Latest Salestech Podcast Episodes
1125: Should I Even Try to Hit Quota? with Ralph Barsi
Sales Strategy & Enablement by Revenue.io - February 14, 2023 11:00 - 47 minutes ★★★★★ - 332 ratingsRalph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case? Ralph talks about the possible cases, both positive and negative when manage...
How to Repair your Sales Operations [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - February 12, 2023 11:00 - 23 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...
A Conversation with Bridget Gleason
Sales Strategy & Enablement by Revenue.io - February 09, 2023 11:00 - 44 minutes ★★★★★ - 332 ratingsBridget Gleason, previously Chief Sales Officer at Silk, is now an Advisor for the company and is also the Chief Revenue Officer at Util. In this episode, Andy turns the hosting duties to Bridget to discuss his book, Sell Without Selling Out. They talk about being intentional in the steps that y...
A Conversation with Anthony Iannarino
Sales Strategy & Enablement by Revenue.io - February 07, 2023 11:00 - 1 hour ★★★★★ - 332 ratingsAnthony is the President and Chief Sales Officer of SOLUTIONS Staffing, an International Speaker, Sales Leader, and Author of Elite Sales Strategies. He talks about assessing the value that sellers can bring to their buyers and expands on the concept of being "one up". Anthony also shares his in...
A Conversation with Bill Sanders
Sales Strategy & Enablement by Revenue.io - February 02, 2023 11:00 - 45 minutes ★★★★★ - 332 ratingsBill Sanders is the CEO of Mobus Inc. and the author of Creative Conflict: A Practical Guide for Business Negotiators. He talks about negotiating as more of a creative process compared to how we normally perceive it. Bill shares his perspective on the fact that negotiation is simply something mo...
1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna
Sales Strategy & Enablement by Revenue.io - January 31, 2023 11:00 - 51 minutes ★★★★★ - 332 ratingsMatt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. Even when a customer thinks your solution is great, they could still worry about messing up the purchase. Matt and Ted share their insights on the ...
A Conversation with AJ Bruno
Sales Strategy & Enablement by Revenue.io - January 26, 2023 11:00 - 1 hour ★★★★★ - 332 ratingsAJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale. AJ shares...
1123: Hire for Culture Fit, Not Just Competency with Nigel Green
Sales Strategy & Enablement by Revenue.io - January 24, 2023 11:00 - 50 minutes ★★★★★ - 332 ratingsNigel Green is the Founder of Business of Primary Care, CRO of Affirm Health, and the host of the Revenue Harvest Podcast. Companies that want to grow from 10 to 50 million in annual revenue need to effectively hire salespeople. The team that got you to $10 million might look different to make i...
The Voice of Customer Insights [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - January 22, 2023 11:00 - 20 minutes ★★★★★ - 332 ratingsThe voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to discuss how to use the voice of the customer data to align company results. This data can show you where your customers are experiencing pain so you ...
1122: Win Deals and Create Top Teams Through Experiences with Brit Bartolini
Sales Strategy & Enablement by Revenue.io - January 17, 2023 11:00 - 35 minutes ★★★★★ - 332 ratingsBrit Bartolini is a Senior Enterprise Account Executive at Blueboard. She shares her initial reluctance to enter sales due to negative stereotypes, and her subsequent surprise that sales are actually a transfer of enthusiasm through storytelling. She also digs into how it is to sell to sales and...
A Conversation with Lee Salz
Sales Strategy & Enablement by Revenue.io - January 12, 2023 11:00 - 49 minutes ★★★★★ - 332 ratingsLee Salz is a sales management strategist and author of several books including Sell Different! and Sales Differentiation which helps sellers win more deals at the prices they want. Lee discusses why this is important especially when the differences between your product and the competitor's produ...
1121: Conversations on Change—Making a Business Case for DEI with Daniella Bellaire
Sales Strategy & Enablement by Revenue.io - January 10, 2023 11:00 - 28 minutes ★★★★★ - 332 ratingsDaniella Bellaire is the CRO at Diversio. There has been much progress in diversity, equity, and inclusion (DEI), but the real work is just about to get started. Storytelling is a powerful tool for sharing this message and Daniella shares how they use storytelling for Diversio's go-to-market. Da...
The Right Way to RevOps [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - January 09, 2023 05:41 - 23 minutes ★★★★★ - 332 ratingsIs RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function t...
A Conversation with George Bronten
Sales Strategy & Enablement by Revenue.io - January 05, 2023 11:00 - 48 minutes ★★★★★ - 332 ratingsGeorge Bronten is the Founder and CEO of Membrain. In markets where your solution looks very similar to the competition's, how you sell is the big differentiator. George digs into the elements of how most sellers sell and the role of sales technology in making the how of selling better and not ju...
1120: Understanding Your Value and How to Sell It with Mark Stiving
Sales Strategy & Enablement by Revenue.io - January 03, 2023 11:00 - 52 minutes ★★★★★ - 332 ratingsMark Stiving is the Founder and Chief Pricing Educator at Impact Pricing LLC, as well as the host of the podcast Impact Pricing and author of the book Selling Value. Today, Mark talks about what value is and how it relates to both buyers and sellers. He digs into how sellers must be keen in deter...
The First 100 Days of a RevOps Leader [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - January 01, 2023 11:00 - 22 minutes ★★★★★ - 332 ratingsHow do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bush is 60 days into her new role as the Senior Director of Revenue Operations at Revenue.io, so she's perfectly positioned to share her checklist of...
