Sales Strategy &amp; Enablement by 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

Explore the Revenue.io Podcast Universe:

1171: Running with the Data [Special RevOps Podcast Episode] Sep 26, 2024

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.

Follow the Host on LinkedIn:

And our Special Guest:

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

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

1170: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 2) [Special RevOps Podcast Episode] Sep 20, 2024

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.

Follow the Host on LinkedIn:

And our Special Guest:

Ray Rike (Founder & CEO, RevOps Squared)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

1169: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 1) [Special RevOps Podcast Episode] Sep 12, 2024

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.

Follow the Host on LinkedIn:

And our Special Guest:

Ray Rike (Founder & CEO, RevOps Squared)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

1168: FOMO is Dead. What Now?? (Part 2) [Special RevOps Podcast Episode] Sep 05, 2024

Join us for 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".

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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

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1167: FOMO is Dead. What Now?? (Part 1) [Special RevOps Podcast Episode] Aug 29, 2024

Join us 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 Host on LinkedIn:

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:

1166: The Future of Sales Ecosystems, with Barrett King Apr 18, 2024

This week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond.

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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:

*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 Apr 11, 2024

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:

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:

*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.

1164: Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt Apr 04, 2024

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:

And our Special Guest:

Ryan Vaillancourt (VP of Sales, Revenue.io)

Sponsored by:

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

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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.

1163: Using AI to Become Even More Human, with Joy Rowan Mar 28, 2024

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:

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:

*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.

1162: AI's Impact on Sales Strategy Mar 21, 2024

In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today's sales landscape.

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Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1161: The Musicality of RevOps with Marcela Piñeros Mar 14, 2024

Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps’ performance and stay ahead in the competitive world of financial services.

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And our Special Guest:

Marcela Piñeros (Global Head of Sales Enablement, Stripe)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1160: Unlocking the Power of Customer-Centric Selling, with Paul Butterfield Mar 07, 2024

In this week’s podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhanced buyer-seller interactions, this episode offers a deep dive into the methodologies and technologies that are shaping the future of sales in both B2B and B2C landscapes.

Follow the Hosts on LinkedIn:

And our Special Guest:

Paul Butterfield (Founder, Revenue Flywheel Group)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1159: Mastering Sales Methodologies, with Paul Butterfield Feb 29, 2024

In this week’s podcast episode, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to dissect the nuances of sales methodologies versus processes. The trio delves into the findings of a recent study about the lack of structured sales processes and methodologies in many organizations, leading the discussion to a more disciplined approach to sales that focuses on the buyer's journey rather than rigid methodologies. They span the evolution of sales methodologies, emphasizing the significance of personalized engagement with customers, effective discovery meetings, and the role of empathy in sales.

Follow the Hosts on LinkedIn:

And our Special Guest:

Paul Butterfield (Founder, Revenue Flywheel Group)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1158: The Evolution of Tech Ecosystems and AI's Impact on Business, with Christine Li Feb 22, 2024

In this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Christine Li, VP of Global Partnerships at G2, to explore the transformative role of AI and ecosystems in today's businesses. They delve into how companies are increasingly becoming tech-centric, driven by consumer behavior and the demand for efficient, personalized experiences. Christine brings to the table her vast experience from G2 and LinkedIn, emphasizing the necessity for businesses to adapt to technological advancements while preserving the integrity of customer data. The trio discusses the impact of AI on valuations, the shift towards ecosystem marketplaces, and how these trends empower businesses to deliver more personalized and efficient services.

Follow the Hosts on LinkedIn:

And our Special Guest:

Christine Li (VP of Global Partnerships, G2)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1157: Strategic Sales and the Power of Partnerships, with Christine Li Feb 15, 2024

On the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations, as well as how partnerships are becoming a cornerstone for growth and success in the sales ecosystem.

Follow the Hosts on LinkedIn:

And our Special Guest:

Christine Li (VP of Global Partnerships, G2)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1156: Exploring the Future of Technology: AR, VR, and IoT, with Ricardo Olivo Feb 08, 2024

This week’s podcast session features host Alastair Woolcock and Ricardo Olivo, VP of Technology at VML, for an insightful discussion on the global impact and adoption of AR, VR, and IoT technologies. Ricardo highlights the optimistic projections for these technologies but also points out the intricate balance between innovation and market readiness. The conversation also explores how big brands are strategically utilizing these technologies to create immersive experiences and enhance consumer engagement, while highlighting the necessity for balanced investment and realistic market strategies.

