Sales Strategy & Enablement by Revenue.io

Juliet Funt is the Founder and CEO of the Juliet Funt Group, as well as the author of the book A Minute to Think. Something lacking in today's busy world is white space. This is time with no assignment and has been proven to boost creativity for you to do your best work. This is in contrast to the culture of busyness which fills up every available moment with tasks that may or may not even be relevant. White space should ultimately be brought home for you to be present with joy, hobbies, family, and children so you do not miss out on your life.HIGHLIGHTS White space allows for thinking time and the flow of creativity Busyness and wellness: Change the culture through dialogue Time thieves are attractive but they turn drive into overdrive Email diet: Touch it less or compose it better QUOTESWhite space is time with no assignment - Juliet: "In white space, as we define it, we call it time with no assignment. This is you're a dog in the park without a leash and your mind can run, thinking about anything at once, unencumbered by rules, unencumbered by instruction. It's what we're missing. We never have that freedom." Busyness is ingrained in culture - Juliet: "The salespeople sometimes are in their own personal habitual groove of creating that activity, but it also has to do with the rewards and rules that they live within. So if you have to calendar 20 meetings a week, you're going to find 7 low-value meetings to throw in to make your 20 even though you know that it would be better to focus on the 13 high-value meetings. But you're not allowed to." An email diet opens up your time for deep work - Juliet: "That moment where you go “Okay, I was going to check email and now I'm not’. And what you learn in that second is that you have no idea what to do other than that. So you're forced into this moment of ‘Wow. What else could be next?’ And you look at your calendar and you realize you have 20 minutes til the next call and then it gets weird. And then you start realizing I had no idea how to busy myself if I don't fill with a digital sip."Find out more about Juliet and take the Busyness Test in the links below: LinkedIn: https://www.linkedin.com/in/julietfunt/ Website: https://www.julietfunt.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

Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics. Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also discusses paradigm shifts needed in sales on what defines productivity and how to enable managers themselves.HIGHLIGHTS Salespeople and leaders must be intentional about what works and doesn't Change the basis of productivity so sellers can focus on self-improvement   Managers have all the answers versus managers direct to the right answers Enablement leaders must identify subject matter experts within teams  QUOTESBe intentional about introspection - Shaan: "When you're short-term optimizing for just trying to get those dials to work in the spreadsheet, you lose the fact that any given day anyone in this seat should be carving some time for introspection, for understanding what worked well in that call and what could've gone better. And those are the moments that make you 10, 15% better every week, every month."Incentivize introspection and continuous learning - Shaan: "It starts by having a conversation at the leadership level around duration and how you're thinking about the next generation of leaders within your company. If you want good people to stay, it's not just going to be for lone wolf economics. It's going to be for folks who are recognized for being far more."Shift the paradigm that sales enablement is linear - Shaan: "I'm starting to hear this from some of the most mission-driven and forward-thinking enablement leaders I've worked with is becoming less of the owner of enablement in a company and more of the facilitator; identifying subject matter experts within individual teams and departments and working with them to enable and empower them at the manager level to be those enablement leads, as opposed to just a linear I'm going to push all this content down to you."Find out more about Shaan in the links below: LinkedIn: https://www.linkedin.com/in/hathiramani/ Website: https://flockjay.com/ Email: shaan@flockjay.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

Josh Little is the Founder and CEO of Volley. There is a need for a better way to communicate as only 7% of communication is delivered through words. Volley's asynchronous messaging expresses tone of voice and body language and combines it with the convenience of texting. Josh shares its best uses in developing relationships in mastermind groups and between mentors and their mentees.HIGHLIGHTS Volley: An asynchronous messaging app with the benefits of video and convenience of texting Use cases for creators and long sales cycles Video messaging allows flexible communication to enhance relationships QUOTESVolley facilitates video messaging in long sales cycles - Josh: "Especially for long sales cycles, we've heard it used. If you know we're going to be talking for the next 12 to 18 months and we're going to be sharing a lot of data and that's going to get lost in your inbox, then yeah, let's jump into Volley."Creating value for mastermind groups and mentors and mentees - Josh "Folks that you wish you had more time with, there's an interest in being connected, it's just real hard to schedule that time for people you're mentoring, people who are mentoring you. It's great for things like that. You're right, for building relationships, for creating more connection with the folks that you want to be connected with."Find out more about Josh in the links below: LinkedIn: https://www.linkedin.com/in/littlejosh/ Website: https://www.volleyapp.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, Marcela Piñeros, the Global Head of Sales Enablement at Stripe, joins Howard and Alastair to discuss the musicality of making RevOps work.Follow the Hosts on LinkedIn:Alastair Woolcock (CSO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Marcela Piñeros (Global Head of Sales Enablement, Stripe)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

