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
Sep 8, 2020 • 45min
815: How WFH Changes the Buying Process, with Tom Williams
On today's episode, Tom Williams the CEO of DealPoint and I discuss what the impact of WFH is on the buying group, the stakeholders, if the informal collaboration that existed in the office is gone? How does that affect each stage of the buying process? Then we'll dig into when changes in buying behaviors should impact how you sell.
Sep 4, 2020 • 42min
814: Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates, with Karin Hurt
On today's episode my guest is Karin Hurt, author of the book "Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates."Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have. This is a huge problem in sales. Sellers stuck in an ineffective and unproductive sales process. Who won’t speak up. Who won’t push back. Today, we dig into why people have FOSU (fear of speaking up) and what constitutes courage in a business setting.
Sep 3, 2020 • 1h 19min
813: Helping SEALs Transition Into Sales, with Chris Anthony and Robert Moeller
On today's special episode, Chris Anthony (VP of US Consumer Goods at SalesForce) and Robert "Moe" Moeller (former US Navy Seal and Director of Military Teams sales at WHOOP) discuss their work with the Seal Future Foundation, an organization dedicated to helping Navy SEALs successfully make the transition into sales.Seal Future Foundation: https://sealff.org/
Sep 1, 2020 • 50min
812: Outbound Sales Call Master Class, with Art Sobczak
Art Sobczak is author of one of the classic sales books, "Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling." In today's episode, we talk about the essential and practical takeaways from Art’s book. We’ll dig into how to get a win on every call and how to eliminate the term “rejection” in your proactive calling. Plus, Art shares how to leave a voicemail that will increase your chances of getting a response. Tune in for a master class on how to improve the effectiveness of your outbound calling.
Aug 31, 2020 • 41min
From The Vault: A Conversation with Robert Cialdini
Robert Cialdini is the NYTimes best-selling author of Influence: The Psychology of Persuasion as well his latest book, Pre-Suasion: A revolutionary Way to Influence and Persuade. He's also The Regents Professor Emeritus of Psychology and Marketing at Arizona State University. In this episode, Dr, CIaldini shares what savvy communicators do BEFORE delivering a message. Then we dig into why it might be that the value of your insights and offer may be less important than WHEN you present them. Plus, he shares a startling insight about buying from people we "know, like and trust."This episode was recorded in Early 2017.
Aug 28, 2020 • 39min
811: Emotional Intelligence for Sales Leaders, with Colleen Stanley
On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will share the simple steps leaders can take to verify that candidates have the emotional tools required to succeed in sales.
Aug 27, 2020 • 38min
810: Confronting Sexism in Sales, with Rachel Mae and Keenan
On today's episode, Rachel Mae (Director of Sales for ASalesGuy) and Keenan (CEO of ASalesGuy and author of GAP Selling). Two weeks ago Rachel shared a story on LinkedIn about a cold call she made to a VP of Sales. In this brief call she encountered the kind of casual sexism that pervades much of the sales world. Rachel had had enough. And in a courageous post on LinkedIn she told the story of what happened. She named names. She called them out. And she knew Keenan had her back. But that was just part of the story. We’ll also talk about the reactions Rachel received to her post and we’ll get into what everyone can do to take a stand against the behaviors that Rachel, and all women in sales, encounter on a routine basis.Read Rachel's LInkedin Post: http://bit.ly/rachels-post_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 25, 2020 • 45min
809: Self-Directed Sales Coaching? with Ralph Barsi
Ralph Barsi is Global VP of Inside Sales at Tray.io and one of the most respected voices in modern sales. He’s one of my favorite people to talk with about books. He’s an incredible reader. About sales. About anything. In today's episode, in addition to books, Ralph and I discuss how much responsibility sellers have for their own development. One of my favorite topics. There’s a burgeoning movement called self-directed coaching. In other words, individuals taking responsibility for their own coaching. Ralph and I dig into this whole topic. It’s important because no one cares about your career and your success more than you do. So, what are you going to do about it?_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 24, 2020 • 35min
From The Vault: A Conversation with Dan Pink
Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode. Originally recorded October 2018._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 21, 2020 • 49min
808: We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging, with Mike Robbins
Mike Robbins is a former professional baseball player, motivational speaker, and author of an interesting book titled, "We’re All in This Together: Creating a Team Culture of High Performance, Trust, and Belonging."Now here’s the thing about this book. As I was reading it, I kept thinking, well, this applies to sales and that applies to sales. In fact when you think about it, successfully working a complex deal selling to an enterprise with a lot of stakeholders involved, is, in fact, an exercise in team building. On this episode, Mike and I discuss his 4 pillars for team building. Unlike in most books about team building these lessons are not just for leaders. It’s really about what you can do as an individual to be part of team. How your contribution helps to build the culture of the team. We also dive deep into the need for authenticity and vulnerability in our communications._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
