Sales Strategy & Enablement by Revenue.io

Accelerate! Expresso #02

16 Apr 2017

Contributed by Lukas

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips hav...

Episode 433: Follow Your Own Path to Happiness and Success w/ Paul Kortman

15 Apr 2017

Contributed by Lukas

In this episode, we talk about sales careers and how they intersect with our own personal joy. Paul Kortman, Founder of Connex Digital Marketing, and ...

Episode 432: Build the Right Relationships with Your Buyers

14 Apr 2017

Contributed by Lukas

The relationship is a well-worn topic in sales, but in this episode we uncover new insights unfamiliar to most sellers. Bridget Gleason is VP of Sales...

Episode 431: Improving Productivity with Sales Enablement w/ Giles House

13 Apr 2017

Contributed by Lukas

This episode paints a picture of a more productive salesperson, from the personal habits to the corporate strategies needed to get there. Giles House,...

430: Winning with Account-Based Strategies w/ Trish Bertuzzi

12 Apr 2017

Contributed by Lukas

Today's show unveils the right steps to take with account-based strategies, whether sales or marketing focused. Trish Bertuzzi, President of The Bridg...

Episode 429: Mold Your Mindset for Success w/ Gerhard Gschwandtner

11 Apr 2017

Contributed by Lukas

Gerhardt Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode. The personal mindset...

Episode 428: Correctly Using Data to Manage Sales w/ Greg Dalli

10 Apr 2017

Contributed by Lukas

Greg Dalli, Co-Founder of Clarus Designs joins me on this episode. In today's show, we discuss the role data has in the modern sales approach, with a ...

Accelerate! Expresso #01

09 Apr 2017

Contributed by Lukas

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips hav...

Episode 427: Put Purpose to Work in Your Business w/ Scott Beebe

08 Apr 2017

Contributed by Lukas

Scott Beebe, Founder and Head Coach of MyBusinessOnPurpose.com, joins me on this episode. In this show, we consider the power of vision stories and vi...

Episode 426: How to Use High-Quality Content To Fill Your Funnel w/ Eric Siu

07 Apr 2017

Contributed by Lukas

In this episode, we discuss how the buyers process starts, and where the connection with sales belongs.

Episode 425: How to Engage the Interest of Prospects w/ Jeff Schmidt

06 Apr 2017

Contributed by Lukas

In this episode, we elaborate on the ability of sales reps to align their selling processes to the buyer's own purchase process.

Episode 424: How to Sell on LinkedIn w/ Erik Qualman

05 Apr 2017

Contributed by Lukas

In this episode, we uncover the pure power of social selling, and how reps and harness it for their benefit in unexpected ways.

Episode 423: Increase Sales by Increasing Diversity w/ Lori Richardson

04 Apr 2017

Contributed by Lukas

In this episode, we unpack the power of diversity and inclusion and its relation to more sales.

Episode 422: Inspire Buyers to Action w/ Doyle Slayton

03 Apr 2017

Contributed by Lukas

In this episode we talk with Doyle Slayton, CEO and Founder of Xoombi, about motivating buyers to follow your lead.

Episode 421: How to Solve Common Sales Problems w/ Suzanne Paling

01 Apr 2017

Contributed by Lukas

In this episode, we uncover the 15 most common sales problems that reps are likely to face, and how to address them now.

Episode 420: How to Optimize Your Sales Process w/ Bridget Gleason

31 Mar 2017

Contributed by Lukas

In this episode, we dive into the sales process and pitfalls that sales managers can avoid to ensure its effectiveness in their organization.

Episode 419: How (and why) to Send a Cup of Coffee to a Buyer w/ Braydan Young

30 Mar 2017

Contributed by Lukas

In this episode, we dive into the value of gifts for prospects in the modern sales approach, including when and when not to send.

Episode 418: Process and Execution Rule in B2B Selling w/ Tibor Shanto

29 Mar 2017

Contributed by Lukas

In this episode we talk about mistakes sellers make, and how to get in contact with buyers who are not easily accessible via the traditional channels.

Episode 417: How to Achieve Your Goals with Passion, a Plan and a Purpose w/ Jon Ferrara

28 Mar 2017

Contributed by Lukas

In this episode, we discuss what passion for your career means for sales professionals in ways that can maximize their profits and productivity.

