1,161 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 Dale Dupree

    A Conversation with Dale Dupree

    Dale Dupree is the Founder and CSO of The Sales Rebellion. The status quo in sales is mediocrity and this is what Dale is rebelling against. By developing your own personal brand and improving upon inherent strengths instead of conforming to processes, both individual contributors and managers can interact with people on a more human level. Dale shares how his unique methodology aligns the way you operate with your authentic self, creates credibility, and makes sellers stand out to attract clients to start—and continue—to do business with you. 

    HIGHLIGHTS

    The Sales Rebellion rises up against the status quo of mediocrity 

    Anchor change on a desire to give people something better

    Building The Rebel Refuge platform

    Call volume is a useless metric for salespeople


    QUOTES
    Effective salespeople start with management Dale: "Our rebellion isn't just about going and saying you're doing it wrong. It's about helping people to take their strengths, what does make you a good manager, why did you get to this level in the first place, and how can [you] add that little spice, that pepper and that salt that's needed in order to lead your own rebellion and start to tap into your people better."
    Interrupt patterns with emotion Dale: "I didn't start pitching products, instead I started pitching more experiences. Hey, you're probably feeling this way at some point in time, whether right now or in the past or it's yet to come, but these are the things that I fix from an emotional standpoint because people buy emotionally more so than anything else. Intelligently, we use our brain to justify the emotion."
    Crush quota by creating long-lasting business partnerships Dale: "The Rebellion, what we teach and how we train, is to create that. Not just to say hey, let's hit your numbers but to say, let's hit your numbers and build literal relationships in the process that will then expand those numbers lightyears away from wherever you thought you would be with them. Because of that, it is a long game approach because you have to build credibility and trust."
    Results matter more than call volume as a metric Dale: "A sales trainer coming and saying you need to double your volume or you need to triple your volume and you need to follow this playbook to do it, I think really it just disconnects people further from sales because sales is not about how many people can I dial. It's about how many results do I get a day. And too many times in sales training have I seen people going on and basically saying do the work instead of get the result. And so, I think that's a mindset shift that people need to make."

    Find out more about Dale in the links below:

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


    Website: https://www.thesalesrebellion.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

    • 41 min
    Innovating Immersive Learning Through VR, with Kurt Kratchman

    Innovating Immersive Learning Through VR, with Kurt Kratchman

    Kurt Kratchman is the CEO at Virti. COVID fast-tracked the need to innovate remote learning, especially in the healthcare industry where diagnostic skills must be accurate. Kurt shares how they improved immersive learning using cutting-edge technology like VR headsets, 360 video learning, and avatars and how this forward-thinking applies even with the return to face-to-face interactions. He also discusses their program for sales readiness that cuts down the time for a salesperson to be productive from 6 months to just 7 days while also providing continuous training for up to 8 months.  


    HIGHLIGHTS

    Virti delivers immersive learning to enterprise at scale

    Sales readiness: Focusing on skill-fade reduction and memory retention  

    Supporting franchise industries in sales and corporate entities with leadership 

    The learner’s journey: VR headsets help teach situational awareness


    QUOTES
    Innovating immersive learning for the healthcare industry Kurt: "Simulation training is a big part of the healthcare industry. Every hospital has a simulation center. You practice sometimes on mannequins, sometimes on patients, sometimes on actors. So what we've done is taken a lot of those processes and move them into 360 video and using avatars."
    Moving up sellers' sales readiness to just 7 days "The ready to sell means that they can prospect, that they can pitch, that they can take someone through a demo, and they can get someone to yes. And the yes, meaning, typically a POC. Now, the training doesn't stop at 7 days. We have actually a curriculum that lasts for 8 weeks, but they don't have to wait 'til the 8th week to start being productive."
    Immersive learning guides the learner's journey and creates situational awareness "When you get into the immersiveness of the video and you get into the diagnostic tools of the avatars, and you bring them together, that's where the magic happens. And that's what we call the learner's journey. So the learner's journey starts with situational awareness, they get into the context of the situation, they see what's going on."

    Find out more about Kurt in the links below:

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


    Website: https://www.virti.com/


    Email: kurt@virti.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

    • 45 min
    Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard

    Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard

    Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the innovation from within or to find a partner who can from without. Sean shares the attributes of such a leader and how their innovation operating model works. Their functional transformation is a subversive approach toward changing behaviors. They celebrate small wins so their partners can then tell the story to their own stakeholders and continue to get the resources to be successful.

    HIGHLIGHTS

    Commercialization leaders: An emerging role to fill a gap

    Portfolio-based approach towards venture-building

    Innovating Bridgestone and growing U.plus 600%

    Survive the recession by investing in your relationships


    QUOTES
    Innovation in big companies is both inside-out and outside-in Sean: "Outside-in means I have a problem, I think there's a startup out there that could solve it for me. So I go out and I scout and I try and find a startup that I can either buy from, invest in, acquire, or partner with in some way.
    And then there's inside-out innovation. We know we can provide a digital version of our current physical experience or we need connected services for our hardware or our equipment, as an example, but we don't have the people to do it."
    Usher functional transformation, not cultural transformation Sean: "We do what I call functional transformation. Our approach is we want to find the truth about where our product or service fits with the user or market, what to do about it. We want to create a functional learning organization, now the teams that are responsible for doing it, so we do it at the team level, which is quite possible." 

    Find out more about Sean in the links below:

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


    Twitter: https://twitter.com/seanasheppard


    Email: sean@u.plus



    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

    • 54 min
    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

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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