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
Nov 11, 2015 • 28min
Episode 32: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Howard Brown
Howard Brown, founder and CEO of RingDNA, joins me to talk about sales enablement. In this episode, Howard describes how sales organizations can use sales enablement tools to compress buying cycles and create more successful sales reps. Learn how next generation sales enablement tools can transform sales productivity through the ability to test and measure the effectiveness of sales messaging, voicemails, value propositions. And, how they give your sales leaders the ability to coach and provide real-time feedback to their sales reps to accelerate productivity. This is a don’t miss episode for sales leaders and decision makers.
Nov 10, 2015 • 33min
Episode 31: Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies w/ Alice Heiman
In this episode, Alice Heiman, Founder of Alice Heiman, LLC, and an expert at helping companies increase their sales, lays out a step by step plan any SMB can use to develop more prospects. Alice provides effective strategies for mining more business from existing customers, developing a consistent flow of referrals and creating a sustainable mix of inbound leads and proactive outbound prospecting. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader, you do not want to not miss this episode with Alice Heiman.
Nov 6, 2015 • 35min
Episode 30: What’s Luck Got To Do With Sales Productivity? w/ Bridget Gleason
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.Bridget and I focus on two sales topics in this episode that you won’t want to miss. First, what is the role of luck in sales? Is it really true in sales that the harder you work, the luckier you get? And, why do sales leaders often overlook the hard work that goes into making a deal look easy? Second, we talk about why sales leads aren’t consistently followed up. The problem starts with the lack of a defined process for managing leads and we’ll tell you what you can do to fix that problem. If you’re in charge of a sales team, be sure to join us for Front Line Friday!
Nov 5, 2015 • 36min
Episode 29: The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process w/ Barb Giamanco.
Barb Giamanco, President of Social Centered Selling, is one of the leading industry experts on social selling. A pioneer in integrating social media into selling, Barb kicks off this information-packed episode by clearly spelling out for you both the value, and the limitations, of social selling. She describes the power of social selling and how you should use it to make connections, develop relationships and open the door to having substantive sales conversations with your prospects. Listen as Barb tells you how to make social a part of your overall sales plan and integrate it into an effective sales process. Social is a powerful tool. But as you’ll learn from Barb in this episode, it’s just one of the sales tools you need to succeed in today’s sales environment. If you want to learn how to most effectively use social selling in your sales efforts, don’t miss this!
Nov 4, 2015 • 31min
Episode 28: Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers w/ Joe Gustafson
In this episode, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations.
Nov 3, 2015 • 34min
Episode 27: High-Profit Selling: Why You Can Never Un-Discount A Discount w/ Mark Hunter
Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way). He also addresses the critical importance of sales reps making a personal commitment to continuous learning and demonstrates how this directly ties to your ability to sell value at full-price and maintain relevance to your buyers. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this episode with The Sales Hunter.
Oct 30, 2015 • 30min
26: How Does Sales Performance Relate To Sales Productivity? Or Does It? w/ Bridget Gleason
My regular guest on Frontline Friday is Bridget Gleason. In this episode we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined and measured.
Oct 29, 2015 • 34min
Episode 25: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert
In this episode, Deb Calvert (President of People First Productivity Solutions) describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions.
Oct 28, 2015 • 32min
Episode 24: How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance w/ Matt Heinz
In our conversation, Matt Heinz, CEO of Heinz Marketing and a sales enablement expert, takes the mystery out of sales enablement. He places it in the right context within a sales organization and shows how companies of all sizes can use strategic sales enablement thinking, tactical sales processes and new apps and web tools to transform their sales results. The key is to just get started and Matt tells you how to take that important first step. This episode is packed with the great information that Matt provides. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this.
Oct 27, 2015 • 31min
Episode 23: You Can’t Run A Sales Organization When You’re Buried In Crap w/ Mike Weinberg
In this episode, Mike Weinberg (author of "Sales Management. Simplified " and "New Sales. Simplified") with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges.
