Revenue Real Hotline
124 episodes - English - Latest episode: 12 months ago -This is a podcast about uncomfortable revenue conversations.
Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things.
And we’re all out of practice. Myself included.
Plus, we have a lot of unspoken conversations around how we generate revenue as a profession.
So let’s talk about it.
For real.
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Episodes
How Can You Build Trust and Connection Across Teams? with Kathryn Bennett
May 07, 2023 04:58 - 13 minutes - 15.1 MBAmy’s guest today is kind of a badass. Not only in the world of selling and sales enablement, but she’s also a world record holder in strength competitions! Kathryn Bennett is a Tech Co-Founder, TEDx Speaker, and author. They talk about what best motivates a team, and how emotional intelligence is so vital to be able to best inspire and interact with each individual member. She stresses the importance of putting new focus on how people work, and to ask how the systems we use support them to ...
Why Do We Build the Cages That Trap Us? With Nick McGowan
May 05, 2023 14:21 - 12 minutes - 14.3 MBIn part 2 of Amy’s conversation with Nick McGowan, Nick talks about his work with MediaLab, which then segues into a discussion on being able to identify and solve problems effectively for clients and customers. Amy identifies three main types of problems and why some are much more difficult to address than others. Nick and Amy also talk about feeling trapped as an AE. Nick reflects on the fact that all of us build our own cages, and gives his advice on how to get out. They finish with Nick...
When Do You Know You've Hit a Breaking Point? with Nick McGowan
May 03, 2023 03:45 - 21 minutes - 24.3 MBAmy’s guest Nick McGowan describes how he knew from a young age that he could influence people through his words and actions. His parents knew he was a born salesman, and he knew as well. Nick and Amy talk about his connection with Stoicism, and traverse through his journey in sales, making hard choices in a family business, reaching greater levels of success, finding himself in a beautiful high-rise apartment overlooking a tranquil park, but with the thought running through his mind –...
Is The Customer Always Right? with Yoav Susz
April 30, 2023 04:05 - 13 minutes - 15.3 MBAmy jumps right into the second half of her conversation with Yoav Susz, asking him about the most uncomfortable conversations that he is having right now. He talks about the difficulty for sales teams to understand that people don't care about them or their product; they care about themselves and their own problems. He knows that shifting into that mindset opens a new world to you when working with clients, and reiterates that the best sellers are the most empathetic, skilled listeners that...
How Do You Build Smarter Contract Processes? with Yoav Susz
April 27, 2023 13:49 - 15 minutes - 17.6 MBContracts… Intimidating, long, confusing, complicated, often put together by multiple people or departments over a substantial amount of time. These multiple hands are trying to keep track of each change that happens along the way, but outdated processes often lead to communication breakdowns making the contract generation process a black hole. Former VP of Global Revenue at Contractbook, and now CRO at Vi Engage, Yoav Susz sees beyond the messiness and is here to talk with Amy about strea...
What Really Is Active Listening, and Are You Doing It? with Samantha McKenna
April 25, 2023 16:05 - 19 minutes - 22.6 MBCultural, religious, generational, and regional differences in how we ask questions and communicate, Active listeners and question askers. Buyers want active listeners! Sam talks about how you can practice this and the huge effect it can have on the relationships with your clients. Amy discusses the importance of practice using certain question types that will draw out information while building trust and connection. Sam also gives some incredible tips on replying to a prospect that h...
How Can Using Common Connections Transform Your Sales Conversations? with Samantha McKenna
April 23, 2023 04:05 - 16 minutes - 19.1 MBToday Amy welcomes Samantha McKenna, Founder of #samsales, keynote speaker, sales outperformer, and former Head of Enterprise Sales at LinkedIn. Sam is one of the best that Amy’s ever seen at pure, effective sales technique, and one of her bedrock guiding principles is leading with the mindset of “show me you know me”. Today she discusses how to build credibility and rapport while gaining loads of discovery knowledge without the client even realizing it. Sam spills her techniques for g...
Why Is It So Important For Leaders To Balance Results and Compassion? with Shawn Buxton
April 20, 2023 13:29 - 16 minutes - 18.5 MBJumping into part two with Shawn Buxton, he talks about helping sales managers who are struggling to transition from being top-performing individual contributors to effective sales leaders. They often feel a bit lost like a fish out of water. Add to that that many companies do not offer specific programs or support for new managers, and it can lead to confusion and a lack of confidence in their abilities. Shawn advises that everyone needs a coach, and to find one who can teach best practi...
