Sales Strategy & Enablement by Revenue.io
1,554 episodes - English - Latest episode: about 1 month ago - ★★★★★ - 332 ratingsWith 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, hosts Howard Brown and Alastair Woolcock deliver 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.
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Episodes
744: Quantifying Intangible Sales Factors Using AI, with Rob Käll
January 16, 2020 08:00 - 46 minutesRob Käll, CEO of Cien, Inc., joins me on this episode.
744: AI in Sales: Quantifying the Intangible, with Rob Käll
January 16, 2020 08:00 - 46 minutesRob Käll, CEO of Cien, Inc., joins me on this episode. KEY TAKEAWAYS Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling. Rob tells of working in SaaS and not seeing revenue scale with the sales team’s growth. In 2016, Rob and a business partner addressed the problem of scaling sales revenue by starting Cien. Cien is a web app. A prospect can get a Hidden Revenue Assessment...
743: Sales Conversation Analytics, with Howard Brown
January 09, 2020 08:00 - 46 minutesHoward Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them. RingDNA helps reps to be better conversationalists and ask better questions, get to the point, and add value. Howard...
743: Analytics for Sales Conversations, with Howard Brown
January 09, 2020 08:00 - 41 minutesHoward Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them. RingDNA helps reps to be better conversationalists and ask better questions, get to the point, and add value. Howard...
743: Analytics for Sales Conversations, with Howard Brown
January 09, 2020 08:00 - 40 minutes - 37.3 MBHoward Brown, Founder and CEO of RingDNA, joins me again on this episode of #Accelerate! RESOURCES Accelerate! on iTunes Please subscribe and leave a review! RingDNA Salesforce LinkedIn Range: Why Generalists Triumph in a Specialized World, by David Epstein MIT Membership: TheSalesHouse.com Andy’s Newsletter: Subscribe Sales Growth Planner™: Order LinkedIn | Facebook | Twitter CONTACT HOWARD BROWN Contact Howard: [email protected] Website: RingDNA.com T...
742: Universal Truths for Sales, with Shari Levitin
January 02, 2020 08:00 - 42 minutesShari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do. Shari quotes David Brooks that we have resume virtues and eulogy virtues. The eulogy virtues make the difference in today’s digital envir...
742: Sales Truths: Are They Universal?, with Shari Levitin
January 02, 2020 08:00 - 47 minutesShari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do. Shari quotes David Brooks that we have resume virtues and eulogy virtues. The eulogy virtues make the difference in today’s digital envir...
741: Sales Ops: Outbound, with Ben Salzman and Kyle Williams
December 26, 2019 08:00 - 1 hourBen Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.
741 Rerun - Outbound Ops, with Ben Salzman & Kyle Williams
December 26, 2019 08:00 - 59 minutesBen Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate!
741: Outbound Sales Ops, with Ben Salzman and Kyle Williams
December 26, 2019 08:00 - 59 minutesBen Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.
740: Better Communication for B2B Selling, with Craig Walker
December 19, 2019 08:00 - 37 minutesCraig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast. SUMMARY Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts ...
740: Better Communication for B2B Selling, with Craig Walker
December 19, 2019 08:00 - 37 minutesCraig Walker, CEO of Dialpad, joins me on this episode.
740: B2B Selling and Better Communication, with Craig Walker
December 19, 2019 08:00 - 42 minutesCraig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast. SUMMARY Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts ...
739: Selling and Marketing: A New Approach, with Kimberlee Slavik
December 12, 2019 23:44 - 49 minutesKimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast. SUMMARY Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sa...
739: A New Approach to Selling and Marketing, with Kimberlee Slavik
December 12, 2019 23:44 - 44 minutesKimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast. SUMMARY Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sa...
738: Demonstrate Integrity and Service, with Ian Altman
December 05, 2019 08:00 - 44 minutesIan Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of the Sales Enablement Podcast. SUMMARY Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them. Andy and Ian explore how offerin...
737: Sales Relationships and How to Create Them, with Chad Sanderson
November 28, 2019 08:00 - 43 minutesChad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it. Automated templated emails tend to devalue human relationships. You can turn that email into a message relevant to a human being by adding two sentences crafted by a person for a ...
737: Create Valued Sales Relationships, with Chad Sanderson
November 28, 2019 08:00 - 38 minutesChad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it. Automated templated emails tend to devalue human relationships. You can turn that email into a message relevant to a human being by adding two sentences crafted by a person for a ...
737: Create Valued Sales Relationships, with Chad Sanderson
November 28, 2019 08:00 - 38 minutesChad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode.
736: Intentional Outbound Marketing, with Mercy Bell
November 21, 2019 08:00 - 48 minutesMercy Bell, Analyst at Dogpatch Advisors, joins me on this episode. KEY TAKEAWAYS As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience. After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduate high school, first to graduate college, and first to get a desk job. Mercy worked at the fu...
735: Get the Meeting! With Stu Heinecke
November 14, 2019 08:00 - 43 minutesStu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode. KEY TAKEAWAYS Russ Klein, CEO of the American Marketing Association, calls Stu Heinecke the Father of Contact Marketing. Stu admits to naming it. Stu is also a Wall Street Journal cartoonist. Cartoons offer a point of agreement. Stu used cartoons in direct mail campaigns for Rolling Stone and Bon Appétit and set records for responses. He wanted to penetrate the rest of the publish...
734: Focus on Sales Behaviors — not Product, with Sean Sheppard
November 07, 2019 08:00 - 46 minutesSean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode. KEY TAKEAWAYS GrowthX is a Silicon Valley venture capital partnership with an accelerator focused on sales and an academy that trains people in sales, marketing, design thinking, and data science and aims at developing markets. Sean describes the ‘lasting-mover advantage’ for companies that own the customer use case. Sean reminds his clients to go slow so they can go fast later. Look first f...
