Sales Strategy & Enablement by Revenue.io

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 thoughtful, personal, and nonmonetary experiences to change the way these programs are offered to employees. He also talks about the extrinsic and intrinsic motivations of people and how these should be rewarded by companies.HIGHLIGHT QUOTESExtrinsic and intrinsic motivations spell the difference between recognition and incentive - Kevin: "Are you tapping into extrinsic or intrinsic motivation, right? So when I pull out an incentive, as a company leader, if you hit this goal or exhibit this behavior, you will get a reward. So that's an external carrot that like hey, this is a desired and valuable behavior or outcome for the company, and I want everyone working towards this. So that's very much extrinsic motivation." "Recognition, a lot of times, is after the fact. Andy, you're doing a great job as an up and coming product manager and you're putting in the hours just because you care about your work and you want to do better. After the fact, you get recognized by your boss as saying, hey, thank you for putting in this hard work, and here is a reward. That's more intrinsic motivation."Find out more about Kevin in the links below: LinkedIn: https://www.linkedin.com/in/kevinyip/ Website: https://www.blueboard.com/ Email: kevin@blueboard.com More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

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 know this, it's where to get this learning that is the question. Andy and Craig discuss the 5 steps to get unstuck, which include humility, destination, smart people asking for what they need, and thinking outside the building, not the box. This is a structure for wisdom-based learning that provides new ways of looking at things from mentors.HIGHLIGHT QUOTESMoving slightly away from the business model can get you stuck - Craig: "We always thought that moving outside of the core meant I make water bottles, now I'm gonna make chairs, as an extreme example. And that'd be pretty extreme and you'd probably get stuck. But what I found is you don't have to move that far from the core. And what happens to that wisdom formula? The knowledge and experience? It doesn't go down incrementally, unfortunately. It's exponential. And this is the trap that I fell in."Sellers learn the most about selling from mentors - Andy: "How did you learn how to sell? And invariably it comes back to a mentor. Not company-paid training, none of these things. It's like there was this one or two individuals throughout my career, and also is true for me as well, that had outsized impacts in terms of exposing me to a way of looking at things that I wouldn't have thought of before."The power of wisdom-based learning gets your unstuck faster - Craig: "Stuck doesn't mean that we're not trying and we're not working hard. It means we're not getting there fast enough. So this whole thing is built around not a lack of effort or caring. It's a lack of speed. And this is the dramatic impact is it will help people do exactly what you said much faster."Find out more about Craig and get his book in the links below: LinkedIn: https://www.linkedin.com/in/craig-lemasters-72507321/ GXG website: https://gxg.co/ Speaker website: https://craiglemasters.com/ Amazon: https://www.amazon.com/Unstuck-Unlock-Activate-Wisdom-Others/dp/1641800739/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

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 coaching programs and holding salespeople accountable. When sales managers are properly trained, they are able to uplift their teams and help them reach their full potential. Wesleyne discusses behavior-based skills development which is the idea that addressing the root cause of certain behaviors is what improves a seller's ability to sell. This is what sets a sales leader apart from a sales boss which simply tells you what to do.HIGHLIGHT QUOTESListen to the reasons why a seller isn't selling and address them - Wesleyne: "I call it behavior-based skills. We have to focus on the behaviors to drive the change. So for instance, let's say you have a KPI that somebody needs to make 50 calls a day, and you notice that they're only making 20 calls a day. So instead of saying, go make more calls, you sit them down and say, so I've noticed you haven't made the number of calls that you need to in a couple of days, help me understand the reason why. And literally being quiet and listening to what they're saying."Humanizing sales is viewing the prospect not as a dollar sign but as a fellow human - Wesleyne: "Being a human being is literally being your natural self that you are when you're outside of work and you think you don't have to put on airs. And really being, having the ability to empathize and listen actively to whoever is sitting in front of you and not always thinking about what's next, or what to do next, or how am I going to close this deal, or what's that next thing? But focusing on the human being who's across the table from you."Find out more about Wesleyne in the link below:LinkedIn: https://www.linkedin.com/in/wesleynegreer/\More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

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 athletes and musicians perfect their craft. This space allows sellers to screw up, double back, and ask for feedback. Practicing human skills trains sellers to ask insightful questions and handle objections more effectively, ultimately helping the buyer make a decision.HIGHLIGHT QUOTESSalespeople should practice different types of questions like martial artists practice moves - Jonathan: "There's no knowing which move you're gonna call on during any match, but you know that whatever move you need, it's well rehearsed, it is gonna be available to you. So similarly with salespeople, they can practice different types of questions, and... when you get that tickle that says, Ooh, we should ask more about the impacts here, you'll have no difficulty crafting up a question in the moment."The key difference between roleplay and practice - Jordana: "The goal of the role play is to impress your leadership team to show them how good you are, how smooth you are, how worthy you are. However, that is not how athletes and musicians approach their practice. Practice is a completely different pace, rhythm. There are completely different objectives in practice."Restructuring the priority of practice within organizations - Jonathan: "More time and money should be spent on practice than training, just because you can take a one-hour training and it could take you 10 hours to implement it, so there should definitely be... let's say 50% of time and emphasis on practice, 25% is on learning, and then the remaining 25% of time and budget should be spent on kind of the coaching."Find out more about Jordana and Jonathan and join their next cohort in the links below: LinkedIn (Jordana): https://www.linkedin.com/in/jordanazeldin/ LinkedIn (Jonathan): https://www.linkedin.com/in/jtmahan/ Website: https://www.thepracticelab.co/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

