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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.

Copyright: © 2020 ringDNA. All rights reserved.

Latest Episodes:

Episode 84: What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales w/ Butch Bellah Feb 04, 2016

Show notes

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen in as we talk about:

What being a stand-up comic taught Butch about selling
How to be rehearsed, but not scripted, for more effective sales conversations
Why your voice, and how you use it, is your strongest sales tool
Why it’s your fault if the prospect gives you their time, and you don’t win their order. And what you can do to eliminate your excuses!
The most important lesson you need to learn to become a great sales manager.

Looking for a fresh perspective on sales? Then this episode is a must listen for any CEO, sales leader or sales rep.

Episode 83: How You Can Quickly Become An Incredibly Effective Cold Caller w/ Wendy Weiss. Feb 03, 2016

Show notes

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:

How to get into the right frame of mind to make cold calls. Anyone can do it!
Why there’s no difference between a warm lead or a cold lead,
The two biggest mistakes sales teams make when it comes to cold calling.
How to eliminate the twisted thinking that prevents sales reps from making cold calls
How to make certain that you’re targeting the right customers for your calls.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 82: The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) w/ Kevin Kruse. Feb 02, 2016

Show notes

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the secrets he learned from his hundreds of interviews with ultra-productive people. Among the many facets of time management, and productivity, we discuss in this information-packed episode are:

Why 1440 is the most important number you need to learn.
Why successful people don’t use to-do lists. And, why you shouldn’t either.
Sir Richard Branson’s secret productivity tool.
Three questions that will save you eight hours per week!
The 321Zero method that will transform how you manage your email.

This is a must listen episode for everyone. (And, when you’re done, read Kevin’s book. You owe it to yourself.)

Episode 81: A Bulletproof Process to Accelerate Your Sales Through Referrals w/ Bill Cates Feb 01, 2016

Show notes

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it's so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Among the topics we discuss are:

The right mindset required to start a successful referral selling program
Why customer satisfaction is not enough to guarantee referrals
How to create a compelling prospect experience that generates referrals.
Why you need to teach prospects how to buy what you sell.
The right way to ask for a referral
And much, much more!

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals Jan 29, 2016

Show notes

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

Does every member of your sales team need a sales plan?
How managers should work with their team to create individual sales plans
What works best: top down or bottoms up planning?
How to use the planning process to develop unambiguous expectations for sales.
Using dashboards to track performance against plans

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Episode 79: Millennials and Management, The Essential Guide To Making It Work At Work w/ Lee Caraher Jan 28, 2016

Show notes

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about:

How to harness the flexibility of millennials
Managing the work-life balance with millennials
How to clearly set expectations for millennials
Why millennials adapt to change easier than other workers
How to manage the multi-generational workplace
Why the basic interpersonal skills work best with millennials

This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!

Episode 78: How to Become A Modern Seller And Transform Your Sales Productivity w/ Kyle Porter Jan 27, 2016

Show notes

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look at how he has built a modern sales process at his rapidly-growing successful SaaS start-up. Included among the subjects we discuss in our conversation are:

What is a modern seller? And how to determine if you are modern, or not.
Optimizing the structure of the modern sales force
Why specialized sales roles may not work for all companies.
How to identify, hire and retain the best SDR candidates
How to structure meaningful career paths for your SDRs

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Episode 77: Do You Have A Sales Development Playbook? w/ Trish Bertuzzi Jan 26, 2016

Show notes

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are:

Is technology putting a barrier between you and your prospects?
Why SDRs are at risk of being replaced by automation
Flaws in your hiring, onboarding and training processes that you need to fix now.
Why managers aren’t correctly managing the inside sales process
How to fix the “rush to demo” syndrome.

If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.

Episode 76: The Future Of B2B Sales And The Changing Role Of Sales Reps w/ Regis Lemmens Jan 25, 2016

Show notes

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss are:

What is value co-creation and why is it central to future B2B selling?
Why buyers may start paying you to sell to them. And what that means for the sales rep.
How sales teams will continue to become more specialized. But not in the way you might think.
How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Episode 75: How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness w/ Bridget Gleason Jan 22, 2016

Show notes

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

The type of data you need to manage and coach in real-time
The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
The difference between managing your sales process and managing sales
The appropriate planning horizon for sales and how much time should be invested in planning.
How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!

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