Podcasts about revenue growth engine

Who doesn't want to close more sales deals? Without sales, you have no business yet some business owners really struggle with this part. If you only have a small staff most likely you, the business owner, are the chief salesperson. Like many owners, you don't want to come across as salesy so you actually become less effective at it. The question is, how do you close more deals without coming across like a used car salesman? No offense to used car salesmen. This week's guest, Darrell Amy, will help us dispel the misunderstanding of the sales process so we can all go in confidence and authenticity to close more deals. You're not selling a product or service, you're solving someone's problem. Take a listen. Book: “Revenue Growth Engine: How to align marketing and sales to accelerate growth” https://www.revenuegrowthengine.com/#section-CK7KwRd4q9  Podcast: Selling From the Heart https://www.revenuegrowthpodcast.com/  https://www.revenuegrowthengine.com/  Email: DAmy@revenuegrowthengine.com  Key Takeaways: How to set realistic sales goals The way you open the sales call, you close it. Focus on selling the outcome not the features  There are three types of buyers. 1) CEO 2) Middle managers 3) The rest of us One is more price conscious than the other Start with a clear understanding of what the customer wants as an outcome Questions: We all want to close more sales deals. Why don't we? What are some common mistakes? People commonly think of marketing and sales as the same thing. Can you clarify the difference? Had a client that was thinking marketing was going to solve all his sales problems. The first thing we uncovered during our research was most of his clients (he sells insurance) didn't know about the other insurance options he sold and were open to hearing more. But for some reason, didn't follow up. Can you speak to identifying low hanging fruit? Today's guest is passionate about helping great companies grow revenue. He's the author of the best-selling book Revenue Growth Engine, How to Align Sales and Marketing to Drive Accelerate Growth. He is the host of the Revenue Growth Podcast on the C-Suite Radio Network and the co-host of Selling from the Heart podcast. He is a member of the Forbes Business Council and a C-Suite Advisor. As A Revenue Growth Strategist, he gets behind the scenes, rolling up his sleeves to help company owners, sales leaders, and marketing teams build revenue growth strategies. Welcome to the show, Darrell! Want to live a better balanced life and win in marriage AND business at the same time? Purchase our book Tandem: The married entrepreneurs' guide for greater work-life balance. https://www.thetandembook.com/ Need to create more time to dedicate to your marriage? Download this free guide. https://marriedentrepreneur.co/boundaries Need some insight into how to balance it all? Schedule a free discovery call. https://marriedentrepreneur.co/lets-talk

Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy. She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services firms - to protect existing revenue and grow existing accounts. Account expansion becomes easier when CS reps can articulate the value of their product or service. Daphne shares a few examples of CRMs and AI-powered solutions that enable CS teams to track and communicate value.    Other resources mentioned in the episode:--> Daphne's podcast, This is Growth, and the corresponding newsletterFind more at revopschampions.com

What is RevOps anyway and how is it different from SalesOps?  What do I as the CEO need to know about RevOps?In a recent episode of Sales Talk for CEOs, Eddie Reynolds, a seasoned expert in Revenue Operations (RevOps), shared crucial insights for CEOs looking to boost efficiency and enhance customer experiences. Eddie's expertise centers on aligning sales, marketing, and customer success teams to optimize overall revenue operations. Here are the simplified, actionable insights from Eddie, aimed at CEOs who are ready to leverage RevOps effectively in their organizations.Key Takeaways for CEOs:Defining Revenue Operations: Eddie describes RevOps as an evolution of sales and marketing operations. It aims to bridge the gaps between siloed departments to streamline the customer journey and improve revenue efficiency. "RevOps looks at the entire revenue engine, aiming to increase revenue efficiently and reduce costs," Eddie explains.Aligning Teams for Greater Efficiency: Misalignment between marketing and sales is a common barrier to growth. RevOps centralizes functions to ensure all departments work towards the same revenue goals, thus enhancing lead conversion and customer retention. Eddie highlights, "RevOps was developed to tackle the classic disconnects between marketing, sales, and customer success."Focusing on Customer Value: Shifting the focus from lead quantity to lead quality—those likely to convert and offer long-term value—is crucial. This strategy demands a deep understanding of customer profiles and targeted marketing. Eddie advises, "Targeting should revolve around the lifetime value of customers, aligning marketing, sales, and customer success."The Role of Technology in RevOps: Adopting the right tech stack is crucial for effective RevOps. Technology should enhance visibility across the sales funnel and support data-driven decision-making, helping track and optimize the customer journey. "While building a tech stack is vital, it's about more than just technology—it's about supporting the go-to-market strategy," Eddie notes.From Theory to Practice Here are a few ways to apply these RevOps strategies within your own organization.Action Steps for CEOs:Evaluate your RevOps strategy: Ensure it aligns with your company's revenue goals and includes all relevant departments.Train your team: Equip them with the knowledge to understand and implement RevOps principles effectively.Invest in technology: Choose tools that enhance data analysis and inter-departmental communication.Watch the full episode here to grasp the complete range of insights Eddie offers about enhancing your business operations through RevOps.Subscribe to Sales Talk for CEOs for expert insights tailored for top executives. Join us next week for more guidance aimed at driving your company's growth and operational excellence.Chapters01:08 Welcoming Eddie Reynolds - Introducing Eddie Reynolds, an expert in revenue operations, to discuss the transformation of sales operations.01:43 Defining Rev Ops - Eddie explains Rev Ops through common problems faced between marketing and sales alignment.03:16 Customer Experience Focus - Discourse on how Rev Ops plays a crucial role in enhancing customer experience and aligning sales, marketing, and customer success.04:23 Why Alignment Matters - Debating the need for congruence between sales and marketing to ensure valuable customer interaction and efficient operations.05:32 The Pitfall of MQLs - A critical view on how misguided marketing goals can lead to poor lead quality and affect sales performance.07:30 Challenging Traditional Metrics - Exploring the flaws in current lead generation and measurement tactics and their impact on the sales process.08:43 Aligning Marketing and Sales - Solution-focused discussion on setting the right goals to align marketing and sales efforts towards revenue generation.09:46 The Place of Rev Ops - Understanding where Rev Ops fits within an organization and the misconception around the Chief Revenue Officer's responsibilities.10:53 Rev Ops as a Revenue Generator - Eddie discusses the value of Rev Ops in devising go-to-market strategies and building sales infrastructures.12:08 The Role of Technology in Rev Ops - How technology impacts Rev Ops activities, from market strategy to analytics.14:13 Finding Qualified Opportunities - Strategies for marketing and sales to identify and pursue high-quality leads more effectively.16:22 Account Scoring and Prioritization - The significance of account scoring in direct outreach and how Rev Ops can help focus sales efforts.21:21 Optimizing Sales Calls - Tactics to ensure salespeople's time is spent on the most promising leads and opportunities.23:50 Starting Point for Improvement - Eddie advises companies lacking leads on initial steps to refine marketing and sales alignment through Rev Ops.About GuestEddie spent +20 years in Sales, Customer Success and Marketing, developing his passion for data-driven strategy and process. He was fascinated by the edge it could give an entire company. During his time at Salesforce, he covered high-growth VC-backed B2B SaaS companies, meeting hundreds of executive revenue leaders. They cared more about that strategic edge than how the software worked. His consulting partners, however, focused on the software, missing the broader GTM strategy. This resulted in many failed implementations and missed revenue targets. It inspired him to start a consulting firm merging system implementation with data-driven GTM strategy: Union Square Consulting.Social Links Connect with Eddie on LinkedIn:(26) Eddie Reynolds | LinkedInUnion Square Consulting LinkedIn:(26) Union Square Consulting: Overview | LinkedInWebsite:Home - Union Square ConsultingConnect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice's website:Alice Heiman | Sales Consultant and Strategist for CEOs

How closely connected would you say employee engagement and innovation are? Dr. Joey's guest on this episode of the Work Positive Podcast is his good friend, Darrell Amy, author of Revenue Growth Engine. Darrell's latest research focuses on the intimate relationship between engagement and innovation. He and Dr. Joey discuss how:

Larry Levine and Darrell Amy are renowned sales experts with a wealth of experience in the industry. Levine, author of "Selling From the Heart," emphasizes the importance of authenticity, relationships, and trust in sales success, a perspective shaped by his journey of building a community and harnessing the power of social media. Similarly, Amy, co-host of the Selling From the Heart podcast and author of "Revenue Growth Engine," believes that being true to oneself and building strong relationships are key to standing out and succeeding in sales. Both experts highlight the significance of trust and authenticity, stating that when salespeople bring their true selves to the forefront, they have no competition. Join Kim Thompson-Pinder as she hosts Larry Levine and Darrell Amy on this episode of the Author to Authority podcast, where they delve deeper into these insights.

Larry Levine and Darrell Amy are renowned sales experts with a wealth of experience in the industry. Levine, author of "Selling From the Heart," emphasizes the importance of authenticity, relationships, and trust in sales success, a perspective shaped by his journey of building a community and harnessing the power of social media. Similarly, Amy, co-host of the Selling From the Heart podcast and author of "Revenue Growth Engine," believes that being true to oneself and building strong relationships are key to standing out and succeeding in sales. Both experts highlight the significance of trust and authenticity, stating that when salespeople bring their true selves to the forefront, they have no competition. Join Kim Thompson-Pinder as she hosts Larry Levine and Darrell Amy on this episode of the Author to Authority podcast, where they delve deeper into these insights.

How come the companies you hear boasting about their growth rarely seem to rack up impressive growth numbers? For all those that talk the talk, very few can say they have doubled their revenue in the last 3 years. And yet, according to our guest today, by simply increasing new sales by 15%/yr and selling 15% more per year to existing clients, doubling revenue is totally achievable. In the 27 years since he graduated with his MBA, Darrell Amy has worked  heavily in the tech sector, mainly in sales and marketing. Wanting to help a larger number of companies, in 2004 he started his own business, speaking and acting as a fractional Chief Revenue Officer. In 2020, Darrell authored Revenue Growth Engine book  How To Align Sales & Marketing To Accelerate Growth. He is a member of the Forbes Business Council and co-chair of the Kingdom Missions Fund. Based in Arkansas, with a family that now includes a couple of grand-children, let's go talk to Darrell Amy. Links to everythings mentioned in the episode can be found at the https://funnelreboot.com shownotes page.  