Mario Martinez is the CEO and Founder of Vengreso. Prospecting in the digital age looks drastically different from how it used to just a couple of decades ago. There are many ways to optimize this and one of the best is by using video. This medium, compared to cold calls and emails, has the added advantage of displaying your expressions to create meaningful connections.Mario shares some digital-age tactics that may seem elementary to younger salespeople but are virtually unknown to sales leaders aged 45 and up. This is incredibly relevant to incorporate in training and being successful in an omnichannel approach to meeting buyers where they are at.HIGHLIGHTS Moving to Hawaii and Vengreso's focus on digital sales training for better prospecting Most salespeople find prospecting to be the most difficult part of sales Video tactics for prospecting in the digital era An omnichannel approach to selling meets buyers where they are  Fix your own social-selling brand before engaging on social media  QUOTESShowing your expressions and emotion on video make it a powerful medium Mario: "Video is powerful, video is amazing. 59% of executives report that they watch 1 business-related video at least per week. Also, we know that video can do something for engagement, which is, it's the visual piece."Optimize your outbound to get more wins Mario: "We waste so much time as sellers trying to reach out to buyers who don't necessarily have a problem that they are interested in solving at that point in time. And that's the hard part is, especially on the outbound prospecting. Inbound is a little different because someone is proactively, potentially raise their hand and said ‘Hey, I have this problem.’ But on the outbound, you're basically shooting in the dark."Create a seller profile to be effective in social selling Mario: "If you're going to leverage a social medium and engage with a potential buyer, the probability of them clicking on your profile and looking back at you is extremely high. In fact, LinkedIn ran a state of today's buyer report at the end of last year and they reported that 72% of buyers who are engaged by a seller, whether it's through a call or whether it's through email or LinkedIn, will actually look back at a seller's profile."Find out more about Mario in the links below: LinkedIn: https://www.linkedin.com/in/mthreejr/ Website: https://vengreso.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

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 every day. As they create this structure for consistent wins, the top performers’ actions become aligned with their vision for themselves, which then grows confidence, and sets a solid floor to reach any bar afterward.HIGHLIGHTS The upsides and downsides of company hopping Allow sellers to adapt first before throwing them out Streaking: Strengthen your consecutive muscle for personal development Track your streaks and increase your credibility and confidence QUOTESSuccessful people are intentional about their inputs for personal development Jeffery: "One of the metrics that I look at is not anything to do with their output. It has everything to do with their input in regards to what's the one thing you're doing to develop yourself right now in order to get to the place where you can have outputs?"Top performers develop their consecutive muscle over time Jeffery: "They have a muscle that they've developed over time, one that is ignored by most people and I call it the consecutive muscle. It's they've decided that every day they're going to do personal development in order to be the best salesperson they could be. And it's hidden, it's hidden behind their numbers."The best salespeople enjoy success because of their personal development Jeffery: "The difference between an ordinary and an extraordinary person is the focus on the inputs. And he says, what learned is that when you focus on your inputs, intrinsic, what's happening inside, that success becomes a consequence rather than the goal." Find out more about Jeffery and the Streaking App in the links below: LinkedIn: https://www.linkedin.com/in/jefferyjdowns/ Website: https://www.streakingmastery.com/howtostreak Streaking app link: https://www.thestreakingapp.com/ Amazon book link: https://www.amazon.com/Streaking-Practice-Conscious-Consistent-Life-Changing/dp/1989603467 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.com

