Sales Strategy & Enablement by Revenue.io

Episode 339: How to Develop a Rainmaker Mindset. With Carolyn Coradeschi.

26 Dec 2016

Contributed by Lukas

Carolyn and I discuss tips for implementing productive behaviors, how to build the mindset of success, and current advice for sales professionals.

REPLAY of Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.

24 Dec 2016

Contributed by Lukas

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan an...

Episode 338: Tips for Better Sales Planning for 2017. With Bridget Gleason.

23 Dec 2016

Contributed by Lukas

Bridget and I discuss how to approach developing your sales plan and the ideal timeframe for sales planning.

337: How to Get the Biggest Return on Sales Training, with Steven Rosen.

22 Dec 2016

Contributed by Lukas

Steven and I discuss companies under-investing in the development of front line sales managers and leader development and coaching.

Episode 336: Ten Rules of Sales Success. With Thom Singer.

21 Dec 2016

Contributed by Lukas

Thom and I discuss the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

Episode 335: Marketing Into the Sales Funnel. With Matt Heinz.

20 Dec 2016

Contributed by Lukas

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

Episode 334: How to Generate Additional Business with Existing Customers. With Dan Englander.

19 Dec 2016

Contributed by Lukas

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 g...

Episode 333: How to Deal with the Iceberg Below the Surface. With Alen Mayer.

17 Dec 2016

Contributed by Lukas

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

Episode 332: Hiring, Firing and Knowing When to Leave. With Bridget Gleason.

16 Dec 2016

Contributed by Lukas

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

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

15 Dec 2016

Contributed by Lukas

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 di...

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

14 Dec 2016

Contributed by Lukas

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

Episode 329: Move Beyond the Opportunity to the Vision. With Dave Stein and Steve Andersen.

13 Dec 2016

Contributed by Lukas

Dave, Steve, and I discuss how to (not) control the sale and which activities support the sales process and create a higher probability of success.

Episode 328: How to Use Lean Methods to Grow Sales. With Brant Cooper.

12 Dec 2016

Contributed by Lukas

Brant and I discuss how he came to write his book, how he joined the ‘Lean’ movement, and how organizations can grow with their customers.

Episode 327: Why Good Enough is Better than Perfection. With Edward Nevraumont.

10 Dec 2016

Contributed by Lukas

Edward and I discuss the battle between good enough and excellent (and why good is better) and practical tips to improve your sales.

Episode 326: Absolute Value and the Buying Experience. With Bridget Gleason.

09 Dec 2016

Contributed by Lukas

Bridget and I discuss the value and the impact of Big Data. We talk about the impacts of Big Data helps us or hurts our sales efforts.

Episode 325: The New Power of Inside Sales. With Anneke Seley & Britton Manasco.

08 Dec 2016

Contributed by Lukas

Anneke, Britton, and I discuss how they came to write their book and the external trends that are forcing sales organizations to change.

Episode 324: How To Extend Your Sales Reach with Social Selling. With Tim Hughes.

07 Dec 2016

Contributed by Lukas

Tim and I discuss his journey from salesperson to sales expert and author and how social selling is becoming mainstreamed. 

Episode 323: How to Use Deal Reviews to Close More Orders. With Cian McLoughlin.

06 Dec 2016

Contributed by Lukas

Cian and I discuss the value of detailed Win/Loss Reviews and the surprising things that influence customers in their decisions to buy or not.

Episode 322: How to Use Podcasting to Connect with Your Prospects. With Will Barron.

05 Dec 2016

Contributed by Lukas

Will and I discuss how Will’s background in chemistry and medical device sales led to starting his podcast and how sales professionals would benefit...

Episode 321: What’s Your Unique Promise of Value? With John Smibert.

03 Dec 2016

Contributed by Lukas

John and I discuss the importance of building your personal brand, your unique promise of value, and how you can become a domain expert.