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 alignment of sellers to the business objectives, knowing how to balance sales resources across the business, and the increasingly critical role of sales enablement and execution as the market gets tougher.Andy and Karen then dig into key concerns like attrition and capacity issues and how to deploy talent in the most effective way across territories. When planning for the next fiscal year, sales leaders should think carefully about how to segment their territories and target their reps in the most promising markets.HIGHLIGHT QUOTESCROs must get data on where sellers sell best - Karen: "Combining that with data in terms of where your market is and really having a good view of matching the right reps to the right opportunities. And obviously, aligning the quota to the size of those opportunities. So really thinking about what the addressable market is today for those sellers and doing that very intelligently."Sellers that can help buyers achieve real business value are prized - Karen: "Customers don't want sellers that just turn up and respond to what they're asking for. I think they're looking for sellers that bring something, organizations that bring something that share what they're seeing in other organizations, that challenge their thinking, maybe stretch their thinking a little bit in terms of what they could achieve."Find out more about Karen in the link below:LinkedIn: https://www.linkedin.com/in/karen-clarke-9b73007/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

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 help us really focus in on the human side of selling.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

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 the ability of anxiety as an effective warning device. Finally, Andy and Chris discuss the organizational changes needed for a culture that takes care of sellers' mental health, and the impact of quotas and inauthentic sales processes on human behavior.HIGHLIGHT QUOTESA coaching-first mentality creates a vibrant sales culture - Chris: "I think a big thing around it is this kind of coaching-first mentality of always looking for a way to be able to empower someone and develop someone in anything that they do within their role, whether that's to help them become a leader eventually, or just to help them become a better, not just salesperson, but a person."Investing in people is good for wellbeing and finances - Chris: "Companies who are investing in employee's wellbeing are now seeing a five to one ROI return, so for every dollar they spend, they're getting $5 back, which is showing that, even if you don't have that moral obligation to do this, there is a financial benefit of doing it as well."Onboarding and training create confidence in sellers - Chris: "I think a big thing of this comes down to how people are onboarded and developed initially as well, and where I've seen this work really well, when you first come in, if all you're doing is teaching your reps about your process, about your product, about what you do, then as soon as they get on the phone, this level of confidence, if you're not necessarily confident in yourself initially, you'll be confident in what you've been told or taught or trained on, so that's what you're going to talk about."Find out more about Chris in the links below: LinkedIn: https://www.linkedin.com/in/chrishatfieldsalespsyche/ Website: https://www.salespsyche.co.uk/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

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 information that reassures the buyer in making the right decision. Paul also discusses how to communicate stability and perceived value.HIGHLIGHT QUOTESUncertainty creates an opportunity to help lead customers - Paul: "Anytime there is uncertainty, your customers, your decision-makers, they're looking for guidance. They're looking for ways to eliminate risk. They're looking for individuals who possess the knowledge, the expertise to help guide them through uncertainty. So it could be uncertainty about the economic state of... what's going on right now. It could be just uncertainty in a specific industry. People are looking to absorb information to make the best possible decision."Perceived value raises the buyer's expectations - Paul: "Perceived value is also an important aspect of selling because, as buyers make decisions, they're constantly weighing out, okay, is this worth it? All right, I'm looking at this solution. Here's what I sacrifice. Here's what I potentially gain. Is that exchange worth it? And if they believe it's fair and you can add more value or provide a greater overall value than your competition, you have a good chance at winning that deal."Deliver on big promises to become a market leader - Paul: "You got to make big promises. Not unrealistic promises, but big promises. And then you deliver on that. And not only that, but when you influence the buyer's expectations by making big promises you become the benchmark from which every other option is graded."Find out more about Paul and get his book in the links below: LinkedIn: https://www.linkedin.com/in/salescustomerservice/ Website: https://www.toughtimer.com/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

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. Scott also expands on what mentorship actually is and he shares key lessons from his book, including why a human-centered approach to work and life produces the greatest results.HIGHLIGHT QUOTESLearning from people's mistakes is more valuable than replicating their successes - Scott: "If I want to have a successful business, I don't go to the billionaire. I go to the gal or the guy that's had two bankruptcies because man, I can learn from and avoid their mistakes more likely than I can replicate the successes of the other person. Now I need both in my life, but I find that just, in life, avoiding the inevitable mistakes is probably 60 to 70% of the journey."Defining PHILPAL and how it helps find true self-awareness in career and life - Scott: "Very few of us have really taken the time, the days, the hours, the weeks to go and say, So what are my values? And I went and did that. Took me several weeks, and I came up with a series of seven of them and I created an acronym, PHILPAL... Purpose, Health, Integrity, Loyalty, Positivity, Abundance, and Learning."Find out more about Scott and get his books in the links below: LinkedIn: https://www.linkedin.com/in/scottjeffreymiller/ Website: https://www.scottjeffreymiller.com/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

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 Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.