Accelerate! With Andy Paul

Robert Henderson is the Co-Founder and CEO of JumpCrew. Companies that are great at creating products and services should focus on that area of expertise. By outsourcing sales, companies avoid costly hiring mistakes and provide a dedicated support team that promotes healthy engagement and coaching to sellers. Robert digs into how their product, which is the actual selling, creates symbiotic relationships with their customers. They help startups with the whole go-to-market motion, as well as Fortune 100 companies reach their next milestones faster. Robert also comments on how to create better engagement with sellers and how to coach with authenticity. HIGHLIGHTS Symbiotic relationships ease the tension with existing sales teams Outsourcing avoids expensive trial and error in hiring sales teams Providing a higher level of sales support for JumpCrew's clients Coach those who want to be mentored and create engagement QUOTES A symbiotic relationship with bolted-on and client sales teams - Robert: “All boat

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, you will hear the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) 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

Scott Roy and Roy Whitten are the CEO and Director of WR Partnership respectively, as well as the co-authors of the book titled Decision Intelligence Selling. They dive into what selling is and isn’t and it has everything to do with increasing a buyer’s decision intelligence. They share the lessons they learned selling to developing countries and the central role of changing attitudes in being truly effective salespeople. HIGHLIGHTS Selling multimillion deals in London is the same as selling seeds in Cambodia DQ: Selling is not about persuading, it's about raising decision intelligence Transform management so selling becomes more about behavior change QUOTES Decision intelligence defined - Roy: "This view of selling that it's fundamentally about convincing people to buy, that is one of the reasons that things aren't working. And this is why we've developed decision intelligence selling that what DQ selling is about is not trying to convince the customer to buy, it is leading the customer to improve thei

Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io. Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before.  HIGHLIGHTS Digital body language: Connect with buyers at the moment they are on your website Interact with buyers: Moving from chat to video on demand on your website Focus on pipeline during a recession  AI cannot replicate the nuances of human interaction in sales Enablement must train sellers how to meet buyers in context QUOTES Engage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy f

Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers. The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic and the winning behaviors behind this new backdrop in sales.  HIGHLIGHTS Top sellers spend less time selling and more time researching  Buyers trust individual sellers more than the organizations they represent LinkedIn offers much more value than just a place to get a job Post-pandemic: Very large deals are continuously being closed virtually Buyers are people so understand their context to angle your pitch more effectively QUOTES Use your tech stack and traditional sales together for bigger wins - Brian: "If

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Natalie Furness (CEO, RevOps Automated) 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

Andres Lares is the CEO of Shapiro Negotiation Institute and author of Persuade. Selling is perceived as persuading, but to be truly effective, sellers must instead influence. Andres shares the why behind influencing from a psychological standpoint, as well as the massive gains in credibility by practicing empathy.  By freely providing recommendations to buyers that truly help them get closer to their goals, sellers create trusted relationships that can last far longer than what would have otherwise been a simple sales cycle. Andres also discusses the value of continuous learning as you go through your own professional development. HIGHLIGHTS Lead with price and be convinced of your value to your buyer Video, along with audio and written, has its place as a communication tool Persuasion vs influence: Build credibility and practice empathy Continuous learning and increasing openness to try new things QUOTES Build credibility by giving recommendations on best fit - Andres: "We know some really successf

Andy Champion is the Vice President and General Manager for EMEA and ANZ at Highspot. There is a big difference between managers and leaders and it has less to do with processes and more about inspiring others to greatness. Andy Champion discusses why curiosity matters and how to approach conversations with the intent to learn.  He also digs into the importance of getting buy-in from the top to commit to coaching so that frontline managers implement behaviors that increase their chances of success. Lastly, Andy talks about mental health as a core component of enablement to create happy employees to further increase sales success. HIGHLIGHTS Approach conversations with the intention of learning more Equip, train, coach, and analyze salespeople for success Reinforce training of frontline managers to ingrain lessons Mental health is a core part of enablement QUOTES Managers manage processes, leaders lead culture and inspire greatness - Andy Champion: "As a leader, I think it's as you say it, it's fundam

Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significantly in the past decade. More companies have started to realize that every conversation matters—regardless if the deal pushes through or not—and that the way to push up win rates is by being genuinely curious.  Andy and Elay discuss the 3 stages in a buyer's journey and what sellers must do in each stage to determine fit, ask meaningful questions, and offer creative perspectives that prospects may not realize. Elay emphasizes the role of a seller as a guide whose goal is to lead buyers to a solution to their problems. HIGHLIGHTS Sales enablement today makes every conversation matter more Sell better by empowering buyers to tell you what's important to them The 3 Stages of the Buyer's Journey: The What, How, and Who Conformity versus curiosity: Increase win rates by asking questions QUOTES Sellers must act as a guide for buyers to reach their destination -

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Natalie Furness (CEO, RevOps Automated) 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

