Jonathan Friedman is the Co-Founder and CEO of Demostack. How quickly should your prospect see a product demo in their buying journey? How do you make your demos more memorable to your prospects? Jonathan shares valuable insights on these questions and how to create impactful demos consistently. He talks about the many functions and features of Demostack. He also digs into the power of storytelling and using stories to make your demos a reflection of your prospects and their needs. Above all, be...
Oct 11, 2022•37 min•Ep. 1100
Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation. There's a correlation between the quality and quantity of coaching that one receives and his/her level of performance improvement. Today, Brian shares about the situation of constructive coaching in teams and how most individuals report never really getting any developmental feedback. He dives into the reality of coaching and how to prepare yours...
Oct 07, 2022•55 min
Chris Pennington is the Chief Customer Officer at SugarCRM. Creating the best experience for customers in their buying journey doesn't only fall on the one person facing them but on all the tools, strategies, and support behind the scenes. Chris talks about the roles and responsibilities of a Chief Customer Officer and how they measure customer experience. He shares his insight into the elements and overall process of building trust. By prioritizing trust, you're less likely to face customer chu...
Oct 06, 2022•42 min•Ep. 1099
Mercy Lee Bell is a Sales Enablement Manager at Webflow. There are distinct differences between traditional selling and product-led growth. Mercy digs into how PLG frames questions with insight and how to tell a story that visualizes the buyer's vision of success. Mercy shares how to frame discovery calls as more of a listening exercise than a speaking opportunity. She talks about presenting points of view that add value to your prospect and the need for sellers to adapt to the present environme...
Oct 04, 2022•44 min•Ep. 1098
Chris White is a business coach, entrepreneur, and author of The Six Habits of Highly Effective Sales Engineers. SEs are one of the most underserved roles in sales enablement and training, and Chris shares the increasing role of the SE as a solution consultant in winning new business. Chris discusses his goal of getting technical wins, which is to help buyers see beyond a reasonable doubt that a particular solution is the right choice for them. He also digs into the 6 behavioral patterns of the ...
Sep 30, 2022•52 min
Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connection to the basic elements of stories, sellers almost always focus on the resolution without even building the foundations and actually understanding their prospects. Today, Janine and Lee share their 4 basic elements of a story and why every story needs a big idea. They talk about applying these principles not only in presentations but even in some t...
Sep 30, 2022•51 min
Matt Melymuka is the Co-Founder and Managing Partner at PeakSpan Capital. Growing a business does not follow a uniform path. Matt shares their different approach to venture investing that is, in his words, sane rather than shooting for the top at all costs. He digs into their incremental value creation method that aligns with where the company is and where it can reasonably go. Their philosophy is anchored on self-awareness and it is this mindset that they bring to the table when working with bu...
Sep 29, 2022•39 min•Ep. 1097
Fred Diamond is the Co-Founder of the Institute for Excellence in Sales, Author of Insights for Sales Game Changers and a nonsales book called Love, Hope, Lyme: A Book about Chronic Illness Support, and the Host of the Sales Game Changers Podcast. Top sales professionals have a mission to the customer—nurture the relationship and help them achieve their goals. Fred shares that every sales interaction is a conversation that can lead to indispensable relationships which pay off for decades. He dis...
Sep 27, 2022•59 min•Ep. 1096
Drew Neisser is the Founder of Renegade and CMO Huddles, host of the CMO Podcast, and Author of the new book Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. Marketing has become more complicated without necessarily becoming more effective. Today, Drew talks about the tough environment of CMOs and delves into why a single clear and consistent message is far more likely to get the sale over a matrixed approach. He also discusses how and why clearing away the clutter of your messagi...
Sep 23, 2022•48 min
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 ...
Sep 22, 2022•44 min•Ep. 1095
Robert Henderson is the Co-Founder and CEO of JumpCrew. Companies that are great at creating products and services should focus on that area of expertise. By outsourcing sales, companies avoid costly hiring mistakes and provide a dedicated support team that promotes healthy engagement and coaching to sellers. Robert digs into how their product, which is the actual selling, creates symbiotic relationships with their customers. They help startups with the whole go-to-market motion, as well as Fort...
Sep 20, 2022•43 min•Ep. 1094
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, you will hear 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 Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head o...
Sep 18, 2022•26 min
Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople. HIGHLIGHTS Selling multimillion deals in London is the same as selling see...
Sep 16, 2022•46 min
Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io. Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must t...
Sep 15, 2022•42 min•Ep. 1093
Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers. The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic a...
Sep 13, 2022•53 min•Ep. 1092
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Natalie Furness (CEO, RevOps Automated) Sponsored by: Revenue.io ...
