Sales Strategy & Enablement by Revenue.io

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales s...

In this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining human creativity and emotional connection in marketing to ensure customer engagement and long-term suc...

Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and achieve this by presenting insights to clients on the costs of remaining in the status quo. Jennifer also...

In this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze massive amounts of data and improve simulations. They also explore the shift from an inside-out to an ou...

Christine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course that highlights individuals who may not have the experience in SaaS but have proven, through actual work...

In this episode, Alastair and Howard are once again joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the implications of regulating AI and generative technologies while avoiding stifling innovation. They explore the role of AI in augmenting human intelligence, creating efficiencies within businesses, and improving sales conversations. They also tackle the p...

Bridget Gleason is the Chief Sales Officer at Util. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the moti...

In this week's episode, Howard and Alastair are joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the transformative power of generative AI in various industries. They explore the practical applications of AI beyond software development, including its potential in healthcare, knowledge management, and answering customer queries. The conversation also delves...

Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to...

In this week's episode, Alastair and Howard are once again joined by Kaylin Moore, the Director of Revenue Operations at Zelis, a leader in improving economic outcomes in the healthcare industry. They discuss the need for immediate action to combat the shortage of registered nurses lost during the pandemic, the potential role of automation in filling the healthcare workforce gap, and the importanc...

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...

In this week's episode, Alastair and Howard are joined by Kaylin Moore, the Director of Revenue Operations at Zelis, to talk about the healthcare landscape. They discuss the integration of AI in healthcare systems, the impact of generative AI chatbots on patient engagement, and the potential for improved cancer care through technology. They also explore the role of Revenue Operations in transformi...

Anthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in the sales profession. And I love the new perspectives he brings to the table because that's what we need....

In this week's episode, Howard is once again joined by Richard Harris, renowned sales consultant and founder of the Harris Consulting Group, to delve into the critical topic of when and why businesses should consider hiring a sales consultant. Richard sheds light on the pivotal role a consultant plays in shifting perspectives, validating existing strategies, and guiding sales teams towards improve...

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.

In this week's episode, Howard speaks to Richard Harris, Founder of the Harris Consulting Group, to explore the impact of AI on mental health. They discuss the mixed emotions that arise from technological advancements and emphasize the need to balance AI with human interactions in the sales process. Additionally, they highlight the growing disconnect in a technology-driven world and stress the imp...

Here's another great episode from the archives for Mental Health Month! Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the...

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support,...

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of Revenue.io) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In t...

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the pow...

Will Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with email. And how sellers can increase response rates. Plus, we get into the most common use cases and the m...

Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately fo...

Jennifer Allen is formerly Chief Evangelist of Challenger and now Head of Community Growth at Lavender. She's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io. Jennifer discusses the psychology of no-decision and why buyers who choose the status quo are actually making a decision, just not the one you want. She also gives an introduction to the Challe...

The highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Ideal Customer Profile (ICP) and relentless qualification throughout the sales funnel as well as the sign...

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multipl...