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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:

993: A Practical Guide for Business Negotiators, with Bill Sanders Nov 09, 2021

Show notes

Bill Sanders (Vice President at Mobus Inc) is the author of Creative Conflict: A Practical Guide for Business Negotiators. In today's episode we are talking about negotiation. Actually, it's more than just negotiation. I’m talking about creative dealmaking. And why that deal making, or negotiation is, in reality, nothing more than a creative process. We dig into why successful dealmakers and negotiators are like creative sellers, how they enhance the process by focusing more on what people need from them. Plus, how creative dealmakers strive to expand a deal’s scope while also pursuing a bigger portion of the pie available with the buyer.

Connect with Andy:LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

992: Building the Enterprise Startup, with Tae Hea Nahm Nov 05, 2021

Show notes

Tae Hea Nahm is the co-founder and managing director of Storm Ventures, based in Silicon Valley. He's also the author of Survival to Thrival: Building the Enterprise Startup. Today we're talking about an open-source resource guide for entrepreneurs that Tae Hea has launched. A place where entrepreneurs and their team can share their experiences and learn from others how to scale and unlock growth. We dive into GTM and a newer concept called GTM Fit. Tae Hea says the problem is that Companies find product market fit but don't scale. Because there’s a “missing link” between PMF and accelerated growth for the enterprise startup journey. We dig into what that missing link is. We also explore Tae Hea's four steps to find GTM fit, starting with how to Catch the Wave and Nail the Customer Journey.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

991: Outsourcing Sales Leadership, with Dan Morris Nov 04, 2021

Show notes

Dan Morris is the Managing Partner of MindRacer Consulting. Recently we've had some guests on the show to talk about the value of outsourcing your sales team. In my conversation with Dan, we go a step further and dive into the topic of outsourcing sales leadership. The starting point of our discussion is one that is perhaps counterintuitive. But it makes complete sense when you look at the state of selling today, which is that sales is often not a core competency of the business.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser Nov 02, 2021

Show notes

Drew Neisser is the Founder of Renegade and CMO Huddles, plus the author of an excellent new book, Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. On today's episode we talk about marketing and brand building, a subject we don't discuss enough on this show. I loved Drew's new book, in part because of the lessons it holds for sellers, but also because of how similar today's environment is for CMOs and CROs, like:

Everyone has an opinion on marketing
They have to work with limited resources and unreasonable expectations
Their bosses don't trust them
And they get fired frequently.
Sounds a lot like the sales world.

So, in this same vein, we dig into why Drew believes marketing has become more complicated yet rarely more effective. And why that applies to selling as well. We talk about why it's so important to synthesize your marketing and sales messaging down to eight words or less. Plus, we dive into why brands with clear and consistent messages are far more likely to get the sale than the ones who pursue a matrixed approach, and what that says about the right approach to Account Based Marketing.

Connect with Andy: LinkedIn

Sponsored by:

Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

BombBomb | Build better business relationships with video messaging | BombBomb.com

Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

989: MegaDeals, with Christopher Engman Oct 29, 2021

Show notes

Christopher Engman is co-founder and managing partner of MegaDeals Advisory, and author of the book MegaDeals. On today's episode, Christopher shares his best practices for how to win really big deals or as he calls them: MegaDeals. We talk about how winning MegaDeals is a lot like winning a political contest. We dive into how digital transformation has impacted selling large deals. Christopher and his team have conducted research into the 6 challenges that sellers face in selling to the enterprise. We dig into that. And then we dive into Christophers 5 cornerstones of MegaDeals. His keys to winning these large deals. We also talk about the importance of risk mitigation in your selling. As Christopher says "Value gets you in the door; risk mitigation gets you the deal"

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

988: Sales Enablement 3.0, with Roderick Jefferson Oct 28, 2021

Show notes

Roderick Jefferson is the VP of Field Enablement at Netskope and author of a new book titled Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. On today's episode, Roderick shares tips and best practices from his book. We dive into what the ultimate purpose of sales enablement is, which Roderick says is to partner with sales leaders to build and execute on strategies that achieve two goals: decrease ramp-up (time to revenue) and increase productivity. Plus, we dig into why Roderick believes that if your sales enablement team is still enabling sellers to focus on selling products, services, or even solutions, then you are doing them, your company, your prospect, and your customers a disservice.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

987: The Six Habits of Highly Effective Sales Engineers, with Chris White Oct 26, 2021

Show notes

Chris White is the founder and CEO of TechSalesAdvisors, and author of the book titled The Six Habits of Highly Effective Sales Engineers. On today's episode, Chris and I talk about the increasing importance of the sales engineer (SE) in winning new business. We dive into what the responsibilities are of the sales engineer in terms of orchestrating the technical win in each opportunity. We then dig into the six essential habits of sales engineers that Chris spells out in his book. Including how SE's can partner more effectively with their sales counterparts. And how an SE should conduct effective discovery in preparation for a demonstration.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

986: 30 Minutes to President Club, with Nick Cegelski and Armand Farrokh Oct 22, 2021

Show notes

Nick Cegelski (Account Executive at Time by Ping) and Armand Farrokh (Head of Sales at Pave) are the hosts of the 30 Minutes to President Club podcast. In our conversation we start out with Nick and Armand giving us the background on how and why they started their popular podcast. Then we go deep into the topic of the day: Discovery. You know it's one of my favorite sales topics to talk about. We get into whether Discovery Calls are even a thing. Is discovery a stage in your sales process? Or is it something that occurs throughout the buying process? We dive into how to prepare for a discovery conversation. And then we get into how to ask the questions that reveal your buyers most important priorities. And how to make sure that you get to the truths with your prospects.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

985: Buyer-First Sales, with Ross Rich Oct 21, 2021

Show notes

Ross Rich is the founder and CEO of Accord. On today's episode we dive into the topic of buyer-first sales. We start with defining buyer first sales and then dig into why it is antithetical to the methods that most SaaS sellers are using today. Then we talk about how the buying process is increasingly complex and how buyers have more internal red tape than ever before. Finally we get into why sellers who don't partner with buyers and guide them through the buying journey will lose deals to competitors that do.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

984: Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition, with Lee Salz Oct 19, 2021

Show notes

Lee Salz is a sales management strategist and author of a new book titled, Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. In today's conversation, Lee shares what it means to Sell Different and how it will help sellers to win more deals at the prices they want. Specifically, how to win more deals at the prices you want when the differences between your products and those of your competitors are slight. Then we dig into the reasons why HOW you sell is equally as important as WHAT you sell. If not more so. Plus, why top salespeople know that putting their buyer's needs before their own is a key to their success.

Connect with Andy: LinkedIn

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com

BombBomb | Build better business relationships with video messaging | BombBomb.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

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