Episode 320: Where Will the Real Sales Revolution Begin? With Bridget Gleason.

02 Dec 2016

Contributed by Lukas

Bridget and I discuss the connections between new sales technologies and enhanced sales productivity, as well as the future of sales technology. 

Episode 319: How to Gamify Sales Productivity. With Jeremy Boudinet.

01 Dec 2016

Contributed by Lukas

Jeremy and I discuss what sales organizations are a good fit for gamification, and how to implement gamification to improve sales productivity.

Episode 318: How to Get the Best ROI from Sales Training. With Norman Behar.

30 Nov 2016

Contributed by Lukas

Norman and I discuss what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs.

Episode 317: How to Simplify The Complex Sale. With Brian Burns.

29 Nov 2016

Contributed by Lukas

Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with custo...

Episode 316: How to Create a Sales Process. With Craig Rosenberg.

28 Nov 2016

Contributed by Lukas

Craig and I discuss the current state of the sales process and how to build a sales process that supports the needs of the seller and the buyer.

Episode 315: How to Build Your Personal Brand with Networking. With Matt Holmes.

26 Nov 2016

Contributed by Lukas

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategie...

Episode 314: How to Reduce “No Decision” Decisions. With Bridget Gleason.

25 Nov 2016

Contributed by Lukas

Bridget and I cover how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

REPLAY of Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.

24 Nov 2016

Contributed by Lukas

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger ...

Episode 313: How to Generate More Leads (without Cold Calling.) With Kendra Lee.

23 Nov 2016

Contributed by Lukas

Kendra and I discuss cold calling and whether it is an ineffective use of a sales rep’s time, and how to make yourself into an authority.

Episode 312: Enhance all Sales Touch Points with Social. With Jamie Shanks.

22 Nov 2016

Contributed by Lukas

Jamie and I discuss common misconceptions about social selling, as well as the necessity for engaging the buyer on every front.

Episode 311: How to Earn Your Black Belt in Sales. With Anthony Caliendo.

21 Nov 2016

Contributed by Lukas

Anthony and I discuss why you need a passion to excel at whatever you do and the three essential traits all successful sales professionals possess.

Episode 310: How the Human Touch Accelerates Your Sales. With Ali Mirza.

19 Nov 2016

Contributed by Lukas

Ali and I discuss the biggest challenge facing sales reps in today’s environment and problems that can result from relying entirely on data to manag...

Episode 309: The Habits and Skills that Accelerate Your Success. With Bridget Gleason.

18 Nov 2016

Contributed by Lukas

Bridget and I discuss the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripts...

Episode 308: Use Transparency to Transform the Buying Experience. With Gerald Vanderpuye.

17 Nov 2016

Contributed by Lukas

Gerald and I discuss how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.

Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson.

16 Nov 2016

Contributed by Lukas

Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with ...

Episode 305: How to Make Sales Training Work for You. With Glenn Mattson.

14 Nov 2016

Contributed by Lukas

Glenn and I dig into why most sales training is not effective, and how to understand emotional drivers of behavior change.

Episode 304: How to Sell with GRIT (Generosity, Respect, Integrity and Truth.) With Laurie Sudbrink.

12 Nov 2016

Contributed by Lukas

My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading w...

Episode 303: How to Use Ambiguity to Win More Sales. With Bridget Gleason.

11 Nov 2016

Contributed by Lukas

On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Episode 302: How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein.

10 Nov 2016

Contributed by Lukas

Craig and I discuss the development of online and mobile CRM, why CRM implementations fail, and integrated marketing automation.

Episode 301: How to Entice, Disarm, and Discover Your Clients. With Ian Altman.

09 Nov 2016

Contributed by Lukas

Ian and I discuss understanding the problems your product solves for the customer and how to qualify your customer by enticing them.

Episode 300: How to Grow by Going for NO to Get to YES. With Andrea Waltz.

08 Nov 2016

Contributed by Lukas

Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales.

