Accelerate! with Andy Paul

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“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Once a week, Andy interviews the world’s foremost sales…

Andy Paul


    • Oct 3, 2024 LATEST EPISODE
    • monthly NEW EPISODES
    • 42m AVG DURATION
    • 1,344 EPISODES

    4.9 from 399 ratings Listeners of Accelerate! with Andy Paul that love the show mention: podcast for sales, accelerate, sales and sales, sales professionals, salespeople, sales world, host of the sales, sales podcasts, must listen for sales, anyone in sales, andy makes, sales experts, andy and his guests, sales skills, andy s podcast, b2b sales, customer success, sales game, sales people, sales training.


    Ivy Insights

    The Accelerate! with Andy Paul podcast is a must-listen for anyone in sales or interested in learning more about the field. Hosted by Andy Paul, this podcast is filled with valuable information and useful tips from a variety of expert guests. Each episode is packed with actionable insights and strategies that can help listeners level up their sales skills. With its focus on real sales and practical advice, this podcast provides a wealth of information in a short amount of time.

    One of the best aspects of The Accelerate! with Andy Paul podcast is the high quality of guests that are featured. Andy brings on a wide range of professionals who offer unique perspectives and share their personal experiences in sales. These conversations provide valuable insights and advice that can be applied to any sales situation. Additionally, Andy's commitment to providing real value for his listeners is evident in each episode. He takes the time to thoroughly research topics and ask thoughtful questions, ensuring that his audience receives practical and actionable information.

    While there are many positive aspects of this podcast, one potential downside is its heavy focus on tech-related sales topics. While these episodes still offer great takeaways, it would be beneficial to hear from guests outside of the SAAS arena as well. This could provide different perspectives and insights into sales strategies used in various industries.

    In conclusion, The Accelerate! with Andy Paul podcast is an excellent resource for anyone looking to improve their sales skills and knowledge. The podcast offers valuable insights from expert guests, covering various aspects of sales and providing actionable advice. Andy's dedication to delivering high-quality content shines through each episode, making this podcast a must-listen for anyone in the field of sales.



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    Latest episodes from Accelerate! with Andy Paul

    1172: Combining Human Intuition and AI for Sales Success [Special RevOps Podcast Episode]

    Play Episode Listen Later Oct 3, 2024 23:17


    Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1171: Running with the Data [Special RevOps Podcast Episode]

    Play Episode Listen Later Sep 26, 2024 24:09


    Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1170: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 2) [Special RevOps Podcast Episode]

    Play Episode Listen Later Sep 20, 2024 22:08


    An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1169: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 1) [Special RevOps Podcast Episode]

    Play Episode Listen Later Sep 12, 2024 30:26


    An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1168: FOMO is Dead. What Now?? (Part 2) [Special RevOps Podcast Episode]

    Play Episode Listen Later Sep 5, 2024 24:23


    Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1167: FOMO is Dead. What Now?? (Part 1) [Special RevOps Podcast Episode]

    Play Episode Listen Later Aug 29, 2024 26:58


    Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1166: The Future of Sales Ecosystems, with Barrett King

    Play Episode Listen Later Apr 18, 2024 27:47


    This week, join host Alastair Woolcock and New Breed's Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Barrett King (Senior Director of Revenue, New Breed) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1165: The Evolution of SaaS Partnerships, with Barrett King

    Play Episode Listen Later Apr 11, 2024 24:56


    This week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed's revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integral to holistic go-to-market strategies. King also emphasizes the importance of building trust and brand awareness through partnerships that align with customer needs. Overall, the duo provides valuable insights into the evolving role of partnerships in driving sales and enablement strategies, underscoring the importance of building trust, mutual value, and interconnected ecosystems in today's business landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Barrett King (Senior Director of Revenue, New Breed) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1164: Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt

    Play Episode Listen Later Apr 4, 2024 23:14


    In this week's podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation, and action in sales. The discussion focuses on the top use cases for generative AI in driving team performance, highlighting the transformational role of technology in streamlining sales processes and enabling actionable intelligence. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Ryan Vaillancourt (VP of Sales, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1163: Using AI to Become Even More Human, with Joy Rowan

    Play Episode Listen Later Mar 28, 2024 25:39


    Don't miss this one folks. It's our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Joy Rowan (Vice President of Remote Sales, AmerisourceBergen) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1162: AI's Impact on Sales Strategy

