Accelerate! With Andy Paul

This is special edition of the Sales Enablement Podcast. Today are airing Episode 2 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe. RevOps Podcast - Ep. 2 - How to Structure the SDR Function At a high-level a sales development representative (SDR) is responsible for prospecting. They research and reach out to new clients who might be interested in the products that your company sells. And they introduce those clients to the company, which is really a nice way of saying they pester the hell out of somebody until they take a call with an account executive (AE). We kid! Of course, there’s so much more to it than that. Tune-in to find out how you structure your SDR team for sales success.   Follow the RevOps Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations

John Tecce is a senior account executive at Alation.. John did a cold outreach to me about being a guest on this show. He doesn't have a book or a large following. He wasn't trying to promote anything. He wanted to talk about sales. For someone who has been in sales a short time, he is very thoughtful about sales. As you'll hear, he pays close attention to the sales environment. Sales is a family affair with John. His father, Michael, spent 30+ years in sales and sales leadership. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on the list of my favorites, "A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work." In today's episode Juliet and I talk about the importance of giving yourself room to think and reclaiming "white space " in your day. White space is time with no assignment. I love that phrase. So, we dig into what white space is, how it benefits you (in terms of fighting cognitive fatigue and overload), and what white space isn't: meditation or mindfulness. As Juliet shares, white space it's a more purposeful use of time than that.  Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podc

Justin Shriber is the Chief Marketing Officer at People.ai. He is also the host of Legends of Sales and Marketing podcast. In today's episode we talk about a playbook for sales leaders that their company came up with. We get into why sales leaders need to invest more in deepening their understanding of how each of their sellers is performing. And how it's only with that understanding that a leader can deliver effective coaching. We then dive into how sales leaders can better use data to truly analyze the potential of their sellers. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

This is Episode 1 of ringDNA's brand new podcast, REVOPS. I'm very excited about this show. So, as a bonus, I'm going to be releasing the first 5 episodes on the SEP feed over the coming weeks! Welcome to the RevOps Podcast: In the debut episode the hosts discuss... you guessed it... RevOps! Today they set out to define RevOps, explain why you should have it, how to structure it, and when and why it’s important. Tune-in to find out why RevOps is the new GTM strategy being implemented by top companies.  About the Show: Today’s leading B2B companies are embracing Revenue Operations as the brilliant answer to misaligned processes, people and data that lead to catastrophic inefficiencies. However, many people still have critical RevOps questions: What processes and tools do I need? How do I structure my team? How do I measure outcomes across sales, marketing and customer success? What are best practices? From ringDNA, the company that transforms sales teams into high-performing revenue drivers, comes a podcast

Pouyan Salehi is the founder and CEO of Scratchpad. In this episode we talk about the struggles sellers were having keeping activity updated in Salesforce, which drove Pouyan to start Scratchpad. And in a fun bit of nostalgia, I surprise Pouyan by asking him the same 7 rapid fire questions I asked him when he was first on the show 5 years ago. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Feargall Kenny is the President of Glenborn Corporation, a recruiting firm based in NYC that focuses on top SaaS sales talent. He's also the founder of a new service called Verified Performers, which he believes has the potential to disrupt the landscape of sales recruiting. The way it works is that candidates have to agree to submit a form to the IRS requesting they provide tax returns to Verified Performer, then Verified Performers provides the verification of income to the prospective employer.  In many states as an employer you can't ask about previous income. But if you're a seller, you can be completely transparent and provide it. Now you can do that securely. Of course, it's not entirely clear that W2 data by itself, without context, tells the hiring manager what they think it does. So Feargall and I dig into how to evaluate and use this information within the context of the hiring process. To me this is an important first step to injecting much needed transparency into the hiring process.   Follow And

Jeff Goldstein is the founder of SalesLeadersOnly. com. And author of a new book titled. "Winning the Six-Figure Sale: A Sales Leaders Guide to WIN More Big Deals With My Proven 3-Step System." Winning big deals (consistently) is problematic for many organizations. In today's conversation Jeff shares that problems starts with sales leaders. They may have experience and instinct but very little training or structured planning around big deal management. In his research he found that 50% of sales leader's quarterly sales funnel were made up of less than 10–20 big deals. Yet 95% of them had no structured process or system to inspect, assess and coach their teams through the big deals in their funnels! So, we dive into Jeff's 3 step system for sales managers to use to improve their big deal forecast accuracy and win rates by helping their teams execute better. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringD

