Accelerate! With Andy Paul

Kevin Yip is the President and Co-Founder of Blueboard and he dives into how companies can reimagine how they recognize and incentivize their employees that go beyond the typical cash rewards. Research shows that sellers are actually motivated by recognition and visibility rather than pure cash alone. Kevin explains how his experience with recognition fell flat and how he and his company provide thoughtful, personal, and nonmonetary experiences to change the way these programs are offered to employees. He also talks about the extrinsic and intrinsic motivations of people and how these should be rewarded by companies. HIGHLIGHT QUOTES Extrinsic and intrinsic motivations spell the difference between recognition and incentive - Kevin: "Are you tapping into extrinsic or intrinsic motivation, right? So when I pull out an incentive, as a company leader, if you hit this goal or exhibit this behavior, you will get a reward. So that's an external carrot that like hey, this is a desired and valuable behavior or outc

Craig Lemasters is the CEO of GXG and the author of the book Unstuck: How to Unlock and Activate the Wisdom of Others. A great majority of things that leaders get stuck on are usually things that somebody else has already figured out. Craig brings together experts, called operators, for Rapid Cycle Learning whose purpose is to share and gain wisdom by multiplying knowledge and experience.  Leaders know this, it's where to get this learning that is the question. Andy and Craig discuss the 5 steps to get unstuck, which include humility, destination, smart people asking for what they need, and thinking outside the building, not the box. This is a structure for wisdom-based learning that provides new ways of looking at things from mentors. HIGHLIGHT QUOTES Moving slightly away from the business model can get you stuck - Craig: "We always thought that moving outside of the core meant I make water bottles, now I'm gonna make chairs, as an extreme example. And that'd be pretty extreme and you'd probably get stuck.

Wesleyne Greer is the founder of Transformed Sales and host of her own show The Transformed Sales Podcast. The sales manager has a 20 times greater impact on the sales team than the salespeople themselves. By investing in the development of sales managers, organizations can see a much higher return on their investment. This is because managers are responsible for implementing sales training and coaching programs and holding salespeople accountable. When sales managers are properly trained, they are able to uplift their teams and help them reach their full potential.  Wesleyne discusses behavior-based skills development which is the idea that addressing the root cause of certain behaviors is what improves a seller's ability to sell. This is what sets a sales leader apart from a sales boss which simply tells you what to do. HIGHLIGHT QUOTES Listen to the reasons why a seller isn't selling and address them - Wesleyne: "I call it behavior-based skills. We have to focus on the behaviors to drive the change. So f

Jordana Zeldin and Jonathan Mahan are the Co-Founders of The Practice Lab. There is a noticeable gap between what salespeople intellectually understand and what they could actually pull off in the wild. In fact, sellers are overtrained this way, yet are under-practiced in the skills that truly matter. Salespeople should develop their human and selling skills through practice, much like how athletes and musicians perfect their craft. This space allows sellers to screw up, double back, and ask for feedback. Practicing human skills trains sellers to ask insightful questions and handle objections more effectively, ultimately helping the buyer make a decision. HIGHLIGHT QUOTES Salespeople should practice different types of questions like martial artists practice moves - Jonathan: "There's no knowing which move you're gonna call on during any match, but you know that whatever move you need, it's well rehearsed, it is gonna be available to you. So similarly with salespeople, they can practice different types of qu

Karen Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowdown in the economy, difficulty finding staff, and sales attrition. Leaders must use data that provides insights into shifting buying behaviors.  Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the alignment of sellers to the business objectives, knowing how to balance sales resources across the business, and the increasingly critical role of sales enablement and execution as the market gets tougher. Andy and Karen then dig into key concerns like attrition and capacity issues and how to deploy talent in the most effective way across territories. When planning for the next fiscal year, sales leaders should think carefully about how to segment their territories and target their reps in the most promising markets. HIGHLIGHT QUOTES CROs must get data on where sellers sell best - Karen: "Combining that with data in t

Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Joy Rowan (Vice President, Remote Sales, AmerisourceBergen) 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

