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Hosted by amy hrehovcik
10 episodes with amy hrehovcik
3 episodes with amy hrehovcik
5 episodes with amy hrehovcik
10 episodes with amy hrehovcik
2 episodes with amy hrehovcik
2 episodes with amy hrehovcik
2 episodes with amy hrehovcik
Today Andy welcomes another blockbuster panel of sales pros including, Arup Chakravarti, Director of Sales Excellence at Equifax UK, Barbara Weaver Smith, Founder of the Whale Hunter Institute, and Amy Hrehovcik, Fractional Sales Enablement Director at CROP, and host of the Revenue Real Podcast. They talk about the concept of selling based on pain points and whether it is effective and explore the idea that focusing on pain may not always be the best approach and that understanding the buyer's goals and opportunities can be more valuable. They also discuss the importance of identifying the buyer's motivation, whether it is driven by positive outcomes or risk aversion and highlight the need for emotional intelligence and adaptability in sales conversations, the challenges of selling to large companies and the importance of mitigating risks for buyers and conclude with a discussion on the need for a shift in sales strategies and the importance of creativity and relationship-building in engaging with buyers.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
In this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than just pushing products can elevate the sales professional and the profession as a whole. They discuss the role of mindset and AI in this transition and highlight the importance of education and continuous learning for both sellers and buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
Welcome back as Andy focuses in on an incredibly informative part of his most recent discussion with a blockbuster panel of sales pro's including Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline podcast. They dig into the paradox of new sales technologies not improving overall sales effectiveness. They explore how AI can fundamentally change the landscape by automating repetitive tasks, enhancing some sellers' skills, and addressing the root causes of inefficiency in sales processes. they give real-life examples that highlight AI's potential to increase productivity but explain that it only matters if you can parlay that into a more value-driven approach to better serve buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
In this episode of the Win Rate Podcast, Andy welcomes an incredible panel of experts: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss, and Amy Hrehovcik, Director of Enablement at the CROP organization. They explore the role of AI in sales, the importance of understanding buyer motives, and the impact of personal connection. They also discuss the intersection of sales and technology, strategies for better buyer engagement, methods to ensure sellers are actually providing genuine value, the importance of curiosity, specialized knowledge, and making informed choices to drive sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
Andy is back with another all-star panel of sales experts including, Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They critique the over-structured and impersonal approaches prevalent in both B2B sales. They explore how repetitive 'discovery' phases, erode customer trust and advocate for a more empathetic, genuine sales approach. Andy talks about his positive experiences in auto leasing and the potential for change in B2B sales perceptions by fostering better client relationships and ultimately improve sales outcomes.Take some time to listen to this terrific full episode on Apple or Spotify (and others)Host Andy Paul is the expert on modern B2B selling and the author of three best-selling, award-winning sales books, including his latest 'Sell Without Selling Out.' Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
Today Andy highlights an excellent discussion from the latest episode which of course includes a panel of incredible sales experts, including Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They go back and forth about the misconceptions of salespeople creating urgency and instead, recommend genuinely focusing on understanding the customer's journey. They explore the importance of qualifying opportunities, the role of a champion in the sales process, and the disconnect between traditional sales methods and buyer behaviors, like the difference between sellers' linear approach and buyers' non-linear journey, and the psychological impact of having too many choices.Take some time to listen to this terrific full episode on Apple or Spotify (and others)Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
This is an outstanding episode of the Win Rate Podcast, jam-packed with amazing insights and analysis from a very experienced and lively panel of sales experts. Andy is joined by Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They discuss building trust through the "responsible promises" method, giving precedent to the buyer's journey over the sales process, the pitfalls of asynchronous selling, and likening the discovery process to waterboarding prospects. They dig into the long-held myth that sellers can magically create urgency and concede that current sales processes are too rigid and don't cater to the individual needs of buyers.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
The following episode is also available on YouTube: https://youtu.be/ISUTGqwZQOc Templates, procedures, and playbooks are all great. They help us to develop and maintain a consistent messaging strategy to prospective buyers. But what happens when micromanage our sellers to follow them to the letter? Burnout. This week we are taking ideas and insights from Amy Hrehovick. Amy has over 15 years of experience leading, training, and coaching sales teams in the technology sector. She has championed the movement from legacy sales tactics, opting for methods of prioritizing genuine connection, buyer-centric experiences, and stellar win rates. She is also the host of the Revenue Real Hotline Podcast. In this episode, you'll learn: Why stripping creativity and autonomy out of the sales process will ruin your team. Why today's sales process isn't designed to serve the buyer. Why Demand Creation is different than Demand Fulfillment. Why if you wait until the buyer is in decision mode, you've waited too long. What is "Dark Social" -=+=--=+=--=+= 8 Fundamentals for Building a Scalable Sales Model - Free Whitepaper Many sales leaders claim they are eager to build a scalable sales model positioned for growth – a model that will allow them to ramp up revenue dramatically, without causing stress. Is that even possible? The answer is yes... if you have the right processes in place. How do you make sure that happens? Here are eight ideas we are sharing with our clients. Download the free whitepaper at fullfunnelfreedom.com/scale Resources: Hidden Potential: The Science of Achieving Greater Things - by Adam Grant The Revenue Real Hotline Podcast Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/ Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com
