Sales Strategy & Enablement by Revenue.io

Revenue.io

Episodes

Mentioned books

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Feb 3, 2016 • 44min

Episode 83: How You Can Quickly Become An Incredibly Effective Cold Caller w/ Wendy Weiss.

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are: How to get into the right frame of mind to make cold calls. Anyone can do it! Why there’s no difference between a warm lead or a cold lead, The two biggest mistakes sales teams make when it comes to cold calling. How to eliminate the twisted thinking that prevents sales reps from making cold calls How to make certain that you’re targeting the right customers for your calls. If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
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Feb 2, 2016 • 39min

Episode 82: The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) w/ Kevin Kruse.

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the secrets he learned from his hundreds of interviews with ultra-productive people. Among the many facets of time management, and productivity, we discuss in this information-packed episode are: Why 1440 is the most important number you need to learn. Why successful people don’t use to-do lists. And, why you shouldn’t either. Sir Richard Branson’s secret productivity tool. Three questions that will save you eight hours per week! The 321Zero method that will transform how you manage your email. This is a must listen episode for everyone. (And, when you’re done, read Kevin’s book. You owe it to yourself.)
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Feb 1, 2016 • 37min

Episode 81: A Bulletproof Process to Accelerate Your Sales Through Referrals w/ Bill Cates

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it's so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Among the topics we discuss are: The right mindset required to start a successful referral selling program Why customer satisfaction is not enough to guarantee referrals How to create a compelling prospect experience that generates referrals. Why you need to teach prospects how to buy what you sell. The right way to ask for a referral And much, much more! If you’re in sales or sales management, then you definitely need to listen to this episode.
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Jan 29, 2016 • 27min

Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are: Does every member of your sales team need a sales plan? How managers should work with their team to create individual sales plans What works best: top down or bottoms up planning? How to use the planning process to develop unambiguous expectations for sales. Using dashboards to track performance against plans If you’re a sales leader or sales manager, then be sure to join us for this episode!
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Jan 28, 2016 • 45min

Episode 79: Millennials and Management, The Essential Guide To Making It Work At Work w/ Lee Caraher

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about: How to harness the flexibility of millennials Managing the work-life balance with millennials How to clearly set expectations for millennials Why millennials adapt to change easier than other workers How to manage the multi-generational workplace Why the basic interpersonal skills work best with millennials This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!
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Jan 27, 2016 • 45min

Episode 78: How to Become A Modern Seller And Transform Your Sales Productivity w/ Kyle Porter

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look at how he has built a modern sales process at his rapidly-growing successful SaaS start-up. Included among the subjects we discuss in our conversation are: What is a modern seller? And how to determine if you are modern, or not. Optimizing the structure of the modern sales force Why specialized sales roles may not work for all companies. How to identify, hire and retain the best SDR candidates How to structure meaningful career paths for your SDRs If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
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Jan 26, 2016 • 36min

Episode 77: Do You Have A Sales Development Playbook? w/ Trish Bertuzzi

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are: Is technology putting a barrier between you and your prospects? Why SDRs are at risk of being replaced by automation Flaws in your hiring, onboarding and training processes that you need to fix now. Why managers aren’t correctly managing the inside sales process How to fix the “rush to demo” syndrome. If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.
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Jan 25, 2016 • 41min

Episode 76: The Future Of B2B Sales And The Changing Role Of Sales Reps w/ Regis Lemmens

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss are: What is value co-creation and why is it central to future B2B selling? Why buyers may start paying you to sell to them. And what that means for the sales rep. How sales teams will continue to become more specialized. But not in the way you might think. How the hunter-farmer metaphor for sales reps will become obsolete. If you’re in sales or sales management, then you definitely need to listen to this episode.
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Jan 22, 2016 • 33min

Episode 75: How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness w/ Bridget Gleason

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are: The type of data you need to manage and coach in real-time The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity. The difference between managing your sales process and managing sales The appropriate planning horizon for sales and how much time should be invested in planning. How to use structured office hours to improve team communication If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!
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Jan 21, 2016 • 40min

Episode 74: The Essential Ingredients of Effective Sales Presentations That Win Deals w/ Patricia Fripp

In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading speaking/presentation coaches, talks how to build effective sales presentations that win more deals. Patricia describes how to avoid sounding just like everyone else when presenting to clients. And she shares why “prospects would rather have a good listening to than a good talking to” and how that will shape exactly how you should present to prospects. Included among the topics we discuss are: The secrets of teaching young sales professionals how to be effective presenters to seasoned, experienced prospects A process to build effective sales presentations An effective opening line that will surprise you When and how to use visual aids (hint: stop using so many PowerPoint slides!) How to personalize virtual presentations This episode is a must listen for anyone in sales that makes sales presentations to prospects. Or manages those who do!

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