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
910: The Sales Rebellion, with Dale Dupree
April 29, 2021 10:00 - 39 minutesDale Dupree is the founder and CEO of The Sales Rebellion. If you've been paying attention, Dale's is a growing voice in the conversation about how we do sales better. And in this episode Dale and I dig into what salespeople should be rebelling against. We talk about the problems with product led sales, We get into what it means to rebel against the outdated and ineffective methods and processes that are so pervasive in B2B. Plus, we dive into the issues with sales leadership; with sales boss...
909: Deep Listening: Impact Beyond Words, with Oscar Trimboli
April 27, 2021 10:00 - 47 minutesOscar Trimboli is the author of the new book, "Deep Listening: Impact Beyond Words." This is one of my favorite topics because Listening is the way you give value to the words of other people. On today's episode Oscar and I dig into the difference between hearing and listening. Multiple academic studies have shown that between 50% and 55% of your working day is spent listening. And it's harder now than ever to make yourself heard among all the noise, especially with your buyers. So we dive in...
908: You Lead: How Being Yourself Makes You a Better Leader, with Minter Dial
April 23, 2021 10:00 - 1 hourMinter Dial is author of the book, "You Lead: How Being Yourself Makes You a Better Leader." It's not going to surprise you that I liked Minter's book. I often talk on this show about how being yourself makes you a better seller and in today's conversation we talk about how in the wake of the pandemic people are rethinking and reconfiguring what’s important. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue...
907: The Five Fs, with Jon Ferrara
April 20, 2021 10:00 - 40 minutesJon Ferrara is the Founder and CEO of Nimble, the social sales and marketing CRM for individuals and teams. Look, I love talking with Jon. He is one of the fathers of the CRM system. The first exposure many of us had to any form of sales force automation was with Gold Mine, a product created by Jon. He understands at a level that most of us don't, the value you get from being connected. On today's episode Jon reminds us of the five Fs at the heart of connection: Family, friends, food, fun and...
906: Revenue Orchestration, with Hayes Davis
April 20, 2021 10:00 - 48 minutesHayes Davis is the CEO and founder of Gradient Works, where they are creating the CRO operating system. In today's conversation we talk about the concept of "revenue orchestration." We dig into why companies are quick to blame reps for unproductivity before examining whether they've orchestrated a system and process that enables reps to be effective. Hayes and I also dive into his method for evaluating account potential based on timing and fit. Plus, do the accounts you're selling to reside i...
905: Leveling Up, with Eric Siu
April 16, 2021 10:00 - 40 minutesEric Siu is the CEO of ClickFlow and Single Grain and the author of a new book, "Leveling Up: How to Master the Game of Life." Eric has written an interesting book about applying the lessons he learned in becoming a top gamer, to his personal and professional development. As Eric writes in his book Even though most people think gaming is a waste of time, he found that it shaped his mindset and taught him how to think critically. We dive into why he believes it's important to think of yourself...
904: Never Been Coached, with Brian Souza
April 15, 2021 10:00 - 55 minutesBrian Souza is the CEO and founder of Productivity Drivers Inc and author of the NYT bestselling book, "The Weekly Coaching Conversation." Today - not surprisingly - Brian and I have a wide ranging conversation about coaching! We get into research Brian has done which found that there is a direct correlation between the quantity and quality of coaching that an individual receives and their level of performance improvement. No surprise there. But it's probably also no surprise that 44% of empl...
903: Values, Character and Sales, with Philip Squire
April 13, 2021 10:00 - 59 minutesPhilip Squire is the CEO of Consalia, a multi-national sales consulting firm based out of London and author of the new book, "Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage." On today's episode Phil suggests that a new paradigm for selling is required – one that is based on values and belief systems. He talks about the research that his firm conducted in countries around the world which found that customers continue to express low opinions of salespeople. An...
