Addicted to Growth Travis King and Kevin Mulrane

Andy's been in sales for over 25% longer than I've been alive, four decades. His first sales job was selling women’s shoes at JC Penney. In his professional career, he's sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. He closed hundreds of millions of dollars in products and services before starting his own company.
In this episode we discuss:
How the remote selling environment is impacting sales enablement
One of the top reasons your prospects aren't talking to you and the number one thing you should be thinking about as a rep
Andy's take on the role content plays in the success of sellers today
What happened when Andy combined his insatiable curiosity with a competitive streak
The only reason why salespeople exist (and it's easier than we think)
Why management enablement will become a top priority for leading companies in 2021 and beyond
Why Billions comes up again and everyone needs a Wendy on staff (a mindset coach)
Andy's take on challenging the status quo and more!
Andy Paul
https://www.linkedin.com/in/realandypaul/ (LinkedIn)

Travis and Kevin talk with Ethan Beute, Chief Evangelist at BombBomb about being a good human, the value of evangelism, the value of video more.
Episode Highlights:
Good Business comes down to being a good human - Be a better person, team member, and better helper to your customers
The power of bringing joy to your work and providing value to your customers
We’re freer to be ourselves than ever before - COVID has accelerated everyone into each other’s lives and homes
Advice for people who are trying to be more comfortable with being themselves
The importance of spending time with yourself
Do people train their sales reps on cultural linguistics?
Evangelism is necessary as a function in the organization - you’re evangelizing the PROBLEM, not the product
How do we evolve from customer service to customer success?
How to know when your company is ready to evangelize and stand for something
Thing people can do to reconnect with themselves and be more human
How you can use video across the entire lifecycle of your customer journey (internal and external)
Tweetable Quotes:
"If you’re innovating, you either have a solution to a problem that didn’t have a solution before. Or, you have a better solution to a problem that people have been solving."– Ethan Beute
"Creativity comes when you unplug from the input and allow the ideas you already have in your mind collide, with the new ideas you're collecting."– Ethan Beute
"Would this message be more effective if it was more of an in-person moment than this kind of intellectual exercise of decoding these words and sentences and paragraphs you wrote."– Ethan Beute
Links:
Ethan Beute: https://www.linkedin.com/in/ethanbeute/ (LinkedIn)
Ethan Beute: https://twitter.com/ethanbeute (Twitter)
https://bombbomb.com/ (BombBomb)
Ethan Beute: Personal https://ethanbeute.com/ (Website)

Kevin talks with Sales Enablement Program Manager Epris Blakenship with Monday.com about all things sales enablement. In this episode, you'll hear Kevin and Epris touch on the following topics:
How to identify your SME
How to prioritize request for Sales enablement
All adults learn differently
Why sales enablement needs to walk with your sales team
Action and Adapt
How to create practical applications to take learning to the next level.
Pick up the damn phone!
The power of asking why.. Top performers do what they do and most of the time dont know why they do it. In order to replicate their performance you need to understand the why.

Episode Summary
Travis talks with Tracey Santilli and Mercedes C. Smith, about pushing diversity forward, the power of creating moments to get uncomfortable with your people, organizational growth, and more.
Short Bios
Tracey Santilli, Chief Growth Officer at Tierney
Tracey Santilli is the Chief Growth Officer at Tierney, a full-service marketing communications agency and IPG-owned subsidiary. In this role, Tracey oversees strategic planning for all clients, working to develop clear business cases around opportunities, and delivers strategic recommendations to create integrated campaigns that drive business results. She is responsible for all client relationships, general operations, and staffing for 80+ and oversees the management of all practice areas including public relations, social media, crisis management, strategic planning, account management, and paid media across three offices (Philadelphia, New York, and Harrisburg).
Mercedes C. Smith, Vice President of Public Relations, Tierney
Mercedes C. Smith is a Vice President of Public Relations at Tierney, a full-service agency with skills in advertising, PR, interactive and media. With hard work and determination, she has developed strategic campaigns to solve unique challenges for various brands across the hospitality, healthcare, entertainment, consumer lifestyle, and technology sector. Additionally, Mercedes is passionate about empowering others to live their truths, both personally and professionally. “Bring your full self to everything you do. It’s your unique culture, experiences, and perspective that makes you irreplaceable. Own it – all of it.”

Travis and Kevin talk with Go Nimbly VP of Marketing, Lorena Morales about people, personalities, home, immigration, and more

Travis and Kevin talk with the Co-Founder of Reachdesk, Alex Olley, about getting back into the trenches, prospecting, creating a safe environment for your reps, how a pivot led to Reachdesk tripling their revenue, and more.
Episode Highlights:
A co-Founder who runs the revenue and marketing functions
Passionate about genuinely knitting together sales and marketing
Most passionate about prospecting and cold calling, creating videos, and writing emails
Prospecting with emotions and creating spirits through prospecting
“If you’re living in fear wondering what your prospect might say, don’t bother in the first place”
Pushing boundaries and figuring out where the lanes are
Creating a safe environment for your reps to take risks and how to help them visualize their growth process
The value of creating connections with peoples pasts
How to know when your leader doesn’t know the answers and what to do about it
Getting back into the trenches as an SDR
How Reachdesk’s pivot led to them tripling their revenue in three months
You guessed it again, sit down and talk to your customers to learn how you can serve them
How Alex evolved his onboarding
The importance and value of the buddy system
How to maintain a culture and how Reachdesk allows everyone on their team to share their values into a community word cloud that grows
How to give your employees a bigger share of the voice to drive the cultural change that everyone is talking about
Negotiation tips from Alex’s time as a lawyer
Alex breaks down how writing sequences is the same as composing a song
How do you teach someone how to make sequences?
A lesser-known way to approach messaging in your outreach through storytelling
Creating an experiential sequence to build relationships with your prospects
How to create virtual and remote experiences that keep people engaged and hold their attention
How to truly differentiate your customer experience in the marketplace
The new currency is experience
Why companies are so reluctant to change and ungate their content…
Quotes
“You’re never gonna win 100% of the time. And if you go into prospecting and you think, I’ve got to make this so perfect, because I don’t want to get in trouble. I’m living in fear of what my prospect might say, don’t bother in the first place right?” - Alex Olley
“You’ve got to create an environment and tell people where the boundaries really are.” - Alex Olley on creating a safe environment for reps to take risks
“As leaders, we have to start making statements about what we think is okay, then handing that over to someone and saying go and test it.” - Alex Olley
“How do you tell a story in a narrative within your sequences or your outreach which builds
“You’re the one who’s orchestrating. You can build together a structure that gives your audience a desire to listen. Tell a story. Make it enjoyable.” - Alex Olley
“Always be positively unsatisfied.” - Alex Olley
Links:
Alex Olley: https://www.linkedin.com/in/alexolley/ (LinkedIn)
https://www.reachdesk.com/ (Reachdesk)
Travis King:https://www.linkedin.com/in/travisandreking/ ( Linkedin)
Kevin Mulrane:https://www.linkedin.com/in/kevinmulrane/ ( LinkedIn)