Sales Strategy & Enablement by Revenue.io

Andy Mowat is the founder and CEO of Gated. He’s on a mission to change the dynamic of email for sellers and buyers. Today we dig into the premise of Gated, which is that YOU should determine how people reach you. Gated challenges unknown senders to donate to charity in order to reach you — so every email in your inbox is worth your attention. We also get into why Andy believes that you should decide the price of your attention. And how you can do that. We also get into what Gated can mean for sellers and how it can work to your advantage. This is a fascinating discussion. Don't miss it.About the Host: 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

Bridget Gleason is the Chief Sales Officer at Silk. In case you weren't paying attention, this is Episode 1000 of the Sales Enablement podcast! And Bridget is the only person who could have been my guest for this milestone. Why? Well, for starters, Bridget has been a guest on 130 of the 1000 episodes. For newer listeners, you might not know that Bridget was my co-host every Friday for the first few years of this show. We called those episodes Frontline Friday because Bridget has been on the front lines of sales, as a CRO, CSO or VP of Sales for high growth starts for many years now. So, in our conversation today, we're turning the hosting duties over to Bridget. She's asking the questions. In particular, she's asking me questions about my new book.About 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

Phil M Jones is the author of the mega best-selling sales book, Exactly What to Say: The Magic Words for Influence and Impact. In today’s conversation we talk about “magic words”. I really like Phil’s book. He provides incredibly simple (yet highly effective) takeaways about the phrases that any seller can incorporate into their day-to-day selling that open the doors to in-depth conversations with buyers, help you understand and effectively answer objections, and thoughtfully challenge a buyer’s perspective. We’re going to go over a number of examples from Phils’ book, including my favorite “magic words” that you can use to help your buyers visualize success.Connect with Andy: LinkedInSponsored 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

Brandon Fluharty is the Vice President of Strategic Accounts at LivePerson. Today we’re having a conversation about health and well-being in sales. And how those are tied to your ability to perform at your best. To be the best version of you. We start by talking about why sellers should approach sales like an athlete. We dig into the four critical areas of your life that Brandon has identified that sellers need to monitor: (1) Sleep, (2) Skills, (3) Strain – the amount of mental and physical efforts, and (4) Satisfaction. The successful seller understands that physical and mental well-being are essential to unlocking your potential to become the very best version of you. Brandon and I talk about a new organization he’s launching for individual sellers to improve their overall performance in life and work: Be Focused. Live Great.This episode was recorded in Early 2021.Connect with Andy: LinkedInSponsored 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

Howard Brown (Founder and CEO at Revenue.io) and Ralph Barsi (Vice President of Global Inside Sales at Tray.io). Together and separately these two are some of my favorite guests. On today's episode we ponder the question, how important are sellers in today's sales environment? It's tempting to underestimate the importance of the credibility and trust that sellers develop with buyers. And how decisive that is in the buyer's decision making. Plus, we talk about win rates as a key metric in sales. Some sales bosses don't believe win rate is an important metric. Others think that's crazy. We get into it why.Connect with Andy: LinkedInSponsored 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

Thor Ernstsson is the founder and CEO at Strata. Today we're talking about the importance of your professional network. First we explore why sellers need to focus on building a network, then we dive into why they must treat it like an asset that produces a reliable return. Connect with Andy: LinkedInSponsored 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

Bob Wiesner is the managing partner at the Artemis Partnership and author of the new book, Winning is Better. On today’s episode we are talking about RFP-based sales. Governments, institutions with certain requirements, major enterprises. These are large deals that almost always have an RFP element. Bob shares some of the tactics they teach to their clients that enable them to regularly achieve win rates in excess of 60%. Which is pretty impressive on bid based selling! Plus. dig into why Bob believes that relationships remain the single, most important factor in winning project bids. And why achieving success in big deals today is no different than it was in the Before Times. Connect with Andy: LinkedInSponsored 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

Andres Lares is the CEO at Shapiro Negotiation Institute and the author of a new book, Persuade: The 4-Step Process to Influence People and Decisions. Today we're talking about persuasion and influence. First, we dig into the differences and why this is important in how you sell. Then we dive into the steps that Andres lays out in his book to build influence: Build Credibility, Engage Emotions, Demonstrate Logic, and Facilitate Actions. Finally we talk about the correlation he sees in these four steps and Maslow's Hierarchy of Needs. It's a very interesting perspective to hear on negotiations.Connect with Andy: LinkedInSponsored 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

David JP Fisher (aka DFish) is the president of RockStar Consulting, a keynote speaker, author, and one of my favorite people to talk with. You know I have a routine for preparing for podcast interviews. I do a lot of research on my guests. And prepare anywhere from 30-50 questions to ask the guest. And I do that for every guest. Except David. This is David's 4th appearance on my podcast and I've learned that works best for our conversations is just to tee up a couple topics and see where we go. Connect with Andy: LinkedInSponsored 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

Donna Weber is a customer onboarding expert and the author of Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions. On today's episode we're talking about taking care of your customers. Like, why too many companies (basically) ignore their customers while prioritizing new business over existing, and what the consequences of that are. Then we dive into Donna's Orchestrated Onboarding™ framework, and how it allows you to move away from ad hoc and reactive onboarding to delivering a prescriptive journey of best practices. Connect with Andy: LinkedInSponsored 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