This is a podcast about uncomfortable revenue conversations. Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connec
The Revenue Real Hotline podcast, hosted by Amy, is truly one of a kind. As a sales professional myself, I have found immense value in learning from Amy and her guests on the show. What sets this podcast apart is Amy's ability to strike the perfect balance between sharing her own perspective and allowing her guests to shine. Each episode brings a new and fresh perspective that helps listeners level up their revenue game.
One of my favorite things about The Revenue Real Hotline is its realness. The show asks the tough questions that many others shy away from. This authenticity creates an environment where guests feel comfortable getting real and discussing topics that are often overlooked in sales conversations. It's refreshing to hear genuine stories and insights from people in the industry who are willing to share their experiences without sugarcoating them.
In addition to its content, The Revenue Real Hotline also excels in its presentation. Amy has a spectacular radio voice that makes listening to the show an absolute pleasure. It's truly addictive and binge-worthy, especially with the abundance of episodes available. The show notes provided with time stamps are like gold for anyone who wants to revisit specific discussions or find key takeaways easily.
While it's hard to find any major flaws with The Revenue Real Hotline, one minor downside could be that it may not cater to everyone's taste or preferences. Some listeners may prefer podcasts that focus solely on methodology or approved marketing ideas, which this podcast deviates from. However, for those seeking a different approach and a fresh perspective on sales, this podcast is an excellent choice.
In conclusion, The Revenue Real Hotline podcast is an incredible resource for sales professionals looking to level up their game. With its authentic discussions, valuable insights, and great presentation, Amy has created a must-listen show for anyone serious about succeeding in revenue generation. Don't miss out on this breath of fresh air in the world of sales podcasts - it provides real stories from real industry professionals, and that's something truly special.
How many times have you questioned your value as a seller? You're not alone. It's the existential question that most of us carry, and confronting it head-on takes strength. As does challenging the transactional nature of relationships and the realities of aging out of sales. This episode kicks off Season 4 with an impactful discussion featuring Nikki Ivy, a seasoned tech sales professional and coach helping women business owners secure corporate clients. The conversation dives into the nature of uncomfortable conversations, exploring existential crises in tech sales, the impact of age on perceived relevance in the industry, and the journey toward finding purpose and power in work. Nikki shares insights on her journey to embrace inspiration as a key differentiator and the importance of having uncomfortable conversations with oneself. Additionally, the episode touches on the challenges women face in the tech industry and the significance of building meaningful, non-transactional professional networks. Nikki's work focuses on empowering women entrepreneurs through practical frameworks for business positioning and storytelling, aiming to address the significant disparity in revenue achievements among women-owned businesses.02:52 - Exploring the Value of Self in Sales and Beyond04:49 - The Hope for Tech Sales: Challenges and Opportunities08:51 - Embracing Uncomfortable Conversations for Growth and Justice18:50 - Navigating Age and Perception in Sales23:33 - Starting the Conversation on Age and Relevance24:56 - Empowering Women in Business: Strategies and ChallengesWhere to Find Nikki IveyNikki's LinkedIn profileStimulystRevenue Real Linkswww.revenuereal.comAmy's LinkedIn profile
Amy's guest today is kind of a badass. Not only in the world of selling and sales enablement, but she's also a world record holder in strength competitions! Kathryn Bennett is a Tech Co-Founder, TEDx Speaker, and author. They talk about what best motivates a team, and how emotional intelligence is so vital to be able to best inspire and interact with each individual member. She stresses the importance of putting new focus on how people work, and to ask how the systems we use support them to create their best work most efficiently.Kathryn also discusses the new, and unusual phenomenon she is encountering during the job interview process, what the cause of it might be. Check Kathryn out on TikTok and IG (@warmaiden_official)Connect with her on LInkedIn
In part 2 of Amy's conversation with Nick McGowan, Nick talks about his work with MediaLab, which then segues into a discussion on being able to identify and solve problems effectively for clients and customers. Amy identifies three main types of problems and why some are much more difficult to address than others.Nick and Amy also talk about feeling trapped as an AE. Nick reflects on the fact that all of us build our own cages, and gives his advice on how to get out. They finish with Nick's most uncomfortable conversation and some great advice on how to start the changes that you want to make in your life.Check out Nick's podcast The Mindset & Self-Mastery ShowConnect with Amy at RevenueReal.com and at Selling School
Amy's guest Nick McGowan describes howhe knew from a young age that he could influence people through his words andactions. His parents knew he was a born salesman, and he knew as well. Nick andAmy talk about his connection with Stoicism, and traverse through his journeyin sales, making hard choices in a family business, reaching greater levels of success,finding himself in a beautiful high-rise apartment overlooking a tranquil park,but with the thought running through his mind – should I just jump and end it?
Amy jumps right into the second half of her conversation with Yoav Susz, asking him about the most uncomfortable conversations that he is having right now. He talks about the difficulty for sales teams to understand that people don't care about them or their product; they care about themselves and their own problems. He knows that shifting into that mindset opens a new world to you when working with clients, and reiterates that the best sellers are the most empathetic, skilled listeners that move to solve problems. Yoav also delves into the interview process and the importance of connection, curiosity, and generosity when building a sales team which has been shown to result in higher win rates. Connect with Yoav Connect with Amy at Selling School
Contracts… Intimidating, long, confusing, complicated, often put together by multiple people or departments over a substantial amount of time. These multiple hands are trying to keep track of each change that happens along the way, but outdated processes often lead to communication breakdowns making the contract generation process a black hole.Former VP of Global Revenue at Contractbook, and now CRO at Vi Engage, Yoav Susz sees beyond the messiness and is here to talk with Amy about streamlining, simplifying, and modernizing the process through automation, whether it involves working with an inside legal counsel or not. This ensures the right contract can be generated easily by using the right template, clauses, entities, and sign-off saving time and expenses along the way.Connect with Yoav Connect with Amy at Selling School
Cultural, religious, generational, andregional differences in how we ask questions and communicate, Active listeners and question askers. Buyers want activelisteners! Sam talks about how you can practice this and the huge effect it canhave on the relationships with your clients. Amy discusses the importance ofpractice using certain question types that will draw out information whilebuilding trust and connection. Sam also gives some incredible tips on replyingto a prospect that has declined your offer. *Spoiler alert – the first thing isto actually respond! This episode is so overflowing with valuable advice that you mayneed to listen a few times to catch it all!