Follow the Hosts on LinkedIn:

And our Special Guest:

Ricardo Olivo (VP of Technology, VML)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1155: The Intersection of Technology, Creativity, and Consumer Behavior, with Ricardo Olivo Feb 01, 2024

Our latest podcast episode features Ricardo Olivo, Vice President of Technology at VML, along with host Alastair Woolcock for an engaging discussion around the integration of AI in understanding and shaping consumer behavior. The episode explores the shift from traditional marketing to a more data-driven, personalized approach, stressing the importance of aligning creative content with emerging trends and legal considerations. The conversation emphasizes the necessity of maintaining a human-centric approach amidst rapid technological advancements, offering a glimpse into the future of marketing where creativity and technology converge to enhance consumer engagement.

Follow the Hosts on LinkedIn:

And our Special Guest:

Ricardo Olivo (VP of Technology, VML)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1154: Embracing the AI-Driven Future in E-Commerce, with Brian Moran Jan 25, 2024

In this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Brian Moran, co-founder and Chief Strategy Officer at SamCart. They discuss the impact of generative AI on e-commerce and B2C sales. Brian shares insights on how AI is changing the landscape for entrepreneurs, particularly in improving sales pitches and marketing strategies. The conversation delves into the challenges and opportunities associated with implementing AI in business operations. Brian emphasizes the need for transparency and sharing information to build trust in AI-generated insights. The discussion also touches on the rapid evolution of AI and its potential to transform the way businesses operate.

Follow the Hosts on LinkedIn:

And our Special Guest:

Brian Moran (Co-Founder & Chief Strategy Officer, SamCart)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1153: Navigating the New Wave: B2C Success in a Digital Era, with Brian Moran Jan 18, 2024

Join Alastair Woolcock and Howard Brown this week as they host Brian Moran, the co-founder and Chief Strategy Officer of e-commerce platform SamCart. Moran shares invaluable insights into navigating the dynamic landscape of B2C commerce amid AI advancements. The session goes deeper into exploring the strategic shift towards authenticity and human connection in sales, backed by Moran's experience in scaling SamCart without a conventional sales team. Moran also dives into some key strategies behind SamCart's success: personalized, automated sales processes, optimization techniques, a consultative approach with customers and strategies for fostering trust and driving success in the B2C realm.

Follow the Hosts on LinkedIn:

And our Special Guest:

Brian Moran (Co-Founder & Chief Strategy Officer, SamCart)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1152: Revolutionizing Sales: The Impact of Behavior Change, with Brandee Sanders Jan 11, 2024

In our latest podcast episode, Alastair Woolcock and Revenue.io CMO Brandee Sanders analyze Gartner's insights on driving sales behavior change. Their discussion dives into the pivotal role of marketing across the entire sales spectrum, as well as the importance of embracing behavioral changes in sales and marketing teams. They spotlight the importance of aligning internal experiences with customer engagement – integrating a customer-centric approach – and adopting data-driven strategies to navigate the ever-evolving sales landscape with finesse and adaptability.

Follow the Hosts on LinkedIn:

And our Special Guest:

Brandee Sanders (CMO, Revenue.io)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1151: Disruptive Innovation in Action: Transforming Industries, with Tal Riesenfeld Dec 21, 2023

In part two of our podcast, Alastair Woolcock, Howard Brown, and Tal Riesenfeld – co-founder and CRO of Sunbit – delve into Tal's experiences as a student of Clayton Christensen, the Harvard Business School professor known for his work on disruptive innovation. They explore Christensen's disruptive innovation theory, illustrating its practical application in Sunbit's journey. The trio address how inefficiencies in niche markets can pave the way for substantial market disruption, while emphasizing the importance of persistence in entrepreneurship, innovative thinking and practical problem-solving to bring about meaningful change in the business landscape.

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And our Special Guest:

Tal Riesenfeld (Co-founder & CRO, Sunbit)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1150: Fintech Redefined: Mission Driven Sales, with Tal Riesenfeld Dec 14, 2023

Tune in to our latest episode where we welcome Sunbit co-founder and Chief Revenue Officer Tal Riesenfeld. Dive into Sunbit's distinctive 'buy now pay later' (BNPL) model, tailored for essential services such as car repairs and dental treatments. Explore how Sunbit's sales strategy, centered on human behavior, empathy and customer focus, is reshaping the financial sector. We'll discuss the significant role of sellers in providing solutions that truly make a difference for customers.

Follow the Hosts on LinkedIn:

And our Special Guest:

Tal Riesenfeld (Co-founder & CRO, Sunbit)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1149: Spray and Pray Email is Dead Dec 07, 2023

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.

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Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

1148: Cracking the Code of B2B Sales, with Michael Litt Nov 29, 2023

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:

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:

*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.

1147: Cracking the Code of B2B Sales, with Michael Litt Oct 26, 2023

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:

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:

*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.