902: My 16 Roles During the Pandemic, with Tiffany Heimpel
April 09, 2021 10:00 - 49 minutesTiffany Heimpel is a Sales Manager for Marketing Solutions at LinkedIn. It's safe to say that the pandemic has been particularly hard for women in sales with school age and preschool age kids at home. They carry a disproportionate share of the load in managing work, remote learning, the family, relationships and so on. In our conversation today, Tiffany and I talk about the many roles that women have had to fill, and still fill, to keep work and family moving forward. We talk about some of th...
901: Sales Autonomous Zone, with Joe Caprio
April 08, 2021 17:53 - 52 minutesJoe Caprio is the co-founder of Reprise, a no-code platform for product demo creation. On today's episode Joe fills us in on Reprise and the problem they're solving for SaaS companies by making it easier for buyers to actually experience your product. Joe and I always have fun talking about sales in general. And this conversation is no exception. We get into the whole topic of how to give sellers more autonomy and freedom in developing their own effective sales styles. Plus, we dive deep into...
900: Strategic Accounts, with Ian Koniak
April 06, 2021 10:00 - 52 minutesIan Koniak is the Strategic Account Director at Salesforce. This is one of those conversations where I have prepared a ton of questions for my guest and we end up talking about none of them! In this case, we were going to explore Ian's battle with mental health and addiction issues. I promise Ian will be back on this show shortly to talk about this. However, in this conversation, we got sidetracked having fun talking about a ton of other sales topics. Like how to sell big deals to big account...
899: Success on Your Own Terms, with Casanova Brooks
April 02, 2021 16:34 - 40 minutesCasanova Brooks is the Founder at DreamNation Media. Today we're talking about a topic that I believe is important for sellers: how to live, work and succeed on your own terms. We explore how you can commit relentlessly to your personal vision and of what that freedom to operate on your terms looks like. Plus, Casanova and I dive into what he calls the Bulletproof Mindset. Finally, we talk about how to develop the relationships that transform the customer experience and enable you to influenc...
898: B2B Marketing Unstuck, with Chris Walker
April 01, 2021 10:00 - 49 minutesChris Walker is the Founder and CEO at Refine Labs. Today we talk about why Chris believes B2B marketing is stuck. And what some of the prescriptions are for getting it unstuck. We dive it into how B2B marketing has changed over the past 12 months. And what that means for sales teams. Plus, Chris shares some of the new strategies he's recommending that enable marketers and sellers to more effectively connect with buyers. And that more tightly align the buyer's journey with the selling process...
897: Enablement, with Paul Butterfield
March 30, 2021 10:00 - 46 minutesPaul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Today we're talking about all things enablement. Paul is one of the pioneers in the field and he shares his perspective about how far sales enablement has evolved since it started and where it's headed in the future. Plus, we dig into the primary challenges facing sales and how enablement is helping to solve them. We also explore how sales enablement sho...
896: The Queen of Cold Calling, with Wendy Weiss
March 26, 2021 10:00 - 37 minutesWendy Weiss is the President of ColdCallingResults.com. And has been called The Queen of Cold Calling. So, one guess what we're talking about today? That's right. Cold calling. We dive into the lessons Wendy's learned from her clients about how cold calling has changed during the pandemic. And she shares her recommendations for sellers regarding how to elevate their effectiveness in reaching out to prospects in our new sales environment. We dig into why Wendy believes that cold calling is the...
895: Managing for Performance, with Brian Trautschold
March 25, 2021 10:00 - 50 minutesBrian Trautschold is the Co-Founder & COO at Ambition. We cover a lot of territory in this conversation. Brian shares his perspectives about the role of gamification on the (virtual) sales floor. We dive into how B2B sales is changing. And whether it is changing as fast enough. Meaning is B2B sales changing as fast as B2B buyers are changing how they want to buy? Plus, we talk managing for performance. It's such a critical issue for sales leaders. And not one that most sales bosses are enable...
