Sales Strategy & Enablement by Revenue.io Revenue.io

In this week’s episode, Howard and Alastair dive deep into the future of revenue operations with special guest Charlie Cowan (RevOpsCharlie), author and Revenue Acceleration Expert. They explore the transformative power of AI and automation in sales, highlighting how these tools are reshaping the role of sales professionals and the importance of data organization. The discussion also emphasizes the value of curiosity and specialization in an evolving business landscape, making this episode a must-listen for anyone interested in the future of RevOps and AI in sales.

Follow the Hosts on LinkedIn:
Alastair Woolcock (CSRO, Revenue.io)
Howard Brown (CEO, Revenue.io)

And our Special Guest:
Charlie Cowan (Author & Revenue Acceleration Expert, RevOpsCharlie)

Sponsored by:
Revenue.io | Powering high-performing revenue teams with real-time guidance

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

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Andrew Peterson and Spencer Dent are the co-founders of Clozd. In today's episode we're talking about the importance and value that companies derive from doing effective win/loss analysis. We all can use more data points to help us improve our ability to help our customers make decisions. To win more deals. And what better source of data is there than talking to your buyers, and prospective buyers, about what you can do to create a better buying experience? We dig into how Clozd conducts the win/loss analysis for it's clients, the sources of information it taps into. And we explore some of the big takeaways they've learned from the various win/loss analyses they've performed for their clients.

More on Andy:
Connect on LinkedIn
Learn more at AndyPaul.com

Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success. Keep those questions coming!

Follow the Hosts on LinkedIn:
Alastair Woolcock (CRO, Revenue.io)
Howard Brown (CEO, Revenue.io)

Sponsored by:
Revenue.io | Powering high-performing revenue teams with real-time guidance

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

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Begin: Start Doing Something That Matters. He discusses his process in writing this book and discovering that a worthy goal has three characteristics; it is thrilling, important, and daunting. Michael shares his insights on the steps to finding your worthy goal and challenging yourself to unlock your greatness. 

HIGHLIGHTS

A worthy goal is thrilling, important, and daunting

Draft your goals: Name the prizes and punishments

Change: Fix what's broken or amplify what's working?

Get motivation by understanding your worthy goal

 
QUOTES
Michael: "We unlock our greatness by working on the hard things. It's not by winning. It's by working on the hard things. And so, the daunting is the work that's needed where you step out your edge and you're like, look, I'm pretty accomplished and I'm okay with my talents, and I know some stuff, but this is making me sweat a little bit."
Michael: "It's better when you draft it. The first draft is not going to be as good as the second draft is not going to be as good as the third draft. Don't get seduced into thinking your first goal is the real goal."
Michael: "If your brain spends too much time focused just on the outcome, it's actually demotivating because your brain is just not that good at telling the difference between what's happening and what you're imagining is happening. So if you spend your whole time visualizing hitting your quota or buying your house or whatever, at a certain point your brain goes, well, done. It feels like you've actually got this and you lose some of your motivation. It's bizarre but powerful."

Find out more about Michael in the links below:

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


Personal website: https://www.mbs.works/


Corporate website: https://boxofcrayons.com/



More on Andy:
Connect on LinkedIn
Learn more at AndyPaul.com

Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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

In this week’s episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with product development, highlight the pitfalls of starting with features instead of customer objectives, and underscore the vital role of understanding and delivering on customer outcomes in achieving long-term success in the enterprise software space. This insightful conversation sheds light on how organizations can create meaningful and lasting value for their customers.

Follow the Hosts on LinkedIn:
Alastair Woolcock (CSRO, Revenue.io)
Howard Brown (CEO, Revenue.io)

And our Special Guest:
Derek Knudsen (CEO, Revenue.io)

Sponsored by:
Revenue.io | Powering high-performing revenue teams with real-time guidance

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

*If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Jennifer Colosimo is the President of the Enterprise Division at FranklinCovey and Co-Author of Strikingly Different Selling. Also joining is Howard Brown, Founder and CEO at Revenue.io. Jennifer shares how they facilitate behavior change in leadership, individuals, culture, and how they execute sales strategies. She highlights the importance of storytelling for effective selling and the value of coaching to see certain red lights that you shouldn't blow through. They also talk about being relevant, distinct, and memorable and how your differentiator makes you strikingly different.

HIGHLIGHTS

Simulations improve sales strategies

Change the perception: Tell stories and solve legitimate concerns 

Coaching teaches how not to blow through red lights

Giving sympathy vs providing empathy

Find your differentiator that engages clients in your story


QUOTES
Jennifer: "It falls on us to develop, really when you think about this book, the storytelling skills. I mean, we use storytelling metaphors when you're trying to capture attention."
Jennifer: "Are you relevant to what they need? And then, does it have some distinction to where we started the conversation? It might be relevant but can I see the differentiator between you? And is it memorable? Which requires work on your end to be that clear, concise storyteller."
Howard: "Empathy is asking you a set of open-ended questions, getting you talking, understanding a little bit more about you, getting you to clarify so you understand even more about the situation, and how you got—then I can be empathic. But without the understanding and the open-ended questions and the ability to really reflect, all you're doing is providing sympathy."
Jennifer: "There's one skill set that's how do you create excitement, how do you connect, how do you engage? And then, there's this other skill set that you validate and co-create. So I think you have to be able to flow back and forth between those."

Find out more about Jennifer and get her book in the links below:

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


Website: https://www.franklincovey.com/



Reach Howard in the link below:
LinkedIn: https://www.linkedin.com/in/howardbrown/


More on Andy:
Connect on LinkedIn
Learn more at AndyPaul.com

Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io

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