1095: Master Proposal and Negotiation Avoidance with Mike Bosworth Oct 24, 2023

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

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1146 Transforming Sales Processes in the AI Revolution, with Darren Fay Oct 19, 2023

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:

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:

*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.

1055: Next-Level Sales Leadership, with Derek Jankowski Oct 17, 2023

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

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1145: The Best Strategies for Putting Out RevOps Fires, with Darren Fay Oct 12, 2023

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:

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

*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.

1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy Oct 10, 2023

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

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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1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen Sep 07, 2023

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.

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Derek Knudsen (CEO, Revenue.io)

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*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.

1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo Sep 05, 2023

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/

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1139: Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap Aug 31, 2023

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.

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Kris Rudeegraap (CEO, Sendoso)

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*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.

990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser Aug 29, 2023

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.

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1138: The Power of Personalized Gifting in Sales, with Kris Rudeegraap Aug 24, 2023

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.

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Kris Rudeegraap (CEO, Sendoso)

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*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.

1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak Aug 22, 2023

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.

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1137: Reshaping Traditional Roles Using AI, with Maha Pula Aug 17, 2023

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.

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

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*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.

1012: Pick Up The Phone and Sell, with Alex Goldfayn Aug 15, 2023

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.

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1136: Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula Aug 10, 2023

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.

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

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*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.

1011: Sales & Leadership with Heart, with Jen Ferguson Aug 08, 2023

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 Aug 03, 2023

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.

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

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*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.

1019: 5 Steps for Effective Sales Hiring, with Kristie Jones Aug 01, 2023

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs?

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1134: Retention is Growth: Enhancing the Customer Experience using AI, with Jessica Gilmartin Jul 27, 2023

In this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. They also discuss the importance of data-driven strategies to optimize customer interactions and retention for long-term growth.

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Jessica Gilmartin (CMO, Calendly)

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*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.

1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre Jul 25, 2023

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive.

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1133: Staying Human in the World of AI Marketing, with Jessica Gilmartin Jul 20, 2023

In this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining human creativity and emotional connection in marketing to ensure customer engagement and long-term success.

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Jessica Gilmartin (CMO, Calendly)

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*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.

1079: Challengers Don't Settle for the Status Quo, with Jennifer Allen Jul 18, 2023

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/

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1132: How to Supercharge Your Sales Enablement using AI, with Spenser Miller-Fellows Jul 13, 2023

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.

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

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*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.

1058: Competence Over Experience, with Christine Rogers Jul 11, 2023

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/

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1131: Innovation vs. Regulation in the New World of AI, with Tom Davenport Jul 06, 2023

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.

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

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*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.

1030: How Long Should a Salesperson Stay in their Role? with Bridget Gleason Jul 04, 2023

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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1130: The Push and Pull of Generative AI, with Tom Davenport Jun 29, 2023

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.

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

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*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.

1066: Be Social on Social Media to Generate Leads, with Tim Hughes Jun 27, 2023

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

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1129: Filling the Healthcare Gaps Using AI, with Kaylin Moore Jun 22, 2023

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.

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Kaylin Moore (Director of Revenue Operations, Zelis)

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*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.

1004: Selling Big Deals and Making Big Money, with Brandon Fluharty and Howard Brown Jun 20, 2023

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.

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1128: Diagnosing the Future: How AI is Revolutionizing Healthcare, with Kaylin Moore Jun 15, 2023

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.

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Kaylin Moore (Director of Revenue Operations, Zelis)

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*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.

1043: Elite Sales Strategies, with Anthony Iannarino Jun 13, 2023

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.

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1127: How Sales Consultants Can Transform your Business, with Richard Harris Jun 08, 2023

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.

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Richard Harris (Founder, The Harris Consulting Group)

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*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.

848: How to Create More Diversity in Sales, with Sally Duby Jun 06, 2023

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 Jun 02, 2023

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.

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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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*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.

884: Mental Health and Sales Performance, with Chris Hatfield May 30, 2023

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.

_

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

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Combining Human Intuition and AI for Sales Success [Special RevOps Podcast Episode] May 28, 2023

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead.

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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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*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.

923: Mental Health Awareness, with Howard Brown and Mary Grothe May 23, 2023

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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LinkedIn | https://bit.ly/Andy-LinkedIn

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Revenue.io | Transform your sales team into a high-performing revenue engine | www.revenue.io

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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

The Risks and Rewards of AI in Sales [Special RevOps Podcast Episode] May 21, 2023

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.

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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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*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.

1040: The Most Common Email Mistakes Salespeople Make, with Will Allred May 16, 2023

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.