How Do You Transform Sales Managers Into Sales Leaders? with Shawn Buxton
April 18, 2023 12:16 - 22 minutes - 26 MBToday’s guest, Shawn Buxton is a Frontline Sales Leader Coach. He's worked for many years helping sales managers transform into sales leaders. Shawn explains his approach with sales enablement with 5 C’s - Content, Context, Coaching, Consistency, and Calibration. He brings real world information, not just theories or frameworks, but the real deal knowledge that take sales teams from competency to proficiency. He and Amy dig into the differences between a sales manager and a sales leader, th...
How Can You Take Your Power Back? with Ned Arick
April 15, 2023 12:02 - 21 minutes - 24.9 MBOn this installment of RRH, we’ve got part two of Amy’s discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned’s most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power back. Resources: Ned Arick Part One: Execution is the Key The Customer is Number One with Lori Dunn Meditations by Marcus Arelius The Sales Enablement Playbook by Cory Bray and Hilman Sorey ...
What Does Great SDRing and BDRing Look Like?
April 13, 2023 14:06 - 17 minutes - 20 MBOn part 2 of Amy’s conversation with GB, they get into the performance of great SDR’s and BDR’s. Specifically how management and leadership can drive their performance and results through expectations, communication, and focusing on connection vs. activity. Good leaders know their team and leverage individual’s strengths even if their activity level is less – as long as their conversion level is high. Find out more about GB here Connect with Amy and Selling School
What Makes a Successful BDR and AE Relationship?
April 11, 2023 09:00 - 22 minutes - 26 MBToday’s show is all about relationships. Relationships in sales usually brings to mind the seller and buyer, but today it’s the internal relationships of BDR’s and AE’s that are top of mind. Amy knew that Gabrielle ‘GB’ Blackwell was the guest to have for this one. GB likens the DDR/AE pairing as the closest thing to a marriage. Building a “house” together, giving constructive feedback, having open communication, fostering trust, managing expectations, focusing on context over control,...
How Can Women In Sales Navigate The Treacherous Waters and Build Allyships?
April 08, 2023 10:00 - 20 minutes - 23 MBFor women in sales, it’s not always an easy road. In the second half of Amy’s conversation with Lori Richardson (Listen to Part 1 from July 8th, 2022) they get into everything from the deal take- overs, the micro-aggressions, the aggressions, and flat-out sexual harassment. They discuss the best ways to choose a company to work for, when and how to respond when confronted with these situations, how the same BS of old is often repackaged in a more modern way, and how engaged male allies are s...
What’s the Difference Between a Networker and a Connector?
April 06, 2023 10:00 - 19 minutes - 22.7 MBIn this Part 2 episode with Donne Boivin, he and Amy start off by talking about connection and how it is both situational and largely driven by your personality type. Having a better understanding of yourself can help you to create strategies that work. They discuss how you have to be ready to alter your approach geographically as well. Donnie continues with the importance of dreaming big, changing your preconceived notions of networking, opening doors for others, what question to ask to ha...
What’s the Difference Between Selling with Persuasion vs. Influence?
April 04, 2023 10:00 - 17 minutes - 20 MBWelcome to the new season of the Revenue Real Hotline, and it starts off with a bang because Amy has invited Donnie Boivin, CEO of Success Champion Networking. He begins by telling his story of nearly losing it all, and then picking himself up and starting Success Champion Networking, which now operates three companies and has two of the top podcasts in the world. They discuss the frustration with salespeople still leaning into coercion and manipulation, the difference between influence and ...
Align the SDR Function with Modern Buyers with AJ Alonzo
July 21, 2022 14:29 - 19 minutes - 22.4 MBOn this installment of the RRH, we’ve got AJ Alonzo. AJ is a principle at Demand Drive and an absolute master on all things SDRs. And together we get into some serious myth busting on all that is and can be a high performance SDR function. Topics Discussed: What’s the difference between the old SDR model v. new model? (3:30) When is the SDR model a good fit? (6:48) Why do many sales bosses settle for so little? (10:10) What is special about this moment in time? (15:21) Resources Men...
