Accelerate! With Andy Paul

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

Here's another great episode from the archives for Mental Health Month! Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams. This episode is part of an ongoing conversation we're having on this program about all aspects of mental health in sales. Chris and I have a wide ranging conversation about the impact of mental health on performance at all levels in sales. And why it represents one of the biggest threats to the overall well-being of a sales team. Especially in today's uncertain environment. Plus, Chris and I talk about tackling the stigma of mental health in the workplace. _ 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

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) 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 Pod

Hey folks. I'm taking the day off. And my friend Howard Brown (CEO and Founder of Revenue.io) is taking my place behind the mic. On this episode Howard talks with Mary Grothe (CEO at House of Revenue). This is our final episode in our series of conversations for #MentalHealthAwarenessMonth. While I may play a sales-psychologist on this podcast, Howard's the real deal - a trained psychologist. In their conversation, Mary shares her sales and mental health journey. From her early successes and the demands she put on herself. To the expectations of other people that she felt pressured to live up to. And how she ended up in a very dark place. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: Revenue.io | Transform your sales team into a high-performing revenue engine | www.revenue.io Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) 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 answe

Will Allred is the Co-founder and COO at Lavender, the company that helps sellers write better sales emails faster. On today's episode we explore the problems in the market that prompted Will and his co-founder to start Lavender. We also dive into the most common mistakes salespeople make with email. And how sellers can increase response rates. Plus, we get into the most common use cases and the most surprising use case for Lavender. 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 Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately forecast sales, the quality of CRM data and how to avoid margin compression. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Barry Trailer (Partner, Sales Mastery, LLC) 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 questi

Jennifer Allen is formerly Chief Evangelist of Challenger and now Head of Community Growth at Lavender. She's joining me today, along with my occasional co-host, Howard Brown, founder and CEO of Revenue.io. Jennifer discusses the psychology of no-decision and why buyers who choose the status quo are actually making a decision, just not the one you want. She also gives an introduction to the Challenger Sale and the 5 sales mindsets they discovered, as well as gives tips on what sellers can do to ensure a buyer actually makes a buying decision. Jennifer also talks about The Challenger Loop to get quick feedback from the customer about what went right and wrong in the deal. HIGHLIGHT QUOTES A better product does NOT convince a buyer to make a decision- Jennifer: "[Better] is my least favorite word in sales now because I think it's the number one word that led to a lot of my status quo, no decision deals because what I failed to realize is people don't always want better. Like, good, in most cases, especially i

The highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Ideal Customer Profile (ICP) and relentless qualification throughout the sales funnel as well as the significance of expanding footprints within existing accounts to weather the storm during challenging times. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Barry Trailer (Partner, Sales Mastery, LLC) 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, wher

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

How can organizations use AI today to improve their business processes and drive more revenue? On this episode of the RevOps Podcast, our hosts Howard Brown and Alastair Woolcock delve into the world of Artificial Intelligence. They discuss how businesses need to start thinking differently about AI, its role in augmenting human intelligence and how it can be used to empower sales and marketing teams. They also explore how AI can be used to generate content and provide real-time support to sales reps. 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 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

Stu Heinecke is an editorial cartoonist for the Wall Street Journal and author of How to Get a Meeting with Anyone and the newly-published How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth. Stu makes an analogy between sales and weeds (the dandelion, in particular), and shares his insights on how weeds use unfair advantages to grow and their innate aggressiveness to survive. He discusses several strategies like the Seed Strategy which explores every bit of opportunity to grow and the Vine Strategy which leverages a multi-channel approach to growth.    HIGHLIGHTS ● Grow like a dandelion in the middle of a cement divider ● The Vine Strategy and the Weed Mindset ● Cultivate unfair advantages for your business   QUOTES Stu: "What do vines do but climb up on the things that are nearby and, by doing that, they end up reaching and really occupying the crown of the tree that they've climbed or maybe they're up on top of a building or fence or something, but they're always borrowing the

How can you create an effective ABM motion that aligns different teams across the org? Alastair welcomes back Kamil Rextin (Founder & General Manager at 42 Agency) to discuss how to use intent data, attribution data, and ABM technologies throughout the lifecycle. They caution against relying too heavily on third-party intent data and recommend prioritizing first-party intent data whenever possible. They also discuss how to align various teams around ABM motions using low-tech approaches and other methods to personalize the customer experience. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kamil Rextin (Founder & General Manager, 42 Agency) 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 messa

Stephen MR Covey is the New York Times and Wall Street Journal Bestselling author of The Speed Of Trust, a favorite book of mine. Today we're talking about his most recent book, Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others. We get into the changes that have taken place, and that are taking place, that require us to rethink the very nature of leadership, and how it is exercised today. We then dive into the five emerging forces that are pushing this change forward. Finally, we explore the two most common management paradigms: the familiar Command and Control, favored by many sales leaders, and the Trust & Inspire paradigm. 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 Uni

Sales reps are more overwhelmed and overtooled than ever. Kamil Rextin (Founder & General Manager at 42 Agency) joins Alastair this week to share his insights on the current trend of platform consolidation and explains how to identify the right problems to solve in order to personalize your outreach. Tune in to also get Kamil's tips on how to avoid technical debt, segment your audience, and use the right tools for the job. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Kamil Rextin (Founder & General Manager, 42 Agency) 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