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
Jul 2, 2020 • 1h 10min
787: Challenging Sales Orthodoxy, with Justin Roff-Marsh
Justin Roff-Marsh is the author of, "The Machine: A Radical Approach to the Design of the Sales Function," and Founder of Ballistix, a Los Angeles-based sales consultancy.In this episode, Justin and I challenge sales orthodoxy on a wide range of topics. Tune in to see why I love having Justin on the show to confront the conservative, hidebound thinking that dominates in sales.
Jun 30, 2020 • 37min
786: Six Essential Rules of Sales Negotiation, with Mike Schultz
Mike Schultz is the President of the RAIN Group. In this episode, we talk about the new report RAIN Group published on B2B sales negotiations titled, "Top Performance in Sales Negotiations: Surprising Research on Tactics Sellers and Buyers Use, What Works, and What Doesn’t." Mike and I dig into why good business deals are as much about good selling as they are good negotiation. We then get into RAIN’s Six Essential Rules of Sales negotiation, what Mike’s team found was the most effective sales negotiation tactic, and why that tactic is rarely seen by buyers.
Jun 26, 2020 • 39min
785: The Survivor, with Scott Leese
Scott Leese, Founder of Surf & Sales, Co-Host of the Surf & Sales podcast, and author.In today's episode, we learn of Scott's amazing resilience in combating a life-threatening illness and how he used that experience to launch his successful sales career. Listen and learn why Scott and I both hated making cold calls and what we did to avoid them! (Hint: It's get promoted to manager)
Jun 25, 2020 • 41min
784: Increasing Sales Productivity with Attention Management, with Maura Thomas
Maura Thomas is the author of "Attention Management: How to Create Success and Gain Productivity Every Day."In today's episode, Maura shares with us why “time management” is not the solution for increasing your personal productivity. When distraction is the enemy, and that distraction comes in an increasing number of digital forms, the cure is "attention management." Listen and learn how to manage your attention in a communications economy driven by capturing and holding your attention. _Arm your team with the tools they need to work from anywhere. To learn more, visit www.ringDNA.com/andy.
Jun 23, 2020 • 41min
783: The Laziest Salesperson in America, with Gessie Schechinger
Gessie Schechinger is the VP of Sales at Zibtek and the CRO at OnCourse Sales Engagement Platform. In today's episode, Gessie and I dig into how sellers should think about automation as a vehicle for retention and the battle for the "soul of sales". Plus, we explore new ways to measure sales rep productivity._Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy
Jun 21, 2020 • 24min
782: Keenan Talks GAP Selling - The (Uncensored) Sales Madness Interview
This is part one of my interview series with the four finalists of ringDNA’s Sales Madness BEST SALES BOOK bracket competition. Over 5,000 people voted and four authors were crowned the greatest of all-time: Jeb Blount, Keenan, Mike Weiberg, and Paul Smith. Today, Keenan joins me to talk about why GAP Selling is such a hit, as well as the future of sales, what it means for salespeople, and how sales teams can successfully navigate it.
Jun 18, 2020 • 51min
781: Inside Sales Performance, with Kevin "KD" Dorsey
Kevin "KD" Dorsey (VP of Inside Sales at PatientPop) and I discuss how to improve inside sales performance and why taking responsibility for investing in our own sales-education has been key to our success._Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy
Jun 16, 2020 • 58min
780: How Modern Day Ride-Alongs Build Successful Sales Teams, with Antonio Garrido
Antonio Garrido is CEO of Sandler Training in Miami and author of a new book titled, "The 21st-Century Ride-Along: How Sales Leaders Can Develop Their Teams in Real-Time Sales Calls." Listen and learn why ride-alongs are a powerful yet underutilized development tool in the sales leader’s toolkit. We'll get specific on how sales manager's can plan and execute a successful ride-along, why they'll need to allow their reps to fail, and how not to allow themselves to fall victim to The Lone Ranger-Syndrome.
Jun 12, 2020 • 34min
779: Sales Excellence and Major Account Selling, with Ben Cohen
Meet Ben Cohen, Head of Sales Excellence and Marketing (North America and South America) for HELLA. If you're not familiar, HELLA is a $10 billion German enterprise with nearly 40,000 employees serving the automotive industry worldwide. In this episode, Ben joins me to talk about how to effectively transition major account sellers (who historically have nurtured critical strategic relationships with face-to-face selling) to virtual and remote sellers. We'll then dig into how Ben and HELLA define sales excellence and how they measure success.
Jun 11, 2020 • 37min
778: Wait, I'm the Boss?!? A Guide for New Managers, with Peter Economy
INC Magazine management columnist and author of the new book “Wait, I’m the Boss: The Essential Guide for New Managers to Succeed from Day One," Peter Economy joins me talk about why leaders can’t wait on their company to train and enable them to be a good manager.