How You Show Up Matters with Jonathan Mahan
July 15, 2022 10:00 - 12 minutes - 14.2 MBOn this installment of RRH, we’ve got Jonathan Mahan. Long-time tech seller. Co-founder of The Practice Lab. All-around amazing human. Together we get real about two of Jonathan’s hardest revenue conversations. What happened? What did he learn? And how to be better. Topics Discussed: What were Jonathan’s most uncomfortable revenue conversations? Story time! (2:59) What did you learn? (7:41) What happens to your behavior when you feel like you’re losing control? (9:10) Resources Menti...
SDRs Are People Too with Sebastien van Heyningen
July 12, 2022 10:00 - 24 minutes - 28.4 MBOn this installment of RRH, we’ve got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about it. Topics Discussed: Has tech leadership really turned the corner on the treatment of SDRs? (2:57) What does a great AE/SDR relationship look like? (9:01) Why are we still missing the mark on di...
How Great Men Show Up For Women in Sales with Lori Richardson
July 08, 2022 16:38 - 23 minutes - 26.6 MBOn this episode of the RRH, we’ve got the wo-man, the myth, the legend Lori Richardson. And together we unravel fact from fiction on the gender gap in tech sales and tech sales leadership. And what to do about it. Topics Discussed: Problem statement (5:18) Is the gender gap in tech sales really a “women’s problem”? Really?! (10:10) What does *real* male allyship look like, sound like, and act like? (14:00) What can male individual contributors do to to drive progress en route to leade...
How Leadership Style and Training Impacts Humans with Jim Kanichirayil
July 05, 2022 21:12 - 20 minutes - 23.5 MBOn this installment of the RRH, we’ve got the fab Dr. Jim Kanichirayil. Jim is currently a Talent Strategy Evangelist at Circa. He’s co-host of the Cascading Leadership podcast. Today Jim and I dig into all that is backwards about the employee/employer relationship. And what great leaders are doing about it. Topics Discussed: What exactly is it that’s fundamentally broken about today’s talent marketplace ? (3:50) What is driving change within our organizations now? (7:17) Does the a...
Email Like a Human Being with Kellen Casebeer
June 29, 2022 17:06 - 35 minutes - 40.6 MBCoaching episode alert! On today’s installment of RRH, Kellen Casebeer schools me on my outbound email game. Together we cover questions like what does personalized relevance mean? Why you should not assume people want to be good at their job. This one is as actionable as they get, friends! Topics Discussed: Amy’s email draft (4:08) Kellen’s email philosophy (5:58) What does personalized relevance even mean? (8:08) How exactly does one find email hooks? (10:10) Kellen’s final email ...
Catch Burnout Before the Fire with Bryan Smith
June 23, 2022 15:13 - 25 minutes - 28.6 MBOn this installment of RRH, we’ve got the co-founder and CEO of Leon Bryan Smith. Together we dig into the impact of managing human beings and measuring burnout. Topics Discussed: What’s the impact of measuring team burnout? (3:09) How do opportunities drop? How does call volume decrease or increase? What happens when you have a bad manager and what happens to sort of sales rep performance? Resources Mentioned: Leon (3:10) For more Guest: Bryan Smith LinkedIn Leon For more A...
E65: Max Out Wellness with Garrett Rafols
June 21, 2022 10:00 - 17 minutes - 19.6 MBOn this installment of the RRH, we’ve got part two of the fab Garrett Rafols. Garrett is the Senior Director of Sales Excellence at GymPass. Today we get into what selling “well” is really about. And how to do it. Topics Discussed: How does one find their flow? (1:41) What happens when you hone in why your buyers buy from YOU? (5:03) What is the opposite of well being? (9:53) How does one pursue wellness? (11:39) Resources Mentioned: Flow by Mihaly Csikszentmihalyi (1:02) Sales En...
E64: Wins Live in the Execution with Ned Arick
June 18, 2022 10:00 - 19 minutes - 22.3 MBOn this installment of RRH, we’ve got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines. Topics Discussed: Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of “routines” live? (10:40) What’s the problem with routines? (13:22) Where does happiness live? (15:06) For more Guest: Ned Arick LinkedIn ClozeLoop For more Amy: Connect with Amy on LinkedIn C...
