Accelerate! With Andy Paul

Jen Ferguson is a global sales onboarding delivery manager for Salesforce and the host of a LinkedIn Live program titled Sales & Leadership with Heart. In today's episode we're talking about building your brand and taking control of your career and future. Jen shares how her brand has opened doors and helped her focus and qualify opportunities. And how the more she wrote and talked more about the struggles of being a woman and a mom in the workplace she was proactively eliminating a portion of the market — the portion that might not be the best fit for her. 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 Selling with Purpose Podcast RevOps Podcast

In this week's episode, Alastair is joined by our very own Maria Bross, Revenue.io's Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely education and tension-building throughout the sales process. Maria's insightful anecdotes and expert advice shed light on the complex dynamics of modern sales, offering valuable takeaways for both sales leaders and professionals. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Maria Bross (Director of Performance Consulting, 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 a

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs? 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 Selling with Purpose Podcast RevOps Podcast

In this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. They also discuss the importance of data-driven strategies to optimize customer interactions and retention for long-term growth. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Jessica Gilmartin (CMO, Calendly) 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 e

Mark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive. 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 Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

In this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining human creativity and emotional connection in marketing to ensure customer engagement and long-term success. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Jessica Gilmartin (CMO, Calendly) 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 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

In this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze massive amounts of data and improve simulations. They also explore the shift from an inside-out to an outside-in approach in sales operations, the importance of recording customer interactions, and the potential of generative AI in enhancing sales strategies. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Spenser Miller-Fellows (Sr. Director of RevOps & Sales Enablement, 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

Christine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course that highlights individuals who may not have the experience in SaaS but have proven, through actual work, that they in fact excel at sales. We unravel how their course provides this service free of charge and their 92% rate of success in placing reps in good standing. HIGHLIGHTS Aspireship: Finding competence and character over experience Training on objection handling, Salesforce, and customer experience Roleplaying tests detail-orientedness and its application Teachers and the hospitality industry are good at sales Helping talent acquisition find the best talent QUOTES Christine: "I believe that most sales leaders will tell you that some of their best hires they've ever made didn't look great on paper but t

In this episode, Alastair and Howard are once again joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the implications of regulating AI and generative technologies while avoiding stifling innovation. They explore the role of AI in augmenting human intelligence, creating efficiencies within businesses, and improving sales conversations. They also tackle the potential impact on jobs, students, society as a whole, and the global competitiveness of nations in the AI space. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tom Davenport (Author, Professor, and World-renowned Thought Leader) 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 (

Bridget Gleason is the Chief Sales Officer at Util. As always Bridget and I start off by talking about books that we've recently read. Then in our conversation we dive into a topic that is of importance to many sellers: how long should a salesperson stay in a position (or at a company) before making a change? We dig into what it takes to maintain your enthusiasm throughout your career and the motivators that keep your head in the game and your energy focused on the buyers. Plus, much more! More on Andy: Connect on LinkedIn Our Special Guest: Bridget Gleason (Chief Sales Officer, Util) Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

In this week's episode, Howard and Alastair are joined by Tom Davenport, renowned tech thought leader and accomplished author, to discuss the transformative power of generative AI in various industries. They explore the practical applications of AI beyond software development, including its potential in healthcare, knowledge management, and answering customer queries. The conversation also delves into the challenges of implementing bespoke generative AI software and highlights the importance of integrating it into business processes for maximum value. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tom Davenport (Author, Professor, and World-renowned Thought Leader) 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 answ

Tim Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers. Even though brands can have truly massive followings, it is the individuals within the companies who draw in clients. Tim discusses how sellers can leverage social media to generate leads and meetings by creating a buyer-centric profile, expanding digital territory, and creating content. He details how to present your LinkedIn profile to achieve this goal and how your digital territory is expanded through conversations. In terms of your content, post who you are and allow buyers to get to know you and what you stand for to create that connection. HIGHLIGHTS Social media should generate leads and meetings Crafting a buyer-centric profile on LinkedIn Create conversations to increase digital territory The content you post is a reflection of your values  QUOTES Tim: "We see social media as being able to give you two things. The first thing it should be giving you leads and meetings. The way that you go about your w

In this week's episode, Alastair and Howard are once again joined by Kaylin Moore, the Director of Revenue Operations at Zelis, a leader in improving economic outcomes in the healthcare industry. They discuss the need for immediate action to combat the shortage of registered nurses lost during the pandemic, the potential role of automation in filling the healthcare workforce gap, and the importance of investing in technology to alleviate administrative burdens on doctors, nurses, and patients. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kaylin Moore (Director of Revenue Operations, Zelis) 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

Brandon Fluharty (VP of Strategic Account Solutions for LivePerson) and my frequent co-host Howard Brown (founder and CEO of Revenue.io). On today's episode we're talking about Brandon's speciality: selling big deals and making big money. Brandon's developing quite a following online among sellers who want to learn how to earn a 7 figure income. We dive into the key pieces of guidance and advice that he gives to sellers who are looking to make that step up in performance and earnings. We dig into how to structure big deals. And how to build the right team of support around you. Because no one wins deals on their own. It's a fascinating discussion and we get into all of this and much much more. Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

In this week's episode, Alastair and Howard are joined by Kaylin Moore, the Director of Revenue Operations at Zelis, to talk about the healthcare landscape. They discuss the integration of AI in healthcare systems, the impact of generative AI chatbots on patient engagement, and the potential for improved cancer care through technology. They also explore the role of Revenue Operations in transforming the economics of healthcare and driving better outcomes through automation and streamlined workflows. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kaylin Moore (Director of Revenue Operations, Zelis) 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

Anthony Iannarino is an international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex B2B sale. In this episode we're talking about Anthony's new book, Elite Sales Strategies. I always love talking with Anthony because he is one of the smartest people in the sales profession. And I love the new perspectives he brings to the table because that's what we need. New ways of looking at old challenges. Today we're diving into a new way of framing and assessing the value you bring to your buyers. Anthony calls it being One-up. You're in the One-Up position when your knowledge and experience benefits your clients, which makes your expertise invaluable. One-Up means seeking to solve the client’s problems, especially those beyond the scope of your prepackaged solution. The flip side of being One-up is being One Down. And Anthony shares what that means and how to avoid getting into a one down position relative to your buyers. We get into all of this and much much more. More on An

In this week's episode, Howard is once again joined by Richard Harris, renowned sales consultant and founder of the Harris Consulting Group, to delve into the critical topic of when and why businesses should consider hiring a sales consultant. Richard sheds light on the pivotal role a consultant plays in shifting perspectives, validating existing strategies, and guiding sales teams towards improved performance. Discover valuable insights on choosing the right consultant and assessing the impact of their expertise. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Richard Harris (Founder, The Harris Consulting Group) 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

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (tech in particular). We discuss whether leaders should set concrete goals and steps to improve diversity. And we talk about how to get more POC and women into leadership positions in sales.

In this week's episode, Howard speaks to Richard Harris, Founder of the Harris Consulting Group, to explore the impact of AI on mental health. They discuss the mixed emotions that arise from technological advancements and emphasize the need to balance AI with human interactions in the sales process. Additionally, they highlight the growing disconnect in a technology-driven world and stress the importance of fostering human connection and combating loneliness. Join them as they navigate the transformative effects of AI on mental health and sales, and advocate for preserving the human element in an increasingly automated society. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Richard Harris (Founder, The Harris Consulting Group) 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