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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:

1074: Master the Basics of EQ and Empathy, with Dean Karrel Apr 11, 2023

Show notes

Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the things that will drive your success. He talks about emotional intelligence, learning empathy, and being authentic as defining characteristics of good salespeople.

HIGHLIGHTS

Master the basics: Your EQ separates you from the pack
Learning trust and empathy in sales
Always be learning as sales is constantly changing
Leading versus managing

QUOTES

Dean: "Focusing on the things that can separate you from everybody else–being ready for a presentation, working with you today, doing your research, planning and preparation, basic human relation skills. And I think this is not taught at the Harvard Business School. These are things that you learn through life."

Dean: "Again, that word EQ, emotional intelligence, wasn't discussed when we graduated from college, but I think it's the foundation of what good salespeople have versus those who are too salesy. The emotional intelligence is listening, showing empathy, and realizing that the buyer on the other side of the telephone or conference call or in person, they're in the same boat we are."

Andy: "Don't be a know-it-all, which I subscribe to, I think people need to be learn-it-alls, not know-it-alls. Especially for a sales role, you say ‘Don't take all the credit, share the wins’."

Dean: "Find out what really matters to you. Values, goals, priorities. I think that's what it's all about."

Find out more about Dean and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/deankarrel/
LinkedIn Learning: https://www.linkedin.com/learning/instructors/dean-karrel
Amazon book link: https://www.amazon.com/Mastering-Basics-Lessons-Achieving-Business-ebook/dp/B07S93KM4T

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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

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

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

Using Data to Ask the Right Questions [Special RevOps Podcast Episode] Apr 09, 2023

Show notes

The power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunications and managed services fields, and he shares his expert insights on using data to inform decision-making in a rapidly changing business landscape. Also, hear their advice on how to use data to track goals, ask questions, and make forward-looking decisions.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Todd Kane (President, Evolved Management Consulting)

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 new 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.

1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols Apr 04, 2023

Show notes

Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies have this self-awareness, they have an openness to innovation that reinforces a growth rather than a fixed mindset.

HIGHLIGHTS

Sales training today and Garrett's shift to enablement
Everboarding for first-year salespeople
Teach a growth mindset: Innovation necessitates some failure
Coaching to ensure productivity while also preventing burnout

QUOTES

Garrett: "We want them to have more of a growth mindset than a fixed mindset. And when we go through discovery, we want to approach every conversation with genuine curiosity. That's what the most innovative companies do. They're curious. They try things out. They approach things not just with curiosity but also humility knowing that they won't have the answers."

Garrett: "At the base level, just being self-aware as a company is the very first step to understanding whether or not it becomes more of an investment in sales enablement, maybe in-sales training, maybe in-sales leadership so that managers have more of a handle on how to be there for their people in ways that go beyond just being a boss but being a leader."

Find out more about Garrett in the link below:

● LinkedIn: https://www.linkedin.com/in/garrettrafols/

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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

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

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

The Future of Sales Enablement & AI [Special RevOps Podcast Episode] Apr 02, 2023

Show notes

Everyone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the industry. We also talk about how AI can be used to simplify the data that sales reps have to deal with, and how AI can help change behavior and prioritize actions to make the most impactful change.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

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 new 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.

1086: Diversity in Sales Starts from the Top, with Cynthia Barnes Mar 28, 2023

Show notes

Cynthia Barnes is the Founder and CEO of the National Association of Women Sales Professionals (NAWSP), as well as the author of 2 books. She is a woman-in-sales influencer who helps women who sell B2B services reach the top 1%. Cynthia advocates change, and change needs to happen if the industry wants to have more high-achieving women thrive in sales.

Cynthia shares how change must start from the top and how the very culture of sales must adapt to truly welcome diversity. She unveils the shocking levels of sexism and racism in the workplace still happening today and the need to call it out. Otherwise, the status quo will persist and companies will miss out on the massive contributions people from other walks of life and cultures can bring to the table.

HIGHLIGHTS

Integrating more women in sales starts with sales leadership
Change sales culture to be outcome-based and welcoming of diversity
Confronting sexism and racism in the workplace
Tweaks, not drastic change, go a long way in integrating diverse people

QUOTES

Sales leaders must examine their culture if they want to hire high-achieving women Cynthia: "If you're looking for a trucker, you go to trucker.com. If you're looking for diverse female sales candidates, then let's have a conversation. So number 1, you have to go where they are. Number 2, before you even do that, you've got to think about your culture. If you're having beer drop Fridays and cornhole competitions and ping-pong and local events at happy hour, you have to look and see. ‘Does the majority of my female sales staff enjoy doing those things?’"

Fear is the driver of workplace status quos among managers Cynthia: "I would love for sales managers to say, here is your goal. How you get there, as long as it's legal, moral, and ethical, I don't care how you get there. But most managers don't trust enough to let that happen. It is the fear thing."

Combat isolationism in the workplace with onboarding tweaks Cynthia: "Onboard in pairs or groups of 3 so you start to form their little ERG, if you will, so that they don't go through the onboarding process alone. But the moment you have an onboarding class, let's say it's 10, and you have one black and you have one woman, and they're the only one, yes you've hit your diversity metrics, but how are they feeling about being welcomed into the company where no one looks like them?"

Find out more about Cynthia in the links below:

LinkedIn: https://www.linkedin.com/in/cynthiabarnes/
Website: https://nawsp.org/
Amazon author page: https://www.amazon.com/Cynthia-Barnes/e/B08JJBHYZ9%3F

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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

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

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

Sales Enablement: Nice-to-have or Need-to-have? [Special RevOps Podcast Episode] Mar 26, 2023

Show notes

Successful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology can help drive behavioral change on sales teams, as well as how to orchestrate content to align to different buyer stages.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

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 new 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.

1052: What's Changed in Sales? with Wendy Weiss Mar 21, 2023

Show notes

Wendy Weiss is the president at Salesology. And a leading expert on proactive outbound prospecting. In our conversation today we talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect with potential buyers. We dig into how human communication, in general, has been impacted by the pandemic. And what impact that has on how salespeople communicate with buyers. Plus, we explore the reasons why, since work has blended in so many instances with “real life,” it’s possible to see and be seen more authentically.

More on Andy:

Connect on LinkedIn

Get Andy's new book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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

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

Is Messy Data Damaging Your Business? [Special RevOps Podcast Episode] Mar 19, 2023

Show notes

The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

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 new 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.

1036: Imposter Syndrome Coaching, with Alli Rizacos Mar 14, 2023

Show notes

Alli Rizacos is the founder of Alli Rizacos Coaching. She is the Impostor Syndrome Coach. On today' episode we get into imposter syndrome and who it is most likely to affect. Then we explore the 5 different types, archetypes if you will, of impostor syndrome. You may recognize yourself as we explore what each of these are. For example, the perfectionist who's afraid that they aren't measuring up to expectations. Even when they are. And then we dig into how Alli works with people to help them overcome this challenge.

More on Andy:

Connect on LinkedIn

Pre-Order Andy's book "Sell Without Selling Out" on Amazon

Learn more at AndyPaul.com

Sponsored by:

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

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

Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

Revving Up your Go-To-Market Engine [Special RevOps Podcast Episode] Mar 12, 2023

Show notes

Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.

Follow the Hosts on LinkedIn:

Alastair Woolcock (CRO, Revenue.io)

Howard Brown (CEO, Revenue.io)

And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

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 new 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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