In this episode of Sales Transformation, host Collin Mitchell is joined by guest Amy Hrehovcik, a sales expert focused on teaching reps how to capture and maintain the attention of buyers. They discuss creative ways to prospect and the importance of understanding the broader scope of the business problem that sales reps address. Amy shares her experience using the speaking circuit for conferences and the value of speaking at live events. They also explore the idea of learning alongside buyers and building relationships with influencers and industry publications.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Amy Hrehovcik (Sales Enabler, Host of the Revenue Reel Hotline Podcast)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy talk about the power of objectivity and mental strategies that drive sustainable peak performance in sales. Amy shares personal anecdotes and profound insights on separating oneself from thoughts, the impact of objectivity on decision-making, and strategies to navigate emotions effectively in professional and personal contexts.PEAK PERFORMANCE HIGHLIGHTS QUOTES"An event is just an event. How you choose to interpret it is 100 percent on you.""Learning how to walk on this journey is learning how to go easy on yourself, not being so hard on yourself.""Get better at sales, get better at life. They're closely connected."You can connect with Amy Hrehovcik through the link below.LinkedIn: https://www.linkedin.com/in/amyhrehovcik/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan delves into the critical aspects of supporting mental health in sales teams with Amy. Amy shares her experiences and perspectives on how companies and leaders often falter in fostering mental well-being across their teams. From the misconceptions about sales leadership to the importance of understanding the mechanics of business operations, this conversation unravels key strategies for sustainable peak performance.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Teaching your team how to make smart decisions with their time and their energy is crucial.""We need to unpack where the motivation is missing out and understand the deeper reasons behind our goals.""Realizing that we are all flawed humans doing our best and can achieve more together than in isolated silos."You can connect with Amy Hrehovcik through the link below.LinkedIn: https://www.linkedin.com/in/amyhrehovcik/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy delve into the complexities of achieving and sustaining high performance in sales. They discuss the emotional toll of success, the struggle with toxic positivity, and the importance of embracing authentic emotions. They highlight the evolving landscape of sales, emphasizing the fusion of personal and professional lives. Furthermore, they explore the significant role of mental health in sales, advocating for seeking professional help and destigmatizing support to foster a more empathetic and resilient sales culture.PEAK PERFORMANCE HIGHLIGHTS QUOTES"I'm earning more money than I've ever thought I would in my life. And I'm more stressed than I've ever been.""We're all humans doing the best with what we've got, having this human experience.""There is absolutely no reason to try to suffer through that alone. Rip that bandaid off and figure out your shit as quickly as possible with a professional.""How do we help you grow as a person, elevate yourself to that next level?"You can connect with Amy Hrehovcik through the link below.LinkedIn: https://www.linkedin.com/in/amyhrehovcik/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09
In this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. She shares her journey from a sales background to championing mental wellness. Discussing upbringing, discomfort, and emotional awareness, Amy delves into the profound impact of understanding and embracing discomfort in sales and personal growth. From childhood anecdotes to insights on navigating emotions in the high-stress sales environment, Amy offers practical advice on mental health, sales strategies, and creating a more empathetic, resilient salesforce.PEAK PERFORMANCE HIGHLIGHTS QUOTES"All growth takes place outside of your comfort zone.""Step one, get present. Step two, define how you're feeling right now and go from there.""One top performance is not indicative of health. The absence of symptoms does not equate to health.""Not only will prioritizing mental health make your life better, but it will also positively impact the lives of those around you."You can connect with Amy Hrehovcik through the link below.LinkedIn: https://www.linkedin.com/in/amyhrehovcik/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09
On today's episode, Andy welcomes yet another roundtable of seasoned sales enablement professionals in a lively discussion about a multitude of issues impacting the sales industry. Panelists include Roderick Jefferson, CEO of Roderick Jefferson and Associates, Crystal Nikosey, VP of Sales Transformation at the Sales Collective, and Amy Hrehovcik, a seasoned sales professional, coach, trainer and podcast host. Topics include the CEO's views on the importance of in-person work, the role of sales management vs sales leadership, the need to incorporate EQ into the selling process, and evaluating the efficiency of the BDR/SDR role in the sales process. They also highlight the significance of detaching from a focus on outcomes, encouraging a mindset of helping rather than selling, and the necessity of centering the buyer in the sales process.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism
Today Andy is joined by guests Amy Hrehovcik, sales enablement guru, podcaster and coach, Cian McLoughlin, CEO of Trinity Perspectives, and Leslie Venetz, Founder of Sales Team Builder. Together they delve into the world of bid management, communication, and sales. They start by discussing the power of creativity and innovation in documentation, emphasizing the impact that visual appeal can have on perceptions of competence and professionalism. They highlight the importance of personalization and communication as the guests share their experiences of customers' frustration with generic content and the value of incorporating win themes into demos, documents, and responses. They stress the need to balance automation with human nuance, emphasizing the challenging but necessary task of creating an environment where customers feel comfortable providing candid feedback. The conversation then shifts to the return of face-to-face and explore the benefits of in-person interactions, such as improved communication, body language reading, and relationship building, which have led to quicker sales cycles. They then turn to the most important topic - win-loss analyses. They reveal that product and price play almost no role in decision-making and the buyer's experience with the seller is the primary factor driving decisions, especially when products are perceived to be similar. Leslie and Amy share insights on the importance of retrospectives or after-action reviews, stressing the need to go back to buyers and gather accurate information on why a deal was won or lost. This information is crucial for improving future deals, as initial responses are often not the real reasons. They also stress the need for experimentation in the current business landscape and the potential negative impact of carelessness or lapses in professionalism, the invisible friction in the sales cycle, and maintaining high standards of professionalism to build and retain trust throughout the process.Follow Cian, Amy, and Leslie on LinkedIn Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism
SUMMARY Part 2 of our conversation opens with the idea that people learn best when they are teaching others. This is because they are more likely to pay attention and retain what they are learning. The conversation also mentions the idea of an observation log, which is a way to track what someone is learning. This can be helpful for quality control purposes.The focus of the conversation is on how important it is for salespeople to learn from their wins and losses in order to improve their skills. The problem is that many sales teams operate with a low win rate, which makes it difficult for salespeople to learn and improve. The solution is to focus on the journey, not the outcome, and to help salespeople to separate their definition of success from an outcome.The conversation discuss the importance of having a clear goal, or win, in mind. The goal should be something that is attainable and that you are passionate about. Having a clear goal will help you to stay motivated and focused on the process of becoming great. The process is more important than the outcome, and you can control the process by being a little bit better than yesterday's version of yourself.We talk about how focus on pipeline volume over win rates, and how sales enablement is a lagging indicator. We also discuss how to break down a big concept into smaller pieces.TIMESTAMPS 0:00:00 Onboarding Series and Observation Logs: A Key to Effective Learning0:03:14 The Importance of Learning in Sales0:05:16 The Benefits of a High-Performance Team0:06:30 Sales Enablement: The Importance of Quality Pipeline and Win Rates0:08:22 The Benefits of Different Learning Styles in Sales0:09:44 The 80/20 Rule in Sales: How to Focus on What's Working0:15:26 The Power of Going First: Lessons from a Sales Expert0:17:12 The Benefits of Rethinking Your Sales Strategy0:18:49 The Power of Podcasting in Business HIGHLIGHTS The first takeaway is to take some responsibility for your own learning journey. If you're waiting for someone else to do it for you to put something onto a silver platter or to have a new team to be recruited.The trigger event is looking at their activity on LinkedIn and then focusing your engagement across that smaller group of people that are most active and then advance the conversation and build a relationship with those people and bring them in.And then your job is to iterate in that you're doing more of what's working and less of what's not working. And so I think as it relates to sales, that is one of the most important concepts to start with because it sets the stage for just a broader understanding of what you're trying to get at.So our five to eight times in terms of quality pipeline over what your target goal is and focusing on that, assuming win rates are going to fall within a certain rate.James Daverman, who was one of our first guests, talks about winning the day as an exercise and continuous improvement. So where I was going with that is look at win rates, but I actually put more focus on pipeline volume. Music Credit: Maarten Schellekens - Riviera Follow us at: www.cascadingleadership.comlinkedin.com/in/drjimklinkedin.com/in/1lawrenceobrown
Brain-Based Sales: How to Make Selling More Fun and Improve RetentionSUMMARY In this episode, Dr. Jim and Amy Hrehovcik discuss how leaders can create environments where learning is tailored to the specific needs of individual sales team members. They also talk about the role that Neuroplasticity plays in sales, and how this can be used to make selling more fun and experiential.Amy discusses the importance of learning and pushing yourself outside of your comfort zone in order to grow. She also talks about the value of being part of a community, especially for those with a learning mindset.In the conversation, Amy talks about how she taught herself how to learn better and stronger ways to grow and develop, and how she believes that learning with others is the best way to improve skills. She also mentions that sales training is a $20 billion industry in the United States, but that many organizations ignore developing their internal sales team.Amy noted the importance of a culture of learning and continuous development, and stated that this is a critical piece in enabling neurodivergent individuals to excel in sales environments. She also noted the importance of collaboration, and stated that hoarding of knowledge can destroy a team's ability to learn and grow together.TIMESTAMPS 0:00:00 Cascading Leadership: Amy Hrehovcik: Real Revenue Enablement - Part 1 0:02:01 The Benefits of Being in a Community for Learning and Growth0:03:42 The Benefits of Learning with Peers for Sales Professionals0:07:35 Sales Leaders Need to Consider How to Best Tap Into the Strengths of Neurodivergent Team Members0:10:21 The Importance of Learning in the Modern Workplace0:16:09 The Power of Positivity in Sales0:17:33 The Impact of Sales Hiring on Business Growth0:19:18 Onboarding: The Importance of CuriosityHIGHLIGHTS We want to and so I generally remind people of that at the beginning of the talk and with the knowledge that it's my job. I'm not saying that everything that I'm presenting here is going to work for you 100%.The CRO of Own Backup had talked about doing the same thing to reduce some of the tension between customer success and sales. And so again, it's the establishing a learning culture where people are proactively, seeking out and sharing what they've learned and then of course, the collaboration of learning together.And so I think that culture of learning, of continuous development is a critical piece. And not to say that it's impossible to grow and develop if you as a seller or not in a place like that.What are some of the things that you noticed that really enabled you to pick up and excel in those environments? And what are the takeaways that sales leaders need to consider when they potentially have somebody that is neurodivergent on their team? How do they tap into that and how do they adapt the learning style to fit what works best for that individual?.And the reality of it is that many organizations ignore developing their internal sales team. So most sales professionals are doing exactly what you did, where you're finding your own resources and learning on the fly and all of that sort of stuff. Music Credit: Maarten Schellekens - Riviera Follow us at: www.cascadingleadership.comlinkedin.com/in/drjimklinkedin.com/in/1lawrenceobrown
The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Amy Hrehovcik to discuss how to manage the inevitable buying group conflict and dysfunction that arises when you have multiple customer stakeholders getting either directly or indirectly involved in a deal.