A Conversation with Jeff Bajorek
Sales Strategy & Enablement by Revenue.io - December 29, 2022 11:00 - 48 minutes ★★★★★ - 332 ratingsJeff Bajorek is an advisor and coach to B2B sales leaders, author of Rethink the Way You Sell, and host of the podcast of the same name. Sales leaders tend to forget that managing sellers are pretty much the same as how sellers engage with their customers. Sellers are a sales leader's product. W...
1119: Upskill Sellers Through Practice, Not Training with Josh Kamrath
Sales Strategy & Enablement by Revenue.io - December 27, 2022 11:00 - 44 minutes ★★★★★ - 332 ratingsJosh Kamrath is the CEO of Bongo, a skills validation and sales enablement tool that helps sellers put their knowledge into action. Josh digs into how their asynchronous format allows their users to demonstrate their skills and competencies in an authentic way by leveraging AI feedback and coachi...
Measuring Success in RevOps [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - December 25, 2022 11:00 - 29 minutes ★★★★★ - 332 ratingsRunning a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at Drift, returns to break down the best ways to surface insights and measure success within a RevOps framework. Follow the Hosts on LinkedIn: Alastai...
A Conversation with Oscar Trimboli
Sales Strategy & Enablement by Revenue.io - December 22, 2022 11:00 - 47 minutes ★★★★★ - 332 ratingsOscar Trimboli is the author of Deep Listening and he teaches that listening is the requirement to understand a prospect's needs and gives value to their words and beliefs. He digs into the differences between hearing and listening and shares research that shows that up to 55% of a seller's day i...
1118: Higher Complexity Results in Lower Sales Productivity with Pouyan Salehi
Sales Strategy & Enablement by Revenue.io - December 20, 2022 11:00 - 45 minutes ★★★★★ - 332 ratingsPouyan Salehi is the CEO and Co-founder of Scratchpad. Sales is a complex job, and it is made even more complex when salespeople are part of a larger organization. The fast pace and the need to constantly be finding and managing new and existing customers make it difficult to execute well. Over ...
Meetings Customer Where They Are [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - December 18, 2022 17:17 - 23 minutes ★★★★★ - 332 ratingsIn today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. Alastair and Howard sit down with Sean Lane, VP of Field Operations at Drift, to discuss the...
A Conversation with Casey Graham
Sales Strategy & Enablement by Revenue.io - December 15, 2022 11:00 - 46 minutes ★★★★★ - 332 ratingsCasey Graham is the CEO of Gravy and the Co-Founder of Command AF. There are real nontraditional benefits to building a strong LinkedIn culture in your organization. Casey shares how personal brands give sellers headstarts for success, and that helping these individuals do so circles back with mu...
1117: Reimagining How Companies Recognize and Incentivize Sellers with Kevin Yip
Sales Strategy & Enablement by Revenue.io - December 13, 2022 11:00 - 39 minutes ★★★★★ - 332 ratingsKevin Yip is the President and Co-Founder of Blueboard and he dives into how companies can reimagine how they recognize and incentivize their employees that go beyond the typical cash rewards. Research shows that sellers are actually motivated by recognition and visibility rather than pure cash a...
A Conversation with Craig Lemasters
Sales Strategy & Enablement by Revenue.io - December 08, 2022 11:00 - 53 minutes ★★★★★ - 332 ratingsCraig Lemasters is the CEO of GXG and the author of the book Unstuck: How to Unlock and Activate the Wisdom of Others. A great majority of things that leaders get stuck on are usually things that somebody else has already figured out. Craig brings together experts, called operators, for Rapid Cyc...
1116: Humanize Sales Management for 20x ROI with Wesleyne Greer
Sales Strategy & Enablement by Revenue.io - December 06, 2022 11:00 - 43 minutes ★★★★★ - 332 ratingsWesleyne Greer is the founder of Transformed Sales and host of her own show The Transformed Sales Podcast. The sales manager has a 20 times greater impact on the sales team than the salespeople themselves. By investing in the development of sales managers, organizations can see a much higher retu...
1115: Practice the Sales Skills That Matter with Jordana Zeldin and Jonathan Mahan
Sales Strategy & Enablement by Revenue.io - December 01, 2022 11:00 - 46 minutes ★★★★★ - 332 ratingsJordana Zeldin and Jonathan Mahan are the Co-Founders of The Practice Lab. There is a noticeable gap between what salespeople intellectually understand and what they could actually pull off in the wild. In fact, sellers are overtrained this way, yet are under-practiced in the skills that truly ma...
1114: Turning Profitable Growth During a Downturn with Karen Clarke
Sales Strategy & Enablement by Revenue.io - November 29, 2022 11:00 - 43 minutes ★★★★★ - 332 ratingsKaren Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowdown in the economy, difficulty finding staff, and sales attrition. Leaders must use data that provides insights into shifting buying behaviors. Ka...
The Machines Need to Work for Us [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io - November 27, 2022 11:00 - 26 minutes ★★★★★ - 332 ratingsData and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes mor...
A Conversation with Chris Hatfield
Sales Strategy & Enablement by Revenue.io - November 25, 2022 11:00 - 45 minutes ★★★★★ - 332 ratingsChris Hatfield is the Founder and Coach at Sales Psyche. Problems with mental health are one of the biggest threats to the performance of sales teams. Chris digs into the impact of mental health at all levels of sales and talks about how the key to sales brilliance is mental resilience. Chris als...
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