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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 44: Harnessing The Power Of The Story To Win New Business w/ Karen Dietz Dec 03, 2015

Show notes

Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach.

In this episode, Karen talks about how she turned her PhD in folklore into a successful business career, by helping leaders, entrepreneurs, and sales people, increase their impact, influence and income with the power of storytelling. She relates how stories help you develop better, more sincere relationships with prospects and how stories can deliver unique value that help prospects make the decision to buy from you. Most importantly, Karen provides a simple 5-step framework, using her acronym CHARM, which enables any salesperson to easily structure and tell a story that delivers the maximum impact.

Do you want to learn how to use stories to win new business? Then make sure to listen to this episode today!

Episode 43: Build Value By Delivering The Right Knowledge At The Right Time w/ Etai Beck Dec 02, 2015

Show notes

Etai Beck is CEO and Co-Founder of Folloze.

In this episode, Etai discusses how you can deliver value to your prospects by responsively providing the right content at the right moment at each stage in their buyer's journey. He talks about tools you can use to create compelling narratives for your prospects that helps them understand in greater depth exactly what value the solution that you're selling is going to provide. Etai also shows why it’s essential for you to understand how buyers engage with your content and to mine insights that enable you to quickly and effectively respond to the help the customer move closer to making their choice.

If you’re a sales leader, or have responsibility for sale enablement, you’ll want to download and listen to this episode.

Episode 42: Forget About Fixing Pain Points: Win More With A Focus on Success w/ Tibor Shanto Dec 01, 2015

Show notes

In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.”

He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” This is essential listening for every sales rep and sales leader!

Download and listen to this episode. And, play it in your next sales meeting!

Episode 41: Are We Witnessing The Death Of The Salesperson? w/ Bridget Gleason Nov 27, 2015

Show notes

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

In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the changing role of the sales person. Will there still be salespeople in 10 years? With today’s prospects becoming ever less reliant on the salesperson, Bridget and I identify the challenges that all sales reps face in the battle to remain relevant to their customers and what that means in terms of the responsibilities that sellers must assume for their own professional and personal develop.

You’ll want to listen as we delve the concept of value co-creation and what that means in terms of how sellers must collaborate with their prospects during their buying process. And, learn how this trend specifically will impact the next generation of sales people: Millennials. Make sure you join us for this episode!

Episode 39: Customers Don’t Care What You Know, But Want To Know That You Care w/ Elinor Stutz Nov 24, 2015

Show notes

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results.

In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you've been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with them on their buyer’s journey.

You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

Episode 38: How To Hire High Quality Sales Reps For High Velocity Sales Teams w/ Bridget Gleason Nov 20, 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 focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and work roles to attract the right candidates. And, we discuss how to develop an effective process for interviewing and verifying the qualifications of the potential candidates. If you’re hiring sales reps, or you’re a sales rep looking to be hired, this is an important episode to listen to.

Episode 37: Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences w/ Matt Hill. Nov 19, 2015

Show notes

Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events.

In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.

Episode 36: How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call w/ Jim Eberlin Nov 18, 2015

Show notes

Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams.

In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to the sales process. He also shares practical tips about how to overcome the biggest challenge that sales reps face everyday: maximizing the value of their discovery calls with prospects. The episode is also packed with tips about tools that help prioritize which prospects to work and that optimize the accuracy of your forecasting. Make sure you listen to this episode today.

Episode 35: Is An Addiction To Comfort Holding Back Your Sales? w/ Jeff Shore Nov 17, 2015

Show notes

Jeff Shore is the author of the best-selling book, Be Bold and Win The Sale, a speaker and nationally recognized sales trainer. With 30 years of experience, he’s a self-described “sales wonk” who loves picking up a sale and dissecting it.

In this episode, Jeff unveils the concept of “comfort addictions” and describes how a sales rep’s ability to recognize and embrace “discomfort” can be the trigger to achieving sales success. Selling is a process that is inherently full of discomfort. And Jeff shows how sales reps can turn that to their advantage to win more deals. CEOs, sales leaders and sales reps need to listen to this episode.

Episode 34: Essential Strategies For Sales Leaders Taking Charge of New Sales Teams w/ Bridget Gleason Nov 13, 2015

Show notes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

In this episode, Bridget and I share strategies that sales leaders should use when they assume responsibility for a new sales team. As an outsider, what are the steps you need to take to make an immediate impact? We talk about how to assess the capabilities of your new team, streamline sales processes, establish the right metrics and inspire and motivate sales reps to perform up to their potential. If you’re in charge of a sales team, be sure to join us for Front Line Friday!

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