894: Sales Lessons From Year Zero, with Derek Wyszinski
March 23, 2021 10:00 - 51 minutesDerek Wyszinski is the Director of Sales at Parallels. Today we discuss a very thoughtful and moving article Derek wrote called, "Sales Lessons from Year Zero." In it he writes of 2020, "I've never managed people in the middle of four once in a lifetime situations: a global pandemic, historical racial & political unrest & an economic recession where markets are up but so are unemployment & economic misery." In our conversation Derek and I talk about the challenges that Year Zero presented for...
893: Does it Still Make Sense to Pay Commision? with AJ Bruno
March 19, 2021 10:00 - 1 hourToday I have a fun conversation with AJ Bruno (Co-Founder & CEO at QuotaPath). We get into an important topic in sales: does it still make sense to pay commission? Should there be incentive compensation for sellers? How do you fairly measure the value of a seller's contribution to the outcome of a sale? How do you fairly compensate sellers based on that contribution? Plus, we dig into quota, it's relevance, and alternatives. _ Arm your team with the tools they need to work from anywhere. Watc...
892: What is "Modern" Selling? with Brandon Bornancin
March 18, 2021 10:00 - 52 minutesBrandon Bornancin is the CEO of Seamless.ai. This is a wide ranging conversation about the challenges for sellers in 2021 and beyond. We start with the past 12 months and what we think will become permanent. And what impacts this will have on the skills sellers need to perform at higher levels. We also explore the whole notion of "modern selling". Is it actually modern? Or are B2B sales actually stuck in past? Plus, Brandon and I dive into one of my favorite topics: how to improve sales produ...
891: Outbounding, with Skip Miller
March 16, 2021 10:00 - 48 minutesSkip Miller (President of M3 Learning) is author of the new book, "Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads." Today we dive into the motivations for change that drive corporate decision makers. And why, when companies decide to change, they need help from sellers to navigate the path forward. Plus, we get into Skip's theory of The Two Decisions made in every sale: the above-the-line decision and the below-the-line decision. _ Arm your team wi...
890: Video Selling: Would I Have Won That Deal Pre-COVID? with Julie Hansen
March 12, 2021 11:00 - 44 minutesJulie Hansen is a leading sales presentation expert. And Founder of Performance Sales and Training. Today: How to Sell on Video. Julie brings a unique expertise to this topic, having started her career as an actor in New York City. We get into the evolving role of video in B2B selling. She shares 6 acting tips to help you be more confident on camera. Plus, are sellers losing deals today they would have won pre-COVID? _ Arm your team with the tools they need to work from anywhere. Watch the v...
889: Blissful Prospecting, with Jason Bay
March 11, 2021 11:00 - 50 minutesJason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in various forums. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality on its own. Plus, what companies should be doing to develop career tracks for prospectors. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
888: Winning Sales Remotely, with Dave Shaby
March 09, 2021 11:00 - 47 minutesDave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely" This is a fun conversation that gets to the heart of some of the key issues that sellers are confronting in this new sales world, We talk about how the past 12 months accelerated the inevitable transition to more virtual selling . And what that means for sellers. Plus, we dig into the ten seller behaviors that B2B buyers say have the greatest i...
887: Selling the C-Level, with Steve Hall
March 05, 2021 11:00 - 49 minutesToday on the show, Steve Hall (Co-Founder of Executive Sales Forum International) and one of Australia's leading C-Level sales experts. Lots of great practical takeaways in this episode. We get into the evolving role of the C-level in enterprise decision making. What is/isn't important to them. And WHEN to start selling to the C-level. That's key. Plus, how to prepare for C-Level meetings so execs feel it was a valuable use of their time. How to research. How to conduct these meetings. How to...
