Sales Strategy & Enablement by Revenue.io

Eric Quanstrom (CMO at Cience) is a leading expert on proactive outbound prospecting. On today's episode we talk about the business of lead generation outsourcing, in particular sales development. However, we approach it from a different angle. With the rise of specialized sales companies with highly developed expertise, such as Cience, Eric and I dig into whether sales really needs to be a core c...

Ryan Walsh is the founder and CEO at RepVue. Today we talk about how RepVue is challenging the status quo of getting a sales job and flipping the odds to the favor the candidate during the hiring process. We dig into the data that RepVue collects to help inform sellers during a hiring process. Then we get into what sales is going to look like in the next couple years, and what the impact will be f...

Salman Mohiuddin is a Strategic Enterprise Sales exec with Asana. Today is another episode in our series of new and interesting voices in sales. With people who represent the future of selling. And in our conversation, among other topics, we talk about Salman's journey so far in his career from his start as an SDR to enterprise sales. He shares how he set a goal to progress into an enterprise role...

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 pandem...

Phil M Jones is the author of the mega best-selling sales book, Exactly What to Say: The Magic Words for Influence and Impact. In today’s conversation we talk about “magic words”. I really like Phil’s book. He provides incredibly simple (yet highly effective) takeaways about the phrases that any seller can incorporate into their day-to-day selling that open the doors to in-depth conversations with...

Eric Stine is the Chief Revenue Officer at Skillsoft. I had all of these interesting topics lined up to talk about with Eric. Like, what does digital transformation mean for a seller? And how do you take digital transformation from a buzzword to a tangible journey for salespeople? Plus, I wanted to get into the buying experience and how to leverage technology to enable the consumer to personalize...

John Livesay is the author of the book titled The Sale Is in the Tale and on today's episode we talk about the importance of storytelling, We discuss the real benefits of becoming a black belt in storytelling, which includes the ability to have other people remember your story for the "meeting after the meeting." We explore the 4 story types that every seller needs to be able to tell. We then dive...

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. On this episode Andy and Jason tackle the BIG questions facing prospecting today. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality of its own. Plus, what companies should be doing to develop career tracks for prospectors. Conversation originall...

Dawn Deeter-Schmelz is a Professor and J.J. Vanier Distinguished Chair in Relational Selling and Marketing and Director of the National Strategic Selling Institute at Kansas State University. On today's episode we discuss the importance of educating the next generation of salespeople and the growth of sales degree programs at colleges and universities across the US. We talk about the students that...

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales s...

Ryan Gottfredson is the author of Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership. In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success. This conversation was originally recorded in 2020.

Chantel George (Senior Client Partner at Twitter) is the Founder and CEO of Sistas in Sales, the largest global organization for women of color in sales. In today's episode, among other topics, we talk about the mission and purpose of Sistas in Sales. We then dig into some of the specific challenges facing women of color in B2B sales. Including the pressures that WOC feel to conform and comply wit...

Stephen MR Covey is the New York Times and Wall Street Journal Bestselling author of The Speed Of Trust, a favorite book of mine. Today we're talking about his most recent book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. We get into the changes that have taken place, and that are taking place, that require us to rethink the very nature of leadership, and how it is exer...

Philip Squire is the CEO of Consalia, a multi-national sales consulting firm based out of London and author of the new book, Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage. On today's episode Phil suggests that a new paradigm for selling is required – one that is based on values and belief systems. He talks about the research that his firm conducted in countries...

Don Addington is the Chief Revenue Officer at Tackle.io, a cloud marketplace platform. In today's episode we talk about how software companies and selling their products through Cloud Marketplaces. We start with Don sharing with us a description of what cloud marketplaces are and how they function. We then dive into why software companies need to sell on Marketplace. Don shares data that 83% of bu...

Philip Edgell is the Chief Revenue Officer at Revenue.io. On today's episode we talk about the biggest challenges a new CRO faces. And the things that they need to prioritize when taking on responsibility for a new team. We then dig into the areas that sales leaders typically overlook when preparing for growth. We also talk about the trade-offs that sales organizations, and by extension sales lead...

Andrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, The 11th Habit: Design Your Company Culture to Foster the Habits of High Performance. This is such a fun conversation. I love it when I have the chance to talk with people who I believe really get it. Who understand in reality, not the fake world of so many sales trainers, really understand what it takes to conn...

Anthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in the sales profession. And I love the new perspectives he brings to the table because that's what we need....

Nicolas Vandenberghe is the co-founder and CEO of Chili Piper. On today's episode we're talking about the importance of Speed to Lead. First, we dive into why companies that rely on inbound marketing to generate their sales pipeline are struggling to convert inbound leads. Then we dig into the whole issue of lead response time. Why does response time matter? Among other reasons, it's a first impre...

Pouyan Salehi is the founder and CEO of Scratchpad. In this episode we talk about the struggles sellers were having keeping activity updated in Salesforce, which drove Pouyan to start Scratchpad. And in a fun bit of nostalgia, I surprise Pouyan by asking him the same 7 rapid fire questions I asked him when he was first on the show 5 years ago. Conversation originally recorded in 2021. More on Andy...

Kate Leidy, founder of Strively, an organization on a mission to reduce prison recidivism, and Ryan Hoppe (SDR at Pilot.com), a recent graduate of Strively's program, join me on today's episode. Kate was first on our show about a year ago. I had heard about Strively and was fascinated and impressed by what Kate was doing. So, as I do, I invited her to come on the show and talk about her program an...

Will Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with email. And how sellers can increase response rates. Plus, we get into the most common use cases and the m...

Frank Cespedes is a senior lecturer at Harvard and author of an excellent book titled, Sales Management That Works: How to Sell in a World That Never Stops Changing. Conversation originally recorded in 2020. 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 Re...

Jeff Bajorek (Author, Advisor and Coach to B2B Sales Leaders) is the host of a new podcast Rethink the Way You Sell. On today's episode we start by exploring whether sales leaders are held to account for the right performance. If too few sellers, as a percentage, are hitting their quotas, the blame usually falls on rep. Who should be responsible for changing that? Plus, we dive into whether the ri...

Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for law...