Today Amy welcomes Samantha McKenna, Founder of #samsales, keynote speaker, sales outperformer, and former Head of Enterprise Sales at LinkedIn.Sam is one of the best that Amy's ever seen at pure, effective sales technique, and one of her bedrock guiding principlesis leading with the mindset of “show me you know me”. Today she discusses howto build credibility and rapport while gaining loads of discovery knowledge withoutthe client even realizing it. Sam spills her techniques for getting potentialclients to reveal large amounts of valuable information both before and during discovery.And the best part is that it's packaged in comfortable conversation that makesyou seem more caring and supportive while simultaneously building trust,connection, and confidence. Find more about Sam and #samsalesConnect with Amy and Selling School
Jumping into part two with Shawn Buxton, he talks about helping sales managers who are struggling to transition from being top-performing individual contributors to effective sales leaders. They often feel a bit lost like a fish out of water. Add to that that many companies do not offer specific programs or support for new managers, and it can lead to confusion and a lack of confidence in their abilities. Shawn advises that everyone needs a coach, and to find one who can teach best practices and provide guidance on how to fast-track their careers. The conversation also touches on the importance of empathy in sales leadership and how effective sales leaders can balance driving results while also showing compassion for their team.
Today's guest, Shawn Buxton is a Frontline Sales Leader Coach. He's worked for many years helping sales managers transform into sales leaders. Shawn explains his approach with sales enablement with 5 C's - Content, Context, Coaching, Consistency, and Calibration. He brings real world information, not just theories or frameworks, but the real deal knowledge that take sales teams from competency to proficiency.He and Amy dig into the differences between a sales manager and a sales leader, their view of the current state of onboarding for sales managers, plus the strange aversion to technology by tech leaders.Find more about SeanConnect with Amy and Selling School
On this installment of RRH, we've got part two of Amy's discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned's most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power back. Resources: Ned Arick Part One: Execution is the KeyThe Customer is Number One with Lori DunnMeditations by Marcus AreliusThe Sales Enablement Playbook by Cory Bray and Hilman Sorey Sell Without Selling Out by Andy Paul Find more about Ned:Ned Arick LinkedInClozeLoopFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the ConversationAndy Paul's Selling School
On part 2 of Amy's conversation withGB, they get into the performance of great SDR's and BDR's. Specifically howmanagement and leadership can drive their performance and results throughexpectations, communication, and focusing on connection vs. activity. Goodleaders know their team and leverage individual's strengths even if theiractivity level is less – as long as their conversion level is high. Find out more about GB here Connect with Amy and Selling School
Today's show is all aboutrelationships. Relationships in sales usually brings to mind the seller andbuyer, but today it's the internal relationships of BDR's and AE's that are topof mind. Amy knew that Gabrielle ‘GB' Blackwell was the guest to have for thisone. GB likens the DDR/AE pairing as the closest thing to a marriage. Buildinga “house” together, giving constructive feedback, having open communication, fosteringtrust, managing expectations, focusing on context over control, and realize ittakes work. As always Amy brings conversations that other sales podcasts don't. Find out more about GB here Connect with Amy and Selling School
For women in sales, it's not always an easy road. In the second half of Amy's conversation with Lori Richardson (Listen to Part 1 from July 8th, 2022) they get into everything from the deal take- overs, the micro-aggressions, the aggressions, and flat-out sexual harassment. They discuss the best ways to choose a company to work for, when and how to respond when confronted with these situations, how the same BS of old is often repackaged in a more modern way, and how engaged male allies are so vital to making progress.Find out more about Lori RichardsonBuy Lori's book She SellsLIsten to Lori's podcast Listen to Davidson Hang's interview with Amy
In this Part 2 episode with Donne Boivin, he and Amy start off by talking about connection and how it is both situational and largely driven by your personality type. Having a better understanding of yourself can help you to create strategies that work. They discuss how you have to be ready to alter your approach geographically as well.Donnie continues with the importance of dreaming big, changing your preconceived notions of networking, opening doors for others, what question to ask to have a prospect tell you everything you need to know, why you should be a connector instead of a networker, and Donnie gives one of the best “uncomfortable conversation” answers that Amy's heard. Also – Check out Donnie's Badass Business Summit coming up this September in Texas!
Welcome to the new season of the Revenue Real Hotline, and it starts off with a bang because Amy has invited Donnie Boivin, CEO of Success Champion Networking. He begins by telling his story of nearly losing it all, and then picking himself up and starting Success Champion Networking, which now operates three companies and has two of the top podcasts in the world. They discuss the frustration with salespeople still leaning into coercion and manipulation, the difference between influence and persuasion, and changing the game around networking. Find more about Donnie on LInkedIn and his websiteConnect with Amy on LinkedIn and Selling School
