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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 312: Enhance all Sales Touch Points with Social. With Jamie Shanks. Nov 22, 2016

Show notes

Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front.

Episode 311: How to Earn Your Black Belt in Sales. With Anthony Caliendo. Nov 21, 2016

Show notes

Anthony and I discuss why you need a passion to excel at whatever you do and the three essential traits all successful sales professionals possess.

Episode 310: How the Human Touch Accelerates Your Sales. With Ali Mirza. Nov 19, 2016

Show notes

Ali and I discuss the biggest challenge facing sales reps in today’s environment and problems that can result from relying entirely on data to manage sales.

Episode 309: The Habits and Skills that Accelerate Your Success. With Bridget Gleason. Nov 18, 2016

Show notes

Bridget and I discuss the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripts.

Episode 308: Use Transparency to Transform the Buying Experience. With Gerald Vanderpuye. Nov 17, 2016

Show notes

Gerald and I discuss how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.

Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson. Nov 16, 2016

Show notes

Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts.

Episode 305: How to Make Sales Training Work for You. With Glenn Mattson. Nov 14, 2016

Show notes

Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change.

Episode 304: How to Sell with GRIT (Generosity, Respect, Integrity and Truth.) With Laurie Sudbrink. Nov 12, 2016

Show notes

My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the key topics Laurie and I discuss are the key elements of selling with GRIT, how to implement change in yourself and in your organization, and the five steps of change Laurie prescribes that you can use to transform your selling.

KEY TAKEAWAYS

[2:30] Laurie wrote Leading with GRIT to reach more people in the workplace than she could by coaching.

[4:01] The Acronym GRIT -- generosity, respect, integrity, and truth -- is really a way you can develop passion and perseverance in your career.

[11:25] The Respect and Integrity aspects help a leader to build trust, and flow right into Generosity.

[15:32] Laurie describes the fundamental problem when it comes to introducing change into our lives and how to effectively teach it.

[18:58] Andy and Laurie discuss the five steps to implementing change: awareness, desire, how, action, and perseverance.

[20:18] Being able to use your self-awareness without judgment is a critical point of Awareness.

[21:51] Taking some time to self-reflect -- a minute in the morning, a minute at noon, a minute in the evening -- is essential to making lasting change.

[23:51] Desire for change is the why. We have to own that why. What's the value to me?

[30:00] Action: take that first step. It's OK to make a mistake.

[32:16] Perseverance: you fall off the horse, and you get back on. Keep going, because there really is no alternative.

[33:52] Life's too short. Have a little fun, lighten up, and enjoy the ride.

MORE ABOUT LAURIE SUDBRINK

What’s your most powerful sales attribute?
Relating to people.

Who is your sales role model?
Jeffrey Gitomer.

What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz.

The Only Little Prayer You Need: The Shortest Route to a Life of Joy, Abundance, and Peace of Mind, by Debra Landwehr Engle.

What music is on your playlist right now?

Tom Petty.

CONTACT LAURIE SUDBRINK

Website: Leadingwithgrit.com

Website: Leadingwithgrit.com/gritassessment

LinkedIn: Laurie Sudbrink

Facebook: Laurie Sudbrink

Twitter: @lauriesudbrink

Episode 303: How to Use Ambiguity to Win More Sales. With Bridget Gleason. Nov 11, 2016

Show notes

On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Episode 302: How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein. Nov 10, 2016

Show notes

Craig and I discuss the development of online and mobile CRM, why CRM implementations fail, and integrated marketing automation.

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