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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:

990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser Aug 29, 2023

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

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

1138: The Power of Personalized Gifting in Sales, with Kris Rudeegraap Aug 24, 2023

Show notes

This week, Alastair is joined by Kris Rudeegraap, CEO at Sendoso, to discuss innovative sales strategies with a focus on gifting and personalization. He emphasizes the importance of authentic and creative outreach, using data-driven insights to tailor gifts and messages to specific personas. The conversation also delves into shifting trends in sales behavior, the rise of mid-funnel engagement, and the growing role of customer success teams in driving revenue from existing customers.

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.

1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak Aug 22, 2023

Show notes

Meghann Misiak is the founder of The Path to President's Club, a training and consulting company. She is one of the rising new voices in sales that I like to feature on this show. She's part of the new generation of thought leaders and sales leaders who are shaping the future of selling and the sales profession. On today's episode we talk about a wide range of topics including the work Meghann is doing to train sellers how to harness the power of the MEDDIC framework to help them win more deals.

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

1137: Reshaping Traditional Roles Using AI, with Maha Pula Aug 17, 2023

Show notes

In this week's episode, Alastair and Howard are once again joined by sales leader Maha Pula, the VP of Global Pre-sales at Cloudflare, to explore the evolution of sales roles in the era of AI and automation. They delve into the transformation of traditional functions like business development and customer success, emphasizing the shift from pushing sales to sparking exploration and adding value to customers throughout their journey with the help of AI.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maha Pula (VP of Global Pre-sales, Cloudflare)

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.

1012: Pick Up The Phone and Sell, with Alex Goldfayn Aug 15, 2023

Show notes

Alex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what so many used to excel at: proactive phone calls to customers and prospects. The proactive phone call is defined by Alex as calling customers and prospects when nothing is wrong. And we dig into whether sellers are moving away from the phone or is it more about how the phone is being used these days. Plus, we dig into how sellers are using the proactive calling to drive revenue growth.

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

1136: Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula Aug 10, 2023

Show notes

This week, Howard and Alastair are joined by Maha Pula, the VP of Global Pre-sales at Cloudflare, to talk about the evolving landscape of sales, highlighting the shift towards a customer-centric approach and the impact of automation and AI on the buying journey. They emphasize the need for organizations to adapt to the changing dynamics, considering tasks over traditional stages, and enabling buyers to engage with digital resources while offering human assistance when necessary. The conversation underscores the importance of understanding the buyer’s journey, optimizing processes, and preparing for a future where customer-led growth drives sales strategies.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CSRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maha Pula (VP of Global Pre-sales, Cloudflare)

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.

1011: Sales & Leadership with Heart, with Jen Ferguson Aug 08, 2023

Show notes

Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the struggles of being a woman and a mom in the workplace she was proactively eliminating a portion of the market — the portion that might not be the best fit for her.

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

1135: Creating the Human Touch in Tech Sales, with Maria Bross Aug 03, 2023

Show notes

In this week's episode, Alastair is joined by our very own Maria Bross, Revenue.io's Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely education and tension-building throughout the sales process. Maria's insightful anecdotes and expert advice shed light on the complex dynamics of modern sales, offering valuable takeaways for both sales leaders and professionals.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Maria Bross (Director of Performance Consulting, 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.

1019: 5 Steps for Effective Sales Hiring, with Kristie Jones Aug 01, 2023

Show notes

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs?

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

1134: Retention is Growth: Enhancing the Customer Experience using AI, with Jessica Gilmartin Jul 27, 2023

Show notes

In this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. They also discuss the importance of data-driven strategies to optimize customer interactions and retention for long-term growth.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Jessica Gilmartin (CMO, Calendly)

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.

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