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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:

Episode 378: How to Be Resilient in Sales. With Bridget Gleason. Feb 10, 2017

Show notes

Bridget and I discuss resilience, why you need it in sales, and tips that help you develop it.

Episode 377: How to Increase Sales Productivity with Transparent Reporting. With Travis Truett. Feb 09, 2017

Show notes

Travis Truett is the Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

Episode 376: How to Use Sales Intelligence to Engage with Prospects. With Sam Richter. Feb 08, 2017

Show notes

Sam Richter is Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling.

Episode 375: How to Win More Sales by Building Rapport. With Elinor Stutz. Feb 07, 2017

Show notes

Elinor Stutz is the author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and The Wish: A 360-Degree Business Development Process That Fuels Sales.

Episode 374: How to Accelerate Your Growth by Aligning Sales and Marketing. With Andrea Austin. Feb 06, 2017

Show notes

Andrea Austin is the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth.

REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath. Feb 05, 2017

Show notes

** Originally released on December 15th, 2017 **

Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.

KEY TAKEAWAYS

[2:19] After Jill wrote SNAP Selling, about selling to frazzled customers, readers asked her how to simplify their own lives. She had no idea how to help them, so she researched it.

[6:37] Research shows multitasking is an illusion. Learn what happens when you try to jump between two tasks and refocus your attention.

[8:20] How often the average sales person checks their cell phone each day. And how each interruption reduces productivity.

[8:40] To write More Sales, Less Time, Jill used herself as a test subject for the before and after metrics for each new strategy she tried.

[10:44] Jill shares how using your willpower impacts your ability to make decisions.

[14:20] Jill’s Time Master Manifesto sets rules to manage time, starting with getting seven-and-a-half hours of sleep nightly.

[17:28] How you should start each business day before turning on your computer and checking your email.

[20:12] Two books to assist salespeople in learning how to prioritize are Essentialism, and The One Thing.

[24:03] Challenge the status quo at all times, looking for a better way to achieve the end result.

[25:00] Jill shares the value of scheduling your activities into blocks of time. You are most productive while focusing on one activity.

MORE ABOUT JILL KONRATH

What’s your most powerful sales attribute?
The quality of my questions. They’re penetrating; they’re insightful; they make people think; and I get a lot of good information that I can then translate into what I share later.

Who is your sales role model?
Neil Rackham, when I started, but today it’s new territory, and I scan a lot of people, and pick and choose what I need.

What’s one book that every salesperson should read?
There are so many. It depends on what you’re selling, and what you need at a particular time.

What music is on your playlist right now?

Podcasts only, but when I write, the Focus@Will app.

CONTACT JILL KONRATH

Jill invites you to take the More Sales, Less Time Challenge!

To start, text to 44144, the message, Sales

Website: Jill Konrath

Episode 373: How to Tell Stories, Teach Lessons, and Sell Products. With Jeremy Reeves. Feb 04, 2017

Show notes

Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.

Episode 372: How to Accelerate Your Sales into 2017. With Bridget Gleason. Feb 03, 2017

Show notes

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.

KEY TAKEAWAYS

[1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.”

[2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success.

[4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation.

[6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January.

[7:01] In sales, the data identifies there’s something that’s not working. Millennials in particular, would like ongoing feedback. If managers provide feedback often and early, then the final conversation isn’t as difficult, because it’s not a surprise.

[8:58] Andy wants to see successes in January — milestones, closes, shared successes — to build team confidence. It is crucial to keep the team motivated.

[12:20] Angela Duckworth’s, Grit: The Power of Passion and Perseverance, says great performers are often made by the team, as opposed to great players making the team great. Bridget wants a team that makes people better for being on it.

[13:13] Andy believes a team gives you more people to hold you accountable, because no one wants to let their teammates down. Everybody wants to contribute.

[15:30] Bridget ‘feels that in spades,’ about her company, Logz.io. Team accountability applies not only to sales professionals, but to all levels of a company. It’s a mesh.

[16:35] What has inspired Bridget recently? Angela Duckworth’s book on grit, teaches that intelligence matters, but if others are smarter than we are, we can do a lot to counter that by persistence, and by hard work.

[18:19] Bridget shares a story of a personal sacrifice made by one of her managers, with quiet determination, to help close out the big year-end deals. Some sacrifices are needed and appreciated, without apparent martyrdom attached.

[23:05] In the first month, pay attention to what’s going on; get early successes for the team; and deal with problems, regardless of sunk cost, whether personnel, or projects that will never close. Take a hard look at everything.

CONTACT BRIDGET GLEASON

Bridget is VP of Sales with Logz.io, in the U.S. office in Boston, and was previously VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at Bridget@Logz.io.

LinkedIn: Bridget Gleason

Send your questions for Andy and Bridget to Andy@ZeroTimeSelling.com.

Episode 371: How to Get Your Sales Team to Adopt Your CRM Tool. With Timo Rein. Feb 02, 2017

Show notes

Timo Rein is the Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

Episode 370: How to Make Your Own Game in Sales. And Win. With Chris Brogan. Feb 01, 2017

Show notes

Chris Brogan, CEO of Owner Media Group, a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counting.

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