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Co-Founder of Revenue Growth Engine, Darrell Amy.Are you a business owner looking to accelerate your success and take your business to the next level? Look no further than a high-performance revenue growth engine! Darrell Amy, a revenue growth architect and founder/CEO of Revenue Growth Engine, shares his expertise in creating a revenue growth cycle through net new business and cross-selling to existing clients. One key takeaway from the podcast episode is the importance of identifying your ideal clients and engaging with them proactively through a strategic mindset shift. Rather than waiting for leads, businesses should figure out a cadence of outbound marketing and sales to engage with their ideal prospects. Doing so allows you to create a filter to focus on what matters to your ideal clients and prospects and effectively market and sell your products or services. Another crucial component of a high-performance revenue growth engine is understanding your ideal clients' current outcomes and creating an outcomes inventory. By focusing on the results buyers seek rather than just selling products and services, you can remove barriers to growth and accelerate your success. Darrell Amy also emphasizes that every season is an opportunity, but the strategies that worked in the past may not work now. Therefore, having your ears to the ground and pivoting your business accordingly is crucial. Remember, the key to scaling your business is to be proactive, strategic, and open to new ideas and opportunities for growth. About Darrell Amy: Darrell is a seasoned executive specializing in revenue growth strategies. With 27 years of experience in sales and marketing, he's known for assisting businesses in expanding their market presence. Darrell is the author of the best-seller "Revenue Growth Engine" and the co-founder of Convergo, a firm dedicated to aligning marketing and sales efforts for enhanced growth. He's shared his expertise as a trainer for Fortune 500 companies and as an advisor on the Forbes Business Council and the C-Suite Network Advisors team. Darrell hosts the Revenue Growth and Selling From the Heart podcasts and is actively involved in non-profit work, fostering corporate social responsibility.About Revenue Growth Engine: The Revenue Growth Engine is a strategic model designed to scale the revenue of purpose-driven companies, thereby increasing their impact. This methodology primarily helps businesses identify and focus on their Ideal Clients while crafting messaging that resonates with these clients' desired outcomes. To ensure scalability, it is underpinned by creating documented, repeatable sales and marketing processes. The result of employing the Revenue Growth Engine is consistent revenue expansion with Ideal Clients, leading to sustainable business growth.Apply to be a Guest on The Thoughtful Entrepreneur: https://go.upmyinfluence.com/podcast-guestLinks Mentioned in this Episode:Want to learn more? Check out Revenue Growth Engine website at https://www.revenuegrowthengine.com/Check out Revenue Growth Engine on Linkedin at

What's the secret to boosting your revenue through AI? Tune in as we dive into this fascinating topic with our guest for the day, Glenn Schmelzle, who carries with him a refreshing wave of optimism. In this intellectually stimulating conversation, Glenn and I navigate through the myriad avenues in which cutting-edge generative AI technologies, demonstrated in ChatGPT, could be harnessed to supercharge your sales and marketing game. Don't miss this chance to catch a glimpse of how AI can be your ally in revenue growth.Glenn Schmelzle (pronounced Sh-Melt-Slee) is a multifaceted individual – a marketing maven, devoted husband, enthusiastic hockey dad, and an ardent supporter of local communities. He was a pioneer in recognizing the immense potential of the internet for marketing, and efficiently harnessed it to generate a plethora of leads for his employers. Observing other businesses flounder in lead generation deeply concerned him, and this impelled Glenn to begin sharing his strategies through blogging in 2009. His unwavering conviction in reinvigorating the marketing funnel led him to establish Marketing What's New agency in 2013, and launch forward-thinking initiatives such as GAFast4ward workshops. Not one to be limited by mediums, Glenn soon began voicing his insights and perspectives under the moniker Funnel Reboot - initially through a Twitter account and subsequently broadening the scope through a podcast. This platform fosters an inclusive dialogue, inviting marketers from all corners to participate and engage.If you're leading a sales team and aiming to skyrocket performance, it's time you acquaint yourself with Selling From the Heart. What sets Selling From the Heart apart is its refreshing take on driving sales. It zeroes in on rapidly establishing trust with clients and prospects by embracing authenticity. The upshot? Enhanced prospecting efficiency, elevated closing rates, and a surge in referrals. Learn more at www.sellingfromtheheart.net.Connect with GlennConnect with Darrell FREE AUDIOBOOKGet instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book 

Darrell Amy and I are kindred spirits who believe in the importance of customer value. He co-hosts the Selling From the Heart Podcast, and his book "The Revenue Growth Engine" is on my bookshelf -- extolling how to coordinate sales and marketing functions in your organization. We help somewhat different clients: he likes working with companies who sell a repeated purchase that is differentiated by how the customer is sold to, where I like helping clients who are looking for a trusted consultant to help them make a better buying decision. It turns out that sellers are the X factor in both situations. Great stuff! Learn more about your ad choices. Visit megaphone.fm/adchoices

When I think innovation, what comes to mind are think tanks for large enterprise companies or startups huddled up in the conference room of a shared office space around an iPad. However, if anyone needs to innovate, it's small and medium-sized business. Our guest, Michael Haynes, author of Listen Innovate Grow, A Guidebook to Acquire B2B Customers, believes that SME's need to innovate in five core areas to be able to drive growth. In this conversation, he shares powerful strategies you can put to work to innovate to add value and grow revenue!Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow.For over 25 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia, Asia, Canada and the USA to develop and implement customer strategies and programs to drive business growth.His passion is helping CEOs and Business owners of small and medium-sized businesses operating in B2B markets to achieve the growth and impact they seek. Michael is also an avid traveler and is regularly invited to be a guest speaker and panelist for an array of SME events and podcasts across Australia, Canada and the United States.Listen Innovate GrowConnect with MichaelConnect with Darrell FREE AUDIOBOOKGet instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book 

Why do your sales reps win or lose deals? The reason they enter in the CRM probably isn't accurate. In fact, today's guest demonstrates that the vast majority of the intel you are getting on why you win and lose may be wrong. In this rapidly evolving marketplace, bad data on what's working can quickly put your revenue in the ditch.Today's guest, Spencer Dent is the Founder of Clozd, a startup that is revolutionizing the way businesses connect with their customers. His team conducts tens of thousands of win-loss interviews. What he shares in this conversation will definitely grab your attention and challenge your assumptions.Connect with Spencer.Connect with Darrell.  FREE AUDIOBOOKGet instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book 

Do you need ideas to land better clients, bigger deals, and higher fees? You are going to love this conversation with David Newman, the author of Do It! Selling. David works with leading consultants, coaching, and speakers who want to expand their business. And, the ideas he shares are very applicable to every sales professional.If you're ready to get some ideas and take action, you're going to love Do It! Selling.David Newman, CSP, is the author of the #1 business bestseller, DoIt! Marketing, and he's the creator of the Do It! MBA mentorship (www.doitmba.com). David is the host of the highly-rated podcast, The Selling Show. As a revenue growth mentor, David and his team have worked with over 1,800 successful consultants and business coaches. Connect with David NewmanConnect with Darrell Amy FREE AUDIOBOOKGet instant access to the Revenue Growth Engine audiobook to get ideas to accelerate your growth. www.revenuegrowthengine.com/book 

Darrell here and it is March 1st. If you're looking back over your revenue results for first two months of the year and wondering what it's going to take to hit your goals, I'm excited to announce two new programs that can help you accelerate your growth.The first program will get you focused on the types of clients that can really move the needle. The One Ideal Client Away Challenge will help you focus your growth as you refresh your Ideal Client profile with the types of clients that can create a flywheel of net-new and cross-sell revenue. I say one ideal client away because when you focus your efforts and land an ideal client it sets you on a trajectory for exponential growth.  You can join the challenge at www.oneidealclientaway.com.The second program to help you accelerate growth is the Revenue Growth Engine Design Workshop coming to Dallas on March 10-11. In two days you will design and upgraded Revenue Growth Engine for your business that will get your sales and marketing efforts focused, fueled, and ready to fire on all cylinders. You'll leave this workshop with clarity and a plan to put in place that will help you accelerate growth. Learn more and get your tickets at workshop.revenuegrowthengine.com. Both of these programs are designed to bring focus and force to your growth engine so you can get on a trajectory to hit and hopefully exceed your revenue goals for 2023 and beyond. So, come to the One Ideal Client Away Challenge on March 20-24 from 11 to 11:45 eastern and then plan to be at the Revenue Growth Engine Design Workshop in Dallas on May 10th and 11th.If you are an entrepreneur, executive, sales leader, or marketing leader that wants to grow faster I'm committed to help. If you know someone who could benefit from this, I'd be grateful if you would share it.Thank you so much! Let's get going and let's get growing!

Without your support as listeners, we wouldn't be here in Season 4....so THANK YOU!!!!  Additionally, thank you, #CatchSitkaSportFishing and #ACMEHomes, for your continued support as sponsors of this podcast!Today, we sit down with Darrell Amy, who is on a mission to help 10,000 business owners double revenue to generate $10 billion in new giving. Darrell is also an author, speaker, and consultant for businesses looking to scale and grow their revenue. He founded Revenue Growth Engine, a sales and marketing framework that drives EXPONENTIAL revenue growth.   He is also the co-host of the Selling From The Heart podcast with the one and only Larry Levine.  However, we will talk to Darrell, the dad, and the grandfather today.   Growing up in Canada, Darrell was the oldest of four siblings.  His father was a talented carpenter, and his mother worked in a hospital.  Values were taught early to Darrell, which he would later pass down to his children.  One of those values that stood out in our conversation today was, Integrity and he shares a fantastic story surrounding home improvement.   Faith was always and still is important to him and his family.  Darrell also shares with us how being consistent in habit will impact your life for the positive or negative, depending on what habits those are.   Later in the episode, Darrell talks about the impact of his father and his struggles with anger.  As dads, I'm sure we all can relate to where we lost our patience and let our anger get the best of us.  Darrell and I would later share stories of how losing our fathers would impact us and develop a realistic view of healing.Darrell strives to be the best, most consistent, balanced father and grandfather.  To learn more about him, you can find him on LinkedIn or by visiting www.darrellamy.com.Catch Sitka Sport Fishing At Catch Sitka, Issam and team provide an amazing fishing experience with Halibut, Salmon and more!Established in 2006, Acme Homes WA One of the most value-based home builders in the state of Washington! Go Check them out!Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