On this installment of the RRH, we've got AJ Alonzo. AJ is a principle at Demand Drive and an absolute master on all things SDRs. And together we get into some serious myth busting on all that is and can be a high performance SDR function. Topics Discussed: What's the difference between the old SDR model v. new model? (3:30) When is the SDR model a good fit? (6:48) Why do many sales bosses settle for so little? (10:10) What is special about this moment in time? (15:21) Resources Mentioned: https://www.demanddrive.com/aligning-sdr-hiring-practices-ebook (Aligning SDR Hiring Expectations with Modern Buyers) by AJ Alonzo (2:26) For more Guest: https://www.linkedin.com/in/ajalonzo/ (AJ Alonzo on LinkedIn) https://www.demanddrive.com/ (Demand Drive) https://www.demanddrive.com/podcast-episodes (Unsubscribe Podcast) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got Jonathan Mahan. Long-time tech seller. Co-founder of The Practice Lab. All-around amazing human. Together we get real about two of Jonathan's hardest revenue conversations. What happened? What did he learn? And how to be better. Topics Discussed: What were Jonathan's most uncomfortable revenue conversations? Story time! (2:59) What did you learn? (7:41) What happens to your behavior when you feel like you're losing control? (9:10) Resources Mentioned: https://www.thepracticelab.co/ (The Practice Lab) (1:19) For more Guest: https://www.linkedin.com/in/jtmahan/ (Jonathan Mahan LinkedIn) https://www.thepracticelab.co/ (The Practice Lab) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about it. Topics Discussed: Has tech leadership really turned the corner on the treatment of SDRs? (2:57) What does a great AE/SDR relationship look like? (9:01) Why are we still missing the mark on diversity and exclusion at the AE/AE manager level? (11:21) What are symptoms of a poor SDR/AE culture? (18:07) When is the SDR business model a good fit? (21:02) For more Guest: https://www.linkedin.com/in/sebastienvanheyningen/ (Sebastien van Heyningen on LinkedIn) https://www.revopscoop.com/ (Rev Ops Co Op Community ) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this episode of the RRH, we've got the wo-man, the myth, the legend Lori Richardson. And together we unravel fact from fiction on the gender gap in tech sales and tech sales leadership. And what to do about it. Topics Discussed: Problem statement (5:18) Is the gender gap in tech sales really a “women's problem”? Really?! (10:10) What does *real* male allyship look like, sound like, and act like? (14:00) What can male individual contributors do to to drive progress en route to leadership roles? (17:50) Resources Mentioned: https://www.saleshacker.com/mental-health-sales-advantage/ (The Greatest Advantage You'll Ever Know: Mental Health) (3:57) https://www.amazon.com/Whats-Your-Problem-Toughest-Problems/dp/1633697223 (What's Your Problem) To Solve Your Toughest Problems, Change the Problems You Solve (7:54) https://www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414 (White Fragility) Why It's So Hard for White People To Talk About Race (12:11) For more Guest: https://www.linkedin.com/in/scoremoresales/ (Lori Richardson on LinkedIn) https://womensalespros.com/podcast/ (Women Sales Pros) https://shesellssummit.com/ (She Sells Summit) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of the RRH, we've got the fab Dr. Jim Kanichirayil. Jim is currently a Talent Strategy Evangelist at Circa. He's co-host of the Cascading Leadership podcast. Today Jim and I dig into all that is backwards about the employee/employer relationship. And what great leaders are doing about it. Topics Discussed: What exactly is it that's fundamentally broken about today's talent marketplace ? (3:50) What is driving change within our organizations now? (7:17) Does the arc of the universe bend towards justice? (12:41) What's wrong with the bs indoctrination about the employee/employer relationship? (13:42) What do Millenials and Gen Z most care about when choosing an organization to work with and for? (15:45) For more Guest: Dr. Jim Kanichiarayil on LinkedIn https://circaworks.com/ (Circa) https://www.buzzsprout.com/1917354?utm_source=linkedin&utm_medium=post&utm_campaign=launch (Cascading Leadership podcast) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
Coaching episode alert! On today's installment of RRH, Kellen Casebeer schools me on my outbound email game. Together we cover questions like what does personalized relevance mean? Why you should not assume people want to be good at their job. This one is as actionable as they get, friends! Topics Discussed: Amy's email draft (4:08) Kellen's email philosophy (5:58) What does personalized relevance even mean? (8:08) How exactly does one find email hooks? (10:10) Kellen's final email version (16:47) Resources Mentioned: https://docs.google.com/document/d/17weRsVWYjgjt-DMnESywHHEAeI-Gh5HT4Q80Lo4m_J4/edit?usp=sharing (Kellen and Amy email drafts) https://www.myleon.co/ (MyLeon.co) https://www.lavender.ai/ (Lavender.ai ) https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ (Exactly What To Say) by Phil M. Jones (29:35) https://www.amazon.com/Sell-without-Selling-Out-Success-ebook/dp/B09G8464LL/ref=sr_1_1?keywords=sell+without+selling+out&qid=1656597361&s=digital-text&sprefix=sell+without+%2Cdigital-text%2C79&sr=1-1 (Sell Without Selling Out) by Andy Paul (29:42) For more Guest: https://www.linkedin.com/in/kellen-casebeer/ (Kellen Casebeer LinkedIn) https://launchpass.com/salesjitsuspeakeasy/welcome (The Speakeasy Community) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://www.revenuereal.com (www.revenuereal.com)
On this installment of RRH, we've got the co-founder and CEO of Leon Bryan Smith. Together we dig into the impact of managing human beings and measuring burnout. Topics Discussed: What's the impact of measuring team burnout? (3:09) How do opportunities drop? How does call volume decrease or increase? What happens when you have a bad manager and what happens to sort of sales rep performance? Resources Mentioned: http://leon (Leon) (3:10) For more Guest: https://www.linkedin.com/in/bryan-smith-leon/ (Bryan Smith LinkedIn) https://www.myleon.co/ (Leon) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) https://www.revenuereal.com/ (Join the conversation)
On this installment of the RRH, we've got part two of the fab Garrett Rafols. Garrett is the Senior Director of Sales Excellence at GymPass. Today we get into what selling “well” is really about. And how to do it. Topics Discussed: How does one find their flow? (1:41) What happens when you hone in why your buyers buy from YOU? (5:03) What is the opposite of well being? (9:53) How does one pursue wellness? (11:39) Resources Mentioned: https://www.amazon.com/Flow-Psychology-Experience-Perennial-Classics/dp/0061339202/ref=asc_df_0061339202/?tag=hyprod-20&linkCode=df0&hvadid=270645996404&hvpos=&hvnetw=g&hvrand=12216412833279647289&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9003990&hvtargid=pla-395221952060&psc=1 (Flow) by Mihaly Csikszentmihalyi (1:02) https://www.thewhyandthebuy.com/episodes/sales-enablement-resources-adaptability-selling-revenue (Sales Enablement with a Twist) ( https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=2MG3QWMBQDBRN&keywords=sell+without+selling+out&qid=1654182464&s=audible&sprefix=sell+without+selling+out%2Caudible%2C49&sr=1-1 (Sell Without Selling Out) by Andy Paul (5:03) https://www.revenue.io/sales-enablement-podcast-with-andy-paul (Sales Enablement) with Andy Paul (6:08) https://www.andypaul.com/selling-in-assessment/ (How Salesy Are You Quiz) (8:56) For more Guest: https://www.revenuereal.com/e59-what-to-do-when-the-identity-crisis-hits-with-garrett-rafols/ (Garrett Rafols Part One ) https://www.linkedin.com/in/garrettrafols/ (Garrett Rafols on LinkedIn) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines. Topics Discussed: Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of “routines” live? (10:40) What's the problem with routines? (13:22) Where does happiness live? (15:06) For more Guest: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (Ned Arick LinkedIn) https://clozeloop.com/ (ClozeLoop) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders. Topics Discussed: Where does passion come from? (1:19) What happens after you experience a great sales culture? (7:45) What to do when you're not sure what you want to do next, career-wise? (10:02) How are tech sales leaders receiving the Strively/re-skilling game plan? (11:04) Resources Mentioned: https://www.amazon.com/Conversations-God-Uncommon-Dialogue-Book/dp/0399142789 (Conversations with God) by Neale Donald Walsch (5:04) https://daily-stoic-prints.myshopify.com/pages/read-to-lead-2022 (Read To Lead Challenge) (6:16) https://www.amazon.com/How-Can-I-Help-audiobook/dp/B07MBQ3TKC/ref=sr_1_1?crid=2ZQDJMK9J35J2&keywords=how+can+i+help+by+ram+dass&qid=1655328323&s=books&sprefix=how+can+I+help%2Cstripbooks%2C85&sr=1-1 (How Can I Help) by Ram Doss (7:34) https://www.linkedin.com/in/ryancwalsh/ (Ryan Walsh) & https://www.repvue.com/ (RepVue )(8:49) For more Guest: https://www.linkedin.com/in/kate-leidy-strively/ (Kate Leidy) on LinkedIn https://www.strively.org/ (Strively website) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right. Topics Discussed: How Kevin Hopp fell in love with stories? (4:11) When is miscommunication not the problem? (13:29) Whose responsibility is it to check perspectives and validate information? (16:50) Resources Mentioned: https://www.revenuereal.com/episode-40-season-1-highlights-and-best-moments/ (Season One Highlights Reel) Steve Schmitt episode (18:55) For more Guest: https://www.linkedin.com/in/khopp/ (Kevin Hopp LinkedIn) https://the-sales-career-podcast.simplecast.com/ (Sales Career Podcast) https://www.hoppconsultinggroup.com/ (Hopp Consulting Group) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got part two of the fab Jordan Benjamin. Together we banter how stress is not always bad thing. And what extreme ownership looks like. Topics Discussed: What happens when companies start supporting the whole seller? (1:01) Revenue Real hard conversation first! :: shock:: (4:57) Stress can be good? (11:17) For more Guest: https://www.linkedin.com/in/jordanbenjamin/ (Jordan Benjamin) on LinkedIn https://www.mycoreos.com/ (MyCoreOS) https://www.mycoreos.com/podcast (Peak Performance Selling) podcast For more Amy: Connect on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com/ (Join the Conversation)
On this installment of the RRH, we've got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She's a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly. Topics Discussed: Who is Kelly Harbour? (1:11) How to approach product launches or new client services? (5:10) Stepping into the big C-level seat when your predecessor has really big shoes? (11:34) For more Guest: https://www.linkedin.com/in/kellyharbour/ (Kelly Harbour) LinkedIn https://www.sali.org/ (Sali Alliance) https://www.goulstonstorrs.com/ (Goulston & Storrs) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com/ (Join the Conversation)
Garrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers experience at least once in their career. Topics Discussed: Sales Enablement is a position of privilege. What are power statements and how you can best use them? (4:05) Success is in the journey not the outcome. (7:53) Should 100% of sales enablement humans carry a bag first? The internal struggle/identity crisis 99.99% of seller hit is real. (10:52) “When am I my best?” “When am I my worst?” Exercise (12:42) Resources Mentioned: https://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771 (New Sales Simplified) by Mike Weinerg (4:05) https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=2MG3QWMBQDBRN&keywords=sell+without+selling+out&qid=1654182464&s=audible&sprefix=sell+without+selling+out%2Caudible%2C49&sr=1-1 (Sell Without Selling Out) by Andy Paul (10:47) https://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/B0744YHBQY/ref=sr_1_1?gclid=CjwKCAjwv-GUBhAzEiwASUMm4t5FkwhJogX-d_VBhaC4P0dQrf6OvxKcIO0CsVgNnzC25J8ufgV8yxoCHyYQAvD_BwE&hvadid=558649694297&hvdev=c&hvlocphy=9003995&hvnetw=g&hvqmt=e&hvrand=1540133770422115666&hvtargid=kwd-315107661813&hydadcr=22596_10348340&keywords=you+cant+teach+a+kid+to+ride+a+bike&qid=1654198318&s=books&sr=1-1 (You Can't Teach a Kid to Ride a Bike) by David H. Sandler (11:05) https://www.amazon.com/Conscious-Business-Fred-Kofman-audiobook/dp/B000JCE3FM/ref=sr_1_1?crid=3TYQMIGCJFNKU&keywords=conscious+business&qid=1654182212&s=books&sprefix=conscious+business%2Cstripbooks%2C72&sr=1-1 (Conscious Business) by Fred Kaufman (12:42) https://www.amazon.com/Delivering-Happiness-Tony-Hsieh-audiobook/dp/B003QADCNS/ref=sr_1_1?keywords=delivering+happiness&qid=1654182516&s=audible&sprefix=delivering+%2Caudible%2C62&sr=1-1 (Delivering Happiness) by Tony Heish (14:54) For more Guest: https://www.linkedin.com/in/garrettrafols/ (Garrett Rafols on LinkedIn) For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
Topics Discussed: On today's installment of the RRH, former Hubspot human and founder of MyCoreOS Jordan Benjamin and I dig into one of the most pervasive mental traps of selling: boredom. And how to beat it. Boredom is a mental trap (3:46) How to beat boredom? (9:05) Resources Mentioned: https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck/dp/0345472322 (Mindset) by Carol Dweck (6:28) https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=1BX2J20N5P3O7&keywords=sell+without+selling+out&qid=1653672176&s=books&sprefix=sell+without+selling+out%2Cstripbooks%2C77&sr=1-1 (Sell Without Selling Out) by Andy Paul (7:51) https://www.amazon.com/Disrupt-Yourself-Whitney-Johnson-audiobook/dp/B015TD79JC/ref=sr_1_1?crid=32307F1CJTAKE&keywords=disrupt+yourself&qid=1653672208&s=audible&sprefix=disrupt+yourself%2Caudible%2C69&sr=1-1 (Disrupt Yourself) by Whitney Johnson (11:33) For more Guest: https://www.linkedin.com/in/jordanbenjamin/ (Jordan Benjamin) on LinkedIn https://www.mycoreos.com/ (MyCoreOS) https://www.mycoreos.com/podcast (Peak Performance Selling) podcast For more Amy: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