Diane Helbig is a business advisor, podcast host and author of "Succeed Without Selling: The More You Think About Selling, the Less You Will Sell". Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Meghann Misiak is the founder of a sales consulting firm called, The Path to President's Club. In today's conversation Meghann and I talk coaching. In particular, what sellers want, but aren't getting from their managers. We dig into what effective coaching looks like to a seller. We also explore why Meghann believes it's harder than ever to be a Human in sales today. And we dig into why, when sellers have more (and more valuable) resources than ever before, are sellers reporting being so miserable? Finally, we get into why there need to be new ways of measuring performance in sales, and what some of those may be. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps

Andreas Jonsson is the CEO of Shield, which provides LinkedIn analytics for content creators. Bottom line, if you post on LinkedIn you should be using Shield. If you're in sales, as most of you are, LinkedIn is becoming even more important to you. Increasingly it's where business happens. And in our conversation today, Andreas and I talk about an area of growing importance to sellers: developing your personal brand on LinkedIn. 82% of buyers look at a seller's LinkedIn profile before speaking with them the first time. Andreas shares what his experience has been as a result of using LinkedIn more effectively and the impact that has had on him and on the growth of Shield. He talks about his best practices for LinkedIn and how to measure the impact of those using Shield. All this and much much more. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President'

Ron Karr is the CEO of Karr Associates and best selling author of "The Velocity Mindset®: How Leaders Eliminate Resistance, Gain Buy-in, and Achieve Better Results―Faster." Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Margot Bloomstein is a brand and content strategy consultant. And author of an interesting book titled, "Trustworthy: How the Smartest Brands Beat Cynicism and Bridge the Trust Gap." Now hearing that title you might think that this episode is about branding and marketing. As I read Margot's book it struck me that the same techniques that brands use to connect and build trust with their buyers applies to B2B sellers as well. And building your own personal brand as a trusted advisor. We dive into the 3 main elements of trustworthiness that Margot describes: (1) Voice; (2) Volume; and (3) Vulnerability. And what each of those mean for individual sellers and how they connect and interact with buyers. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast

Jim Irving is the CEO of Merit Consulting based in Belfast, Northern Ireland and author of the book, "The B2B Selling Guidebook." Today we're talking about service-led selling and why it's important in today's business environment. Plus, we explore some of the wide range of practical sales tactics that Jim has as a result of decades of experience in high-level complex enterprise sales. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Casey Jacox is author of the book, "Win the Relationship, Not the Deal" and host of the “Quarterback Dad” podcast. In this episode Casey and I talk about the value of relationships in building your book of business and career. And why you need to focus on winning the relationship first. Earlier in his career Casey found that too often, he was focused on the metrics of sales activities rather than understanding what makes a great salesperson. A common trap that far too many professional sellers fall into. Going through the motions without making the effort to understand why the things they do work. Or, as is more often the case, don't work. So, we'll dig into Casey's 6 rules for winning the relationship. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement

Mario Martinez Jr is Founder and CEO of Vengreso. In this episode we discuss the following conundrum: 68% of sellers today believe that the hardest part of selling is prospecting, when low win rates would tell us that actually selling (helping the buyer make their decision) is where most sellers are struggling. We also dig into the current state of social selling and Mario shares his 4 tips for effective selling via social. Including why social selling is not the same as social media marketing. And, why you should NOT engage in online or offline sales prospecting until you fix your personal and professional brand. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Garland Vance is the founder of Advance Leadership and author of the book, "Gettin' (Un)Busy: 5 Steps to Kill Busyness and Live with Purpose, Productivity, and Peace." And in this conversation Garland and I talk about busyness. Busyness being an overcommitment to too many good commitments. Well intentioned commitments. But as the saying goes, the road to hell is paved with good intentions. We talk about why Garland believes that busyness is not a good thing. Why it’s killing you. Why it’s robbing you of your quantity and quality of life. Garland shares a great example of why he believes that overcommitting yourself is like a form of hoarding. You'll want to check that out. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP

Lisa Magnuson is the author of "The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly." In today's episode Lisa and I talk about one of my favorite topics: winning big deals. We start with why and how companies make selling big deals harder than it needs to be. Lisa then shares her concept of the Customer Perception Spectrum and what sellers need to do to move up the spectrum. We dig into the whole topic of pre-call planning and why Lisa believes too many sellers are short-changing their pre-call planning. And what downsides flow from that. Plus, we dive into qualification and discuss Lisa's 3 layers of prospect qualification: early, core and advanced. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with

Jared Robin is the co-founder of the RevGenius community. In our conversation Jared and I cover a lot of ground. Starting with a discussion around the growth of the community in the sales world. Everybody is probably familiar with one or two of these at least. Jared takes us through the story of RevGenius's founding and talks about its mission and how it's serving its members. We dig into what's behind the rise of the community in sales and talk about how they have become a necessity for many sellers who aren't getting the kind of support for the development of their careers from their employers. We also explore the specific types of support that sellers are most looking for from RevGenius Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | http