Sales Strategy & Enablement by Revenue.io

Robert Henderson is the Co-Founder and CEO of JumpCrew. Companies that are great at creating products and services should focus on that area of expertise. By outsourcing sales, companies avoid costly hiring mistakes and provide a dedicated support team that promotes healthy engagement and coaching to sellers.Robert digs into how their product, which is the actual selling, creates symbiotic relationships with their customers. They help startups with the whole go-to-market motion, as well as Fortune 100 companies reach their next milestones faster. Robert also comments on how to create better engagement with sellers and how to coach with authenticity.HIGHLIGHTS Symbiotic relationships ease the tension with existing sales teams Outsourcing avoids expensive trial and error in hiring sales teams Providing a higher level of sales support for JumpCrew's clients Coach those who want to be mentored and create engagement QUOTESA symbiotic relationship with bolted-on and client sales teams - Robert: “All boats rise with rising tides. You guys do really well, and if you guys are crushing it, you're going to expand with us. We're going to be that bolt on that's pushing you guys up and you guys will push up with you. Creating these symbiotic relationships where everybody is growing together is what is successful.”Hire good sellers in the first place to avoid expensive hiring mistakes - Robert: "A lot of our secret sauce has to be in the identification and selection of the right resources upfront. And we are big on understanding why a person is predisposed to being good at sales and whatnot. And we have so many data points around it within our organization and we keep track and organize those data points very well so we're very likely to pick people [who] are going to be good sellers in the first place.”Coaches create better engagement with sellers by being authentic - Robert: “If we focus our coaching to the people who are really open to it, that's probably where we're going to make the most impact. That's where we're going to get the most distance.”Find out more about Robert Henderson in the links below: LinkedIn: https://www.linkedin.com/in/robert-henderson-0a7a0b39/ Website: https://jumpcrew.com/ Email: robert@jumpcrew.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

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, you will hear the second 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 Woolcock (CSO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Brent Adamson (Global Head of Research & Communities, Ecosystems)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

Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople.HIGHLIGHTS Selling multimillion deals in London is the same as selling seeds in Cambodia DQ: Selling is not about persuading, it's about raising decision intelligence Transform management so selling becomes more about behavior change QUOTESDecision intelligence defined - Roy: "This view of selling that it's fundamentally about convincing people to buy, that is one of the reasons that things aren't working. And this is why we've developed decision intelligence selling that what DQ selling is about is not trying to convince the customer to buy, it is leading the customer to improve their decision intelligence, their DQ, so that they can make the best possible decision for their business."The fundamentals of transforming people - Roy: "If you're going to really transform somebody, you've got to go after 3 things: their attitude, their competence, and the way they execute. And you've got to do it in a holistic fashion and it starts with transforming and giving people the ability to literally recognize their mindset and shift it. Not wait for it to shift, but shift it themselves. That is part of the magic sauce."Change the way people manage to change the way sellers sell - Scott: "Managers can screw things up faster for a sales team than the management coach can get to them to help fix it. Managers, with one email or one one-to-one conversation or the way they set targets or the way they jerk people around in targets or they can do more damage in 5 minutes than 1 attitude coach just can't be there to fix it. So we think what's needed is a transformation in management."Find out more about Scott and Roy in the links below: LinkedIn (Scott): https://www.linkedin.com/in/scottaroy/ LinkedIn (Roy): https://www.linkedin.com/in/roywhitten/ Website: https://www.wrpartnership.com/ Email: contact@hwrpartnership.com Amazon book link: https://www.amazon.com/Decision-Intelligence-Selling-Transform-People/dp/1952654068 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

Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io.Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before. HIGHLIGHTS Digital body language: Connect with buyers at the moment they are on your website Interact with buyers: Moving from chat to video on demand on your website Focus on pipeline during a recession  AI cannot replicate the nuances of human interaction in sales Enablement must train sellers how to meet buyers in context QUOTESEngage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy from the first company or person that they engage with. So why would you open yourself up to a situation where you're not responding to these people are target accounts of yours, a strategic account, so that you're trying to pursue the moment that they're there."AI and human sellers have their optimal uses in sales - Robert: "That type of A.I. in chat has a very useful function in a highly process-oriented environment like a support environment. But sales is nuanced. Sales is about connection. You talk about this a lot, Andy. Sales is about that curiosity, about what's important to your company but what's important to you? You can't get that through A.I. You have to get that through interaction."Find out more about Robert Zimmermann in the links below: LinkedIn: https://www.linkedin.com/in/robertzimmermann/ Website: https://www.qualified.com/ Connect with Howard in the links below: LinkedIn: https://www.linkedin.com/in/howardbrown/ Website: https://www.revenue.io/ Email: howard@revenue.io 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

Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers.The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic and the winning behaviors behind this new backdrop in sales. HIGHLIGHTS Top sellers spend less time selling and more time researching  Buyers trust individual sellers more than the organizations they represent LinkedIn offers much more value than just a place to get a job Post-pandemic: Very large deals are continuously being closed virtually Buyers are people so understand their context to angle your pitch more effectively QUOTESUse your tech stack and traditional sales together for bigger wins - Brian: "If I look at my own organization, the sellers that continue to strike the balance between leveraging the technology and being thoughtful about when it made sense to do business virtually, and also travel thoughtfully, performed extremely well."Sellers report continually closing deals over 500k without ever meeting buyers - Brian: "The technology generally is at a place where both buyers and sellers are able to be effective in their jobs and, for those reasons, we feel like this isn't something that's going to immediately 180 back to where it was pre-pandemic."Learn the politics within your buyer's organization to guide your sales process - Brian: "What are the organizational dynamics and what's the organizational political climate that your person or your champion or the buyer team is operating in? And that stuff guides so much more than I think the average seller would give credit to. But that is not something you are going to learn anything about unless you have a high degree of trust."Find out more about Brian Walton in the link below:LinkedIn: https://www.linkedin.com/in/brianwalton415/ 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

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change.Follow the Hosts on LinkedIn:Alastair Woolcock (CSO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Natalie Furness (CEO, RevOps Automated)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

Andres Lares is the CEO of Shapiro Negotiation Institute and author of Persuade. Selling is perceived as persuading, but to be truly effective, sellers must instead influence. Andres shares the why behind influencing from a psychological standpoint, as well as the massive gains in credibility by practicing empathy. By freely providing recommendations to buyers that truly help them get closer to their goals, sellers create trusted relationships that can last far longer than what would have otherwise been a simple sales cycle. Andres also discusses the value of continuous learning as you go through your own professional development.HIGHLIGHTS Lead with price and be convinced of your value to your buyer Video, along with audio and written, has its place as a communication tool Persuasion vs influence: Build credibility and practice empathy Continuous learning and increasing openness to try new things QUOTESBuild credibility by giving recommendations on best fit - Andres: "We know some really successful salespeople we've trained and worked with or partnered with where they have said, you know what Andy, I think in this situation I'm really not the best fit for you. And if you think of the way you can get the most credibility with someone, I can't think of a better way to authentically, genuinely say look, in this situation this is not a right fit. I actually recommend you do A, B, and C with a different group."Sell through the buying process, not the selling process - Andres: "I put empathy as one of the most important skills. As time goes on, it continues to become more and more important in management positions, in sales positions, in all of these, and I think that's a perfect other example. If we're selling to the sales process, we're thinking about us. If we are working with the buyer to work through the buying process, that's a completely different perspective."Find out more about Andres in the links below: LinkedIn: https://www.linkedin.com/in/andreslares/ Website: https://www.shapironegotiations.com/ Amazon book link: https://www.amazon.com/gp/product/B0964JQ5VT/ 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