Episode 299: How to Persuade, Negotiate and Influence. With Kurt Mortensen.

07 Nov 2016

Contributed by Lukas

Kurt and I explore influence, persuasion, and negotiation. Also, how sales has changed and whether you would rather talk to a salesperson or a consult...

Episode 298: How to use Podcasts to Develop New Prospects. With Kevin Craine.

05 Nov 2016

Contributed by Lukas

Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and we...

Episode 297: What’s the Value of Persuasion as a Sales Skill? With Bridget Gleason.

04 Nov 2016

Contributed by Lukas

We answer the question of a listener about what you need to do to position yourself for promotion and attempt to define what persuasion is.

Episode 296: How to use Channel Partners to Grow Your Sales. With Jay McBain.

03 Nov 2016

Contributed by Lukas

Jay and I discuss why more companies are looking to build their business through channel sales partners and how channel sales are transforming entire ...

Episode 295: How to Accelerate Your Sales With Sales Process Engineering. With Justin Roff-Marsh.

02 Nov 2016

Contributed by Lukas

Justin and I discuss sales process engineering and why he believes it’s important to reduce a salesperson’s autonomy through a division of labor.

Episode 294: How to Accelerate the Growth of Your Business. With Sean Sheppard.

01 Nov 2016

Contributed by Lukas

Sean and I discuss the 4 key milestones start-ups should use to assess their progress and how to acquire the data to develop an effective customer att...

Episode 293: How to Rebuild Your Confidence. With Molly Fletcher.

31 Oct 2016

Contributed by Lukas

Molly and I discuss how to rebuild your confidence after a set back and differences and similarities between selling and negotiating.

Episode 292: When Cold Emailing is Better than Cold Calling. With Rod Sloane.

29 Oct 2016

Contributed by Lukas

Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling and how to use it to build a larger pipel...

Episode 291: How to Avoid the Sunk Cost Sales Trap. With Bridget Gleason.

28 Oct 2016

Contributed by Lukas

Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap and how to distinguish between a long sales cycle and a lost deal.

Episode 290: How to Have Better Sales Conversations. With Chris Orlob.

27 Oct 2016

Contributed by Lukas

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the...

Episode 289: How to Increase Win Rates on Qualified Leads. With Dan McDade.

26 Oct 2016

Contributed by Lukas

Dan and I discuss the importance of sales & marketing alignment in lead generation and effective strategies to improve sales & marketing collaboration...

Episode 288: How to Accelerate the Growth of your SaaS Company. With Nic Poulos.

25 Oct 2016

Contributed by Lukas

Nic and I discuss why enterprise customers are becoming more willing to buy critical systems from start-ups and what strategies help a start-up get th...

Episode 287: How to Grow Customer Lifetime Value. With Jermaine Edwards.

24 Oct 2016

Contributed by Lukas

Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process.

Episode 286: How to Create Content That Attracts Prospects. With Alzay Calhoun.

22 Oct 2016

Contributed by Lukas

Alzay and I discuss how the right content can transform a prospect’s perception of value and how to use content to maintain the right problem-soluti...

Episode 285: How to Eliminate Your Sales Biases. With Bridget Gleason.

21 Oct 2016

Contributed by Lukas

On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases."

Episode 284: Simplifying the Process of Prospecting. With Nicolas Vandenberghe.

20 Oct 2016

Contributed by Lukas

Nicolas and I discuss best practices for the routing of sales opps, the importance of the hand-off process, and how to perform real-time meeting conf...

Episode 283: How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows.

19 Oct 2016

Contributed by Lukas

John and I discuss why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better...

Episode 282: How to Sell to a ‘Challenger Customer.’ With Brent Adamson.

18 Oct 2016

Contributed by Lukas

Brent and I discuss how the ‘challenger’ paradigm presents a challenge for the buyer and seller and how it forces sellers to adapt their stratigie...

Episode 281: How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet.

