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 2, 2016 • 45min
Episode 103: The 9 Cs of Social Selling Success w/ Shane Gibson
In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are:
The two primary goals of social selling
The 3 key disciplines of using social media to develop a personal brand
The 9 Cs (or absolutely key elements) of social selling success
If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
Mar 1, 2016 • 39min
Episode 102: 5 Strategies To Transform How You Sell To Major Accounts w/ David Brock
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many topics we discuss in this information-packed episode are:
Why selling to “pain points” is the wrong approach
How to avoid selling too high in the funnel
How to help buyers understand the consequences of not making a change
How to avoid polluting your pipeline with poor quality prospects
And much more.
Want to create a successful sales team that can sell big deals? Don’t miss this episode!
Feb 29, 2016 • 40min
Episode 101: 4 Ways to Transform and Improve Sales Rep Interactions with Customers w/ Marc Miller
In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to communicate with prospects and customers. Among the many topics we discuss are:
How the feedback provided by a sales call management platform can transform the performance of individual reps
Why customers approve of the idea of having sales calls recorded
How SpearFysh radicallys improves the quality of coaching that sales managers provide
Debriefings based on actual call recordings improve collaboration and consistent messaging across sales teams
If you’re in sales or sales management, then you definitely need to listen to this episode.
Feb 26, 2016 • 30min
Episode 100: What is the Role of Account Management in Growing Your Revenue? 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 evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:
What are the primary responsibilities of account managers?
Which department should account management be a part of? Sales or Customer Success?
When should accounts be transitioned from account execs to account managers?
Should account managers carry a quota?
How to align the interests of sales and customer success
If you’re a sales leader or sales manager, then be sure to join us for this episode!
Feb 25, 2016 • 37min
Episode 99: How To Tackle The Marketing & Sales Challenges to Growing Your Small Business w/ Kelly McCormick
In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this episode, Kelly and I discuss the specific challenges small companies face in growing their business. Listen in as we talk about:
The biggest obstacles entrepreneurs and CEOs face in growing their businesses
The Aunt Sally Test and why business owners and entrepreneurs need to regularly apply it to their business plans
Why it’s essential to continually clarify and refine your goals as your business grows
The key to clarifying your messaging in order to break through the noise get noticed by your ideal customer
The two triggers to help you decide how balance your investment in sales versus marketing.
This episode is a must listen for any CEO, entrepreneur and sales leader.
Feb 24, 2016 • 35min
Episode 98: CRM Systems Should Work For Sales Reps; Not The Other Way Around w/ John Golden
In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are:
Why every sales organization needs a CRM system
How the increased velocity of business in general demands more process and structure in sales
How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
The essential criteria business leaders should use to evaluate and purchase a CRM system
If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
Feb 23, 2016 • 37min
Episode 97: Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough w/ Colleen Stanley
In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are:
What emotional intelligence is and how it directly relates to sales success
The Knowing and Doing Gap and how to bridge it
Why poor sales performance is less about sales skills and more about managing critical emotions at critical times
The #1 emotional intelligence skill all sales professionals need to develop and master
Why successful sales managers focus on coaching both hard sales skills and emotional competence.
Want to create a successful sales team than can cope with uncertainty and succeed in all situations? Don’t miss this episode!
Feb 22, 2016 • 39min
Episode 96: How to Survive (and Thrive!) in the Evolution of the Sales Profession w/ Fred Diamond
In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are:
The three primary challenges facing sales professionals today
Why it’s actually becoming easier to get in touch with decision makers
The growing academic support for sales and what this means for new people entering the profession
How millennials are changing how sales training should be structured and conducted
A radical proposal for how companies should foster and support a commitment to continuous learning in their sales teams.
If you’re in sales or sales management, then you definitely need to listen to this episode.
Feb 19, 2016 • 32min
Episode 95: Is It Possible To Over-Train and Over-Manage Your Sales Team? 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 sales productivity and whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:
Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?
Why sales reps need a script. And how they can avoid becoming over-scripted.
Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)
Why you need to stop being over-protective and let your sales reps fail.
And much, much more!
If you’re a sales leader or sales manager, then be sure to join us for this episode!
Feb 18, 2016 • 38min
Episode 94: How To Successfully Integrate Social Selling Into Your Sales Process w/ Kurt Shaver
In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about:
Why using social media is not the same as social selling.
How to successfully integrate social selling into your existing sales process
How to establish realistic goals, and metrics, for your social selling
The 4 key elements that must be a part of any social selling training
How to successfully get your sales reps to integrate social selling into their daily sales routine
How sales managers should manage the social sales efforts of their teams
Looking for additional tools to help you build your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.