    Play Episode Listen Later Mar 21, 2024 28:31


    In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today's sales landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1161: The Musicality of RevOps with Marcela Piñeros

    Play Episode Listen Later Mar 14, 2024 19:48


    Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1160: Unlocking the Power of Customer-Centric Selling, with Paul Butterfield

    Play Episode Listen Later Mar 7, 2024 25:46


    In this week's podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhanced buyer-seller interactions, this episode offers a deep dive into the methodologies and technologies that are shaping the future of sales in both B2B and B2C landscapes. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Paul Butterfield (Founder, Revenue Flywheel Group) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1159: Mastering Sales Methodologies, with Paul Butterfield

    Play Episode Listen Later Feb 29, 2024 28:11


    In this week's podcast episode, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to dissect the nuances of sales methodologies versus processes. The trio delves into the findings of a recent study about the lack of structured sales processes and methodologies in many organizations, leading the discussion to a more disciplined approach to sales that focuses on the buyer's journey rather than rigid methodologies. They span the evolution of sales methodologies, emphasizing the significance of personalized engagement with customers, effective discovery meetings, and the role of empathy in sales. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Paul Butterfield (Founder, Revenue Flywheel Group) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1158: The Evolution of Tech Ecosystems and AI's Impact on Business, with Christine Li

    Play Episode Listen Later Feb 22, 2024 25:18


    In this week's podcast, hosts Alastair Woolcock and Howard Brown are joined by Christine Li, VP of Global Partnerships at G2, to explore the transformative role of AI and ecosystems in today's businesses. They delve into how companies are increasingly becoming tech-centric, driven by consumer behavior and the demand for efficient, personalized experiences. Christine brings to the table her vast experience from G2 and LinkedIn, emphasizing the necessity for businesses to adapt to technological advancements while preserving the integrity of customer data. The trio discusses the impact of AI on valuations, the shift towards ecosystem marketplaces, and how these trends empower businesses to deliver more personalized and efficient services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Christine Li (VP of Global Partnerships, G2) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1157: Strategic Sales and the Power of Partnerships, with Christine Li

    Play Episode Listen Later Feb 15, 2024 25:40


    On the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations, as well as how partnerships are becoming a cornerstone for growth and success in the sales ecosystem. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Christine Li (VP of Global Partnerships, G2) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1156: Exploring the Future of Technology: AR, VR, and IoT, with Ricardo Olivo

    Play Episode Listen Later Feb 8, 2024 21:13


    This week's podcast session features host Alastair Woolcock and Ricardo Olivo, VP of Technology at VML, for an insightful discussion on the global impact and adoption of AR, VR, and IoT technologies. Ricardo highlights the optimistic projections for these technologies but also points out the intricate balance between innovation and market readiness. The conversation also explores how big brands are strategically utilizing these technologies to create immersive experiences and enhance consumer engagement, while highlighting the necessity for balanced investment and realistic market strategies. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Ricardo Olivo (VP of Technology, VML) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1155: The Intersection of Technology, Creativity, and Consumer Behavior, with Ricardo Olivo

    Play Episode Listen Later Feb 1, 2024 30:28


    Our latest podcast episode features Ricardo Olivo, Vice President of Technology at VML, along with host Alastair Woolcock for an engaging discussion around the integration of AI in understanding and shaping consumer behavior. The episode explores the shift from traditional marketing to a more data-driven, personalized approach, stressing the importance of aligning creative content with emerging trends and legal considerations. The conversation emphasizes the necessity of maintaining a human-centric approach amidst rapid technological advancements, offering a glimpse into the future of marketing where creativity and technology converge to enhance consumer engagement. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Ricardo Olivo (VP of Technology, VML) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1154: Embracing the AI-Driven Future in E-Commerce, with Brian Moran

    Play Episode Listen Later Jan 25, 2024 27:59


    In this week's podcast, hosts Alastair Woolcock and Howard Brown are joined by Brian Moran, co-founder and Chief Strategy Officer at SamCart. They discuss the impact of generative AI on e-commerce and B2C sales. Brian shares insights on how AI is changing the landscape for entrepreneurs, particularly in improving sales pitches and marketing strategies. The conversation delves into the challenges and opportunities associated with implementing AI in business operations. Brian emphasizes the need for transparency and sharing information to build trust in AI-generated insights. The discussion also touches on the rapid evolution of AI and its potential to transform the way businesses operate. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brian Moran (Co-Founder & Chief Strategy Officer, SamCart) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1153: Navigating the New Wave: B2C Success in a Digital Era, with Brian Moran

