Podcasts about sales iq global

In this forward-looking discussion, Af interviews Tony Hughes, the co-author of Tech-Powered Sales: Achieve Superhuman Skills to discuss the ways in which AI is completely changing the game in sales. Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies. He teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught for other universities. Tony serves on a number of advisory boards and his clients include Salesforce, SAP, Docusign, and Adobe, among others.

The ideal career path for a Chief Revenue Officer is still hotly debated. But one thing is for sure: no matter who you put in the role, they need a very wide-angled lens. In this inaugural episode of the CRO Spotlight podcast Warren Zenna and Lupe Feld are joined by CEO and Co-Founder of Sales IQ Global, Luigi Prestinenzi. They explore the makings of the modern revenue model, including: ✅ The tech and data revolution + its impact. ✅ Why curiosity is your most important soft skill. ✅ The argument against 'scale at all costs.' ✅ Which market segment has the most to gain, and why the time to jump is now. ✅ Must-haves for driving results as a CRO. ✅ What's broken with the traditional compensation model.

With numbers constantly nipping at our heels, for many of us slowing down in your work day seems counterproductive, or maybe outright impossible. But it's the cure for what ails you. In this episode of INSIDE Inside Sales, Darryl welcomes Luigi Prestinenzi, CEO and Co-Founder of Sales IQ Global. Like all good conversations between friends this episode covers a lot. Starting with a good ol' rant, you'll then find out what made Darryl dub Luigi the Master of Less, why you need to be vying for that title, and how to tackle the roadblocks between you and your time.

In this episode, Rachael is joined by Jeff Ignacio, host of The Revenue Architect Podcast, a podcast for anyone deeply interested in building go-to-market capabilities, revenue operations, and revenue enablement. Jeff brings a breadth of knowledge learned from his experience across various sales and revenue operations positions. Before his current role, he was the head of revenue and growth operations at UpKeep where he built and developed a team composed of marketing operations, business systems, customer success operations, and revenue enablement. Jeff will share why it's a great time for Ops to move from order taker to valued partner to sales – a shift that will earn them a seat at the decision making table and enable them to be leaders in their own right.

Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies. Connect with Tony: Website: https://www.tonyhughes.com.au/ LinkedIn: https://www.linkedin.com/in/hughestony/ Buy Tony's NEW book here: https://www.tonyhughes.com.au/publications +++++ Subscribe to the Podcast! ▶︎ PODCAST | https://bit.ly/3bU6D3l Please Follow & Connect with me! Link's Below ▶︎ WEBSITE | https://tyzerevans.com ▶︎ YOUTUBE | https://youtube.com/c/tyzerevans ▶︎ INSTAGRAM | https://instagram.com/tyzerevans ▶︎ FACEBOOK | https://facebook.com/grindsellelevate ▶︎ LINKEDIN | https://linkedin.com/in/tyzerevans ▶︎ TWITTER | https://twitter.com/tyzerevans ▶︎ TIKTOK | https://tiktok.com/tyzerevans ▶︎ PATREON | https://patreon.com/tyzerevans Check out Tyzer's other podcast "The Book Legion" at https://thebooklegion.com

How do you create and deliver the “Ultimate Sales Warrior”? Jason Forrest, the CEO and founder of Forrest Performance Group helps organizations recruit, assess, and train the Ultimate Sales Warriors to drive results. Jason is a well known speaker, the author of several best selling books, and a pioneer in recruiting and training top sales and management talent. In this episode of The Revenue Engine Podcast, Jason shares how to create the ultimate sales warrior, how to create a winning 90 day onboarding plan, why you need to hire “GUMPs”, what are - and how to release - the 4 mental leashes, and so much more. Grab your headphones and a notebook and learn what you can start doing today to optimize your revenue team's performance to exceed your revenue goals. Connect with Jason on https://www.linkedin.com/in/jasonforrest/ (LinkedIn) or visit Forrest Performance Group's https://www.fpg.com/ (website). Connect with Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). This episode of the Revenue Engine was powered by http://www.salesiqglobal.com (Sales IQ Global).

CEOs have a unique perspective on what it takes to drive sales. In this exciting show, best selling author and Co-Founder of Sales IQ Global, Tony Hughes, speaks to CEOs who share their insights with peers looking to drive sales, and aspiring sellers seeking to better understand how to engage a CEO.In this episode, Tony talks with Brigid Archibald, Managing Director, Asia Pacific and Japan (APJ) at Qualtrics. A seasoned executive, leader, and sales professional, Brigid brought exceptional insights for sellers and executives alike. Brigid's track record of accelerating sales performance across multiple industries, and passion about the impact of differentiated customer, employee, product and brand experiences shine through in this episode.LINKS

As more companies are shifting from sales-led to product-led, what are the primary considerations businesses should be thinking about before deciding if product-led is right for them? And what is the right data strategy for product-usage models? In this episode of The Revenue Engine Podcast, Aseem Chandra, a long time marketing and product leader from Oracle and from Adobe, and currently the CEO and Co-Founder of Immersa, shares what he is seeing in the market and how integrated data insights is more critical than ever before. Connect with Aseem on https://www.linkedin.com/in/softwareexecutive/ (LinkedIn) or visit the Immersa website at https://www.immersa.co (immersa.co). Read Immersa's blog post here: https://www.immersa.co/2021/04/from-idea-to-startup-our-journey-as-eirs-at-mayfield/ (From Idea to StartUp: Our Journey as EIRs at Mayfield) Connect with Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine Podcast is powered by https://www.salesiqglobal.com (Sales IQ Global).

Is the Chief Marketing Officer best positioned to be the next Chief Revenue Officer? Who is best suited to bring the entire end-to-end revenue process together? In this episode of The Revenue Engine Podcast, Rosalyn discusses this sometimes controversial topic with Brandi Starr, a long time marketing executive, business owner, and best selling co-author of CMO to CRO, The Revenue Takeover by The Next Generation Executive. They also discuss the evolution of the role that Marketing plays in the overall revenue process and how marketing has become much more science vs. art. Take a listen to this and much more! Connect with Brandi https://www.linkedin.com/in/brandistarr/ (on LinkedIn) or visit the Tegrita website. Check out the book https://www.revenuetakeover.com/ (CMO to CRO: The Revenue Takeover by the Next Generation Executive) https://www.linkedin.com/in/rosalyn-santa-elena/ (Connect with Rosalyn on LinkedIn.) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine. 

