Sales Strategy & Enablement by Revenue.io

Let’s not kid ourselves. We’re in a recession. So what does that mean for the marketing and sales strategies you need to implement going forward? As someone who has successfully sold through five periods of significant economic disruption, I can tell you that in times like these there are always opportunities to be found.  In today's episode, Chris Grams (head of Marketing at TideLift) joins me al...

Brandon Fluharty is Vice President of Strategic Account Solutions at LivePerson, and he’s one of the best salespeople I’ve ever known. Today he joins me to share how he wins BIG deals. Because that’s what Brandon does, he wins huge deals with Fortune 50 companies and he does it quickly. We’re going to dig into his selling process, how he moves deals through his pipeline, and the steps he takes as...

Peter Fader, is a professor of Marketing at The Wharton School of the University of Pennsylvania, and the co-founder of Theta Equity Partners. In this episode, Peter and I talk about how you can maximize a customer's long-term financial value to your company by aligning the development and delivery of your products and services with their current and future needs. We’ll also dig into how to develo...

If you have over a $100,000 CLV on a customer and you don’t get on plane to get in front of them, somebody like me will and they're going to win that business. Or as my guest today so perfectly put it, "If you're charging somebody 50 grand you better have taken them out for a steak dinner." Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiv...

Dan Gottlieb is a Senior Analyst for TOPO, a sales and marketing advisory firm that is now part of Gartner. Today, he shares TOPO’s recommendations for how you should adjust your sales messaging for the COVID-19 era. We’ll dig into why your messaging during this time requires NUANCE, EMPATHY, VALUE, AND OFFERS. That’s right. Given that the buyer is confronting a new reality, and is in changed circ...

In this episode, Victor Antonio (speaker and author of, “Sales Influence"), joins me to discuss how to elevate individual and team sales performance.  We start our conversation with this provocative quote from Victor: "At times, it seems to me, that the more we engage with technology, the less we engage with clients.” Is that the case? And, if it is, where do we go from here to enable sellers to c...

Today, in this special episode of SEP, we’re introducing what will become a regular segment on the show: Selling with Science. Joining me is Jeff Shelton, VP of Product at ringDNA, the #1 AI-powered revenue acceleration platform for Salesforce customers. Jeff is the leader of a team of data scientists that analyze the millions of calls made through the ringDNA platform to spot trends and mine insi...

My good friend Mark Hunter (AKA "The Sales Hunter") stops in for a phenomenal conversation about his new book, "A Mind for Sales". Listen and learn why Mark thinks mindset is the biggest difference between an average salesperson and a peak performer, and why you should never allow the past to impact how you feel about you next sales activity. Powered by ringDNA: the revenue acceleration platform t...

In today's episode, Chief Marketing Officer of BombBomb, Stephen Pacinelli, and I talk about proactive prospecting, standing out in a crowded space, and when to use a campaign vs personalized touch. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content. _ Formerly the Accelerate! Your Sales podcast with And...

In today's rapidly changing economic environment, the future of sales and marketing requires the selling process (and buying experience) to become more human, not less. Now more than ever, buyers are demanding real-time experiences that are contextually relevant and authentic.  And the question we’re confronted with is: how do we, as sellers and marketers, effectively respond to that demand? So jo...

Aaron Ross is a bestselling author who co-wrote the playbook for new Saas companies. Today we discuss why you need to specialize your sales roles to create predictable, scalable revenue; how to grow and build a sales team; and how he built a $5M business while having nine kids...at the same time!

What is sales enablement? According to Forrester, sales enablement is "a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” Yikes! I almost...

Bridget Gleason, Head of Sales and Customer Success at Tidelift, joins for the final episode of the Accelerate! podcast. What!? That's right. We have some HUGE changes coming to show next week. Tune in today to learn what's happening.

Jeff Shore, Founder and President of Shore Consulting, Inc. and a top-selling author, joins me talk all about follow-up. Listen and learn how to provide value that helps the buyer stay informed until they are ready to engage.  ringDNA's Sales Madness Bracket Challenge. Vote for your favorite sales book here: ringDNA.com/salesmadness

Mary Grothe, Founder & CEO of Sales BQ®, joins me in this episode!

Brendan McAdams, Co-Founder at Expertscape, and author of SALES CRAFT: Proven Tips, Practices and Ideas to Advance Your Sales Success, joins me in this episode!

Joining me this week is Adam Hempenstall, the CEO of http://betterproposals.io/, a UK-based, digital proposal platform. We discuss how to build a proposal that converts and Adam shares data-driven insights gleaned from the experiences of their customers. Learn why a proposal is not meant to educate your prospect, what you should absolutely NOT include in your proposal and so much more!

Lisa Magnuson, author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly, joins me in this episode.

Lance Tyson, sales coach and author of Selling Is An Away Game: Close Business And Compete In A Complex World, joins me in this episode of the Sales Enablement Podcast! KEY TAKEAWAYS Selling is an ‘away game’; it happens in the mind of the buyer. Away games are harder because you don’t know the obstacles on the field. Skilled players win more. Lance shares a recent coaching story. He told them you...

John Livesay, “The Pitch Whisperer,” speaker, podcast host, and author of Better Selling Through Storytelling, joins me again in this episode. KEY TAKEAWAYS Storytelling makes you magnetic and memorable! People remember stories, not information. Why aren’t salespeople telling case stories, instead of case studies? John teaches the four elements of a good story. (Hint, the story is about your clien...

Kris Rudeegraap, CEO and Co-Founder of Sendoso, joins me again in this episode. KEY TAKEAWAYS Sendoso sends digital and physical gifts for B2B sales, marketing, and customer success teams. Kris Rudeegraap and Braydan Young left jobs as account executives and co-founded Sendoso (originally CoffeeSender) in 2016. CoffeeSender began by sending Starbucks gift cards. CoffeeSender expanded their gifts t...

Paul Smith, author of Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale, and Ten Stories Great Leaders Tell, joins me again on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Paul Smith trains people to tell stories; his customer base is increasing. He says only 10% to 15% of the time you talk to people should consist of stories, two to three minutes long. Th...

Pat Morrissey, SVP and GM at Upland Software, joins me on this episode. KEY TAKEAWAYS Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of strategy, methodology, and technology. Upland acquired Altify to change from a sales enablement perspective to a strategic value proposition for t...

Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode. KEY TAKEAWAYS Todd Caponi has five hopes for sales in 2020. The first hope is the death of the “Death of sales” trope. Cold calling is still important. Sales employment has grown. Classroom training is ineffective. Todd offers solutions. Ther...

Richard Smith, Co-Founder and Head of Sales at Refract, joins me on this episode. KEY TAKEAWAYS Andy and Richard discuss performing for outcomes as an underdog. In a competitive field, your biggest differentiator as a salesperson is how you speak, how you sell to customers, and how you help them buy. Andy used to sell Burroughs computers and was an underdog against IBM in every sale. Andy found wa...