E64: Winning Lives in the Execution with Ned Arick
June 18, 2022 10:00 - 19 minutes - 22.3 MBOn this installment of RRH, we’ve got the fabulous Ned Arick, Head of Sales over at ClozeLoop. And today we dive into what most get wrong about routines. Topics Discussed: Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of “routines” live? (10:40) What’s the problem with routines? (13:22) Where does happiness live? (15:06) For more Guest: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (...
E63: How Can I Help with Kate Leidy
June 16, 2022 10:00 - 17 minutes - 20.6 MBOn this installment of RRH, we’ve got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders. Topics Discussed: Where does passion come from? (1:19) What happens after you experience a great sales culture? (7:45) What to do when you’re not sure what you want to do next, career-wise? (10:02) How are tech sales leaders receiving ...
E62: Be a Story Seeker with Kevin Hopp
June 13, 2022 18:38 - 21 minutes - 25.1 MBOn this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right. Topics Discussed: How Kevin Hopp fell in love with stories? (4:11) When is miscommunication not the problem? (13:29) Whose responsibility is it to check perspectives and validate information? (16:50) Resources Mentioned: Season One Highlights Reel Steve Schmitt episode (18:55) For more Guest: Kevin Hopp LinkedIn Sales Career Podcast ...
E61: Sell with Extreme Ownership with Jordan Benjamin
June 09, 2022 10:00 - 16 minutes - 18.8 MBOn this installment of RRH, we've got part two of the fab Jordan Benjamin. Together we banter how stress is not always bad thing. And what extreme ownership looks like. Topics Discussed: What happens when companies start supporting the whole seller? (1:01) Revenue Real hard conversation first! :: shock:: (4:57) Stress can be good? (11:17) For more Guest: Jordan Benjamin on LinkedIn MyCoreOS Peak Performance Selling podcast For more Amy: Connect on LinkedIn Connect on Twitter J...
E60: How To Lead Through Change with Kelly Harbour
June 07, 2022 10:00 - 16 minutes - 19.3 MBOn this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She’s a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly. Topics Discussed: Who is Kelly Harbour? (1:11) How to approach product launches or new client services? (5:10) Stepping into the big C-level seat when your predecessor has really big shoes? (11:34) For more Guest: Kelly Harbour LinkedIn ...
E59: What To Do When the Identity Crisis Hits with Garrett Rafols
June 02, 2022 19:16 - 18 minutes - 17.1 MBGarrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers experience at least once in their career. Topics Discussed: Sales Enablement is a position of privilege. What are power statements and how you can best use them? (4:05) Success is in the journey n...
E58: Beat Boredom with Jordan Benjamin
May 28, 2022 14:00 - 16 minutes - 14.8 MBTopics Discussed: On today’s installment of the RRH, former Hubspot human and founder of MyCoreOS Jordan Benjamin and I dig into one of the most pervasive mental traps of selling: boredom. And how to beat it. Boredom is a mental trap (3:46) How to beat boredom? (9:05) Resources Mentioned: Mindset by Carol Dweck (6:28) Sell Without Selling Out by Andy Paul (7:51) Disrupt Yourself by Whitney Johnson (11:33) For more Guest: Jordan Benjamin on LinkedIn MyCoreOS Peak Performance Sell...
57: How To Drive Referrals through Branded Solutions with John Morris
May 24, 2022 19:06 - 14 minutes - 13.6 MBTopics Discussed: On this installment of RRH, we’ve got part 4 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into how to max out the greatest lead gen machine out there. Your existing customers. Who is the best possible lead generator out there? (1:29) How do you create a conversation piece in your target executive’s office? (4:15) How should one think about the branded solutions from the timing ...
56: Get Your Mental Health Game Plan with John Morris
May 21, 2022 14:00 - 13 minutes - 12.6 MBTopics Discussed: On this installment of RRH, we’ve got part 2 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into the greatest competitive advantage any of us will ever know. Mental health. John’s Mental Health & Sales Story (1:04) Feeling trapped in sales or sales management (2:32) Asking for Help is Strong (4:02) Get a plan (4:46) Where does alcohol fit in? (6:37) Which is the most effective...
