Latest Salestech Podcast Episodes
884: Mental Health and Sales Performance, with Chris Hatfield
Sales Strategy & Enablement by Revenue.io - May 30, 2023 15:07 - 45 minutes ★★★★★ - 332 ratingsHere's another great episode from the archives for Mental Health Month! Chris 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 progr...
Combining Human Intuition and AI for Sales Success [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - May 28, 2023 07:40 - 24 minutes ★★★★★ - 332 ratingsCombining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversati...
923: Mental Health Awareness, with Howard Brown and Mary Grothe
Sales Strategy & Enablement by Revenue.io - May 23, 2023 10:00 - 52 minutes ★★★★★ - 332 ratingsHey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of Revenue.io) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While...
The Risks and Rewards of AI in Sales [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - May 21, 2023 10:00 - 24 minutes ★★★★★ - 332 ratingsWhile it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what ...
1040: The Most Common Email Mistakes Salespeople Make, with Will Allred
Sales Strategy & Enablement by Revenue.io - May 16, 2023 10:00 - 27 minutes ★★★★★ - 332 ratingsWill Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with em...
The Oxymoron of Sales Forecasting [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - May 14, 2023 10:00 - 21 minutes ★★★★★ - 332 ratingsOver time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understandin...
A Conversation with Jennifer Allen
Sales Strategy & Enablement by Revenue.io - May 09, 2023 10:00 - 46 minutes ★★★★★ - 332 ratingsJennifer Allen is formerly Chief Evangelist of Challenger and now Head of Community Growth at Lavender. She's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io. Jennifer discusses the psychology of no-decision and why buyers who choose the status quo ...
The Secret to Sales Excellence in the Face of Uncertainty [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - May 07, 2023 10:00 - 26 minutes ★★★★★ - 332 ratingsThe highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Id...
942: Rules for Successful SDR/AE Relationships, with Ralph Barsi
Sales Strategy & Enablement by Revenue.io - May 02, 2023 18:13 - 47 minutes ★★★★★ - 332 ratingsRalph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effec...
How to Use AI to Revolutionize Your Business Today [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - May 01, 2023 19:37 - 24 minutes ★★★★★ - 332 ratingsHow can organizations use AI today to improve their business processes and drive more revenue? On this episode of the RevOps Podcast, our hosts Howard Brown and Alastair Woolcock delve into the world of Artificial Intelligence. They discuss how businesses need to start thinking differently about ...
1068: Grow Your Business Like a Weed, with Stu Heinecke
Sales Strategy & Enablement by Revenue.io - April 25, 2023 10:00 - 38 minutes ★★★★★ - 332 ratingsStu Heinecke is an editorial cartoonist for the Wall Street Journal and author of How to Get a Meeting with Anyone and the newly-published How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth. Stu makes an analogy between sales and weeds (the dandelion, in particular)...
Driving Results with ABM and Intent Data [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - April 23, 2023 10:00 - 21 minutes ★★★★★ - 332 ratingsHow can you create an effective ABM motion that aligns different teams across the org? Alastair welcomes back Kamil Rextin (Founder & General Manager at 42 Agency) to discuss how to use intent data, attribution data, and ABM technologies throughout the lifecycle. They caution against relying too ...
1046: Trust and Inspire, with Stephen MR Covey
Sales Strategy & Enablement by Revenue.io - April 18, 2023 10:00 - 43 minutes ★★★★★ - 332 ratingsStephen MR Covey is the New York Times and Wall Street Journal Bestselling author of The Speed Of Trust, a favorite book of mine. Today we're talking about his most recent book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. We get into the changes that have taken place, ...
Is Technical Debt Killing Your Productivity [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - April 17, 2023 15:10 - 22 minutes ★★★★★ - 332 ratingsSales reps are more overwhelmed and overtooled than ever. Kamil Rextin (Founder & General Manager at 42 Agency) joins Alastair this week to share his insights on the current trend of platform consolidation and explains how to identify the right problems to solve in order to personalize your outre...