    Play Episode Listen Later Jan 18, 2024 24:25


    Join Alastair Woolcock and Howard Brown this week as they host Brian Moran, the co-founder and Chief Strategy Officer of e-commerce platform SamCart. Moran shares invaluable insights into navigating the dynamic landscape of B2C commerce amid AI advancements. The session goes deeper into exploring the strategic shift towards authenticity and human connection in sales, backed by Moran's experience in scaling SamCart without a conventional sales team. Moran also dives into some key strategies behind SamCart's success: personalized, automated sales processes, optimization techniques, a consultative approach with customers and strategies for fostering trust and driving success in the B2C realm. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brian Moran (Co-Founder & Chief Strategy Officer, SamCart) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1152: Revolutionizing Sales: The Impact of Behavior Change, with Brandee Sanders

    Play Episode Listen Later Jan 11, 2024 31:00


    In our latest podcast episode, Alastair Woolcock and Revenue.io CMO Brandee Sanders analyze Gartner's insights on driving sales behavior change. Their discussion dives into the pivotal role of marketing across the entire sales spectrum, as well as the importance of embracing behavioral changes in sales and marketing teams. They spotlight the importance of aligning internal experiences with customer engagement – integrating a customer-centric approach – and adopting data-driven strategies to navigate the ever-evolving sales landscape with finesse and adaptability. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brandee Sanders (CMO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1151: Disruptive Innovation in Action: Transforming Industries, with Tal Riesenfeld

    Play Episode Listen Later Dec 21, 2023 24:08


    In part two of our podcast, Alastair Woolcock, Howard Brown, and Tal Riesenfeld – co-founder and CRO of Sunbit – delve into Tal's experiences as a student of Clayton Christensen, the Harvard Business School professor known for his work on disruptive innovation. They explore Christensen's disruptive innovation theory, illustrating its practical application in Sunbit's journey. The trio address how inefficiencies in niche markets can pave the way for substantial market disruption, while emphasizing the importance of persistence in entrepreneurship, innovative thinking and practical problem-solving to bring about meaningful change in the business landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tal Riesenfeld (Co-founder & CRO, Sunbit) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1150: Fintech Redefined: Mission Driven Sales, with Tal Riesenfeld

    Play Episode Listen Later Dec 14, 2023 30:05


    Tune in to our latest episode where we welcome Sunbit co-founder and Chief Revenue Officer Tal Riesenfeld. Dive into Sunbit's distinctive 'buy now pay later' (BNPL) model, tailored for essential services such as car repairs and dental treatments. Explore how Sunbit's sales strategy, centered on human behavior, empathy and customer focus, is reshaping the financial sector. We'll discuss the significant role of sellers in providing solutions that truly make a difference for customers. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tal Riesenfeld (Co-founder & CRO, Sunbit) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1149: Spray and Pray Email is Dead

    Play Episode Listen Later Dec 7, 2023 25:34


    This week, we have our very own Alastair Woolcock and Howard Brown diving into the recent changes in the realm of email communication, sparked by Yahoo and Google. Their discussion centered on the significant implications these alterations hold for go-to-market strategies worldwide, highlighting the role of email as a platform for personalized communication, shifting away from the outdated "spray and pray" method and leveraging AI-driven tools to ensure relevance and value in customer interactions. Tune in to hear these leaders discuss the necessity for companies to adapt their outreach strategies to align with these changes and how AI can help. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1148: Cracking the Code of B2B Sales, with Michael Litt

    Play Episode Listen Later Nov 29, 2023 29:35


    Welcome to Part 2: Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Michael Litt (Co-founder & CEO, Vidyard) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1147: Cracking the Code of B2B Sales, with Michael Litt

    Play Episode Listen Later Oct 26, 2023 27:40


    This week, Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Michael Litt (Co-founder & CEO, Vidyard) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1095: Master Proposal and Negotiation Avoidance with Mike Bosworth

    Play Episode Listen Later Oct 24, 2023 43:40


    Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.  He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement  QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.'" Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1146 Transforming Sales Processes in the AI Revolution, with Darren Fay