Chris Hatfield is the Founder and Coach at Sales Psyche. Problems with mental health are one of the biggest threats to the performance of sales teams. Chris digs into the impact of mental health at all levels of sales and talks about how the key to sales brilliance is mental resilience. Chris also discusses how companies can create a sales culture that nourishes sellers' mental health, as well as the ability of anxiety as an effective warning device. Finally, Andy and Chris discuss the organizational changes needed for a culture that takes care of sellers' mental health, and the impact of quotas and inauthentic sales processes on human behavior. HIGHLIGHT QUOTES A coaching-first mentality creates a vibrant sales culture - Chris: "I think a big thing around it is this kind of coaching-first mentality of always looking for a way to be able to empower someone and develop someone in anything that they do within their role, whether that's to help them become a leader eventually, or just to help them become a bet

Paul Reilly is the author of the best-selling book Selling Through Tough Times, as well as a renowned speaker, and sales trainer. He dives into the topic of uncertainty and why it actually has a ton of value to salespeople. Difficult times present a unique opportunity for sellers to demonstrate leadership. Paul explains that economic downturns push salespeople to get creative and provide information that reassures the buyer in making the right decision. Paul also discusses how to communicate stability and perceived value. HIGHLIGHT QUOTES Uncertainty creates an opportunity to help lead customers - Paul: "Anytime there is uncertainty, your customers, your decision-makers, they're looking for guidance. They're looking for ways to eliminate risk. They're looking for individuals who possess the knowledge, the expertise to help guide them through uncertainty. So it could be uncertainty about the economic state of... what's going on right now. It could be just uncertainty in a specific industry. People are lookin

Scott Miller is a Senior Advisor for Thought Leadership at Franklin Covey, host of On Leadership, the world's largest and fastest-growing podcast on leadership, and author of multiple books including Master Mentors and Master Mentors 2. He discusses PHILPAL, an acronym for his 7 professional values, which help him figure out what is most important to him and plan what to do next in career and life.  Scott also expands on what mentorship actually is and he shares key lessons from his book, including why a human-centered approach to work and life produces the greatest results. HIGHLIGHT QUOTES Learning from people's mistakes is more valuable than replicating their successes - Scott: "If I want to have a successful business, I don't go to the billionaire. I go to the gal or the guy that's had two bankruptcies because man, I can learn from and avoid their mistakes more likely than I can replicate the successes of the other person. Now I need both in my life, but I find that just, in life, avoiding the inevitabl

Don't miss this one folks. It's our most human-centered RevOps Podcast episode to date! Alastair and Howard talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Joy Rowan (Vice President, Remote Sales, AmerisourceBergen) 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.

Victor Antonio is a Sales Trainer and Motivation Keynote Speaker at Sellinger Group and the host of the Sales Influence Podcast. A lot of factors naturally contribute to the elevating of individual and team sales performance. Victor shares nuggets of wisdom about connecting with clients and prospects. He talks about why there's a misperception on salespeople no longer being needed because of the wealth of information available through technology and the internet. He also shares insight on how to approach self-improvement as a seller. HIGHLIGHTS The misconception that salespeople are no longer as needed because information is readily available Defining and establishing trust How Victor came up with the SMART Framework Is quota an outdated metric? QUOTES There's a misperception that salespeople are no longer needed, says Victor: "I think salespeople are now more valuable than ever because there's so much information out there that buyers are actually confused. And it takes a great salesperson, going back

Kristen Taraszewski is the CEO of ElevenPoint2. Kristen talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization's training structure. She also shares about her journey from being a flight control engineer for NASA to sales and how this experience helped her create structured training for sellers. She provides insights on planning and the use of integrated learning to boost development in salespeople. HIGHLIGHTS How Kristen went from NASA to sales The impact of structured training for technical sales Utilizing gamification to customize and build vertical development Identifying and working on buyer's needs instead of only promoting features QUOTES You need a learning map while training salespeople, says Kristen: "You have to have a learning map. So, you need to tell someone on day one, 'This is what you need to know to be successful' or 'This is the generalized area.' It's like taking a trip from California to New

Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.  He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs into the positive values that buyers look for in buyers, and the negative values they encounter too. HIGHLIGHTS A shared perspective: The buyer should drive how you sell The idea of buyers "hiring" the seller to help the make a decision Addressing vertical development issues The link between predictable behavior and values The four sales values that customers have said the top 10% of salespeople have Find out if you have the Sales Mindsets that customers have said they want to see in salespeople: https://www.consalia.com/mindset-survey QUOTES There's a difference between relationships and building connections,

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan) 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.

