practices in Prospecting, with Mike Weinberg, best-selling author of "New Sales. Simplified."

Sat, 03 Oct 2015 10:00:00 -0000

In this episode, Mike shares some of his key recommendations for disciplined prospecting and why there's a huge need for greater specialization in sales roles.