Latest Salestech Podcast Episodes
1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier
Sales Strategy & Enablement by Revenue.io - September 12, 2023 10:00 - 52 minutes ★★★★★ - 332 ratingsMichael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics;...
1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen
Sales Strategy & Enablement by Revenue.io - September 07, 2023 10:00 - 28 minutes ★★★★★ - 332 ratingsIn this week’s episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with pro...
1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo
Sales Strategy & Enablement by Revenue.io - September 05, 2023 10:00 - 48 minutes ★★★★★ - 332 ratingsJennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute ...
1139: Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap
Sales Strategy & Enablement by Revenue.io - August 31, 2023 10:00 - 23 minutes ★★★★★ - 332 ratingsThis week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-se...
990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser
Sales Strategy & Enablement by Revenue.io - August 29, 2023 10:00 - 48 minutes ★★★★★ - 332 ratingsDrew Neisser is the Founder of Renegade and CMO Huddles, plus the author of an excellent new book, Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. On today's episode we talk about marketing and brand building, a subject we don't discuss enough on this show. I loved Drew's new book...
1138: The Power of Personalized Gifting in Sales, with Kris Rudeegraap
Sales Strategy & Enablement by Revenue.io - August 24, 2023 10:00 - 22 minutes ★★★★★ - 332 ratingsThis week, Alastair is joined by Kris Rudeegraap, CEO at Sendoso, to discuss innovative sales strategies with a focus on gifting and personalization. He emphasizes the importance of authentic and creative outreach, using data-driven insights to tailor gifts and messages to specific personas. The ...
1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak
Sales Strategy & Enablement by Revenue.io - August 22, 2023 10:00 - 56 minutes ★★★★★ - 332 ratingsMeghann Misiak is the founder of The Path to President's Club, a training and consulting company. She is one of the rising new voices in sales that I like to feature on this show. She's part of the new generation of thought leaders and sales leaders who are shaping the future of selling and the s...
1137: Reshaping Traditional Roles Using AI, with Maha Pula
Sales Strategy & Enablement by Revenue.io - August 17, 2023 10:00 - 21 minutes ★★★★★ - 332 ratingsIn this week's episode, Alastair and Howard are once again joined by sales leader Maha Pula, the VP of Global Pre-sales at Cloudflare, to explore the evolution of sales roles in the era of AI and automation. They delve into the transformation of traditional functions like business development and...
1012: Pick Up The Phone and Sell, with Alex Goldfayn
Sales Strategy & Enablement by Revenue.io - August 15, 2023 10:00 - 45 minutes ★★★★★ - 332 ratingsAlex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what s...
1136: Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula
Sales Strategy & Enablement by Revenue.io - August 10, 2023 10:00 - 28 minutes ★★★★★ - 332 ratingsThis week, Howard and Alastair are joined by Maha Pula, the VP of Global Pre-sales at Cloudflare, to talk about the evolving landscape of sales, highlighting the shift towards a customer-centric approach and the impact of automation and AI on the buying journey. They emphasize the need for organi...
1011: Sales & Leadership with Heart, with Jen Ferguson
Sales Strategy & Enablement by Revenue.io - August 08, 2023 10:00 - 50 minutes ★★★★★ - 332 ratingsJen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened door...
1135: Creating the Human Touch in Tech Sales, with Maria Bross
Sales Strategy & Enablement by Revenue.io - August 03, 2023 10:00 - 27 minutes ★★★★★ - 332 ratingsIn this week's episode, Alastair is joined by our very own Maria Bross, Revenue.io's Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely ed...
1019: 5 Steps for Effective Sales Hiring, with Kristie Jones
Sales Strategy & Enablement by Revenue.io - August 01, 2023 10:00 - 48 minutes ★★★★★ - 332 ratingsKristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask...
1134: Retention is Growth: Enhancing the Customer Experience using AI, with Jessica Gilmartin
Sales Strategy & Enablement by Revenue.io - July 27, 2023 10:00 - 25 minutes ★★★★★ - 332 ratingsIn this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. Th...
1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre
Sales Strategy & Enablement by Revenue.io - July 25, 2023 10:00 - 53 minutes ★★★★★ - 332 ratingsMark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, i...
1133: Staying Human in the World of AI Marketing, with Jessica Gilmartin
Sales Strategy & Enablement by Revenue.io - July 20, 2023 10:00 - 25 minutes ★★★★★ - 332 ratingsIn this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining...
1079: Challengers Don't Settle for the Status Quo, with Jennifer Allen
Sales Strategy & Enablement by Revenue.io - July 18, 2023 10:00 - 46 minutes ★★★★★ - 332 ratingsJennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and ac...
