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 16, 2016 • 37min
Episode 113: Making Your Sales More Effective – Using One-on-One Screen Selling with Doug Devitre
In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology) discusses how one-on-one screen selling is the future of sales.
Mar 15, 2016 • 39min
Episode 112: Learning the Importance of Training Sales Reps – Using Call Recording Techniques with Steve Richard
In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.
Mar 14, 2016 • 39min
Episode 111: How to Get More Value Out of Your Sales Technologies! with Steve Silver
In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technology to enhance your business.
Mar 11, 2016 • 27min
Episode 110: Are We Setting up our Sales Development Reps (SDRs) for Failure? with Bridget Gleason
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are:
Are companies reaching out to only the qualified leads?
Why are companies putting too much pressure on SDRs to make contact?
Why is there a lack of preparation when it comes to sales calls?
Why it’s better to measure an SDR on results, rather than on activity.
Are the expectations of success too low for SDRs?
Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!
Mar 10, 2016 • 36min
Planning, Preparing, and Engaging are the Basics of a Great Sales Process with Tim Wackel [Episode 109]
In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are:
Why is it important to ask the right questions during your sales pitch?
Who should you focus more of your efforts on in training – the top performers or the middle class performers?
Why you want to ensure the company you are working for has a compelling message.
What is the 30/20/10 Rule and Why is it important?
How to train sales reps to become better at asking questions.
Mar 9, 2016 • 33min
Episode 108: How to Hire the Tight People for the Right Job w/ Lee Salz
Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about:
Why writing skills are important in the hiring of sales reps
Why it is important to know what you are selling when hiring the right candidate
Why it is essential to test for the position you are hiring for
How to gain visibility into the candidate you are interested in
How to construct the best interview questions based on the role you are hiring for
Mar 8, 2016 • 41min
Episode 107: How to Effectively Utilize Language to Maximize Sales w/ Kraig Kleeman
In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.
Mar 7, 2016 • 40min
Episode 106: How Sales Training Protocols are Changing w/ Duncan Lennox
In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:
How sales reps should be educated to focus on the outcomes we are tryting to achieve.
Why focusing on sales training is not an effective strategy.
Why changing behaviors of sales reps will improve sales and your bottom line.
How using Qstream can propel your sales force.
If you are a sales leader or sales manager, then be sure to check out this episode!
Mar 4, 2016 • 30min
Episode 105: Are We In Danger Of Breaking The Modern Sales Model? w/ Bridget Gleason
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:
Are we burning out and exhausting prospects with the modern sales model?
Does continuing sales innovation demand that sales models be broken and replaced?
Why sales roles will continue to become more specialized.
How automation will revolutionize and streamline the task of connecting with prospective buyers.
Interested in what the future holds for sales? Then be sure to join us for this episode!
Mar 3, 2016 • 42min
Episode 104: 4 Essential Principles of Trust-Building with Customers with Charles H Green.
In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about:
Why trust is not the same as trustworthiness. And what that means for you.
Why you can’t fully build trust with a prospect if you don’t them.
Why trust is personal. Buyers are building trust with you, not your company.
Why trust is not a number that you can measure.
This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.
