Sales Strategy & Enablement by Revenue.io

Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders.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.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

In these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insights on the changing landscape of sales and the strategies to help you stand out in the crowd. Alastair and Jeff also discuss the importance of alignment, proper segmentation, and how to personalize the selling experience for each customer.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new 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.

Maura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives to empower their sellers to meet these new challenges. Maura details how they read the digital body language of their buyers and the tools they use to have focused and personalized conversations with them.HIGHLIGHTS● Growing from EA to CMO and the role of mentorship● Marketing at Qualified and tweaking the narrative● Digital body language and the rise of the anonymous buyer QUOTESMaura: "I think enabling your sales team to shift their pitch a little bit to recognize the world around us is important. For instance, we just rolled out a new first called pitch deck and we are tweaking the narrative slightly to recognize the landscape around us and has your company been affected by any of this stuff? What are your priorities as you head into this new landscape?"Maura: "We're making sure that ROI stories, customer success stories, glowing customer reviews are kind of at the fingertips for all of our sellers so that they can really fold those into the discussions and then making sure that those assets are public-facing and discoverable as well across our website, across our social channels."Maura: "Our reps who have figured out the art of observing digital body language and having a thoughtful pounce, as we call it or greeting, we generate a ton of pipeline directly from our website. I would say over half of our pipeline comes from real-time website conversations using our own product." Find out more about Maura in the link below:● LinkedIn: https://www.linkedin.com/in/maura-rivera/ More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.com Sponsored 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.com Explore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Confidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales, the importance of customer relationships, and how to achieve success without sacrificing creativity.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new 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.

Leahanne Hobson is the founder and CEO of Alinea Partners, a consulting firm that helps large IT companies assess and transform the buying experiences of their customers. On today's episode, Leahanne shares research on why 80% of CEOs believe they deliver superior customer experiences, but only 8% of their customers agree. We talk about why there's such a gap in the perceptions of the buyers vs the selling organization. Then we dig into why sales leaders seem to be so out of touch with the reality of how their buyers experience them.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.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new 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.

Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case?Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers. HIGHLIGHT QUOTESThe notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing."Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors. Because I'm responsible now for every single head versus cohort so now I'm going to be skip-leveling all the time, which is very healthy in many respects. But, there's a lot of leaders out there who'll press on and get in your way and it's not always healthy."Connect with Ralph in the links below:LinkedIn: https://www.linkedin.com/in/ralphbarsi/Website: https://www.ralphbarsi.com/Give their band a listen: https://www.ralphbarsi.com/segue/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.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidanceExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast*If you'd like to ask the guys a question that could get answered on the show, call our new 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, previously Chief Sales Officer at Silk, is now an Advisor for the company and is also the Chief Revenue Officer at Util. In this episode, Andy turns the hosting duties to Bridget to discuss his book, Sell Without Selling Out.They talk about being intentional in the steps that you take as a seller, knowing when to do something different, understanding the value that you can bring to your buyers, and other insights and key points in the book.HIGHLIGHT QUOTESYou need to have the courage to try and do something different - Bridget: "We want salespeople who are accountable. I've always thought 'I don't want to be accountable to your way if I don't think it's right.' If you're telling me to do a certain way and I'm accountable for the results, that's a hard no."Shaping generosity to help buyers achieve what's important to them - Andy: "It's also about helping them develop this vision of what success means for them. If you can play a role because you've built this trust-based relationship and play a role in helping shape this vision, you're influencing the choices they make."Find out more about Bridget in the links below: LinkedIn: https://www.linkedin.com/in/bridgetlgleason/ Website: https://www.principalpost.com/in-brief/bridget-gleason 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.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast

Anthony is the President and Chief Sales Officer of SOLUTIONS Staffing, an International Speaker, Sales Leader, and Author of Elite Sales Strategies. He talks about assessing the value that sellers can bring to their buyers and expands on the concept of being "one up".Anthony also shares his insights on why sellers should be in more positions of leadership, communicating problems effectively in sales conversations, and holding on to learnings from one prospect or client to be better prepared for the next.HIGHLIGHT QUOTESAnthony on the need for outside perspective: "When you start thinking about this group thing where everybody believes the same thing and they've all got the same information, you're ignorant about most things. You have very little domain authority in just about anything and you have very little experience in everything that is known."People have been quitting their jobs every month since the pandemic - Anthony: "You start looking at numbers like that and then you have 'the young people are great but they don't know how to do anything yet.' Do we need people who still know how to do things? Try to get the baby boomers to come back"Find out more about Anthony in the links below: LinkedIn: https://www.linkedin.com/in/iannarino/ Blog: https://www.thesalesblog.com/ Send a copy of your receipt for the Elite Sales Strategies Book to anthony@b2bsalestraining.com and get a bonus workbook!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.comBlueboard | World’s leading experiential rewards & recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastSelling with Purpose PodcastRevOps Podcast