1,158 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
    • 4.9 • 393 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 Steve Hall

    A Conversation with Steve Hall

    Steve Hall is an executive sales coach and Australia's leading C-level sales authority. He brings with him decades of experience in several industries and roles, from bricklaying to middle management to sales leadership to executive consulting. He learned that even the most complex sales involving millions of dollars still boil down to the basics: sales is a people business. He shares how to get in the mindset of a C-level executive, create a message that gets you a longer conversation about your solution, and find the best way to send that message as cold emails do not work with the C-level.

    HIGHLIGHTS

    Sell to the person who has the authority to approve 

    Focus on accounts, not leads: Sales is about creating relationships 

    A conversation with the C-level is going to be about strategy

    Get a meeting with the C-level then prepare for it


    QUOTES
    Even complex sales are about relationships Steve: "One of the biggest sales I made, the COO of an 8 billion dollar company in the states, or UK actually, wanted to meet the president of our company not to look at how the software works, but look him in the eye and say, will you support us if we get in trouble? At the end of the day, it's still about relationships. I'm not saying people will buy off you because you've got a good relationship, but they shouldn't buy off you if you haven't got a good relationship because that's a huge part of making things work."
    Empathy and business knowledge are important when selling to the c-level Steve: "To be able to talk intelligently, business, to a senior executive, you've got to be vaguely intelligent and know a little bit about business. And you also need to have the capability of putting yourself in the shoes of the person you're speaking to. That's one of the most important and least understood skills of the salesperson—look at things from your customer's perspective." 
    The two things you need to speak to the C-level Steve: "You need two things. You need a message which will make them want to talk to you, and you need a way to get it to them. And the message depends on the circumstances but it could be we want to help you reduce the risk in your automotive department, for instance, or reduce the downtime on your machine, so whatever it might be for that particular customer."

    Find out more about Steve in the link below:
    LinkedIn: https://www.linkedin.com/in/stevehallsydney/


    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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 52 min
    Scale and Automate How You Pay Out Commissions with Mark Schopmeyer

    Scale and Automate How You Pay Out Commissions with Mark Schopmeyer

    Mark Schopmeyer is a Co-Founder and Co-CEO of CaptivateIQ, the new standard for sales commissions, that helps companies set, calculate, and report paying out sales commissions. He talks about the obstacles to combining different sets of commission data and the need to create a solution. He emphasizes that a scalable solution was needed due to the limits of existing software and how more forward-thinking companies see the wisdom in moving away from traditional manual processes into an automated system. Mark also comments on trends he sees on commissions, such as the introduction of spiffs and other incentives.  

    HIGHLIGHTS

    Combining data sets must be 100% accurate for commissions

    CaptivateIQ creates a scalable solution for calculating commissions

    More modern companies quickly recognize the value of automation

    Fun incentives can drastically change the behaviors of salespeople

    Pay on bookings and cash receipts versus commissions


    QUOTES
    Different data sets are especially difficult with commissions Mark: "You had to grab this data from these data systems and, mind you, data never comes in the form that you need it in. That's probably true for a lot of people in different roles. Could not be more truer than commissions. You're grabbing these sales transaction data, then you're massaging it. From a data integrity perspective and you're doing things like splitting deals. Salesforce just doesn't split opportunities."
    Incentivize salespeople with fun and rewarding spiffs: Mark: "Gamification's not the right word but there's almost just like psychological element that you can kind of make the commission plan fun and you're driving even more a rally call or engagement or a sub-drive versus like, oh, if you do this, you'll get that, which kind of becomes boring in itself." 
    Change and align behavior with incentives Mark: "One of the best forms of incentivizing people is people just like to get paid. Like that is one of the most key ways to change behavior and also align behavior. And so, I think if you can use that correctly, you can unlock a very, very powerful way to influence how people drive their behavior, whether it's to go like 110% to doing something that the company thinks will be very productive."
     
    Find out more about Mark in the links below:

    LinkedIn (Personal): https://www.linkedin.com/in/mschop/


    LinkedIn (Company): https://www.linkedin.com/company/captivateiq/


    Website: https://www.captivateiq.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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 50 min
    Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg

    Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg

    Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experience as a founder, president, and sales leader in various companies. Orrin discusses the need for manufacturers and distributors to embrace the new digital buying model of millennial customers which demands collaboration between these three entities. He goes deeper into how distribution channels can be enabled with data and media and being in front of the customer during their "moment of truth."

    HIGHLIGHTS


    Orrin's professional background in sales, training, and manufacturing

    New digital buying model: Collaboration between manufacturers, distributors & customers

    The moment of truth: Support distribution channels with data and media 


    QUOTES
    Millennials have a new digital buying model that prioritizes collaboration Orrin: "What manufacturers need to do now, what they need to be really thinking about, how do they engage end customers while bringing in distributors and having a collaborative type of model. Not linear anymore." 
    "Think in terms of a triangle, with a customer here, manufacturer, distributor, all working together in a collaboration way to engage the customers and provide, at the same time, the distributor and the distributor salespeople the information they need to be a concierge or as Brent would say, the curator of information to help support that relationship with the end customer."
    Close the gaps between manufacturers and distributors through feedback Orrin: "You have to get out there and talk to the distributors and talk to the leadership, as well as the salespeople, and come back and bring that back to the folks at the manufacturer and say this is what I see, these are some gaps."

    Find out more about Orrin in the links below:

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


    Website: https://orrinbroberg.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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 46 min
    A Conversation with Luigi Prestinenzi

    A Conversation with Luigi Prestinenzi

    Luigi Prestinenzi is the Co-Founder and Head of Growth at Sales IQ Group and host of the Sales IQ Podcast. Your mindset can either create amazing results out of nothing or be the greatest hindrance to yourself. Luigi talks about the spectrum of mindsets, from growth and fixed mindsets to the similar open and closed mindsets that are prevalent in sales. He shares how building trust, adding value, and partnering for success with an abundance mindset flows into the seller's charter of guiding buyers to a decision point.