886: Sales Management That Works, with Frank Cespedes
March 04, 2021 11:00 - 1 hourFrank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That Never Stops Changing." _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
885: Unstuck: How to Unlock and Activate the Wisdom of Others, with Craig Lemasters
March 02, 2021 11:00 - 53 minutesCraig LeMasters is the author of "Unstuck: How to Unlock and Activate the Wisdom of Others" and the CEO of GXG, a consulting firm based in Atlanta. On today's episode, we talk about what it means to be stuck. As an organization and as an individual. And how to get unstuck. Per the title of Craig's excellent book. In short, if you’re not making progress at the speed you want to be, if your day-to-day work is a flurry of activity without a lot of impact to show for it, you’re definitely stuck I...
884: Mental Health and Sales Performance, with Chris Hatfield
February 26, 2021 11:00 - 45 minutesChris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in ...
883: Opportunity Flow, with Justin Roff-Marsh
February 25, 2021 17:58 - 41 minutesJustin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing ...
882: Salespeople as Entrepreneurs, with Susanna Camp and Jonathan Littman
February 23, 2021 11:00 - 41 minutesSusanna Camp and Jonathan Littman are the co-authors of an interesting new book titled, "The Entrepreneur's Faces: How Makers, Visionaries and Outsiders Succeed." It's full of compelling stories about entrepreneurs, but what struck me was how it really is a guide for personal development. Specifically, for sales professionals. We are all mini-entrepreneurs in how we manage our patch, afterall. _ Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
881: What is Revenue Operations? with Jordan Henderson
February 19, 2021 11:00 - 49 minutesJordan Henderson is the Director of Revenue Operations (aka RevOps) here at ringDNA. If you've heard talk of RevOps and you're just not sure what it is then this is the episode for you. Before we get to that, however, Jordan tells us how and why a LAWYER (like himself) ends up in Revenue Operations. Then we dive into why RevOps is such a critical function for sales organizations in today's digital selling world, what it means for your GTM strategy, and how RevOps will continue to evolve and g...
880: Why Your Personal Brand (on Linkedin) Matters, with Casey Graham
February 18, 2021 11:00 - 46 minutesCasey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's essential for individuals to build their own personal brand. Do you still doubt the importance of a personal brand for sales professionals? A recent study by RAIN Group found that 82% of buyers read a sellers LinkedIn profile before talking with them. Over the past year Casey has become, in my mind, the most eloquent and forceful advocate of this t...
879: Kindness in Business, with Cole Baker-Bagwell
February 16, 2021 11:00 - 54 minutesCole Baker-Bagwell is the founder and Chief Kindness Officer at Cool Audrey, a consulting firm that teaches companies how to put kindness to work in business. In this conversation we discuss how to thrive in a 21st-century company requires building a new set of core competencies based on awareness, meaningful connection and a shared commitment to kindness. Then we dive into why kindness isn't an intangible soft skill but something that can be quantified in the impact it has on people and busi...
878: Contract Lifecycle Management, with Vishal Sunak
February 12, 2021 11:00 - 40 minutesVishal Sunak is the Founder and CEO of LinkSquares. In this conversation we dive into an important (and often overlooked) topic for sales teams: Contract Lifecycle Management. We explore why it’s important to write better agreements, why companies don’t truly understand the agreements they're signing, why that’s a problem and how to avoid it. We also get into why contract management departments are such an essential function. From both a strategic and tactical standpoint. And why too few grow...
877: Rethinking Sales Mindsets, with Luigi Prestinenzi
February 11, 2021 11:00 - 55 minutesLuigi Prestinenzi is the Founder and Head of Growth at the Sales IQ Global. In our conversation we talk about essential mindsets for sellers. I know, I know. This topic can make your eyes glaze over. But stick with me. Most don’t fully understand what mindsets are and how important they are for sellers. Most people think of mindset as determination or hustle. That’s not it. I call those attitudes. Mindsets are the lens through which people filter and process how they experience the world. And...
876: Bourbon and Sales Performance, with Nick Kane
February 09, 2021 11:00 - 51 minutesNick Kane is the Managing Partner of the Janek Performance Group. This is such a fun conversation. We dig into three important topics. First and foremost, we talk about Nick’s passion for bourbons. In fact, he posted a list of what he considers the very best bourbons to help you celebrate a big sales win! Then we dive into what's required, to develop a good salesperson and how to engage the empowered B2B buyer.