Andy Champion is the Vice President and General Manager for EMEA and ANZ at Highspot. There is a big difference between managers and leaders and it has less to do with processes and more about inspiring others to greatness. Andy Champion discusses why curiosity matters and how to approach conversations with the intent to learn. He also digs into the importance of getting buy-in from the top to commit to coaching so that frontline managers implement behaviors that increase their chances of success. Lastly, Andy talks about mental health as a core component of enablement to create happy employees to further increase sales success.HIGHLIGHTS Approach conversations with the intention of learning more Equip, train, coach, and analyze salespeople for success Reinforce training of frontline managers to ingrain lessons Mental health is a core part of enablement QUOTESManagers manage processes, leaders lead culture and inspire greatness - Andy Champion: "As a leader, I think it's as you say it, it's fundamentally different. It's about inspiring people to do their best, as you said, to be the best version of themselves. The other thing I would add to that, Andy, I think that is critical is, as a leader, it's really important that we create a space, a culture, into which people can grow. We don't own that culture, we don't define that culture, but we certainly have a responsibility to create that safe space."Understand what is most important to buyers - Andy Champion: "If you're prepared to ask the questions and to listen intently with the whole approach solely of learning rather than necessarily forcing somebody down a particular track, my experience, that usually leads to better success. You're not going to w Qin every deal, you're not going to win every conversation because, do you know what, for some customers, you might not have the right solution, but you will always come away from those conversations having built respect and trust."Include mental health in enablement to make more effective salespeople - Andy Champion: "When you are more proficient in what you do, it's more likely that you will find joy in what you do, certainly fulfillment in what you do, and then, quite often, what will follow from that fulfillment and from that joy, quite often what will follow from that is success. Happy people generally get successful sooner or later. Successful people don't always find happiness."Find out more about Andy Champion in the links below: LinkedIn: https://www.linkedin.com/in/andychampion/ Website: https://www.highspot.com/ Email: andy.champion@highspot.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

Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significantly in the past decade. More companies have started to realize that every conversation matters—regardless if the deal pushes through or not—and that the way to push up win rates is by being genuinely curious. Andy and Elay discuss the 3 stages in a buyer's journey and what sellers must do in each stage to determine fit, ask meaningful questions, and offer creative perspectives that prospects may not realize. Elay emphasizes the role of a seller as a guide whose goal is to lead buyers to a solution to their problems.HIGHLIGHTS Sales enablement today makes every conversation matter more Sell better by empowering buyers to tell you what's important to them The 3 Stages of the Buyer's Journey: The What, How, and Who Conformity versus curiosity: Increase win rates by asking questions QUOTESSellers must act as a guide for buyers to reach their destination - Elay: "Everyone's talking about MEDDPICC and MEDDICC these days and decision process, decision criteria, paper process. There's something there about buyers being empowered to write down what's important to them and then communicating that in their decision process and in their decision criteria. And I think that sellers need to be great at asking questions to assess whether there is a fit there."Genuine curiosity beats automation to increase win rates - Elay: "Forget automation. How many sellers are internalizing a strategy across their top 2 to 3 competitors? How many sellers are actually having an open conversation with their champion? How do we compare? And then taking the inputs, sharing it back with the team, and then doing a pursuit, doing a campaign around that. And how many managers are reinforcing that? I'd say not as many as there should be."Selling is a creative pursuit when you help solve a customer's problems - Elay: "I think we tend to forget that sellers are creating an opportunity to help someone solve a problem in an innovative way, and creativity is a very important skill. And I think underrated."Connect with Elay and get his books in the links below: LinkedIn: https://www.linkedin.com/in/elaycohen/ Website: https://saleshood.com/ Email: elay@saleshood.com Amazon author page: https://www.amazon.com/Elay-Cohen/e/B00JJWE98Y%3F 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

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change.Follow the Hosts on LinkedIn:Alastair Woolcock (CSO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Natalie Furness (CEO, RevOps Automated)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