Sales Strategy & Enablement by Revenue.io

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs?More on Andy: Connect on LinkedInPre-Order Andy's 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

Christopher Croner is a Principal at SalesDrive, LLC. He's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io in another first for this show. One Tuesday this week we had the first father-son guest combination. Today is the first time we've had two PhDs in psychology on the show. We start with one of my favorite topics: why don't more sales organizations have a mental health professional on staff? After all, we know what the issues are. We've seen the data about the high levels of depression and burnout among sales professionals. Why are corporate and sales leaders so unwilling to provide the levels of support to help deal with these issues that have such an impact on performance and productivity? We then talk about Chris's new video series Sales Psyched and explore why Chris believes that #1 thing a seller can do for a client is to introduce them to someone who could be their client.More on Andy: Connect on LinkedInPre-Order Andy's new book 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

Stephen Timme (Founder and President of FinListics Solutions) and Melody Astley (CRO of FinListics Solutions) are co-authors of a new book Insight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact. On today's episode we're talking insight-led selling and why, as they write, “The salesperson should be more interested in learning about my business, instead of telling me about theirs." We talk about research from their book that finds that only 19% of sales managers believe their sellers are trusted advisors. If so few managers think their sellers are trusted advisors, what percentage of buyers think the same? Plus, we dive into the 3 things that buyers want from sellers.More on Andy: Connect on LinkedInPre-Order Andy's new book 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

Michael Tecce is the Vice President of Ricoh Global Services Americas and today he joins me with his son, John Tecce, a Senior Account Executive at Alation. This is the first father-son guest pairing on our podcast. And in this multigenerational episode we compare and contrast selling and sales careers. Michael has worked for one company for 37 years. John is already working at the 5th company in his career. They share the advice that Michael gave John as he thought about getting into sales. As well as the advice he gave John when hd left his first job in sales, at the same company that Michael works for. Michael also talks about the changes he's seen in selling and in salespeople over the course of his career. And what it takes to be a good leader today. Plus, of course, we get into the differences in how John and Michael view selling.More on Andy: Connect on LinkedInPre-Order Andy's new book 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

Kyle Racki is the co-founder & CEO of Proposify. On today's episode we're talking about the importance of proposals and why Kyle believes that proposals "the most important stage of the sales process." We explore how you can differentiate your proposal to close a deal. And we dig into some of the key findings from research Kyle and his team did on winning proposals that are contained in Proposify's State of Proposals Report. Including: why 2 page proposals had the highest close rate by far. The 7 sections that must be in a winning proposal. And why images in a proposal can make the difference. It's all good stuff. We get into all of this and much, much more.More on Andy: Connect on LinkedInPre-Order Andy's new book 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

Mark Magnacca is the President and Co-Founder, Allego, Inc. and co-author of Mastering Virtual Selling: Orchestrating Sales Success. On today's episode we start off with a great definition of virtual selling. Being a great virtual seller means understanding a prospect’s mindset when you are not meeting with them in person. Which has always been the case with sales. That's where the difference is made. It's not just what you do in front of the buyer. As Mark and I dig into in our conversation, it's what you think about, plan and do when you're not in front of the buyer that makes the difference. As Mark says Virtual selling is learning to be a maestro (master) at orchestrating all the moving parts in the buying process to achieve the outcome you want. We get into all how you can become that maestro and much much more.More on Andy: Connect on LinkedInPre-Order Andy's new book 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 PodcastSelling with Purpose PodcastRevOps Podcast

Sara Levinson (Vice President Of Business Development at Prometric) joins me on today's episode along with my co-host, Howard Brown (CEO of Revenue.io). In our conversation we focus on the qualities that make a great salesperson. We start by getting into what a great seller, which is easy to say but harder to describe. We then dive into why more sales leaders need to provide greater autonomy to their sellers. And the benefits of encouraging sellers to think and act as the CEOs of their sales patch, whether that's a list of accounts or a geography. Finally, we dig into why sellers need to have a better understanding of their own selling process and numbers.More on Andy: Connect on LinkedInPre-Order Andy's new book 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 PodcastSelling with Purpose PodcastRevOps Podcast

Shannon Minifie is the CEO at Box of Crayons. On today’s episode we get into one of my favorite subjects: curiosity. We start by digging into why curious people, those who challenge assumptions and want to know the why behind the how, are often considered troublemakers. Then we dive into why assumptions are killing your company and your sales team. Finally, we get into why if your organization is more advice-driven than curiosity-led, you are missing valuable opportunities to be more innovative, resilient and successful. Which are all traits the successful sales team needs.This episode was recorded in Early 2021.More on Andy: Connect on LinkedInPre-Order Andy's new book on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioBombBomb | Build better business relationships with video messaging | BombBomb.comScratchpad | 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 PodcastSelling with Purpose PodcastRevOps Podcast

Alex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what so many used to excel at: proactive phone calls to customers and prospects. The proactive phone call is defined by Alex as calling customers and prospects when nothing is wrong. And we dig into whether sellers are moving away from the phone or is it more about how the phone is being used these days. Plus, we dig into how sellers are using the proactive calling to drive revenue growth.More on Andy: Connect on LinkedInPre-Order Andy's new book on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioBombBomb | Build better business relationships with video messaging | BombBomb.comScratchpad | 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 PodcastSelling with Purpose PodcastRevOps Podcast

Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the struggles of being a woman and a mom in the workplace she was proactively eliminating a portion of the market — the portion that might not be the best fit for her.More on Andy: Connect on LinkedInPre-Order Andy's new book on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioBombBomb | Build better business relationships with video messaging | BombBomb.comScratchpad | 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 PodcastSelling with Purpose PodcastRevOps Podcast