Sales Strategy & Enablement by Revenue.io

Jarron Vosburg (Vice President of Sales at JumpCrew) and I talk about a new model for B2B sales. The model is outsourcing your sales function. Completely. Companies routinely outsource mission critical functions today. Why not sales? We dive into what that model looks like for a company that wants to go down that path. How sellers are hired, onboarded, managed and measured. Plus, we dig into why t...

Marcus Chan (Founder of the Venli Consulting Group) is one of the Top Sales Influencers to Follow in 2021 according to Salesforce. In our conversation today we cover a lot of ground. Beginning with how Marcus got his start in sales: selling Speedo swimsuits. We talk about our passion for sales coaching. And dive into what we can all do to improve the coaching that is provided to sellers. Then we t...

Larry Long Jr is the CEO (Chief Energy Officer) of LLJR Enterprises. In today's conversation Larry certainly brings the energy as we dive into one of my favorite topics: sales mindset. Then, of course, we talk about sales coaching. When I first met Larry, a few years ago at a conference, we somehow got onto the topic of sales coaching and I was struck by how he coached his sellers. I immediately t...

This is special edition of the Sales Enablement Podcast. Today are airing Episode 5 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe. RevOps Podcast - Ep. 5 - How to Craft Your Sales Messaging On today’s episode, we talk about sales messaging, which can be a bit like the wild west. Sales messaging is different fr...

Dan Horowitz (Senior Sales Director with LinkedIn) and Tom Eschbacher (Senior Sales Manager for LinkedIn Marketing Solutions). Today we're talking about stoicism and sales. And the lessons that sellers can learn from the teachings of the Stoics. I know many of you have read Ryan Holiday's book, The Daily Stoic. We dive right into learning what Stoicism is and how it originated. Always good to have...

Ann Latham is the president of Uncommon Clarity and author of, "The Power of Clarity: Unleash the True Potential of Workplace Productivity, Confidence, and Empowerment." In today's conversation Ann and I talk about the importance of clarity (uncommon clarity, as she calls it) in our communications. We then talk about the costs and the negative consequences that flow from a lack of clarity. I love...

Charles Muhlbauer is the Lead Enablement Manager at CB Insights. In today's conversation we're talking about a topic that Charles and I both are passionate about: discovery! We dive right into what's the single most important objective of discovery. Then dig into when you do discovery. Is it just a stage in your sales process? Or an ongoing process you do throughout the buyer's journey? We talk ab...

This is special edition of the Sales Enablement Podcast. Today are airing Episode 4 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe. RevOps Podcast - Ep. 4 - Why Implementation Can Make or Break Your Customer Retention Today we’re talking about implementation. Software or product implementation typically occurs...

Jon Selig is the self-described "Guy Who Helps Sales Reps Understand Buyers Through the Lens of Comedy." I always like talking with Jon. He brings a unique and fun perspective to selling. In particular, how to use humor as an integral element of your selling process. We all know that it's tough for any seller to quickly grab buyer's attention in a way that also demonstrates their relevance. So, we...

Niraj Kapur is an author, sales trainer, coach and one of the Salesforce's Top Sales Influencers for 2021. In today's conversation we dive head first into what Niraj believes are the essential elements required for success in B2B selling. We also dig into the power of what Niraj calls "Going Big" on LinkedIn for B2B sellers. Plus, what that means in terms of elevating your personal brand and creat...

Zach Selch is an expert on international sales and author of the book titled, "Global Sales: A Practical Playbook on How to Drive Profitable Growth for International Sales and Marketing Leaders." Today we're talking about something we don't talk about enough... international sales. We get into why selling internationally is not the same as selling domestically. We dive into how, and why, a strong...

This is special edition of the Sales Enablement Podcast. Today are airing Episode 3 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe. RevOps Podcast - Ep. 3 - The Right and Wrong Way to do Territory Planning Today on the Rev Ops Podcast we delve into the importance of aligning sales, product marketing, demand gen...

David Walter is the author of, "The Million Dollar Rebuttal: Cold Calling is Not a Numbers Game." Today we're talking all about cold outreach and why David believes that you can set ten times the meetings with half the calls! We dig into what David says is the right mindset for prospecting. And why your sense of determination may actually come across as desperation to buyers. Plus, we get into how...

Mark A. Smith (CRO of Webware.io) is one of the wisest (and funniest) writers on LinkedIn. In today's episode we get into the virtue of patience in sales. Plus, what are you learning from your colleagues on the sales team? You need to be careful about who you choose as a sales role model. Then we talk about how to develop trust with buyers. Before digging into the nature of sales and stress. As Ma...

Matt Melymuka is a co-founder and partner at PeakSpan Capital. An experienced venture investor in SaaS companies, Matt believes that the "growth at all costs" is crazy for most companies. I couldn't agree more. Which is one of the reasons I was so interested in having Matt on the show. In the last 10 years, the odds that a business will breach a $100M exit value is about three percent (by our math...

This is special edition of the Sales Enablement Podcast. Today are airing Episode 2 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe. RevOps Podcast - Ep. 2 - How to Structure the SDR Function At a high-level a sales development representative (SDR) is responsible for prospecting. They research and reach out to n...

John Tecce is a senior account executive at Alation.. John did a cold outreach to me about being a guest on this show. He doesn't have a book or a large following. He wasn't trying to promote anything. He wanted to talk about sales. For someone who has been in sales a short time, he is very thoughtful about sales. As you'll hear, he pays close attention to the sales environment. Sales is a family...

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on the list of my 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 t...

Justin Shriber is the Chief Marketing Officer at People.ai. He is also the host of Legends of Sales and Marketing podcast. In today's episode we talk about a playbook for sales leaders that their company came up with. We get into why sales leaders need to invest more in deepening their understanding of how each of their sellers is performing. And how it's only with that understanding that a leader...

This is Episode 1 of ringDNA's brand new podcast, REVOPS. I'm very excited about this show. So, as a bonus, I'm going to be releasing the first 5 episodes on the SEP feed over the coming weeks! Welcome to the RevOps Podcast: In the debut episode the hosts discuss... you guessed it... RevOps! Today they set out to define RevOps, explain why you should have it, how to structure it, and when and why...

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. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn S...

Feargall Kenny is the President of Glenborn Corporation, a recruiting firm based in NYC that focuses on top SaaS sales talent. He's also the founder of a new service called Verified Performers, which he believes has the potential to disrupt the landscape of sales recruiting. The way it works is that candidates have to agree to submit a form to the IRS requesting they provide tax returns to Verifie...

Jeff Goldstein is the founder of SalesLeadersOnly. com. And author of a new book titled. "Winning the Six-Figure Sale: A Sales Leaders Guide to WIN More Big Deals With My Proven 3-Step System." Winning big deals (consistently) is problematic for many organizations. In today's conversation Jeff shares that problems starts with sales leaders. They may have experience and instinct but very little tra...

Diane Helbig is a business advisor, podcast host and author of "Succeed Without Selling: The More You Think About Selling, the Less You Will Sell". Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com...

Meghann Misiak is the founder of a sales consulting firm called, The Path to President's Club. In today's conversation Meghann and I talk coaching. In particular, what sellers want, but aren't getting from their managers. We dig into what effective coaching looks like to a seller. We also explore why Meghann believes it's harder than ever to be a Human in sales today. And we dig into why, when sel...