    Play Episode Listen Later Oct 19, 2023 25:34


    AI is revolutionizing sales processes and changing the way we all do business. This week, Alastair and Howard are joined once again by Darren Fay, Director of Revenue Operations and Intelligence at Instructure, to talk about the potential of AI in forecasting, setting Ideal Customer Profiles (ICPs), and adapting to market trends while also considering the importance of embracing AI. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1055: Next-Level Sales Leadership, with Derek Jankowski

    Play Episode Listen Later Oct 17, 2023 43:12


    Derek Jankowski is the Vice President of Sales at ServiceCore. Which is a great example of a company that is using software to disrupt an industry that most people think of a decidedly low tech. On today's episode we dig into Derek's journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek's passion project, his side venture called Next Level Sales Leadership. Which is focused on helping new(ish) sales leaders get the knowledge and skills they need to be more successful, faster! Most FLMs are craving this type of support and we dig into what Derek is providing through his venture. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1145: The Best Strategies for Putting Out RevOps Fires, with Darren Fay

    Play Episode Listen Later Oct 12, 2023 22:15


    Sometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, who transitioned from firefighting to Director of Revenue Operations & Intelligence at Instructure. Together, they discuss the urgent need for data governance in the face of burgeoning AI technologies and the pivotal role of revenue operations in the management of this data. From Darren's insights into strategic approaches to RevOps to a deep dive into the role of dashboards and data in driving behavior change, this episode is a must-listen for anyone seeking to navigate the intersection of technology, data, and business. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy

    Play Episode Listen Later Oct 10, 2023 35:36


    Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space.  HIGHLIGHTS Getting in front of litigation lawyers and having more conversations Researching and creating a sub-persona beneath the persona within the ICP Cold call success: Research, a calm demeanor, and genuineness QUOTES Researching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tells about what they do vis-à-vis what my client does." Creating a story using talking points from outsourced research Jim: "As the phone's ringing, I'm looking at the notes I already have, he was... on the John Gotti trial, and then I'm looking all these other points, and then I'm scraping that also and putting in it as a tag. So it's almost like a story of all these disparate pieces of information and the person who's making the phone call has to have the ability to take those disparate points and put it into a sentence." Calm demeanor versus fast talking on a call cold Jim: "I'm not saying that somebody who's high energy can't be successful but I think that the person that's receiving a call or talking to somebody doesn't want to speak to a fast talker or the one that seems like the Diamond Jim. They want to talk to somebody who's genuine and having a calm demeanor and having a good conversation about what the situation is all about."  Find out more about Jim in the links below: LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/ Twitter: https://mobile.twitter.com/socialseller1 Website (under construction): http://litigationconnection.com/ Phone: 708-629-9333 More on Andy Paul: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1144: Serving Up Sales Wisdom, with Mary Laudati

    Play Episode Listen Later Oct 5, 2023 25:53


    Serve, dig, set, spike, block! In this week's episode, Howard and Alastair are joined by Mary Laudati, a coach and seasoned expert in B2C sales consulting, to serve up her valuable insights on the art of customer engagement and effective sales strategies. They talk about the significance of building trust by respecting consumer preferences and acquiring good data. Mary also underscores the importance of personalization, quick responses, and passionate interactions to succeed in the dynamic world of B2C sales. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Mary Laudati (Coach & Sales Consultant, Mary Laudati Sales Consulting) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1143: How Notting Hill Can Improve Your RevOps Focus, with Charlie Cowan

    Play Episode Listen Later Sep 28, 2023 22:16


    In this week's episode, Alastair and Howard are once again joined by Charlie Cowan (aka RevOpsCharlie), a renowned author and expert in Revenue Operations acceleration. Together, they delve into the transformative power of RevOps in modern business, emphasizing the critical balance between the external, customer-centric aspects, and the internal operational components. You will hear valuable insights into the agile approach needed to navigate the evolving landscape of sales, customer success, marketing, and AI, all while ensuring a seamless and engaging experience for customers. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1142: Revenue Rumble in the Jungle, with Charlie Cowan

