Sales Strategy & Enablement by Revenue.io

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive.More on Andy: Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

In this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining human creativity and emotional connection in marketing to ensure customer engagement and long-term success.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Jessica Gilmartin (CMO, Calendly)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.

Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and achieve this by presenting insights to clients on the costs of remaining in the status quo. Jennifer also discusses their Challenger Loop and how surveys still work to provide feedback on deals they lost or are in danger of losing.HIGHLIGHTS The 5 sales mindsets and how Challengers challenge beliefs  Finding talent and retaining them by ensuring good fit A no decision is NOT because of price or product The Challenger Loop QUOTESPairing your sales mindset with a methodology Jennifer: "I think Challenger is really about arming someone like me who is a Relationship Builder to rewire their brain to say, 'You don't have to be this person's best friend.' They're not going to buy from you because you took them out to lunch or you were super nice to them on the call. They're going to buy from you because they think you have insight that helps their business.”Hiring questions to ask Challengers Jennifer: "What information, beliefs, assumptions lead them to believe that current state is good enough? And that's what I'm looking for. Are they looking at CEO podcast interviews? Are they watching content online? Are they a student of the customer? And then three, how would you think about reframing them through questions?"Why "better" ends up as a no decision Jennifer: "My job as a seller is not to show why it's better. My job is to show the cost of an action. What is the cost of the status quo? Before I ever start going off about what I have to offer and what that looks like."Find out more about Jennifer in the links below: LinkedIn: https://www.linkedin.com/in/jenniferallen1121/ Website: https://www.challengerinc.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

In this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze massive amounts of data and improve simulations. They also explore the shift from an inside-out to an outside-in approach in sales operations, the importance of recording customer interactions, and the potential of generative AI in enhancing sales strategies.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Spenser Miller-Fellows (Sr. Director of RevOps & Sales Enablement, Revenue.io)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.

Christine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course that highlights individuals who may not have the experience in SaaS but have proven, through actual work, that they in fact excel at sales. We unravel how their course provides this service free of charge and their 92% rate of success in placing reps in good standing.HIGHLIGHTS Aspireship: Finding competence and character over experience Training on objection handling, Salesforce, and customer experience Roleplaying tests detail-orientedness and its application Teachers and the hospitality industry are good at sales Helping talent acquisition find the best talent QUOTESChristine: "I believe that most sales leaders will tell you that some of their best hires they've ever made didn't look great on paper but they've done extremely well. And they're trying to replicate that over and over again. Like, how do I find more of those people that are the diamonds in the rough that nobody would give a chance?” Christine: "The most interesting thing is watch them do the work and then look at the resume and you'll be surprised that they haven't had that experience, and watch them do it. They actually can. So we're showing and showcasing people in a totally different way and it's all through the product."Christine: "We look at the 90-day mark. Are they in good standing? And currently, we're at 92% of our grads that we placed are in good standing in the companies that they're in at the 90-day mark. So they're in good standing, so I think that's a really important metric."Christine: "If you've been in our space for any length of time, you know that there's some antiquated thinking that, in order to get great people that want to stay for any length of time, you're going to have to do something different."Find out more about Christine in the links below:LinkedIn: https://www.linkedin.com/in/christinerogers2/Website: https://aspireship.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

In this episode, Alastair and Howard are once again joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the implications of regulating AI and generative technologies while avoiding stifling innovation. They explore the role of AI in augmenting human intelligence, creating efficiencies within businesses, and improving sales conversations. They also tackle the potential impact on jobs, students, society as a whole, and the global competitiveness of nations in the AI space.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Tom Davenport (Author, Professor, and World-renowned Thought Leader)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.

Bridget Gleason is the Chief Sales Officer at Util. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the motivators that keep your head in the game and your energy focused on the buyers. Plus, much more!More on Andy: Connect on LinkedInOur Special Guest: Bridget Gleason (Chief Sales Officer, Util)Sponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

In this week's episode, Howard and Alastair are joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the transformative power of generative AI in various industries. They explore the practical applications of AI beyond software development, including its potential in healthcare, knowledge management, and answering customer queries. The conversation also delves into the challenges of implementing bespoke generative AI software and highlights the importance of integrating it into business processes for maximum value.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Tom Davenport (Author, Professor, and World-renowned Thought Leader)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.

Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to present your LinkedIn profile to achieve this goal and how your digital territory is expanded through conversations. In terms of your content, post who you are and allow buyers to get to know you and what you stand for to create that connection.HIGHLIGHTS Social media should generate leads and meetings Crafting a buyer-centric profile on LinkedIn Create conversations to increase digital territory The content you post is a reflection of your values  QUOTESTim: "We see social media as being able to give you two things. The first thing it should be giving you leads and meetings. The way that you go about your work on social media should be strategic. Everything you do, everything you post, everything, that comment that you write is to drive you to get leads or meetings."Tim: "If your people aren't empowered and aren't prepared to be able to get those sort of things, that's the sort of level of money that you're leaving on the table. And that's going to your competition."Tim: "All the research shows that people come to social media to be social and it's about striking at that conversation and, to grow your digital network, that's what you got to do, you've got to have conversations."Tim: "What you post is who you are, and what you need to be doing is that you need to be encouraging, you need to be insightful, you need to be interesting. Even better still, entertaining."Find out more about Tim and get his book in the links below: LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/ Amazon book link: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012 Sponsored 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

In this week's episode, Alastair and Howard are once again joined by Kaylin Moore, the Director of Revenue Operations at Zelis, a leader in improving economic outcomes in the healthcare industry. They discuss the need for immediate action to combat the shortage of registered nurses lost during the pandemic, the potential role of automation in filling the healthcare workforce gap, and the importance of investing in technology to alleviate administrative burdens on doctors, nurses, and patients.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Kaylin Moore (Director of Revenue Operations, Zelis)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.