Sales Strategy & Enablement by Revenue.io

Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology. 

Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity.

Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs.

Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers.

Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer.

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand.   KEY TAKEAWAYS [2:10] Matt learned that asking to interview someone about their success is a good shortcut to networking. [3:14] Matt’s shares his favorite “networking with billionaire” story about landing an interview with Jeff Hoffman, founder of Priceline.com. [5:22] Matt defines the critical elements of your personal brand. [8:59] The steps sales reps should take to build their brand online. [10:09] Matt describes the plug-ins to use with LinkedIn to build a powerful networking platform. [14:15] Easy steps all sellers to need to take to perfect their LinkedIn profile. [17:05] The three signs you are a poor networker: and how to address them [19:45] Matt describes how to measure the effectiveness of your online networking activity.   MORE ABOUT MATT HOLMES What’s your most powerful sales attribute?Paying it forward -- giving something of value to the other person before making an ask. Who is your sales role model?Grant Cardone. What’s one book that every salesperson should read?How to Win Friends and Influence People, by Dale Carnegie. What music is on your playlist right now? Low-energy dubstep for the office.   CONTACT MATT HOLMES Website: Handshakin.com/free Snapchat: Handshakin Twitter: @Handshakin

Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.   MORE ABOUT BRENT ADAMSON Who is your sales role model? Steve Jobs, because I’m in the business of selling ideas. What’s one book that everyone should read? Any book that gets you to say, “Huh, I never thought of it that way before”. What music is on your playlist right now? O.A.R., Dave Matthews   CONTACT BRENT ADAMSON Website: CEBGlobal.com CEB Sales Leadership Council CEB Marketing Leadership Council  

Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority.

Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front.