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The Oxymoron of Sales Forecasting [Special RevOps Podcast Episode] May 14, 2023

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.

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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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*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.

A Conversation with Jennifer Allen May 09, 2023

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] May 07, 2023

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.

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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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*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.

942: Rules for Successful SDR/AE Relationships, with Ralph Barsi May 02, 2023

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.

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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

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How to Use AI to Revolutionize Your Business Today [Special RevOps Podcast Episode] May 01, 2023

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.

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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.

1068: Grow Your Business Like a Weed, with Stu Heinecke Apr 25, 2023

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

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Driving Results with ABM and Intent Data [Special RevOps Podcast Episode] Apr 23, 2023

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.

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And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

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

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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.

1046: Trust and Inspire, with Stephen MR Covey Apr 18, 2023

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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Is Technical Debt Killing Your Productivity [Special RevOps Podcast Episode] Apr 17, 2023

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.

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And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

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

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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.

1074: Master the Basics of EQ and Empathy, with Dean Karrel Apr 11, 2023

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:

Using Data to Ask the Right Questions [Special RevOps Podcast Episode] Apr 09, 2023

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.

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And our Special Guest:

Todd Kane (President, Evolved Management Consulting)

Sponsored by:

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

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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.

1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols Apr 04, 2023

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

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The Future of Sales Enablement & AI [Special RevOps Podcast Episode] Apr 02, 2023

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:

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:

*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.

1086: Diversity in Sales Starts from the Top, with Cynthia Barnes Mar 28, 2023

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: Nice-to-have or Need-to-have? [Special RevOps Podcast Episode] Mar 26, 2023

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:

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:

*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.

1052: What's Changed in Sales? with Wendy Weiss Mar 21, 2023

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

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Is Messy Data Damaging Your Business? [Special RevOps Podcast Episode] Mar 19, 2023

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:

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:

*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.

1036: Imposter Syndrome Coaching, with Alli Rizacos Mar 14, 2023

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:

Revving Up your Go-To-Market Engine [Special RevOps Podcast Episode] Mar 12, 2023

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:

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:

*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.

1038: Scaling Revenue and Sales Cycles, with Christina Brady Mar 08, 2023

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:

Every Obstacle Presents an Opportunity [Special RevOps Podcast Episode] Mar 05, 2023

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.

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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:

*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.

1069: Read Digital Body Language for Personalized Conversations, with Maura Rivera Feb 28, 2023

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:

Belief is Your Superpower [Special RevOps Podcast Episode] Feb 26, 2023

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:

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:

*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.

1037: B2B Secret Shopping, with Leahanne Hobson Feb 21, 2023

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:

How to Repair your Sales Operations [Special RevOps Podcast Episode] Feb 19, 2023

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:

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:

*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.

1125: Should I Even Try to Hit Quota? with Ralph Barsi Feb 14, 2023

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:

How to Repair your Sales Operations [Special RevOps Podcast Episode] Feb 12, 2023

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:

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:

*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.

A Conversation with Bridget Gleason Feb 09, 2023

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:

A Conversation with Anthony Iannarino Feb 07, 2023

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:

A Conversation with Bill Sanders Feb 02, 2023

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:

1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna Jan 31, 2023

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:

A Conversation with AJ Bruno Jan 26, 2023

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:

1123: Hire for Culture Fit, Not Just Competency with Nigel Green Jan 24, 2023

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:

The Voice of Customer Insights [Special RevOps Podcast Episode] Jan 22, 2023

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:

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:

*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.

A Conversation with Jennifer Allen Jan 19, 2023

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

Explore the Revenue.io Podcast Universe:

1122: Win Deals and Create Top Teams Through Experiences with Brit Bartolini Jan 17, 2023

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:

A Conversation with Lee Salz Jan 12, 2023

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:

1121: Conversations on Change—Making a Business Case for DEI with Daniella Bellaire Jan 10, 2023

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/

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The Right Way to RevOps [Special RevOps Podcast Episode] Jan 09, 2023

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.

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And our Special Guest:

Mallory Lee (VP, Revenue Operations, Nylas)

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

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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.

A Conversation with George Bronten Jan 05, 2023

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:

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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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1120: Understanding Your Value and How to Sell It with Mark Stiving Jan 03, 2023

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

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The First 100 Days of a RevOps Leader [Special RevOps Podcast Episode] Jan 01, 2023

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.

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And our Special Guest:

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

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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.

A Conversation with Jeff Bajorek Dec 29, 2022

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:

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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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1119: Upskill Sellers Through Practice, Not Training with Josh Kamrath Dec 27, 2022

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:

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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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Measuring Success in RevOps [Special RevOps Podcast Episode] Dec 25, 2022

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.