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 top and how the very culture of sales must adapt to truly welcome diversity. She unveils the shocking levels of sexism and racism in the workplace still happening today and the need to call it out. Otherwise, the status quo will persist and companies will miss out on the massive contributions people from other walks of life and cultures can bring to the table.HIGHLIGHTS Integrating more women in sales starts with sales leadership  Change sales culture to be outcome-based and welcoming of diversity Confronting sexism and racism in the workplace Tweaks, not drastic change, go a long way in integrating diverse people QUOTESSales leaders must examine their culture if they want to hire high-achieving women Cynthia: "If you're looking for a trucker, you go to trucker.com. If you're looking for diverse female sales candidates, then let's have a conversation. So number 1, you have to go where they are. Number 2, before you even do that, you've got to think about your culture. If you're having beer drop Fridays and cornhole competitions and ping-pong and local events at happy hour, you have to look and see. ‘Does the majority of my female sales staff enjoy doing those things?’"Fear is the driver of workplace status quos among managers Cynthia: "I would love for sales managers to say, here is your goal. How you get there, as long as it's legal, moral, and ethical, I don't care how you get there. But most managers don't trust enough to let that happen. It is the fear thing."Combat isolationism in the workplace with onboarding tweaks Cynthia: "Onboard in pairs or groups of 3 so you start to form their little ERG, if you will, so that they don't go through the onboarding process alone. But the moment you have an onboarding class, let's say it's 10, and you have one black and you have one woman, and they're the only one, yes you've hit your diversity metrics, but how are they feeling about being welcomed into the company where no one looks like them?"Find out more about Cynthia in the links below: LinkedIn: https://www.linkedin.com/in/cynthiabarnes/ Website: https://nawsp.org/ Amazon author page: https://www.amazon.com/Cynthia-Barnes/e/B08JJBHYZ9%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. 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 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

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. Nick also discusses how to maximize video and use it to increase your chances of getting bookings, as well as the lasting value of asking about the weather to make a connection.HIGHLIGHTS Selling duty-free luxury items and crazy stories of on cruise ships B2C selling emphasized the importance of relationships in sales Take the prospect off the streets: People buy from people they like The secret to confidence on video is lighting The weather question is still a good conversation starter QUOTESOne of the best ways to improve is to listen to your own calls Nick: "People don't do it themselves. They're afraid to watch themselves or listen to themselves. And if you just do it 3, 4, 5 times in a row, get over that fear, and you start to see your crutch words. You start to see your negative words. You start to see these things that can be kind of easily corrected, you just have to have the thought to do it."Lighting brings confidence on camera Nick: "The key thing to becoming comfortable on camera that everyone misses is they don't light themselves correctly. And if you see my videos, they all have the consistent look. And all I have is 2 $35 soft box lights and I have a $38 webcam. But the webcam makes me look better than I look and the lighting makes me look way better than I look, frankly. But if you feel subconsciously that you look good, you're going to present a lot better."Find out more about Nick and connect with him in the links below: LinkedIn: https://www.linkedin.com/in/nick-capozzi/ Website: https://salespitching.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

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 their continuous learning. This curiosity about what makes them behave a certain way is not just important for personal awareness, but it also helps them to think for themselves, a soft skill with a direct correlation with sales success.HIGHLIGHTS Serving as a Marine and entering sales through a nonprofit for running Companies must invest in coaching and performance management CBT laid the foundation for Tim's coaching and changing behaviors Healthy competition builds an encouraging sales culture The Marines reinforced how to think for the greater good of the team QUOTESCBT is at the core of how and why Tim coaches Tim: "To me, it's all kind of laid the foundation, like all that work I was doing in the jail and in nonprofit was CBT-based, like helping people form better habits, exploring why they think things, and how they think about things."Changing habits starts with an openness to learn Tim: “As we think about changing habits, it's about taking this mindset that you're open first to changing your habits. It has to start from a place of openness, like I'm open to getting better. And as I think about teams, this idea of continuous improvement and not getting complacent and just there's always more to learn. There has to be a hunger to learn."Find out more about Tim in the links below: LinkedIn: https://www.linkedin.com/in/tim-mann-98381b53/ Website: https://www.blueboard.com/ Email: tim.mann@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 PodcastRevOps PodcastSelling with Purpose Podcast