    Play Episode Listen Later Sep 21, 2023 28:54


    In this week's episode, Howard and Alastair dive deep into the future of revenue operations with special guest Charlie Cowan (RevOpsCharlie), author and Revenue Acceleration Expert. They explore the transformative power of AI and automation in sales, highlighting how these tools are reshaping the role of sales professionals and the importance of data organization. The discussion also emphasizes the value of curiosity and specialization in an evolving business landscape, making this episode a must-listen for anyone interested in the future of RevOps and AI in sales. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1056: Win/Loss Analysis, with Andrew Peterson and Spencer Dent

    Play Episode Listen Later Sep 19, 2023 42:12


    Andrew Peterson and Spencer Dent are the co-founders of Clozd. In today's episode we're talking about the importance and value that companies derive from doing effective win/loss analysis. We all can use more data points to help us improve our ability to help our customers make decisions. To win more deals. And what better source of data is there than talking to your buyers, and prospective buyers, about what you can do to create a better buying experience? We dig into how Clozd conducts the win/loss analysis for it's clients, the sources of information it taps into. And we explore some of the big takeaways they've learned from the various win/loss analyses they've performed for their clients. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1141: Listener Q&A: Generative AI All Day

    Play Episode Listen Later Sep 14, 2023 25:37


    Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success. Keep those questions coming! Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier

    Play Episode Listen Later Sep 12, 2023 52:35


    Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness.  HIGHLIGHTS A worthy goal is thrilling, important, and daunting Draft your goals: Name the prizes and punishments Change: Fix what's broken or amplify what's working? Get motivation by understanding your worthy goal   QUOTES Michael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a little bit." Michael: "It's better when you draft it. The first draft is not going to be as good as the second draft is not going to be as good as the third draft. Don't get seduced into thinking your first goal is the real goal." Michael: "If your brain spends too much time focused just on the outcome, it's actually demotivating because your brain is just not that good at telling the difference between what's happening and what you're imagining is happening. So if you spend your whole time visualizing hitting your quota or buying your house or whatever, at a certain point your brain goes, well, done. It feels like you've actually got this and you lose some of your motivation. It's bizarre but powerful." Find out more about Michael in the links below: LinkedIn: https://www.linkedin.com/in/michaelbungaystanier/ Personal website: https://www.mbs.works/ Corporate website: https://boxofcrayons.com/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen

    Play Episode Listen Later Sep 7, 2023 28:32


    In this week's episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with product development, highlight the pitfalls of starting with features instead of customer objectives, and underscore the vital role of understanding and delivering on customer outcomes in achieving long-term success in the enterprise software space. This insightful conversation sheds light on how organizations can create meaningful and lasting value for their customers. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Derek Knudsen (CEO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1065: Be Memorable to Sell Strikingly Differently, with Jennifer Colosimo

    Play Episode Listen Later Sep 5, 2023 48:15


    Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different. HIGHLIGHTS Simulations improve sales strategies Change the perception: Tell stories and solve legitimate concerns  Coaching teaches how not to blow through red lights Giving sympathy vs providing empathy Find your differentiator that engages clients in your story QUOTES Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention." Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller." Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy." Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those." Find out more about Jennifer and get her book in the links below: LinkedIn: https://www.linkedin.com/in/jennifercolosimo/ Website: https://www.franklincovey.com/ Reach Howard in the link below: LinkedIn: https://www.linkedin.com/in/howardbrown/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1139: Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap

    Play Episode Listen Later Aug 31, 2023 23:25


    This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the "endowed progress effect" and "loss aversion" can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kris Rudeegraap (CEO, Sendoso) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    990: 12 Steps to Building Unbeatable B2B Brands, with Drew Neisser

    Play Episode Listen Later Aug 29, 2023 48:31


    Drew Neisser is the Founder of Renegade and CMO Huddles, plus the author of an excellent new book, Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands. On today's episode we talk about marketing and brand building, a subject we don't discuss enough on this show. I loved Drew's new book, in part because of the lessons it holds for sellers, but also because of how similar today's environment is for CMOs and CROs, like: Everyone has an opinion on marketing They have to work with limited resources and unreasonable expectations Their bosses don't trust them And they get fired frequently. Sounds a lot like the sales world. So, in this same vein, we dig into why Drew believes marketing has become more complicated yet rarely more effective. And why that applies to selling as well. We talk about why it's so important to synthesize your marketing and sales messaging down to eight words or less. Plus, we dive into why brands with clear and consistent messages are far more likely to get the sale than the ones who pursue a matrixed approach, and what that says about the right approach to Account Based Marketing. Connect with Andy: LinkedIn Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1138: The Power of Personalized Gifting in Sales, with Kris Rudeegraap

