Sales Strategy & Enablement by Revenue.io

Kevin Davis is the founder of TopLine Leadership and author of The Sales Manager’s Guide to Greatness. In this episode Kevin and I are talking about the importance of hiring coachable sellers. We get into why coachability is becoming even more important and how to screen for coachability in a job interview.

Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers. Plus we talk about the importance of relationships in sales and why the idea of relationships makes so many seller so uncomfortable.

Nichole Porter is a Sales Lead for retail at Shopify and she was the winner of ringDNA’s Top Sales Coach Competition. If you didn’t hear about that, sales managers and coaches from around the world submitted videos of themselves coaching a few rep calls that we had recorded. The public voted on the top coaches and narrowed down the entries to our semi finalists. Then our panel of esteemed judges c...

Garin Hess, founder and CEO of Consensus, is author of the book, Selling is Easy. Buying is Hard: How Buyer Enablement Drives Digital Sales Transformation and Shortens Sales Cycles. In this episode we get into why the lack of alignment between sellers and buyers is one of the biggest impediments to improving sales performance today. Plus we discuss the change of perspective sellers need for succes...

Steve Herz (President of The Montag Group) is the author of Don't Take Yes for an Answer: Using Authority, Warmth, and Energy to Get Exceptional Results. And he’s the President of The Montag Group, a leading agency representing top broadcast news and sports talent. In this episode we talk about personal development. Steve believes that we get a lot of positive feedback that we don’t actually deser...

Tara Horstmeyer is currently the Director of Partner Success at Gravy. In this episode we have an extended conversation about building your personal brand on LinkedIn. Tara takes us through her journey over the past 10 months in her mission to use LinkedIn to share more, give more, engage more, learn more and grow more. Plus, we dig into the impact this engagement has had for Gravy and for her gro...

Keith Ferrazzi is author of NYT bestseller Never Eat Alone: And Other Secrets to Success One Relationship at a Time. On today's episode we get into Keith’s formula for success and it’s a sweet and direct rebuttal to the growing chorus of “experts" who want you to believe that relationships aren’t important in sales. Plus, we get tactical on how relationship building is done. This interview was rec...

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.

Eric Barker is the author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, On today's episode we get into how to build an awareness of your own strengths and weaknesses that allows you to navigate with and around them. Plus, why high school valedictorians don’t succeed the same way out of school...

Austin Rolling is the founder and CEO of Outfield. Austin’s journey is a great story of persistence and resilience. Not the least of which is that his product was created for field sales teams. And well, his team has had to pivot during COVID. We’ll get into what he’s doing to prepare for the next normal. We’re also going to talk about being homeless. As Austin was not that long before he started...

Lisa McLeod is the author of "Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud". It's an important book and should be required readying for all sellers and sales leaders. On today's episode Lisa and I discuss what it means to sell with purpose.

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.

Jon Miller is the CPO at Demandbase, and previously cofounder at Engagio and Marketo. In this episode I talk with Jon about his journey from being a physics major at Harvard to playing a significant role in creating two huge product categories. First, how as a co-founder of Market he helped to transform marketing automation. And then, as founder of Engagio, how he’s helped drive the account-based...

Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism). We dig into the story of how Ralph developed these standards and why they’re important. Plus, importantly, he shares how to implement and measures his sellers against these s...

Jeff Thomas is the founder at Predictably.pro. In today's episode we discuss the current crisis in sales hiring and how to solve it. According to Jeff’s research, 55% of sales hires fail in less than 2 years. But we both agree it doesn't need to be that way. We dive into Jeff’s methodology for hiring and dig into how you can use a scorecard based process to eliminate the biases that most affect sa...

Anthony Iannarino is one of the most thoughtful people I know and author of the book. "The Lost Art of Closing: Winning the Ten Commitments That Drive Sales." On today's episode we get into why closing isn’t a single event, but a whole series of events that span the entire buying process. Plus, we explore the closing mindset. And talk about how to become a person of value. This interview was recor...

Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her current position. Lots of adventures, like living and working in an ashram. Talk about foreshadowing! Alex did something that more sellers should do. Go out and experience the world before diving into your sales career. Go explore and meet a range of pe...

Lori Harmon is the Vice President of Global Cloud Sales & Customer Success at NetApp and the author of a book titled, "42 Rules for Building a High-Velocity Inside Sales Team". In this episode we get into the nitty gritty with Lori’s recommendations and advice about structuring a high-velocity inside sales team. We talk building your sales process, how to handle inbound vs outbound, hiring and ena...

Sean Sheppard is the founder of GrowthX and today we talk about the challenges of starting a company during a pandemic and selling to customers that are more risk averse. We also dive into Sean’s vision for a Professional Sales College. That’s right. Sales College. In Sean’s vision this will be the first fully accredited for-profit, post-secondary school for professional sales education. It’s a bi...

Tiffani Bova is the Global Growth Evangelist for Salesforce. On today's episode we dive into why selling has always been more about the buyer than the seller. Plus, we explore why the funnel is no longer an applicable metaphor for the buying process. And talk about the four parallel streams buyers actually work through to arrive at a purchase decision. This interview was recorded in 2018.

Jeff Koser is the founder and CEO at Zebrafi. In today's episode we talk about an article Jeff wrote titled, "During The Pandemic, Is It Still Okay To Ask For The Order?" Plus, we talk best practices (and the nuances) of virtual selling.

Ernest Owusu is the Senior Director of Sales Development at 6sense. In this episode we talk fatherhood, football and performance based professions. We dive into Ernest's unusual journey from professional football to professional sales, plus he shares some of the disciplines he still carries on form his athletic career. Including one I really love: You have to practice with the same intensity you p...

Olivier L'Abbe is the President of MetaData.io and in this episode we talk about the challenges of growing sales teams at high growth companies. We also dig into the challenges of recruiting, hiring and onboarding during this uncertain era. Plus, we go deep on how to improve sales manager performance.

Lolly Daskal is a global leadership consultant and author of, "The Leadership Gap". On today' episode we dive into the importance of leaders “pinpointing” what they don’t know. Plus, we get into how to recognize your leadership archetype. This interview was recorded in 2016.

Daniella Bellaire is the Head of Sales at Shopify Retail and in this episode we talk about the future of work, remote work for sales specifically, and why Shopify was the first major company to announce the end of what their CEO, called "office-centric work." Plus, we talk about changing the culture in B2B sales, Daniella shares her story about how she was reluctant to consider a career in sales b...