Sales Strategy & Enablement by Revenue.io

Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can h...

Chris Hatfield is the Founder and Coach at Sales Psyche. Problems with mental health are one of the biggest threats to the performance of sales teams. Chris digs into the impact of mental health at all levels of sales and talks about how the key to sales brilliance is mental resilience. Chris also discusses how companies can create a sales culture that nourishes sellers' mental health, as well as...

Paul Reilly is the author of the best-selling book Selling Through Tough Times, as well as a renowned speaker, and sales trainer. He dives into the topic of uncertainty and why it actually has a ton of value to salespeople. Difficult times present a unique opportunity for sellers to demonstrate leadership. Paul explains that economic downturns push salespeople to get creative and provide informati...

Scott Miller is a Senior Advisor for Thought Leadership at Franklin Covey, host of On Leadership, the world's largest and fastest-growing podcast on leadership, and author of multiple books including Master Mentors and Master Mentors 2. He discusses PHILPAL, an acronym for his 7 professional values, which help him figure out what is most important to him and plan what to do next in career and life...

Don't miss this one folks. It's our most human-centered RevOps Podcast episode to date! Alastair and Howard talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Wool...

Victor Antonio is a Sales Trainer and Motivation Keynote Speaker at Sellinger Group and the host of the Sales Influence Podcast. A lot of factors naturally contribute to the elevating of individual and team sales performance. Victor shares nuggets of wisdom about connecting with clients and prospects. He talks about why there's a misperception on salespeople no longer being needed because of the w...

Kristen Taraszewski is the CEO of ElevenPoint2. Kristen talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization's training structure. She also shares about her journey from being a flight control engineer for NASA to sales and how this experience helped her create structured training for sellers. She provide...

Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.  He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs int...

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Dan...

Eric Stine is the Chief Commercial Officer at SkillSoft. Building a foundation of trust is what our customers need and also what our own sales teams need from the leaders. Eric shares his insights on understanding the buyer's experience and focusing on solving their problems with effective communication. He also shares some of his experiences traveling and how meeting people he otherwise would nev...

Derrick Jenkins is the Head of Marketing at Owler. Derrick talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don't do their research early on. He also talks about the fear of missing out (FOMO) and how it spills over to the sale process and overall buyer's journey. Derrick highlights the buying experience and the many fact...

Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helping them function both as individuals and as a group. He shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process. H...

The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to...

Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don’t directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product.  Justin then discusses why sellers should shift their focus from convers...

Ryan Gottfredson is an Associate Professor of Business and Leadership at  California State University-Fullerton and the author of The Elevated Leader. Ryan defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways.  He discusses the 3 Mind Levels and how each operates, and the awareness needed to question paradigms and...

Samantha McKenna is the Founder of #samsales Consulting. She recalls the lessons from her time as a lifeguard at Disney there that helped her achieve incredible success in sales. Then, Samantha discusses the moment she decided to start her own company and its growth into a 14-strong all-woman team. She digs into educating sellers on how to communicate better and become self-sufficient to achieve c...

Brandon Fluharty is the Founder of Be Focused. Live Great. Selling today leads to many unhealthy habits that result in the degradation of our health and well-being. Above all else, the top 1 consideration should be sleep. Brandon teaches others to take ownership of their sleep by adopting a healthy lifestyle and optimizing it with the help of apps. He is starting to see that a greater focus on sle...

Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your ability to communicate. Tom discusses the concept of receptivity and how unreceptive buyers refuse to be influenced by sellers. Tom digs into identifying emotionally closed customers and honing skills beyond playbooks and strategies to influence a custom...

Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published 3rd Annual Sales Engineering Compensation and Workload Report on where presales and sales engineering stand today. In particular, Garin and John highlight that buyers prefer interactions with sales engineers and that they spend less time engaging with ve...

Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Karen Steele (...

Tiffani Bova is the Global Growth and Innovation Evangelist at Salesforce, a WSJ best-selling author, and the host of the What's Next! Podcast. The future of B2B selling is increasingly leaning on long-term customer relationships and building trust.  Tiffani digs into allowing sellers the autonomy to sell in the most agile and effective manner, either virtually or face to face. She comments on why...

Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps of a first-time sales call that leads to deeper conversations. In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sa...

Brent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Customer. A buyer’s experience with a seller, from their ability to show fresh perspectives to plain human empathy, dictates the seller’s win rates.  Brent dives into the way companies and sellers should view their quotas and how to get unstuck from a lack...

Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connection to the basic elements of stories, sellers almost always focus on the resolution without even building the foundations and actually understanding their prospects. Today, Janine and Lee share their 4 basic elements of a story and why every story need...

Alex Kvamme is the Co-Founder and CEO of Pathlight. With the tools and technology available, we already have enough data to work with for managing and improving performance. Alex talks about how you can get the right data to enhance the quality of coaching managers provide. He shares his insight into what productivity means in sales, especially when it comes to feedback and self-improvement. He th...