Eric Stine is the Chief Commercial Officer at SkillSoft. Building a foundation of trust is what our customers need and also what our own sales teams need from the leaders. Eric shares his insights on understanding the buyer's experience and focusing on solving their problems with effective communication. He also shares some of his experiences traveling and how meeting people he otherwise would never have met influenced his outlook as a leader. HIGHLIGHTS The beauty of traveling to unfamiliar places and meeting different people Having reskilling paths for sales teams How to assess your customers' buying experience Solving the right way: Substance, Empathy, and Trust  QUOTES Buyers and sellers are humans alike - Eric: "Humans have this unquenchable desire for new information and so if you show up with something of substance to say, if you are empathetic about solving a problem, and if you've developed a relationship rooted in trust, people are gonna show up to see you. They're gonna get on Zoom even thou

Derrick Jenkins is the Head of Marketing at Owler. Derrick talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don't do their research early on. He also talks about the fear of missing out (FOMO) and how it spills over to the sale process and overall buyer's journey. Derrick highlights the buying experience and the many factors that come into play when deciding how to make your sellers more effective. HIGHLIGHTS Why some salespeople still show up unprepared about their products Don't confuse personalization and being personal The effect of urgency in the sales process and buyer's journey Creating a positive buying experience as a seller QUOTES On the importance of doing research beforehand - Derrick: "At the very least, I could guesstimate information about their competitors or ask a colleague for some information. And just before I even started planting seeds about my business or my solution, try to figure out a little bit about

Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helping them function both as individuals and as a group. He shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process. He also talks about understanding the buyer framework more extensively. HIGHLIGHTS Setting up and understanding the roles of sales effectiveness teams Connecting accountability groups with sales teams The buyer persona framework relating to what you want the customer success manager and account executive to know Knowing what the buyer needs from the seller to help them make a decision QUOTES The role of sales effectiveness teams - Robert: "What I care about is results and helping sellers be more effective in helping buyers. And that's what it's about at the end of the day. That has an implication that we have t

The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to execute it to precision. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Sylvain Giuliani (Head of Growth & Operations, Census) 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

Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don’t directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product.  Justin then discusses why sellers should shift their focus from conversion rates to opportunity flow and then dives into why he believes conversion is antagonistic to deal flow. Most sales teams conversion rates are already impossibly high—and the constraint they face in increasing sales is that their opportunity flow is dangerously low.  HIGHLIGHTS Sales does NOT generate revenue, operations does Rename the CRO to Chief New Revenue Officer Incentive Pay: Its impact on productivity and team performance The dangers of defining a "sales opportunity" too narrowly A compelling proposition makes strangers prepared to talk to sellers QUOTES Debunking the myth that sales generates reve

Ryan Gottfredson is an Associate Professor of Business and Leadership at  California State University-Fullerton and the author of The Elevated Leader. Ryan defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways.  He discusses the 3 Mind Levels and how each operates, and the awareness needed to question paradigms and grow from Mind 1.0 to Mind 3.0. He differentiates between horizontal development and vertical development which is aimed at elevating a leader's ability to make meaning of the world.  HIGHLIGHTS Vertical altitude: The level of cognitive and emotional sophistication  Horizontal development and shifting internal operating systems  3 Mind Levels: Good Soldier, Progress Maker, and Value Creator  Develop your Mind Level by questioning your paradigm QUOTES Elevate your cognitive altitude to operate better - Ryan: "When we aren't very cognitively and emotionally sophisticated, it inhibits our ability to be effective