Sales Strategy & Enablement by Revenue.io

Mark Magnacca is the President and Co-Founder, Allego, Inc. and co-author of Mastering Virtual Selling: Orchestrating Sales Success. On today's episode we start off with a great definition of virtual selling. Being a great virtual seller means understanding a prospect’s mindset when you are not meeting with them in person. Which has always been the case with sales. That's where the difference is m...

Sara Levinson (Vice President Of Business Development at Prometric) joins me on today's episode along with my co-host, Howard Brown (CEO of Revenue.io). In our conversation we focus on the qualities that make a great salesperson. We start by getting into what a great seller, which is easy to say but harder to describe. We then dive into why more sales leaders need to provide greater autonomy to th...

Shannon Minifie is the CEO at Box of Crayons. On today’s episode we get into one of my favorite subjects: curiosity. We start by digging into why curious people, those who challenge assumptions and want to know the why behind the how, are often considered troublemakers. Then we dive into why assumptions are killing your company and your sales team. Finally, we get into why if your organization is...

Alex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what so many used to excel at: proactive phone calls to customers and prospects. The proactive phone call is...

Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the...

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on my list of favorites, A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work. In today's episode Juliet and I talk about the importance of giving yourself room to think and reclaiming "white space " in your day. White space is time with no assignment. I love that ph...

David Dulany is the founder and CEO of Tenbound and the co-author of a book titled The Sales Development Framework: How to Build and Scale a Highly Productive Sales Development Program. In this episode we're talking about improving the performance of sales development teams. We dig into the three levers that David says managers can pull to cure a sales dev problem. Plus, we talk about why David be...

Today I'm joined by Jamie Shanks (CEO of Pipeline Signals & CEO of Sales for Life) and my friend and part-time co-host Howard Brown (Founder/CEO of Revenue.io). In this episode we're talking about Jamie's new venture, which monitors your accounts for intelligence opportunities and threats. We dig into what the difference is between compelling event signals vs buying intent signals, and why compell...

Jeff Riseley is the Founder of the Sales Health Alliance and the author of new eBook: The Guide To Better Mental Health In Sales: 220 Strategies to Improve Sales Performance Through Better Mental Health. In our conversation we dive into the work hard and play hard mentality and the problem with Slack. Plus, the dangers of always being on and why sales professionals need an off-season, just like pr...

Paul Fifield is the CEO and Co-founder of Sales Impact Academy. On today's episode we talk about Paul's new venture and how they are seeking to change how sellers acquire and apply new knowledge to their selling. Think about it in terms of education vs rote sales training. We dig into the major deficiencies Paul saw in how sellers were being educated. And how this creates problems for companies an...

Mike Kunkle is the Vice President of Sales Effectiveness Services for SPARXIQ and author of the new book, The Building Blocks of Sales Enablement. In his book Mike spells out a comprehensive framework for sales enablement as a strategic element of any organization's sales success. We talk about the type of support that sales enablement needs from the C-level to operate effectively. We also get int...

Zach Ballenger is the Chief Revenue Officer & Co-Founder of Casted. In today's episode we're talking about the value of podcasting for companies. We dive into how companies should use podcasts, and re-purpose podcasts as a source of fresh content for sales teams. And also how they can use podcasts, and the content derived from it, as a way to amplify their marketing. Plus, we dig into how to use a...

Lance Tyson is President and CEO of The Tyson Group, a sales consulting and training firm, and the author of new book Igniting Sales IQ: Driving Sales Confidence During Uncertainty. Today we start by digging into a fact about selling that a lot of salespeople don’t recognize, which is that selling takes place in the buyer’s mind. We get into why, with the use of technology—the internet, email, mar...

Brandon Fluharty (VP of Strategic Account Solutions for LivePerson) and my frequent co-host Howard Brown (founder and CEO of Revenue.io). On today's episode we're talking about Brandon's speciality: selling big deals and making big money. Brandon's developing quite a following online among sellers who want to learn how to earn a 7 figure income. We dive into the key pieces of guidance and advice t...

Scott Roy is the CEO of Whitten & Roy Partnership and co-author of a new book titled, Sell Well, Do Good: DQ Selling for Social Enterprises. Today we're talking about something different: selling in non-commercial settings. Specifically, the importance of effective selling, systems and processes in social enterprises. We often hear about people who work in developing countries to improve agricultu...

Andy Mowat is the founder and CEO of Gated. He’s on a mission to change the dynamic of email for sellers and buyers. Today we dig into the premise of Gated, which is that YOU should determine how people reach you. Gated challenges unknown senders to donate to charity in order to reach you — so every email in your inbox is worth your attention. We also get into why Andy believes that you should dec...

Bridget Gleason is the Chief Sales Officer at Silk. In case you weren't paying attention, this is Episode 1000 of the Sales Enablement podcast! And Bridget is the only person who could have been my guest for this milestone. Why? Well, for starters, Bridget has been a guest on 130 of the 1000 episodes. For newer listeners, you might not know that Bridget was my co-host every Friday for the first fe...

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...

Brandon Fluharty is the Vice President of Strategic Accounts at LivePerson. Today we’re having a conversation about health and well-being in sales. And how those are tied to your ability to perform at your best. To be the best version of you. We start by talking about why sellers should approach sales like an athlete. We dig into the four critical areas of your life that Brandon has identified tha...

Howard Brown (Founder and CEO at Revenue.io) and Ralph Barsi (Vice President of Global Inside Sales at Tray.io). Together and separately these two are some of my favorite guests. On today's episode we ponder the question, how important are sellers in today's sales environment? It's tempting to underestimate the importance of the credibility and trust that sellers develop with buyers. And how decis...

Thor Ernstsson is the founder and CEO at Strata. Today we're talking about the importance of your professional network. First we explore why sellers need to focus on building a network, then we dive into why they must treat it like an asset that produces a reliable return. Connect with Andy: LinkedIn Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue....

Bob Wiesner is the managing partner at the Artemis Partnership and author of the new book, Winning is Better. On today’s episode we are talking about RFP-based sales. Governments, institutions with certain requirements, major enterprises. These are large deals that almost always have an RFP element. Bob shares some of the tactics they teach to their clients that enable them to regularly achieve wi...

Andres Lares is the CEO at Shapiro Negotiation Institute and the author of a new book, Persuade: The 4-Step Process to Influence People and Decisions. Today we're talking about persuasion and influence. First, we dig into the differences and why this is important in how you sell. Then we dive into the steps that Andres lays out in his book to build influence: Build Credibility, Engage Emotions, De...

David JP Fisher (aka DFish) is the president of RockStar Consulting, a keynote speaker, author, and one of my favorite people to talk with. You know I have a routine for preparing for podcast interviews. I do a lot of research on my guests. And prepare anywhere from 30-50 questions to ask the guest. And I do that for every guest. Except David. This is David's 4th appearance on my podcast and I've...

Donna Weber is a customer onboarding expert and the author of Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions. On today's episode we're talking about taking care of your customers. Like, why too many companies (basically) ignore their customers while prioritizing new business over existing, and what the consequences of that are. Then we dive into Donna's O...