Topics Discussed: On this installment of RRH, we've got part 4 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into how to max out the greatest lead gen machine out there. Your existing customers. Who is the best possible lead generator out there? (1:29) How do you create a conversation piece in your target executive's office? (4:15) How should one think about the branded solutions from the timing perspective? (6:30) What business problems does fantastic branding play a part in? (12:11) Resources Mentioned: https://www.revenuereal.com/episode-41-outbound-done-right-with-jeff-swan/ (Jeff Swan episode) (6:30) https://www.amazon.com/When-Scientific-Secrets-Perfect-Timing/dp/0735210624 (When: The Scientific Secrets of Perfect Timing) by Dan Pink (6:41) https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905/ref=pd_lpo_2?pd_rd_i=1594631905&psc=1 (To Sell is Human) by Dan Pink (6:41) For more guest: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (John Morris on LinkedIn) https://www.clubcolors.com/ (Club Colors) website https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742 (In the Club podcast) For more Amy Hrehovcik: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
Topics Discussed: On this installment of RRH, we've got part 2 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into the greatest competitive advantage any of us will ever know. Mental health. John's Mental Health & Sales Story (1:04) Feeling trapped in sales or sales management (2:32) Asking for Help is Strong (4:02) Get a plan (4:46) Where does alcohol fit in? (6:37) Which is the most effective form of therapy? (7:27) What does great mental health feel like? (10:23) What's the impact of sharing your mental health story? (11:10) Resources Mentioned: https://www.verywellmind.com/what-is-cognitive-behavior-therapy-2795747 (Cognitive Behavioral Therapy) https://www.revenuereal.com/e26-dr-ehrin-weiss-enlightens-all-things-psycheandsales/ (Dr. Ehrin Weiss episode) https://anchor.fm/psychandsales/episodes/Interview-with-Amy-Hrehovcik-e12cvvh (Psyche & Sales episode) For more John Morris: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (John Morris on LinkedIn) https://www.clubcolors.com/ (Club Colors) website https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742 (In the Club podcast) For more Amy Hrehovcik: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)
On this installment of RRH, we've got part 1 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we spin through when, where, and how brand truly sets you apart. And of course, how to execute. Topics Discussed: To be or not to be, likeable. (2:21) What is brand management? (2:58) Where does podcasting fit into brand content? (5:49) What's the impact of leaning into the learning curve? (9:08) Why is learning something new hard and how can you move faster through the hardest phase of re-skilling? - Conscious Incompetence. (10:35) Resources Mentioned: https://the-cold-calling-podcast.simplecast.com/ (Cold Calling podcast )by Monster Connect (13:00) For More John Morris: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/ (John Morris on LinkedIn) https://www.clubcolors.com/ (Club Colors) website https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742 (In the Club podcast) For more Amy Hrehovcik: Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on Twitter http://revenuereal.com (Join the Conversation)
You won't like this episode, friend. We do not break down the path to mastery and elite selling. You won't like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know. Who is Meghann Misiak? (04:04) How to identify skill gaps? (06:23) Can we beef up the business acumen please? (10:22) What is the one skill that has the biggest impact at every stage in the sales process? (11:37) What Are Your Client's Value Drivers? Meg's exercise. (14:52) It's not about your client's immediate pains & gains. What happens when we play the long game instead? (16:19) Selling While Woman Equal Opportunity Harm-Dishers Across Sales (20:22) Resources mentioned: The 80/20 episode (09:11) Jason Bay episode (early) (19:00) Jeff Bajorek Does Discovery episode (19:00)
On this Revenue Real Hotline episode, I have the honor of bantering with Casey Jacox. Author of Win the Relationship Not the Deal, host of the Quarterback Dadcast, speaker and leadership coach extraordinaire. Topics discussed: Who is Casey Jacox? (05:17) How did Win the Relationship, Not the Deal come to be and what habits and routines did Casey create to get it done? (12:14) What are the books that impacted us? (21:31) What impact does the athlete worship and never ending sports analogies have on the morale of your team? (24:45) How did Casey and I become aware of our own white privilege? (31:36) Allyship is an action verb. (42:39) Resources mentioned: https://www.amazon.com/Takes-What-Think-Neutrally-Control/dp/0062947125 (It Takes What it Takes) by Trevor Moawad (08:23) https://www.amazon.com/Getting-Neutral-Conquer-Negativity-Chaotic/dp/006311190X (Getting to Neutral) by Trevor Moawad (08:23) https://www.saleshacker.com/mental-health-sales-advantage/ (The Greatest Competitive Advantage You'll Know: Mental Health) by Amy Hrehovcik (09:30) https://ryanholiday.net/ (Ryan Holiday books) (16:33) https://store.dailystoic.com/products/read-to-lead-2022 (Read to Lead Challenge) (17:20) https://www.jimcollins.com/ (Jim Collins) (21:31) https://www.franklincovey.com/the-7-habits/ (Seven Habits of Highly Effective People) by Steven Covey (21:34) https://open.spotify.com/episode/2NrOa8TjGBaQZlBbNXml4D (Dale Favors: Bridging the Race Gap As A Father), a Quarterback Dadcast episode (33:11) https://www.youtube.com/watch?v=z1rISlYLWFI (Tips for an SDR Just Getting Started in Tech Sales )(34:56) https://www.nytimes.com/2020/07/23/podcasts/nice-white-parents-serial.html (Nice White Parents) podcast by Serial and NYT (37:21) https://www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414 (White Fragility: Why It's So Hard For White People To Talk About Racism) (37:37) Amy's https://www.linkedin.com/posts/amyhrehovcik_teamhuman-sales-leadership-activity-6906992746201247744-q2N6?utm_source=linkedin_share&utm_medium=member_desktop_web (LinkedIn post) (42:39) For more Casey Jacox: https://www.linkedin.com/in/caseyjacox/ (Casey Jacox on LinkedIn) https://www.caseyjacox.com/qb-dadcast (The Quarterback Dadcast) https://www.amazon.com/WIN-RELATIONSHIP-not-DEAL-Strategies/dp/0999371495 (Win the Relationship, Not the Deal) https://thinkbig-gofar.com/ (Limitless Minds) For more Amy: Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Follow http://revenuereal.com (the show) on LinkedIn http://revenuereal.com (Join the conversation) Inspiration for the Handmaiden's Tale reference at the beginning goes to the women at the Strict Scrutiny podcast. Thank you!