The theme for August on the Winning the Challenger Sale is Resolving Buying Group Conflict. WTCS host, Jen Allen, is joined by Amy Hrehovcik to discuss how to manage the inevitable buying group conflict and dysfunction that arises when you have multiple customer stakeholders getting either directly or indirectly involved in a deal.
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Amy's full interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 9 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 8 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 7 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 6 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 5 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement. This is Part 4 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Mike take a deep dive into the steps to success with Sales Enablement. This is Part 3 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Mike take a deep dive into the steps to success with Sales Enablement. This is Part 2 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Our host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Mike take a deep dive into the steps to success with Sales Enablement. This is Part 1 of 9 of Amy's interview. Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/
Wow, I loved this interview with Amy Hrehovcik. How did she get so smart? Amy Hrehovcik is a leader. All of us should be. It's strange how different we all think our jobs are. At the core, we should all lead something. And even families are, in a sense, tech firms now with all the software and services we must master. We all share that we go to work with a group of people to advance the situation of another group, internal or external to our firm. We get paid to benefit others. But it turns out we share some specialized tasks we don't even realize. Getting to know new people in a great way is just one of the interactions that all great leaders share. Here are nine others below. You'll want to listen to Amy's take on each of these in my Episode 16: · The conversation with others about work. · The conversation with yourself when you first wake. · The conversation with a new person each day. · The conversation to challenge another to a better future. · The conversation to holdup one's value over lesser alternatives. · The conversation to describe uniqueness instead of just strength. · The group conversation to orchestrate agreement. · The conversation to get acquainted with a friends' friend. · The conversation to make a case expertly. · The conversation to create a consensus of feeling. Our job to create joy for others is our common ground. For example, I unstick opportunity. I do it for mid-size, company leadership. I specialize in the tech industry--every company today. “Serving” is too passive today. See if you can see a pattern in a more granular example. In a previous episode, $8-billion CEO, Ken Lamneck said his most important job as a leader was to network to create new relationships. By far, the most important way a salesperson gains new business is to proactively develop referrals—create new relationships. The best product leaders practice continuous product discovery, part of which is to create new relationships with prospects and ask about their needs. Perhaps one more. Technologist are problem solving most of every day. The hundreds of I have worked with make it clear that a favorite tool is asking former colleagues to suggest new contacts who could be asked for the missing solution. In today's episode, we offer detailed strategies to master the conversations below. I took anxiously after my interview with Amy. I loved everything Amy had to say and ate it up—such great insights on the art of challenging, leadership conversations in life's work! Her are my high-level notes from one of these key conversations: The conversation with a new person each day. Once we get ourselves going, then comes the second difficult conversation. Listen carefully to people talk about getting to know someone or a first meeting with a new partner. The people discussing the meeting have likely skipped the part about the ten attempts (or 30, see Seanice Lojede episode). The key is to attract a meaningful stranger into a conversation each day. Say it however you like, but the intentions have to be nearly flawless. "Check-mark" attempts at offering help won't do, but something or someone that is truly and specifically valuable may. The offer has to be so benign, easy and simple that the stranger's innate nerves for nurture, mastery, and connection kick in instead of fear. The conversation with yourself when you first wake. “Self, should I get up or hit the snooze?...” Of course, the conversation goes best when you treat it like a conversation. Will your mind to order your body to jump up before you count from five to one (Mel Robbins' trick). Get up and do the hardest thing first or the most valuable to others and your wealth. Set a morning routine. Our first conversation daily is a parental conversation by our mind to our bodies to tell them what to, pretty strongly (to yourself :-)).
In this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik. Amy Hrehovcik is a revenue human for life and card-carrying member of #TeamHuman. After selling enterprise tech for a decade, Amy pivoted to Sales Enablement where she built out two sales enablement departments. These days, Amy helps sales leaders launch their first internal sales enablement podcast. Who says learning to sell can't be mad fun?! She's also the host of her own hit show Revenue Real Hotline. When not working, Amy can be found chillin at the beach with her dog Lola and a book. Some of the topics that we covered are: What is Sales Enablement? How are you using content in your sales? How to think about training and developing your sale? How do you go from that founder-led sales process into one that allows you to make the impact you want with your startup? Links & Resources: Website - www.revenuereal.com/ LinkedIn - https://www.linkedin.com/in/amyhrehovcik/ Twitter: https://twitter.com/amy_hrehovcik Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you're listening to the show.
