1,140 episodes

The world's most candid, inspiring sales podcast. With millions of downloads and 1,000+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career. Powered by Revenue.io: the revenue acceleration platform that helps businesses scale growth through AI. Visit revenue.io/andy for exclusive Sales Enablement content. (Formerly the "Accelerate! with Andy Paul" sales podcast.)

Sales Enablement Podcast with Andy Paul Revenue.io: revenue operations platform

    • Business
    • 4.8 • 16 Ratings

The world's most candid, inspiring sales podcast. With millions of downloads and 1,000+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career. Powered by Revenue.io: the revenue acceleration platform that helps businesses scale growth through AI. Visit revenue.io/andy for exclusive Sales Enablement content. (Formerly the "Accelerate! with Andy Paul" sales podcast.)

    A Conversation with Bryan Smith

    A Conversation with Bryan Smith

    Bryan Smith is the Co-Founder of LEON Health Science. There are many similarities between sales teams and athletes and, as such, managers can learn how to manage their team's stress and burnout the same way. Stress is not always a bad thing but a rate of stress that doesn't allow for recovery is what can cause burnout. Bryan discusses timing and how recovery weeks rejuvenate individuals. He also talks about the need for 1-on-1 coaching because the nature of stress and burnout varies greatly from person to person.
      
    HIGHLIGHTS
    ● Sales teams as athletes: Timing sales sprints and recovery weeks
    ● Managers should coach 1-on-1 and tracking the trend of burnout
    ● Adaptability, resilience, and a having a holistic view of people
     
    QUOTES
    Bryan: "We need to be more careful about how we organize and structure a period of performance for a group of sales teams. That might be introducing backoff weeks. That might be reducing your sales performance numbers, either if it's calls or meetings set, whatever it is, for a certain period of time."
    Bryan: "For any of the sales managers listening, like all you really need to do is develop a three-question survey on a scale of 1 to 5 asking about stress, asking about sleep, and asking about recovery. And then maybe do that before and after a sales sprint."
    Bryan: "It's not the thing that you do, it's the timing of the thing that you do. And that's what we need to understand is that if we want to build resilient organizations full of culturally-diverse people, then we have to zoom out a little bit and manage on a more real-time basis."
     
    Find out more about Bryan in the links below:
    ● LinkedIn: https://www.linkedin.com/in/bryan-smith-leon/
    ● Website: https://www.myleon.co/
     
    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com
     
    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
     
    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 57 min
    Read Digital Body Language for Personalized Conversations, with Maura Rivera

    Read Digital Body Language for Personalized Conversations, with Maura Rivera

    Maura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives to empower their sellers to meet these new challenges. Maura details how they read the digital body language of their buyers and the tools they use to have focused and personalized conversations with them.

    HIGHLIGHTS
    ● Growing from EA to CMO and the role of mentorship
    ● Marketing at Qualified and tweaking the narrative
    ● Digital body language and the rise of the anonymous buyer
     
    QUOTES
    Maura: "I think enabling your sales team to shift their pitch a little bit to recognize the world around us is important. For instance, we just rolled out a new first called pitch deck and we are tweaking the narrative slightly to recognize the landscape around us and has your company been affected by any of this stuff? What are your priorities as you head into this new landscape?"
    Maura: "We're making sure that ROI stories, customer success stories, glowing customer reviews are kind of at the fingertips for all of our sellers so that they can really fold those into the discussions and then making sure that those assets are public-facing and discoverable as well across our website, across our social channels."
    Maura: "Our reps who have figured out the art of observing digital body language and having a thoughtful pounce, as we call it or greeting, we generate a ton of pipeline directly from our website. I would say over half of our pipeline comes from real-time website conversations using our own product."
     
