Sales Strategy & Enablement by Revenue.io

David J.P. Fisher is the President of RockStar Consulting, a Sales Hall of Fame inductee, keynote speaker, author, and coach. Part of our journey as salespeople is the alignment of our individual values with how we sell. Being intentional about this growth not only makes us sell more effectively but also makes us more memorable. David comments further on the role of sales leadership in enabling the success of sellers, as well as win rates being an essential KPI.  HIGHLIGHTS● Know yourself more to sell better● Be intentional with authentic vs salesy behavior● Coaching on self-awareness and incremental changes● A seller's win rate is a key indicator of performance QUOTESDavid: "If you are a young seller who has that first sales job and you just are getting this message from the people on high that, hey, you just got to do this, again, self-awareness is not an easy, not only an easy path, it's not an easy path to choose, I think, and that's why you get stats that half the sellers are unmemorable."David: "If I was deliberate about it, at least then I can then figure out if it works or not. I wasn't just muddling along. It was like I was deliberately trying this, holy crap, it worked. Okay, so let me examine that. Or I deliberately do this, it did not work. Let us re-examine this."Andy: "The salespeople that work for them are basically the product, and that product is an individual who can go and operate at a certain level in a predictable fashion. And so, that's really the job of a sales manager. My job is to develop these individuals in such a way and manage them, coach them, so that they can really achieve a certain level of performance, that being quota." Find out more about David in the link below:● LinkedIn: https://www.linkedin.com/in/iamdfish/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Jeb Blount is the Founder and CEO of Sales Gravy and bestselling author of 14 books, including his latest one called Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. The conversation on price increase is one that sellers and buyers simply do not want to have. It is, however, an essential one. Jeb discusses how and why you have to defend your price increase to your customer and drive it all the way to acceptance. He breaks down the differences in dealing with big and small companies and how preventing resentment and contempt should be your primary goal.  HIGHLIGHTS● Writing Selling the Price Increase● Your approach prevents resentment and contempt over price increase● Nonnegotiable and negotiable price increases● Analyze your customer risk profiles QUOTESJeb: "You didn't treat them like you would want to be treated. They're going to get mad whether you go in or not, but they're going to get a lot madder when you give them two days to make a decision whether or not to stay with you. So that's the other way. The other way is just taking people for granted."Jeb: "You get 1% price increase, you get a 400% higher return on that 1% investment to your bottom line than you do for something new you sold. So the price increase has got a massive impact to your bottom line. But it doesn't have an impact if you lose the customer while you're getting the price increase."Jeb: "Getting prepared means that you need to understand the basis for the price increase and you need to be able to take the inbound call, listen to the person, deal with it, and give them the reasoning behind it because your job is to defend the price increase." Find out more about Jeb and get his latest book in the links below:● LinkedIn: https://www.linkedin.com/in/jebblount/● Amazon: https://www.amazon.com/gp/product/B0B45B7V3Q/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Bryan Smith is the Co-Founder of LEON Health Science. There are many similarities between sales teams and athletes and, as such, managers can learn how to manage their team's stress and burnout the same way. Stress is not always a bad thing but a rate of stress that doesn't allow for recovery is what can cause burnout. Bryan discusses timing and how recovery weeks rejuvenate individuals. He also talks about the need for 1-on-1 coaching because the nature of stress and burnout varies greatly from person to person.  HIGHLIGHTS● Sales teams as athletes: Timing sales sprints and recovery weeks● Managers should coach 1-on-1 and tracking the trend of burnout● Adaptability, resilience, and a having a holistic view of people QUOTESBryan: "We need to be more careful about how we organize and structure a period of performance for a group of sales teams. That might be introducing backoff weeks. That might be reducing your sales performance numbers, either if it's calls or meetings set, whatever it is, for a certain period of time."Bryan: "For any of the sales managers listening, like all you really need to do is develop a three-question survey on a scale of 1 to 5 asking about stress, asking about sleep, and asking about recovery. And then maybe do that before and after a sales sprint."Bryan: "It's not the thing that you do, it's the timing of the thing that you do. And that's what we need to understand is that if we want to build resilient organizations full of culturally-diverse people, then we have to zoom out a little bit and manage on a more real-time basis." Find out more about Bryan in the links below:● LinkedIn: https://www.linkedin.com/in/bryan-smith-leon/● Website: https://www.myleon.co/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Maura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives to empower their sellers to meet these new challenges. Maura details how they read the digital body language of their buyers and the tools they use to have focused and personalized conversations with them.HIGHLIGHTS● Growing from EA to CMO and the role of mentorship● Marketing at Qualified and tweaking the narrative● Digital body language and the rise of the anonymous buyer QUOTESMaura: "I think enabling your sales team to shift their pitch a little bit to recognize the world around us is important. For instance, we just rolled out a new first