Your business's revenue is an excellent marker of how your business is doing. It tells you how much you've gained. But most importantly, revenue is a resource. Revenue Growth tells you that your business is healthy and capable of growing and serving your people. More revenue enables you to impact more and more people and allows God's Kingdom to flow through your business.Darrell Amy saw the importance of revenue growth as he helped businesses scale and increase their impact. He joins us for a faith-driven conversation about revenue growth in this episode of Seek Go Create, and we discuss how business can be a door to God's Kingdom here on Earth. Darrell shares how you can optimize your business's foundation and alignment to help make this happen. For anyone out there who wants to make an impact and bring God's Kingdom into your business, this conversation is for you.3 reasons to Listen:Discover what it means to be a kingdom-minded business.Learn why you may need to stop and take time away to leave, seek, and listen.Your business can be a lawnmower or a car. Find out how you can optimize your business's engine for better revenue growth.ResourcesVisit us and find more resources just for you on Seek Go Create's websiteRevenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth by Darrel AmyKingdom Missions FundSelling From the Heart PodcastSelling From the Heart: How Your Authentic Self Sells You by Larry LevineWild at Heart: Discovering The Secret of a Man's Soul by John EldredgeGet a free copy of Revenue Growth Engine by Darrell Army! Just text “revenue” to 21000 or go to their website.Connect with Darrell on LinkedInAbout DarrellDarrell Amy is a faith-driven entrepreneur, co-founder of the nonprofit Kingdom Missions Fund, speaker, author, and growth architect. He has 30 years of experience as a leader in sales and marketing, which allows him to help businesses grow their revenue and give more.Darrell is the author of Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth. He is also the host of the Revenue Growth Podcast and co-hosts the

Ford's Model T. The Chevy '350' V8. The Aston Martin V12. Thomas the Tank.   Famous Engines all, right? Well, on this week's Overlap Podcast, our boys Sid and Keith sit down with the author of the world's next truly iconic engine - yes, it's Darrell Amy, author of the soon-to-be iconic book "Revenue Growth Engine," with a podcast and master class of the same name.   Darrell's genesis for the Revenue Growth Engine was attempting to bridge the gap between Sales and Marketing within companies, but upon opening up the hood on several companies, he saw a common theme gumming up the works - the timing belt had come off. And by timing belt, of course we employ metaphor because we really mean use and management of time - finding a way to create and maintain work-life balance as a business owner.   Our boys get in the passenger's seat and let Darrell drive this conversation that will definitely be a value-added bonus that's even better than the little pine tree they give you for free at the car wash place to hang on your rear view mirror and make your interior smell vaguely like value-brand Pine-Sol.   Get ready to rev up your business and your life with this week's episode of The Overlap Podcast.   www.revenuegrowthengine.com (Podcast, Master Class, and more available)

In this episode, Stacy and Darell Amy who is a growth strategist of Revenue Growth Engine chat about sales, challenges for companies, the marketing mistakes to avoid, and how to double revenue by following two strategies getting new clients and cross-selling to current clients by setting aggressive but realistic growth goals.

We're back! AND we've brought Revenue Growth Strategist, Best Selling Author, and Key-Note Speaker Darrell Amy with us to discuss the revenue growth engine and the perspectives of how to measure and understand the numbers! Darrell is on a mission to help great companies grow revenue... don't miss this one! Who's The Guest? Darrell Amy is a professional speaker, author, and growth architect with more than 25 years of experience working with hundreds of companies and training thousands of sales professionals. He helps generous people and organizations create strategies and systems to grow revenue. Highlights How revenue plays a big part in a business and why you should start aligning it to your marketing efforts. Effective ways on how you can drive revenue growth in your business. What is the Revenue Growth Engine and how does it work? The role of metrics in a business and how you can start understanding it The processes highlighted in the Revenue Growth Engine book Episode Resources Connect with Mike Brevik: http://www.cyberdogzmarketing.com/ mike@cyberdogzmarketing.com Connect with Darrell Amy http://revenuegrowthengine.net/ https://www.linkedin.com/in/darrellamy https://www.facebook.com/revenuegrowthengine https://www.instagram.com/revgrowthengine https://www.linkedin.com/company/revenue-growth-engine  Check These Out! TEXT "Revenue" to 21000 for a FREE signed copy of Revenue Growth Engine, Free Resources, etc.! Get the book, Revenue Growth Engine, now! Subscribe, Share, and Review To get the next episode subscribe with your favorite podcast player. Subscribe with Apple Podcasts Follow on Spotify Leave a review on Apple Podcasts

Cindy McGovern never thought about her personal brand. Until, one day her college professor gave her a simple, yet shocking piece of advice that she'll never forget. It was then that Cindy realized something big: You are selling one thing every day as an entrepreneur. It's YOU!   If you're not paying attention to what your personal brand is, you might be highlighting the wrong thing. And that could be costing you a lot of time and money. Today, Cindy reveals why the word “sales” doesn't mean being pushy or manipulative. She says there's a way to do it that leaves you and your customers feeling seen and respected. Plus, Cindy shares the three steps you must take to create the personal brand that positions you as the leader in your field. Creating your own personal brand (and promoting it in all you do!) is essential to achieving your professional goals and getting ahead in life. Cindy is about to show you how.   If you liked this episode, give this one a listen too: Darrell Amy—How to Build a Revenue Growth Engine for Your Business   Order Cindy's new book here: https://amzn.to/3BMztiV   Order your copy of the USA Today and Wall Street Journal bestselling book Good Money Revolution here: https://amzn.to/34hSonE   Ready to take your business to the next level? Schedule a call with Derrick today here: GoodMoneyBusinessConsulting.com   For daily tips to help you make and save money, follow us on Instagram @derricktkinney

Darrell Amy is on a mission to help great companies grow revenue. With 27 years of B2B marketing and sales experience ranging from mid-sized local companies to enterprise organizations, Darrell has diverse experience across the sales and marketing landscape. He has trained thousands of salespeople in solution selling, created digital marketing strategies for hundreds of companies, and consulted with Fortune 500 technology companies. He knows what works—and what doesn't. He's the author of the best-selling book Revenue Growth Engine, How To Align Sales and Marketing To Drive Accelerate Growth. He's the host of the Revenue Growth Podcast on the C-Suite Radio Network and the co-host of the Selling From the Heart podcast. He's a member of the Forbes Business Council and a C-Suite Advisor.  In this podcast for managers, Audrey, Lee and Darrell discuss:   -How to drive higher revenue by sales and marketing alignment -How a revenue focus is a more holistic approach to growing your business -5 Ways to Analyze your sales and marketing alignment  FREE MATERIALS TEXT REVENUE TO 21000 "Whether it be focusing on just one end of the client life cycle or focusing too much on their own department, many leaders struggle to maximize client relationships due to misalignment across the revenue engine.”– Darrell Amy   Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Darrell Amy https://www.revenuegrowthengine.net/ https://twitter.com/darrell_amy https://www.linkedin.com/in/darrellamy/ https://www.linkedin.com/company/revenue-growth-engine https://www.facebook.com/darrell.amy https://www.facebook.com/revenuegrowthengine   Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

Our host Bryan Whittington is joined by Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is the full episode of Darrell's interview. Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 9 of 9 of Darrell's interview. Stay tuned for the full episode! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 8 of 9 of Darrell's interview. Stay tuned for Part 9! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 7 of 9 of Darrell's interview. Stay tuned for Part 8! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 6 of 9 of Darrell's interview. Stay tuned for Part 7! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 5 of 9 of Darrell's interview. Stay tuned for Part 6! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 4 of 9 of Darrell's interview. Stay tuned for Part 5! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 3 of 9 of Darrell's interview. Stay tuned for Part 4! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 1 of 9 of Darrell's interview. Stay tuned for Part 2! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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 Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team. This is part 2 of 9 of Darrell's interview. Stay tuned for Part 3! Connect with Darrell: https://www.linkedin.com/in/darrellamy/ 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/

Sales Strategy Tips from Mt. Everest Base Camp INTERVIEW Darrell Amy, author of “Revenue Growth Engine”. Darrell discovered sales & business principles during his climb of Mt. Everest that were essential for the success of his climb and will empower you to reach the TOP in sales.

Great businesses need to GROW—and your business is no exception. But in today's economy, it's easy to feel frustrated and discouraged. You need to increase your revenue, but you're just not sure how.    My guest, Darrell Amy, loves helping companies build what he calls a “revenue growth engine” so your business can create a profitable future. In today's episode, he reveals his top strategies to scale your business and create a marketing and sales plan that actually works so you can meet your revenue goals this year. Your business shouldn't just survive. It should thrive and grow—and this episode is the perfect roadmap to get there.   If you liked this episode, give this one a listen too: Marc Randoplh—Turn Everyday Problems Into Extraordinary Profits   Get Darrell's new book here for FREE: https://www.revenuegrowthengine.net/book   Order your copy of the USA Today and Wall Street Journal bestselling book Good Money Revolution here: https://amzn.to/34hSonE   For daily tips to help you make and save money, follow us on Instagram @derricktkinney    Here's the Libsyn promo code for you to receive up to 2 months of free podcasting service. It's what we use for the Good Money podcast. https://signup.libsyn.com/?promo_code=MONEY

This month Kim features Revenue Growth Engine. If you have ever wanted to know how to double your business and align your sales and marketing this book is for you. To get the book on Amazon in Kindle, Paperback or Audiobook - https://www.amazon.com/Revenue-Growth-Engine-Marketing-Accelerate-ebook/dp/B08B43M4W1/

If you're dying to dramatically increase your revenue and sales, it's high-time that you ditch the old school selling methods that taught you to become product pushers and start focusing on selling the outcomes of your product.    Aside from that, salespeople also need to start getting back into what our guest calls “the growth mode”. Your sales teams have to move out of the survival mindset and turn the corner through seeing opportunities in the problems around us.    I talk about this with my guest in today's podcast episode, Darrell Amy, the host of the Revenue Growth Engine podcast. Darrell enlightens us about what it takes for salespeople and their companies to increase their revenue and sales amidst all the turmoil we're in.    There's a lot of takeaways from this podcast that you absolutely would want to hear and take note of.    Drop what you do and check this episode out now!    In this episode, we cover: [0:00] Introduction [2:57] Biggest mistakes sellers commit today  [7:53] Changes after the pandemic  [10:20] Help prospects get back into growth mode  [19:03] The role salespeople have right now [22:00] Value is on so many different levels  [24:00] The ABCs of closing  [28:00] Laying down the total cost when presenting  [31:34] Get equal business stature  [31:45] Darrell's words of advice to listeners  ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

