The Revenue Playbook

Dooly
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The Revenue Playbook is a sales podcast that guides you through every step of the sales process. In every episode, we break down the sales playbooks top revenue teams use to scale. From the team that hit 100% of quota after raising expectations to the rep who 3X quota by doing one thing different, this show will take you from cold to closed won. Buckle in.

  1. 08/08/2022

    4 Non-obvious Reasons Why AEs are not Hitting Quota

    When AEs aren’t hitting their quotas, you’ll often find that the culprits are pretty much the same… Bad product-market fit, unrealistic quotas, or simply an underproductive salesperson. But what if there was another way to think about this issue? That’s what we chat about with Michelle Pietsch, VP of Revenue at Dooly, on this episode of The Revenue Playbook. Michelle delves into the less obvious reasons why AEs don’t hit their targets. She also shares tips on how to teach AEs to streamline their sales process and how to set realistic quotas. Listen to find out: How an AE’s day-to-day can affect their productivity The importance of product market fit Why context switching poses a distraction How to teach AEs to structure their selling process How to use sales enablement more effectively How to be realistic with quotas Michelle’s advice to AEs striving to hit and surpass their quotas Did you know that 41% of a rep's time isn’t spent selling? What does that mean for their careers, their well-being, and the success of the company? We surveyed 600+ sales professionals to better understand the sales role amid a pandemic. Check out the Sales Happiness Index Report: https://www.dooly.ai/report/sales-happiness-index/ (https://www.dooly.ai/report/sales-happiness-index/)

    16 min

  2. 07/25/2022

    How to Close 2.5x More Deals Through Connected Selling with Kris Hartvigsen

    When it comes to closing deals, collaboration is gold. Gathering an army of individuals with different areas of expertise creates a more thorough and effective sales process. Joining Diego Pineda, Dooly’s Community and Content Marketing Manager, is Dooly’s CEO & Co-Founder, Kris Hartvigsen. Kris discusses the key benefits of connected selling and outlines how it could close you 2.5x more deals. Kris also explains why ego-driven sales are often ineffective and dissects the mindset needed to be a great sales leader in 2022. Dooly's connected workspace improves CRM hygiene, guides reps through the sales process, and eliminates low-value work. Before founding Dooly, Kris held senior consulting and management positions in sales for companies like Mobify and led Vision Critical as their EVP Sales from its early startup days to revenues in excess of $100 million. Listen to learn: Why connected selling works Whether the more people involved in the deal, the better The risks of ego-driven selling How other salespeople’s up-to-date information helps Why modern sales leaders need a coach’s mindset What the goal of any salesperson should be Why collaboration across departments is beneficial How do you get more people involved in your deals? With Dooly for Slack – you can win more deals, together. Dooly for Slack makes it easy to get key stakeholders involved in your deals, get answers to questions when you need it most, and keep people informed of deals as they go. Curious? Find out more here: https://www.dooly.ai/blog/dooly-for-slack/

    20 min

  3. 06/27/2022

    Signs You Need to Hire an Account Manager with Tyler Meckes

    What does an account manager really do, and is it time to hire one? Joining this episode of The Revenue Playbook is Tyler Meckes, Account Manager at Dooly, who sheds some light on what it means to be a great account manager. Tyler explains how his role fits into the wider revenue team and how he’s able to build and maintain long-term relationships with clients. Tyler shares his take on when the right time to hire an account manager is and what doing so can bring to the table. He explains why collaboration and following consistent processes are both fundamental skills needed for account managers.  Listen to learn: What an account manager does Why you need to understand why people buy When to bring on new account managers to your team Tactics that customer success and sales teams can use in a recession How to build credibility as an account manager Skills to look for when hiring an account manager Why you should avoid looking at sales and marketing as separate silos Want to retain and expand your current customer base? See how Dooly helped ThoughtExchange improve customer retention by 26.8% in 1 year with better sales notes and handoffs. Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/)

    26 min

  4. 06/13/2022

    How to Skyrocket LinkedIn Outbound Responses by Building a Personal Brand with Daniel Ryan

    LinkedIn might feel impossible to master, but like it or not, it’s a vital tool for sales reps. The good news is that with a few simple steps, you can level up your LinkedIn game and skyrocket your outbound responses. So, if you’ve been a bit of a LinkedIn lurker up until now and want to change that, tune in to this episode of The Revenue Playbook with Daniel Ryan. Daniel sits down again for a LinkedIn live stream with Daniel Disney on The Daily Sales show. The two Daniels swap their tips for LinkedIn success and explain why you need to prioritize engagement and building connections over the dreaded “pitch slap” that makes prospects switch off. They explore the dos and don’ts, and Daniel Ryan explains how becoming a familiar face on LinkedIn means that his cold emails are no longer cold. Want a cheat code for prospecting on LinkedIn? Use https://chrome.google.com/webstore/detail/dooly/pikicdbgibedakbonekcjbidijgkibkf?hl=en (Dooly's Chrome extension) to add contacts and convert leads from LinkedIn, email, and more. Listen to learn: Why you should start with your own LinkedIn profile Why LinkedIn is all about connecting (not pitch-slapping people) How your engagement on LinkedIn can broaden your reach beyond your followers How to go from lurker to posting your own content The dos and don’ts of LinkedIn Inbound and outbound sales tactics How Daniel uses LinkedIn for prospecting Why Daniel decided to ramp up his LinkedIn game Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Daniel Ryan: https://www.linkedin.com/in/danieldoessales/ (https://www.linkedin.com/in/danieldoessales/) The Daily Sales: http://www.thedailysales.net/home (http://www.thedailysales.net/home)