875: The Role of Business in Political Change, with Christine Lagorio-Chafkin
February 05, 2021 11:00 - 34 minutesChristine Lagorio-Chafkin is a senior writer at Inc. Magazine. In this episode we discuss her recent article, "Business Leaders Spoke Up After the Capitol Riot. Will Their Voices Remain Strong?" and the response of the business community to the events of January 6. As Christine puts it, these dramatic events cause a real surge in activism among business leaders (or at least stop them from hiding behind a professional curtain of non-partisanism). So we dig into the issue of what the appropriat...
874: 10 Habits of High-Performance, with Andrew Sykes
February 04, 2021 11:00 - 1 hourAndrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, "The 11th Habit: Design Your Company Culture to Foster the Habits of High Performance." This is such a fun conversation. I love it when I have the chance to talk with people who I believe really get it. Who live in reality, not the fake world of so many sales trainers, and understands what it takes to connect with other people and help influence the choices and decisions they make to achieve the business ou...
873: Sales Conversations vs Sales Cycles, with Gopkiran Rao
February 02, 2021 16:49 - 56 minutesGopkiran Rao is the Chief Strategy and Marketing Office at MindTickle. In this episode we discuss why now it is more important than ever for organizations to effectively and appropriately – engage their customers and prospects in conversation, not in sales cycles. We explore what that means in terms of the business acumen and agility that sellers need to possess to effectively engage in today’s environment. Plus, we dig into what it means for sellers these days to be sales ready.
872: Chief Revenue Officers, with Zorian Rotenberg
January 29, 2021 11:00 - 58 minutesZorian Rotenberg is the CRO at Infotelligent. In today's episode we dive into how and why a CRO is different than a VP of Sales. Titles are thrown around pretty easily these days. But as we dig into, there are substantive differences between the two roles and Zorian shares some details about how they should be viewed. Which includes his very interesting perspective that good CROs are like a "Hedge Fund Portfolio Manager" So we talk about the steps CROs can take to hedge their risks as they sc...
871: One of My Favorite People in the Sales Universe, with Ralph Barsi
January 28, 2021 11:00 - 44 minutesRalph Barsi is the the VP of Global Inside Sales at Tray.io and one of my favorite people in this sales universe. In this episode we talk about Ralph’s music career. As in rock and roll. His band has been together for 30 years. They toured in the past, still play gigs, and are getting ready to record a new album. I watched some videos online and they rock! No conversation with Ralph ever takes place without talking about books. Ralph reads as much as I do. And he always has interesting book r...
870: Selling with Dyslexia, with Rob Johnson
January 26, 2021 11:00 - 50 minutesRob Johnson is the Managing Director for Onit, leader in the enterprise legal ops space. Rob sent me one of the more interesting pitches to be a guest on this show. He said he wasn't trying to promote anything. He just wanted to talk about the challenges people face when they have dyslexia and the opportunities it presents for sellers. In this episode Rob shares his story about developing into a top sales professional and sales leader despite having dyslexia.
869: Managing Your Business Data, with Lars Helgesen
January 22, 2021 11:00 - 37 minutesLars Helgeson is the Founder and CEO of GreenRope, developer of the Complete CRM. Today we discuss why managing data in a business is a leadership issue first, and a technology issue second. We also dive into why Lars believes traditional CRM systems are a giant waste of resources for companies that aren’t large enterprises, and why companies can’t treat their CRM as just a data utility but have to be proactive about establishing an effective data policy.
