Revenue Real

How many times have you questioned your value as a seller?  You’re not alone. It’s the existential question that most of us carry, and confronting it head-on takes strength. As does challenging the transactional nature of relationships and the realities of aging out of sales.  This episode kicks off Season 4 with an impactful discussion featuring Nikki Ivy, a seasoned tech sales pro...

Amy’s guest today is kind of a badass. Not only in the world of selling and sales enablement, but she’s also a world record holder in strength competitions! Kathryn Bennett is a Tech Co-Founder, TEDx Speaker, and author. They talk about what best motivates a team, and how emotional intelligence is so vital to be able to best inspire and interact with each individual member. She stresses the import...

In part 2 of Amy’s conversation with Nick McGowan, Nick talks about his work with MediaLab, which then segues into a discussion on being able to identify and solve problems effectively for clients and customers. Amy identifies three main types of problems and why some are much more difficult to address than others. Nick and Amy also talk about feeling trapped as an AE. Nick reflects on the fact th...

Amy’s guest Nick McGowan describes how he knew from a young age that he could influence people through his words and actions. His parents knew he was a born salesman, and he knew as well. Nick and Amy talk about his connection with Stoicism, and traverse through his journey in sales, making hard choices in a family business, reaching greater levels of success, finding himself in a beautiful high-r...

Amy jumps right into the second half of her conversation with Yoav Susz, asking him about the most uncomfortable conversations that he is having right now. He talks about the difficulty for sales teams to understand that people don't care about them or their product; they care about themselves and their own problems. He knows that shifting into that mindset opens a new world to you when working wi...

Contracts… Intimidating, long, confusing, complicated, often put together by multiple people or departments over a substantial amount of time.  These multiple hands are trying to keep track of each change that happens along the way, but outdated processes often lead to communication breakdowns making the contract generation process a black hole. Former VP of Global Revenue at Contractbook, an...

Cultural, religious, generational, and regional differences in how we ask questions and communicate, Active listeners  and question askers. Buyers want active listeners! Sam talks about how you can practice this and the huge effect it can have on the relationships with your clients. Amy discusses the importance of practice using certain question types that will draw out information while buil...

Today Amy welcomes Samantha McKenna, Founder of #samsales, keynote speaker, sales outperformer, and former Head of Enterprise Sales at LinkedIn. Sam is one of the best that Amy’s ever seen at pure, effective sales technique, and one of her bedrock guiding principles is leading with the mindset of “show me you know me”. Today she discusses how to build credibility and rapport while gaining loads of...

Jumping into part two with Shawn Buxton, he talks about helping sales managers who are struggling to transition from being top-performing individual contributors to effective sales leaders. They often feel a bit lost like a fish out of water. Add to that that many companies do not offer specific programs or support for new managers, and it can lead to confusion and a lack of confidence in their ab...

Today’s guest, Shawn Buxton is a Frontline Sales Leader Coach. He's worked for many years helping sales managers transform into sales leaders. Shawn explains his approach with sales enablement with 5 C’s - Content, Context, Coaching, Consistency, and Calibration. He brings real world information, not just theories or frameworks, but the real deal knowledge that take sales teams from competency to...

On this installment of RRH, we’ve got part two of Amy’s discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned’s most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power back.  Resources:  Ned Arick Part One: Execution is the Key The Customer is Number One with...

On part 2 of Amy’s conversation with GB, they get into the performance of great SDR’s and BDR’s. Specifically how management and leadership can drive their performance and results through expectations, communication, and focusing on connection vs. activity. Good leaders know their team and leverage individual’s strengths even if their activity level is less – as long as their conversion level is h...

Today’s show is all about relationships. Relationships in sales usually brings to mind the seller and buyer, but today it’s the internal relationships of BDR’s and AE’s that are top of mind. Amy knew that Gabrielle ‘GB’ Blackwell was the guest to have for this one. GB likens the DDR/AE pairing as the closest thing to a marriage. Building a “house” together, giving constructive feedback, having ope...

For women in sales, it’s not always an easy road. In the second half of Amy’s conversation with Lori Richardson (Listen to Part 1 from July 8th, 2022) they get into everything from the deal take- overs, the micro-aggressions, the aggressions, and flat-out sexual harassment. They discuss the best ways to choose a company to work for, when and how to respond when confronted with these situations, ho...

In this Part 2 episode with Donne Boivin, he and Amy start off by talking about connection and how it is both situational and largely driven by your personality type. Having a better understanding of yourself can help you to create strategies that work. They discuss how you have to be ready to alter your approach geographically as well. Donnie continues with the importance of dreaming big, changin...

Welcome to the new season of the Revenue Real Hotline, and it starts off with a bang because Amy has invited Donnie Boivin, CEO of Success Champion Networking. He begins by telling his story of nearly losing it all, and then picking himself up and starting Success Champion Networking, which now operates three companies and has two of the top podcasts in the world. They discuss the frustration with...

On this installment of the RRH, we’ve got AJ Alonzo. AJ is a principle at Demand Drive and an absolute master on all things SDRs. And together we get into some serious myth busting on all that is and can be a high performance SDR function.   Topics Discussed :  What’s the difference between the old SDR model v. new model? (3:30) When is the SDR model a good fit? (6:48) Why do many s...

On this installment of RRH, we’ve got Jonathan Mahan. Long-time tech seller. Co-founder of The Practice Lab. All-around amazing human. Together we get real about two of Jonathan’s hardest revenue conversations. What happened? What did he learn? And how to be better.   Topics Discussed :  What were Jonathan’s most uncomfortable revenue conversations? Story time! (2:59) What did you l...

On this installment of RRH, we’ve got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about it.  Topics Discussed :  Has tech leadership really turned the corner on the treatment of SDRs?...

On this episode of the RRH, we’ve got the wo-man, the myth, the legend Lori Richardson. And together we unravel fact from fiction on the gender gap in tech sales and tech sales leadership. And what to do about it.  Topics Discussed :  Problem statement (5:18) Is the gender gap in tech sales really a “women’s problem”? Really?! (10:10) What does *real* male allyship look like, sound like,...

On this installment of the RRH, we’ve got the fab Dr. Jim Kanichirayil. Jim is currently a Talent Strategy Evangelist at Circa. He’s co-host of the Cascading Leadership podcast. Today Jim and I dig into all that is backwards about the employee/employer relationship. And what great leaders are doing about it.    Topics Discussed :  What exactly is it that’s fundamentally broken about...

Coaching episode alert! On today’s installment of RRH, Kellen Casebeer schools me on my outbound email game. Together we cover questions like what does personalized relevance mean? Why you should not assume people want to be good at their job. This one is as actionable as they get, friends!   Topics Discussed :  Amy’s email draft (4:08) Kellen’s email philosophy (5:58) What does per...

On this installment of RRH, we’ve got the co-founder and CEO of Leon Bryan Smith. Together we dig into the impact of managing human beings and measuring burnout.  Topics Discussed :  What’s the impact of measuring team burnout? (3:09) How do opportunities drop?  How does call volume decrease or increase?  What happens when you have a bad manager and what happens to sort of sale...

On this installment of the RRH, we’ve got part two of the fab Garrett Rafols. Garrett is the Senior Director of Sales Excellence at GymPass. Today we get into what selling “well” is really about. And how to do it.  Topics Discussed :  How does one find their flow? (1:41) What happens when you hone in why your buyers buy from YOU? (5:03) What is the opposite of well being? (9:53) How does...

On this installment of RRH, we’ve got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines.  Topics Discussed : Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of “routines” live? (10:40) What’s the problem with routines? (13:22) Where does happiness live? (15:06)...