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 11, 2020 • 45min
854: Coachability, with Kevin Davis
Kevin Davis is the founder of TopLine Leadership and author of The Sales Manager’s Guide to Greatness. In this episode Kevin and I are talking about the importance of hiring coachable sellers. We get into why coachability is becoming even more important and how to screen for coachability in a job interview.
Dec 10, 2020 • 51min
853: Solution Selling, with Mike Bosworth
Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers. Plus we talk about the importance of relationships in sales and why the idea of relationships makes so many seller so uncomfortable.
Dec 8, 2020 • 37min
852: ringDNA’s Top Sales Coach Competition Winner, with Nichole Porter
Nichole Porter is a Sales Lead for retail at Shopify and she was the winner of ringDNA’s Top Sales Coach Competition. If you didn’t hear about that, sales managers and coaches from around the world submitted videos of themselves coaching a few rep calls that we had recorded. The public voted on the top coaches and narrowed down the entries to our semi finalists. Then our panel of esteemed judges chose the winner: Nichole Porter. In this episode we talk about Nichole’s rapid career progression at Shopify and we dig into how Nichole coaches her own team members.
Dec 4, 2020 • 60min
851: Selling is Easy, Buying is Hard, with Garin Hess
Garin Hess, founder and CEO of Consensus, is author of the book, Selling is Easy. Buying is Hard: How Buyer Enablement Drives Digital Sales Transformation and Shortens Sales Cycles. In this episode we get into why the lack of alignment between sellers and buyers is one of the biggest impediments to improving sales performance today. Plus we discuss the change of perspective sellers need for success, namely that they don’t close deals, buyers do.
Dec 3, 2020 • 47min
850: Don't Take Yes for an Answer, with Steve Herz
Steve Herz (President of The Montag Group) is the author of Don't Take Yes for an Answer: Using Authority, Warmth, and Energy to Get Exceptional Results. And he’s the President of The Montag Group, a leading agency representing top broadcast news and sports talent. In this episode we talk about personal development. Steve believes that we get a lot of positive feedback that we don’t actually deserve, In the age of “everybody gets a trophy” it could be the lack of honest feedback is what’s holding you back from performing at the level you desire. We dig into why the difference between being good and great is usually quite narrow. As many of you know, I think we do a real disservice to people who are looking to change by emphasizing transformation. Wholesales changes that are too often unsustainable. Steve and I discuss why it's often, a small tweak, a gentle adjustment, is all it takes to upgrade the trajectory of a career.
Dec 1, 2020 • 39min
849: Building Your Brand on LinkedIn, with Tara Horstmayer
Tara Horstmeyer is currently the Director of Partner Success at Gravy. In this episode we have an extended conversation about building your personal brand on LinkedIn. Tara takes us through her journey over the past 10 months in her mission to use LinkedIn to share more, give more, engage more, learn more and grow more. Plus, we dig into the impact this engagement has had for Gravy and for her growth as a manager. (She’s killing it. She’s already been promoted twice so far this year.)
Nov 30, 2020 • 33min
From The Vault: A Conversation with Keith Ferrazzi
Keith Ferrazzi is author of NYT bestseller Never Eat Alone: And Other Secrets to Success One Relationship at a Time. On today's episode we get into Keith’s formula for success and it’s a sweet and direct rebuttal to the growing chorus of “experts" who want you to believe that relationships aren’t important in sales. Plus, we get tactical on how relationship building is done. This interview was recorded in 2018.
Nov 24, 2020 • 52min
848: How to Create More Diversity in Sales, with Sally Duby
Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.
Nov 23, 2020 • 38min
From The Vault: A Conversation with Eric Barker
Eric Barker is the author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, On today's episode we get into how to build an awareness of your own strengths and weaknesses that allows you to navigate with and around them. Plus, why high school valedictorians don’t succeed the same way out of school and what that means for you. This interview was recorded in 2018.
Nov 20, 2020 • 43min
847: Field Sales, with Austin Rolling
Austin Rolling is the founder and CEO of Outfield. Austin’s journey is a great story of persistence and resilience. Not the least of which is that his product was created for field sales teams. And well, his team has had to pivot during COVID. We’ll get into what he’s doing to prepare for the next normal. We’re also going to talk about being homeless. As Austin was not that long before he started Outfield. That’s not the typical journey for an entrepreneur. You’ll want to make sure you check that out. And we dig into what Austin foresees as the future of field sales.
