Kevin 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 alone. Kevin explains how his experience with recognition fell flat and how he and his company provide thoughtful, personal, and nonmonetary experiences to change the way these programs are offered to emp...
Dec 13, 2022•39 min•Ep. 1117
Craig 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 Cycle Learning whose purpose is to share and gain wisdom by multiplying knowledge and experience. Leaders know this, it's where to get this learning that is the question. Andy and Craig discuss the 5 steps ...
Dec 08, 2022•53 min
Wesleyne 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 return on their investment. This is because managers are responsible for implementing sales training and coaching programs and holding salespeople accountable. When sales managers are properly trained, they ...
Dec 06, 2022•43 min•Ep. 1116
Jordana 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 matter. Salespeople should develop their human and selling skills through practice, much like how athletes and musicians perfect their craft. This space allows sellers to screw up, double back, and ask for...
Dec 01, 2022•46 min•Ep. 1115
Karen 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. Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the alignment of sellers to the business objectives, knowing how to balance sales resources across the busin...
Nov 29, 2022•44 min•Ep. 1114
Data 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 more product than Amazon on any given day), to once again illuminate 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...
Nov 27, 2022•27 min
Chris 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 also discusses how companies can create a sales culture that nourishes sellers' mental health, as well as the ability of anxiety as an effective warning device. Finally, Andy and Chris discuss the organizat...
Nov 25, 2022•45 min
Paul Reilly is the author of the best-selling book Selling Through Tough Times, as well as a renowned speaker, and sales trainer. He dives into the topic of uncertainty and why it actually has a ton of value to salespeople. Difficult times present a unique opportunity for sellers to demonstrate leadership. Paul explains that economic downturns push salespeople to get creative and provide information that reassures the buyer in making the right decision. Paul also discusses how to communicate sta...
Nov 24, 2022•51 min•Ep. 1113
Scott Miller is a Senior Advisor for Thought Leadership at Franklin Covey, host of On Leadership, the world's largest and fastest-growing podcast on leadership, and author of multiple books including Master Mentors and Master Mentors 2. He discusses PHILPAL, an acronym for his 7 professional values, which help him figure out what is most important to him and plan what to do next in career and life. Scott also expands on what mentorship actually is and he shares key lessons from his book, includi...
Nov 22, 2022•46 min•Ep. 1109
Don't miss this one folks. It's our most human-centered RevOps Podcast episode to date! Alastair and Howard 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 Preside...
Nov 20, 2022•24 min
Victor Antonio is a Sales Trainer and Motivation Keynote Speaker at Sellinger Group and the host of the Sales Influence Podcast. A lot of factors naturally contribute to the elevating of individual and team sales performance. Victor shares nuggets of wisdom about connecting with clients and prospects. He talks about why there's a misperception on salespeople no longer being needed because of the wealth of information available through technology and the internet. He also shares insight on how to...
Nov 18, 2022•49 min
Kristen Taraszewski is the CEO of ElevenPoint2. Kristen talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization's training structure. She also shares about her journey from being a flight control engineer for NASA to sales and how this experience helped her create structured training for sellers. She provides insights on planning and the use of integrated learning to boost development in salespeople. HIGHL...
Nov 17, 2022•41 min•Ep. 1111
Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales. He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs into the positive values that buyers look for in buyers, and the negative values they encounter too. HIG...
Nov 15, 2022•1 hr 3 min•Ep. 1110
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 Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan) Sponsored by: Revenue.io | ...
Nov 13, 2022•24 min
Eric Stine is the Chief Commercial Officer at SkillSoft. Building a foundation of trust is what our customers need and also what our own sales teams need from the leaders. Eric shares his insights on understanding the buyer's experience and focusing on solving their problems with effective communication. He also shares some of his experiences traveling and how meeting people he otherwise would never have met influenced his outlook as a leader. HIGHLIGHTS The beauty of traveling to unfamiliar pla...
Nov 11, 2022•46 min
Derrick Jenkins is the Head of Marketing at Owler. Derrick talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don't do their research early on. He also talks about the fear of missing out (FOMO) and how it spills over to the sale process and overall buyer's journey. Derrick highlights the buying experience and the many factors that come into play when deciding how to make your sellers more effective. HIGHLIGHTS Why some s...