55: Level Up Your Brand with John Morris
May 19, 2022 14:00 - 14 minutes - 13.4 MBOn this installment of RRH, we’ve got part 1 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we spin through when, where, and how brand truly sets you apart. And of course, how to execute. Topics Discussed: To be or not to be, likeable. (2:21) What is brand management? (2:58) Where does podcasting fit into brand content? (5:49) What’s the impact of leaning into the learning curve? (9:08) Why is learning som...
Episode 54: Moving Mountains En Route To Presidents Club with Meghann Misiak
May 14, 2022 14:00 - 52 minutes - 47.8 MBYou won’t like this episode, friend. We do not break down the path to mastery and elite selling. You won’t like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know. Who is Meghann Misiak? (04:04) How to identify skill gaps? (06:23) Can we beef up the business acumen please? (10:22) What is the one skill that has the biggest impact at every stage in...
Episode 54: Meghann Misiak Moves Mountains En Route To President's Club
May 14, 2022 10:00 - 52 minutes - 47.8 MBYou won’t like this episode, friend. We do not break down the path to mastery and elite selling. You won’t like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know. Who is Meghann Misiak? (04:04) How to identify skill gaps? (06:23) Can we beef up the business acumen please? (10:22) What is the one skill that has the biggest impact at every stage in...
Episode 53: Win the Relationship Not the Deal with Casey Jacox
May 06, 2022 14:00 - 48 minutes - 44 MBOn this Revenue Real Hotline episode, I have the honor of bantering with Casey Jacox. Author of Win the Relationship Not the Deal, host of the Quarterback Dadcast, speaker and leadership coach extraordinaire. Topics discussed: Who is Casey Jacox? (05:17) How did Win the Relationship, Not the Deal come to be and what habits and routines did Casey create to get it done? (12:14) What are the books that impacted us? (21:31) What impact does the athlete worship and never ending sports analo...
Episode 52: Podcasting Smiles and Cries
May 03, 2022 15:58 - 1 hour - 57 MBOn this episode, Galem Girmay, Jeff Bajorek, James Saywhatsales Buckley, Travis King, Donnie Boivin, Rebekah Panepinto, Garrio Harrison, Collin Mitchell and I talk podcast journeys. Whatever you think you know about podcasting, think again. We laugh. We cry. And as always, we keep it very real. Topics discussed: Who you are and where you’re at on the podcasting journey? (02:26) What made you pick up the microphone? (7:50) What was your biggest aha moment? (22:49) What happens when it ...
Episode 51: The 80/20 Rule
April 26, 2022 14:00 - 9 minutes - 8.81 MBOn this episode, Amy breaks down her absolute favorite thing to teach sellers. The 80/20 Rule. And how this principle is an absolute game changer for sellers. What is the 80/20 Rule? (00:45) Why does it matter? (4:37) How to execute3? Resources mentioned in this episode: Dae Kang Cracks the SDR talent code (08:33) 5 on Friday’s Tips for an SDR Just Getting Started in Tech Sales (08:40) For more Amy: - Follow Amy on LinkedIn - Follow the show - Write a review
Episode 50: Selling In with Cissa Dieleman
April 19, 2022 14:00 - 51 minutes - 47.4 MBTopics discussed: Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul’s latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team. Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26) Two types of professions; work producers and work processors (07:44) Sell Without Se...
Episode 49: Sales Copy Clinic with Henna Pryor
April 12, 2022 14:00 - 40 minutes - 36.7 MBTopics discussed in this episode: Why do most of us continue to write emails like business cyborgs? (4:47) Where does the writing skill gap come from? (07:48) How can we incorporate more context into our words that is actually relevant to our buyers? (15:53) We also break down the psychology of the email response. (21:21) And what happens when narrower segmentation is introduced into the mix? (25:33) What is the Sales Copy Clinic? (35:33) Resources mentioned in this episode: Henna’...
Sales Enablement with a Twist with Amy Hrehovcik
April 09, 2022 14:00 - 35 minutes - 32.7 MBFrom the vault! Exceptional banter with my friend, Jeff Bajorek on his show. After I convinced him my profession wasn't my profession wasn't a trending hashtag. Compliments of the Why and the Buy podcast. And Jeff Bajorek.
Episode 48: Create Your Own Journey with Charlene Brown
April 08, 2022 00:01 - 44 minutes - 40.6 MBTopics discussed in this episode: - What do you know about websites? What are you trying to accomplish with the website? (05:00) - How should you think about websites and success metrics? (9:35) - Understand the science first, and then create some art. (10:49) - What’s going on with the copy? Are the words about you/company OR are they about your prospects and customers? - What’s the difference between prospects who already understand (or care about) the business problem you help with v...
Episode 47: Career Courage is Calling with Nigel Green
April 05, 2022 14:00 - 28 minutes - 26.4 MBWe get into questions like: - What happens when there’s more demand for sales talent than there is supply? (04:49) - Why are companies losing sellers in the first place? (11:00) - How will you measure your life? (15:02) - What if the only way to win is to play your own game? (18:26) - What are Nigel Green’s goals for the year (so we can all hear how it’s done)? (21:55) - And what does it mean to design a Company of One? (22:04) Resources mentioned in this episode: - Revenue Harve...
Episode 46: The Customer is Number One with Lori Dunn
March 31, 2022 14:00 - 44 minutes - 40.7 MBTopics discussed: - How should one think about possible job shifts while not performing at your best? (09:20) - What is the goal as a seller? (12:50) - How does one overcome the general mistrust most feel while interacting with sales humans? (13:50) - Why should you treat your customers impeccably? (18:21) - My favorite way to handle competitive sales motions? (19:53) - What happens when your definition of training does not align with that of your boss or company? (21:51) Resources m...
Episode 45: Opportunities Are All Around Us with Andre Vicario
March 29, 2022 16:00 - 42 minutes - 38.5 MBTopics discussed in this episode: - How to get out of your own head and do what needs to be done to take on something scary or new? (08:05) - What exactly does one have to do to cultivate discipline? (11:50) - How can we use self doubt as a driver to push through the hard? (19:15) - How to think less about the how and more about the who? (24:08) - The power of learning to forgive yourself. (29:30) Resources mentioned in this episode: HBR’s On Managing Yourself The 10x Rule by Gran...
Episode 44: Wisdom To Know the Difference with Amy Hrehovcik
March 24, 2022 19:47 - 9 minutes - 8.57 MBWelcome back, friends! On this solo episode, I share one of my favorite stories about the day I was schooled by a good Samaritan on an Amtrak train in the most beautiful way. Said differently, what most people get wrong about the serenity prayer and the "wisdom to know the difference." Where did the serenity prayer come from? (00:54) What do most people get wrong about the serenity prayer? (01:32) How the kindness of a stranger changed me forever. (02:10) For more Amy: Follow the ...
Episode 43: Bringing it Back To Trust with Sara Gupta
March 22, 2022 16:00 - 37 minutes - 34.1 MBTogether, we dive into questions like: What brings out the best in your people and how can we create environments where people WANT to work (and stay)? (05:48) What is the ultimate definition of culture and what does it look like in practice? (07:29) Why do sellers get a bad rap internally? (11:17) What happens when there's a foundation of trust that stretches across the entire organization? (13:19) What to do as an IC when you're operating without? (16:50) When to make objectivity the...
Episode 42: Rethink Uncomfortable Conversations and Sales with Amy Hrehovcik
March 17, 2022 18:23 - 9 minutes - 8.88 MBOn this episode, I walk through these questions and more. How to reframe discomfort? (1:50) Why do uncomfortable conversations matter in sales? (2:07) How can uncomfortable conversations be used to drive value AND beat the dreaded “no decision”? (3:32) What’s the opposite of uncomfortable conversations? (5:13) How to find the common ground when it feels nonexistent? (7:00) Resources: Meditations by Marcus Aurelius (1:50) Five Dysfunctions of a Team (4:51) CTAs: Follow the show R...
Episode 41: Outbound Done Right with Jeff Swan
March 15, 2022 16:00 - 39 minutes - 36.1 MBWelcome to this installment of the Revenue Real Hotline featuring Jeff Swan. Jeff is the founder and CEO at Outbound SOS. On today’s episode, we start by exploring how the quality of the list is significantly more impactful than everything else you'd do. We tackle questions like: Who is responsible for creating lead lists? (2:13) What are the outbound skills every seller needs to have? (6:13) How do the two types of selling motions all sellers inevitably meet impact next steps? (9:42...