Kris Rudeegraap, CEO and Co-Founder of Sendoso, joins me again in this episode. KEY TAKEAWAYS Sendoso sends digital and physical gifts for B2B sales, marketing, and customer success teams. Kris Rudeegraap and Braydan Young left jobs as account executives and co-founded Sendoso (originally CoffeeSender) in 2016. CoffeeSender began by sending Starbucks gift cards. CoffeeSender expanded their gifts to a great variety of items and became Sendoso. Kris comments on how their company grew. Kris explain...
Feb 20, 2020•39 min•Ep. 749
Paul Smith, author of Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale, and Ten Stories Great Leaders Tell, joins me again on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Paul Smith trains people to tell stories; his customer base is increasing. He says only 10% to 15% of the time you talk to people should consist of stories, two to three minutes long. That is six to nine minutes an hour. Stories are not like jokes with a punchline. Paul will not supply...
Feb 13, 2020•50 min•Ep. 748
Pat Morrissey, SVP and GM at Upland Software, joins me on this episode. KEY TAKEAWAYS Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of strategy, methodology, and technology. Upland acquired Altify to change from a sales enablement perspective to a strategic value proposition for the head of sales, with capabilities to help activate the revenue team and generate customer outcomes...
Feb 06, 2020•55 min•Ep. 747
Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode. KEY TAKEAWAYS Todd Caponi has five hopes for sales in 2020. The first hope is the death of the “Death of sales” trope. Cold calling is still important. Sales employment has grown. Classroom training is ineffective. Todd offers solutions. There should be learning every day on the job. Andy talks about the curated book club he offers to compa...
Jan 30, 2020•1 hr 4 min•Ep. 746
Richard Smith, Co-Founder and Head of Sales at Refract, joins me on this episode. KEY TAKEAWAYS Andy and Richard discuss performing for outcomes as an underdog. In a competitive field, your biggest differentiator as a salesperson is how you speak, how you sell to customers, and how you help them buy. Andy used to sell Burroughs computers and was an underdog against IBM in every sale. Andy found ways to sell, regardless of IBM. He had a similar situation working for Apple when IBM released the PC...
Jan 23, 2020•59 min•Ep. 745
Rob Käll, CEO of Cien, Inc., joins me on this episode. KEY TAKEAWAYS Cien, Inc. is headquartered in Miami, Florida. Cien means 100 in Spanish. The name refers to reaching 100% of quota. Cien offers AI for SaaS businesses that are scaling. Rob tells of working in SaaS and not seeing revenue scale with the sales team’s growth. In 2016, Rob and a business partner addressed the problem of scaling sales revenue by starting Cien. Cien is a web app. A prospect can get a Hidden Revenue Assessment to sta...
Jan 16, 2020•52 min•Ep. 744
Howard Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them. RingDNA helps reps to be better conversationalists and ask better questions, get to the point, and add value. Howard applies...
Jan 09, 2020•47 min•Ep. 743
Shari Levitin, speaker and bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Shari used her sales consulting experiences to write a sales book that is a life book. Citing Brené Brown, Shari notes that who you are matters more than what you do. Shari quotes David Brooks that we have resume virtues and eulogy virtues. The eulogy virtues make the difference in today’s digital environment...
Jan 02, 2020•48 min•Ep. 742
Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.
Dec 26, 2019•1 hr 5 min•Ep. 741
Craig Walker, CEO of Dialpad, joins me on this episode of Sales Enablement podcast. SUMMARY Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts conve...
Dec 19, 2019•43 min•Ep. 740
Kimberlee Slavik, author of five books, including Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™, A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading, joins me on this episode of the Sales Enablement Podcast. SUMMARY Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sales e...
Dec 12, 2019•49 min•Ep. 739
Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of the Sales Enablement Podcast. SUMMARY Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them. Andy and Ian explore how offering dis...
Dec 05, 2019•44 min•Ep. 738
Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode. KEY TAKEAWAYS Chad defines the sales singularity as the combination of tech tools and human connections to use the best features of both in the sales process. Technology needs to amplify the human element, not replace it. Automated templated emails tend to devalue human relationships. You can turn that email into a message relevant to a human being by adding two sentences crafted by a person for a person...
Nov 28, 2019•44 min•Ep. 737
Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode. KEY TAKEAWAYS As a young woman of color, Mercy was unusual in B2B tech sales. She sees an echo chamber in sales and on LinkedIn of white men of a certain age and experience. After college, Mercy was the second hire at a startup. At age 23, she had a $3.7 million year in enterprise sales. In her family, she was the first to graduate high school, first to graduate college, and first to get a desk job. Mercy worked at the fundraisi...
Nov 21, 2019•49 min•Ep. 736
Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode. KEY TAKEAWAYS Russ Klein, CEO of the American Marketing Association, calls Stu Heinecke the Father of Contact Marketing. Stu admits to naming it. Stu is also a Wall Street Journal cartoonist. Cartoons offer a point of agreement. Stu used cartoons in direct mail campaigns for Rolling Stone and Bon Appétit and set records for responses. He wanted to penetrate the rest of the publishing in...
Nov 14, 2019•44 min•Ep. 735
Sean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode. KEY TAKEAWAYS GrowthX is a Silicon Valley venture capital partnership with an accelerator focused on sales and an academy that trains people in sales, marketing, design thinking, and data science and aims at developing markets. Sean describes the ‘lasting-mover advantage’ for companies that own the customer use case. Sean reminds his clients to go slow so they can go fast later. Look first for the...
Nov 07, 2019•46 min•Ep. 734
Bill Bice, CEO of Boomtime, joins me on this episode of the Sales Enablement Podcast. KEY TAKEAWAYS Boomtime brings scale and efficiency to marketing. They combine technology and expertise to provide marketing as a service. Aggregating data opens up insights into your buyers, whatever size your company may be. Bill has founded several companies whose success correlates directly to the effectiveness of their go-to-market strategies. Bill started Boomtime to improve his companies’ marketing result...
Oct 31, 2019•41 min•Ep. 733
Steve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode. KEY TAKEAWAYS People who are great at what they do love their company, team, and customers. Steve explains the impact of translating love into action in your work. Do soft skills make you nervous? Can love be quantified? Steve talks about the net promoter score and employee engagement as examples of love metrics. If you can’t measure something, is it ...
Oct 24, 2019•47 min•Ep. 732
Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion rates...
Oct 17, 2019•47 min•Ep. 731
Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode. KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson. After 10 years, he read a Robert Kiyosaki book and identified himself as an entrepreneur. That led him into sales. Chris’s first sales position was Mana...
Oct 10, 2019•46 min•Ep. 730
Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode.
Oct 03, 2019•55 min•Ep. 729
Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.
Sep 26, 2019•56 min•Ep. 728
Shawn Finder, CEO at Autoklose, joins me again on this episode.
Sep 19, 2019•41 min•Ep. 727
Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode.
Sep 12, 2019•42 min•Ep. 726
John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode.
Sep 05, 2019•38 min•Ep. 725
Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode.
Aug 29, 2019•47 min•Ep. 724
Doug Winter, Founder and CEO at Seismic, joins me on this episode.
Aug 22, 2019•43 min•Ep. 723
Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode.
Aug 15, 2019•53 min•Ep. 722
Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode.
Aug 08, 2019•1 hr 5 min•Ep. 721
Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode.
Aug 01, 2019•43 min•Ep. 720
