Revenue Real

On this installment of RRH, we’ve got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders.  Topics Discussed :  Where does passion come from? (1:19) What happens after you experience a great sales culture? (7:45)  What to d...

On this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right. Topics Discussed :  How Kevin Hopp fell in love with stories? (4:11) When is miscommunication not the problem? (13:29) Whose responsibility is it to check perspectives and validate information? (16:50) Resources Mentioned:  Season One Highligh...

On this installment of RRH, we've got part two of the fab Jordan Benjamin. Together we banter how stress is not always bad thing. And what extreme ownership looks like. Topics Discussed:  What happens when companies start supporting the whole seller? (1:01) Revenue Real hard conversation first! :: shock:: (4:57) Stress can be good? (11:17) For more Guest: Jordan Benjamin on LinkedIn MyCoreOS...

On this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She’s a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly.  Topics Discussed:  Who is Kelly Harbour? (1:11) How to approach product launches or new client services? (5:10) Stepping into the big C...

Garrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers experience at least once in their career.  Topics Discussed:  Sales Enablement is a position of privilege....

Topics Discussed:  On today’s installment of the RRH, former Hubspot human and founder of MyCoreOS Jordan Benjamin and I dig into one of the most pervasive mental traps of selling: boredom. And how to beat it. Boredom is a mental trap (3:46) How to beat boredom? (9:05) Resources Mentioned:  Mindset by Carol Dweck (6:28) Sell Without Selling Out by Andy Paul (7:51) Disrupt Yourself by Whitney Johns...

Topics Discussed:  On this installment of RRH, we’ve got part 4 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into how to max out the greatest lead gen machine out there. Your existing customers.  Who is the best possible lead generator out there? (1:29) How do you create a conversation piece in your target...

Topics Discussed:  On this installment of RRH, we’ve got part 2 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into the greatest competitive advantage any of us will ever know. Mental health.  John’s Mental Health & Sales Story (1:04) Feeling trapped in sales or sales management (2:32) Asking for Help is Stro...

On this installment of RRH, we’ve got part 1 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we spin through when, where, and how brand truly sets you apart. And of course, how to execute.  Topics Discussed:  To be or not to be, likeable. (2:21) What is brand management? (2:58) Where does podcasting fit into brand conten...

You won’t like this episode, friend. We do not break down the path to mastery and elite selling. You won’t like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know.  Who is Meghann Misiak? (04:04) How to identify skill gaps? (06:23) Can we beef up the busines...

On this Revenue Real Hotline episode, I have the honor of bantering with Casey Jacox. Author of Win the Relationship Not the Deal, host of the Quarterback Dadcast, speaker and leadership coach extraordinaire.  Topics discussed: Who is Casey Jacox? (05:17) How did Win the Relationship, Not the Deal come to be and what habits and routines did Casey create to get it done? (12:14) What are the books t...

On this episode, Galem Girmay, Jeff Bajorek, James Saywhatsales Buckley, Travis King, Donnie Boivin, Rebekah Panepinto, Garrio Harrison, Collin Mitchell and I talk podcast journeys. Whatever you think you know about podcasting, think again. We laugh. We cry. And as always, we keep it very real. Topics discussed :  Who you are and where you’re at on the podcasting journey? (02:26) What made you pic...

On this episode, Amy breaks down her absolute favorite thing to teach sellers. The 80/20 Rule. And how this principle is an absolute game changer for sellers. What is the 80/20 Rule? (00:45) Why does it matter?  (4:37) How to execute3?  Resources mentioned in this episode:  Dae Kang Cracks the SDR talent code (08:33) 5 on Friday’s Tips for an SDR Just Getting Started in Tech Sales (08:40)  For mor...

Topics discussed:   Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul’s latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team. Does selling SaaS require special sales skills one can only acquire while selling SaaS?...

Topics discussed in this episode :  Why do most of us continue to write emails like business cyborgs? (4:47) Where does the writing skill gap come from? (07:48) How can we incorporate more context into our words that is actually relevant to our buyers? (15:53) We also break down the psychology of the email response. (21:21) And what happens when narrower segmentation is introduced into the mix? (2...

From the vault! Exceptional banter with my friend, Jeff Bajorek on his show. After I convinced him my profession wasn't my profession wasn't a trending hashtag. Compliments of the Why and the Buy podcast. And Jeff Bajorek.

Topics discussed in this episode : - What do you know about websites? What are you trying to accomplish with the website? (05:00) - How should you think about websites and success metrics? (9:35) - Understand the science first, and then create some art. (10:49) - What’s going on with the copy? Are the words about you/company OR are they about your prospects and customers? - What’s the difference b...

We get into questions like: - What happens when there’s more demand for sales talent than there is supply? (04:49) - Why are companies losing sellers in the first place? (11:00) - How will you measure your life? (15:02) - What if the only way to win is to play your own game? (18:26) - What are Nigel Green’s goals for the year (so we can all hear how it’s done)? (21:55) - And what does it mean to d...

Topics discussed:  - How should one think about possible job shifts while not performing at your best? (09:20) - What is the goal as a seller? (12:50) - How does one overcome the general mistrust most feel while interacting with sales humans? (13:50) - Why should you treat your customers impeccably? (18:21) - My favorite way to handle competitive sales motions? (19:53) - What happens when your def...

Topics discussed in this episode:  - How to get out of your own head and do what needs to be done to take on something scary or new? (08:05)  - What exactly does one have to do to cultivate discipline? (11:50) - How can we use self doubt as a driver to push through the hard? (19:15) - How to think less about the how and more about the who? (24:08) - The power of learning to forgive yourself. (29:3...

Welcome back, friends!  On this solo episode, I share one of my favorite stories about the day I was schooled by a good Samaritan on an Amtrak train in the most beautiful way. Said differently, what most people get wrong about the serenity prayer and the "wisdom to know the difference."  Where did the serenity prayer come from? (00:54) What do most people get wrong about the serenity prayer? (01:3...

Together, we dive into questions like: What brings out the best in your people and how can we create environments where people WANT to work (and stay)? (05:48) What is the ultimate definition of culture and what does it look like in practice? (07:29) Why do sellers get a bad rap internally? (11:17) What happens when there's a foundation of trust that stretches across the entire organization? (13:1...

On this episode, I walk through these questions and more. How to reframe discomfort? (1:50) Why do uncomfortable conversations matter in sales? (2:07) How can uncomfortable conversations be used to drive value AND beat the dreaded “no decision”? (3:32) What’s the opposite of uncomfortable conversations? (5:13) How to find the common ground when it feels nonexistent? (7:00) Resources:  Meditations...

Welcome to this installment of the Revenue Real Hotline featuring Jeff Swan.  Jeff is the founder and CEO at Outbound SOS.  On today’s episode, we start by exploring how the quality of the list is significantly more impactful than everything else you'd do. We tackle questions like:  Who is responsible for creating lead lists? (2:13) What are the outbound skills every seller needs to have? (6:13) H...

The season ender of the Revenue Real Hotline features some of the most impactful moments with the truly amazing people featured by Amy: 1. 01:27 DeJuan Brown 2. 02:16 Andrew Herman 3. 04:00 Scott Leese 4. 05:51 Mark Kosoglow 5. 08:03 Lorena Morales 6. 09:13 Shelton Banks 7. 10:44 Ashley Welch 8. 11:26 Roderick Jefferson 9. 12:48 Davidson Hang Reach out and connect with Amy:  Subscribe to the Reven...