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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:

846: Selling with Noble Purpose, with Lisa McLeod Nov 19, 2020

Show notes

Lisa McLeod is the author of "Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud". It's an important book and should be required readying for all sellers and sales leaders. On today's episode Lisa and I discuss what it means to sell with purpose.

845: Success Mindsets, with Ryan Gottfredson Nov 17, 2020

Show notes

Ryan Gottfredson is the author of "Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership." In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success.

844: Category Creation, with Jon Miller Nov 13, 2020

Show notes

Jon Miller is the CPO at Demandbase, and previously cofounder at Engagio and Marketo. In this episode I talk with Jon about his journey from being a physics major at Harvard to playing a significant role in creating two huge product categories. First, how as a co-founder of Market he helped to transform marketing automation. And then, as founder of Engagio, how he’s helped drive the account-based marketing phenomenon. We also dig into what Jon sees will be the next big transformation in marketing and sales.

843: Four Standards of Sales Excellence, with Ralph Barsi Nov 12, 2020

Show notes

Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism). We dig into the story of how Ralph developed these standards and why they’re important. Plus, importantly, he shares how to implement and measures his sellers against these standards in his organization.

842: A Crisis in Sales Hiring, with Jeff Thomas Nov 10, 2020

Show notes

Jeff Thomas is the founder at Predictably.pro. In today's episode we discuss the current crisis in sales hiring and how to solve it. According to Jeff’s research, 55% of sales hires fail in less than 2 years. But we both agree it doesn't need to be that way. We dive into Jeff’s methodology for hiring and dig into how you can use a scorecard based process to eliminate the biases that most affect sales hiring decisions.

From The Vault: A Conversation with Anthony Iannarino Nov 09, 2020

Show notes

Anthony Iannarino is one of the most thoughtful people I know and author of the book. "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales." On today's episode we get into why closing isn’t a single event, but a whole series of events that span the entire buying process. Plus, we explore the closing mindset. And talk about how to become a person of value. This interview was recorded in 2017.

841: Interesting Conversations with Strangers, with Alexandria Smith Nov 06, 2020

Show notes

Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her current position. Lots of adventures, like living and working in an ashram. Talk about foreshadowing! Alex did something that more sellers should do. Go out and experience the world before diving into your sales career. Go explore and meet a range of people who aren’t like you. You’ll learn how to connect with people with whole different perspectives and experiences. It’ll help to you be more human. And to have interesting conversations with strangers. Which is our business.

840: High-Velocity Inside Sales Teams, with Lori Harmon Nov 05, 2020

Show notes

Lori Harmon is the Vice President of Global Cloud Sales & Customer Success at NetApp and the author of a book titled, "42 Rules for Building a High-Velocity Inside Sales Team". In this episode we get into the nitty gritty with Lori’s recommendations and advice about structuring a high-velocity inside sales team. We talk building your sales process, how to handle inbound vs outbound, hiring and enabling sales managers and so much more.

839: Professional Sales College, with Sean Sheppard Nov 03, 2020

Show notes

Sean Sheppard is the founder of GrowthX and today we talk about the challenges of starting a company during a pandemic and selling to customers that are more risk averse. We also dive into Sean’s vision for a Professional Sales College. That’s right. Sales College. In Sean’s vision this will be the first fully accredited for-profit, post-secondary school for professional sales education. It’s a big dream. And as you’ll hear, perhaps one whose time is finally here.

From The Vault: A Conversation with Tiffani Bova Nov 02, 2020

Show notes

Tiffani Bova is the Global Growth Evangelist for Salesforce. On today's episode we dive into why selling has always been more about the buyer than the seller. Plus, we explore why the funnel is no longer an applicable metaphor for the buying process. And talk about the four parallel streams buyers actually work through to arrive at a purchase decision. This interview was recorded in 2018.

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