    Find out more about Maura in the link below:
    ● LinkedIn: https://www.linkedin.com/in/maura-rivera/
     
    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com
     
    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
     
    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 37 min
    Grow Your Business Like a Weed, with Stu Heinecke

    Grow Your Business Like a Weed, with Stu Heinecke

    Stu Heinecke is an editorial cartoonist for the Wall Street Journal and author of How to Get a Meeting with Anyone and the newly-published How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth. Stu makes an analogy between sales and weeds (the dandelion, in particular), and shares his insights on how weeds use unfair advantages to grow and their innate aggressiveness to survive. He discusses several strategies like the Seed Strategy which explores every bit of opportunity to grow and the Vine Strategy which leverages a multi-channel approach to growth.
      
    HIGHLIGHTS
    ● Grow like a dandelion in the middle of a cement divider
    ● The Vine Strategy and the Weed Mindset
    ● Cultivate unfair advantages for your business
     
    QUOTES
    Stu: "What do vines do but climb up on the things that are nearby and, by doing that, they end up reaching and really occupying the crown of the tree that they've climbed or maybe they're up on top of a building or fence or something, but they're always borrowing the infrastructure of others to gain dominant access to rain and sunshine, and the rain and sunshine here is sales and growth."
    Stu: "When you watch what weeds do, they are aggressive and urgent and they're persistent and they're resilient and adaptive, and I would say even optimistic. So actually, those are the 6 characteristics that I listed in the book."
    Stu: "The Weeds Model actually takes us through this process of 8 levels of examining what it is we can do to create new unfair advantages for our business."
     
    Find out more about Stu and get his books in the links below:
    ● LinkedIn: https://www.linkedin.com/in/stuheinecke/
    ● Website: https://stuheinecke.com/
     
    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com
     
    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
     
    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 41 min
    A Conversation with Garland Vance

    A Conversation with Garland Vance

    Garland Vance is the Founder of AdVance Leadership and author of Gettin' (un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace. Busyness is not a badge of honor. It is, however, steeped in good intentions as busyness is an overcommitment to good commitments. Garland emphasizes the need to uncommit and get unbusy through his 5 steps. He also shares a few practices of highly productive yet unbusy people in time blocking and working around the whole schedule according to 4 buckets: relationships, rest, reflection, and recreation.

    HIGHLIGHTS

    Commitment, not time management, is the solution to busyness

    Busyness is overcommitment the same way hoarding is over-collecting

    5 steps to get unbusy: Decide, Deconstruct, Design, Develop, Draw others in

    4 practices of unbusy people: Relationships, Rest, Reflection, and Recreation


    QUOTES
    Garland: "As technology progressed, our boundaries in life regressed. And so, it used to be in Herman Kahn's day, you had an office and at the end of the day, maybe you packed up your briefcase and had a couple of papers that you brought home. But you couldn't take your office with you. And we're at the point now where there are no borders at all."
    Garland: "Busyness is an overcommitment to too many good commitments. So nobody's busy because they're doing terrible things, unless you're a dictator or a drug dealer, something along those lines. Those people are busy for bad reasons, but for most of us, we're busy because of work, because of kids, because we have more projects to do around the home, we're busy because we're trying to reintegrate into life after COVID."
    Garland: "This is a self-inflicted injury. You're doing this to yourself and I couldn't see it. And that's when I realized, okay, that is what busyness is overcommitting whereas hoarding is over-collecting."
    Garland: "Purpose is all about knowing what your why is. Why am I on the planet? Simon Sinek emphasized this a lot. Why am I on the planet? What am I here to do? Why does my job exist? So know your why. Productivity is doing your why. So productivity isn't about activity. It's about accomplishment of what you actually do that moves you toward your purpose." 
    "And then peace is resting on your why. It's the willingness to say I can do anything I want but I can't do everything at once and I won't be able to do everything I want. So what are the few things that I'm going to commit to and then how do I say no to everything else?"

