Accelerate! With Andy Paul

The power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunications and managed services fields, and he shares his expert insights on using data to inform decision-making in a rapidly changing business landscape. Also, hear their advice on how to use data to track goals, ask questions, and make forward-looking decisions. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Todd Kane (President, Evolved Management Consulting) 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 new message line at (323) 540-4777. Just leave your name,

Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies have this self-awareness, they have an openness to innovation that reinforces a growth rather than a fixed mindset.     HIGHLIGHTS Sales training today and Garrett's shift to enablement Everboarding for first-year salespeople Teach a growth mindset: Innovation necessitates some failure  Coaching to ensure productivity while also preventing burnout  QUOTES Garrett: "We want them to have more of a growth mindset than a fixed mindset. And when we go through discovery, we want to approach every conversation with genuine curiosity. That's what the most innovative companies do. They're curious. They try things out. The

Everyone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the industry. We also talk about how AI can be used to simplify the data that sales reps have to deal with, and how AI can help change behavior and prioritize actions to make the most impactful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Steve Hallowell (VP, Strategic Services, Highspot) 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 new message line at (323) 540-4777. Just leave your name, where you're

Cynthia Barnes is the Founder and CEO of the National Association of Women Sales Professionals (NAWSP), as well as the author of 2 books. She is a woman-in-sales influencer who helps women who sell B2B services reach the top 1%. Cynthia advocates change, and change needs to happen if the industry wants to have more high-achieving women thrive in sales. Cynthia shares how change must start from the top and how the very culture of sales must adapt to truly welcome diversity. She unveils the shocking levels of sexism and racism in the workplace still happening today and the need to call it out. Otherwise, the status quo will persist and companies will miss out on the massive contributions people from other walks of life and cultures can bring to the table. HIGHLIGHTS Integrating more women in sales starts with sales leadership  Change sales culture to be outcome-based and welcoming of diversity Confronting sexism and racism in the workplace Tweaks, not drastic change, go a long way in integrating diverse pe

Successful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology can help drive behavioral change on sales teams, as well as how to orchestrate content to align to different buyer stages. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Steve Hallowell (VP, Strategic Services, Highspot) 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 new 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 upco

Wendy Weiss is the president at Salesology. And a leading expert on proactive outbound prospecting. In our conversation today we talk about what has changed in sales, and buying, as a result of the pandemic. And what that means in terms of the sales strategies that need to be employed to connect with potential buyers. We dig into how human communication, in general, has been impacted by the pandemic. And what impact that has on how salespeople communicate with buyers. Plus, we explore the reasons why, since work has blended in so many instances with “real life,” it’s possible to see and be seen more authentically. 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 R

The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Scott Stouffer (Consultant/Advisor/Coach, scaleMatters) 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 new message line at (323) 540-4777. Just leave your name, where you're from, and your question

Alli Rizacos is the founder of Alli Rizacos Coaching. She is the Impostor Syndrome Coach. On today' episode we get into imposter syndrome and who it is most likely to affect. Then we explore the 5 different types, archetypes if you will, of impostor syndrome. You may recognize yourself as we explore what each of these are. For example, the perfectionist who's afraid that they aren't measuring up to expectations. Even when they are. And then we dig into how Alli works with people to help them overcome this challenge. More on Andy: Connect on LinkedIn Pre-Order Andy's 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 Selling wit

Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Scott Stouffer (Consultant/Advisor/Coach, scaleMatters) 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 new message line at (323) 540-4777. Just leave your name, where you'

Christina Brady is the Chief Strategy Officer at Sales Assembly. On today's episode we start by discussing the biggest challenges companies face in scaling revenue. We then shift gears and dive into the topic of certifications. More specifically, this idea gets revived every few years, should there be standardized certifications for salespeople? Like licensing exams that exist for CPAs and for lawyers. Finally, we talk sales cycles. Data suggests that the average deal cycle in B2B tech is transitioning from 60 days to 75-80. Christina and I dig into this and explore what these longer and more involved sales cycles mean for sellers and sales leaders. 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 expe