    46 min

  5. 05/30/2022

    How Aligning the Revenue Team Early Led to a $2.5B Exit in 3 Years with Sterling Snow

    Building a sales team, a marketing team, a customer experience team…these are all standard steps for any startup looking to scale. But an issue that some companies run into is they have all these teams working in parallel but separately when really, they should be closely aligned. One example of a company that’s fully aligned its teams into one united front is Divvy, the free, fully automated spending and expense management app. Divvy has a revenue team which is an alignment of sales, marketing, operations, customer success, and more because, at the end of the day, the overarching goal for everyone at Divvy is to drive revenue. We welcomed the Chief Revenue Officer of Divvy, Sterling Snow, to The Revenue Playbook to give us a glimpse at how he manages his team and why alignment is so important to success. Listen to learn: What a CRO does Why marketing, sales and other departments should align Sterling’s experience moving from Head of Marketing to CRO Why you need to understand how your funnel works before scaling How to know you’ve found a good product market fit Sterling’s advice to other CROs Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Sterling: https://www.linkedin.com/in/sterling-snow-051baab5/ (https://www.linkedin.com/in/sterling-snow-051baab5/) Divvy: https://getdivvy.com/ (https://getdivvy.com/)

    29 min

  6. 05/23/2022

    How to Get 65% More Replies to Your Cold Emails with Will Allred

    Cold emails are a tricky thing to get right. By now, we’ve all become more than used to opening our inboxes and deleting emails indiscriminately. So, how do you save your sales email from the virtual trash can? That’s what we discussed in this episode of The Revenue Playbook. Will Allred, Co-Founder and COO of Lavender, joined to share his expertise and advice on the dos and don’ts of cold emails. Lavender is a sales email assistant that helps you write more impactful emails with the power of AI. As someone who’s seen a lot of cold emails done poorly, Will explains why we need to shift focus from getting a sale or triggering an action to building a conversation and relationship instead. Listen to learn: The common problems with cold emails Why we need to change our mindset around what we want cold emails to achieve The best practices for subject lines How to start an email for maximum success How call to action vs. call to engage lines achieve different results Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Will on LinkedIn: https://www.linkedin.com/in/williamallred/ (https://www.linkedin.com/in/williamallred/) Lavender.ai: https://www.lavender.ai/ (https://www.lavender.ai/)

    45 min

  7. 05/02/2022

    How to Ramp BDRs to Full-Cycle Closers in 6 Months with Saad Khan

    What does it take to train the BDRs of the future? Saad Khan, Dooly’s Business Development Manager, joins The Revenue Playbook to let us in on his secrets for training and coaching people to become successful BDRs. He explains why training alone is not enough. Coaching is the key to help BDRs not only learn the ropes but fit into their role and make it their own. Saad explains what he looks for in BDRs, why he prefers a more holistic approach to selling, and he also takes us through his typical onboarding process for new BDRs. Listen to learn: How Dooly defines BDRs Why we should train BDRs to be sellers, not just order takers Traits needed to be a successful BDR How Saad onboards new BDRs The difference between training and coaching How to analyze sales calls with new reps and BDRs Why a healthy work-life balance is so important in the sales world Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Saad on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/ (https://www.linkedin.com/in/saad-khan-73329013b/)

    49 min

  8. 04/18/2022

    How to Work 20% Less and Sell 39% More With Theodor Zätterström

    Can you really get more done in less time? Never has this theory been put to the test quite as well as during the pandemic lockdowns. Many organizations reduced working hours with furlough schemes or went fully remote. Sales Consultant Theodor Zätterström found that even though his working hours reduced by 20%, his output dramatically increased. He joins The Revenue Playbook to give some insight into why his performance saw a boost and how he goes about managing his time and workday. Listen to learn: How Theodor’s output increased while working fewer hours How he structures his day and the different tactics he uses for different tasks Why Theodor hates admin How Theodor manages his ADHD within his working life Why sales and sports are not so different Why anyone can sell How to structure your workday  Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Theodor on LinkedIn: https://www.linkedin.com/in/tzatterstrom/ (https://www.linkedin.com/in/tzatterstrom/)

    22 min
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About

The Revenue Playbook is a sales podcast that guides you through every step of the sales process. In every episode, we break down the sales playbooks top revenue teams use to scale. From the team that hit 100% of quota after raising expectations to the rep who 3X quota by doing one thing different, this show will take you from cold to closed won. Buckle in.

Information

  • Creator
    Dooly
  • Years Active
    2K
  • Episodes
    14
  • Rating
    Clean
  • Copyright
    © Copyright 2022 Dooly
  • Show Website
    The Revenue Playbook