We all know we need forecasting, but why is it so hard? Let's look at the Top 10 things organizations are doing wrong when it comes to forecasting to learn how to build a winning forecast structure. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/ )for powering the Revenue Engine Podcast.

The best thing about the basics is also what makes them underrated–their simplicity. It's because we like to think sales is harder than it is. And because no one remembers that time a right-on-schedule follow up closed the deal. But the thing we hear time and time again from top performing sellers and leaders, is that fundamental skills like note taking and following up are absolutely critical to success. So this week, don't over engineer it. Make your notes, don't snooze your follow ups. Deep down, you know that no matter what bells and whistles you build on top, you can't #bethebestyoucanbe without a solid foundation. One built out of the basics. Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Head over to Sales IQ Global for more resources to help you be the best sales professional you can be https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/)

What does a law degree, a Masters in Financial Economics, and a CPA have to do with being a founder and CEO? Well, in this episode of The Revenue Engine Podcast, Rosalyn speaks with Hanna Kassis, the CEO and Founder of OAREX, about his journey that led him from law school to starting the Online Ad Revenue Exchange (OAREX). OAREX is a capital-as-a-service platform for digital media and advertising businesses, enabling them to obtain funding - and drive revenue growth - faster. Hanna shares his insights and expertise about starting a new business, being an entrepreneur, the explosion of the digital ad economy, and so much more! Connect with Hanna https://www.linkedin.com/in/hannakassis/ (https://www.linkedin.com/in/hannakassis/) Check out OAREX https://www.oarex.com/ (https://www.oarex.com/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

In this episode Tony Hughes talks with Warwick Kirby, CEO and Company Director at Camms Group.Warwick Kirby:Warwick is an experienced Chief Executive with a 25-year career in technology businesses. Warwick is a double masters qualified professional (M.B.A, M.Ed.), a Fellow of the Australian Institute of Company Directors and author of a book STARTUP It's A Blood Sport: The Art and Science Behind Tech Startup Success. Warwick is the Chief Executive Officer of the Camms Group, a globally recognised provider of risk and performance management software, and he is passionate about the latest trends in digital B2B enterprise growth and forecasting practices.Connect with TonyConnect with WarwickThanks to Sales IQ Global and the Create Pipeline Program for powering this podcast!

We all know how critical sales coaching is to driving revenue growth, but how do you do coaching right? How do you even find time to coach? In this episode of The Revenue Engine Podcast, Dave Kennett, the CEO and Founder of Replayz, shares what sales leaders are doing right - and doing wrong - from a coaching and guiding perspective. And through his 100 Best Practices and proven framework, he shares how sales teams can up-level their discovery and demo game, resulting in improved close rates, faster sales cycles, and larger deals. Grab your headphones and listen to learn how to make an impact today and see better revenue results! Connect with Dave https://www.linkedin.com/in/dkennett/ (https://www.linkedin.com/in/dkennett/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

In Conversation with Tony Hughes, Co-Founder and Sales Innovation Director, Sales IQ Global. He speaks to Subhanjan Sarkar in this episode on his book, "Tech-Powered Sales". The post Bizcast: Bits about books – In Conversation with Tony Hughes, Author of ‘Tech-Powered Sales: Achieve Superhuman Sales Skills'. appeared first on Business Podcast Network.

When we set big goals it's incredibly exciting and motivating. But the challenge with big goals is the scale of them. At the end of each day it's hard to feel as though you've made any real impact. That can make you feel demotivated, which is dangerous when you hit a setback. Getting 8 hours sleep every single night doesn't sound like it would add up to a big goal, does it? But for elite athletes, checking that box can be the difference between qualifying and not. Placing and not. Winning and not. Every big goal is made up of micro-steps–there's no 0 to 100 option. So what I need you to do is to flip your mindset. Start celebrating every micro-step. Start celebrating each milestones, even if they're not a win. Remember that every 'no' you hear is getting you one step closer to your next 'yes.' By making your plan and sticking faithfully to the micro-steps, you're winning. Celebrating each step is guaranteed to help you #bethebestyoucanbe Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Head over to Sales IQ Global for more resources to help you be the best sales professional you can be https://www.salesiqglobal.com/

If you are in sales, you have heard of Miller Heiman. And you've probably heard of Alice Heiman, the daughter of Stephen Heiman, who helped her father's business, but then ventured out on her own over 20 years ago. Today, Alice is the Founder and Chief Sales Energizer of her own firm, Alice Heiman, LLC, guiding and coaching CEOs and sales leaders to develop winning strategies to drive revenue growth.  Alice is a long time leader and expert in the sales world as a strategist, speaker, coach, advisor, and instructor. She is also a huge advocate and supporter of giving back to the community and to helping elevate other women professionals.  In this episode of The Revenue Engine Podcast, Alice shares what CEOs should be doing to build winning sales organizations, how to approach revenue with the customer in mind, and so much more! Connect with Alicehttps://www.linkedin.com/in/aliceheiman/ ( https://www.linkedin.com/in/aliceheiman/) Check out Alice's website! https://aliceheiman.com/ (https://aliceheiman.com/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

Hypergrowth companies differentiate themselves with world class alignment between sales and marketing. Instead of a linear handoff from marketing to sales, a virtuous cycle between both groups improves the company's overall ability to deliver value to prospects and customers alike. Tune in to this episode of The Revenue Architect, with Jeff, Jordan Henderson of RingDNA, and Sarah Harkness of Cattledog Digital where you will learn: The importance of speed-to-lead Contextualized positioning for your customer's pain points Qualification to identify your strike zone Why using a playbook, sequence and cadence works Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Connect with Sarah https://www.linkedin.com/in/sarahkateharkness/ (https://www.linkedin.com/in/sarahkateharkness/ ) Connect with Jordan https://www.linkedin.com/in/jordanmichaelhenderson/ (https://www.linkedin.com/in/jordanmichaelhenderson/) Thanks to https://www.salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast!

