Sales Strategy & Enablement by Revenue.io - TopPodcast.com

View Top 200 Chart

Back to Rankings Page

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:

1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy Oct 10, 2023

Show notes

Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space.

HIGHLIGHTS

Getting in front of litigation lawyers and having more conversations
Researching and creating a sub-persona beneath the persona within the ICP
Cold call success: Research, a calm demeanor, and genuineness

QUOTES

Researching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tells about what they do vis-à-vis what my client does."

Creating a story using talking points from outsourced research Jim: "As the phone's ringing, I'm looking at the notes I already have, he was... on the John Gotti trial, and then I'm looking all these other points, and then I'm scraping that also and putting in it as a tag. So it's almost like a story of all these disparate pieces of information and the person who's making the phone call has to have the ability to take those disparate points and put it into a sentence."

Calm demeanor versus fast talking on a call cold Jim: "I'm not saying that somebody who's high energy can't be successful but I think that the person that's receiving a call or talking to somebody doesn't want to speak to a fast talker or the one that seems like the Diamond Jim. They want to talk to somebody who's genuine and having a calm demeanor and having a good conversation about what the situation is all about."

Find out more about Jim in the links below:

LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/
Twitter: https://mobile.twitter.com/socialseller1
Website (under construction): http://litigationconnection.com/
Phone: 708-629-9333

More on Andy Paul:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

1144: Serving Up Sales Wisdom, with Mary Laudati Oct 05, 2023

Show notes

Serve, dig, set, spike, block! In this week's episode, Howard and Alastair are joined by Mary Laudati, a coach and seasoned expert in B2C sales consulting, to serve up her valuable insights on the art of customer engagement and effective sales strategies. They talk about the significance of building trust by respecting consumer preferences and acquiring good data. Mary also underscores the importance of personalization, quick responses, and passionate interactions to succeed in the dynamic world of B2C sales.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Mary Laudati (Coach & Sales Consultant, Mary Laudati Sales Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1143: How Notting Hill Can Improve Your RevOps Focus, with Charlie Cowan Sep 28, 2023

Show notes

In this week’s episode, Alastair and Howard are once again joined by Charlie Cowan (aka RevOpsCharlie), a renowned author and expert in Revenue Operations acceleration. Together, they delve into the transformative power of RevOps in modern business, emphasizing the critical balance between the external, customer-centric aspects, and the internal operational components. You will hear valuable insights into the agile approach needed to navigate the evolving landscape of sales, customer success, marketing, and AI, all while ensuring a seamless and engaging experience for customers.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1142: Revenue Rumble in the Jungle, with Charlie Cowan Sep 21, 2023

Show notes

In this week’s episode, Howard and Alastair dive deep into the future of revenue operations with special guest Charlie Cowan (RevOpsCharlie), author and Revenue Acceleration Expert. They explore the transformative power of AI and automation in sales, highlighting how these tools are reshaping the role of sales professionals and the importance of data organization. The discussion also emphasizes the value of curiosity and specialization in an evolving business landscape, making this episode a must-listen for anyone interested in the future of RevOps and AI in sales.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent Sep 19, 2023

Show notes

Andrew Peterson and Spencer Dent are the co-founders of Clozd. In today's episode we're talking about the importance and value that companies derive from doing effective win/loss analysis. We all can use more data points to help us improve our ability to help our customers make decisions. To win more deals. And what better source of data is there than talking to your buyers, and prospective buyers, about what you can do to create a better buying experience? We dig into how Clozd conducts the win/loss analysis for it's clients, the sources of information it taps into. And we explore some of the big takeaways they've learned from the various win/loss analyses they've performed for their clients.

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

1141: Listener Q&A: Generative AI All Day Sep 14, 2023

Show notes

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success. Keep those questions coming!

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier Sep 12, 2023

Show notes

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness.

HIGHLIGHTS

A worthy goal is thrilling, important, and daunting
Draft your goals: Name the prizes and punishments
Change: Fix what's broken or amplify what's working?
Get motivation by understanding your worthy goal

QUOTES

Michael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a little bit."

Michael: "It's better when you draft it. The first draft is not going to be as good as the second draft is not going to be as good as the third draft. Don't get seduced into thinking your first goal is the real goal."

Michael: "If your brain spends too much time focused just on the outcome, it's actually demotivating because your brain is just not that good at telling the difference between what's happening and what you're imagining is happening. So if you spend your whole time visualizing hitting your quota or buying your house or whatever, at a certain point your brain goes, well, done. It feels like you've actually got this and you lose some of your motivation. It's bizarre but powerful."

Find out more about Michael in the links below:

LinkedIn: https://www.linkedin.com/in/michaelbungaystanier/
Personal website: https://www.mbs.works/
Corporate website: https://boxofcrayons.com/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen Sep 07, 2023

Show notes

In this week’s episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with product development, highlight the pitfalls of starting with features instead of customer objectives, and underscore the vital role of understanding and delivering on customer outcomes in achieving long-term success in the enterprise software space. This insightful conversation sheds light on how organizations can create meaningful and lasting value for their customers.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Derek Knudsen (CEO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo Sep 05, 2023

Show notes

Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different.

HIGHLIGHTS

Simulations improve sales strategies
Change the perception: Tell stories and solve legitimate concerns
Coaching teaches how not to blow through red lights
Giving sympathy vs providing empathy
Find your differentiator that engages clients in your story

QUOTES

Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."

Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller."

Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy."

Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those."

Find out more about Jennifer and get her book in the links below:

LinkedIn: https://www.linkedin.com/in/jennifercolosimo/
Website: https://www.franklincovey.com/

Reach Howard in the link below:

LinkedIn: https://www.linkedin.com/in/howardbrown/

More on Andy:

Connect on LinkedIn

Learn more at AndyPaul.com

Sponsored by:

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

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

1139: Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap Aug 31, 2023

Show notes

This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Kris Rudeegraap (CEO, Sendoso)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Strategy & Enablement Podcast

Selling with Purpose Podcast

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Related Podcasts