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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:

*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.

A Conversation with Oscar Trimboli Dec 22, 2022

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 arebelow:

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

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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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1118: Higher Complexity Results in Lower Sales Productivity with Pouyan Salehi Dec 20, 2022

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

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

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Meetings Customer Where They Are [Special RevOps Podcast Episode] Dec 18, 2022

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.

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And our Special Guest:

Sean Lane (Vice President, Field Operations, Drift)

Sponsored by:

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

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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.

A Conversation with Casey Graham Dec 15, 2022

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/

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

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1117: Reimagining How Companies Recognize and Incentivize Sellers with Kevin Yip Dec 13, 2022

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

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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 Craig Lemasters Dec 08, 2022

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 bookin 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/

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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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1116: Humanize Sales Management for 20x ROI with Wesleyne Greer Dec 06, 2022

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/\

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

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1115: Practice the Sales Skills That Matter with Jordana Zeldin and Jonathan Mahan Dec 01, 2022

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/

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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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1114: Turning Profitable Growth During a Downturn with Karen Clarke Nov 29, 2022

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:

The Machines Need to Work for Us [Special RevOps Podcast Episode] Nov 27, 2022

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:

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:

*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.

A Conversation with Chris Hatfield Nov 25, 2022

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:

1113: How to Sell Through Tough Times and Uncertainty with Paul Reilly Nov 24, 2022

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:

1112: PHILPAL—The Top 7 Professional Values with Scott Miller Nov 22, 2022

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:

Using AI to Become Even More Human [Special RevOps Podcast Episode] Nov 20, 2022

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:

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:

*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.

A Conversation with Victor Antonio Nov 18, 2022

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:

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:

1111: Bolster Training Structure to Increase Learning Efficiency with Kristen Taraszewski Nov 17, 2022

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:

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:

1110: Connecting How Sellers Sell and How Buyers Buy with Philip Squire Nov 15, 2022

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:

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:

Running With the Data [Special RevOps Podcast Episode] Nov 13, 2022

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.

Follow the Hosts on LinkedIn:

And our Special Guest:

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

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

A Conversation with Eric Stine Nov 11, 2022

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:

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:

1109: Create a Positive Buying Experience Using the Right Insights with Derrick Jenkins Nov 10, 2022

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

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:

1108: Conquer Challenges Through Sales Effectiveness with Robert Koehler Nov 08, 2022

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

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:

To PLG or Not to PLG, That is the Question [Special RevOps Podcast Episode] Nov 06, 2022

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:

And our Special Guest:

Sylvain Giuliani (Head of Growth & Operations, Census)

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

*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.

A Conversation with Justin Roff-Marsh Nov 04, 2022

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:

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:

1107: Question Your Paradigm and Operate at Mind 3.0 with Ryan Gottfredson Nov 03, 2022

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:

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:

1106: Educate Sellers to Communicate Better with Samantha McKenna Nov 01, 2022

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

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A Conversation with Brandon Fluharty Oct 28, 2022

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:

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

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1105: Find Common Ground to Convert Unreceptive Buyers with Tom Stanfill Oct 27, 2022

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

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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 Oct 25, 2022

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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In Customer Experience, Experience is Everything [Special RevOps Podcast Episode] Oct 23, 2022

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:

And our Special Guest:

Karen Steele (Founder & Advisor, Alloy)

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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.

A Conversation with Tiffani Bova Oct 21, 2022

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 Oct 20, 2022

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

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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1102: Understand the Buyer’s Emotions to Change Them with Brent Adamson Oct 18, 2022

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

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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https://www.linkedin.com/in/leelazarus/

A Conversation with Janine Kurnoff & Lee Lazarus Oct 14, 2022

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/

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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1101: Utilizing Data with Human Intuition to Improve Performance and Feedback with Alex Kvamme Oct 13, 2022

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 Oct 11, 2022

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 Oct 07, 2022

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

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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1099: Enhance the Customer Experience with Trust, Technology, and Strategy with Chris Pennington Oct 06, 2022

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 Oct 04, 2022

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

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

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A Conversation with Chris White Sep 30, 2022

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

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:

https://www.linkedin.com/in/leelazarus/

A Conversation with Janine Kurnoff & Lee Lazarus Sep 30, 2022

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/

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 Sep 29, 2022

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

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1096: A Salesperson’s Mission Is to Help Clients Achieve Their Goals with Fred Diamond Sep 27, 2022

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:

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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A Conversation with Drew Neisser Sep 23, 2022

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 Sep 22, 2022

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

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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1094: Focus on Your Product by Outsourcing Sales with Robert Henderson Sep 20, 2022