In this episode of the Cold Calling Podcast, Amy Hrehovcik coaches Ed on his opener which removes much of the self-deprecation he used to have. She gives high marks for coachability and Collin also suggests that, instead of asking if the prospect has considered podcasting to drive business, simply ask, "what do you know about podcasting?" to open up the conversation. If you know what they do know, you might be able to tell them more about what they DON'T know about podcasting!To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins Collin for some live coaching. Collin is on fire and reaches out to a prospect whose podcasting efforts were focused on brand awareness. He offers to send an email with more information but he stresses that, before doing so, it's always best to get a commitment first. You can ask if the prospect is open to spending some time together to go over some recommendations before putting together a plan that's specific to the prospect's particular podcast!To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins for some live coaching as Collin gets in touch with a very well-known sales influencer. At first, the prospect was skeptical about Salescast's clients with the reason being that he actually knows them! He warmed up quickly after Collin vouched for the facts and remarked THREE times that it was great that he received an actual phone call and not spam. The lesson is that cold calls still very much work, so pick up the phone!To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins the show to coach on "the jobs to be done." This strategy figures out how the prospect is doing the job today and sees if they're open to a possible better way of doing things. She also commends Collin on reminding the prospect of the value he's getting and letting him know that he will do his due diligence before the meeting. This helps increase the show rate and lets the prospect know that Collin had not done a thorough check yet BUT he will so as to come prepared for their call.To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
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)
The amazing Amy Hrehovcik, one of the most innovative voices in sales, joins Gina today as Susanna takes a much needed rest coming back from the States. Today is unique and fun, as Amy talks about her idea of a murder mystery game as a teaching tool for sales teams. Stripping away the tired old instructional methods, this is an unconventional and engaging activity to test the effectiveness of your sales motion. The discovery process, motivation, uncovering who is behind objections, the right questions to ask, looking for clues, and digging for answers while having fun and creating relationships. But instead of figuring out who killed the poor guy lying on the floor with a knife sticking out of his chest, you're deciphering who murdered the deal. This brings the topic of improv comedy, and Gina explaining how to look for cues and reactions, figuring out your audience, knowing who you're really performing for, and compelling people to buy. Amy discusses the importance of learning the science before creating the art and discovering all of the background that can influence the sale. Enjoy this completely out of the box and incredibly informative discussion that can help you reflect on ways to raise your sales strategy right now. Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.
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!
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins the show as Collin tries a couple of different approaches with prospects. He shares when it's best to use the "double-tap," a follow-up call after the prospect hangs up.Also, Amy stresses the need to personalize calls and Collin remembered that the general appeal of becoming a guest on a podcast is a great way to keep a prospect talking.To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Collin opens a conversation with a prospect who is interested in exploring podcasting. She sends him a warm referral and agreed to connect on LinkedIn. The lesson of this call is that you won't always get the meeting but that's okay if you're having fun and building relationships. That's what makes a successful cold call! To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Collin is joined by Amy Hrehovcik as he talks to a prospect who had a lot of objections. He inquires a lot and tensions rise as Collin says "we are not a bullshit marketing company." By the end of it, it really did seem like a good fit, leading to one of Collin's earliest lessons in sales: some will, some won't. Next call.To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins Collin as he cold calls a prospect who meets them at the perfect time. She is super interested and shares that she is already doing the motions in these early days of her podcast. She provides a lot of information for Collin to work with during their meeting—which she agreed to almost immediately! The lesson: when your prospect knows a thing or two about podcasts, keep them talking to learn how you can best help them. To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins Collin as he tries a couple of different strategies to make a more impactful cold call. In one where he opened with a joke about hating cold calls, he encountered a prospect who was basically a know-it-all. This is a great lesson in knowing who you want to work with and not compromising with it! To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
In this episode of the Cold Calling Podcast, Amy Hrehovcik joins Collin as he tries out different scripts with different prospects. In one call the prospect was really interested in Salescast and agreed to schedule a call. Amy challenged the idea and asked why not ask for the call immediately instead of next week. She also suggests following up with interested prospects with questions on why are they interested? To learn more about Monster Connect and to claim your free dial session visit: https://monsterconnect.com/salescast
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.
Sometimes people just click. Today is one of those days. Listen as Gina, Susanna and their guest, Amy Hrehovcik, meet for the first time and talk like they've known each other for years. Amy is the Head of Community at Salescast, and host of the Revenue Real Hotline podcast. The focus of this episode is about being better. Being a better person, a better friend in relationships, a better co-worker, and yes, a better salesperson. Amy begins the discussion by stressing the importance of personal growth through getting out of our comfort zone and being ok with being uncomfortable. Susanna poses a question about personal and professional relationships and if growth in one reflects in the other. They continue delving into mindset around difficult conversations, avoidance during sales discussions, biggest fears, getting over the money ask, what it feels like to both understand and be understood, the reality of being new on the job, the public's view on salespeople and salespeople's view of their performance, and with all that - where can we begin, being better. Learn more about Amy and The Revenue Real Podcast Come and grow with Sales Gravy More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.
