Sales Strategy & Enablement by Revenue.io

Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space. HIGHLIGHTS Getting in front of litigation lawyers and having more conversations Researching and creating a sub-persona beneath the persona within the ICP Cold call success: Research, a calm demeanor, and genuineness QUOTESResearching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tells about what they do vis-à-vis what my client does."Creating a story using talking points from outsourced research Jim: "As the phone's ringing, I'm looking at the notes I already have, he was... on the John Gotti trial, and then I'm looking all these other points, and then I'm scraping that also and putting in it as a tag. So it's almost like a story of all these disparate pieces of information and the person who's making the phone call has to have the ability to take those disparate points and put it into a sentence."Calm demeanor versus fast talking on a call cold Jim: "I'm not saying that somebody who's high energy can't be successful but I think that the person that's receiving a call or talking to somebody doesn't want to speak to a fast talker or the one that seems like the Diamond Jim. They want to talk to somebody who's genuine and having a calm demeanor and having a good conversation about what the situation is all about." Find out more about Jim in the links below: LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/ Twitter: https://mobile.twitter.com/socialseller1 Website (under construction): http://litigationconnection.com/ Phone: 708-629-9333 More on Andy Paul:Connect on LinkedInLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Mary Laudati, a coach and seasoned expert in B2C sales consulting, shares valuable insights on customer engagement and effective sales strategies. Topics discussed include building trust, respecting consumer preferences, acquiring good data, personalization, quick responses, and passionate interactions. Mary also reflects on valuable life lessons and their passion for volleyball.

In this week’s episode, Alastair and Howard are once again joined by Charlie Cowan (aka RevOpsCharlie), a renowned author and expert in Revenue Operations acceleration. Together, they delve into the transformative power of RevOps in modern business, emphasizing the critical balance between the external, customer-centric aspects, and the internal operational components. You will hear valuable insights into the agile approach needed to navigate the evolving landscape of sales, customer success, marketing, and AI, all while ensuring a seamless and engaging experience for customers.Follow the Hosts on LinkedIn:Alastair Woolcock (CSRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Strategy & Enablement PodcastRevOps PodcastSelling with Purpose Podcast*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Author and Revenue Acceleration Expert Charlie Cowan discusses the role of AI and automation in sales, the fear and opportunities of advancements in AI, communication challenges, the impact of automation and AI on business, and choosing a theme for RevOps party.

Andrew Peterson and Spencer Dent, co-founders of Clozd, discuss the value of effective win/loss analysis. They explain how Clozd conducts analysis for clients, highlighting the importance of buyer feedback. They emphasize the significance of open communication and collaboration between sales and product teams, and provide insights on interpreting feedback and identifying trends. The chapter also explores the concept of win rate and the benefits of using a sales platform for coaching and addressing losses.

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success. Keep those questions coming!Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)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*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness. HIGHLIGHTS A worthy goal is thrilling, important, and daunting Draft your goals: Name the prizes and punishments Change: Fix what's broken or amplify what's working? Get motivation by understanding your worthy goal  QUOTESMichael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a little bit."Michael: "It's better when you draft it. The first draft is not going to be as good as the second draft is not going to be as good as the third draft. Don't get seduced into thinking your first goal is the real goal."Michael: "If your brain spends too much time focused just on the outcome, it's actually demotivating because your brain is just not that good at telling the difference between what's happening and what you're imagining is happening. So if you spend your whole time visualizing hitting your quota or buying your house or whatever, at a certain point your brain goes, well, done. It feels like you've actually got this and you lose some of your motivation. It's bizarre but powerful."Find out more about Michael in the links below: LinkedIn: https://www.linkedin.com/in/michaelbungaystanier/ Personal website: https://www.mbs.works/ Corporate website: https://boxofcrayons.com/ More on Andy:Connect on LinkedInLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Derek Knudsen, Chief Delivery Officer at Revenue.io, discusses value realization in enterprise software. Topics include aligning customer needs with product development, pitfalls of starting with features, understanding customer outcomes, creating lasting value, measuring outcomes in the product industry, building a customer-focused culture, and understanding customer value in enterprise sales.

Jennifer Colosimo, President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling, talks about the importance of storytelling for effective selling. They discuss how simulations improve sales strategies and the value of coaching to avoid blowing through red lights. She also emphasizes the need to find your differentiator that engages clients in your story.

This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results.Follow the Hosts on LinkedIn:Alastair Woolcock (CSRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Kris Rudeegraap (CEO, Sendoso)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Strategy & Enablement PodcastRevOps PodcastSelling with Purpose Podcast*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.