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

Explore the Revenue.io Podcast Universe:

FOMO is dead. What now?? (Part 2) [Special RevOps Podcast episode] Sep 18, 2022

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:

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

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A Conversation with Scott Roy and Roy Whitten Sep 16, 2022

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:

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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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1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann Sep 15, 2022

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:

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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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1092: Top Seller Insights from the LinkedIn State of Sales Report with Brian Walton Sep 13, 2022

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

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Who Moved My Cheese with Natalie Furness (Part 2) [Special RevOps Podcast episode] Sep 11, 2022

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:

And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

Sponsored by:

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

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A Conversation with Andres Lares Sep 09, 2022

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:

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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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1091: Commit to Enable Frontline Salespeople with Andy Champion Sep 08, 2022

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

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1090: Creativity and Curiosity Increase Your Win Rates with Elay Cohen Sep 06, 2022

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

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

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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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Who Moved My Cheese with Natalie Furness (Part 1) [Special RevOps Podcast Episode] Sep 04, 2022

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.

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And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

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

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A Conversation with Juliet Funt Sep 02, 2022

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 Testin 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

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1089: Intentionality in Introspection: Enable Sellers’ Continuous Learning, with Shaan Hathiramani Sep 01, 2022

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

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1088: Video Texting Deepens Relationships, with Josh Little Aug 30, 2022

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/

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 Musicality of RevOps with Marcela Piñeros [Special RevOps Podcast episode] Aug 28, 2022

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:

And our Special Guest:

Marcela Piñeros (Global Head of Sales Enablement, Stripe)

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

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A Conversation with Mario Martinez Aug 26, 2022

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

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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1087: Win Streaks Develop Your Consecutive Muscle, with Jeffery Downs Aug 25, 2022

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

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:

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

1086: Diversity in Sales Starts from the Top, with Cynthia Barnes Aug 23, 2022

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:

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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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FOMO is dead. What now?? (Part 1) [Special RevOps Podcast episode] Aug 21, 2022

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".

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And our Special Guest:

Brent Adamson (Global Head of Research & Communities, Ecosystems)

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A Conversation with Nick Capozzi Aug 19, 2022

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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Sponsored by:

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

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1085: Be Mindful of Changing Your Habits, with Tim Mann Aug 18, 2022

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:

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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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1084: Remote Work Productivity in Asynchronous Companies, with Liam Martin Aug 16, 2022

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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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 Dale Dupree Aug 12, 2022

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:

Connect on LinkedIn

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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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1083: Innovating Immersive Learning Through VR, with Kurt Kratchman Aug 11, 2022

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

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1082: Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard Aug 09, 2022

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

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A Conversation with Steve Hall Aug 05, 2022

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/

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1081: Scale and Automate How You Pay Out Commissions with Mark Schopmeyer Aug 04, 2022

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/

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1080: Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg Aug 02, 2022

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 Jul 29, 2022

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 Jul 28, 2022

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/

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1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy Jul 26, 2022

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

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A Conversation with Whitney Johnson Jul 22, 2022

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 Jul 21, 2022

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 Jul 19, 2022

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 Jul 15, 2022

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 Jul 14, 2022

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/

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1074: Master the Basics of EQ and Empathy, with Dean Karrel Jul 12, 2022

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

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A Conversation with Shannon Minifie Jul 08, 2022

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 Jul 07, 2022

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 Jul 05, 2022

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/

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A Conversation with Darin Dawson Jul 01, 2022

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 Jun 30, 2022

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 Jun 28, 2022

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/

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A Conversation with Bryan Smith Jun 24, 2022

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/

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1069: Read Digital Body Language for Personalized Conversations, with Maura Rivera Jun 23, 2022

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/

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1068: Grow Your Business Like a Weed, with Stu Heinecke Jun 21, 2022

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/

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A Conversation with Garland Vance Jun 17, 2022

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 Jun 16, 2022

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 Jun 14, 2022

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

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A Conversation with Ralph Barsi Jun 10, 2022

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 Jun 09, 2022

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/

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1064: Choose Where You Thrive And Not Just Survive, with Gabrielle Blackwell Jun 07, 2022

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 Jun 03, 2022

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 Jun 02, 2022

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 May 31, 2022

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 May 27, 2022

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 May 26, 2022

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 May 24, 2022

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 May 20, 2022

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 May 19, 2022

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 May 17, 2022

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/

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A Conversation with Jon Levy May 13, 2022

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 May 12, 2022

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.

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1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent May 11, 2022

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.

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A Conversation with Mike Bosworth May 06, 2022

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 May 05, 2022

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.