Celebrating the 100th Episode of The Future-Proof Selling Podcast!!! Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “Tech Powered Sales”, which is a mindblowing read from two of the industry's best. Tony Hughes Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations, and as the Asia-pacific Managing Director for a number of tier-one global technology companies. He teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught for other universities. Justin Michael Over the last 20 years as a top producing technologist and consultant, Justin developed word-of-mouth only methods that have made him one of the most sought-after talents globally. Currently serving as a Futurist for Tenbound and Vendor Neutral, he is host of podcasts Quantum Leap and Beyond Sales Development. Justin is Co-Founder of HYPCCCYCL, the first B2B Esports community focused on go-to-market cross-training™️. Through invite-only competitions, members participate in active learning which is proven to increase hard skill retention to 90%. Key Points of our Discussion Tony and Justin's book “Tech Powered Sales.” Failure rates and challenges in enterprise sales Adapting to today's technology in order to succeed The danger of misusing automation technology Setting up a sales team from scratch today The essential technologies for B2B sales A day in the life in the future Intent data and the advanced stack Calling (phone) automation technology Advanced targeting via “trigger events.” Both Tony and Justin are very active on linkedin, follow them for more great content and insights for modern sales success now, and into the future. Tony Hughes LinkedIn Justin Michael LinkedIn

So what do you do when the world goes digital? You do the opposite and start a business that sends stuff to people....in the mail!! That's exactly what this weeks guest decided to do. Working as an Account Executive one day then the next, Kris Rudeegraap created an online sending platform. 5 Years later this wild idea is now worth over $650M and the Sendoso sending platform is now being used by thousands of sellers. What makes this episode so incredible is that Kris is not a tech expert! Kris is a sales professional who decided to take action and create a whole new category. During this episode Luigi and Kris talk about what inspired Kris to start Sendoso and the early challenges he worked through when first taking Sendoso to market. Connect with Kris https://www.linkedin.com/in/rudeegraap/ (https://www.linkedin.com/in/rudeegraap/) Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Check out Sales IQ Global for free sales resources https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/) Check out Sendoso https://sendoso.com/ (https://sendoso.com/)

We are all bombarded with emails. So how do you cut through the noise and improve response rates?   In this episode of The Revenue Engine Podcast, Will Allred, COO and Co-Founder of Lavender, sits down with Rosalyn and shares the Top 3 Tips to improve email effectiveness.  Will also shares what revenue teams are doing right - and what they are doing wrong - when it comes to email prospecting and outreach.   Take a listen and learn what you can start doing today to improve revenue outcomes through more effective communication.  Connect with Will https://www.linkedin.com/in/williamallred/ (https://www.linkedin.com/in/williamallred/)  Check out Lavender! https://www.trylavender.com/ (https://www.trylavender.com/)  Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

“Believe in yourself” is one of the pieces of advice that Gaurav shares in this episode of The Revenue Engine Podcast.  Gaurav is an immigrant entrepreneur who discusses how even as a CEO and two time founder, he still sometimes experiences imposter syndrome, but also shares how he works to address it and work through it.  Gaurav has an incredibly inspirational story from humble beginnings in New Delhi, India selling pencils and pens on the street with his brother to designing his first video game at the age of 12 to starting his first company at age 16. He is currently the CEO and Co-founder of his second company, http://involve.ai/ (involve.ai).  Take a listen to this amazing story where Gaurav shares how to drive the revenue engine by being “product obsessed” and helping to make the world “customer-centric”.  Connect with Gaurav https://www.linkedin.com/in/bhattacharyagaurav/ (https://www.linkedin.com/in/bhattacharyagaurav/)  Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

One of the things that can hold us back in sales is not our competition, the environment, or the market, it's ourselves. In the pursuit of perfection, we actually hold ourselves back from executing! We need to realise, no matter how good our message is, it's never going to be perfect - people are so different - if we take care and we craft our message with our buyer persona in mind - even the best message is not going to work for everyone - so let's think about flipping the mindset from perfection to progress and continuous improvement! There's always opportunity to learn and do things better, but if we aim for perfection - you'll never be ready to go to market. So sometimes, you just have to go out there and get it with what you have. Lean into the mindset that we are there to learn and #bethebestyoucanbe...strike that balance between perfection and progress. Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Head over to Sales IQ Global for more resources to help you be the best sales professional you can be. https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/)

In this episode Tony Hughes - Co-Founder and Sales Innovation Director of Sales IQ Global, talks with Simon Tate, President of Asia Pacific for Adobe.Simon shared that he doesn't accept 99% of outreach attempts he receives from Sales people.

What does it take to be a successful Sales Professional? Is it the ability to say the right things at the right time? Is it the ability to prospect and create net-new opps? Or is it the ability to build meaningful relationships? A successful Sales Professional is one who does....yep, you guessed it, ALL of the above. Some sellers find certain parts of the role easier than others. When you think about sales, one could argue it hasn't changed at all. Prospects have problems, a need, sellers have products or services that fix the problem. Buyer and seller interact, buyer sees value and BOOM, transaction takes place. The concept of sales hasn't really changed. What has changed is the way buyers and sellers communicate, and the functions of the sales roles. This week we are joined by Warren Zenna, a Chief Revenue Officer expert who shares his journey. From being fired early in his career, becoming an actor, then to sales, before moving into a leadership role. Connect with Warren https://www.linkedin.com/in/warrenz/ (https://www.linkedin.com/in/warrenz/) Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Check out Sales IQ Global and the Create Pipeline Program https://www.salesiqglobal.com/courses/create-pipeline (https://www.salesiqglobal.com/courses/create-pipeline)

Recently Rosalyn celebrated her 26th mothers day of being a mother and 21 years of being a people leader. During this episode Rosalyn discusses her shared perspective that can be applied to both areas of life. These lessons are simple lessons that can help any parent or leader. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/ )for powering the Revenue Engine Podcast.

A goal without a plan is just a dream - Brian Tracy To be successful in sales. The target matters. Regardless on how you view selling, sales professionals are paid to deliver an outcome and that outcome is a sales number. However, what do you do when you are struggling to hit target? Do you focus on the number you need to hit? Hitting target doesn't happen as a result of being lucky. We create our own luck by putting in the required effort. And the effort required? The plan you put in place first. This is more important that the target you are trying to achieve. Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/) Head over to Sales IQ Global for more resources to help you be the best sales professional you can be. https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/)

“Optimize for culture and people over pipeline”, says Dini Mehta, the Chief Revenue Officer at Lattice, the people management platform that empowers people leaders to build engaged, high performing teams. And what a perfect fit of leader, role, and company!  Dini is a leader who values culture and people over growth and understands that when you build a winning culture and a winning team, revenue growth will happen.  In the latest episode of The Revenue Engine Podcast, Dini shares her advice for other revenue leaders. But also, as a woman of color in a C-level role, leading a revenue organization in tech, she shares her “three rules” to help other women looking to elevate their career and continue to “climb the ladder”.  Take a listen and learn more from this amazing leader.  Get ready to be inspired! Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Dini https://www.linkedin.com/in/nandinimehta/ (https://www.linkedin.com/in/nandinimehta/)  Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast

Tune in to this weeks episode to hear Jeff and Mark Rogers, Senior Vice President of Channels & Strategic Alliances at Impartner Software talk indirect sales and channel partnerships. Connect with Mark: https://www.linkedin.com/in/marksrogers01/ Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ Thanks to https://salesiqglobal.com (Sales IQ Global) for powering The Revenue Architect Podcast

Tony Hughes is a legend in the sales community. He joins the show this week to talk about what sales leaders need to do in order to thrive in the 2020s and beyond. His insights will help every sales leader connect to the members of their teams in ways that creates life-changing years to each of the people they lead. This is a can't miss episode with tactical suggestions each leader can use immediately.