called pitch deck and we are tweaking the narrative slightly to recognize the landscape around us and has your company been affected by any of this stuff? What are your priorities as you head into this new landscape?"Maura: "We're making sure that ROI stories, customer success stories, glowing customer reviews are kind of at the fingertips for all of our sellers so that they can really fold those into the discussions and then making sure that those assets are public-facing and discoverable as well across our website, across our social channels."Maura: "Our reps who have figured out the art of observing digital body language and having a thoughtful pounce, as we call it or greeting, we generate a ton of pipeline directly from our website. I would say over half of our pipeline comes from real-time website conversations using our own product." Find out more about Maura in the link below:● LinkedIn: https://www.linkedin.com/in/maura-rivera/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Stu Heinecke is an editorial cartoonist for the Wall Street Journal and author of How to Get a Meeting with Anyone and the newly-published How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth. Stu makes an analogy between sales and weeds (the dandelion, in particular), and shares his insights on how weeds use unfair advantages to grow and their innate aggressiveness to survive. He discusses several strategies like the Seed Strategy which explores every bit of opportunity to grow and the Vine Strategy which leverages a multi-channel approach to growth.  HIGHLIGHTS● Grow like a dandelion in the middle of a cement divider● The Vine Strategy and the Weed Mindset● Cultivate unfair advantages for your business QUOTESStu: "What do vines do but climb up on the things that are nearby and, by doing that, they end up reaching and really occupying the crown of the tree that they've climbed or maybe they're up on top of a building or fence or something, but they're always borrowing the infrastructure of others to gain dominant access to rain and sunshine, and the rain and sunshine here is sales and growth."Stu: "When you watch what weeds do, they are aggressive and urgent and they're persistent and they're resilient and adaptive, and I would say even optimistic. So actually, those are the 6 characteristics that I listed in the book."Stu: "The Weeds Model actually takes us through this process of 8 levels of examining what it is we can do to create new unfair advantages for our business." Find out more about Stu and get his books in the links below:● LinkedIn: https://www.linkedin.com/in/stuheinecke/● Website: https://stuheinecke.com/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Garland Vance is the Founder of AdVance Leadership and author of Gettin' (un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace. Busyness is not a badge of honor. It is, however, steeped in good intentions as busyness is an overcommitment to good commitments. Garland emphasizes the need to uncommit and get unbusy through his 5 steps. He also shares a few practices of highly productive yet unbusy people in time blocking and working around the whole schedule according to 4 buckets: relationships, rest, reflection, and recreation.HIGHLIGHTS Commitment, not time management, is the solution to busyness Busyness is overcommitment the same way hoarding is over-collecting 5 steps to get unbusy: Decide, Deconstruct, Design, Develop, Draw others in 4 practices of unbusy people: Relationships, Rest, Reflection, and Recreation QUOTESGarland: "As technology progressed, our boundaries in life regressed. And so, it used to be in Herman Kahn's day, you had an office and at the end of the day, maybe you packed up your briefcase and had a couple of papers that you brought home. But you couldn't take your office with you. And we're at the point now where there are no borders at all."Garland: "Busyness is an overcommitment to too many good commitments. So nobody's busy because they're doing terrible things, unless you're a dictator or a drug dealer, something along those lines. Those people are busy for bad reasons, but for most of us, we're busy because of work, because of kids, because we have more projects to do around the home, we're busy because we're trying to reintegrate into life after COVID."Garland: "This is a self-inflicted injury. You're doing this to yourself and I couldn't see it. And that's when I realized, okay, that is what busyness is overcommitting whereas hoarding is over-collecting."Garland: "Purpose is all about knowing what your why is. Why am I on the planet? Simon Sinek emphasized this a lot. Why am I on the planet? What am I here to do? Why does my job exist? So know your why. Productivity is doing your why. So productivity isn't about activity. It's about accomplishment of what you actually do that moves you toward your purpose." "And then peace is resting on your why. It's the willingness to say I can do anything I want but I can't do everything at once and I won't be able to do everything I want. So what are the few things that I'm going to commit to and then how do I say no to everything else?"Find out more about Garland and get his book in the links below: LinkedIn: https://www.linkedin.com/in/garland-vance/ Website: https://www.killbusy.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.