Episode 416: The Best Practices for Sales Managers w/ Kevin Davis

27 Mar 2017

Contributed by Lukas

In this episode we unlock the methods sales managers can employ to multiply the output and effectiveness of their teams.

Episode 415: Make it Easy for Buyers to Do Business with You w/ Gavin Zuchlinski

25 Mar 2017

Contributed by Lukas

In this episode, we elaborate on making your value proposition more meaningful and believable for buyers.

Episode 414: Are You a Great Candidate for Your Next Sales Job? w/ Bridget Gleason

24 Mar 2017

Contributed by Lukas

In this episode we unearth what the top sales candidates do to set themselves apart, and how you can find strategies to make your candidacy more attra...

Episode 413: Using Data to Drive Effective Coaching w/ Duncan Lennox

23 Mar 2017

Contributed by Lukas

In this episode, we unlock some of the data-driven secrets that top performers use in their sales coaching sessions.

Episode 412: How To Create Value for Your Prospects w/ Jack Kosakowski

22 Mar 2017

Contributed by Lukas

In this episode, we dig deep into what challenges sales teams face today, and how to overcome them in a definitive fashion.

Episode 411: How To Build Trust-based Relationships in Sales, with Charles Green

21 Mar 2017

Contributed by Lukas

This episode dives into what it takes to generate trust with your prospects and customers in an authentic, valuable way.

Episode 410: Put the Customer First to Close More Sales Faster w/ Jeff Shore

20 Mar 2017

Contributed by Lukas

This episode finds us rethinking what it means to truly put the customer first to drive compelling results.

Special Episode: How to Be an Ultra High Performer, with Jeb Blount

19 Mar 2017

Contributed by Lukas

In this special episode with Jeb Blount, we unlock the secrets of ultra high performance sales professionals.

Episode 409: Small Talk Leads to Sales Talk w/ Stephanie Melish

18 Mar 2017

Contributed by Lukas

In this episode, we discuss what authentic sales and creativity can do to a sales pipeline. 

Episode 408: Books to Help You Sell w/ Bridget Gleason.

17 Mar 2017

Contributed by Lukas

In this episode, we discuss the best sales books and how those can help salespeople only become more effective.

Episode 407: How to Optimize Your Sales Effectiveness w/ Manny Medina.

16 Mar 2017

Contributed by Lukas

In this episode we discuss the state of sales software in 2017. For the latest in sales software, visit www.ringdna.com.

Episode 406: Hurdle the Barriers to Your Sales Success, with Ralph Barsi

15 Mar 2017

Contributed by Lukas

In this episode we cover the master strategies that top sellers use to tackle barriers to sales success.

405: How To Rock Your Personal Brand on LinkedIn. With Viveka von Rosen.

14 Mar 2017

Contributed by Lukas

In this episode, we discuss how a personal brand can drive sales success like never seen before. Viveka von Rosen is a social selling expert, and auth...

404: Push Your Limits to Achieve the Impossible. With Dan Waldschmidt.

13 Mar 2017

Contributed by Lukas

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Ach...

403: WOW Your Prospects to Take Their Eyes off the Price. With John “JD” Dwyer.

11 Mar 2017

Contributed by Lukas

In this episode, we discuss the power of wow factors with customers in conversation with John “JD” Dwyer, CEO of The Institute of WOW, on the Gold...

402: How to Build Fundamental Sales Habits, With Bridget Gleason.

10 Mar 2017

Contributed by Lukas

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

401: How to Increase Conversions with Video Email. With Stephen Pacinelli.

09 Mar 2017

Contributed by Lukas

In this episode, we talk to Stephen Pacinelli, CEO of BombBomb, about increasing sales conversions.

400: Use A Talent Strategy to Hire ‘A’ Players. With Mike Drapeau.

08 Mar 2017

Contributed by Lukas

Mike Drapeau, is Managing Partner at Sales Benchmark Index. He heads SBI’s internal talent development.

399: Cut “No-Decisions” in Half with Great Software Demonstrations. With Peter Cohan.

07 Mar 2017

Contributed by Lukas

Peter Cohan is Founder of The Second Derivative, author of Great Demo! How To Create And Execute Stunning Software Demonstrations, and expert in givin...