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1054: Proactive Outbound Prospecting, with Eric Quanstrom May 03, 2022

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 Apr 29, 2022

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 Apr 28, 2022

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 Apr 26, 2022

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.

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A Conversation with Phil M Jones Apr 22, 2022

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 Apr 21, 2022

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 Apr 19, 2022

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 Apr 15, 2022

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 Apr 14, 2022

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 Apr 12, 2022

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive.

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A Conversation with Ryan Gottfredson Apr 08, 2022

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 Apr 07, 2022

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 Apr 05, 2022

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.

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A Conversation with Phillip Squire Apr 01, 2022

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 Mar 31, 2022

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 Mar 29, 2022

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 Mar 25, 2022

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 Mar 24, 2022

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.

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1042: Lead Response Time, with Nicolas Vandenberghe Mar 22, 2022

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 Mar 18, 2022

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 Mar 17, 2022

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 Mar 15, 2022

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.

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From the Vault: A Conversation with Frank Cespedes Mar 11, 2022

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 Mar 10, 2022

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 Mar 08, 2022

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.

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From the Vault: A Conversation with Becc Holland Mar 04, 2022

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 Mar 03, 2022

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.

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1036: Imposter Syndrome Coaching, with Alli Rizacos Mar 01, 2022

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.

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1035: 2022 State of Sales Compensation, with Sahil Mansuri Feb 25, 2022

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 Feb 24, 2022

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 Feb 22, 2022

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 Feb 18, 2022

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 Feb 17, 2022

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 Feb 15, 2022

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 Feb 11, 2022

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 Feb 10, 2022

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 Feb 08, 2022

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 Feb 04, 2022

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 Feb 03, 2022

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 Feb 01, 2022

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 Jan 28, 2022

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 Jan 27, 2022

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 Jan 25, 2022

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 Jan 21, 2022

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 Jan 20, 2022

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 Jan 18, 2022

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs?

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1018: Sales Psyched, with Christopher Croner and Howard Brown Jan 14, 2022

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 Jan 13, 2022

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 Jan 11, 2022

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 Jan 07, 2022

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 Jan 06, 2022

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 Jan 04, 2022

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 Dec 31, 2021

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 Dec 30, 2021

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.

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1011: Sales & Leadership with Heart, with Jen Ferguson Dec 28, 2021

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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From The Vault: A Conversation with Juliet Funt Dec 24, 2021

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 Dec 23, 2021

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 Dec 21, 2021

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 Dec 17, 2021

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 Dec 16, 2021

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 Dec 14, 2021

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 Dec 10, 2021

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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1003: Driving Sales Confidence, with Lance Tyson Dec 07, 2021

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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1004: Selling Big Deals and Making Big Money, with Brandon Fluharty and Howard Brown Dec 07, 2021

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.

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1002: Selling in Non-Commercial Settings, with Scott Roy Dec 03, 2021

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 Dec 02, 2021

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 Nov 30, 2021

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 Nov 26, 2021

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.

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From The Vault: A Conversation with Brandon Fluharty Nov 25, 2021

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 Nov 23, 2021

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 Nov 19, 2021

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 Nov 18, 2021

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 Nov 16, 2021

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.

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995: No Agenda, with David JP Fisher Nov 12, 2021

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.

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994: Why Onboarding Matters, with Donna Weber Nov 11, 2021

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.

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993: A Practical Guide for Business Negotiators, with Bill Sanders Nov 09, 2021

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.

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992: Building the Enterprise Startup, with Tae Hea Nahm Nov 05, 2021

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.

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991: Outsourcing Sales Leadership, with Dan Morris Nov 04, 2021

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.

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990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser Nov 02, 2021

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.

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989: MegaDeals, with Christopher Engman Oct 29, 2021

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"

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988: Sales Enablement 3.0, with Roderick Jefferson Oct 28, 2021

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.

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987: The Six Habits of Highly Effective Sales Engineers, with Chris White Oct 26, 2021

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.

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986: 30 Minutes to President Club, with Nick Cegelski and Armand Farrokh Oct 22, 2021

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.

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985: Buyer-First Sales, with Ross Rich Oct 21, 2021

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.

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984: Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition, with Lee Salz Oct 19, 2021

Lee Salz is a sales management strategist and author of a new book titled, Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. In today's conversation, Lee shares what it means to Sell Different and how it will help sellers to win more deals at the prices they want. Specifically, how to win more deals at the prices you want when the differences between your products and those of your competitors are slight. Then we dig into the reasons why HOW you sell is equally as important as WHAT you sell. If not more so. Plus, why top salespeople know that putting their buyer's needs before their own is a key to their success.