On this episode, Galem Girmay, Jeff Bajorek, James Saywhatsales Buckley, Travis King, Donnie Boivin, Rebekah Panepinto, Garrio Harrison, Collin Mitchell and I talk podcast journeys. Whatever you think you know about podcasting, think again. We laugh. We cry. And as always, we keep it very real. Topics discussed: Who you are and where you're at on the podcasting journey? (02:26) What made you pick up the microphone? (7:50) What was your biggest aha moment? (22:49) What happens when it gets too real? (26:57) How did you pick your topic? (22:35) What was the beginning like? (35:04) How to think or rethink podcasting? (46:42) Resources mentioned: Galem/Jeff episode Jeff's new show The Art of Community https://www.descript.com/ (Descript) (42:01) Guests: Jeff Bajorek https://www.linkedin.com/in/jeffbajorek/ (LinkedIn) Donnie Boivin https://www.linkedin.com/in/donnieboivin/ (LinkedIn) Galem Girmay https://www.linkedin.com/in/galemgirmay/ (LinkedIn) James Buckley https://www.linkedin.com/in/jamessaywhatsalesbuckley/ (LinkedIn) Rebekah Panepinto https://www.linkedin.com/in/rebekahpanepinto/ (LinkedIn) Travis King https://www.linkedin.com/in/travisandreking/ (LinkedIn) Garrio Harrison https://www.linkedin.com/in/garrioharrison/ (LinkedIn) Collin Mitchell LinkedIn For more Amy: Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Follow http://revenuereal.com (the show) Explore http://revenuereal.com (the conversation)
On this episode, Amy breaks down her absolute favorite thing to teach sellers. The 80/20 Rule. And how this principle is an absolute game changer for sellers. What is the 80/20 Rule? (00:45) Why does it matter? (4:37) How to execute3? Resources mentioned in this episode: https://www.revenuereal.com/dae-kang/ (Dae Kang Cracks the SDR talent code) (08:33) https://www.youtube.com/watch?v=z1rISlYLWFI (5 on Friday's Tips for an SDR Just Getting Started in Tech Sales) (08:40) For more Amy: - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show) - Write a https://www.revenuereal.com/reviews/ (review)
Topics discussed: Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul's latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team. Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26) Two types of professions; work producers and work processors (07:44) Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul (14:33) (35:01) Discovery and demo are different things. (23:16) One opportunity equals one project (27:31) The SDR/AE relationship (33:09) What do you do when your champion is diagnosed with cancer and your sales boss still wants the deal? (41:39) Resources mentioned: https://www.linkedin.com/in/realandypaul/ (Andy Paul) https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572 (Sell Without Selling Out: A Guide to Success on Your Own Terms) https://www.revenuereal.com/e4-jeff-bajorek-does-discovery/ (Episode 4: Jeff Bajorek Does Discovery) (22:48) https://www.amazon.com/Naked-Sales-Thinking-Reveals-Customer/dp/1619617560/ref=sr_1_1?crid=3W4A240D2COGU&keywords=naked+sales&qid=1650311950&s=books&sprefix=naked+sales%2Cstripbooks%2C84&sr=1-1 (Naked Sales) by Ashley Welch (26:02) https://www.mural.co/ (Mural) (26:02) https://www.revenuereal.com/dae-kang/ (Episode 3: Dae Kang Cracks the SDR Talent Code) https://www.andypaul.com/selling-in-assessment/ (How Salesy Are You Quiz) For more Cissa Dieleman: https://www.linkedin.com/in/cissadieleman/ (LinkedIn) @CissaGoneAstray For more Amy Hrehovcik: Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Follow http://revenuereal.com (the show) RevenueReal.com
Topics discussed in this episode: Why do most of us continue to write emails like business cyborgs? (4:47) Where does the writing skill gap come from? (07:48) How can we incorporate more context into our words that is actually relevant to our buyers? (15:53) We also break down the psychology of the email response. (21:21) And what happens when narrower segmentation is introduced into the mix? (25:33) What is the Sales Copy Clinic? (35:33) Resources mentioned in this episode: https://sales-hustle.simplecast.com/episodes/episode-78-s1-ep78-sales-and-performance-growth-with-henna-pryor-wh9IEu_Q (Henna's episode on Sales Transformation) https://www.lavender.ai/ (Lavender ) https://www.revenuereal.com/e20-charles-muhlbauer-makes-selling-mad-fun/ (Charles Muhlbaeur episode) (18:22) https://www.revenuereal.com/episode-41-outbound-done-right-with-jeff-swan/ (Jeff Swan episode) (27:11) https://www.youtube.com/watch?v=hDb14Bx70Lk (Live Cold Calling) (27:48) Sales Copy Clinic (35:39) For more on Henna: https://www.linkedin.com/in/hennapryor/ (LinkedIn) https://pryoritygroup.com/about/#:~:text=Henna%20Pryor%20is%20an%20award,an%20honor%20she%20wears%20proudly. (Priority Group) Sales Copy Clinic For more Amy: - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show) - Write a https://www.revenuereal.com/reviews/ (review)
From the vault! Exceptional banter with my friend, Jeff Bajorek on his show. After I convinced him my profession wasn't my profession wasn't a trending hashtag. Compliments of the Why and the Buy podcast. And Jeff Bajorek.