“We are all in customer success…” per Rosie Roca, Chief Customer Officer of Hopin, the company that is providing a virtual venue for live online events, which experienced significant growth in 2020 with all events, meetings, and social moving online and virtual.   In this episode of The Revenue Engine Podcast, Rosie shares her incredible journey from her time working with the New England Patriots, her time at both Harvard and at Stanford, and her time at a start-up which led to an incredible career at Salesforce from a Customer Success Manager to the SVP of Customer Experience.  Rosalyn and Rosie also discuss how we are all in customer success and how to be a true champion and partner in driving value and helping your customers be successful...ultimately leading to what we all want - revenue growth and customer retention.  Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Rosie https://www.linkedin.com/in/rosieroca/ (https://www.linkedin.com/in/rosieroca/)  Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast

"So from my perspective, account-based advertising is a super efficient way to spend your marketing budget. You're essentially choosing to show ads to just the companies that mean the most to you." Mallory Lee Mallory, a marketing automation junkie, runs Rev Ops at Terminus. Mallory comes from the world of marketing and performed many of the operational tasks around it. As Jeff says, her only hobby is work - she lives and breathes it and has an awesome view on current trends and a great take on ABM and what it takes to make it work. Tune in to hear how Mallory is nailing it at Terminus with the right language, and surrounding their prospets with love in this awesome episode of The Revenue Architect. Connect with Mallory: https://www.linkedin.com/in/mallorylee/ (https://www.linkedin.com/in/mallorylee/) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast

We interview Tony Hughes, Tony has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. He is a best-selling author, consultant, trainer and keynote speaker.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on advisory boards and has been published by The American Management Association. Tony has also taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney.He has been ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards. Tony is ranked a top 3 sales expert and thought leader globally by LinkedIn and the most read person on the topic of B2B selling within their platform. He has more than 500,000 blog followers and has been rated the most influential person in professional selling within Asia-Pacific three years in a row.His first book, The Joshua Principle – Leadership Secrets of Selling, is in its 10th printing and his most recent books, COMBO Prospecting and Tech-Powered Sales are published by HarperCollins Leadership New York. Tony speaks at conferences internationally and his clients are some of the best-known brands in the world including Salesforce, Grant Thornton, SAP, IBM, Flight Centre Travel Group, Adobe, Siemens, Docusign and other market leaders. The link Tony refers to is this: www.TonyHughes.com.au If you want to know more about Savvy Duty, The Savvy Method or The Savvy Podcast visit: https://savvyduty.com

With an engineering background and extensive experience in sales and marketing, Eyal Orgil is in a unique situation of understanding both the technical and the business aspect of sales technology. Eyal is the Co-Founder and CRO of DealHub.io, the Revenue Amplification Platform, providing a complete and connected revenue workflow from CPQ to CLM to proposals, subscriptions, and through document signature.  In this episode of the Revenue Engine podcast, Rosalyn and Eyal discuss how the idea for DealHub.io came about, what has helped them be successful in accelerating revenue growth, and how to put customers first. Eyal also shares how designing a solution for salespeople with the salesperson in mind, helps to not only drive usage and adoption, but helps realize the full value of the solution. Take a listen and you'll also learn what Eyal is seeing in terms of trends with Rosalyn's favorite topic, Revenue Operations. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Elay https://www.linkedin.com/in/eyalorgil/ (https://www.linkedin.com/in/eyalorgil/) Check out Deal Hub https://dealhub.io/ (https://dealhub.io/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast

Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger, and one of the most read LinkedIn authors globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. In this episode, Oren & Tony will discuss what has changed in prospecting during the last years and what a State of the Art Tech Stack and outbound strategy in 2021 looks like. You can connect with Tony using these Links: LinkedIn: https://www.linkedin.com/in/hughestony Speaker and author: www.TonyHughes.com.au eLearning sales enablement: www.salesIQglobal.com

"I think the lesson that I'm only just learning...is how to say no with grace...and I've been the guy who has said yes more often that no. And it's gotten me into a rough position where i've over extended myself, my team, my resources...and that doesn't leave anybody where they need to be." Keith Jones Keith is a SaaS veteran who has gone the full circle, from ops to sales and back to ops. A start up warrior through and through, Keith is now at his fifth-venture backed company, running go-to-market systems at Mural. Keith also runs a non-profit community called Ride and Raise, organizing virtual athletic events every month and raising money for some amazing causes. Tune in to hear the lesson of saying no, and pick up many other great tips in this episode of The Revenue Architect. Connect with Keith: https://www.linkedin.com/in/revenueoperations/ (https://www.linkedin.com/in/revenueoperations/) (we LOVE this LinkedIn public URL!) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast

When you are an early stage founder, where - and how - do you start building your revenue engine? In this episode of The Revenue Engine podcast, Rosalyn discusses this and more with Scott Sambucci, the CEO and Founder of SalesQualia. SalesQualia focuses on helping enterprise technology startups ramp up - and scale up - their sales teams and increase revenue through founder coaching programs and sales coaching.  And who is more qualified than Scott? Probably no one. In addition to being a CEO and Founder, Scott is an accomplished author, professor, speaker, and revenue leader with experience in product, sales, marketing, customer success, and even operations! Want more? Scott is also a three time ironman, ultra runner, and marathon swimmer! Grab your headphones and listen, learn, and be inspired. Connect with Scott https://www.linkedin.com/in/scottsambucci/ (https://www.linkedin.com/in/scottsambucci/) Scott's FREE book offer: https://salesqualia.com/book (https://salesqualia.com/book) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

