Combining 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 conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role ...
Oct 03, 2024•23 min•Ep. 1172
Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan) Sponsored by: Revenue.io | Powering high-performing revenue team...
Sep 26, 2024•24 min•Ep. 1171
An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Ray Rike (Founder &...
Sep 20, 2024•22 min•Ep. 1170
An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Ray Rike (Founder & CEO, RevO...
Sep 12, 2024•30 min•Ep. 1169
Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance ...
Sep 05, 2024•24 min•Ep. 1168
Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance E...
Aug 29, 2024•27 min•Ep. 1167
This week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenu...
Apr 18, 2024•28 min•Ep. 1166
This week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed's revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integral to holistic go-to-market strategies. King also emphasizes the importance of building trust and brand awareness through partnerships that align with...
Apr 11, 2024•25 min•Ep. 1165
In this week’s podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation, and action in sales. The discussion focuses on the top use cases for generative AI in driving team performance, highlighting the transformational ro...
Apr 04, 2024•23 min•Ep. 1164
Don’t miss this one folks. It’s our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today’s best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Joy Rowan (Vice President of Remote Sales, AmerisourceB...
Mar 28, 2024•26 min•Ep. 1163
In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to...
Mar 21, 2024•29 min•Ep. 1162
Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps’ performance and stay ahead in the competitive world of financial services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Marcela Piñeros (Global Head of Sales Enablemen...
Mar 14, 2024•20 min•Ep. 1161
In this week’s podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhance...
Mar 07, 2024•26 min•Ep. 1160
In this week’s podcast episode, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to dissect the nuances of sales methodologies versus processes. The trio delves into the findings of a recent study about the lack of structured sales processes and methodologies in many organizations, leading the discussion to a more disciplined approach to sales that focuses on the buyer's journey rather than rigid methodologies. They span the evolution ...
Feb 29, 2024•28 min•Ep. 1159
In this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Christine Li, VP of Global Partnerships at G2, to explore the transformative role of AI and ecosystems in today's businesses. They delve into how companies are increasingly becoming tech-centric, driven by consumer behavior and the demand for efficient, personalized experiences. Christine brings to the table her vast experience from G2 and LinkedIn, emphasizing the necessity for businesses to adapt to technological ad...
Feb 22, 2024•25 min•Ep. 1156
On the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations...
Feb 15, 2024•26 min•Ep. 1157
This week’s podcast session features host Alastair Woolcock and Ricardo Olivo, VP of Technology at VML, for an insightful discussion on the global impact and adoption of AR, VR, and IoT technologies. Ricardo highlights the optimistic projections for these technologies but also points out the intricate balance between innovation and market readiness. The conversation also explores how big brands are strategically utilizing these technologies to create immersive experiences and enhance consumer en...
Feb 08, 2024•21 min•Ep. 1156
Our latest podcast episode features Ricardo Olivo, Vice President of Technology at VML, along with host Alastair Woolcock for an engaging discussion around the integration of AI in understanding and shaping consumer behavior. The episode explores the shift from traditional marketing to a more data-driven, personalized approach, stressing the importance of aligning creative content with emerging trends and legal considerations. The conversation emphasizes the necessity of maintaining a human-cent...
Feb 01, 2024•30 min•Ep. 1155
In this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Brian Moran, co-founder and Chief Strategy Officer at SamCart. They discuss the impact of generative AI on e-commerce and B2C sales. Brian shares insights on how AI is changing the landscape for entrepreneurs, particularly in improving sales pitches and marketing strategies. The conversation delves into the challenges and opportunities associated with implementing AI in business operations. Brian emphasizes the need f...
Jan 25, 2024•28 min•Ep. 1154
Join Alastair Woolcock and Howard Brown this week as they host Brian Moran, the co-founder and Chief Strategy Officer of e-commerce platform SamCart. Moran shares invaluable insights into navigating the dynamic landscape of B2C commerce amid AI advancements. The session goes deeper into exploring the strategic shift towards authenticity and human connection in sales, backed by Moran's experience in scaling SamCart without a conventional sales team. Moran also dives into some key strategies behin...
Jan 18, 2024•24 min•Ep. 1153
In our latest podcast episode, Alastair Woolcock and Revenue.io CMO Brandee Sanders analyze Gartner's insights on driving sales behavior change. Their discussion dives into the pivotal role of marketing across the entire sales spectrum, as well as the importance of embracing behavioral changes in sales and marketing teams. They spotlight the importance of aligning internal experiences with customer engagement – integrating a customer-centric approach – and adopting data-driven strategies to navi...
Jan 11, 2024•31 min•Ep. 1152
In part two of our podcast, Alastair Woolcock, Howard Brown, and Tal Riesenfeld – co-founder and CRO of Sunbit – delve into Tal's experiences as a student of Clayton Christensen, the Harvard Business School professor known for his work on disruptive innovation. They explore Christensen's disruptive innovation theory, illustrating its practical application in Sunbit's journey. The trio address how inefficiencies in niche markets can pave the way for substantial market disruption, while emphasizin...
Dec 21, 2023•24 min•Ep. 1151
Tune in to our latest episode where we welcome Sunbit co-founder and Chief Revenue Officer Tal Riesenfeld. Dive into Sunbit's distinctive 'buy now pay later' (BNPL) model, tailored for essential services such as car repairs and dental treatments. Explore how Sunbit's sales strategy, centered on human behavior, empathy and customer focus, is reshaping the financial sector. We'll discuss the significant role of sellers in providing solutions that truly make a difference for customers. Follow the H...
Dec 14, 2023•30 min•Ep. 1150
This week, we have our very own Alastair Woolcock and Howard Brown diving into the recent changes in the realm of email communication, sparked by Yahoo and Google. Their discussion centered on the significant implications these alterations hold for go-to-market strategies worldwide, highlighting the role of email as a platform for personalized communication, shifting away from the outdated "spray and pray" method and leveraging AI-driven tools to ensure relevance and value in customer interactio...
Dec 07, 2023•26 min•Ep. 1149
Welcome to Part 2: Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue...
Nov 29, 2023•30 min•Ep. 1148
This week, Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) How...
Oct 26, 2023•28 min•Ep. 1147
Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance. He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an ...
Oct 24, 2023•44 min•Ep. 1095
AI is revolutionizing sales processes and changing the way we all do business. This week, Alastair and Howard are joined once again by Darren Fay, Director of Revenue Operations and Intelligence at Instructure, to talk about the potential of AI in forecasting, setting Ideal Customer Profiles (ICPs), and adapting to market trends while also considering the importance of embracing AI. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special G...
Oct 19, 2023•26 min•Ep. 1146
Derek Jankowski is the Vice President of Sales at ServiceCore. Which is a great example of a company that is using software to disrupt an industry that most people think of a decidedly low tech. On today's episode we dig into Derek's journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek's passion project, his side venture called Next Level Sales Leadership. Which i...
Oct 17, 2023•43 min•Ep. 1055
Sometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, who transitioned from firefighting to Director of Revenue Operations & Intelligence at Instructure. Together, they discuss the urgent need for data governance in the face of burgeoning AI technologies and the pivotal role of revenue operations in the management of this data. From Darren's insights into strat...
Oct 12, 2023•22 min•Ep. 1145