1074: Master the Basics of EQ and Empathy, with Dean Karrel
Sales Strategy & Enablement by Revenue.io - April 11, 2023 10:00 - 36 minutes ★★★★★ - 332 ratingsDean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leadership positions in major global publishing companies for more than three decades. He shares how the intangible things not taught in school are the ...
Using Data to Ask the Right Questions [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - April 09, 2023 10:00 - 39 minutes ★★★★★ - 332 ratingsThe power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunications and managed services fields, and he shares his expe...
1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols
Sales Strategy & Enablement by Revenue.io - April 04, 2023 10:00 - 39 minutes ★★★★★ - 332 ratingsGarrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams ...
The Future of Sales Enablement & AI [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - April 02, 2023 10:00 - 22 minutes ★★★★★ - 332 ratingsEveryone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the indus...
1086: Diversity in Sales Starts from the Top, with Cynthia Barnes
Sales Strategy & Enablement by Revenue.io - March 28, 2023 10:00 - 45 minutes ★★★★★ - 332 ratingsCynthia Barnes is the Founder and CEO of the National Association of Women Sales Professionals (NAWSP), as well as the author of 2 books. She is a woman-in-sales influencer who helps women who sell B2B services reach the top 1%. Cynthia advocates change, and change needs to happen if the industry...
Sales Enablement: Nice-to-have or Need-to-have? [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - March 26, 2023 10:00 - 24 minutes ★★★★★ - 332 ratingsSuccessful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology ...
1052: What's Changed in Sales? with Wendy Weiss
Sales Strategy & Enablement by Revenue.io - March 21, 2023 10:00 - 47 minutes ★★★★★ - 332 ratingsWendy Weiss is the president at Salesology. And a leading expert on proactive outbound prospecting. In our conversation today we talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect ...
Is Messy Data Damaging Your Business? [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - March 19, 2023 10:00 - 26 minutes ★★★★★ - 332 ratingsThe companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data acti...
1036: Imposter Syndrome Coaching, with Alli Rizacos
Sales Strategy & Enablement by Revenue.io - March 14, 2023 10:00 - 40 minutes ★★★★★ - 332 ratingsAlli Rizacos is the founder of Alli Rizacos Coaching. She is the Impostor Syndrome Coach. On today' episode we get into imposter syndrome and who it is most likely to affect. Then we explore the 5 different types, archetypes if you will, of impostor syndrome. You may recognize yourself as we expl...
Revving Up your Go-To-Market Engine [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - March 12, 2023 10:00 - 29 minutes ★★★★★ - 332 ratingsSucceeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for ef...
1038: Scaling Revenue and Sales Cycles, with Christina Brady
Sales Strategy & Enablement by Revenue.io - March 08, 2023 18:22 - 43 minutes ★★★★★ - 332 ratingsChristina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should the...
Every Obstacle Presents an Opportunity [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - March 05, 2023 11:00 - 24 minutes ★★★★★ - 332 ratingsIn these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insights on the changing landscape of sales and the strate...
1069: Read Digital Body Language for Personalized Conversations, with Maura Rivera
Sales Strategy & Enablement by Revenue.io - February 28, 2023 11:00 - 34 minutes ★★★★★ - 332 ratingsMaura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives t...
Belief is Your Superpower [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - February 26, 2023 11:00 - 31 minutes ★★★★★ - 332 ratingsConfidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales, the importance of customer relationships, and how to ...
1037: B2B Secret Shopping, with Leahanne Hobson
Sales Strategy & Enablement by Revenue.io - February 21, 2023 11:00 - 38 minutes ★★★★★ - 332 ratingsLeahanne Hobson is the founder and CEO of Alinea Partners, a consulting firm that helps large IT companies assess and transform the buying experiences of their customers. On today's episode, Leahanne shares research on why 80% of CEOs believe they deliver superior customer experiences, but only 8...
How to Repair your Sales Operations [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - February 19, 2023 11:00 - 20 minutes ★★★★★ - 332 ratingsSales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how be...
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