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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 54: Five Common Reasons Buyers Say No And How To Get To Yes w/ Bridget Gleason Dec 18, 2015

Show notes

My regular guest on front line Friday is Bridget Gleason. Bridget is the key of corporate sales at SumoLogic.

On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it's essential to take the steps to quickly build trust with prospects and help critical buyers first perceptions of you are in that process.

Episode 53: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back w/ Townsend Wardlaw Dec 17, 2015

Show notes

Townsend Wardlaw is a sales transformation architect.

In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the common rationalizations that sales reps use to justify inaction in the face of their fears; whether it is fear of prospecting, fear of presenting or fear of asking for the order. He talks about the lessons he learned overcoming his own paralyzing anxieties of public speaking, and how you can use them in your own selling.

Everyone in sales has fears about some aspect of selling. But they don’t have to hold you back! You definitely want to listen to this episode!

Episode 52: What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity w/ Adam Honig Dec 16, 2015

Show notes

Adam Honig, is the Founder of Spiro Technologies.

In this episode, Adam talks about the need to provide sales reps with real-time data-driven insights and actionable recommendations they can use to boost their productivity. He describes how CRM systems are perceived by sales reps to be “command & control” systems for management, not a productivity tool for them. And, he provides an introduction to a new generation of sales productivity tools, including his own product, Spiro, that have specifically been designed for use by sales reps to help them increase win rates and deal size.

This is a must listen episode for sales reps and managers

Episode 51: If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals w/ Joanne Black Dec 15, 2015

Show notes

Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone!

In this episode, Joanne describes why sales reps must commit to making referral selling their primary prospecting outreach. But it's not as simple as just asking for referrals. Creating a predictable flow of referrals is a skill that needs to be learned. In this episode, Joanne details the essential steps required to build an effective referral selling system, and the necessary reinforcement coaching to successfully integrate it into your selling. As Joanne explains describes in our conversation, if you’re not building the relationships and expanding your network, referrals won’t happen.

If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

Episode 50: Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You: Part 1 w/ Jim Keenan Dec 14, 2015

Show notes

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You.

In this episode, which is Part 1 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind.

This is a must listen episode. And come back next week and listen to Part 2 of our conversation.

Episode 49: Three Ps of Sales Success: Positive Attitude, Patience, Practice w/ Bridget Gleason Dec 11, 2015

Show notes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a positive attitude; why sales reps need to physically practice every sales interaction before they talk to the prospect; and, how sales reps can become better listeners.

Be sure to listen to this episode today!

Episode 48: What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot) w/ Todd Schnick Dec 10, 2015

Show notes

Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns ever. (Think “hanging chads”).

In this episode Todd talks about the steps required to sell a candidate, which takes place in a very compressed period of time, and how it relates to selling your product or service. He provides a fascinating look at the process campaigns use to identify the ideal customer profile, conduct in-depth discovery of customer needs, construct and test a compelling message, and effectively qualify and communicate with the right prospects. And he shows how it all relates back to selling your product or a service to crazy busy prospects who are pressed for time.

You definitely want to listen to this episode.

Episode 47: You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice w/ Nancy Munro Dec 09, 2015

Show notes

Nancy Munro is the Founder/CEO of Knowledge Shift.

In this episode, Nancy talks about the impact that the quality of your speaking voice makes on a prospect. She discusses research that demonstrates that prospects are making judgments about your trustworthiness and credibility just by hearing you say the word “hello.” Kind of scary, isn’t it? Successful selling is about paying to detail. And one detail you can’t overlook is how you are perceived by your prospects. Nancy describes not only how you can assess your voice, but also how you can control how you use your voice to influence the outcome of a sale. She also describes the tools and technologies that are available to help you with all of this.

If you’re in a customer-facing sales or service role, then you definitely must listen to this episode.

Episode 46: Achieving Success is All About Achieving Mastery w/ Dan Waldschmidt Dec 08, 2015

Show notes

Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational and motivational thinker who forces you to examine how you set about succeeding in your work and your life.

In this episode, Part 2 of an extended conversation, Dan, a record-setting ultra-marathon champion, talks about how to build the necessary confidence to succeed in life, and in sales, by setting outrageous goals and achieving them. It’s not enough to be good. You have to be great. Dan shares his secrets to achieving these goals through his concept of mastery. And he shows how this mastery extends to being a success in every aspect of your career and life.

If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

Episode 45: Preparing Salespeople For Success In The 21st Century w/ Bridget Gleason Dec 04, 2015

Show notes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We discuss the steps salespeople must take to adapt to these changes and achieve consistent sales success in the 21st century. Many of the old rules for sales and salespeople are being thrown out. What are the new rules?

Make sure to listen as we talk about what modern sellers and sales managers are doing to create differentiation and position themselves as trusted advisors that co-create value for their buyers. You’ll want to listen now!

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