17 Oct 2016

Contributed by Lukas

Andrea and I discuss how she incorporates her company's core values into her team’s selling efforts and how to use metaphors when selling intangible...

Episode 280: How To Get Ahead by Thinking Bigger. With Patrick Schwerdtfeger.

15 Oct 2016

Contributed by Lukas

Patrick and I discuss what it means to have a growth mindset, why having one is critical to your success and how living up to our potential is an ongo...

Episode 279: Is Sales a Marathon or a Sprint? With Bridget Gleason.

14 Oct 2016

Contributed by Lukas

Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting defeated.

Episode 278: How to Increase Engagement with Your Prospects. With Josh Evans.

13 Oct 2016

Contributed by Lukas

Josh and I discuss how to help reps more effectively engage with prospect and how reps can benefit from technologies that support account-based messag...

Episode 277: How to Manage and Improve Sales Performance. With Jason Jordan.

12 Oct 2016

Contributed by Lukas

Jason and I discuss why there needs to be more investment in training sales managers and strategies leaders can use to improve the performance of thei...

Episode 276: The Only Sales Guide You’ll Ever Need. With Anthony Iannarino.

11 Oct 2016

Contributed by Lukas

Anthony and I discuss why you as a salesperson are the primary value proposition and how psychology is more important than technology in sales.

Episode 275: Best Social Marketing Practices for SMBs. With Jeff Korhan.

10 Oct 2016

Contributed by Lukas

Jeff shares some of his best practices on social marketing, including how to take that first step to define and implement your social media strategy.

Episode 274: How to Align Your Value with Your Ideal Client. With Wendy Y Bailey.

08 Oct 2016

Contributed by Lukas

We discuss the importance of personal branding and why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospe...

Episode 273: How Sales Leadership Begins with YOU! With Bridget Gleason.

07 Oct 2016

Contributed by Lukas

Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us...

Episode 272: Amp Up Your Social Selling with The Right Sales Tools. With Kevin O’Nell.

06 Oct 2016

Contributed by Lukas

Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective use of sales technologies.

Episode 271: How to be a Great Sales Coach. With David A. Brock.

05 Oct 2016

Contributed by Lukas

David and I cover topics ranging from the evolving role of sales leaders in modern organizations to the qualities that make great sales coaches.

Episode 270: How to Be a Disruptor. With Jay Samit.

04 Oct 2016

Contributed by Lukas

What it means to be a disruptor, what self-disruption is really about and how it can transform your career and life.

Episode 269: The Science of Marketing and Sales Alignment. With Peter Mollins.

03 Oct 2016

Contributed by Lukas

Peter and I talk about the alignment between sales and marketing departments. And, how better collaboration will lead to more revenue.

Episode 268: How to Build an Extraordinary Brand. With Sunny Bonnell.

01 Oct 2016

Contributed by Lukas

Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal br...

Episode 267: Is the B2B Salesperson An Endangered Species? With Bridget Gleason.

30 Sep 2016

Contributed by Lukas

Listen in as Bridget and I discuss how salespeople can develop the habits and behaviors that not only improve their current performance, but also secu...

Episode 266: Understanding The ‘Math Of Sales.’ With Bill Johnson.

29 Sep 2016

Contributed by Lukas

Bill and I discuss ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.

Episode 265: How to Bring A Personal Touch Back Into Sales. With Michael Sacca.

28 Sep 2016

Contributed by Lukas

Michael and I discuss how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling p...

Episode 264: The ABC’s of Trigger-based Selling. With Craig Elias.

27 Sep 2016

Contributed by Lukas

Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to ...

Episode 263: How to Accelerate Your Business Growth. With Jake Dunlap.

26 Sep 2016

Contributed by Lukas

Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sa...

Episode 262: The Death of a Start-up. With Hampus Jakobsson.

24 Sep 2016

Contributed by Lukas

My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designe...