What You'll Learn From This Episode: Creating a realistic growth goals Knowing what a 'ruler method' is Importance of having the right goal and clients Related Links and Resources: Darrell wrote a book called "Revenue Growth Engine", you can get that on Amazon or you can text the word 'revenue' to 21,000 and get instant access to the audio. You'll get access to our toolkit and also the opportunity to get access to a book full of ideas and strategies to help you accelerate your growth. Go to www.revenuegrowthengine.net/book. Summary: Darrell Amy, is passionate about helping great Kingdom[1]minded companies grow revenue. He's the author of the best-selling book Revenue Growth Engine: How To Align Sales & Marketing To Drive Accelerate Growth. In addition to his work helping businesses grow, he's the co-founder of the Kingdom Missions Fund and the executive director of the ManAlive EXPEDITION. As a Revenue Growth Strategist, he enjoys getting behind the scenes, rolling up his sleeves, and helping company owners, sales leaders, and marketing teams build revenue growth strategies so they can maximize their impact. Here are the highlights of this episode: Darrell has shared with us that he enjoys working with B2B companies that have sales teams. The problem that he sees is that these companies are setting in what he calls aggressive but realistic growth goals. A lot of companies have unrealistic growth goals and Darrell says it's really critical that businesses get very competent at setting goals that their team believes in. Most companies can do more when they get strategic about how they're going to fuel that growth. If you're feeling that tension and that frustration, it may be time to take a look at the systems that are driving your revenue growth or lack thereof. Let's look at the two drivers of growth; net new business and cross sell revenue. How many new clients can we bring on board and cross sell? What processes can we put in place to increase our revenue per client? You're going to find it's aggressive because when you get net new and cross sell going at the same time. You move from linear growth to exponential growth. Darrell's Valuable Free Action (VFA): Darrell's advice is that if you want to compound net new and cross sell, you need to have the types of clients that can buy everything that you offer, and he calls them 'ideal clients'. Those clients that can keeps coming back for your entire portfolio. Ultimately, they're the type of client that aligns with your company values that they're going to stick around. If we want to accelerate growth, we need the type of clients

In this week's episode of the SIMPLE brand podcast, I talk with Darrell Amy, author of  Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth!When it comes to revenue, most businesses don't appear to have a true revenue growth strategy or the processes in place to even drive growth. Outside of that,  some companies are really good at focusing on driving revenue through new customers while others are really good at cross-selling to existing customers. Unfortunately, very few appear to be good at doing both.But it is possible to focus on and be good at both. And If you can drive simply reasonable growth in net-new business while also cross-selling your current clients, then you can actually double your revenue in less than 3 years.But it does take an intentional strategy and it does take the right alignment between Sales and Marketing.And this week's guest is here to help you learn how to do just that. It's Darrell Amy.Darrell's the author of the best-selling book Revenue Growth Engine: How To Align Sales and Marketing To Drive Accelerate Growth. He's the host of the Revenue Growth Podcast on the C-Suite Radio Network and the co-host of the Selling From the Heart podcast. And he's a member of the Forbes Business Council and a C-Suite Advisor. Darrell and I discuss his lessons around aligning your Sales and Marketing teams, growing your revenue aggressively yet realistically, and the number one way to differentiate yourself among your competitors. SPOILER ALERT: It's all in the experience you deliver.Some of the topics we discuss include:The law of exponential revenue growthThe value ratio of net-new customers vs existing customersHow the experience we deliver drives whether customers continue to buy from youThe difference between a customer and a clientHow to break down the Sales and Marketing silos How to ensure all your teams view everything from the eyes of the customerThe importance of having your frontline team members understand what it feels like to receive the level of experience that your customers expect Darrell and I discuss a hypothesis on how the identity given to your team members empowers them in delivering your customer experience RESOURCES FROM THIS EPISODEDarrell's siteDarrell's book - Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth

https://www.revenuegrowthengine.net/

To achieve business growth, maximizing revenue is a must. All components of your business need to align to get to this point. In this episode, Doug C. Brown discusses gaining the attention of the C-Level with help from Darrell Amy. As growth strategist with Revenue Growth Engine, Darrell helps companies find strategies to max out their growth using sales and marketing. Learn more great strategies that the CEOs use to drive success. In this level you will learn: · Why Sales and Marketing need to be aligned to grow revenue· Why bringing value to customers is important· Gaining the attention of the C-Level using innovation

Do you have a strategy for 2022? Whether you lead a company, lead a sales team, or manage a sales territory, you need a strategy--especially in these turbulent times.Today you're going to learn about the powerful and practical VOLTE strategy model from my friend, Simon Hares. He's the Founder and Managing Director at SerialTrainer7. He's developed a wealth of experience having trained thousands of sales professionals and leaders. The VOLTE model is a tool you can use to help set yourself up for success in 2022 and beyond!Simon is also a curator of knowledge, having read hundreds of books in sales, marketing, and leadership. When you follow him on LinkedIn you'll get to know Simon's book garden where he features his favorite books. Just this past year, Revenue Growth Engine made it onto the garden path! Simon is the co-author of The B2B Sales Tips Guidebook, coming out in November. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What's great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!

We all know that sales and marketing depend on each other, but we often see those teams go in different directions. During this episode, Darrell Amy, founder of Revenue Growth Engine, explains how a sales and marketing alignment could be the key to accelerating your business's growth. He also shares two ways to get revenue, why quarterly business reviews are so important and why inbound is not the best strategy for B2B companies.   Links 353 - Show Notes Take the Accelerated Pulse Check! Masterclass Accelerated Sales Program   Connect With Paul  On LinkedIn On Facebook On Twitter: @BuildLiveGive On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

This week's guest is Darrell Amy. You may know Darrell as the Author of Revenue Growth Engine, where it is his mission to help 10,000 great businesses grow revenue so they can create jobs and give more to their communities. Darrell is also the Co-Host of The “Selling From The Heart” Podcast with his Co-Host and one of my mentors, Larry Levine. Over the past 25 years, Darrell has worked with hundreds of companies and trained thousands of sales professionals, where it is his mission to help generous people and organizations create strategies and systems to grow revenue that they can use to give back. All of this fills Darrell with energy, and it is one of his favorite things to help great businesses grow by sharing success stories from pioneers that are seeing results. We unpacked a ton of great information in this episode, including: The Importance of Trust and Being Your Real Self How You Develop Leadership Skills In Sales The Importance of Having An Outlet From Your High-Stress Job Creating Meaningful Work Sales Lessons From Choir and Mowing His Lawn The Need for Sales/Marketing Alignment His Goal Setting 101 Course Much More! Please enjoy my conversation with Darrell Amy ______________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!

Setting aggressive marketing growth goals can be intimidating. Some marketers set the bar too low and try to achieve goals that seem impressive but decline year after year. Marketers want to help their organizations succeed but also set accurate expectations for stakeholders. Today's guest is Darrell Amy, author of Revenue Growth Engine. He talks about how marketers can easily set, accelerate, and achieve ambitious and aggressive marketing growth goals to succeed.   Some of the highlights of the show include: Darrell's Elevator Pitch: Hit growth goals by aligning sales and marketing Revenue Growth: Make sure engine is firing on all cylinders to reach goals What drives revenue growth? Net new customers, revenue per customer Realistic Revenue Growth: Cross sell to reach aggressive 100% sold goal Business to Business (B2B): Know ideal client to know ideal prospects Outbound Marketing Mindset: What to do to get on radar, engage ideal prospects Aggressive Metric: Aim for 100% coverage for net new, cross sell engagement Marketing Automation System: How many, when, where did prospects engage? Ambitious vs. Achievable: Gauge overpromising, under delivering, playing it safe Onboarding Process: First 100 days sets relationship status within community Fail Forward: Explain what/why it happened and factors involved to fix outcomes Key Performance Indicators (KPIs): How are they connected to revenue?   Links: Darrell Amy on LinkedIn Revenue Growth Engine HubSpot Mark Hunter Seth Godin's Blog - Permission Marketing Never Lose a Customer Again by Joey Coleman Pablo Giacopelli on Facebook Ben Sailer on LinkedIn CoSchedule   Quotes from Darrell Amy: “I am passionate about helping companies hit their growth goals, specifically by aligning sales and marketing to achieve those goals.” “When sales and marketing are not aligned, it really slows everything down.” “You can drive a lot of revenue with an audience where you already have permission to communicate with them.” “One of the most important cylinders in your revenue growth engine is really considering the onboarding process.”

I got to interview Darrell Amy. Darrell Amy is a growth architect helping companies grow revenue faster. He's the author of the best-seller, Revenue Growth Engine, How To Align Sales and Marketing To Accelerate Growth. He hosts the Revenue Growth Podcast. Darrell is on the Forbes Business Council and is a C-Suite Network Advisor. We spoke about: 1:00 Falling in love with sales. 4:30 Lightbulb moment. 13:45 Growing out of a ditch. 17:45 Ideal Clients. 29:55 6.7 decision makers involved in a b2b transaction. This episode is sponsored by Nova Zora Digital experts in digital marketing. Check out Real Talk Podcasting for all things podcasting. *Disclaimer: The views and opinions on Roman Prokopchuk's Digital Savage Experience are those of the guest's alone as their own, and the host's alone as his own. Information provided by the guest is fact checked to the best of our abilities. By providing background information to the show, the guest acknowledges that it is as accurate as possible. The show does not endorse, promote, or is in association with the guest's business interests.* --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/roman-prokopchuk/support

Darell Amy is launching His brand new book, “REVENUE GROWTH ENGINE: HOW TO ALIGN SALES & MARKETING TO ACCELERATE GROWTH”, available through LeadershipBooks.store targeted at fans of the Business, Finance world. More information is available at the website: https://leadershipbooks.store/products/revenue-growth-engine (https://leadershipbooks.store/products/revenue-growth-engine)

Darrell Amy of Revenue Growth Engine shares his experiences as a Kingdom Entrepreneur. Having many years of experience, Darrel shares his experience with business and how to have practical activities to properly achieve goals. Harris shares his thoughts on what expectations should be with the wisdom of Amy to decipher best practices. To learn more about Darrell Amy, visit: https://www.darrellamy.com https://lnkd.in/ecPwAV9Z Check out his entrepreneur boot camp for men: https://lnkd.in/ewFYfWaP