Nov 10, 2022•44 min•Ep. 1109
Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helping them function both as individuals and as a group. He shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process. He also talks about understanding the buyer framework more extensively. HIGHLIGHTS Setting up and und...
Nov 08, 2022•1 hr 6 min•Ep. 1108
The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to execute it to precision. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard B...
Nov 06, 2022•26 min
Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don’t directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product. Justin then discusses why sellers should shift their focus from conversion rates to opportunity flow and then dives into why he believes conversion is antagonistic to deal ...
Nov 04, 2022•41 min
Ryan Gottfredson is an Associate Professor of Business and Leadership at California State University-Fullerton and the author of The Elevated Leader. Ryan defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways. He discusses the 3 Mind Levels and how each operates, and the awareness needed to question paradigms and grow from Mind 1.0 to Mind 3.0. He differentiates between horizontal development and vertical develop...
Nov 03, 2022•41 min•Ep. 1107
Samantha McKenna is the Founder of #samsales Consulting. She recalls the lessons from her time as a lifeguard at Disney there that helped her achieve incredible success in sales. Then, Samantha discusses the moment she decided to start her own company and its growth into a 14-strong all-woman team. She digs into educating sellers on how to communicate better and become self-sufficient to achieve consistent levels of success. Samantha also gives actionable tips on how to improve your LinkedIn pro...
Nov 01, 2022•54 min•Ep. 1106
Brandon Fluharty is the Founder of Be Focused. Live Great. Selling today leads to many unhealthy habits that result in the degradation of our health and well-being. Above all else, the top 1 consideration should be sleep. Brandon teaches others to take ownership of their sleep by adopting a healthy lifestyle and optimizing it with the help of apps. He is starting to see that a greater focus on sleep, skills, strain, and satisfaction are the critical areas in life that a seller must monitor to be...
Oct 28, 2022•54 min
Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your ability to communicate. Tom discusses the concept of receptivity and how unreceptive buyers refuse to be influenced by sellers. Tom digs into identifying emotionally closed customers and honing skills beyond playbooks and strategies to influence a customer's willingness to listen. Andy also puts a spotlight on many sellers’ reliance on top of funnel an...
Oct 27, 2022•55 min•Ep. 1105
Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published 3rd Annual Sales Engineering Compensation and Workload Report on where presales and sales engineering stand today. In particular, Garin and John highlight that buyers prefer interactions with sales engineers and that they spend less time engaging with vendors. They also go into detail on the role similarities and differences between SEs and sellers in ...
Oct 25, 2022•55 min•Ep. 1104
Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Karen Steele (Founder & Advisor, Alloy) Sponsored by: Revenue.io | Powering high-performing revenue teams with...
Oct 23, 2022•27 min
Tiffani Bova is the Global Growth and Innovation Evangelist at Salesforce, a WSJ best-selling author, and the host of the What's Next! Podcast. The future of B2B selling is increasingly leaning on long-term customer relationships and building trust. Tiffani digs into allowing sellers the autonomy to sell in the most agile and effective manner, either virtually or face to face. She comments on why sellers should meet buyers where they are in their buyer journey and read to gain insights on custom...
Oct 21, 2022•52 min
Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps of a first-time sales call that leads to deeper conversations. In Michael’s experience, the basics of cold outreach are the same then as they are now. He also digs into why sellers have to redefine what success looks like and the key metrics that sales development managers should be focusing on. HIGHLIGHTS Breaking down the first-time call 60 dial...
Oct 20, 2022•39 min•Ep. 1103
Brent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Customer. A buyer’s experience with a seller, from their ability to show fresh perspectives to plain human empathy, dictates the seller’s win rates. Brent dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation. He also talks about the need for greater focus on buyer enablement to become better se...
Oct 18, 2022•52 min•Ep. 1102
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...
Oct 14, 2022•51 min
Alex Kvamme is the Co-Founder and CEO of Pathlight. With the tools and technology available, we already have enough data to work with for managing and improving performance. Alex talks about how you can get the right data to enhance the quality of coaching managers provide. He shares his insight into what productivity means in sales, especially when it comes to feedback and self-improvement. He then builds into looking at the metrics so that everybody knows how they are doing, not getting lost i...
Oct 13, 2022•44 min•Ep. 1101
