Sales Strategy & Enablement by Revenue.io

Bridget and I discuss motivation, great books we’ve read, and what managers need to know about their team members to help them succeed.

George and I discuss whether there is a global crisis in sales effectiveness, stories of sales gone wrong, and factors that help a sales rep be more effective.

Marcy and I discuss Marcy’s unique sales background, the challenges of selling a disruptive product, and the qualifications needed for complex tech sales.

Chris and I discuss LinkedIn as a sales platform, LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

Ron and I discuss how, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and negotiation. 

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects. KEY TAKEAWAYS [3:17] How did Marylou learn the art of talking to a lead? [7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’? [7:21] How does Marylou find the right person to start a conversation with when calling a new prospect? [8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you. [15:17] When SDRs are more professional, what happens to the quality of the calls? [15:26] How do you identify accounts with the highest velocity? [18:58] Where should the ‘Disqualification Engine’ be? [21:31] How does Marylou define the Ideal Prospect Persona? [22:10] Which three stages of the pipeline involve the Ideal Prospect Persona? [28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting. MORE ABOUT MARYLOU TYLER What’s your most powerful sales attribute?I’m pleasantly persistent. Who is your sales role model?Neil Rackham, author of Spin Selling. What’s one book that every salesperson should read?Getting to ‘Closed,’ by Stephan Schiffman. What music is on your playlist right now? Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song. CONTACT MARYLOU TYLER Website: MarylouTyler.com Predictable Prospecting Twitter: @MarylouTyler LinkedIn: Marylou Tyler

Bridget and I discuss what to do about end of the year reflections, things that are really important, and determining what to do better next year.

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale. KEY TAKEAWAYS[1:28] Ryan talks about his highly unusual sales background. Definitely worth a listen.[4:30] Ryan has overcome addiction, prison, divorce, and more to become a successful entrepreneur. Learn how he discovered how to shake off failure to achieve his goals.[8:18] Learn how to deal with alpha personality types -- and walk the line between being tough, and being too tough.[10:04] What is the main area of improvement Ryan believes most salespeople need to work on?[13:33] Ryan discusses core habits of great salespeople. [14:54] Prison taught Ryan about real stress. How do we determine what is really important, and what is not?[16:25] People who find success are the ones who tap into hard-wired natural motivations.[19:15] Learn how to listen to your inner self.[23:40] What do salespeople need, instead of more sales training?MORE ABOUT RYAN STEWMANWhat’s your most powerful sales attribute?His sales script, from which he never deviates. It is a series of ‘Seven Magic Questions,’ that lead the prospect to being a client.Who is your sales role model?Elon Musk.What’s one book that every salesperson should read?Influence, by Robert B. Cialdini, PhD.What music is on your playlist right now?Anthrax, “Sound of White Noise.”CONTACT RYAN STEWMANWebsite: www.Clyxo.com/Closer

Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success.