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast, I’m Olivia Fuller. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Many organizations today are missing out on opportunities for revenue. Whether it be focusing on just one end of the client life cycle or focusing too much on their own department, many leaders struggle to maximize client relationships due to misalignment across the revenue engine. In order to adapt to change in the business world today, stakeholders across revenue teams need to collaborate to unify the client experience. Enablement can play a crucial role in bridging the gap between sales and marketing to help reps establish trust with clients and grow revenue. This is a topic that Darrell Amy explores in-depth in his book, “Revenue Growth Engine,” and I’m so excited to have him on the podcast today to share some of his key insights. Darryl, with that, I’d love if you could just introduce yourself to our audience and tell us a little bit more about yourself. Darrell Amy: Yeah, absolutely. Thank you for having me here today, Olivia. This is going to be so much fun, I’m a huge fan of what you’re doing. I think it’s so awesome and I’m really excited. “Revenue growth engine” is about aligning sales and marketing to accelerate growth. After starting in sales in the early 90s and then also getting involved in starting a digital marketing agency in 2004, I’ve spent the last almost 20 years now with one foot in the sales world, one foot in the marketing world. I've been noticing that a lot of times you’re not heading in the same direction. I've also seen that when sales and marketing get aligned and focused on the same goal, amazing things can happen. That’s why I’m passionate about the revenue growth engine, helping companies build an engine to accelerate their sales and marketing growth. OF: Fantastic. Well, again, I’m so excited to have you here with us, and I know I learned so much from your book. One of the core things that you discuss in this book is a common problem that organizations experience where they either focus on gaining net new clients or selling to existing clients, but not always both. In your experience, why might organizations only be focusing on one or the other? DA: Well, we tend to lean on I think what we’re good at. If you’ve got an organization, and these are the organizations that I grew up in, we were hard-charging sales, go get the deal, ring the bell, let's go land it, and we would get the deal and we leaned on that. My friend Mark Hunter says you don’t close a sale, you open a relationship. The mindset of sales is “I closed the deal.” I remember my very first company I worked for, they used to have a policy that I actually have adopted, and it’s even in the book, called 100% sold. We would come back with the first order for a net new client, and we'd be like, “yeah, we got the new order,” and we’d ring the bell, write it on the board, we’d celebrate. Very quickly, about five minutes after this celebration, the sales manager would come up and go, okay, great. Now, what are we going to do with that client? The reality is for most organizations, you’ve got a wide portfolio of products and services you sell, just because you land a deal, that’s just the opening, that begins the relationship. The challenge is most sales-centric organizations are really good at landing deals, but they’re not necessarily good at expanding deals. They’re good at net new, they’re not good at cross-sell. They’re good at market share, they’re not good at wallet share. What I’ve discovered, and this is what gets me really excited, and actually this is the key theme behind a book I’m writing this summer called, “Exponential Growth,” is when we get both of these going at the same time, net new and cross-sell, all of a sudden, we moved from linear growth to exponential growth. I’ll ask companies, are you better at net new or are you better at cross-sell? Great thing for all of us listening in right now, are we better at net new or are we better at cross-sell? If you get good at both, and I say put processes in place for the one you’re not good at, and if you can show modest growth in both net-new and cross-sell at the same time, it’s astounding what can happen. 12% growth in each of those areas can literally double revenue organically in 36 months. It’s amazing. OF: Yeah. I’m glad that you brought up revenue impact. As you mentioned, focusing on one end of the client life cycle means that a lot of organizations are missing out on revenue. How can focusing on really the entire revenue engine help organizations grow revenue? DA: Well, you know, it reminds me of the idea behind the book. I’m a strange person, I actually like to mow my lawn. The reason I like to mow my lawn is the phone can’t ring, I can’t check email, and I listen to great podcasts like the Sales Enablement PRO podcast while I mow the lawn. Anyhow, one day I’m mowing my lawn, I’m puttering across the lawn and I’m looking down the driveway and I see my car and I realized, my car has an engine and so does this lawnmower that I’m sitting on driving. It just so happens, the lawnmower, I looked it up later, it has a 27.5-horsepower engine. Now, if I want to take my lawnmower and drive from where I am right now to Seattle, it theoretically is possible. It’s going to take me a long time. I also have in the driveway a car with eight cylinders and a 427-horsepower engine, and I realized, every business has a growth engine, the sum of your sales and marketing efforts. The question is, how many cylinders are in that engine? The more cylinders we can put in place, the more power we bring to the engine. When we’re looking at our companies right now, and this is what we tried to do inside “Revenue growth engine,” is hold up a framework for you to look at and go, okay, what cylinders are in place? What cylinders are missing? What would it mean to our organization if we were to add the missing sales and marketing cylinders in terms of driving results? OF: I love that. Going back to the point that you made earlier around the value of relationships, you also talk in the book about building meaningful client relationships and the importance of really being seen as a trusted partner versus just more of a transactional vendor relationship. I’m curious, how can reps really establish themselves as trusted partners with clients? DA: I love this question, and this is so critical. Right now, it’s funny you asked that because one of the podcasts I co-host, the Selling from the Heart podcast with Larry Levine, this is the topic we’re addressing right now and throughout the fall, which is trust. Trust is the most important commodity that any salesperson has. The problem is we live in a post-trust society. I mean, skepticism is at an all-time high. Literally yesterday, and this is a fun exercise, well it’s not fun but it’s a good exercise, google the Edelman Trust Report and see what they had to say about salespeople and about companies and executives and marketing people don’t get off the hook either. Salespeople were just barely above politicians once again. Trust is really hard, and I believe that trust comes out of relationships. Starting relationships is the ball game. When you look at enabling sales, we talk a lot about, obviously we need product knowledge. In fact, I was just on the phone yesterday with a sales enablement leader for a large healthcare company, and they were talking about four core initiatives. There’s a product knowledge initiative, obviously there’s a sales skills initiative, there’s a business process initiative, but then there was this initiative, which I was there to talk about, which was the soft skills. Which is kind of demeaning, but soft skills yield hard dollars. One of the things we’ve got to get very competent at in enabling our sales teams to do is to be able to develop and sustain trusting relationships. I believe trust gets you in the door, loyalty keeps you there. This right now is really hard, and I don’t know that anyone has completely solved the problem because a lot of the things that we’ve leaned on, like independent market research reports, somebody goes, yeah, whatever, you paid to have that written. Even testimonials and things like that, case studies, people meet with such skepticism right now. One of the things that I believe is critical in the next decade is enabling our salespeople to be able to develop relationships of trust with their prospects and clients. When I say clients, we know there’s multiple decision-makers in the B2B transaction, so you've got to be able to build trust. At Selling from the Heart, we call it speed to heart. How quickly can I get to that relationship? I think it’s the ball game. I think marketing can help in a number of ways. Yesterday I put together the outline of a book on this because I think it’s so critical, but I don’t even know exactly everything that needs to be in that book. I think trust-building is the new frontier of sales enablement, and we've got to figure that one out together. OF: Absolutely. As you mentioned, trust is hard. I think given all of the change that’s occurred in the last year and a half in the business world, from the economic turbulence to the shift to virtual that many of us went through for the first time, this has in some ways only gotten harder. What are some of the challenges that you saw revenue teams encounter in building trusting relationships with clients in the last year and how can organizations really overcome those challenges? DA: You know, it’s interesting. That’s a fantastic question, with COVID, the pandemic, the moving to remote offices, distributed decision-making, and larger teams. I was on a podcast last year at the beginning of the pandemic and I was quoting Brent Adams, his work around there's 6.7 decision-makers. It was funny, this is the world we live in right now, he actually chimed in live, and goes it’s 11 point whatever. I was like Brent Adams is here? That’s cool. Shout out to Brent, but the pandemic, I think it was the great revealer because I think a lot of sales teams discovered that the emperor has got no clothes. I mean, I’ll quote Larry Levine again, he likes to talk about the empty suit. When it came to relationships with clients, a lot of people began to realize, hey, we don’t really have great relationships with our clients. They’re just ordering from us. Don Barden, another new favorite author of mine, wrote “The Perfect Plan.” I was having dinner with him a couple of weeks ago and he said, hey, look, when someone gives you an order, they’re a customer. It’s the second order when they become a client, and that’s when you know you’ve earned the trust. I think during the pandemic, what happened was it was like this big spotlight on, oh, wow. we’ve got a massive trust gap here. We’ve got a massive relational gap now. Fortunately, a lot of smart, proactive salespeople. What’s great about sales is we figure things out and we get it done. A lot of sales professionals said, uh oh, and they got on the phone, and they started building relationships. They got on video, and they started building relationships. At the time I think there was this, well, I don’t know what else we can do because we can’t get orders, but I think that moment of realizing that relationships are paramount was really critical. I think while a lot of people got caught with, uh oh, a lot of them stepped up, a lot of sales teams stepped up and actually developed that. Now, here’s the deal. Now that business is flowing again, are we going to begin to take the relationships for granted, or are we going to continue to invest in our network? OF: You mentioned earlier, the role that enablement can play in enabling trust and soft skills to help reps engage with clients more effectively. From your experience, how can sales enablement best collaborate with revenue leaders to really maximize business impact? DA: I think the sales enablement profession is, first of all, it’s just awesome. I mean, it is really awesome. The work that sales enablement people do is really critical, important, and impactful work. I don’t think sales enablement people get thanked enough. Sometimes it’s the exact opposite. I just want to go on record right now, thank you, keep doing what you’re doing. it is very, very valuable. I think sales enablement people, especially in enterprise and in larger companies struggle because there’s a lot on your plate. Between all of the different training and product knowledge that needs to happen, the tech stack and all the training around that, it's just so many different competing things happening with sales enablement. I think one of the things that we’ve got to do right now in sales enablement is get creative in terms of how we’re educating our people and developing skill sets. Thinking of another conversation recently, everyone’s gotten back in the classroom now that some of the restrictions have gone down, and now they’re cramming a year and a half of training into these events. Some of it is necessary. Other organizations have been trying to enable and train their sales team through death by video. It used to be death by PowerPoint now it’s videos of PowerPoint. One of the things that we’re experimenting with at Selling from the Heart is we’re looking at hybrid coaching models with bite-sized chunks, not a classroom, on the go, and then operationalized throughout the week through virtual community-based coaching. I think a lot of the things we’re going to need to do as sales enablement leaders is look for creative ways to take these core skills around product, sales, business process, and the soft skills, and be able to equip reps to do that. I think it’s going to take a lot of creativity. I don’t think we yet know the answer to that, but one thing I do know about the sales enablement community is we’re going to figure it out. To me, that’s exciting. It’s a lot though, and going back to the beginning of this segment, I just want to say huge shout-out to the sales enablement people because you’re doing great work. You’re working incredibly hard, and I just want to go on record saying thank you. OF: Absolutely. Well, I know our listeners certainly appreciate it. Throughout this whole conversation, and I know definitely in your book, a really core theme that stood out to me is collaboration, particularly in that partnership between sales and marketing. Going back to what you were talking about a little bit ago with how sales and marketing both play a massive role in that revenue engine, I’m curious if you can tell us maybe a little bit more why it seems like historically these two teams are often at odds with each other? What really is the value of a strong partnership between sales and marketing? DA: Why have they been at odds? This is a fun question. I’ve had this unique perspective for the last I guess now 18 years where I’ve been involved in sales and sales development and all of that, and then also been engaged on the digital marketing side through web search, social inbound, account-based marketing now and all of that. Where's the gap? Oh, there’s so many different things, but rather than focus on the gap and the departments, how they’re silos, there’s not shared language, there’s this list of problems we could talk about for the rest of the podcast. What I discovered was, it’s so funny because even as I was writing the book, the book is titled “How to Align Sales and Marketing,” and even just the title of the book I’m like, do you put Marketing and Sales or do you put Sales and Marketing, who goes first? You can tell who’s leading based on how they do that, I could not figure out a way to do it without putting one ahead of the other one on top of the other. The reality though, is it’s not about sales and it’s not about marketing. As much as I love selling, as much as I am passionate about sales and sales development and all, it's an amazing career, it’s not about sales and it’s also not about marketing, as much as I love the incredible technologies and innovation. I love the challenge of marketing. It’s not about margin. It’s about revenue. The “Revenue Growth Engine” actually came about while I was getting ready to present to a conference of sales and marketing professionals. The marketing professionals had basically dragged the sales leaders to this conference and the marketing professionals were all excited about the technology, gadgets. Sales leaders were all in the back, they were in the back of the room, arms folded going, we could be out selling something right now. What I realized when I was preparing for that conference, nobody’s right or wrong here, but what’s wrong is the focus is not on our department or our discipline, the focus is on revenue and the focus is on revenue from ideal clients. What we unpack in the book is how to get aligned around revenue goals for net-new and cross-sell, how to get aligned around who your ideal client is, and then the secret sauce that came to me while I was writing this book is not only is it about the ideal client, but the way we align sales and marketing is we actually look at client experience. If you go outside the sales and marketing world to the operations world, there’s this entire rich discipline called customer experience or CX. When I saw that and I started reading the “Experience Economy,” started getting to know Joey Coleman with “Never Lose a Customer Again,” I realized, wait a second, let’s stop focusing on sales and marketing, let’s start focusing on the customer experience. Then let’s ask ourselves the question, what do we need to put in place to make this experience awesome, frictionless, and create pipeline velocity? Now we put sales and marketing in the room, not to argue about who is right or who generated the lead or whatever, but we put them in the room to say, hey, let’s look at the customer experience and let’s collaborate to make this customer experience amazing. When we do, we are going to drive revenue and we’re all going to win. OF: Absolutely, I love that. Well, Darryl, you have landed some fantastic points throughout this conversation, and I know I learned a lot from you and I’m so excited to have our audience listen to this as well. Thank you again for taking the time today. DA: Awesome, thank you. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast, I’m Olivia Fuller. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Many organizations today are missing out on opportunities for revenue. Whether it be focusing on just one end of the client life cycle or focusing too much on their own department, many leaders struggle to maximize client relationships due to misalignment across the revenue engine. In order to adapt to change in the business world today, stakeholders across revenue teams need to collaborate to unify the client experience. Enablement can play a crucial role in bridging the gap between sales and marketing to help reps establish trust with clients and grow revenue. This is a topic that Darrell Amy explores in-depth in his book, “Revenue Growth Engine,” and I’m so excited to have him on the podcast today to share some of his key insights. Darryl, with that, I’d love if you could just introduce yourself to our audience and tell us a little bit more about yourself. Darrell Amy: Yeah, absolutely. Thank you for having me here today, Olivia. This is going to be so much fun, I’m a huge fan of what you’re doing. I think it’s so awesome and I’m really excited. “Revenue growth engine” is about aligning sales and marketing to accelerate growth. After starting in sales in the early 90s and then also getting involved in starting a digital marketing agency in 2004, I’ve spent the last almost 20 years now with one foot in the sales world, one foot in the marketing world. I've been noticing that a lot of times you’re not heading in the same direction. I've also seen that when sales and marketing get aligned and focused on the same goal, amazing things can happen. That’s why I’m passionate about the revenue growth engine, helping companies build an engine to accelerate their sales and marketing growth. OF: Fantastic. Well, again, I’m so excited to have you here with us, and I know I learned so much from your book. One of the core things that you discuss in this book is a common problem that organizations experience where they either focus on gaining net new clients or selling to existing clients, but not always both. In your experience, why might organizations only be focusing on one or the other? DA: Well, we tend to lean on I think what we’re good at. If you’ve got an organization, and these are the organizations that I grew up in, we were hard-charging sales, go get the deal, ring the bell, let's go land it, and we would get the deal and we leaned on that. My friend Mark Hunter says you don’t close a sale, you open a relationship. The mindset of sales is “I closed the deal.” I remember my very first company I worked for, they used to have a policy that I actually have adopted, and it’s even in the book, called 100% sold. We would come back with the first order for a net new client, and we'd be like, “yeah, we got the new order,” and we’d ring the bell, write it on the board, we’d celebrate. Very quickly, about five minutes after this celebration, the sales manager would come up and go, okay, great. Now, what are we going to do with that client? The reality is for most organizations, you’ve got a wide portfolio of products and services you sell, just because you land a deal, that’s just the opening, that begins the relationship. The challenge is most sales-centric organizations are really good at landing deals, but they’re not necessarily good at expanding deals. They’re good at net new, they’re not good at cross-sell. They’re good at market share, they’re not good at wallet share. What I’ve discovered, and this is what gets me really excited, and actually this is the key theme behind a book I’m writing this summer called, “Exponential Growth,” is when we get both of these going at the same time, net new and cross-sell, all of a sudden, we moved from linear growth to exponential growth. I’ll ask companies, are you better at net new or are you better at cross-sell? Great thing for all of us listening in right now, are we better at net new or are we better at cross-sell? If you get good at both, and I say put processes in place for the one you’re not good at, and if you can show modest growth in both net-new and cross-sell at the same time, it’s astounding what can happen. 12% growth in each of those areas can literally double revenue organically in 36 months. It’s amazing. OF: Yeah. I’m glad that you brought up revenue impact. As you mentioned, focusing on one end of the client life cycle means that a lot of organizations are missing out on revenue. How can focusing on really the entire revenue engine help organizations grow revenue? DA: Well, you know, it reminds me of the idea behind the book. I’m a strange person, I actually like to mow my lawn. The reason I like to mow my lawn is the phone can’t ring, I can’t check email, and I listen to great podcasts like the Sales Enablement PRO podcast while I mow the lawn. Anyhow, one day I’m mowing my lawn, I’m puttering across the lawn and I’m looking down the driveway and I see my car and I realized, my car has an engine and so does this lawnmower that I’m sitting on driving. It just so happens, the lawnmower, I looked it up later, it has a 27.5-horsepower engine. Now, if I want to take my lawnmower and drive from where I am right now to Seattle, it theoretically is possible. It’s going to take me a long time. I also have in the driveway a car with eight cylinders and a 427-horsepower engine, and I realized, every business has a growth engine, the sum of your sales and marketing efforts. The question is, how many cylinders are in that engine? The more cylinders we can put in place, the more power we bring to the engine. When we’re looking at our companies right now, and this is what we tried to do inside “Revenue growth engine,” is hold up a framework for you to look at and go, okay, what cylinders are in place? What cylinders are missing? What would it mean to our organization if we were to add the missing sales and marketing cylinders in terms of driving results? OF: I love that. Going back to the point that you made earlier around the value of relationships, you also talk in the book about building meaningful client relationships and the importance of really being seen as a trusted partner versus just more of a transactional vendor relationship. I’m curious, how can reps really establish themselves as trusted partners with clients? DA: I love this question, and this is so critical. Right now, it’s funny you asked that because one of the podcasts I co-host, the Selling from the Heart podcast with Larry Levine, this is the topic we’re addressing right now and throughout the fall, which is trust. Trust is the most important commodity that any salesperson has. The problem is we live in a post-trust society. I mean, skepticism is at an all-time high. Literally yesterday, and this is a fun exercise, well it’s not fun but it’s a good exercise, google the Edelman Trust Report and see what they had to say about salespeople and about companies and executives and marketing people don’t get off the hook either. Salespeople were just barely above politicians once again. Trust is really hard, and I believe that trust comes out of relationships. Starting relationships is the ball game. When you look at enabling sales, we talk a lot about, obviously we need product knowledge. In fact, I was just on the phone yesterday with a sales enablement leader for a large healthcare company, and they were talking about four core initiatives. There’s a product knowledge initiative, obviously there’s a sales skills initiative, there’s a business process initiative, but then there was this initiative, which I was there to talk about, which was the soft skills. Which is kind of demeaning, but soft skills yield hard dollars. One of the things we’ve got to get very competent at in enabling our sales teams to do is to be able to develop and sustain trusting relationships. I believe trust gets you in the door, loyalty keeps you there. This right now is really hard, and I don’t know that anyone has completely solved the problem because a lot of the things that we’ve leaned on, like independent market research reports, somebody goes, yeah, whatever, you paid to have that written. Even testimonials and things like that, case studies, people meet with such skepticism right now. One of the things that I believe is critical in the next decade is enabling our salespeople to be able to develop relationships of trust with their prospects and clients. When I say clients, we know there’s multiple decision-makers in the B2B transaction, so you've got to be able to build trust. At Selling from the Heart, we call it speed to heart. How quickly can I get to that relationship? I think it’s the ball game. I think marketing can help in a number of ways. Yesterday I put together the outline of a book on this because I think it’s so critical, but I don’t even know exactly everything that needs to be in that book. I think trust-building is the new frontier of sales enablement, and we've got to figure that one out together. OF: Absolutely. As you mentioned, trust is hard. I think given all of the change that’s occurred in the last year and a half in the business world, from the economic turbulence to the shift to virtual that many of us went through for the first time, this has in some ways only gotten harder. What are some of the challenges that you saw revenue teams encounter in building trusting relationships with clients in the last year and how can organizations really overcome those challenges? DA: You know, it’s interesting. That’s a fantastic question, with COVID, the pandemic, the moving to remote offices, distributed decision-making, and larger teams. I was on a podcast last year at the beginning of the pandemic and I was quoting Brent Adams, his work around there's 6.7 decision-makers. It was funny, this is the world we live in right now, he actually chimed in live, and goes it’s 11 point whatever. I was like Brent Adams is here? That’s cool. Shout out to Brent, but the pandemic, I think it was the great revealer because I think a lot of sales teams discovered that the emperor has got no clothes. I mean, I’ll quote Larry Levine again, he likes to talk about the empty suit. When it came to relationships with clients, a lot of people began to realize, hey, we don’t really have great relationships with our clients. They’re just ordering from us. Don Barden, another new favorite author of mine, wrote “The Perfect Plan.” I was having dinner with him a couple of weeks ago and he said, hey, look, when someone gives you an order, they’re a customer. It’s the second order when they become a client, and that’s when you know you’ve earned the trust. I think during the pandemic, what happened was it was like this big spotlight on, oh, wow. we’ve got a massive trust gap here. We’ve got a massive relational gap now. Fortunately, a lot of smart, proactive salespeople. What’s great about sales is we figure things out and we get it done. A lot of sales professionals said, uh oh, and they got on the phone, and they started building relationships. They got on video, and they started building relationships. At the time I think there was this, well, I don’t know what else we can do because we can’t get orders, but I think that moment of realizing that relationships are paramount was really critical. I think while a lot of people got caught with, uh oh, a lot of them stepped up, a lot of sales teams stepped up and actually developed that. Now, here’s the deal. Now that business is flowing again, are we going to begin to take the relationships for granted, or are we going to continue to invest in our network? OF: You mentioned earlier, the role that enablement can play in enabling trust and soft skills to help reps engage with clients more effectively. From your experience, how can sales enablement best collaborate with revenue leaders to really maximize business impact? DA: I think the sales enablement profession is, first of all, it’s just awesome. I mean, it is really awesome. The work that sales enablement people do is really critical, important, and impactful work. I don’t think sales enablement people get thanked enough. Sometimes it’s the exact opposite. I just want to go on record right now, thank you, keep doing what you’re doing. it is very, very valuable. I think sales enablement people, especially in enterprise and in larger companies struggle because there’s a lot on your plate. Between all of the different training and product knowledge that needs to happen, the tech stack and all the training around that, it's just so many different competing things happening with sales enablement. I think one of the things that we’ve got to do right now in sales enablement is get creative in terms of how we’re educating our people and developing skill sets. Thinking of another conversation recently, everyone’s gotten back in the classroom now that some of the restrictions have gone down, and now they’re cramming a year and a half of training into these events. Some of it is necessary. Other organizations have been trying to enable and train their sales team through death by video. It used to be death by PowerPoint now it’s videos of PowerPoint. One of the things that we’re experimenting with at Selling from the Heart is we’re looking at hybrid coaching models with bite-sized chunks, not a classroom, on the go, and then operationalized throughout the week through virtual community-based coaching. I think a lot of the things we’re going to need to do as sales enablement leaders is look for creative ways to take these core skills around product, sales, business process, and the soft skills, and be able to equip reps to do that. I think it’s going to take a lot of creativity. I don’t think we yet know the answer to that, but one thing I do know about the sales enablement community is we’re going to figure it out. To me, that’s exciting. It’s a lot though, and going back to the beginning of this segment, I just want to say huge shout-out to the sales enablement people because you’re doing great work. You’re working incredibly hard, and I just want to go on record saying thank you. OF: Absolutely. Well, I know our listeners certainly appreciate it. Throughout this whole conversation, and I know definitely in your book, a really core theme that stood out to me is collaboration, particularly in that partnership between sales and marketing. Going back to what you were talking about a little bit ago with how sales and marketing both play a massive role in that revenue engine, I’m curious if you can tell us maybe a little bit more why it seems like historically these two teams are often at odds with each other? What really is the value of a strong partnership between sales and marketing? DA: Why have they been at odds? This is a fun question. I’ve had this unique perspective for the last I guess now 18 years where I’ve been involved in sales and sales development and all of that, and then also been engaged on the digital marketing side through web search, social inbound, account-based marketing now and all of that. Where's the gap? Oh, there’s so many different things, but rather than focus on the gap and the departments, how they’re silos, there’s not shared language, there’s this list of problems we could talk about for the rest of the podcast. What I discovered was, it’s so funny because even as I was writing the book, the book is titled “How to Align Sales and Marketing,” and even just the title of the book I’m like, do you put Marketing and Sales or do you put Sales and Marketing, who goes first? You can tell who’s leading based on how they do that, I could not figure out a way to do it without putting one ahead of the other one on top of the other. The reality though, is it’s not about sales and it’s not about marketing. As much as I love selling, as much as I am passionate about sales and sales development and all, it's an amazing career, it’s not about sales and it’s also not about marketing, as much as I love the incredible technologies and innovation. I love the challenge of marketing. It’s not about margin. It’s about revenue. The “Revenue Growth Engine” actually came about while I was getting ready to present to a conference of sales and marketing professionals. The marketing professionals had basically dragged the sales leaders to this conference and the marketing professionals were all excited about the technology, gadgets. Sales leaders were all in the back, they were in the back of the room, arms folded going, we could be out selling something right now. What I realized when I was preparing for that conference, nobody’s right or wrong here, but what’s wrong is the focus is not on our department or our discipline, the focus is on revenue and the focus is on revenue from ideal clients. What we unpack in the book is how to get aligned around revenue goals for net-new and cross-sell, how to get aligned around who your ideal client is, and then the secret sauce that came to me while I was writing this book is not only is it about the ideal client, but the way we align sales and marketing is we actually look at client experience. If you go outside the sales and marketing world to the operations world, there’s this entire rich discipline called customer experience or CX. When I saw that and I started reading the “Experience Economy,” started getting to know Joey Coleman with “Never Lose a Customer Again,” I realized, wait a second, let’s stop focusing on sales and marketing, let’s start focusing on the customer experience. Then let’s ask ourselves the question, what do we need to put in place to make this experience awesome, frictionless, and create pipeline velocity? Now we put sales and marketing in the room, not to argue about who is right or who generated the lead or whatever, but we put them in the room to say, hey, let’s look at the customer experience and let’s collaborate to make this customer experience amazing. When we do, we are going to drive revenue and we’re all going to win. OF: Absolutely, I love that. Well, Darryl, you have landed some fantastic points throughout this conversation, and I know I learned a lot from you and I’m so excited to have our audience listen to this as well. Thank you again for taking the time today. DA: Awesome, thank you. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Darrell Amy knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn't, and he is sharing this information in his new best-selling book Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth. Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies. As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world   During this show we discuss: ● How to create an engine that drives predictable revenue growth ● How to create the systems needed to grow quickly ● How to set your goal of revenue growth ● The only 2 real ways to grow your revenue ● How to determine your revenue per customer so you can increase their lifetime value ● What it is your customers are really buying from you ● How to start mapping out the right processes for marketing and sales ● How to focus on cross-sells to sell more to customers you already have ● How to start attracting new customers ● Why you need to create a dream avatar of your perfect customer ● How to use your avatar to attract your perfect clients ● How to create engagement with your perfect prospect where they want to work with you ● Why you need a sales process to create consistent sales ● Why a sales framework and talking points will help your sales team sell more   Show Resources: Text revenue to 21000 to get Revenue Growth Engine for FREE www.revenuegrowthengine.net