Ben Cohen, Head of Sales Excellence and Marketing at Hella, is responsible for attaining global sales goals of approx. 10B within the automotive supply market. Beginning with career in photography, Ben got his first taste of project management that would lead him to a very impressive role within the 120-year-old company. In this episode, Ben leads us through a breakdown of how Hella markets and sells, how their teams are trained, and how the company has led the automotive supply industry for more than a century. Time to plug in the earphones and get ready for a cracking episode of The Revenue Engine Podcast. Connect with Ben: https://www.linkedin.com/in/ben-a-cohen/ (https://www.linkedin.com/in/ben-a-cohen/) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast TIMESTAMPS 00:00 - Jeff introduces today's podcast, featuring Ben Cohen! 01:10 - Ben explains his “atypical career path” into sales and marketing 03:57 - A top-down breakdown of how Hella markets and sells 07:50 - Ben spills the beans on his role within and the processes of the sales team at Hella 11:22 - How “Revenue Operations” is making an Impact 13:42 - Ben describes the enablement and training process of sellers at Hella 15:38 - What “USP” means 18:53 - Ben has a go at the “Rorschach Test” 19:19 - Connect with Ben Cohen 19:54 - Final Goodbyes

“Bigger vision calls for lighter packing”. This is just one of the 40 lessons in 40 years that Casey Graham, CEO and Founder of Gravy and Command AF shares in this episode of The Revenue Engine podcast. Listen to one of the most hard-hitting, authentic, thought-provoking and inspirational discussions with 4 time company founder Casey Graham as he shares lessons learned, practical advice, and a fresh new perspective on being a leader and being successful in business and in life. Connect with Casey https://www.linkedin.com/in/caseygraham1/ (https://www.linkedin.com/in/caseygraham1/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

What is Revenue Operations? Asking this question you hear many different responses. Roslyn describes Revenue Operations as the engine that drives, enables and optimizes the revenue process. It's the infrastructure, the people, processes, technology, enablement, and data that support revenue generating teams such as marketing sales, customer success support. During this episode Rosalyn talks about the impact Revenue Operations has across the entire customer journey and why RevOps is more than just a tactical part of driving the Revenue Engine. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global for Powering the Revenue Engine https://salesiqglobal.com/ (https://salesiqglobal.com/)

“Stop selling and start helping” - this is one of the tips from Amir Reiter, the CEO and Founder of CloudTask. If you aren't “helping” solve a problem, you're going to have a tough time in business. Take a listen as Rosalyn dives into an authentic, real, and hard-hitting discussion with Amir and cover his thoughts on -  Why the word “outsourcing” has been stigmatized  Why the terms “inbound” and “outbound” are becoming irrelevant Why it's hard to put “customer first” if growth rate is your top metric And much more.. Connect with Amir https://www.linkedin.com/in/amirreiter/ (https://www.linkedin.com/in/amirreiter/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.

Director of Revenue Operations at Chief, Allye O'Brien is responsible for all things Salesforce, sales enablement, sales engagement and sales ops, Allye manages from lead to renewal and all the data points in between. With years of experience building sales teams in startups, Allye transitioned from Sales Director to Rev Ops, finding her sweet spot as an optimizer of Chief, where she not only feeds her data passion, she works in an oganization with a mission she's passionate about. What an epiphany - we're loving Allye's idea that we should start looking at our funnel not as linear "cake" with a definitive start and definitive end…but as a donut! A circular funnel that feeds itself and as she says, “when a lead doesn't convert into an opportunity, you should always be revisiting it when an opportunity doesn't convert to a customer, you should always be revisiting it when a customer churns, you should always be revisiting that.” Tune in as Allye and Jeff discuss the donut funnel and all things in between. Connect with https://www.linkedin.com/in/alexandraglicker/ (Allye)  Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff)  Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Architect Podcast

As a two time founder and CEO, Nick Bonfiglio knows what it takes to build a company.  So what are the lessons learned? Nick shares three things that are important -  Build the right team for the stage you are in  Build a great product that solves a real problem Make sure you have an initial TAM and a path to TAM expansion that will help you build a big business   Then he says that “The rest is all about trying to enjoy the journey, with minimal stress, while riding the line between confident and paranoid”. In this episode of The Revenue Engine podcast, Rosalyn and Nick also discuss the idea behind Syncari, the exponential growing need for data, and best practices to approach your data strategy. Connect with Nick https://www.linkedin.com/in/nickbonfiglio/ (https://www.linkedin.com/in/nickbonfiglio/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/ )for powering the Revenue Engine

Warren Zenna wears many hats and works with many fast growing companies in helping shape the role of the CRO. The role of the CRO is still a new concept for many organisations and Warren helps CEO's build CRO ready organizations and arms them to succeed. Warren works with companies in aligning marketing and sales and having worked as both a seller and marketer, Warren understands the complexity that can occur between the marketing and sales teams. During this episode Warren talks about the importance of the CRO role and how to untangle the structure to allow key roles to focus and become aligned to help drive revenue and customer success. Connect with Warren https://www.linkedin.com/in/warrenz/ (https://www.linkedin.com/in/warrenz/) Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Architect Podcast

How do you accelerate your career and grow? “Take risks. If it feels uncomfortable, do it”. That is just one of the pieces of advice from Kyle Lacy, Chief Marketing Officer at Lessonly. Kyle has built an amazing brand for Lessonly, he also has an amazing personal brand. In this episode of The Revenue Engine Podcast, Kyle's talks about his first start up, how he created a revenue engine at Lessonly, how he stays ahead of the game, and much more! Take a listen and walk away with actionable tips, and maybe a fresh perspective!  Connect with Kyle https://www.linkedin.com/in/kylelacy/ (https://www.linkedin.com/in/kylelacy/ ) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine

Brad Smith is not your average founder. He has secret powers. Those powers have brought a community of Ops professionals together. The Wizard of Ops aka #WizOps is the best place for ops professionals to meet like-minded people. And when Brad is not using his secret powers building the #WizOps community, Brad is leading an incredible team at Sonar, a platform that gives you x-ray vision for your Salesforce, exposing how your data is used, when it changes, and how it's working. During this episode, Jeff and Brad discuss the importance of appreciating your customers and really understanding what is happening in their world. Brad also shares that no matter what role each person performs at Sonar...they are also selling. Connect with https://www.linkedin.com/in/smithbradleyt/ (Brad) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast.

