Sales Strategy & Enablement by Revenue.io

Becc Holland is founder and CEO of Flip the Script. On today's episode we talk about the biggest challenges facing the sales development function, including some that perhaps are a bit counterintuitive. Like do many SaaS companies actually have too much pipeline? Plus, we dive into the topic of KPIs and try to sort out the useful metrics from the popular, but useless metrics.  This interview was o...

Leahanne Hobson is the founder and CEO of Alinea Partners, a consulting firm that helps large IT companies assess and transform the buying experiences of their customers. On today's episode, Leahanne shares research on why 80% of CEOs believe they deliver superior customer experiences, but only 8% of their customers agree. We talk about why there's such a gap in the perceptions of the buyers vs th...

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 t...

Sahil Mansuri is the CEO of Bravado, a community for sales professionals. On today's episode we talk about the 2022 Bravado State of Sales Compensation Guide. Lots of interesting findings from that study that we dig into. For example, we discuss why only 47% of sales teams hit quota in 2021. Then dig into the reasons behind why only 1 in 4 sales teams had 75%+ of their members hit quota. Generally...

Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018. 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 p...

Ralph Barsi is the Vice President of Global Inside Sales at Tray.io. I'm always excited when Ralph comes on the show but no more so than in this episode. Because today we flip the script. Ralph grabs hold of the microphone and asks me the tough questions. In this case, he asks me questions about my new book, Sell Without Selling Out; A Guide to Success on Your Own Terms, which is officially being...

George Bronten is the founder and CEO of Membrain, the sales enablement CRM. On today's episode we dive into why It's time to put HOW YOU SELL at the core of your business. We explore what are the elements of the HOW. And the role that sales technology plays, or can play, in the making the how you sell better. Plus, we dig into some of the key metrics that sales teams should be paying more attenti...

Jill Konrath is the author of four best-selling sales books, an international keynote speaker and sales advisor. On today's episode we're having a conversation about how to improve your sales performance and how to take a more modern approach to selling. Or what I call how to sell without selling out. Not coincidentally, this is also the title of my new book that will be released next Tuesday (2-2...

Jonathan Irvine is the Head of Business Development at Blueboard, an experiential rewards and recognition platform (and one of our incredible sponsors). On today’s episode we discuss how we can do a better job incentivizing and rewarding sellers. Especially in today’s era of low quota attainment and high employee churn rates. We dig into how Blueboard is offering companies a different approach to...

Bridget Gleason is the Chief Sales Officer at Silk. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the moti...

David Brock is CEO of Partners in Excellence, a global sales consulting firm, and author of the best-selling book Sales Manager Survival Guide. In our conversation, we dig into the negative salesy behaviors that are so endemic to selling, why they are so persistent and why they are so difficult to change. We then dive into a topic of key importance to every seller and sales leader: win rates. They...

Ryan Vaillancourt (VP of Sales at Revenue.io) and I discuss how his career in journalism was a great foundation for his career in sales. We dig into the lessons he learned as a journalist that have carried directly into sales, and the lessons that he imparts to the sellers on his team. For instance, the only objective is to deeply understand, detach from the outcome, and delight in the learning. W...

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson and a coach who helps elite SaaS sales pros earn $1M+ per year without burning out. In our conversation, we talk about how elite sellers set goals and develop their sales plans to achieve their target earnings. We dig into the five core principles that Brandon feels are essential to operate at a consistently high level...

Jay Jay French is co-author of a book titled Twisted Business. However, if you're a Rock and Roll fan then you might more readily recognize Jay Jay as the founder and lead guitarist of the iconic rock band Twisted Sister. Jay Jay joins me today with his co-author, best-selling business author Steve Farber. We have an entertaining conversation about the business lessons that Jay Jay learned during...

Donald Kelly is founder of The Sales Evangelist and host of the Sales Evangelist podcast. On today's episode Donald shares his top takeaways from doing 1300+ episodes of his podcast, including the (1) biggest surprises about sales and selling, (2) biggest misconceptions sales experts still have about selling, and (3) what's working and what isn't? Plus, we dive into Donald's take on the 3 things t...

Ashley Welch (co-founder of Somersault Innovation) is the co-author of a new book titled Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue. Ashley believes it's time to throw away your tried-and-true pitches, talk tracks, and list of pain-point questions. She shares how to incorporate design thinking into your sales efforts to ensure that you deeply understand not only y...

Jamal Reimer (VP of Commercial at Saama) is the author of a book titled Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career. On today's episode we talk about selling mega deals. The type of deal that can transform the arc of your career. We dive into how Mega Deals change the game for everyone involved: the individual seller, the seller's company, the buyer, the buyer's custom...

Rob Kall is the CEO of Cien, Inc. On today's episode we talk about about productivity in sales. In particular, how to measure true sales productivity. Not activity. Productivity. This is one of my favorite topics in sales. Rob's too. Why? Because most sales leaders operate with a fundamental misunderstanding of what productivity means in sales. They don't get it. But, they definitely should. Becau...

Jordana Zeldin is the founder of Spriing Training and co-founder of The Practice Lab. In today's episode we talk about Jordana's new venture to help sellers improve their performance. It's called The Practice Lab. It's an innovative approach to helping sellers learn how to improve. We dig into the distinction that Jordana draws between training and practice, and why sellers need more practice and...

Mark Rosenthal is the COO at HQO, a commercial real estate technology company. In today episode we have a wide ranging talk about Mark's journey into sales and sales management. And we dig into the critical milestones in his own development that have propelled him forward in his career. Mark was formerly the CRO at HQO so we dive into the type of support CROs need that perhaps they're not getting...

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs? More on...

Christopher Croner is a Principal at SalesDrive, LLC. He's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io in another first for this show. One Tuesday this week we had the first father-son guest combination. Today is the first time we've had two PhDs in psychology on the show. We start with one of my favorite topics: why don't more sales organization...

Stephen Timme (Founder and President of FinListics Solutions) and Melody Astley (CRO of FinListics Solutions) are co-authors of a new book Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact. On today's episode we're talking insight-led selling and why, as they write, “The salesperson should be more interested in learning about my business, instead of tellin...

Michael Tecce is the Vice President of Ricoh Global Services Americas and today he joins me with his son, John Tecce, a Senior Account Executive at Alation. This is the first father-son guest pairing on our podcast. And in this multigenerational episode we compare and contrast selling and sales careers. Michael has worked for one company for 37 years. John is already working at the 5th company in...

Kyle Racki is the co-founder & CEO of Proposify. On today's episode we're talking about the importance of proposals and why Kyle believes that proposals "the most important stage of the sales process." We explore how you can differentiate your proposal to close a deal. And we dig into some of the key findings from research Kyle and his team did on winning proposals that are contained in Proposify'...