Sales Strategy & Enablement by Revenue.io

Bill Sanders is the CEO of Mobus Inc. and the author of Creative Conflict: A Practical Guide for Business Negotiators. He talks about negotiating as more of a creative process compared to how we normally perceive it. Bill shares his perspective on the fact that negotiation is simply something most people don't enjoy. It's tense and conflict is almost always present. He also talks about the negotia...

Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase. Matt and Ted share their insights on the 3 things customers are afraid of messing up that lead to a no-decision. They also discuss the status quo...

AJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale. AJ shares his perspective on the circumstances when paying commission makes sense, as well as when it doesn't. Qu...

Nigel Green is the Founder of Business of Primary Care, CRO of Affirm Health, and the host of the Revenue Harvest Podcast. Companies that want to grow from 10 to 50 million in annual revenue need to effectively hire salespeople. The team that got you to $10 million might look different to make it to 30 or even 50 million. Nigel discusses the biggest obstacles in hiring sellers and the biggest mist...

The voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to discuss how to use the voice of the customer data to align company results. This data can show you where your customers are experiencing pain so you can build solutions accordingly. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howa...

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...

Brit Bartolini is a Senior Enterprise Account Executive at Blueboard. She shares her initial reluctance to enter sales due to negative stereotypes, and her subsequent surprise that sales are actually a transfer of enthusiasm through storytelling. She also digs into how it is to sell to sales and HR leaders and how recognition and incentives keep sellers motivated and fresh. Brit talks about using...

Lee Salz is a sales management strategist and author of several books including Sell Different! and Sales Differentiation which helps sellers win more deals at the prices they want. Lee discusses why this is important especially when the differences between your product and the competitor's product are very slim. Lee explains that how you sell is equally important as what you sell, if not more so....

Daniella Bellaire is the CRO at Diversio. There has been much progress in diversity, equity, and inclusion (DEI), but the real work is just about to get started. Storytelling is a powerful tool for sharing this message and Daniella shares how they use storytelling for Diversio's go-to-market. Daniella digs into the challenges of making DEI a priority in companies, as well as its tendency to shake...

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function that does what it's supposed to do. She shares how RevOps can help tell an objective, data-driven story...

George Bronten is the Founder and CEO of Membrain. In markets where your solution looks very similar to the competition's, how you sell is the big differentiator. George digs into the elements of how most sellers sell and the role of sales technology in making the how of selling better and not just faster. He also discusses the key metrics that sales teams should be paying more attention to, but i...

Mark Stiving is the Founder and Chief Pricing Educator at Impact Pricing LLC, as well as the host of the podcast Impact Pricing and author of the book Selling Value. Today, Mark talks about what value is and how it relates to both buyers and sellers. He digs into how sellers must be keen in determining if a buyer is in a will I or which one buying decision. He defines the different types of values...

How do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bush is 60 days into her new role as the Senior Director of Revenue Operations at Revenue.io, so she's perfectly positioned to share her checklist of how to tackle your first 100 days as a RevOps leader. Follow the Hosts on LinkedIn: Alastair Woolcock...

Jeff Bajorek is an advisor and coach to B2B sales leaders, author of Rethink the Way You Sell, and host of the podcast of the same name. Sales leaders tend to forget that managing sellers are pretty much the same as how sellers engage with their customers. Sellers are a sales leader's product. With this perspective shift, sales leaders create accountability for how their sellers are working and, b...

Josh Kamrath is the CEO of Bongo, a skills validation and sales enablement tool that helps sellers put their knowledge into action. Josh digs into how their asynchronous format allows their users to demonstrate their skills and competencies in an authentic way by leveraging AI feedback and coaching. Josh shares some of their more common use cases, such as helping salespeople overcome objections, a...

Running a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at Drift, returns to break down the best ways to surface insights and measure success within a RevOps framework. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Sean Lane (Vice Presi...

Oscar Trimboli is the author of Deep Listening and he teaches that listening is the requirement to understand a prospect's needs and gives value to their words and beliefs. He digs into the differences between hearing and listening and shares research that shows that up to 55% of a seller's day is spent listening. A good seller will listen for what is not being said and ask questions that lead the...

Pouyan Salehi is the CEO and Co-founder of Scratchpad. Sales is a complex job, and it is made even more complex when salespeople are part of a larger organization. The fast pace and the need to constantly be finding and managing new and existing customers make it difficult to execute well. Over time, things tend to become more complex, rather than simpler. This is due to the introduction of new te...

In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. Alastair and Howard sit down with Sean Lane, VP of Field Operations at Drift, to discuss the best ways to address those challenges and meet your customers where they are. Follow the Hosts on Link...

Casey Graham is the CEO of Gravy and the Co-Founder of Command AF. There are real nontraditional benefits to building a strong LinkedIn culture in your organization. Casey shares how personal brands give sellers headstarts for success, and that helping these individuals do so circles back with mutual benefits down the road. Casey digs into how he created Gravy's LinkedIn culture by fostering freed...

Kevin Yip is the President and Co-Founder of Blueboard and he dives into how companies can reimagine how they recognize and incentivize their employees that go beyond the typical cash rewards. Research shows that sellers are actually motivated by recognition and visibility rather than pure cash alone. Kevin explains how his experience with recognition fell flat and how he and his company provide t...

Craig Lemasters is the CEO of GXG and the author of the book Unstuck: How to Unlock and Activate the Wisdom of Others. A great majority of things that leaders get stuck on are usually things that somebody else has already figured out. Craig brings together experts, called operators, for Rapid Cycle Learning whose purpose is to share and gain wisdom by multiplying knowledge and experience.  Leaders...

Wesleyne Greer is the founder of Transformed Sales and host of her own show The Transformed Sales Podcast. The sales manager has a 20 times greater impact on the sales team than the salespeople themselves. By investing in the development of sales managers, organizations can see a much higher return on their investment. This is because managers are responsible for implementing sales training and co...

Jordana Zeldin and Jonathan Mahan are the Co-Founders of The Practice Lab. There is a noticeable gap between what salespeople intellectually understand and what they could actually pull off in the wild. In fact, sellers are overtrained this way, yet are under-practiced in the skills that truly matter. Salespeople should develop their human and selling skills through practice, much like how athlete...

Karen Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowdown in the economy, difficulty finding staff, and sales attrition. Leaders must use data that provides insights into shifting buying behaviors.  Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the ali...