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)
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)
HIGHLIGHTSWhat it's like to have sellers as parentsRecognizing and reframing discomfort is the way to progressThere is power in labelling your emotions The absence of symptoms does not equate healthSales is the greatest profession on the planetWe're all just humans trying to do betterTop sellers don't automatically become good sales managers You are not your thoughts and feelings QUOTESAmy: "I learned how to interpret feelings of discomfort differently very young. Not only did I learn how to interpret them differently, I learned how to seek them out and to measure my own performance that day based on if I went out of my comfort zone and then how far I went."Amy: "There is no such thing as aspiring to ice out only negative feelings. When you aspire to ice some of them out or not feel them, you ice them all away, little by little, year after year."Amy: "We can all relate to feeling harmed in the workplace. Sometimes, when we allow these arbitrary differences, our race, our gender, our location, our age, our sexual orientation, our able bodies, when we allow these arbitrary things to impede the conversation, it prevents us from seeing that shared humanity, that shared experience."Jordan: "We are all humans that are flawed, that have challenges and struggles and are doing the best with what we got. And we can accomplish so much more together than if we just try and run out on our own in our own tiny little silo as a whole."You can learn more about Amy in the links below:Podcast: https://www.revenuereal.com/LinkedIn: https://www.linkedin.com/in/amyhrehovcik/Salescast Community: https://salescast.typeform.com/CommunityIf you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - Jordan@MyCoreOS.comTwitter - https://twitter.com/jbenj09
Sales Intersection - where you can always count on mediocre production value but legendary fire with guests and content. Season 3 Episode 5 with Amy Hrehovcik. I almost didn't want Amy on the show because I didn't know how I'd get through the episode successfully avoiding the daunting task of trying to pronounce her last name, which I never actually do. Hot topics discussed here folks as we go over mental health in sales in addition to what I believe to be a revolution happening in sales. Amy has some fascinating insights into this as well. This and much much more in this episode of Sales Intersection - The Intersection of Money and Meaning. Amy is a character for the books. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSFrom macrame bracelets to financial literacy for kids and moms A good reach out entails a deep understanding of the communityThe problem with aggressive use of dashboardsHyper reliance on activity metrics can be detrimentalSales leaders need to look beyond the top line revenueRemember Pareto's Principle Podcasting as a critical skill for sellers Sales is always changingWait for your results and don't quit too earlyQUOTESAmy: "Aggressive use of dashboards, I think the first and biggest one is not focusing on effectiveness and a hyper reliance on activity metrics as opposed to effectiveness is a massive mistake. I think that we do not do a good enough job as a profession differentiating between those that are applying effort to change and grow and develop and maybe not getting the results, versus those that are applying no effort at all."Amy: "You are going to get 80% of your results from 20% of your activities. Your job, especially at the beginning, is to identify what those 20% of your activities are so that you can both do more of them and stop doing the things that are not working."Amy: "There's a million reasons why we're burning through sellers mental health-wise. But focusing on activity for activity's sake, without the connection between the results and not teaching people how to make these decisions for themselves, this is a big part of that problem." Collin: "There's a lot of waste. We're coaching on the wrong things. Because a lot of the coaching is around how to focus, how to do more of the activities that are not the majority of the results. You got to know what are those things that are gonna get the majority of the results and coach around them."Amy: "We've done ourselves a tremendous disservice with these turnkey dashboards. When we're just able to just turnkey buy a dashboard and integrate it into Salesforce, we've lost the principles of these numbers."Amy: "Sales is always changing. The way that buyers are buying is always changing. Are you?"Amy: "Everything works and nothing works. You just have to do it long enough in order to give your results enough time to come in. So don't quit too early. And that goes for podcasting too."Learn more about Amy in the links below:Podcast: https://www.revenuereal.com/Linkedin: https://www.linkedin.com/in/amyhrehovcik/Website: http://salescast.community/Email - amy@revenuereal.comLearn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. Today's guest is visiting from New York. Amy Hrehovcik is the host of the Revenue Real Hotline. certified Sales B.A., and sales pioneer. She's here to share with us what she's doing and how we can have fun with what we do in sales. Amy was raised by a Sales VP, so her relationship with sales and things related to it comes from a different perspective. For her, it's about being able to help someone hone in on what is most important to them and help them get it. Coming from a career path in politics, Amy felt like she wanted to do something true to her. Her father gave her this advice: when you work to develop your work, producers, skills, and the ability to create something from nothing, they will serve you very well throughout your career. As a sales professional at a high level, Amy realized her passion was in sales enablement. Empowering peers and those around her became the foundation of her mindset. In a world where both consumers feel like a number, and it's no surprise based on how salespeople are treated and trained. In many cases, it comes down to reputation and management of your reputation. Amy focused specifically on mental health, which is something that has been left out of the conversation in the past. In regard to sales enablement, we are in a place where salespeople cannot remove themselves from their reputation. This happens when you aren't doing a good enough job connecting and learning about your prospects. Sales professionals are taught to persuade, which doesn't feel good. We need to shift from persuasion to influence. When we pigeonhole sales teams into working in a system that doesn't work for them, resentment builds. If you feel this way, you're not alone. When you're presented with a system that doesn't align with you, consider saying “I'll think about that” and move forward with your process. Sales processes have been designed for the company, not the buyer. It's about shifting the mindset and understanding buyers work on their own terms now more than ever. LINKS Amy Hrehovcik on LinkedIn @amy_hrehovcik https://revenuereal-hotline.simplecast.com/