    HIGHLIGHTS

    Your mindset lies in the spectrum between growth and fixed

    Getting held back by cancer and a thirst for learning

    Abundance mindset: Build trust, add value, and partner for success

    The seller's charter: Help buyers realize the potential of their decisions

    Growth: There is learning in every step of the sales process


    QUOTES
    On failing once and never doing it again Luigi: "If we all take that mentality of everything that I'm going to do, I'm going to go in with a thirst for learning and a thirst that anything's possible, regardless of the previous experiences that we had, our mindset will allow us to capture the full opportunity that's in front of us."
    The seller's charter is to guide prospects to decisions Luigi: "If timing's not right for you, no matter what I do I can't force you to that point of decision. And if I try to do that, then I'm not helping you choose me, am I? And I think that's the type of mentality, that charter, it's about going my role is to help, my role is to guide, my role is to facilitate and help the prospect arrive at a certain decision point."
    Every sales interaction is a learning experience Luigi: "This is having that attitude and that mindset of being the apprentice is tackling sales every single day with a mindset that I have so much to learn today, that regardless of what happens if people buy from you or they don't, I'm going to win at the end of the day because I'm going to take away incredible learning."

    Find out more about Luigi in the links below:

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


    Podcast: https://www.salesiqglobal.com/podcasts



    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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 58 min
    Challengers Don't Settle for the Status Quo, with Jennifer Allen

    Challengers Don't Settle for the Status Quo, with Jennifer Allen

    Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolves, Problem Solver, and Challenger. The last one, Challengers, are the debaters of the world. As sellers, they don't settle for the status quo and achieve this by presenting insights to clients on the costs of remaining in the status quo. Jennifer also discusses their Challenger Loop and how surveys still work to provide feedback on deals they lost or are in danger of losing.

    HIGHLIGHTS

    The 5 sales mindsets and how Challengers challenge beliefs 

    Finding talent and retaining them by ensuring good fit

    A no decision is NOT because of price or product

    The Challenger Loop


    QUOTES
    Pairing your sales mindset with a methodology Jennifer: "I think Challenger is really about arming someone like me who is a Relationship Builder to rewire their brain to say, 'You don't have to be this person's best friend.' They're not going to buy from you because you took them out to lunch or you were super nice to them on the call. They're going to buy from you because they think you have insight that helps their business.”
    Hiring questions to ask Challengers Jennifer: "What information, beliefs, assumptions lead them to believe that current state is good enough? And that's what I'm looking for. Are they looking at CEO podcast interviews? Are they watching content online? Are they a student of the customer? And then three, how would you think about reframing them through questions?"
    Why "better" ends up as a no decision Jennifer: "My job as a seller is not to show why it's better. My job is to show the cost of an action. What is the cost of the status quo? Before I ever start going off about what I have to offer and what that looks like."

    Find out more about Jennifer in the links below:

    LinkedIn: https://www.linkedin.com/in/jenniferallen1121/


    Website: https://www.challengerinc.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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 49 min
    Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy

    Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy

    Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular needs and niche. He walks through his research process which has dramatically increased his bookings and how to utilize this research during the actual cold call. Jim emphasizes the need to be genuine in developing a relationship and determining fit, rather than being salesy, as there is simply no need for it in his space. 

    HIGHLIGHTS


    Getting in front of litigation lawyers and having more conversations

    Researching and creating a sub-persona beneath the persona within the ICP

    Cold call success: Research, a calm demeanor, and genuineness


    QUOTES
    Researching niche litigation lawyers Jim: "I look at different keywords and then we take those keywords and we'll look at the left of that phrase, left of that keyword and the right of that keyword and pull those phrases together, and that creates this phrase that really is the phrase that matters because it really tells about what they do vis-à-vis what my client does."
    Creating a story using talking points from outsourced research Jim: "As the phone's ringing, I'm looking at the notes I already have, he was... on the John Gotti trial, and then I'm looking all these other points, and then I'm scraping that also and putting in it as a tag. So it's almost like a story of all these disparate pieces of information and the person who's making the phone call has to have the ability to take those disparate points and put it into a sentence."
    Calm demeanor versus fast talking on a call cold Jim: "I'm not saying that somebody who's high energy can't be successful but I think that the person that's receiving a call or talking to somebody doesn't want to speak to a fast talker or the one that seems like the Diamond Jim. They want to talk to somebody who's genuine and having a calm demeanor and having a good conversation about what the situation is all about." 

    Find out more about Jim in the links below:

    LinkedIn: https://www.linkedin.com/in/jim-duffy-bb95576/


    Twitter: https://mobile.twitter.com/socialseller1


    Website (under construction): http://litigationconnection.com/


    Phone: 708-629-9333


    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
    Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com

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

    • 38 min

Customer Reviews

4.9 out of 5
393 Ratings

393 Ratings

bettermakeitahit ,

Andy’s Style in Top Notch

There’s a few things that make this show different from the others. 1, Andy prepares. He knows his guests and knows what to dig into. 2, he asks the tough questions — no softballs, the kind of questions I’m thinking about and want to challenge a guest on to really get into the good stuff of a conversation.

SuccessF ,

Best Podcast for Sales Professionals

The #1 podcast for sales in my book.

OHejny ,

For every salesperson

Subscribe and save (yourself from having to learn the hard way)! I don’t listen to every episode, but when I do I GAIN. Thanks Andy!

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