Sales Strategy & Enablement by Revenue.io – Details, episodes & analysis

Join us 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 Host on LinkedIn: 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

This week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Barrett King (Senior Director of Revenue, New Breed) 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.

On the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations, as well as how partnerships are becoming a cornerstone for growth and success in the sales ecosystem. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Christine Li (VP of Global Partnerships, G2) 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.

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 in markets like this, is damn good enough." Show the buyer the cost of action - Jennifer: "One of the most eye-opening experiences is my job as a seller is not to show why it's better. My job is to show the cost of an action. What is the cost of the status quo before I ever start going off about what I have to offer and what that looks like." ROI is not compelling enough to move away from the status quo - Jennifer: "I would talk about here's the ROI of changing; it's 15 times ROI. Guess who else is saying that? Every other vendor competing for that dollar. It means almost nothing. And I'm not saying there's not a time and place for ROI, but compelling a business to exit the status quo is incredibly difficult. And just like the doctor's example, they need to feel that the risk of staying the same is actually far greater than the risk of change." Find out more about Jennifer in the link(s) below: LinkedIn: https://www.linkedin.com/in/jenniferallen1121/ 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 Podcast Selling with Purpose Podcast RevOps Podcast

Matt and I discuss how Full Funnel Marketing is a challenge to marketers and how to measure Marketing’s contribution to the pipeline.

Dan and I discuss how to keep your customers engaged and involved beyond the initial sale, and how to unify sales and customer success around common goals.

Alen and I discuss how he learned to ask the right questions to prospects and how your mindset influences your selling behavior.

Bridget and I discuss, employment-related questions and sales team characteristics of companies in different stages of growth.

Jill and I discuss how she came to focus on selling more in less time, what she learned from her research about concentration, and how to eliminate distraction.

Marylou and I discuss her journey from engineer to revenue expert, and her new methodology you can use to predictably reach new prospects.