398: How to Accelerate Your Growth with Marketing and Sales Alignment. With Tracy Eiler.

06 Mar 2017

Contributed by Lukas

Tracy Eiler, is Chief Marketing Officer at InsideView, and the co-author of a new book, with Andrea Austin, called Aligned to Achieve: How to Unite Yo...

Episode 397: How to Add Value with Affiliate Marketing. With Priest Willis.

04 Mar 2017

Contributed by Lukas

Priest Willis, Founder and CEO of Affiliate Mission.

Episode 396: How to Plan, Prepare and Travel for Business. With Bridget Gleason.

03 Mar 2017

Contributed by Lukas

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

Episode 395: Boost Conversions with “Email-First” Cold Calls. With Connor Lee.

02 Mar 2017

Contributed by Lukas

Connor Lee, is Founder and CEO of HipLead.

Episode 394: Using Social Teaming to Build Your Referral Team. With Dean DeLisle.

01 Mar 2017

Contributed by Lukas

Dean DeLisle, is the Founder and CEO of Forward Progress, Inc.

393: Boost Sales by Building Trust Through Content. With Marcus Sheridan.

28 Feb 2017

Contributed by Lukas

Marcus Sheridan, marketing and sales expert, Founder of The Sales Lion, and author of the new book, They Ask You Answer: A Revolutionary Approach to I...

Episode 392: How to Climb to the Top in Any Sales Organization. With Lee Bartlett.

27 Feb 2017

Contributed by Lukas

Episode 391: How to Differentiate Yourself by Building Your Authority. With Mike Saunders.

25 Feb 2017

Contributed by Lukas

We discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their a...

Episode 390: How to Have a Mindful, Focused Mindset. With Bridget Gleason.

24 Feb 2017

Contributed by Lukas

Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger.

Episode 389: How to Quickly Qualify Your Prospects. With Sean Burke.

23 Feb 2017

Contributed by Lukas

Sean and I discuss the problems sales professionals have today with prospects going dark and how prospects should be more fully qualified.

Episode 388: How to Reach the Right Contacts with the Right Messages. With Victoria Godfrey.

22 Feb 2017

Contributed by Lukas

Victoria and I discuss how to drive revenue and growth for companies by harnessing target account and contact information.

Episode 387: How to Draw to Win. With Dan Roam.

21 Feb 2017

Contributed by Lukas

Dan and I discuss Dan’s history with drawing, and his study of visual processing in the human brain and how it opens the door to greater understandi...

Episode 386: How to Network for Authentic Connections. With Jeff Beals.

20 Feb 2017

Contributed by Lukas

Jeff and I discuss how to connect with prospects, how to do networking effectively, and what you should allow on your own social media.

Special Episode: How to Build Your Winning Brand. With Kraig Kleeman

19 Feb 2017

Contributed by Lukas

Joining me for the second time, on this special episode of Accelerate! is Kraig Kleeman, author, speaker, consultant, expert on cold calling and prosp...

Episode 385: How to Align Sales and Marketing for Best Results. With Peter Buscemi.

18 Feb 2017

Contributed by Lukas

Peter and I discuss are the connections between sales and marketing roles

Episode 384: Is Your Process More Important Than Your Prospect? With Bridget Gleason.

17 Feb 2017

Contributed by Lukas

Bridget and I discuss a listener’s question, which leads to an exploration of process and customer engagement.

Episode 383: How to Capture and Record Activities to Optimize Productivity. With Patrick Hogan.

16 Feb 2017

Contributed by Lukas

Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity.

Episode 382: How to Use An Emissary to Help You Win the Enterprise Sale. With David Hammer.

15 Feb 2017

Contributed by Lukas

David and I discuss how to tap the knowledge of experts to help you win the complex sale and today’s state of the art of winning complex sales metho...

Episode 381: How to Market and Sell for Scaling Up. With Verne Harnish.

14 Feb 2017

Contributed by Lukas

Verne and I discuss are the challenges blocking startups from scaling up and his advice for accelerating your growth.

Episode 380: How to Use Dignity and Humor to Engage with Prospects. With Diana Geairn.

13 Feb 2017

Contributed by Lukas

Dianna and I discuss her intention to restore dignity to the profession of sales, how and why she uses a musical stage production to teach sales princ...