733: Harness Word of Mouth Marketing for a Sales Boom, with Bill Bice
October 31, 2019 07:00 - 41 minutesBill Bice, CEO of Boomtime, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Boomtime brings scale and efficiency to marketing. They combine technology and expertise to provide marketing as a service. Aggregating data opens up insights into your buyers, whatever size your company may be. Bill has founded several companies whose success correlates directly to the effectiveness of their go-to-market strategies. Bill started Boomtime to improve his companies’ marketing ...
732 Do Your Customers Love You? With Steve Farber
October 24, 2019 07:00 - 47 minutesSteve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode. KEY TAKEAWAYS People who are great at what they do love their company, team, and customers. Steve explains the impact of translating love into action in your work. Do soft skills make you nervous? Can love be quantified? Steve talks about the net promoter score and employee engagement as examples of love metrics. If you can’t measure something, ...
731: Why You Should Flip the Sales Script, with Oren Klaff
October 17, 2019 07:00 - 46 minutesOren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion...
730: What Are Your Sales Strengths? With Chris Spurvey
October 10, 2019 07:00 - 45 minutesChris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode. KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson. After 10 years, he read a Robert Kiyosaki book and identified himself as an entrepreneur. That led him into sales. Chris’s first sales position wa...
729: SEO, Lead Generation, and Sales Education, with Gaetano DiNardi
October 03, 2019 07:00 - 55 minutesGaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode.
728: Why Coaching is Critical, with Bill Eckstrom and Sarah Wirth
September 26, 2019 07:00 - 55 minutesBill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.
727: Have We Automated Sales Too Much, with Shawn Finder
September 19, 2019 07:00 - 41 minutesShawn Finder, CEO at Autoklose, joins me again on this episode.
726: Winning with Real-Time Proposals, with Bill Wilson
September 12, 2019 07:00 - 41 minutesBill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode.
725: Knuckle Dragging Sales, with John Crowley
September 05, 2019 07:00 - 38 minutesJohn Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode.
724: How Sales should work with Procurement, with Jens Hentschel
August 29, 2019 07:00 - 47 minutesJens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode.
723: Sales Enablement and Your Buyer, with Doug Winter
August 22, 2019 07:00 - 43 minutesDoug Winter, Founder and CEO at Seismic, joins me on this episode.
722: Selling on LinkedIn, with Dennis Brown
August 15, 2019 07:00 - 53 minutesDennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode.
721: Outbound Ops, with Ben Salzman & Kyle Williams
August 08, 2019 07:00 - 1 hourBen Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.
720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo
August 01, 2019 07:00 - 43 minutesWayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.
719: A Profit-First Approach to Growing Sales, with Jamie Shanks
July 25, 2019 07:00 - 39 minutesJamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode.
718: Social Dynamic Selling, with Rylee Meek
July 17, 2019 07:00 - 42 minutesRylee Meek, marketing consultant, sales coach, and author, joins me on this episode.
717: The Truth about Selling, with Mike Weinberg
July 10, 2019 07:00 - 46 minutesApply Powerful Principles. Win More New Sales, joins me again on this episode.
716: Why and How to Build a Massive Social Following, with Brendan Kane
July 04, 2019 07:00 - 37 minutesBrendan Kane, growth strategist, keynote speaker and author of One Million Followers: How I built a Massive Social Following in 30 Days, joins me on this episode.
715: Skills for Sales Sherpas, with David J.P. Fisher
June 26, 2019 07:00 - 39 minutesDavid J.P. Fisher, sales expert, keynote speaker, and author, joins me on this episode.
714: A Holistic Approach to Sales, with David Masover
June 19, 2019 07:00 - 36 minutesDavid Masover, author of The Salesman’s Guide to Dating: A Sales Book About Making Connections... With an Unexpected Twist!, joins me on this episode.
713: Join the Sales Rebellion, with Dale Dupree
June 12, 2019 07:00 - 33 minutesDale Dupree, the legendary Copier Warrior, joins me on this episode.
712: Sales Strategies for the Future, with Steve Norman
June 05, 2019 18:53 - 44 minutesSteve Norman, B2B sales consultant, speaker, and author of Future Proof Sales Strategy: 7 Steps to Rise Above the Chaos, and Transform Your Team and Take Charge of Your Career, joins me on this episode.
711: Generate Natural Business Referrals, with Stacey Brown Randall
May 29, 2019 07:00 - 39 minutesStacey Brown Randall, speaker, podcast host, and author of Generating Business Referrals Without Asking, joins me on this episode.
710: Sales Enablement in a Culture of Trust and Learning, with David Sill
May 22, 2019 07:00 - 47 minutesDavid Sill, Speaker, Coach, B2B Inside Sales Authority, and Head of Sales Enablement at DiscoverOrg.com, joins me on this episode.
709: Sell with Your Authentic Self, with Larry Levine
May 15, 2019 07:00 - 44 minutesLarry Levine, professional coach, podcaster, and Amazon best-selling author of Selling From The Heart: How Your Authentic Self Sells You, joins me on this episode.
708: Develop Extraordinary Sales Abilities, with Juliana Stancampiano
May 08, 2019 07:00 - 41 minutesJuliana Stancampiano, CEO of Oxygen, and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, joins me on this episode.
707: Grow Your Revenue through Customer Success, with Emilia D’Anzica
May 01, 2019 07:00 - 37 minutesEmilia D’Anzica, Partner and Customer Success and Account Management for Winning by Design, joins me on this episode.
706: Rehumanize Your Sales with Personal Video, with Ethan Beute
April 24, 2019 07:00 - 45 minutesEthan Beute, VP of Marketing at BombBomb and co-author of the new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience, joins me on this episode.