Sales Strategy & Enablement by Revenue.io

In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales reps to sell instead of burdening them with awkward administrative duties.

In this episode, Tom Searcy (author of the book, "Life After the Death of Selling: How to Thrive in the New Era of Sales") and I discuss why small companies think they aren’t able to compete with larger companies for the big sales.

In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps.  

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them.

In this episode, Richard "Dick" Ruff, Ph. D. (author of the book "Mastering Major Account Selling"; and co-author of "Managing Major Sales" with Neil Rackham) discusses how to utilize the fundamentals of account based selling.

In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.

In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.

In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are: Are companies reaching out to only the qualified leads? Why are companies putting to...

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are: Why is it important to ask the right questions during your sales pitch? Who should you focus more of your efforts on in training – the top performers or the midd...

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about: Why writing skills are important in the hiring of sales reps Why it is important t...

In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are: How sales reps should be educated to focus on the outcomes we are tryting to achieve. Why focusing on sales training is not an effective strategy. Why changing behavi...

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are: Are we burning out and exhausting prospects with the modern sales model? Does continuing sales innov...

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about: Why trust is not the same as trustworthiness. And what that means for you. Why you can’t fully build trust with a prospect if you don’t them. Why trust is personal...

In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are: The two primary goals of social selling The 3 key disciplines of using social media to dev...

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many topics we discuss in this information-packed episode are: Why selling to “pain points” is the wrong approach How to avoid selling too high in the fun...

In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to communicate with prospects and customers. Among the many topics we discuss are: How the feedback provided by a sales call management platform can transform the performance of individual reps Why customers approve of the idea of...

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are: What are the primary responsibilities of account managers? Which department should account management be...

In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this episode, Kelly and I discuss the specific challenges small companies face in growing their business. Listen in as we talk about: The biggest obs...

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are: Why every sales organization needs a CRM system How the increased velocity of business in general demands more process and structure in sales How CR...

In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are: What emotional intelligence is and how it directly relates to sales success The Knowing and Doing Gap an...

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are: The three primary challenges facing sales professionals today Why it’s actually becoming easier to get in touch with decision makers The growing academic suppor...

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity and whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are: Should you have a standard sales process that all reps must...

In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about: Why using social media is not the same as social selling. How to successfully integrate social selling into your existing sales process How to establish realistic goals, and metrics, for you...