Other topics discussed: How to create multiple income streams from your current assets or customersChanging your mindset from "closing a sale" to "opening a relationship" How Darrell created a fund that supports missionaries all over the world from the CASHFLOW of it's investmentsHow to start your own fund like thisBuy The BookKingdom Fund Faith-Driven Investors! Find your tribe of ambitious, godly, real estate CEO's inside the Kingdom REI mastermind. Learn more about our upcoming events by requesting your invitation here.  Guest Bio: As the co-founder of the non-profit Kingdom Missions Fund (www.kingdomfund.com), Darrell Amy noticed that the largest donations came frombusiness owners, and he wondered how he could help Christian businessowners quickly grow revenue so they could give even more. With this in mind,Darrell set a goal: help 10,000 businesses double revenue to generate $10billion in new giving.Darrell's experience as a leader in sales and marketing has given him a uniqueperspective on what it takes to grow revenue. Distilling 27 years of experience,Darrell authored Revenue Growth Engine: How To Align Sales & MarketingTo Accelerate Growth. He is a member of the Forbes Business Council and hehelps companies maximize growth through sales and marketing alignment.Darrell hosts the Revenue Growth Podcast and co-hosts the Selling From theHeart Podcast.

Companies mistakenly think they need to search for new clients to raise their revenue. In reality, systematizing your cross-selling strategy to your current customers is the fastest way to see a revenue change. In this episode, I interview Bill Poole, Partner/Integrator at Convergo, about systematizing sales and marketing for cross-selling opportunities. In this episode we discuss: -Aligning sales and marketing to what the business is doing operationally -Strategies for cross-selling to your current client base -The biggest impediments to bringing EOS to sales and marketing -Teaching operational folks about sales to avoid silos Check out these resources we mentioned during the podcast: -Revenue Growth Engine by Darrell Amy, Bill's business partner: https://www.amazon.com/Revenue-Growth-Engine-Marketing-Accelerate/dp/1734774312 -Never Lose a Customer Again by Joey Coleman: https://www.amazon.com/Never-Lose-Customer-Again-Lifelong/dp/0735220034 -They Ask You Answer by Marcus Sheridan: https://www.amazon.com/They-Ask-You-Answer-Revolutionary/dp/1119312973 -Building a StoryBrand by Donald Miller: https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers/dp/0718033329 -LinkedIn Profile for Bill Poole: https://www.linkedin.com/in/billpoole3/ ... Do you have ideas for or feedback about this show? Email your host Bill Reed at bill@sweetfishmedia.com. Be sure to hear every conversation about innovative COO strategies at Apple Podcasts, Spotify, and our website. Listening on a desktop & can't see the links? Just search for "The COO Show" in your favorite podcast player.