    Play Episode Listen Later Aug 24, 2023 22:37


    This week, Alastair is joined by Kris Rudeegraap, CEO at Sendoso, to discuss innovative sales strategies with a focus on gifting and personalization. He emphasizes the importance of authentic and creative outreach, using data-driven insights to tailor gifts and messages to specific personas. The conversation also delves into shifting trends in sales behavior, the rise of mid-funnel engagement, and the growing role of customer success teams in driving revenue from existing customers. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kris Rudeegraap (CEO, Sendoso) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1057: Harness the Power of the MEDDIC Framework, with Meghann Misiak

    Play Episode Listen Later Aug 22, 2023 56:13


    Meghann Misiak is the founder of The Path to President's Club, a training and consulting company. She is one of the rising new voices in sales that I like to feature on this show. She's part of the new generation of thought leaders and sales leaders who are shaping the future of selling and the sales profession. On today's episode we talk about a wide range of topics including the work Meghann is doing to train sellers how to harness the power of the MEDDIC framework to help them win more deals. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

    1137: Reshaping Traditional Roles Using AI, with Maha Pula

    Play Episode Listen Later Aug 17, 2023 21:40


    In this week's episode, Alastair and Howard are once again joined by sales leader Maha Pula, the VP of Global Pre-sales at Cloudflare, to explore the evolution of sales roles in the era of AI and automation. They delve into the transformation of traditional functions like business development and customer success, emphasizing the shift from pushing sales to sparking exploration and adding value to customers throughout their journey with the help of AI. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Maha Pula (VP of Global Pre-sales, Cloudflare) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1012: Pick Up The Phone and Sell, with Alex Goldfayn

    Play Episode Listen Later Aug 15, 2023 45:50


    Alex Goldfayn is CEO of the Revenue Growth Consultancy and author of the new book titled, Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales. In our conversation today Alex makes the argument that the entire sales profession has moved away from what so many used to excel at: proactive phone calls to customers and prospects. The proactive phone call is defined by Alex as calling customers and prospects when nothing is wrong. And we dig into whether sellers are moving away from the phone or is it more about how the phone is being used these days. Plus, we dig into how sellers are using the proactive calling to drive revenue growth. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1136: Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula

    Play Episode Listen Later Aug 10, 2023 28:05


    This week, Howard and Alastair are joined by Maha Pula, the VP of Global Pre-sales at Cloudflare, to talk about the evolving landscape of sales, highlighting the shift towards a customer-centric approach and the impact of automation and AI on the buying journey. They emphasize the need for organizations to adapt to the changing dynamics, considering tasks over traditional stages, and enabling buyers to engage with digital resources while offering human assistance when necessary. The conversation underscores the importance of understanding the buyer's journey, optimizing processes, and preparing for a future where customer-led growth drives sales strategies. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Maha Pula (VP of Global Pre-sales, Cloudflare) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1011: Sales & Leadership with Heart, with Jen Ferguson

    Play Episode Listen Later Aug 8, 2023 50:26


    Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the struggles of being a woman and a mom in the workplace she was proactively eliminating a portion of the market — the portion that might not be the best fit for her. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1135: Creating the Human Touch in Tech Sales, with Maria Bross

    Play Episode Listen Later Aug 3, 2023 27:28


    In this week's episode, Alastair is joined by our very own Maria Bross, Revenue.io's Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely education and tension-building throughout the sales process. Maria's insightful anecdotes and expert advice shed light on the complex dynamics of modern sales, offering valuable takeaways for both sales leaders and professionals. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Maria Bross (Director of Performance Consulting, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1019: 5 Steps for Effective Sales Hiring, with Kristie Jones

    Play Episode Listen Later Aug 1, 2023 48:57


    Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs? More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

    1134: Retention is Growth: Enhancing the Customer Experience using AI, with Jessica Gilmartin

    Play Episode Listen Later Jul 27, 2023 25:58


    In this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. They also discuss the importance of data-driven strategies to optimize customer interactions and retention for long-term growth. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Jessica Gilmartin (CMO, Calendly) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

    1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre

    Play Episode Listen Later Jul 25, 2023 53:44


    Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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