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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 321: What’s Your Unique Promise of Value? With John Smibert. Dec 03, 2016

Show notes

John and I discuss the importance of building your personal brand, your unique promise of value, and how you can become a domain expert.

Episode 320: Where Will the Real Sales Revolution Begin? With Bridget Gleason. Dec 02, 2016

Show notes

Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology.

Episode 319: How to Gamify Sales Productivity. With Jeremy Boudinet. Dec 01, 2016

Show notes

Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity.

Episode 318: How to Get the Best ROI from Sales Training. With Norman Behar. Nov 30, 2016

Show notes

Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs.

Episode 317: How to Simplify The Complex Sale. With Brian Burns. Nov 29, 2016

Show notes

Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers.

Episode 316: How to Create a Sales Process. With Craig Rosenberg. Nov 28, 2016

Show notes

Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer.

Episode 315: How to Build Your Personal Brand with Networking. With Matt Holmes. Nov 26, 2016

Show notes

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand.

KEY TAKEAWAYS

[2:10] Matt learned that asking to interview someone about their success is a good shortcut to networking.

[3:14] Matt’s shares his favorite “networking with billionaire” story about landing an interview with Jeff Hoffman, founder of Priceline.com.

[5:22] Matt defines the critical elements of your personal brand.

[8:59] The steps sales reps should take to build their brand online.

[10:09] Matt describes the plug-ins to use with LinkedIn to build a powerful networking platform.

[14:15] Easy steps all sellers to need to take to perfect their LinkedIn profile.

[17:05] The three signs you are a poor networker: and how to address them

[19:45] Matt describes how to measure the effectiveness of your online networking activity.

MORE ABOUT MATT HOLMES

What’s your most powerful sales attribute?
Paying it forward -- giving something of value to the other person before making an ask.

Who is your sales role model?
Grant Cardone.

What’s one book that every salesperson should read?
How to Win Friends and Influence People, by Dale Carnegie.

What music is on your playlist right now?

Low-energy dubstep for the office.

CONTACT MATT HOLMES

Website: Handshakin.com/free

Snapchat: Handshakin

Twitter: @Handshakin

Episode 314: How to Reduce “No Decision” Decisions. With Bridget Gleason. Nov 25, 2016

Show notes

Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson. Nov 24, 2016

Show notes

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.

MORE ABOUT BRENT ADAMSON

Who is your sales role model?
Steve Jobs, because I’m in the business of selling ideas.

What’s one book that everyone should read?
Any book that gets you to say, “Huh, I never thought of it that way before”.

What music is on your playlist right now?
O.A.R., Dave Matthews

CONTACT BRENT ADAMSON

Website: CEBGlobal.com

CEB Sales Leadership Council

CEB Marketing Leadership Council

Episode 313: How to Generate More Leads (without Cold Calling.) With Kendra Lee. Nov 23, 2016

Show notes

Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority.

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