Sales Strategy & Enablement by Revenue.io

Andreas Jonsson is the CEO of Shield, which provides LinkedIn analytics for content creators. Bottom line, if you post on LinkedIn you should be using Shield. If you're in sales, as most of you are, LinkedIn is becoming even more important to you. Increasingly it's where business happens. And in our conversation today, Andreas and I talk about an area of growing importance to sellers: developing your personal brand on LinkedIn. 82% of buyers look at a seller's LinkedIn profile before speaking with them the first time. Andreas shares what his experience has been as a result of using LinkedIn more effectively and the impact that has had on him and on the growth of Shield. He talks about his best practices for LinkedIn and how to measure the impact of those using Shield. All this and much much more.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Ron Karr is the CEO of Karr Associates and best selling author of "The Velocity Mindset®: How Leaders Eliminate Resistance, Gain Buy-in, and Achieve Better Results―Faster."Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Margot Bloomstein is a brand and content strategy consultant. And author of an interesting book titled, "Trustworthy: How the Smartest Brands Beat Cynicism and Bridge the Trust Gap." Now hearing that title you might think that this episode is about branding and marketing. As I read Margot's book it struck me that the same techniques that brands use to connect and build trust with their buyers applies to B2B sellers as well. And building your own personal brand as a trusted advisor. We dive into the 3 main elements of trustworthiness that Margot describes: (1) Voice; (2) Volume; and (3) Vulnerability. And what each of those mean for individual sellers and how they connect and interact with buyers.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Jim Irving is the CEO of Merit Consulting based in Belfast, Northern Ireland and author of the book, "The B2B Selling Guidebook." Today we're talking about service-led selling and why it's important in today's business environment. Plus, we explore some of the wide range of practical sales tactics that Jim has as a result of decades of experience in high-level complex enterprise sales.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Casey Jacox is author of the book, "Win the Relationship, Not the Deal" and host of the “Quarterback Dad” podcast. In this episode Casey and I talk about the value of relationships in building your book of business and career. And why you need to focus on winning the relationship first. Earlier in his career Casey found that too often, he was focused on the metrics of sales activities rather than understanding what makes a great salesperson. A common trap that far too many professional sellers fall into. Going through the motions without making the effort to understand why the things they do work. Or, as is more often the case, don't work. So, we'll dig into Casey's 6 rules for winning the relationship.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Mario Martinez Jr is Founder and CEO of Vengreso. In this episode we discuss the following conundrum: 68% of sellers today believe that the hardest part of selling is prospecting, when low win rates would tell us that actually selling (helping the buyer make their decision) is where most sellers are struggling. We also dig into the current state of social selling and Mario shares his 4 tips for effective selling via social. Including why social selling is not the same as social media marketing. And, why you should NOT engage in online or offline sales prospecting until you fix your personal and professional brand.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Garland Vance is the founder of Advance Leadership and author of the book, "Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace." And in this conversation Garland and I talk about busyness. Busyness being an overcommitment to too many good commitments. Well intentioned commitments. But as the saying goes, the road to hell is paved with good intentions. We talk about why Garland believes that busyness is not a good thing. Why it’s killing you. Why it’s robbing you of your quantity and quality of life. Garland shares a great example of why he believes that overcommitting yourself is like a form of hoarding. You'll want to check that out.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Lisa Magnuson is the author of "The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly." In today's episode Lisa and I talk about one of my favorite topics: winning big deals. We start with why and how companies make selling big deals harder than it needs to be. Lisa then shares her concept of the Customer Perception Spectrum and what sellers need to do to move up the spectrum. We dig into the whole topic of pre-call planning and why Lisa believes too many sellers are short-changing their pre-call planning. And what downsides flow from that. Plus, we dive into qualification and discuss Lisa's 3 layers of prospect qualification: early, core and advanced.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Jared Robin is the co-founder of the RevGenius community. In our conversation Jared and I cover a lot of ground. Starting with a discussion around the growth of the community in the sales world. Everybody is probably familiar with one or two of these at least. Jared takes us through the story of RevGenius's founding and talks about its mission and how it's serving its members. We dig into what's behind the rise of the community in sales and talk about how they have become a necessity for many sellers who aren't getting the kind of support for the development of their careers from their employers. We also explore the specific types of support that sellers are most looking for from RevGeniusFollow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyBlueboard | A rewarding alternative to President's Club | https://podcast.blueboard.comExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LPSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP