Sales Strategy & Enablement by Revenue.io
Revenue.io
With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.
Episodes
Mentioned books
Mar 11, 2021 • 51min
889: Blissful Prospecting, with Jason Bay
Jason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in various forums. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality on its own. Plus, what companies should be doing to develop career tracks for prospectors._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Mar 9, 2021 • 48min
888: Winning Sales Remotely, with Dave Shaby
Dave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely" This is a fun conversation that gets to the heart of some of the key issues that sellers are confronting in this new sales world, We talk about how the past 12 months accelerated the inevitable transition to more virtual selling . And what that means for sellers. Plus, we dig into the ten seller behaviors that B2B buyers say have the greatest impact on their purchase decisions._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Mar 5, 2021 • 49min
887: Selling the C-Level, with Steve Hall
Today on the show, Steve Hall (Co-Founder of Executive Sales Forum International) and one of Australia's leading C-Level sales experts. Lots of great practical takeaways in this episode. We get into the evolving role of the C-level in enterprise decision making. What is/isn't important to them. And WHEN to start selling to the C-level. That's key. Plus, how to prepare for C-Level meetings so execs feel it was a valuable use of their time. How to research. How to conduct these meetings. How to schedule follow up meetings. Like is said, we cover a lot!_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Mar 4, 2021 • 1h 8min
886: Sales Management That Works, with Frank Cespedes
Frank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That Never Stops Changing."_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Mar 2, 2021 • 53min
885: Unstuck: How to Unlock and Activate the Wisdom of Others, with Craig Lemasters
Craig LeMasters is the author of "Unstuck: How to Unlock and Activate the Wisdom of Others" and the CEO of GXG, a consulting firm based in Atlanta. On today's episode, we talk about what it means to be stuck. As an organization and as an individual. And how to get unstuck. Per the title of Craig's excellent book. In short, if you’re not making progress at the speed you want to be, if your day-to-day work is a flurry of activity without a lot of impact to show for it, you’re definitely stuck In our conversation we talk about the impact of being stuck. Plus, we get into a learning technique that he used when he was running a $2 billion organization to help get unstuck. It's called Rapid Cycle learning. Otherwise known as wisdom based learning._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Feb 26, 2021 • 46min
884: Mental Health and Sales Performance, with Chris Hatfield
Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in today's uncertain environment. Plus, Chris and I talk about tackling the stigma of mental health in the workplace._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Feb 25, 2021 • 41min
883: Opportunity Flow, with Justin Roff-Marsh
Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing opportunity in sales teams._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Feb 23, 2021 • 42min
882: Salespeople as Entrepreneurs, with Susanna Camp and Jonathan Littman
Susanna Camp and Jonathan Littman are the co-authors of an interesting new book titled, "The Entrepreneur's Faces: How Makers, Visionaries and Outsiders Succeed." It's full of compelling stories about entrepreneurs, but what struck me was how it really is a guide for personal development. Specifically, for sales professionals. We are all mini-entrepreneurs in how we manage our patch, afterall._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Feb 19, 2021 • 50min
881: What is Revenue Operations? with Jordan Henderson
Jordan Henderson is the Director of Revenue Operations (aka RevOps) here at ringDNA. If you've heard talk of RevOps and you're just not sure what it is then this is the episode for you. Before we get to that, however, Jordan tells us how and why a LAWYER (like himself) ends up in Revenue Operations. Then we dive into why RevOps is such a critical function for sales organizations in today's digital selling world, what it means for your GTM strategy, and how RevOps will continue to evolve and grow.'_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Feb 18, 2021 • 46min
880: Why Your Personal Brand (on Linkedin) Matters, with Casey Graham
Casey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's essential for individuals to build their own personal brand. Do you still doubt the importance of a personal brand for sales professionals? A recent study by RAIN Group found that 82% of buyers read a sellers LinkedIn profile before talking with them. Over the past year Casey has become, in my mind, the most eloquent and forceful advocate of this topic. So, Casey shares some key metrics that demonstrate the impact of this LinkedIn strategy for his company. And then we dive into why Casey, as a CEO of a high growth start-up, encourages his team to be active on LinkedIn and why he isn't afraid of people leaving._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
