Sales Strategy & Enablement by Revenue.io

Jeffery Downs is the Managing Director at FranklinCovey and author of Streaking. The best-performing salespeople streak their personal development. They work on their consecutive muscle and do little things every single day that lead to personal growth. Jeffery studied the differences between ordinary and extraordinary performers and found that the best of the best streak a “laughably simple” task...

Cynthia Barnes is the Founder and CEO of the National Association of Women Sales Professionals (NAWSP), as well as the author of 2 books. She is a woman-in-sales influencer who helps women who sell B2B services reach the top 1%. Cynthia advocates change, and change needs to happen if the industry wants to have more high-achieving women thrive in sales. Cynthia shares how change must start from the...

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Hosts on LinkedIn: Alastair...

Nick Capozzi is the Head of Storytelling at Demostack and the VP of sales at Smile Virtual. He shares his start in sales by selling duty-free items on cruise ships and the lessons on relationship-building that he learned in the 10 years he eventually spent there. These lessons remain applicable even in B2B selling as being likable could be the key differentiator between you and your competition. N...

Tim Mann is the Director of Sales at Blueboard. Entering the world of sales through a nonprofit working in jails taught Tim the value of coaching to improve sellers' performance. He explains how cognitive behavioral therapy (CBT) is at the core of his coaching by changing habits and being curious about how people think. Tim also talks about salespeople's openness to learn as the foundation of thei...

Liam Martin is the Co-Founder of Time Doctor and Running Remote, and the author of Running Remote. Increasing productivity has always been one of the goals in sales. However, it is the metrics to measure productivity which has been changing with the move to hybrid and remote work. Liam shares how asynchronous companies, which have adopted an “unmanagement” style, maintain productivity with less ma...

Dale Dupree is the Founder and CSO of The Sales Rebellion. The status quo in sales is mediocrity and this is what Dale is rebelling against. By developing your own personal brand and improving upon inherent strengths instead of conforming to processes, both individual contributors and managers can interact with people on a more human level. Dale shares how his unique methodology aligns the way you...

Kurt Kratchman is the CEO at Virti. COVID fast-tracked the need to innovate remote learning, especially in the healthcare industry where diagnostic skills must be accurate. Kurt shares how they improved immersive learning using cutting-edge technology like VR headsets, 360 video learning, and avatars and how this forward-thinking applies even with the return to face-to-face interactions. He also d...

Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the innovation from within or to find a partner who can from without. Sean shares the attributes of such a leader and how their innovation operating model works. Their functional transformation is a subversive approach toward changing behaviors. They ce...

Steve Hall is an executive sales coach and Australia's leading C-level sales authority. He brings with him decades of experience in several industries and roles, from bricklaying to middle management to sales leadership to executive consulting. He learned that even the most complex sales involving millions of dollars still boil down to the basics: sales is a people business. He shares how to get i...

Mark Schopmeyer is a Co-Founder and Co-CEO of CaptivateIQ, the new standard for sales commissions, that helps companies set, calculate, and report paying out sales commissions. He talks about the obstacles to combining different sets of commission data and the need to create a solution. He emphasizes that a scalable solution was needed due to the limits of existing software and how more forward-th...

Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experience as a founder, president, and sales leader in various companies. Orrin discusses the need for manufacturers and distributors to embrace the new digital buying model of millennial customers which demands collaboration between these three entities....

Luigi Prestinenzi is the Co-Founder and Head of Growth at Sales IQ Group and host of the Sales IQ Podcast. Your mindset can either create amazing results out of nothing or be the greatest hindrance to yourself. Luigi talks about the spectrum of mindsets, from growth and fixed mindsets to the similar open and closed mindsets that are prevalent in sales. He shares how building trust, adding value, a...

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...

Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, ra...

Whitney Johnson is the CEO of Disruption Advisors and author of Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve. Discussed in the book is how an S-curve can be used to explain how people learn and grow. Whitney uses the example of her own career and how, after experiencing explosive growth and reaching the top of the S-curve, she wanted to fill an emotional need that wa...

Steven Benson is the Founder and CEO of Badger Maps. As a tool for field salespeople, Badger Maps took a big hit because of the pandemic. However, now that many businesses are operating more freely, the industries that benefit the most from face-to-face sales are once again preferring this more traditional way to do sales. The need to ask questions and provide answers during large deals is simply...

Jim Irving is the CEO of Merit Consulting and the author of the bestsellers The B2B Selling Guidebook and The B2B Leaders Guidebook, as well as his latest book, The B2B Sales Top Tips Guidebook. He shares some insights he learned while gathering sales tips for this guidebook on how to realign how you sell with the prospect's buying process. They talk about a more streamlined definition of it, and...

Pouyan Salehi is the CEO and Co-founder of Scratchpad. Tools like Salesforce were created for the convenience and use of managers, not reps. Pouyan decided to change that by looking at the sales process from a rep's perspective. What he saw was that simplicity and faster access to information were the reps' biggest requirements for a workspace. With this in mind, Scratchpad created a workspace wit...

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your wor...

Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the things that will drive your success. He talks about emotional intelligence, learning empathy, and being...

Shannon Minifie is the CEO of Box of Crayons. Curiosity is not just seeking the right answers but also seeking to know the right questions to get to the right answers. This changemaker behavior helps sellers be more client-centric instead of defaulting to simply giving advice. It helps remove biases that otherwise create wrong assumptions about the buyer and what they really need. A curious mindse...

Shep Hyken is the Chief Amazement Officer of Shepard Presentations, an NYT bestselling author, and keynote speaker who helps companies deliver amazing customer service experiences. His latest book is called I'll Be Back: How to Get Customers to Come Back Again and Again which talks about operationalizing a great experience that gets customers to tell sellers, "I'll be back." Shep discusses how to...

Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies hav...

Darin Dawson is the President & CO-Founder of BombBomb.com. Video is the closest analog to face-to-face conversations which can communicate our nonverbal language. This massive advantage helps sellers close more deals in more condensed timeframes. Darin discusses how to use human-centric communication in sales and shares that, in an industry of similar products, likeability dramatically influences...