In these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insights on the changing landscape of sales and the strategies to help you stand out in the crowd. Alastair and Jeff also discuss the importance of alignment, proper segmentation, and how to personalize the selling experience for each customer. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting) 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 new message line at (323) 540-4777. Just leave your name, where yo

Maura Rivera is the Chief Marketing Officer at Qualified.com. She shares her amazing growth story from starting as an executive assistant to leading marketing at her company today. She also talks about how marketing and sales are changing to address shifts in the landscape and their initiatives to empower their sellers to meet these new challenges. Maura details how they read the digital body language of their buyers and the tools they use to have focused and personalized conversations with them. HIGHLIGHTS ● Growing from EA to CMO and the role of mentorship ● Marketing at Qualified and tweaking the narrative ● Digital body language and the rise of the anonymous buyer   QUOTES Maura: "I think enabling your sales team to shift their pitch a little bit to recognize the world around us is important. For instance, we just rolled out a new first called pitch deck and we are tweaking the narrative slightly to recognize the landscape around us and has your company been affected by any of this stuff? What are your p

Confidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales, the importance of customer relationships, and how to achieve success without sacrificing creativity. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting) 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 new 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.

Leahanne Hobson is the founder and CEO of Alinea Partners, a consulting firm that helps large IT companies assess and transform the buying experiences of their customers. On today's episode, Leahanne shares research on why 80% of CEOs believe they deliver superior customer experiences, but only 8% of their customers agree. We talk about why there's such a gap in the perceptions of the buyers vs the selling organization. Then we dig into why sales leaders seem to be so out of touch with the reality of how their buyers experience them. 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 Pod

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable) 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 new 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 ep

Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case? Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers.  HIGHLIGHT QUOTES The notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing." Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors.

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable) 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 new 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 ep

Bridget Gleason, previously Chief Sales Officer at Silk, is now an Advisor for the company and is also the Chief Revenue Officer at Util. In this episode, Andy turns the hosting duties to Bridget to discuss his book, Sell Without Selling Out. They talk about being intentional in the steps that you take as a seller, knowing when to do something different, understanding the value that you can bring to your buyers, and other insights and key points in the book. HIGHLIGHT QUOTES You need to have the courage to try and do something different - Bridget: "We want salespeople who are accountable. I've always thought 'I don't want to be accountable to your way if I don't think it's right.' If you're telling me to do a certain way and I'm accountable for the results, that's a hard no." Shaping generosity to help buyers achieve what's important to them - Andy: "It's also about helping them develop this vision of what success means for them. If you can play a role because you've built this trust-based relationship an

Anthony is the President and Chief Sales Officer of SOLUTIONS Staffing, an International Speaker, Sales Leader, and Author of Elite Sales Strategies. He talks about assessing the value that sellers can bring to their buyers and expands on the concept of being "one up". Anthony also shares his insights on why sellers should be in more positions of leadership, communicating problems effectively in sales conversations, and holding on to learnings from one prospect or client to be better prepared for the next. HIGHLIGHT QUOTES Anthony on the need for outside perspective: "When you start thinking about this group thing where everybody believes the same thing and they've all got the same information, you're ignorant about most things. You have very little domain authority in just about anything and you have very little experience in everything that is known." People have been quitting their jobs every month since the pandemic - Anthony: "You start looking at numbers like that and then you have 'the young people

Bill Sanders is the CEO of Mobus Inc. and the author of Creative Conflict: A Practical Guide for Business Negotiators. He talks about negotiating as more of a creative process compared to how we normally perceive it. Bill shares his perspective on the fact that negotiation is simply something most people don't enjoy. It's tense and conflict is almost always present. He also talks about the negotiating continuum and how sellers can go about each step in the process. HIGHLIGHT QUOTES Striking a balance between competition and cooperation - Bill: "Competition is always going to be there. Whether it's just between the two of us or from outside forces that are forcing us to compete in some way. Our take on negotiating is fairly simple. You do have to be able to defend your interest in a competitive negotiation." Sometimes it can get so tense you'll have to leave the room - Bill: "A lot of being a good negotiator is being able to live with the tension and conflict. Not to be combative about it, but be pleasant