Topics discussed in this episode: - What do you know about websites? What are you trying to accomplish with the website? (05:00) - How should you think about websites and success metrics? (9:35) - Understand the science first, and then create some art. (10:49) - What's going on with the copy? Are the words about you/company OR are they about your prospects and customers? - What's the difference between prospects who already understand (or care about) the business problem you help with versus those who do not? And what does this have to do with your time and energy as sellers? (12:30) - How can we do a far better job communicating with prospects asynchronously? (14:00) - Websites are not magical creatures. Iterate! Here's how. (18:06) - What kind of data do *great* websites generate and what to do with it? (23:38) - What makes Thomson Reuters and other great orgs like it so great? (25:35) - Your time and your energy are the greatest nonrenewable assets you've got. Be smart about it. (33:33) - Charlene's advice about uncomfortable conversations. (36:29) Resources mentioned in this episode: Company of One by Paul (01:00) Pareto's Principle (11:46) https://www.thomsonreuters.com/en/careers.html (Thomson Reuters (careers page)) (25:35) https://www.linkedin.com/in/realandypaul/ (Andy Paul linkedin) For more Charlene: https://www.linkedin.com/in/charlenevbrown/ (LinkedIn) BrooklynCustomDesigns.com Real Talk Podcast For more Amy: - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show)
We get into questions like: - What happens when there's more demand for sales talent than there is supply? (04:49) - Why are companies losing sellers in the first place? (11:00) - How will you measure your life? (15:02) - What if the only way to win is to play your own game? (18:26) - What are Nigel Green's goals for the year (so we can all hear how it's done)? (21:55) - And what does it mean to design a Company of One? (22:04) Resources mentioned in this episode: - https://www.therevenueharvest.com/ (Revenue Harvest) (20:20) - https://www.huffpost.com/entry/kentucky-tornadoes-communiity-neighbors_n_61bdfd20e4b0d637ae822dd5/amp (After A Tornado Devastated My Rural Kentucky Community, Something Beautiful Happened) by Becky Giles Green (03:05) - https://www.amazon.com/Art-Community-Seven-Principles-Belonging/dp/1626568413 (The Art of Community) by Charles Vogl (3:41) - https://www.repvue.com/ (RepVue) (12:31) - RepVue CEO https://www.revenuereal.com/ryan-walsh/ (Ryan Walsh Champions Transparency) episode (12:31) - https://www.amazon.com/How-Will-Measure-Your-Life/dp/0008316422 (How Will You Manage Your Life) by Clayton M. Christenson (14:39) - https://www.amazon.com/Company-One-Staying-Small-Business/dp/1328972356 (Company of One) by Paul Jarvis (21:59) - https://podcasts.google.com/feed/aHR0cHM6Ly9yc3MuYXJ0MTkuY29tL3RpbS1mZXJyaXNzLXNob3c/episode/Z2lkOi8vYXJ0MTktZXBpc29kZS1sb2NhdG9yL1YwL2E5N1JwdHJrYjNXeDdnRWRXWkdhSlgwczZtbkM2NmhkWVJhTUR3MkJtN00?hl=en&ved=2ahUKEwi3mbHr2vv2AhUwlYkEHdcCCpkQjrkEegQIBxAF&ep=6 (Mr. Mustache on the Tim Ferris podcast) (22:56) For more Nigel: https://www.linkedin.com/in/revenueharvest/ (LinkedIn profile) https://www.therevenueharvest.com/ For more Amy: - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show) - Write a https://www.revenuereal.com/reviews/ (review)
Topics discussed: - How should one think about possible job shifts while not performing at your best? (09:20) - What is the goal as a seller? (12:50) - How does one overcome the general mistrust most feel while interacting with sales humans? (13:50) - Why should you treat your customers impeccably? (18:21) - My favorite way to handle competitive sales motions? (19:53) - What happens when your definition of training does not align with that of your boss or company? (21:51) Resources mentioned: Bullet point list of links to external resources mentioned throughout the episode. Include timestamps when each article is introduced. - https://www.salesfeedmedia.com/posts/blind-spots-with-lori-dunn (Blind Spots with Lori Dunn) (03:31) - https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572 (Sell Without Selling Out) by Andy Paul (11:07) - https://www.thursdaynightsales.com/ (Thursday Night Sales) - Roderick episode (29:35) - Sales Enablement with a Twist with Jeff Bajorek (29:55) - Sales Enablement 3.0 (30:13) - Psyche & Sales Podcast with Dr. Ehrin Weiss and David Weiss (42:02) - Naked Sales by Ashley Welch (42:03) For more Lori Dunn: https://www.linkedin.com/in/dunnlori/ (LinkedIn) https://www.revenuereal.com/reviews/ (Energytosell.co) For more Amy: - Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) - Follow http://revenuereal.com (the show) - Write a https://www.revenuereal.com/reviews/ (review)
Topics discussed in this episode: - How to get out of your own head and do what needs to be done to take on something scary or new? (08:05) - What exactly does one have to do to cultivate discipline? (11:50) - How can we use self doubt as a driver to push through the hard? (19:15) - How to think less about the how and more about the who? (24:08) - The power of learning to forgive yourself. (29:30) Resources mentioned in this episode: HBR's https://www.amazon.com/Managing-Yourself-Measure-Clayton-Christensen/dp/1422157997 (On Managing Yourself) https://www.amazon.com/10X-Rule-Difference-Between-Success/dp/0470627603 (The 10x Rule) by Grant Cardone For More Andre Vicaio https://www.modfinancial.com/ (Modfinancial.com) https://www.modfinancial.com/podcast (Mod Financial Podcast) https://www.linkedin.com/in/andre-vicario/ (Andre Vicario) on LinkedIn https://www.modfinancial.com/book (Freedom With Altitude: Breaking The Mold And Creating An Unstoppable Mindset In Times Of Uncertainty) For More Amy Hrehovcik - Follow the show - https://www.revenuereal.com/reviews/ (Write a review) - https://www.linkedin.com/in/amyhrehovcik/ (Follow Amy) on LinkedIn
Welcome back, friends! On this solo episode, I share one of my favorite stories about the day I was schooled by a good Samaritan on an Amtrak train in the most beautiful way. Said differently, what most people get wrong about the serenity prayer and the "wisdom to know the difference." Where did the serenity prayer come from? (00:54) What do most people get wrong about the serenity prayer? (01:32) How the kindness of a stranger changed me forever. (02:10) For more Amy: https://dashboard.simplecast.com/accounts/6b3597cc-f4b4-41c0-9a71-4b95d43f6f08/shows/3337d056-97f2-49a0-b2b0-c04650ad0c00/episodes/366b5794-dee4-4e68-9108-bc4af239a4f4/revenuereal.com (Follow the show) https://www.linkedin.com/in/amyhrehovcik/ (Follow on LinkedIn) https://www.revenuereal.com/reviews/ (Review the show) https://dashboard.simplecast.com/accounts/6b3597cc-f4b4-41c0-9a71-4b95d43f6f08/shows/3337d056-97f2-49a0-b2b0-c04650ad0c00/episodes/366b5794-dee4-4e68-9108-bc4af239a4f4/revenuereal.com (Sign up for newsletter)