In this episode, Brynne and Bill are joined by Darrell Amy, the author of “Revenue Growth Engine” and co-host of “The Selling from the Heart” podcast. Darrell's amazing experience in both sales and marketing makes this a must-see episode. Listen to Darell as he talks about customers' outcomes and how you can not only discover them, but also serve them!

How do you align sales and marketing? You need a framework! Today I share how the Revenue Growth Engine Framework can help you get sales and marketing aligned to drive results. Companies that want to create sustainable revenue growth need to align marketing and sales. How do you do this? Today, I'll share how the Revenue Growth Engine can be applied as a framework to align sales and marketing. We'll be joining a session I shared at the recent Sales and Marketing Alignment Challenge. You'll discover practical ways to get sales and marketing working together to drive net-new business and cross-sell more to ideal clients. To follow along, you may want to download the Revenue Growth Engine model. Just text the word revenue to 21000 to get a printable copy along with other resources.

How do you align sales and marketing? You need a framework! Today I share how the Revenue Growth Engine Framework can help you get sales and marketing aligned to drive results. Companies that want to create sustainable revenue growth need to align marketing and sales. How do you do this? Today, I'll share how the Revenue Growth Engine can be applied as a framework to align sales and marketing. We'll be joining a session I shared at the recent Sales and Marketing Alignment Challenge. You'll discover practical ways to get sales and marketing working together to drive net-new business and cross-sell more to ideal clients. To follow along, you may want to download the Revenue Growth Engine model. Just text the word revenue to 21000 to get a printable copy along with other resources. Learn more about your ad choices. Visit megaphone.fm/adchoices

Darrell Amy is a Growth Strategist, Author, and Speaker at the Revenue Growth Engine. He's also the Co-Host of the Selling From the Heart podcast. In this episode of Specified Growth Podcast, Darrell talks about selling an outcome instead of a product or service. He also discusses how sales and marketing can align to grow revenue, and much more. Don't miss this episode of Specified! Please reach out if you have any feedback or questions. Enjoy!    Twitter: @TatsuyaNakagawa Instagram: @tats_talks LinkedIn: Tatsuya Nakagawa  YouTube: Tats Talks www.tatstalk.com www.castagra.com Learn more about your ad choices. Visit megaphone.fm/adchoices

According to a recent PwC study, 86% of B2B buyers would rather pay more for a better experience. Inside this recent webcast and podcast, Eric Gruber (CEO of Personal ABM) speaks with Joshua Fedie from Sales Outreach on how sales and marketing teams can increase the buyer experience especially the “in-between stages” and drive greater “digital” engagement with the human buyers:How to bring the human element into your digital-first sales and marketing strategy.How sales and marketing leaders are not making the “connection” with buyers on digital channels and why it’s leading to 44% of organizations experiencing a significant drop in responsiveness.How sales and marketing need to go beyond “personalization” and just infusing our personalities into videos and messaging. You’ll see the element that’s missing in most social, email, and live selling conversations.Where marketing messaging falls short – and how we’re missing stage-appropriate content that supports prospect and customer-facing teams after the qualifying stage. You’ll see how marketing needs to support the complete buyer’s journey.How sales and marketing can drive a memorable experience for the “internal” conversations that they are not part of – and how you can create a buying consensus when sales is not in the room with decision-makersHow sales and marketing’s focus on “scaling” is hurting the buyer experience.If you like this conversation with Joshua Fedie and Eric Gruber, then you will want to register for our Reboot Friday series. Our next panel will be on Rebooting the Revenue Growth Engine with leaders from RingLead and Lessonly.Click here to sign up for our Reboot Friday panel series.

Episode: 185, Podcast Interview with Darell Amy – Author of Revenue Growth Engine Darrell Amy is a growth architect, helping companies grow faster.Key podcast notes:Revenue Growth with ideal clientsWhat causes alignment issues?What are some of the goals that people can set around 2021?Importance of establishing and developing a relationship with clientsThe role of marketing and sales in revenueAbout Darell AmyDarrell Amy is a growth architect, helping companies grow faster. He is the author of Revenue Growth Engine, a Forbes contributor, and the host of the Revenue Growth Podcast.Darell says "I understand the need to grow revenue quickly as we emerge from this crisis. Over the past 27 years, I've worked with hundreds of companies and trained thousands of salespeople. I've seen marketing and sales ideas that work well and many ideas that failed miserably. I love working with great businesses that provide meaningful jobs and give back to the community. I believe these businesses must grow as we emerge from the current crisis. If you have a great business, I wrote Revenue Growth Engine for you" Connect with Darell at https://www.revenuegrowthengine.netLinkedIn URL: https://www.linkedin.com//in/darrellamyDarell's Revenue Growth Engine Book: https://www.revenuegrowthengine.net/bookListen to the latest tips, tools, and strategies for Business, Success, and Marketing… on the Cam Roberts Podcast Show. Search for “Cam Roberts Podcast Show” on the web, Itunes Podcasts or Spotify.==========If you are ready to get going then let's get working!Here are three ways to get started...1. Get instant access to my latest eBook "5 Steps To Making Big Money With Your Personal Brand which includes a 5-Day course on winning High Ticket clients on autopilot.Grab it here: https://camroberts.com.au/big-money-personal-branding-ebook/2. Watch my on-demand 20-minute Tutorial on Personal Branding That Gets You Paid What You Are Worth.Grab it here: https://camroberts.com.au/tutorial3. Apply to work with me and my marketing team directly by booking a complimentary strategy session with me (via Zoom Meetings).Apply here: https://camroberts.com.au/apply-now/

Darrell Amy is the author of the Revenue Growth Engine and the co-host of one of the top sales podcasts, Selling from the Heart.  Darrell knows and understands how to grow revenue quickly.  He's the owner of a successful sales and marketing organization that specializes in sales training and sales and marketing alignment to achieve revenue growth.  Over the past 27 years he's worked with hundreds of companies and trained thousands of salespeople. He's seen marketing and sales ideas that work well--and many ideas that failed miserably. "Darrell Amy, he tackles two of the biggest challenges sales leaders face today - aligning marketing and sales and executing an effective outbound attack to fill the top of the funnel." - Mike Weinberg, author of bestsellers New Sales. Simplified., Sales Management. Simplified., and Sales Truth.In this episode Darrell discusses: Where and when he decided to write the book. His passion for helping sales professionals succeed. 2 ways to generate revenue. Sales and marketing alignment.Ideal prospects and clients.Lifetime value of customers. Sales training.Business acumen and sales.Outcomes.Sales processes.3 key sales vitamins. Connect with DarrellOfficial WebsiteBuy the book hereBlog Revenue Growth PodcastThe Sales Vitamin Podcast Official WebsiteEpisode Blog Post and Transcript

MEET DARRELL AMYI understand the need to grow revenue quickly as we emerge from this crisis. Over the past 27 years I've worked with hundreds of companies and trained thousands of salespeople. I've seen marketing and sales ideas that work well--and many ideas that failed miserably.  I love working with great businesses that provide meaningful jobs and give back to the community. I believe these businesses must grow as we emerge from the current crisis. If you have a great business, I wrote Revenue Growth Engine for you. I'm committed to providing the resources to help you succeed. I Want To Help Your Grow! Learn more about your ad choices. Visit megaphone.fm/adchoices

New book alert! In this episode,  Adam Torres and Darrell Amy, Founder and Growth Strategist at Revenue Growth Engine and Author of Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth, explore Darrell's book and what leaders need to know.Follow Adam on Instagram at https://www.instagram.com/askadamtorres/ for up to date information on book releases and tour schedule.Apply to be interviewed by Adam on our podcast:https://missionmatters.lpages.co/podcastguest/Visit our website:https://missionmatters.com/

In this episode, Speaker, Business Coach and Author of Revenue Growth Engine, Darrell Amy, talks about being a "Marketing Nerd"; how his parents' 25th Anniversary turned him on to business; the power of a reset to find a business' why; the biggest personal obstacle he overcame and the biggest intentional encouragement he gained from it. 

Would you like to accelerate your growth? Maybe you need a better engine! This week, co-host, Darrell Amy takes the guest seat and shares growth strategies from his new book, Revenue Growth Engine. You'll get a fresh perspective on how you could grow your sales--both net-new and cross-sell revenue. You can find his new book on Amazon, starting Tuesday, June 16.

Want to accelerate your revenue growth? Try focusing your sales team on ideal clients—the type of clients that can really move the needle. Our guest today, Nigel Green, has a lot to say on this topic. He's the Author of Revenue Harvest, A Sales Leader's Almanac for Planning the Perfect Year. This has become one of my favorite sales management books. Nigel has over 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and startup. With this diverse experience, whether you are in sales, marketing, or own a company, you are going to benefit from the insights Nigel shares. In the Revenue Growth Engine book, I talk about accelerating growth by attracting Ideal Clients. These are the types of clients that can move the needle for you because they can buy everything you sell. How do you set up your sales team to land more ideal clients and expand your business inside these clients? In this conversation, Nigel Green shares his recommendations on how companies can move from geographic territories to account-based territories. This conversation is packed with great ideas. Grab a pen and notepad and let's learn from Nigel Green, author of Revenue Harvest.

Better days are ahead and there is no time like now to start preparing for them. Listen for important information to help you, not just prepare for your business life after the pandemic, but to grow your business after it. Guest: Darrel Amy, founder, Revenue Growth Engine and CIO, Convergo

This week we're joined by Jim Kahrr, author of The Science of Customer Connections. He is passionate about helping businesses manage their message so they can grow. In the Revenue Growth Engine book, I talk about how the fuel for your growth engine is a message that is focused on your ideal clients and the business outcomes they want to achieve. Jim's ideas will help you reshape your message and ensure that everyone in your organization is saying the same thing.

Welcome to the Revenue Growth Podcast hosted by Darrell Amy, author of Revenue Growth Engine. This short episode will give you an idea of what you can expect from our weekly conversations with sales and marketing thought leaders. To help you get ideas and motivate you to take action, we'll be talking with amazing thought leaders in sales, marketing, operations, and technology. Connect with Darrell LinkedIn Twitter Instagram xAb3U42MZSKiOCmRixAn Learn more about your ad choices. Visit megaphone.fm/adchoices