Episode 379: How To Hire and Coach the Best Sales Professionals. With Ken Thoreson.

11 Feb 2017

Contributed by Lukas

Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development.

Episode 378: How to Be Resilient in Sales. With Bridget Gleason.

10 Feb 2017

Contributed by Lukas

Bridget and I discuss resilience, why you need it in sales, and tips that help you develop it.

Episode 377: How to Increase Sales Productivity with Transparent Reporting. With Travis Truett.

09 Feb 2017

Contributed by Lukas

Travis Truett is the Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

Episode 376: How to Use Sales Intelligence to Engage with Prospects. With Sam Richter.

08 Feb 2017

Contributed by Lukas

Sam Richter is Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling.

Episode 375: How to Win More Sales by Building Rapport. With Elinor Stutz.

07 Feb 2017

Contributed by Lukas

Elinor Stutz is the author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and The Wish: A 360-Degree Business Devel...

Episode 374: How to Accelerate Your Growth by Aligning Sales and Marketing. With Andrea Austin.

06 Feb 2017

Contributed by Lukas

Andrea Austin is the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Grow...

REPLAY of Episode 331: How to Sell More in Less Time. With Jill Konrath.

05 Feb 2017

Contributed by Lukas

**  Originally released on December 15th, 2017  **   Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sale...

Episode 373: How to Tell Stories, Teach Lessons, and Sell Products. With Jeremy Reeves.

04 Feb 2017

Contributed by Lukas

Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.

Episode 372: How to Accelerate Your Sales into 2017. With Bridget Gleason.

03 Feb 2017

Contributed by Lukas

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.   KEY TA...

Episode 371: How to Get Your Sales Team to Adopt Your CRM Tool. With Timo Rein.

02 Feb 2017

Contributed by Lukas

Timo Rein is the Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

Episode 370: How to Make Your Own Game in Sales. And Win. With Chris Brogan.

01 Feb 2017

Contributed by Lukas

Chris Brogan, CEO of Owner Media Group, a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counti...

Episode 369: How to Build Valued Relationships With Your Buyers on LinkedIn. With Trevor Turnbull.

31 Jan 2017

Contributed by Lukas

Trevor Turnbull is the owner of Linked Into Leads, a LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.

Episode 368: How to Accelerate Sales with Better Behaviors. With Frank Cespedes.

30 Jan 2017

Contributed by Lukas

Frank Cespedes, is a Senior Lecturer at Harvard Business School, and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that D...

Episode 367: How to Apply the Coaching Model in Your Organization. With Barry Demp.

28 Jan 2017

Contributed by Lukas

Barry and I discuss how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of ...

Episode 366: How to Accelerate Your Success by Studying Great Books. With Bridget Gleason.

27 Jan 2017

Contributed by Lukas

Bridget and I discuss the most frequently recommended sales books and how your team or organization can participate in Andy’s reading program.

Episode 365: How to Shorten Time to Revenue with Account-Based Everything. With Jon Miller.

26 Jan 2017

Contributed by Lukas

John and I discuss how Account-Based Everything is not marketing automation but human engagement, and how it shortens the time to revenue.

Episode 364: How to Close Sales Without Manipulating Buyers. With James Muir.

25 Jan 2017

Contributed by Lukas

James and I discuss why bad sales practices still abound, essential questions to help advance the buying process, and how facilitating the buying proc...

Episode 363: How to Convert Contacts Into Profitable Relationships. With Ed Wallace.

24 Jan 2017

Contributed by Lukas

Ed and I discuss the steps to you can take to convert sales contacts to relationships, and engine that turns leadership connections into relationships...

Episode 362: How to Accelerate Your Sales Through Stories. With Craig Wortmann.

23 Jan 2017

Contributed by Lukas

Craig and I discuss how very capture buyers’ attention, how to create a story matrix and why stories of failure can be so persuasive.

Episode 361: Using Social Media in Your Sales Process. With Philip Calvert.

21 Jan 2017

Contributed by Lukas

Philip and I discuss his journey from financial service sales to social selling strategist, and how social media can build bridges.

Episode 360: How to Build and Manage Distributed Sales Teams. With Bridget Gleason.

20 Jan 2017

Contributed by Lukas

Bridget and I discuss how to accommodate account executives with relocation issues and how complex sales need a complex infrastructure.

Episode 359: How to Influence and “Pre-Suade” Buyers. With Robert Cialdini.

19 Jan 2017

Contributed by Lukas

Dr. Cialdini and I discuss how his research of how people are influenced to make decisions and the precepts of influence.

Episode 358: Accelerate Your Success by Investing in Your Development. With Mike Weinberg.

18 Jan 2017

Contributed by Lukas

Mike and I discuss how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson.

Episode 357: How to Accelerate Your Sales With Lean Communications. With Jack Malcolm.

17 Jan 2017

Contributed by Lukas

Jack and I discuss are how a reluctant salesperson became a sales trainer and how lean thinking clarifies sales communications.

Episode 356: How to Accelerate Relationship-building. With Keith Dugdale.

16 Jan 2017

Contributed by Lukas

Keith and I discuss are the activities and mindsets that work best for relationship-building and when sales training is premature.

Episode 355: How You Can Accelerate Your Success in 2017. With Mark Hunter.

14 Jan 2017

Contributed by Lukas

Mark lays out his challenges for sales professionals, including how to put together a personal development plan, how to develop the habit of curiosity...

Episode 354: How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott.

13 Jan 2017

Contributed by Lukas

David teaches how authentic storytelling builds connections and how to create stories that catch the attention of the buyers.

Episode 353: How You Can Grab the Attention of Busy, Distracted Buyers. With Jill Rowley.

12 Jan 2017

Contributed by Lukas

Jill provides techniques to cut through the distractions competing for your buyer’s attention, how to use social, and essential social strategies.

Episode 352: How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan.

11 Jan 2017

Contributed by Lukas

Welcome to Sales Kick-Off Week on Accelerate! Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan. Jim Keena...

Episode 351: How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath.

10 Jan 2017

Contributed by Lukas

Jill shares essential tips and techniques to help you jump-start your productivity. Stay focused and become more productive.

Episode 350: How You Can Increase Sales through Customer Service. With Peter Shankman.

09 Jan 2017

Contributed by Lukas

How to always exceed your customer's expectations, why referrals are more effective than advertising, and how the role of the sales professional will ...

Episode 349: How to Use Networking to Open the Door. With David J.P. Fisher.

07 Jan 2017

Contributed by Lukas

David and I discuss the reasons why networking is an investment in relationship building and the secret to being the most interesting person in the ro...

Episode 348: How to Get Motivated for 2017 (and beyond.) With Bridget Gleason.

06 Jan 2017

Contributed by Lukas

Bridget and I discuss motivation, great books we’ve read, and what managers need to know about their team members to help them succeed.

Episode 347: How to Increase Your Sales Effectiveness. With George Brontén.

05 Jan 2017

Contributed by Lukas

George and I discuss whether there is a global crisis in sales effectiveness, stories of sales gone wrong, and factors that help a sales rep be more e...

Episode 346: How to Build a Team for the Complex Enterprise Sale. With Marcy Campbell.

04 Jan 2017

Contributed by Lukas

Marcy and I discuss Marcy’s unique sales background, the challenges of selling a disruptive product, and the qualifications needed for complex tech ...

Episode 345: What Salespeople are Doing Wrong on LinkedIn and how to Fix it. With Chris Hamilton.

03 Jan 2017

Contributed by Lukas

Chris and I discuss LinkedIn as a sales platform, LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

Episode 344: How to Close More Deals with Effective Sales Negotiation. With Ron Hubsher.

02 Jan 2017

Contributed by Lukas

Ron and I discuss how, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and negotiation. 

REPLAY of Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.

31 Dec 2016

Contributed by Lukas

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classi...

Episode 343: How to Reflect on the End of the Year and a New Start. With Bridget Gleason.

30 Dec 2016

Contributed by Lukas

Bridget and I discuss what to do about end of the year reflections, things that are really important, and determining what to do better next year.

Episode 342: Overcoming Adversity to Find Success With Ryan Stewman.

29 Dec 2016

Contributed by Lukas

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivatio...

Episode 341: How to Listen to Discover. With Paul Cherry.

28 Dec 2016

Contributed by Lukas

Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

Episode 340: How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins.

27 Dec 2016

Contributed by Lukas

Robert, Bill, and I discuss their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesita...