Sales Strategy & Enablement by Revenue.io

Rob Käll, CEO of Cien, Inc., joins me on this episode. KEY TAKEAWAYS Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling. Rob tells of working in SaaS and not seeing revenue scale with the sales team’s growth. In 2016, Rob and a business partner addressed the problem of scaling sale...

Howard Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them. RingDNA helps reps to be...

Shari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do. Shari quotes David Brooks that we have resu...

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.

Craig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast. SUMMARY Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their product...

Kimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast. SUMMARY Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reaction...

Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of the Sales Enablement Podcast. SUMMARY Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for th...

Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it. Automated templated emails tend to devalue human relationships. You can turn that ema...

Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode. KEY TAKEAWAYS As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience. After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduat...

Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode. KEY TAKEAWAYS Russ Klein, CEO of the American Marketing Association, calls Stu Heinecke the Father of Contact Marketing. Stu admits to naming it. Stu is also a Wall Street Journal cartoonist. Cartoons offer a point of agreement. Stu used cartoons in direct mail campaigns for Rolling Stone...

Sean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode. KEY TAKEAWAYS GrowthX is a Silicon Valley venture capital partnership with an accelerator focused on sales and an academy that trains people in sales, marketing, design thinking, and data science and aims at developing markets. Sean describes the ‘lasting-mover advantage’ for companies that own the...

Bill Bice, CEO of Boomtime, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Boomtime brings scale and efficiency to marketing. They combine technology and expertise to provide marketing as a service. Aggregating data opens up insights into your buyers, whatever size your company may be. Bill has founded several companies whose success correlates directly to the effectivenes...

Steve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode. KEY TAKEAWAYS People who are great at what they do love their company, team, and customers. Steve explains the impact of translating love into action in your work. Do soft skills make you nervous? Can love be quantified? Steve talks about the net promot...

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal an...

Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode. KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson. After 10 years, he read a Robert Kiyosaki book and i...

Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode.

Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.

Shawn Finder, CEO at Autoklose, joins me again on this episode.

Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode.

John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode.

Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode.

Doug Winter, Founder and CEO at Seismic, joins me on this episode.

Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode.

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.

Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.