868: New Logo Acquisition, with Catie Ivey
January 21, 2021 11:00 - 40 minutesCatie Ivey is the regional Vice President responsible for all new logo acquisition in the mid-market space for DemandBase. In this conversation dive into a number of interesting topics: (1) How she had an epic fail on her first sales interview, a s did I, (2) how she’s dealt with self doubt, (3) why she believes that working in sales has given her the ability to accomplish more than she ever dreamed possible. and (4) how she’s overcome the obstacles that are placed in the way of women in sales.
867: Special Inauguration Episode, with Congressman Bill Foster
January 20, 2021 11:00 - 1 hourU.S. Congressman Bill Foster is my guest on this special inauguration episode. Representative Bill Foster represents the 11th congressional district in Illinois (In the Chicago area) and serves on the House Financial Services Committee where he chairs the Task Force on Artificial Intelligence. He also serves on the House Select Subcommittee on the Coronavirus, which is examining the Federal government's response to the COVID-19 crisis. Before becoming a member of Congress, Bill worked as a hi...
866: Mr. Monkey and Me, with Mike Smerklo
January 19, 2021 11:00 - 48 minutesMike Smerklo is an entrepreneur, investor and author of the book, "Mr Monkey and Me". In this episode we hear the story of Mike's struggles with self-doubt as he grew from an entrepreneur and CEO at a small business that he grew into a category-leading publicly traded company. Plus, we dig into the SHAPE mindset framework that is at the heart of Mike’s fun book about conquering the self-doubt that plagues us all at one time or another,
865: The CIA Method: Polygraphs and Prospects, with Dan Crum
January 15, 2021 16:26 - 41 minutesDan Crum is author of the book titled "The CIA Method" about best practices in hiring and recruiting for sales. Dan has had one of the most interesting journeys into sales. He started as a polygraph examiner and special investigator for the CIA. He administered lie detector tests to people the agency was going to hire. From his experiences Dan learned that the key to effective hiring is to have a process that minimizes the subjectivity inherent in making hiring decisions. Plus, we dig into wh...
864: Sobriety, Stigma and Sales, with Chris Anthony
January 14, 2021 11:00 - 53 minutesChris Anthony is the Vice President, US Consumer Goods and Marketing Cloud at Salesforce. This is another in a series of conversations I’ve been having on this show about mental health, sales, and business. In June 2020, on the 15th anniversary of his sobriety, Chris went public with his story for the first time. He took this step, publicly revealing a private story, in order to help end the stigma attached to sobriety and recovery in business. In our conversation Chris shares the story of hi...
863: All Things Tactile Marketing Automation, with Nick Runyon
January 12, 2021 11:00 - 42 minutesNick Runyon is the CMO at PFL.com, a leader in the Tactile Marketing Automation space. In this episode we get into everything Tactile Marketing Automation. You know, sending things to prospects and customers as part of your playbook. We talk about how PFL got into this space. Normally I don’t spend a lot of time on founding stories but this one is very interesting. Tune-in to learn how PFL evolved from a small local print shop into an organization with global reach. Plus, Nick shares some ide...
862: The State of Enterprise Sales in Saas, with Vince Beese
January 08, 2021 11:00 - 48 minutesVince Beese is the head of Enterprise Sales at Kustomer (which was just acquired by Facebook). Vince has been selling big deals into the enterprise and leading enterprise sales team in the SaaS space for a long time, so settle in for a great conversation about the big changes we’ve seen in enterprise sales this past year. We'll dive into which changes we think will be permanent and which were, or are, just temporary stopgaps. Plus, we dig into the topic of whether the whole “modern selling” m...
861: The 5 Sales Myths, with Jake Dunlap
January 07, 2021 11:00 - 50 minutesJake Dunlap is the CEO of Skaled. In this episode Jake and I discuss an article he posted on linkedin about 5 predominant myths in sales. You’ll really want to listen to this conversation because I think it’s safe to say that, well, I had a few issues with Jake’s myths. However, I really enjoyed sparring with Jake because this is the type of open discussion that needs to happen more frequently in sales. Because, quite honestly, B2B Sales is a mess. There are a lot of issues that need to be ad...