What makes a great Sales Professional? How do you know that you are right for a role in sales? What are the key characteristics or personality traits that someone needs to be successful in sales? In this episode, Rosalyn sits down with Stephanie Valenti, as she shares her journey from the restaurant business to sales, sales leadership, and then to her current role of Chief Operating Officer at Loftwall. Stephanie shares tips for building a winning team, and keeping them motivated, aligned, and engaged. Connect with Stephanie https://www.linkedin.com/in/valentis/ (https://www.linkedin.com/in/valentis/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks as usual to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine!

What characteristics does a great RevOps leader need to exhibit? In this episode, Rosalyn shares the skills and qualities required to be successful, and how these characteristics help drive the Revenue Engine! Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn ) Thanks to Sales IQ Global for powering the Revenue Engine Podcast.

Strap in for the next 30 minutes as Rosalyn catches up with mover and shaker Elay Cohen! Recognized as one of the world's top sales experts, Elay not only co-founded SalesHood, he also authored top-selling books Enablement Mastery and SalesHood! Elay is on a mission to impact sales revenue with sales enablement and improve the working environment's future! Elay really walks the talk – this month, the team at SalesHood is unplugging and recharging with two days off as a big thanks for the hard work the team puts in! Anyone else pulling out their resume???? Who wouldn't want to join an organization that not only looks after their team, but also reduces time to ramp, increases quota attainment, accelerates sales velocity, and drives growth and revenue outcomes! Tune in and try to keep up as Elay recounts his remarkable journey, from learning sales skills from his dad to VP of Sales Productivity at Salesforce, sharing lots of pro tips to fire up your revenue engine! Connect with Elay Cohen: https://www.linkedin.com/in/elaycohen/ (LinkedIn) https://twitter.com/elaycohen?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor (Twitter) https://saleshood.com/ (Saleshood)  Connect with Rosalyn: https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn) Thanks to as always to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine! Don't forget to https://revenue-engine.captivate.fm/listen (subscribe)!

Joe Caprio, a career Sales Professional recently made the leap from the sales floor...to Founder! Described as a "people first" sales leader, Joe led sales teams across multiple fast-growing tech companies before founding Reprise. Joe built a tech platform providing sales and marketing teams the ability to bring their product to life, with customized demos, website product tours, and a product experience via email! Get ready to shake up your product demos as Jeff and Joe discuss the product journey, and how sales professionals can present their solutions to really engage and cater to the prospects' needs. Joe talks through why the 'demo' stage needs a shake-up and gets down into the architecture of the sales process and how the buyers' journey has shifted. Connect with https://www.linkedin.com/in/joecaprio/ (Joe Caprio) or here at https://www.getreprise.com (www.getreprise.com) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) And thanks to https://salesiqglobal.com (Sales IQ Global) for powering https://salesiqglobal.com/revenue-architect-podcast (The Revenue Architect Podcast)! Don't forget to https://revenue-architect.captivate.fm/listen (subscribe) for great content every week!

Follow the yellow brick road! We're off to see the Wizard, the wonderful Wizard of Ops!!! Get ready to be taken on an incredible journey with Brad Smith, founder of "Wizard of Ops", an insightful community for like-minded ops professionals to learn and inspire each other. You have to sympathize as Brad, CEO and Co-Founder of Sonar, shares how the fallout from a costly 'disaster', sparked the idea of Sonar, a system solving real problems in the revenue world. Sonar provides an understanding of tech stack integrations in real-time, empowering ops leaders to manage business-critical tech stacks from a single source of truth. It also lets you know before any changes break something! Tune in as Brad shares how they raised and used seed funding to accelerate the platform's growth. Where you can find us: https://www.linkedin.com/in/smithbradleyt/ (Brad Smith) https://www.linkedin.com/company/wizards-of-ops/ (Wizard of Ops) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thanks to as always to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine! Don't forget to https://revenue-engine.captivate.fm/listen (subscribe)!

You know those times when your mindset goes down below the line? That's when it's critcial to move past that negativity and set yourself up for success, by developing the right mindset. In sales, we can't control all situations, and at the end of the day....you have to believe in yourself and understand what defines you, is how you feel about the journey you are on. Every day is a new opportunity to reboot, to progress and build resilience until you hit your targets. Don't stop believing. You have it in you to succeed. You're on the journey to be the best you can be. Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi) Check out https://salesiqglobal.com (Sales IQ Global), helping you Create Pipeline and #bethebestyoucanbe And don't forget to subscribe!

Head of Growth and RevOps at Census, Sylvain Giuliani is a revenue leader and mentor with a decade of experience building go-to-market strategies for developer tools. You can often find him geeking out about data stacks in many data communities.  From his early days hitting the phonebook to make a sale, Sylvain knew having data you can trust at your fingertips was a way to get a stronger narrative and target the right customers at the right time. Now helping fast growing companies make sense of their data and technology stack, Sylvain is the guy you want at your table, making sure RevOps is a big part of the conversation to create alignment between sales, marketing, support and customer service. Where to find Sylvain: Website: https://www.getcensus.com/ (https://www.getcensus.com/) LinkedIn: https://www.linkedin.com/in/sylvaingiuliani/ (Sylvain Giuliani) Twitter: https://twitter.com/copypastaa (https://twitter.com/copypastaa) Email: sylvain@getcensus.com Connect with Jeff: LinkedIn: https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) And thanks to https://salesiqglobal.com (Sales IQ Global) for powering https://revenue-architect.captivate.fm/listen (The Revenue Architect Podcast)!

Grab your earphones and get ready to be inspired as Rosalyn delves into the fascinating story of Chris Rothstein, CEO, and Co-Founder of Groove. Chris grew up in farmland Minnesota, then spent five years as one of the first people at Google Cloud in sales management. Working at Google with an amazing bunch of people and a significant technology budget but not finding sellers were hitting their maximum potential and getting what they needed, Chris identified something he was passionate about and started Groove. With the desire to make the job more enjoyable, Chris explored using technology to find a better way of solving seller's problems and operate at peak performance and be in the zone. Now the leading full-cycle sales engagement platform for enterprises using Salesforce, Chris and the co-founders of Groove built a solution that helps companies drive revenue and provide more value for customers using the concept of flow. Tune in as Chris shares his perspective on the evolution of sales engagement, his experience starting a business, and the importance of focusing on problems that matter to you, things you value, and your passion. Where you can find us: https://www.linkedin.com/in/chris-rothstein-4047012/ (Chris Rothstein)  https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena)  Thanks as usual to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine!