From giving out gold stars sarcastically, to a secret 80:20 sales tactic - I speak with Amy Hrehovcik, the host of Revenue Real Hotline, all things diversity and inclusion in sales Highlights: 4:16 - how level is the playing field USA side? 6:35 - Diversity in sales 8:37 - Amy's backstory 16:37 - “what does ‘done properly' look like to you?” 21:50 - “buyers are motivated by so many different things - recognise what those are” 23:20 - “what does doing this profession look like?” 25:24 - One piece of advice for someone starting in sales Find Out More Amy's LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ What's holding your sales back? Find out here: https://lp.sellingwithoutsleaze.com/swsquiz/ Buy the book: https://go.sellingwithoutsleaze.com/book-offer-cc Connect: https://www.linkedin.com/in/sarahjolleyjarvis Join the Selling Without Sleaze community: https://www.facebook.com/groups/sellingwithoutsleaze/ If you enjoy the Selling Without Sleaze Podcast please rate and review us on Apple
A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to help deals go through (and make more people excited about them.) In today's episode of The Sales Evangelist, Donald is joined by Amy Hrehovcik to discuss her strategy to apply multi-threading throughout your sales process. Amy's sales experience is extensive. After selling for nearly a decade, Amy finished at Thomson Reuters before transitioning to marketing consulting (eventually working in a startup as the Chief of Customer Value.) She later pivoted to sales enablement, realizing she had a passion for teaching sellers and empowering sales leaders. Amy now hosts the podcast Revenue Real Hotline, where she discusses uncomfortable conversations in sales. Why did she start the podcast? She wrote an article (Mental Health, The Greatest Competitive Advantage That You'll Ever Know), and it was viewed by the great Andy Paul. He invited her onto his show, and participating in that made her realize the importance of podcasting in sales. (Check out Donald's guest appearance on her show.) Today's topic: Multi-threading Multi-threading describes liaising with multiple stakeholders and executive sponsors throughout an organization. The average number of buyers involved in the buying motion was 6.7. Since that time, it has increased. Because her main selling vertical was big law, Amy realized the importance of proactively engaging with multiple stakeholders early on to minimize the objections buyers would have when moving the deal forward. Why should you consider this selling approach? Not to sound cliche (but we will anyway), it's the same reason you don't put all your eggs in one basket. Amy began to hold off on doing deep-dive demos until at least three executive sponsors were in the room because it diversified the risk for the individuals involved. They were no longer the sole advocate for a product (assuming they like it), thus limiting the amount of blame and buyer's remorse people might feel after implementation. Because the buying process is getting longer, executives will invariably drop out of the acquisition process. But when you have two or three other executives who want to see the deal move forward, it is much more likely to move through. How can you begin to develop this approach? Communicate with the original executive sponsor that you want to help them make the right decision, and you can do that by demonstrating the business case on your behalf. Ask permission to have conversations with others or other departments to learn how others reach a particular goal. The Heath Brothers wrote in one of their books (Made to Stick) the idea of bright spots. Because of the relationships she developed throughout this discovery phase, she could return to her original executive sponsor and deliver a detailed report that helped both of their causes. One major takeaway from multithreading? Just do it. It's like anything else- you might not be good at it at first. But with practice, you'll begin to see success. To contact Amy, connect with her on LinkedIn to learn more about her process with multithreading. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Amy Hrehovcik joins us in having A Genuine Conversation About Diversity and Inclusion in Sales. Amy has quite the background in tech sales. Surprisingly there aren't a lot of women in this space and Amy shares some insight. There are situations in sales where women are treated differently than men. Its hard to imagine for some of us but the old school mistreatment of women with innuendo and crude remarks, is still far more prevalant than it should be. This discussion leads to the situations that minorities may be confronted with too. There aren't any easy answers. Having conversations and becoming more aware of others views and experiences can only help.Find Amy Hrehovcik https://www.linkedin.com/in/amyhrehovcik/Her podcast Revenue Real Hotline https://revenuereal-hotline.simplecast.com/
Today, Ehrin and I talk about the identical, cringe-worthy mistake we both made while starting our podcasts. :: insert sob-cry emoji:: We talk about cognitive behavioral therapy also known as CBT; both what it is and why it rocks. We talk about the connection of mind and body. We talk recovery and relapse and routines, oh my. We talk neuroplasticity and hyper-vigilance. We talk separating self-worth from our performance and number. We talk about the wide variety of negative effects of steady cortisol drips. We talk misinformation and redefining success. We talk management skill development on the mental health front. We talk neural pathways and eliminating distractions and learning and retention. We talk mindfulness. Really though, we talk human, friends. Interested in joining the conversation? Hit us up on the hotline at 646-470-0826. Resources: https://open.spotify.com/episode/6Hqg5NZUUdi6Ix3iE69KNN?si=_keVDdUyTmq6x8JTxZxEAQ&dl_branch=1 (Feeling Good) by Dr. David Burns MD, founder of CBT https://open.spotify.com/episode/6Hqg5NZUUdi6Ix3iE69KNN?si=_keVDdUyTmq6x8JTxZxEAQ&dl_branch=1 (PsycheAndSales Interview with Amy Hrehovcik) https://www.amazon.com/Biased-Uncovering-Hidden-Prejudice-Shapes-ebook/dp/B07DH89ZDY (Biased: Uncovering the Hidden Prejudice that Shapes What We See, Think, and Do) by Jennifer Eberhart Ph.D. For more on Dr. Ehrin Weiss, check her out on https://www.linkedin.com/in/ehrin-lovria-weiss-ph-d-b82a841/ (LinkedIn), the https://www.houstonfamilypsychology.com/ (website), https://www.howparent.com/ (How Parent), the new https://www.amazon.com/dp/1648761259/ref=tsm_1_fb_lk (Anxiety Relief Book for Kids), and the rocking https://open.spotify.com/show/1J5WICC9H5UGnfupgV9NkJ (PsycheAndSales podcast). Truth, love, and joy, friends. Happy Selling!
