Sales Strategy & Enablement by Revenue.io
Revenue.io
With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.
Episodes
Mentioned books
Mar 29, 2016 • 37min
Episode 122: How to Spot and Hunt That Big Whale w/ Barbara Smith.
Barbara Weaver Smith is the Founder and CEO of The Whale Hunters, which provides training, consulting, and coaching on unique processes for explosive growth through large account sales. In today's episode, Barbara and I discuss the key ways you can attract, keep, and manage a big whale.
Mar 28, 2016 • 44min
Episode 121: Seven Ways to Create Compelling Content w/ Kevin Craine
In today's installment, Kevin Craine (Executive Director of Craine Communications Group) and I discuss some of the key ways to grab your customer's attention through compelling content.
Mar 27, 2016 • 31min
The Best of Accelerate!: Episode 23 with Mike Weinberg. You Can’t Run A Sales Organization When You’re Buried In Crap
This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he teaches about sales management in his latest book: Sales Management. Simplified.
We all know that growing sales is hard work. In Sales Management. Simplified Mike Weinberg takes dead aim at the self-destructive, self-defeating behaviors of sales managers (and senior management) that unnecessarily impede and slow down sales growth. In this episode, Mike, with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. And he outlines his simple framework for sales management that any organization can use to achieve their sales goals. Sales leaders: this was a must listen episode when it first aired. It still is essential listening today!
Mar 25, 2016 • 32min
Episode 120: What Happens When Cold Calls Aren't Enough? with Bridget Gleason
In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working.
Mar 24, 2016 • 43min
Episode 119: Hunters vs Farmers: Why Does the Old Debate Still Apply in Sales Today? w/ Susan Barrett
In today’s episode, Susan Barrett (CEO of Barrett Consulting Group) and I discuss why sales is a life skill, and not just a business skill.
Mar 23, 2016 • 39min
Episode 118: The Reason Every Company, Large or Small, Needs to Have a CRM System w/ Nikolaus Kimla
In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales reps to sell instead of burdening them with awkward administrative duties.
Mar 22, 2016 • 34min
Episode 117: Smaller Companies Need to Shift Their Mindset to Compete with Larger Companies w/ Tom Searcy
In this episode, Tom Searcy (author of the book, "Life After the Death of Selling: How to Thrive in the New Era of Sales") and I discuss why small companies think they aren’t able to compete with larger companies for the big sales.
Mar 21, 2016 • 40min
Episode 116: Traditional Sales Training is Broken – Utilizing Video as Reinforcement is the Future for Training Sales Reps w/ Mark Magnacca
In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps.
Mar 18, 2016 • 27min
Episode 115: How to Maximize Opportunities and Deals from MQLs and SQLs? with Bridget Gleason.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them.
Mar 17, 2016 • 46min
Episode 114: The Fundamentals of Spin Selling and Account Based Selling in Today’s Market with Richard Ruff.
In this episode, Richard "Dick" Ruff, Ph.D. (author of the book "Mastering Major Account Selling"; and co-author of "Managing Major Sales" with Neil Rackham) discusses how to utilize the fundamentals of account based selling.