Together, we dive into questions like: What brings out the best in your people and how can we create environments where people WANT to work (and stay)? (05:48) What is the ultimate definition of culture and what does it look like in practice? (07:29) Why do sellers get a bad rap internally? (11:17) What happens when there's a foundation of trust that stretches across the entire organization? (13:19) What to do as an IC when you're operating without? (16:50) When to make objectivity the goal? (22:08) What is StartWise? (25:12) How can we do a better job to support parents in the workplace? (29:38) Resources mentioned: Naked Sales (02:08) Jordana episode (05:48) Assholes: A Theory For more Sara Gupta: Sara@startwise.ly https://startwise.ly/ (Startwise.ly) https://www.linkedin.com/in/sara-milles-gupta/ (LinkedIn) For more Amy: Follow the show https://www.linkedin.com/in/amyhrehovcik/ (Follow on LinkedIn) https://www.revenuereal.com/reviews/ (Review the show) Sign up for newsletter
On this episode, I walk through these questions and more. How to reframe discomfort? (1:50) Why do uncomfortable conversations matter in sales? (2:07) How can uncomfortable conversations be used to drive value AND beat the dreaded “no decision”? (3:32) What's the opposite of uncomfortable conversations? (5:13) How to find the common ground when it feels nonexistent? (7:00) Resources: Meditations by Marcus Aurelius (1:50) Five Dysfunctions of a Team (4:51) CTAs: https://www.revenuereal.com/ (Follow the show) https://www.revenuereal.com/reviews/ (Review the show) Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn)
Welcome to this installment of the Revenue Real Hotline featuring Jeff Swan. Jeff is the founder and CEO at Outbound SOS. On today's episode, we start by exploring how the quality of the list is significantly more impactful than everything else you'd do. We tackle questions like: Who is responsible for creating lead lists? (2:13) What are the outbound skills every seller needs to have? (6:13) How do the two types of selling motions all sellers inevitably meet impact next steps? (9:42) What is a nurture campaign and how can sellers work more collaboratively with marketing? (17:25) What are qualifications, triggers, and tie ins and how can we use them to build an outbound strategy? (23:46) Jeff Swan's most uncomfortable conversation (26:03) Today we tackle these questions and more. For the full transcripts, check out the episode page: You can connect with Jeff in the links below: https://www.linkedin.com/in/jeffswan18/ (LinkedIn) https://outboundsos.com/ (OutboundSOS.com) Resources featured on this episode: Story Brand Concept of the Hero's Journey Wolf in CIOs Clothing https://amplemarket.com/ (Amplemarket) CTAs: Subscribe to the Revenue Real Podcast https://revenuereal.com (https://revenuereal.com) Leave a review Sign up for the Newsletter Follow Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ (https://www.linkedin.com/in/amyhrehovcik/)
The season ender of the Revenue Real Hotline features some of the most impactful moments with the truly amazing people featured by Amy: 1. 01:27 https://www.revenuereal.com/e7-dejuan-brown-unchains-feeling-friendship-and-sales-enablement/ (DeJuan Brown) 2. 02:16 https://www.revenuereal.com/e10-andrew-herman-transcends-leadership-and-transforms-team/ (Andrew Herman) 3. 04:00 https://www.revenuereal.com/e16-scott-leese-breathes-belief-into-all/ (Scott Leese) 4. 05:51 https://www.revenuereal.com/e15-mark-kosoglow-sharpens-my-iron/ (Mark Kosoglow) 5. 08:03 https://www.revenuereal.com/e14-lorena-morales-desilos-and-designs-all-things-revenue/ (Lorena Morales) 6. 09:13 https://www.revenuereal.com/e27-shelton-banks-reworks-business-problems/ (Shelton Banks) 7. 10:44 https://www.revenuereal.com/episode-32-ashley-welch-on-the-intersection-of-design-thinking-and-sales/ (Ashley Welch) 8. 11:26 https://www.revenuereal.com/e25-roderick-rj-jefferson-impacts-humans-and-revenue-alike/ (Roderick Jefferson) 9. 12:48 https://www.revenuereal.com/e13-davidson-hang-redefines-masculinity-and-drives-impact/ (Davidson Hang) Reach out and connect with Amy: Subscribe to the Revenue Real Podcast:https://revenuereal.com/ ( )https://revenuereal.com (https://revenuereal.com) Follow her on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ ( https://www.linkedin.com/in/amyhrehovcik/)
This week's episode features Dale Dupree, Founder and CEO of The Sales Rebellion and Co-Creator of Rebel Refuge, the first gamified community for sellers. To create a strong buying experience, sellers must have authentic conversations. Dale shares that you can deliver this and find fulfillment by embodying the inherent human characteristic of servant leadership. Sellers can also explore a whole new way of thinking outside of buyers needing to be persuaded. Instead, sellers can influence others and allow them to make the decision to buy based on the knowledge you have just given them. Create curiosity and familiarity HIGHLIGHTS Servant leadership is at the core of authentic conversations A radical thought: Persuasion vs influence Navigate discomfort and connect with people Letter campaigns that relate back to the buyer QUOTES Dale: "The number one characteristic trait that my father taught me that it's inherent inside of us and that we just have to tap into is servant leadership." Dale: "Understand the common problems that people typically have or they've experienced at some point. Maybe they don't currently have them but they know them. Understand the commonalities you have with them... and then use all that information to create familiar moments." Dale: "As salespeople, that's what we need the most is consistency for ourselves on a daily basis in order to conquer the things that are in front of us." You can connect with Dale in the links below: LinkedIn - https://www.linkedin.com/in/copierwarrior/ (https://www.linkedin.com/in/copierwarrior/) Instagram - https://www.instagram.com/salesrebellion/ (https://www.instagram.com/salesrebellion/) Website - https://www.thesalesrebellion.com/ (https://www.thesalesrebellion.com/) Connect with Amy: Subscribe to the Revenue Real Podcast https://revenuereal.com (https://revenuereal.com) Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ (https://www.linkedin.com/in/amyhrehovcik/)
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