When Amy wrote, The Greatest Competitive Advantage You'll Ever Know: Mental Health, for Sales Hacker. We knew we had to have her on the show! And boy oh boy did we talk to Amy about all the things! She breaks down her personal story Key themes include: Embracing your emotions not freezing them out - mindset and the importance of talking about it Top performance is not indicative of strong mental health - sometimes the people at the top struggle the most Toxic work environments and the impact of micro managing - The Peter Principle - Which highlights the flaws in how people are promoted, and how to treat the next step as a new starting point This was a great discussion that covers many important topics Excited for you to give it a listen!
Amy Hrehovcik is a sales enablement expert and host of the RevenueReal Hotline. On today's episode Amy shares the story of her mental health journey. We dig into how the stresses of the past year are not in the past. And why sellers need to be vigilant in monitoring their own mental health even as it appears like the worst part of the pandemic is over. We also dive into the role sales management plays in creating sales cultures. Learn more about your ad choices. Visit megaphone.fm/adchoices
TOPICS DISCUSSED Who is Amy Hrehovcik? (03:35) Sales Productivity and Performance (13:18) The RevenueReal Experience (14:37) Why Uncomfortable Conversations? (21:33) Vulnerability v. Ego (24:31) RESOURCES https://www.linkedin.com/in/amyhrehovcik/ (Follow Amy Hrehovcik on LinkedIn profile) https://www.linkedin.com/in/collin-saleshustle/ (Follow Collin Mitchel on LinkedIn profile) https://salescast.co (Salescast.co)
Like many, Amy didn't plan to go into sales. She wanted to be in politics, lobbying, etc. Then after one of her first engagements with a political campaign, that all changed. From politics to sales There are two types of workers, processors, and producers What it's like having a mentor in your first year. Understanding Speed, Status, and Experience Bad news does get better with time, so lean in. Be aware of the internal win rate based on inbound/ outbound. How managing SDRs to the moment is crushing their soul.
Amy Hrehovcik is a Sales Enablement Pioneer who is a Member and Advisor of RevGenius, a Think Tank that builds sales, marketing and rev-ops space dedicated to individuals who wish to learn, share, support and grow with each other. She is also one of the founding members of the revered LinkedIn B2B Sales Pro Community - Sales Hacker, Inc.Being a sales professional who molds cognitive behavior therapy into her sales practice, Amy’s most favorite metric for improvement and success is the learning indicator for SDRs. Driven the belief that sales is the greatest profession in the world, she finds pleasure in creating experiences that teach, train, and coach humans in its excellent journey. With such an impressive track record in her professional career, Amy started her journey as an Account Executive for ADP Major Accounts in 2006 and moved on to notable companies like Citi Subsidiary, Thomson Reuters, Viewabill, NextRequest, Ailey, and Remesh. Find out more and reach out to Amy Hrehovcik through her LinkedIn - https://www.linkedin.com/in/amyhrehovcik/Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.
Sales Enablement has been gaining attention over the last several years. The basic idea is that if you provide reps with the right tools and resources they need to convert leads, they'll close more deals and drive revenue for your business. But for today's guest that's just the beginning. Amy Hrehovcik has over a decade of experience in B2B enterprise sales and Sales Enablement experience. Today she and Jeff explore her philosophy of not providing a repackaged training program, but to challenging salespeople to think differently, measure differently, be highly adaptable and break free from old frameworks. In Amy's view, sales has become too much science and too little art, and only the companies and individuals with creativity and flexibility are going to be able to succeed in driving growth and revenue during and after Covid. As she says: "Great disruption equals great opportunity." Learn more about Amy Hrehovcik here! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production.
Amy is a wonderful human being. She has 8+ years of B2B enterprise selling experience and 6+ years of Sales Enablement experience creating cultures of continuous skill development, scaling programs, and driving quantifiable results.In her own words:"I have a bias for empowerment, kindness, giving, open access to information, and data-driven action. I have a knack for measuring the very hard to measure and aspire to inspire those around me.I love the mission of Sales Enablement and believe the time spent to be a force multiplier for revenue-generating efforts. I feel thankful every day for the opportunity to grow killer go-to-market teams and the enterprise SaaS technology companies and clients they support.And how I see my leadership style, said by Clayton M. Christensen much better than I could:"Instead of telling him what to think, I taught him how to think -- and then he reached what I felt was the correct decision on his own."I'm grateful for our friendship and our conversations are always so thought-provoking. We discussed many topics about burn out in sales and diversity within sales leadership. If you want to connect with her, please do so below.https://www.linkedin.com/in/amyhrehovcik/
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