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983: Is Field Sales Dead? with Hans Fuller Oct 15, 2021

Hans Fuller is the founder and CEO of Storyslab, a platform to optimize real-time customer interactions. One of their key customer bases is field sales teams. So we all know how field-based sellers have been impacted by the pandemic. And many have been quick to write off field sales as obsolete and no longer needed. But is that really the case? That's the topic we're tackling in today's conversation. Are there still substantive advantages to in-person sales? If so, what are they? And what do they mean for how field sales evolves in this next normal. Hans brings a unique perspective to this question.

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982: The RevOps Podcast, with Jordan Henderson, Brandon Redlinger, and Jonathan Stevens Oct 14, 2021

Jordan Henderson (Director of RevOps), Brandon Redlinger (Sr. Director Product Marketing) and Jonathan Stevens (Sr. Manager of Marketing Operations and Automation) of ringDNA stop by to discuss their new RevOps Podcast. And today, you guessed it, we're talking RevOps! Like, what is Revenue Operations (RevOps)? What is the goal of RevOps? How does it fit into the overall organization? And how do traditional sales, marketing and success roles fit into RevOps. Plus, we dive into how sales teams and individual contributors benefit from the work of RevOps. All of this and much much more. Don't miss this episode.

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981: Human-Centered Communication, with Ethan Beute and Stephen Pacinelli Oct 12, 2021

Today I talk with two of my favorites: Ethan Beute (Chief Evangelist) and Stephen Pacinelli (Chief Marketing Officer) of BombBomb. They are co-authors of a brand new book titled, Human-Centered Communication: A Business Case Against Digital Pollution! In today’s conversation we get into the cost of digital pollution. We dive into how human-centered communications can be the antidote for sellers that are looking for a way to earn the time and attention of prospective buyers. Plus, they give us practical examples from their book about how you as a seller can incorporate human-centered communications into your daily selling process.

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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

BombBomb | Build better business relationships with video messaging | BombBomb.com

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980: Getting a Sales Job, with Ryan Walsh Oct 08, 2021

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.

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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

BombBomb | Build better business relationships with video messaging | BombBomb.com

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979: Curiosity and Trouble Makers, with Shannon Minifie Oct 07, 2021

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.

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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

BombBomb | Build better business relationships with video messaging | BombBomb.com

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978: From Marketing Mess to Brand Success, with Scott Miller Oct 05, 2021

Scott Miller is the Senior Advisor of Thought Leadership at FranklinCovey. He's also the host of the popular On Leadership podcast and author of several books including the one we're talking about today, From Marketing Mess to Brand Success. The book is framed as a series of 30 challenges - starting with why you need to be obsessively focused on the customer, which is a challenge for sellers because their sales processes typically are seller focused. Then Scott shares why marketing should be the least siloed organization in your company. Finally, we dig into why Scott believes that marketing should become the leader of business development

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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

BombBomb | Build better business relationships with video messaging | BombBomb.com

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977: Revenue Harvest: A Sales Leaders Almanac for Planning the Perfect Year, with Nigel Green Oct 01, 2021

Nigel Green is a sales consultant, trainer and author of a book titled Revenue Harvest: A Sales Leaders Almanac for Planning the Perfect Year. In it Nigel writes about the similarities of selling and farming. Specifically, the cycles that each go through and how a percentage of the outcome is beyond your control. Like a farmer with unexpected weather events, revenue leaders must prepare for the unexpected. Finally, we dive into Nigel's seven principles for sales leaders.

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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

BombBomb | Build better business relationships with video messaging | BombBomb.com

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976: More Than a Number: The Modern VP Sales Playbook, with Scott Leese Sep 30, 2021

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.

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ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

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975: Flip the Script Tour, with Becc Holland and Keenan Sep 28, 2021

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.

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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

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974: Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales, with Mark Evans Sep 24, 2021

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.

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ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

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973: Growth and Transformation, with TIffani Bova Sep 23, 2021

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.

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ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

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972: The 4-Question Go-To-Market Framework, with Sangram Vajre Sep 21, 2021

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.

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ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | Qualified.com

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971: Why B2B Buyers' Don't Like Being Sold To, with Peter Strohkorb Sep 17, 2021

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.

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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

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970: The Wentworth Prospect, with John Smibert Sep 16, 2021

John Smibert is the co-author of a new book titled The Wentworth Prospect. Today John and I get into why buyers, as they have become more empowered, don't value sellers and their advice like they used to. We dig into why sellers don't positively influence their buyers about their business. Then talk how buying has changed, how it has become more complex, and why the process stalls. Finally, we dive into why one of the biggest challenges is gaining the buyer's trust as a valued adviser rather than a product sales organisation.

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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

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