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
Dec 30, 2020 • 50min
From The Vault: A Conversation with Whitney Johnson
Whitney Johnson is the author of the book: Disrupt Yourself. Master Relentless Change and Speed Up Your Learning Curve. Right off the bat, let me tell you that I love this book. If you’re in sales in any capacity and you’re struggling to Improve your performance, and perhaps need some additional motivation to make a change, then you need to read Whitney’s book. Whitney and I cover a lot of ground in this conversation. She explains how the S curve of innovative disruption, that was first popularized in the late Clayton Christenson’s famous book, The Innovator’s Dilemma, can be applied to your personal disruption, your personal transformation. The we dig into the psychology and neuroscience related to personal transformation and the factors that drive your motivation to learn. And we talk about why some people feel it’s a big risk to invest in their own development. A risk to disrupt themselves.
Dec 29, 2020 • 56min
859: Building Better Sales Habits, with Liston Witherill
Liston Witherill is B2B sales consultant, trainer, and host of the Modern Sales podcast, on which I was honored to be a guest. In this episode Liston and I dig into the topic of building better sales habits using the science of habit formation. This whole topic of habits is a favorite of mine. Where many people see skills, I see habits. Habits practiced over and over can become skills. The ability to connect with another person on a human level? That’s a habit. Curiosity is a habit. Work on your curiosity habit and the skill of asking great questions emerges. So Liston and I go back and forth on the basic habits that all salespeople need and various schools of thought behind the science of habit formation.
Dec 28, 2020 • 40min
From The Vault: A Conversation with Michael Bungay Stanier
Michael Bungay Stanier is the author of one of my favorite books The Coaching Habit. On this episode we talk about his new brand new book, The Advice Trap. Be Humble, Stay Curious & Change the Way You Lead Forever. Today we talk about the three main problems with giving advice: (1) your advice doesn’t work; (2) solving the wrong problem; and (3) proposing a mediocre solution. As a result, you risk becoming what Michael calls an Advice Monster. This episode was recorded in early 2020.
Dec 26, 2020 • 56min
From the Vault: A Conversation with David Brock
David Brock is CEO of Partners in Excellence and the author of the excellent book, The Sales Manager's Survival Guide. David is a self-described ruthless pragmatist and he joined me on this episode to talk about developing an effective sales execution framework. As Dave describes it "Increasingly salespeople and managers struggle to make sense of all the things they are being asked to do, and how these activities fit with each other.” So in this conversation we dig into Dave’s suggested sales execution framework and the 4 jobs sellers have to execute simultaneously..
Dec 22, 2020 • 42min
858: Self-Directed Performance Coaching, with Roger Connors
Roger Connors is a 4x NYTimes and WSJ bestselling author. In this episode we talk about his latest book Get a Coach, Be a Coach. Roger believes that outdated, old-school, one-on-one professional coaching models make effective coaching scarce, expensive, and hard to justify for the masses. It works for a few, but not for the many. What’s the answer? Roger proposes a new model for coaching called Self-Directed Performance Coaching.
Dec 21, 2020 • 48min
From The Vault: A Conversation with David Premier
David Priemer is the author of the new book "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)" On this episode we discuss how salespeople can arm themselves with progressive strategies for connecting with modern buyers. Plus, we dig into why so many sellers find themselves executing tactics they sense are outdated, ineffective, and inconsistent with their personal philosophy. This conversation originally aired in early 2020.
Dec 18, 2020 • 57min
857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes
Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. Mark’s a contrarian on the myths and bad practices that have built up around prospecting. It's why I liked his book. For openers we talk about why it’s better to have too few prospects in your pipeline than too many. I happen to agree with this. The low levels of quota attainment and win rates, that we all see and read about, are not a function of not having leads. It’s all about how ineffective sellers are once that they have leads. In which case more leads won’t solve the problem—it’s only doubling down on a bad bet.
Dec 17, 2020 • 47min
856: The Humanity of Video Messaging, with Tyler Lessard
Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. As you might expect, Tyler and I are going to spend most of our time talking about video messaging. However, before we get to that, Tyler and I talk about his time at Blackberry, and some of the lessons that he learned from that experience of seeing the king of the hill dethroned by smartphones. Then, we get into what it takes to get a sales team to embrace video messaging. Tyler share some compelling stats about why you’d want to use video messaging and his key tips on what sales teams need to think about when rolling out a 'video’ program.
Dec 15, 2020 • 49min
855: What Does It Mean To Be Sales Ready? with Jeff Santelices
Jeff Santelices is the Chief Revenue Officer at MindTickle. In this episode we start with what it means for a seller to be sales ready. Then we delve into the topic of sales learning and the levers managers can pull to improve sales performance. Next, Jeff shares the KPIs that he relies on to manage his team and reveals the one KPI that everyone uses that is totally useless. Finally, we talk about QBRs and how to run an efficient one in the midst of this pandemic.
Dec 14, 2020 • 40min
From The Vault: A Conversation with Mike Weinberg
Mike Weinberg is a consultant, speaker and author. His latest book is Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Mike and I always have a ball talking about sales. And, I warn you, this episode runs a bit longer than normal because once we got started talking it was hard to stop. Today we're going to debunk some of the popular myths about sales that are popular online. We’ll dive deep into some of the key themes in Mike’s new book including: (1) Why sellers need to be more discriminating about the sales advice the follow; (2) how to avoid being stuck in the procurement pit; and (3) how to work with procurement to get the outcome you need. Plus, we'll get into why you need to trust your people, not your metrics.w