Tune in to this week's episode as Jeff sits down with Andrew Hahn, a 20 year SaaS veteran who built out the strategy, operations, and sales methodology as the Global VP of Content Sales & Operations at Cornerstone on Demand, through to their IPO in 2011, which at the time was the largest LA-based IPO. Today, Andrew is the Chief Revenue Officer at FormAssembly, trusted by huge logos, such as Target, Amazon, and the University of Michigan. Jeff first met Andrew through the LA Revenue Collective Chapter, and during this episode they dive deep in conversation about the associated risks when driving a sales strategy. Connect with https://www.linkedin.com/in/andrewhahn1121/ (Andrew Hahn) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to  https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast. Don't forget to https://revenue-architect.captivate.fm/listen (subscribe)!

Imagine being the co-founder of not one, but two uber-successful, leading marketing software companies! This week on the Revenue Engine Podcast, Jon Miller, Co-founder of global marketing automation platform Marketo and ABM software Engagio, and currently the CMO of Demandbase, talks with Rosalyn about his entrepreneurial journey, and his vision for marketing. Jon shares how he built a brand for his tech-platform, and worked incredibly hard to find a way to differentiate, in a category that already existed. *ABM: Account Based Marketing, ABX: Account Based Experience Connect with https://www.linkedin.com/in/jonmiller2/ (Jon Miller) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (Santa Elena ) Connect with https://salesiqglobal.com/ (Sales IQ Global)

Sales reps who can hit their number, month after month, quarter after quarter, year after year are in short supply and high demand.  Chris Muddell is a sales guy who I have known for some time. And he has just finished his latest quarter BACK ON TOP of his organisation's leader board for both revenue created, and meetings booked.  This episode shines the light on how hyper-sales performance is achieved by someone who has done it and is doing it right now.   And, when the requirement to switch to WFH hit us. Chris not only continued to succeed but he INCREASED both his first meeting numbers and his conversation rates.  It's awesome when you hit your number right?  We've all hit a big month or a big qtr. But if we are being honest with ourselves that not really what success is.    Today, we get a look "under the hood' of what exactly does it take to get these types of hyper-sales results in selling today.  Chris Muddellhttps://www.linkedin.com/in/chrismuddell/ Chris @ SalesIQhttps://www.salesiqglobal.com/partners/chris-muddell Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg

Join us in the latest episode of The Sales IQ Podcast as Luigi talks with Howard Brown, the founder and CEO of Ring DNA about the art and science of selling, bringing a business success, and how psychology and selling go hand in hand. So plug in your headphones, turn up the volume, and get ready for this cracking episode with Luigi and Howard Brown. Timestamps: 00:21 - Luigi introduces why this podcast is a fantastic episode 01:10 - Howard as a serial entrepreneur and how to be a true entrepreneur 01:37 - Message from our sponsor https://www.vidyard.com/ (www.vidyard.com) 02:43 - Announcing The Architect Revenue Podcast, hosted by Jeff Ignacio 03:46 - Howard breaks out of his shell and starts in the world of selling 04:41 - Introduced to the idea of a work ethic by his father at an early age 05:38 - The perfect sidekick to his father, Howard is greatly influenced in interest in politics and civic duty 06:40 - A critical foundation of sales success, helping people see a better version of themselves 08:08 - Transitioning from Psychology, to running his own company helping thousands of people 13:38 - The importance of understanding the target market, the persona and designing a buying experience 17:15 - The inspiration for Howard to start RingDNA 19:02 - How to integrate sales tools that empower sales and offer a better process 21:51 - Howard shares how to become more productive and efficient 25:25 - Challenges Howard experienced in building the business 30:40 - Howard's definition of selling Connect with https://www.linkedin.com/in/howardbrown/ (Howard Brown) Connect with https://www.linkedin.com/in/luigiprestinenzi/ (Luigi Prestinenzi) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Sales IQ Podcast.

Join us in the latest episode of The Revenue Architect Podcast as Jeff Ignacio and Jonathan Morgan, Director of Sales and Marketing Operations of Atlanta based SaaS company AchieveIt, discuss marketing, sales, and revenue operations. Connect with https://www.linkedin.com/in/jonathan-d-morgan/ (Jonathan Morgan) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to  https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast. Don't forget to subscribe!

With no shortage of technology for revenue teams today, how do you ensure success when implementing a new system or tool? How can you drive adoption? In this episode, Rosalyn shares 8 Pro Tips to ensure your success when implementing a new system or tool and make sure the revenue team actually use it! Tune in each month to the #OpsTherapy sessions, as Rosalyn shares her journey, career learnings, and how Revenue Operations is becoming the vehicle to enable companies to scale and grow.  Timestamps: 00.43 - Adoption is one of the biggest challenges when implementing a new system or tool 01.49 - Why adoption can be difficult from a people perspective 02.45 - Why adoption can be difficult from a process perspective 03.22 - Why adoption can be difficult from a technology perspective 03.50 - Pro Tip 1: Clearly understanding the positive impact on the business 05.14 - Pro Tip 2: Communicating to the business 07.02 - Pro Tip 3: Have a well-defined process 08.21 - Pro Tip 4: Train and empower the team 10.40 - Pro Tip 5: Keeping it as simple and straightforward as possible 11.57 - Pro Tip 6: Celebrate and highlight the wins 14.00 - Pro Tip 7: Involve users and leadership early, and often 16.28 - Pro Tip 8: It's a continual loop - gather feedback, measure, enhance and evolve 18:00 - Key takeaways Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!

Join us in the latest episode of The Revenue Architect Podcast, as Jeff Ignacio and Kevin Dorsey, VP of Inside Sales at PatientPop and Mentor at 500 Startups - discuss how playbook-led selling helps accelerate sales success.  Connect with https://www.linkedin.com/in/kddorsey3/ (Kevin Dorsey) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to subscribe!