Episode 261: Springsteen and Sales. With Bridget Gleason.

23 Sep 2016

Contributed by Lukas

Join Bridget and I as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first.

Episode 260: How to Automate Your Phone-based Sales Processes. With David Hood.

22 Sep 2016

Contributed by Lukas

David and I discuss how inside sales are the increasing importance of virtual reputations and the evolving role of inside sales teams in full life-cyc...

Episode 259: High Profit Prospecting. With Mark Hunter.

21 Sep 2016

Contributed by Lukas

We discuss why salespeople are better off investing more time with fewer prospects and how to contact with high-profit prospects.

Episode 258: How to Win More Sales Now. With Erik Luhrs.

20 Sep 2016

Contributed by Lukas

Erik and I discuss how to create a unique sales persona that helps you rapidly build rapport with prospects and how to position yourself to win the tr...

Episode 257: How to Sell Bigger Deals to Bigger Customers. With Barbara Weaver Smith.

19 Sep 2016

Contributed by Lukas

Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.

Episode 256: How to Make Podcasting a Key Part of Your Content Marketing Strategy. With Jessica Rhodes.

17 Sep 2016

Contributed by Lukas

In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise a...

Episode 255: Does it Have to be Quality vs Quantity in Prospecting? With Bridget Gleason.

16 Sep 2016

Contributed by Lukas

Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams.

Episode 254: How to Quickly Ramp-up New Sales Reps. With Scott Miller.

15 Sep 2016

Contributed by Lukas

Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the impor...

Episode 253: How to Improve Sales Training with a Marketing Mindset. With Bill Caskey.

14 Sep 2016

Contributed by Lukas

Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal b...

Episode 252: How to Build The Right Sales Stack For Your Needs. With Nancy Nardin.

13 Sep 2016

Contributed by Lukas

Join us as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stac...

Episode 251: How to Increase Sales with Value-based Selling. With Julie Thomas.

12 Sep 2016

Contributed by Lukas

Julie and I define what value is in sales, and cover how to establish value in the prospect’s mind, Also how creating value in sales is challenged b...

Episode 250: How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings.

10 Sep 2016

Contributed by Lukas

Join Andy and Duane Cummings for a great conversation on what it means to live a sensational life and how being of service to others can help you be s...

Episode 249: How Sales Reps Should Prepare For A Sales Interview. With Bridget Gleason.

09 Sep 2016

Contributed by Lukas

Bridget Gleason and I discuss how to prepare for a sales job interview. We cover what questions you should be ready for and skills you need to have.

Episode 248: How to Use the Social DNA of Your Buyers to Increase Engagement. With Mike Scher.

08 Sep 2016

Contributed by Lukas

Mike and I discuss the biggest challenges sales reps have in reaching the right decision-makers and how to balance the quantity of proactive sales tou...

Episode 247: How to be a True Value Provider. With Jeffrey Gitomer.

07 Sep 2016

Contributed by Lukas

Jeffrey and I discuss social selling, smarter alternatives to cold calling prospects, and what the value proposition is really about.

Episode 246: Strategies to Develop a Better Coaching Habit. With Michael Bungay Stanier.

06 Sep 2016

Contributed by Lukas

Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach.

Episode 245: How to Increase Revenue and Reduce Churn. With Ralph Lentz.

05 Sep 2016

Contributed by Lukas

Ralph and I discuss how companies reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.

Episode 244: When to Start Selling Your Start up Product. With Kyle York.

03 Sep 2016

Contributed by Lukas

In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”

Episode 243: The Power of Positive Sales Habits. With Bridget Gleason.

02 Sep 2016

Contributed by Lukas

We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance. 

Episode 242: The Power of Predictive Analytics in Sales. With Debu Chatterjee.

01 Sep 2016

Contributed by Lukas

Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes.

Episode 241: How to Create Value through the Sales Process. With Donal Daly.

31 Aug 2016

Contributed by Lukas

In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016.