Sep 11, 2022•18 min
Andres Lares is the CEO of Shapiro Negotiation Institute and author of Persuade. Selling is perceived as persuading, but to be truly effective, sellers must instead influence. Andres shares the why behind influencing from a psychological standpoint, as well as the massive gains in credibility by practicing empathy. By freely providing recommendations to buyers that truly help them get closer to their goals, sellers create trusted relationships that can last far longer than what would have otherw...
Sep 09, 2022•49 min
Andy Champion is the Vice President and General Manager for EMEA and ANZ at Highspot. There is a big difference between managers and leaders and it has less to do with processes and more about inspiring others to greatness. Andy Champion discusses why curiosity matters and how to approach conversations with the intent to learn. He also digs into the importance of getting buy-in from the top to commit to coaching so that frontline managers implement behaviors that increase their chances of succes...
Sep 08, 2022•52 min•Ep. 1091
Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significantly in the past decade. More companies have started to realize that every conversation matters—regardless if the deal pushes through or not—and that the way to push up win rates is by being genuinely curious. Andy and Elay discuss the 3 stages in a buyer's journey and what sellers must do in each stage to determine fit, ask meaningful questions, and...
Sep 06, 2022•46 min•Ep. 1089
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Natalie Furness (CEO, RevOps Automated) Sponsored by: Revenue.io | Powering high-perf...
Sep 04, 2022•25 min
Juliet Funt is the Founder and CEO of the Juliet Funt Group, as well as the author of the book A Minute to Think. Something lacking in today's busy world is white space. This is time with no assignment and has been proven to boost creativity for you to do your best work. This is in contrast to the culture of busyness which fills up every available moment with tasks that may or may not even be relevant. White space should ultimately be brought home for you to be present with joy, hobbies, family,...
Sep 02, 2022•45 min
Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics. Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also d...
Sep 01, 2022•45 min•Ep. 1089
Josh Little is the Founder and CEO of Volley. There is a need for a better way to communicate as only 7% of communication is delivered through words. Volley's asynchronous messaging expresses tone of voice and body language and combines it with the convenience of texting. Josh shares its best uses in developing relationships in mastermind groups and between mentors and their mentees. HIGHLIGHTS Volley: An asynchronous messaging app with the benefits of video and convenience of texting Use cases ...
Aug 30, 2022•29 min•Ep. 1088
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Marcela Piñeros, the Global Head of Sales Enablement at Stripe, joins Howard and Alastair to discuss the musicality of making RevOps work. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance ...
Aug 28, 2022•19 min
Mario Martinez is the CEO and Founder of Vengreso. Prospecting in the digital age looks drastically different from how it used to just a couple of decades ago. There are many ways to optimize this and one of the best is by using video. This medium, compared to cold calls and emails, has the added advantage of displaying your expressions to create meaningful connections. Mario shares some digital-age tactics that may seem elementary to younger salespeople but are virtually unknown to sales leader...
Aug 26, 2022•47 min
Jeffery Downs is the Managing Director at FranklinCovey and author of Streaking. The best-performing salespeople streak their personal development. They work on their consecutive muscle and do little things every single day that lead to personal growth. Jeffery studied the differences between ordinary and extraordinary performers and found that the best of the best streak a “laughably simple” task every day. As they create this structure for consistent wins, the top performers’ actions become al...
Aug 25, 2022•58 min•Ep. 1087
Cynthia 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 wants to have more high-achieving women thrive in sales. Cynthia shares how change must start from the top and how the very culture of sales must adapt to truly welcome diversity. She unveils the shocki...
Aug 23, 2022•45 min•Ep. 1086
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown 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 Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Glo...
Aug 21, 2022•28 min
Nick Capozzi is the Head of Storytelling at Demostack and the VP of sales at Smile Virtual. He shares his start in sales by selling duty-free items on cruise ships and the lessons on relationship-building that he learned in the 10 years he eventually spent there. These lessons remain applicable even in B2B selling as being likable could be the key differentiator between you and your competition. Nick also discusses how to maximize video and use it to increase your chances of getting bookings, as...
Aug 19, 2022•48 min
Tim Mann is the Director of Sales at Blueboard. Entering the world of sales through a nonprofit working in jails taught Tim the value of coaching to improve sellers' performance. He explains how cognitive behavioral therapy (CBT) is at the core of his coaching by changing habits and being curious about how people think. Tim also talks about salespeople's openness to learn as the foundation of their continuous learning. This curiosity about what makes them behave a certain way is not just importa...
Aug 18, 2022•43 min•Ep. 1085