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Erik Host-Steen is the Founder and CEO of SMP Alignment which stands for Sales, Marketing, and Products. He discusses the Round Canoe Phenomenon where misalignment between SMP causes the boat to go around in circles. One way he addresses this is with an Outcome Hierarchy that is grounded on a purpose, a strategic mission vision, a tactical approach, and metrics. He discusses how structure can give rise to incentives that make people act opposite to the purpose at the top of the hierarchy. Ultimately, misalignment causes missed targets, higher churn, and lower retention of key employees.HIGHLIGHTS The round canoe: Misalignment makes you go in circles Outcome hierarchy and getting clarity on the definition of terms Fix the structure of incentives to hit quota targets  QUOTESErik: "If we take a sales leader, a marketing leader, and a product leader, put them in this round canoe, and then the CEO hands out paddles and says okay, team. Let's start rowing. We get a circumstance where the boat doesn't really go in a straight direction and, oftentimes, people are rowing against one another."Erik: "The beginning of alignment is the definition of terms. And being clear on what we really mean when we say structural or what we really mean when we say cultural, these are important things to sort of get clear on."Erik: "A good place to look is the incentive structures behind that are creating that outcome and behaviors that we're seeing, and that's a great example, why do we give all these great customers to a few salespeople. Let's the rest of us should be like whatever, and maybe that's okay, but we got to do it with eyes wide open, recognizing the kind of business that we're trying to build."Find out more about Erik in the links below: LinkedIn: https://www.linkedin.com/in/erikhoststeen/ Website: https://www.smpalignment.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.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to present your LinkedIn profile to achieve this goal and how your digital territory is expanded through conversations. In terms of your content, post who you are and allow buyers to get to know you and what you stand for to create that connection.HIGHLIGHTS Social media should generate leads and meetings Crafting a buyer-centric profile on LinkedIn Create conversations to increase digital territory The content you post is a reflection of your values  QUOTESTim: "We see social media as being able to give you two things. The first thing it should be giving you leads and meetings. The way that you go about your work on social media should be strategic. Everything you do, everything you post, everything, that comment that you write is to drive you to get leads or meetings."Tim: "If your people aren't empowered and aren't prepared to be able to get those sort of things, that's the sort of level of money that you're leaving on the table. And that's going to your competition."Tim: "All the research shows that people come to social media to be social and it's about striking at that conversation and, to grow your digital network, that's what you got to do, you've got to have conversations."Tim: "What you post is who you are, and what you need to be doing is that you need to be encouraging, you need to be insightful, you need to be interesting. Even better still, entertaining."Find out more about Tim and get his book in the links below: LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/ Amazon book link: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012 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.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Ralph Barsi is the VP for Global Inside Sales at Tray.io and he joins today's show to discuss Andy's latest book Sell Without Selling Out. The book shows sellers the journey through the buyer's perspective and how to change some salesy behaviors that buyers hate. Andy refers to the value of intentionality in getting buyers closer to a decision and encourages sales leaders to promote creativity and autonomy in their organizations. Andy also discusses the 4 pillars or human skills you need to succeed in sales: connection, curiosity, understanding, and generosity.HIGHLIGHTS Sell Without Selling Out: Be in your buyer's shoes Being intentional increases your odds of success Sales leaders must encourage autonomy and initiative 4 Pillars: Connection, Curiosity, Understanding, and Generosity The difference between good and bad sellers is very small QUOTESAndy: "It requires intentionality to do it well. You have to be intentional about self-assessing. You have to be pragmatic about it. You have to be intentional about every interaction you have with a buyer about what is the value I'm going to provide to them in this interaction is going to help them move closer to making a decision."Andy: "More sales leaders should step up to allow their people this autonomy. In fact, the science is pretty clear that when you give humans more agency over the choices they make, they're going to be more creative and productive and innovative in how they get the job done."Andy: "Two things. One, that works both for you as a seller, right? If you're trying to understand what you're doing as a seller, try to change it. Same applies to your buyers. If you're truly trying to understand what's most important to your buyer and help your buyer understand what's most important to them, try to change what they're doing."Andy: "I really don't think that there's good sellers and bad sellers. I think there are people that think and who are thoughtful about things and those who don't. The differences are really small between what you might consider a good seller and a bad seller. And so, everybody has this capability of making that transition. It's small things that make a difference."Find out more about Ralph in the link below:LinkedIn: https://www.linkedin.com/in/ralphbarsi/ 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.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different.HIGHLIGHTS Simulations improve sales strategies Change the perception: Tell stories and solve legitimate concerns  Coaching teaches how not to blow through red lights Giving sympathy vs providing empathy Find your differentiator that engages clients in your story QUOTESJennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller."Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy."Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those."Find out more about Jennifer and get her book in the links below: LinkedIn: https://www.linkedin.com/in/jennifercolosimo/ Website: https://www.franklincovey.com/ Reach Howard in the link below:LinkedIn: https://www.linkedin.com/in/howardbrown/ 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.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast