Sales Strategy & Enablement by Revenue.io

Philip Edgell is the Chief Revenue Officer at Revenue.io. On today's episode we talk about the biggest challenges a new CRO faces. And the things that they need to prioritize when taking on responsibility for a new team. We then dig into the areas that sales leaders typically overlook when preparing for growth. We also talk about the trade-offs that sales organizations, and by extension sales leadership, makes in focusing on efficiency vs effectiveness. On deal flow vs win rate. And the problems with the growth at all costs mentality embraced by many companies.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

Andrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, The 11th Habit: Design Your Company Culture to Foster the Habits of High Performance. This is such a fun conversation. I love it when I have the chance to talk with people who I believe really get it. Who understand in reality, not the fake world of so many sales trainers, really understand what it takes to connect with other people and help influence the choices and decisions they make to achieve the business outcomes they desire. In this episode we talk the 10 Habits of High-Performance that Andrew spells out in his book.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

Anthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in the sales profession. And I love the new perspectives he brings to the table because that's what we need. New ways of looking at old challenges.Today we're diving into a new way of framing and assessing the value you bring to your buyers. Anthony calls it being One-up. You're in the One-Up position when your knowledge and experience benefits your clients, which makes your expertise invaluable. One-Up means seeking to solve the client’s problems, especially those beyond the scope of your prepackaged solution. The flip side of being One-up is being One Down. And Anthony shares what that means and how to avoid getting into a one down position relative to your buyers. We get into all of this and much much more.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

Nicolas Vandenberghe is the co-founder and CEO of Chili Piper. On today's episode we're talking about the importance of Speed to Lead. First, we dive into why companies that rely on inbound marketing to generate their sales pipeline are struggling to convert inbound leads. Then we dig into the whole issue of lead response time. Why does response time matter? Among other reasons, it's a first impression of you and your company. It's part of how buyers experience you. Nicolas and I dig into the findings from a recent study by Chili Piper on lead response. And what they found about the correlation of lead response time to lead conversion. FYI, they found that the average lead response time is 42 hours. Does it matter? Yes, it does. We get into all of this and much, much more.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

Pouyan Salehi is the founder and CEO of Scratchpad. In this episode we talk about the struggles sellers were having keeping activity updated in Salesforce, which drove Pouyan to start Scratchpad. And in a fun bit of nostalgia, I surprise Pouyan by asking him the same 7 rapid fire questions I asked him when he was first on the show 5 years ago.Conversation originally recorded in 2021.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

Kate Leidy, founder of Strively, an organization on a mission to reduce prison recidivism, and Ryan Hoppe (SDR at Pilot.com), a recent graduate of Strively's program, join me on today's episode. Kate was first on our show about a year ago. I had heard about Strively and was fascinated and impressed by what Kate was doing. So, as I do, I invited her to come on the show and talk about her program and the people she was helping. All that was missing was one of the graduates from her program. So tune-in today to hear Ryan’s amazing story.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

Will Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with email. And how sellers can increase response rates. Plus, we get into the most common use cases and the most surprising use case for Lavender.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

Frank Cespedes is a senior lecturer at Harvard and author of an excellent book titled, Sales Management That Works: How to Sell in a World That Never Stops Changing. Conversation originally recorded in 2020.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

Jeff Bajorek (Author, Advisor and Coach to B2B Sales Leaders) is the host of a new podcast Rethink the Way You Sell. On today's episode we start by exploring whether sales leaders are held to account for the right performance. If too few sellers, as a percentage, are hitting their quotas, the blame usually falls on rep. Who should be responsible for changing that? Plus, we dive into whether the right perspective for sales managers to have is one of quality control. If less than 50% of sellers are hitting quota, then doesn't it mean that sales managers aren't developing a good product? One that reliably works, does its job? 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

Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders.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