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Sales Strategy & Enablement by Revenue.io — Business
Sales Strategy & Enablement by Revenue.io

With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.

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Latest Episodes:

Episode 340: How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins. Dec 27, 2016

Show notes

Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success.

Episode 339: How to Develop a Rainmaker Mindset. With Carolyn Coradeschi. Dec 26, 2016

Show notes

Carolyn and I discuss tips for implementing productive behaviors, how to build the mindset of success, and current advice for sales professionals.

REPLAY of Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade. Dec 24, 2016

Show notes

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

KEY TAKEAWAYS

[2:46] Dan take a point from his book, The Truth About Leads, to discuss how marketing departments are spending too much for the leads the generate.

[4:59] Dan discusses The SiriusDecisions Demand Waterfall and breaks down the difference between the marketing qualified lead, the sales accepted lead, and the sales qualified lead.

[7:13] Why companies need to have an independent team, composed of the CFO and executives outside of sales and marketing, to evaluate the causes of lead failure between marketing and sales.

[14:11] Dan talks about his 3 categories of salespeople, hunters, beaters and farmers, and explains which type of salesperson best succeeds as an inside sales reps.

[16:53] Dan asserts it is a mistake to train account executives by starting them as inside sales reps as each position requires an entirely different skill set.

[20:04] According to research from SiriusDecisions, sales reps close about 20% of the sales qualified leads at average companies, while those at best in class companies close about 30% of the sales qualified leads.

[24:08] Why companies need to adopt account-based marketing and the reasons why marketing automation doesn't work for everyone.

MORE ABOUT DAN MCDADE

What’s your most powerful sales attribute?
ROI.

Who is your sales role model?
The late Tom DiPrizio of Dun & Bradstreet.

What’s one book that every salesperson should read?
New Sales: Simplified: the Essential Handbook for Prospecting and New Business Development, by Mike Weinberg.

What music is on your playlist right now?

Jersey Boys.

CONTACT DAN MCDADE

Website: Pointclear.com

Book: The Truth About Leads, by Dan McDade

Email: dan.mcdade@pointclear.com

Episode 338: Tips for Better Sales Planning for 2017. With Bridget Gleason. Dec 23, 2016

Show notes

Bridget and I discuss how to approach developing your sales plan and the ideal timeframe for sales planning.

337: How to Get the Biggest Return on Sales Training, with Steven Rosen. Dec 22, 2016

Show notes

Steven and I discuss companies under-investing in the development of front line sales managers and leader development and coaching.

Episode 336: Ten Rules of Sales Success. With Thom Singer. Dec 21, 2016

Show notes

Thom and I discuss the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

Episode 335: Marketing Into the Sales Funnel. With Matt Heinz. Dec 20, 2016

Show notes

Matt and I discuss how Full Funnel Marketing is a challenge to marketers and how to measure Marketing’s contribution to the pipeline.

Episode 334: How to Generate Additional Business with Existing Customers. With Dan Englander. Dec 19, 2016

Show notes

Dan and I discuss how to keep your customers engaged and involved beyond the initial sale, and how to unify sales and customer success around common goals.

Episode 333: How to Deal with the Iceberg Below the Surface. With Alen Mayer. Dec 17, 2016

Show notes

Alen and I discuss how he learned to ask the right questions to prospects and how your mindset influences your selling behavior.

Episode 332: Hiring, Firing and Knowing When to Leave. With Bridget Gleason. Dec 16, 2016

Show notes

Bridget and I discuss, employment-related questions and sales team characteristics of companies in different stages of growth.

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