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
Aug 20, 2020 • 48min
807: The SDR Chronicles, with Morgan J Ingram
Morgan J Ingram is the Director of Sales Execution and Evolution at JB Sales Training. He's host of The SDR Chronicles and Muffins with Morgan on Linkedin LIVE. Honestly, I get tired just thinking about everything he does. In today's episode, we spend some time talking about…Morgan. I was really interested to learn about his story, as he’s made a big impact in a short time. We get into the specific challenges that SDR managers are facing, the evolution of the SDR role and what that means for how we structure sales. _Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 18, 2020 • 52min
806: Moving from Models to Mindset: Rethinking the Sales Conversation, with John Reid
John Reid is the founder of the sales advisory firm JMReid Group and author of the book, "Moving from Models to Mindset: Rethinking the Sales Conversation."On today's episode, John and I find ourselves in violent agreement about (most of) the main points of his book. We dig into why so many of our sales training dollars are misspent. Most of you know that is a particular concern of mine! And we spend time on what separates the good from the average seller. All sellers receive pretty much the same training and have the same skill set. So what enables some to achieve consistent results? The answer is simple. Plus, a great story from John about how he first learned to sell._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 13, 2020 • 45min
804: Why You Need to Build Your Sales Brand, with Justin Welsh
Justin Welsh is an SMB SaaS advisor and executive mentor who enables founders to drive scalable growth. He recently led LA-based PatientPop from $0 to $50M in recurring revenue.On today's episode, we get serious about a topic Justin believes more sellers should be paying attention to: building your own brand as a seller. I enjoy having the opportunity to talk with yet another emerging young leader in sales. I love hearing these new voices with new ideas and new perspectives on what needs to happen to drive the sales profession forward. So we’re going to dive into a wide range of topics including what and who are the major influences on how sellers learn how to sell. And what sales management needs to learn in order to better help sellers improve their performance._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 11, 2020 • 52min
803: Disrupt Yourself, with Whitney Johnson
Whitney Johnson is the author of the book, "Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve"First things first, I love this book. If you’re in sales 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.We cover a lot of ground in this conversation. She explains how the S curve of innovative disruption (popularized by Clayton Christensen's famous book, The Innovator’s Dilemma) can be applied to your personal disruption and transformation. 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._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 7, 2020 • 42min
802: Are Your Motives Aligned With Your Values and Actions? with Todd Davis
Todd Davis is the Chief People Officer for FranklinCovey and author of, Get Better: 15 Proven Practices to build more effective Relationships at Work.What I enjoyed about this conversation with Todd is that you’ll learn that building relationships with your team is very similar to building them with customers. We dive deep into building credibility and how you demonstrate character and competence. Plus, we discuss motivations - keeping in mind my favorite quote from Ralph Waldo Emerson, "What you do speaks so loudly I cannot hear what you say."_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 6, 2020 • 48min
801: Death To Fluff, with Belal Batrawy
Belal Batrawy, founder of Death2Fluff, and I are going to talk about why he believes it’s time to elevate the sales profession. What I really enjoyed about this episode is having the opportunity to talk with a bright young voice in sales, a person still at the beginning of his sales career (at least compared with me!) who is taking the time to think deeply about sales. There is way too much fluff in all the sales advice put out and I respect the way Belal is willing to put his beliefs out there. Today we dive into a wide range of topics including the major influences on how sellers learn how to sell and what sales management needs to learn in order to better help sellers improve their performance. _Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Aug 4, 2020 • 36min
800: Radical Sales Differentiation and Value, with Bill Cates
Bill Cates (author of "Radical Relevance") and I talk about what is means to be radically relevant in order to cut through the noise and grab a buyer's attention. I always enjoy talking with Bill. He’s a straight talker. And I really enjoy his emphasis on how sellers need to get out of their own heads about what differentiation is and what value is. Because if your buyer doesn’t think you’re differentiated and doesn’t believe your “value” to be valuable. Then, it’s not, is it? We’re also going to dive into a handful of Bill’s 17 Rules for Relevance and how use these to be critically compelling to get buyers moving and keep them moving._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Jul 31, 2020 • 34min
799: A New Way to Approach Sales Demos, with Zvi Guterman
Zvi Guterman, the founder and CEO of CloudShare, joins me for a conversation about why traditional sales demos haven’t kept pace with the demands and requirements of buyers. We talk about how buyers were changing even before the pandemic. And we’ll dig into the idea of the enabled and empowered buyer, and how sellers can reduce the friction associated with demos and proofs of concept. _Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Jul 30, 2020 • 36min
798: What's Next for B2B Sales? with Matt Heinz
Matt Heinz, President of Heinz Marketing and host of the Sales Pipeline Radio podcast, joins me for a conversation about what’s next for B2B sales. Matt and I talk about what changes he would make to how we structure and execute B2B sales if he were in charge. We’re also checking into a topic he and I first spoke about 4 years ago on this program - the 7 reasons why BDRs/SDRs aren’t making quota. This was from a chapter in his book, Full Funnel Marketing. So in this conversation I asked Matt to provide an update on what progress has been made (if any) on addressing those 7 reasons. And we’ll dig into a topic that’s on the top of a lot of sales leaders minds these days: What type of future should they be planning for? _Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
Jul 28, 2020 • 41min
797: MLB Super Agent Talks Sales and Negotiation Strategy, with Nez Balelo
Nez Balelo is a Major League Baseball super agent, representing such players as Japanese phenom Shohei Ohtani of the Los Angeles Angels, Ryan Braun of the Milwaukee Brewers, and many more. He’s also the co-head of CAA Sport’s Baseball Division. He joins me today to have a conversation about sales and negotiation strategy.As you can imagine, over a career negotiating contracts for some of the biggest stars in baseball, Nez has learned a thing or two about how to connect with the people on the other side of the table to get a deal done. We’re going to talk about the how to set the stage for negotiations and the role of personal influence. We’ll dive into the 4 common misconceptions about negotiations that trip up many sellers. And we’ll dig into Nez’s 4 key negotiating strategies that he uses to negotiate multi-million dollar deals for his clients. _Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