1132: How to Supercharge Your Sales Enablement using AI, with Spenser Miller-Fellows
Sales Strategy & Enablement by Revenue.io - July 13, 2023 10:00 - 27 minutes ★★★★★ - 332 ratingsIn this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze m...
1058: Competence Over Experience, with Christine Rogers
Sales Strategy & Enablement by Revenue.io - July 11, 2023 10:00 - 33 minutes ★★★★★ - 332 ratingsChristine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course t...
1131: Innovation vs. Regulation in the New World of AI, with Tom Davenport
Sales Strategy & Enablement by Revenue.io - July 06, 2023 10:00 - 27 minutes ★★★★★ - 332 ratingsIn this episode, Alastair and Howard are once again joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the implications of regulating AI and generative technologies while avoiding stifling innovation. They explore the role of AI in augmenting human intellige...
1030: How Long Should a Salesperson Stay in their Role? with Bridget Gleason
Sales Strategy & Enablement by Revenue.io - July 04, 2023 10:00 - 55 minutes ★★★★★ - 332 ratingsBridget Gleason is the Chief Sales Officer at Util. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before mak...
1130: The Push and Pull of Generative AI, with Tom Davenport
Sales Strategy & Enablement by Revenue.io - June 29, 2023 10:00 - 26 minutes ★★★★★ - 332 ratingsIn this week's episode, Howard and Alastair are joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the transformative power of generative AI in various industries. They explore the practical applications of AI beyond software development, including its poten...
1066: Be Social on Social Media to Generate Leads, with Tim Hughes
Sales Strategy & Enablement by Revenue.io - June 27, 2023 10:00 - 46 minutes ★★★★★ - 332 ratingsTim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by ...
1129: Filling the Healthcare Gaps Using AI, with Kaylin Moore
Sales Strategy & Enablement by Revenue.io - June 22, 2023 10:00 - 23 minutes ★★★★★ - 332 ratingsIn this week's episode, Alastair and Howard are once again joined by Kaylin Moore, the Director of Revenue Operations at Zelis, a leader in improving economic outcomes in the healthcare industry. They discuss the need for immediate action to combat the shortage of registered nurses lost during th...
1004: Selling Big Deals and Making Big Money, with Brandon Fluharty and Howard Brown
Sales Strategy & Enablement by Revenue.io - June 20, 2023 10:00 - 47 minutes ★★★★★ - 332 ratingsBrandon Fluharty (VP of Strategic Account Solutions for LivePerson) and my frequent co-host Howard Brown (founder and CEO of Revenue.io). On today's episode we're talking about Brandon's speciality: selling big deals and making big money. Brandon's developing quite a following online among seller...
1128: Diagnosing the Future: How AI is Revolutionizing Healthcare, with Kaylin Moore
Sales Strategy & Enablement by Revenue.io - June 15, 2023 10:00 - 25 minutes ★★★★★ - 332 ratingsIn this week's episode, Alastair and Howard are joined by Kaylin Moore, the Director of Revenue Operations at Zelis, to talk about the healthcare landscape. They discuss the integration of AI in healthcare systems, the impact of generative AI chatbots on patient engagement, and the potential for ...
1043: Elite Sales Strategies, with Anthony Iannarino
Sales Strategy & Enablement by Revenue.io - June 13, 2023 10:00 - 1 hour ★★★★★ - 332 ratingsAnthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in th...
1127: How Sales Consultants Can Transform your Business, with Richard Harris
Sales Strategy & Enablement by Revenue.io - June 08, 2023 10:00 - 17 minutes ★★★★★ - 332 ratingsIn this week's episode, Howard is once again joined by Richard Harris, renowned sales consultant and founder of the Harris Consulting Group, to delve into the critical topic of when and why businesses should consider hiring a sales consultant. Richard sheds light on the pivotal role a consultant ...
848: How to Create More Diversity in Sales, with Sally Duby
Sales Strategy & Enablement by Revenue.io - June 06, 2023 10:00 - 52 minutes ★★★★★ - 332 ratingsSally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and w...
1126: The Impact of AI on Mental Health Today, with Richard Harris
Sales Strategy & Enablement by Revenue.io - June 02, 2023 10:00 - 26 minutes ★★★★★ - 332 ratingsIn this week's episode, Howard speaks to Richard Harris, Founder of the Harris Consulting Group, to explore the impact of AI on mental health. They discuss the mixed emotions that arise from technological advancements and emphasize the need to balance AI with human interactions in the sales proce...
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