Juliet Funt is the Founder and CEO of the Juliet Funt Group, as well as the author of the book A Minute to Think. Something lacking in today's busy world is white space. This is time with no assignment and has been proven to boost creativity for you to do your best work. This is in contrast to the culture of busyness which fills up every available moment with tasks that may or may not even be relevant. White space should ultimately be brought home for you to be present with joy, hobbies, family, and children so you do not miss out on your life. HIGHLIGHTS White space allows for thinking time and the flow of creativity Busyness and wellness: Change the culture through dialogue Time thieves are attractive but they turn drive into overdrive Email diet: Touch it less or compose it better QUOTES White space is time with no assignment - Juliet: "In white space, as we define it, we call it time with no assignment. This is you're a dog in the park without a leash and your mind can run, thinking about anything

Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics.  Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also discusses paradigm shifts needed in sales on what defines productivity and how to enable managers themselves. HIGHLIGHTS Salespeople and leaders must be intentional about what works and doesn't Change the basis of productivity so sellers can focus on self-improvement   Managers have all the answers versus managers direct to the right answers Enablement leaders must identify subject matter experts within teams  QUOTES Be intentional about introspection - Shaan: "When you're short-term optimizing for just trying t

Josh Little is the Founder and CEO of Volley. There is a need for a better way to communicate as only 7% of communication is delivered through words. Volley's asynchronous messaging expresses tone of voice and body language and combines it with the convenience of texting. Josh shares its best uses in developing relationships in mastermind groups and between mentors and their mentees. HIGHLIGHTS Volley: An asynchronous messaging app with the benefits of video and convenience of texting Use cases for creators and long sales cycles Video messaging allows flexible communication to enhance relationships QUOTES Volley facilitates video messaging in long sales cycles - Josh: "Especially for long sales cycles, we've heard it used. If you know we're going to be talking for the next 12 to 18 months and we're going to be sharing a lot of data and that's going to get lost in your inbox, then yeah, let's jump into Volley." Creating value for mastermind groups and mentors and mentees - Josh "Folks that you wish you h

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Marcela Piñeros, the Global Head of Sales Enablement at Stripe, joins Howard and Alastair to discuss the musicality of making RevOps work. Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe) 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

Mario Martinez is the CEO and Founder of Vengreso. Prospecting in the digital age looks drastically different from how it used to just a couple of decades ago. There are many ways to optimize this and one of the best is by using video. This medium, compared to cold calls and emails, has the added advantage of displaying your expressions to create meaningful connections. Mario shares some digital-age tactics that may seem elementary to younger salespeople but are virtually unknown to sales leaders aged 45 and up. This is incredibly relevant to incorporate in training and being successful in an omnichannel approach to meeting buyers where they are at. HIGHLIGHTS Moving to Hawaii and Vengreso's focus on digital sales training for better prospecting Most salespeople find prospecting to be the most difficult part of sales Video tactics for prospecting in the digital era An omnichannel approach to selling meets buyers where they are  Fix your own social-selling brand before engaging on social media  QUOTES

Jeffery Downs is the Managing Director at FranklinCovey and author of Streaking. The best-performing salespeople streak their personal development. They work on their consecutive muscle and do little things every single day that lead to personal growth. Jeffery studied the differences between ordinary and extraordinary performers and found that the best of the best streak a “laughably simple” task every day. As they create this structure for consistent wins, the top performers’ actions become aligned with their vision for themselves, which then grows confidence, and sets a solid floor to reach any bar afterward. HIGHLIGHTS The upsides and downsides of company hopping Allow sellers to adapt first before throwing them out Streaking: Strengthen your consecutive muscle for personal development Track your streaks and increase your credibility and confidence QUOTES Successful people are intentional about their inputs for personal development Jeffery: "One of the metrics that I look at is not anything to do

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

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems) 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

Nick Capozzi is the Head of Storytelling at Demostack and the VP of sales at Smile Virtual. He shares his start in sales by selling duty-free items on cruise ships and the lessons on relationship-building that he learned in the 10 years he eventually spent there. These lessons remain applicable even in B2B selling as being likable could be the key differentiator between you and your competition. Nick also discusses how to maximize video and use it to increase your chances of getting bookings, as well as the lasting value of asking about the weather to make a connection. HIGHLIGHTS Selling duty-free luxury items and crazy stories of on cruise ships B2C selling emphasized the importance of relationships in sales Take the prospect off the streets: People buy from people they like The secret to confidence on video is lighting The weather question is still a good conversation starter QUOTES One of the best ways to improve is to listen to your own calls Nick: "People don't do it themselves. They're afraid

Tim Mann is the Director of Sales at Blueboard. Entering the world of sales through a nonprofit working in jails taught Tim the value of coaching to improve sellers' performance. He explains how cognitive behavioral therapy (CBT) is at the core of his coaching by changing habits and being curious about how people think. Tim also talks about salespeople's openness to learn as the foundation of their continuous learning. This curiosity about what makes them behave a certain way is not just important for personal awareness, but it also helps them to think for themselves, a soft skill with a direct correlation with sales success. HIGHLIGHTS Serving as a Marine and entering sales through a nonprofit for running Companies must invest in coaching and performance management CBT laid the foundation for Tim's coaching and changing behaviors Healthy competition builds an encouraging sales culture The Marines reinforced how to think for the greater good of the team QUOTES CBT is at the core of how and why Tim coa