    Find out more about Garland and get his book in the links below:

    LinkedIn: https://www.linkedin.com/in/garland-vance/


    Website: https://www.killbusy.com/



    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com

    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 50 min
    Align the Round Canoe to Move Forward, with Erik Host-Steen

    Align the Round Canoe to Move Forward, with Erik Host-Steen

    Erik Host-Steen is the Founder and CEO of SMP Alignment which stands for Sales, Marketing, and Products. He discusses the Round Canoe Phenomenon where misalignment between SMP causes the boat to go around in circles. One way he addresses this is with an Outcome Hierarchy that is grounded on a purpose, a strategic mission vision, a tactical approach, and metrics. He discusses how structure can give rise to incentives that make people act opposite to the purpose at the top of the hierarchy. Ultimately, misalignment causes missed targets, higher churn, and lower retention of key employees.

    HIGHLIGHTS

    The round canoe: Misalignment makes you go in circles

    Outcome hierarchy and getting clarity on the definition of terms

    Fix the structure of incentives to hit quota targets 


    QUOTES
    Erik: "If we take a sales leader, a marketing leader, and a product leader, put them in this round canoe, and then the CEO hands out paddles and says okay, team. Let's start rowing. We get a circumstance where the boat doesn't really go in a straight direction and, oftentimes, people are rowing against one another."
    Erik: "The beginning of alignment is the definition of terms. And being clear on what we really mean when we say structural or what we really mean when we say cultural, these are important things to sort of get clear on."
    Erik: "A good place to look is the incentive structures behind that are creating that outcome and behaviors that we're seeing, and that's a great example, why do we give all these great customers to a few salespeople. Let's the rest of us should be like whatever, and maybe that's okay, but we got to do it with eyes wide open, recognizing the kind of business that we're trying to build."

    Find out more about Erik in the links below:

    LinkedIn: https://www.linkedin.com/in/erikhoststeen/


    Website: https://www.smpalignment.com/



    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com

    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 42 min
    Be Social on Social Media to Generate Leads, with Tim Hughes

    Be Social on Social Media to Generate Leads, with Tim Hughes

    Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to present your LinkedIn profile to achieve this goal and how your digital territory is expanded through conversations. In terms of your content, post who you are and allow buyers to get to know you and what you stand for to create that connection.

    HIGHLIGHTS

    Social media should generate leads and meetings

    Crafting a buyer-centric profile on LinkedIn

    Create conversations to increase digital territory

    The content you post is a reflection of your values 


    QUOTES
    Tim: "We see social media as being able to give you two things. The first thing it should be giving you leads and meetings. The way that you go about your work on social media should be strategic. Everything you do, everything you post, everything, that comment that you write is to drive you to get leads or meetings."
    Tim: "If your people aren't empowered and aren't prepared to be able to get those sort of things, that's the sort of level of money that you're leaving on the table. And that's going to your competition."
    Tim: "All the research shows that people come to social media to be social and it's about striking at that conversation and, to grow your digital network, that's what you got to do, you've got to have conversations."
    Tim: "What you post is who you are, and what you need to be doing is that you need to be encouraging, you need to be insightful, you need to be interesting. Even better still, entertaining."

    Find out more about Tim and get his book in the links below:

    LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/


    Amazon book link: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012



    More on Andy:
    Connect on LinkedIn
    Get Andy's new book "Sell Without Selling Out" on Amazon
    Learn more at AndyPaul.com

    Sponsored by:
    Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
    Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com

    Explore the Revenue.io Podcast Universe:
    Sales Enablement Podcast
    RevOps Podcast
    Selling with Purpose Podcast

    • 49 min

Customer Reviews

4.8 out of 5
16 Ratings

16 Ratings

Oscholesm ,

Nothing better

I listen to 5-6 podcasts a week on sales. None is better than this. Well researched, variety of guests, unique perspectives. Most sales podcasts look at the tactics; the process of things. Andy looks at the philosophy of sales; why do things. Both are important. But if you’re not listening to this, you’re misunderstanding what you’re doing every day.

steeples75 ,

A must listen

If you’re in this sector and you want to learn what’s needed to succeed, you have to listen to this pod.

Awesome guest and insight. Keep it up!

Lurpac ,

Brilliant Sales Podcast

Andy Paul delivers a really helpful podcast with great content. It's always worth tuning in.

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