What is the secret weapon when trying to scale the revenue engine? With the sales landscape rapidly changing, data and customer insight, are more important than ever before. How do organizations leverage this data and insight to make better decisions? The role of Revenue Operations has become a crucial business partner to help execute the go-to-market strategy. Join us in the latest Revenue Engine episode as Rosalyn and Steve Goldberg, the CRO of SalesLoft, discuss the importance of Revenue Operations when scaling the revenue engine. Timestamps: 00:35 - The unique partnership of a CRO and VP of Revenue Operations 03:18 - Steve shares his journey into sales 06:41 - Mentors and influences shaping Steve's professional journey 08:43 - SalesLoft market trends transformation and its direction 12:28 - Steve's philosophy on revenue acceleration and growth of SalesLoft 16:29 - COVID's impact on SalesLoft and lessons learned 20:14 - How to best leverage Ops leaders 22:06 - Partnership between the Revenue and Revenue Operations leaders 27:03 - How Steve keeps his team engaged and motivated 30:54 - The key elements that contributed to SalesLoft's high growth 33:19 - What would Steve do differently if he could do it all over again 36:06 - Rosalyn finds out one thing many don't know about Steve 37:02 - Steve's message to everyone Connect with https://www.linkedin.com/in/steve-goldberg-2324913/ (Steve Goldberg)  Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!

How do you know when to restructure and hire a Chief Revenue Officer? Still a relatively new role, the CRO structure, and responsibilities vary from company to company. Some may own the sales process end to end, whilst others only own net new acquisition. Join us in the latest Revenue Engine episode, as Rosalyn and Warren Zena, the Founder of The CRO Collective, discuss when and why it's time for a CRO in your organization. Timestamps: 00.35 - Rosalyn introduces Warren and the role of the CRO 04.24 - Warren shares his journey into sales 09.09 - The mentors and influences shaping Warren's career 12.12 - The CRO Collective and the motivation behind starting this movement 17.14 - Should the CRO run sales? 22.38 - How customer service can drive insight to help sellers understand more about their buyers 25.33 - CRO readiness and what they need to ask for 30.40 - What is required to become a CRO 35.58 - How CRO Collective helps the industry 40.00 - The requirement for a RevOps expert in the team 43.15 - Rosalyn finds out one thing many don't know about Warren Connect with https://www.linkedin.com/in/warrenz/ (Warren) Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!

Welcome to the very first episode of The Revenue Architect Podcast with Jeff Ignacio, powered by https://www.salesiqglobal.com/ (Sales IQ Global.) In this amazing episode, Jeff speaks with Peter Kazanjy, the founder of Modern Sales Pro and Author of Founding Sales - The Startup Sales Handbook. Connect with them here: Peter: https://www.linkedin.com/in/kazanjy/ Jeff: https://www.linkedin.com/in/jeffbethechange/ Sales IQ Global: https://www.linkedin.com/company/sales-iq-group/

Welcome to the very first Revenue Engine Podcast powered by https://www.salesiqglobal.com/ (Sales IQ Global.) In our inaugural episode, Rosalyn is joined by the incredible Manny Medina — CEO and Co-Founder of Outreach. Outreach is a sales enablement company that is valued at over $1.3b — but it wasn't always that way. Before becoming one of the most recognizable SaaS unicorn's in the market today, Outreach was only a few months away from wrapping up. So what had to change? Sit back and enjoy this week's episode as Manny shares with us his story and his philosophy around product differentiation, customer success and much more.  Timestamps: 00:34 - Welcome to the first Revenue Engine Podcast Ft. Manny Medina 02:26 - Welcoming Manny to the show 03:50 - A change had to come — pivoting to sales automation 10:20 - Sales Engagement — an emerging market category 14:58 - Identifying issues with pipeline, messaging, & positioning sooner rather than later 16:56 - The confusion & mishandling of COVID is causing uncertainty 20:41 - Sales will never be the same. The two things that have changed 22:43 - Becoming a true partner to your customers & driving customer success 27:28 - Outreach's quality culture & strong core values have created an incredible brand 34:29 - Champion of diversity & inclusion 39:26 - Accelerating revenue growth & powering that revenue engine 43:40 - You might be surprised to know... 45:33 - Thank you for listening to the show!

In this episode of the OKRs Q&A Podcast, Tim Meinhardt interviews Tony Hughes on how to build relationships with Senior Level Executives and how to speak the language of leaders so you can successfully sell in today's marketplace. Tony emphasizes the need to know your customer, specifically their most important Objectives and the measurable Key Results they need to get there. This is OKRs taken to the next level. Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and as a CEO. As a renowned speaker and independent consultant, Tony's credentials include:• Ranked #1 sales blogger globally by both Top Sales Magazine and also by Best Sales Blogger Awards (2018) and #1 webinar globally by Top Sales Magazine in 2019.• Rated as the most influential person in professional selling within Asia-Pacific by Top Sales World Magazine (2017 – 2019)• Ranked #3 sales expert and thought leader globally by LinkedIn (2018)Tony is a bestselling author and has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association. His upcoming book is Tech-Powered Sales.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on a number of advisory boards and has taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney. He speaks at conferences internationally and his consulting clients include some of the best-known brands in the world including Salesforce, Flight Centre Travel Group, Grant Thornton, SAP, IBM, Red Hat and other market leaders.Additional Information on Tony:• Speaker and author website: www.TonyHughes.com.au• Corporate and sales methodology website: www.RSVPselling.com• YouTube channel: https://www.youtube.com/RSVPselling/videos• Sales enablement platform (co-founder): www.salesIQglobal.com• LinkedIn profile: https://www.linkedin.com/in/hughestony/• LinkedIn blog articles: www.linkedin.com/today/posts/hughestony• Twitter: TonyHughesAU https://twitter.com/TonyHughesAUIf you interested in working with the Atruity team or downloading our free e-book The Seven C's To OKR Success - click this link: https://linktr.ee/atruity

As entrepreneurs, we all want to know how to be good at sales and what are the important skills in sales in order to grow a successful business. Meet Chris Muddell, Partner at Sales IQ Global, as he chats with Linh Podetti, founder of Outsourcing Angel in this latest episode of The Kind Boss Podcast. Find out how to be good at sales, and what steps Chris took to develop the important sales skills that has helped build his career. Becoming a great salesperson requires dedication and hard work, but with the right sales tips and sales strategies, that journey will be much easier. Watch now and find ouw how to become good at sales today! In this episode, you will learn: · How to win sales and influence customers · How to become good at sales and grow customers · The most efficient sales strategies and techniques

Tony J Hughes is an experienced CEO, bestselling author and international speaker with thirty years of corporate and sales leadership experience. He has taught sales for Sydney University and his blogs have more than half a million followers.On top of that Top Sales World Rated him the most influential person in professional selling within Asia-Pacific and LinkedIn Ranked him as  number 3 in their list of sales experts globally.It is an absolute pleasure to welcome onto this show - the co-founder of Sales IQ Global and author of the must-read best seller - COMBO Prospecting – Mr. Tony J Hughes