Sales Strategy & Enablement by Revenue.io
Activity Overview
Episode publication activity over the past year
Episodes
A Conversation with Bill Sanders
02 Feb 2023
Contributed by Lukas
Bill Sanders is the CEO of Mobus Inc. and the author of Creative Conflict: A Practical Guide for Business Negotiators. He talks about negotiating as m...
1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna
31 Jan 2023
Contributed by Lukas
Matt Dixon and Ted McKenna are Co-Founders of DCM Insights and also Co-Authors of The Jolt Effect: How High Performers Overcome Customer Indecision. E...
A Conversation with AJ Bruno
26 Jan 2023
Contributed by Lukas
AJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hund...
1123: Hire for Culture Fit, Not Just Competency with Nigel Green
24 Jan 2023
Contributed by Lukas
Nigel Green is the Founder of Business of Primary Care, CRO of Affirm Health, and the host of the Revenue Harvest Podcast. Companies that want to grow...
The Voice of Customer Insights [Special RevOps Podcast Episode]
22 Jan 2023
Contributed by Lukas
The voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to di...
A Conversation with Jennifer Allen
19 Jan 2023
Contributed by Lukas
Jennifer Allen is formerly Chief Evangelist of Challenger and now Head of Community Growth at Lavender. She's joining me today, along with my occasion...
1122: Win Deals and Create Top Teams Through Experiences with Brit Bartolini
17 Jan 2023
Contributed by Lukas
Brit Bartolini is a Senior Enterprise Account Executive at Blueboard. She shares her initial reluctance to enter sales due to negative stereotypes, an...
A Conversation with Lee Salz
12 Jan 2023
Contributed by Lukas
Lee Salz is a sales management strategist and author of several books including Sell Different! and Sales Differentiation which helps sellers win more...
1121: Conversations on Change—Making a Business Case for DEI with Daniella Bellaire
10 Jan 2023
Contributed by Lukas
Daniella Bellaire is the CRO at Diversio. There has been much progress in diversity, equity, and inclusion (DEI), but the real work is just about to g...
The Right Way to RevOps [Special RevOps Podcast Episode]
09 Jan 2023
Contributed by Lukas
Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Comin...
A Conversation with George Bronten
05 Jan 2023
Contributed by Lukas
George Bronten is the Founder and CEO of Membrain. In markets where your solution looks very similar to the competition's, how you sell is the big dif...
1120: Understanding Your Value and How to Sell It with Mark Stiving
03 Jan 2023
Contributed by Lukas
Mark Stiving is the Founder and Chief Pricing Educator at Impact Pricing LLC, as well as the host of the podcast Impact Pricing and author of the book...
The First 100 Days of a RevOps Leader [Special RevOps Podcast Episode]
01 Jan 2023
Contributed by Lukas
How do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bu...
A Conversation with Jeff Bajorek
29 Dec 2022
Contributed by Lukas
Jeff Bajorek is an advisor and coach to B2B sales leaders, author of Rethink the Way You Sell, and host of the podcast of the same name. Sales leaders...
1119: Upskill Sellers Through Practice, Not Training with Josh Kamrath
27 Dec 2022
Contributed by Lukas
Josh Kamrath is the CEO of Bongo, a skills validation and sales enablement tool that helps sellers put their knowledge into action. Josh digs into how...
Measuring Success in RevOps [Special RevOps Podcast Episode]
25 Dec 2022
Contributed by Lukas
Running a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at D...
A Conversation with Oscar Trimboli
22 Dec 2022
Contributed by Lukas
Oscar Trimboli is the author of Deep Listening and he teaches that listening is the requirement to understand a prospect's needs and gives value to th...
1118: Higher Complexity Results in Lower Sales Productivity with Pouyan Salehi
20 Dec 2022
Contributed by Lukas
Pouyan Salehi is the CEO and Co-founder of Scratchpad. Sales is a complex job, and it is made even more complex when salespeople are part of a larger ...
Meetings Customer Where They Are [Special RevOps Podcast Episode]
18 Dec 2022
Contributed by Lukas
In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and trul...
A Conversation with Casey Graham
15 Dec 2022
Contributed by Lukas
Casey Graham is the CEO of Gravy and the Co-Founder of Command AF. There are real nontraditional benefits to building a strong LinkedIn culture in you...
1117: Reimagining How Companies Recognize and Incentivize Sellers with Kevin Yip
13 Dec 2022
Contributed by Lukas
Kevin Yip is the President and Co-Founder of Blueboard and he dives into how companies can reimagine how they recognize and incentivize their employee...
A Conversation with Craig Lemasters
08 Dec 2022
Contributed by Lukas
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...
1116: Humanize Sales Management for 20x ROI with Wesleyne Greer
06 Dec 2022
Contributed by Lukas
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 im...
1115: Practice the Sales Skills That Matter with Jordana Zeldin and Jonathan Mahan
01 Dec 2022
Contributed by Lukas
Jordana Zeldin and Jonathan Mahan are the Co-Founders of The Practice Lab. There is a noticeable gap between what salespeople intellectually understan...
1114: Turning Profitable Growth During a Downturn with Karen Clarke
29 Nov 2022
Contributed by Lukas
Karen Clarke is the SVP and Managing Director for the Americas at Anaplan. In the current market, sales leaders face many challenges including a slowd...
The Machines Need to Work for Us [Special RevOps Podcast Episode]
27 Nov 2022
Contributed by Lukas
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 w...
A Conversation with Chris Hatfield
25 Nov 2022
Contributed by Lukas
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....
1113: How to Sell Through Tough Times and Uncertainty with Paul Reilly
24 Nov 2022
Contributed by Lukas
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 to...
1112: PHILPAL—The Top 7 Professional Values with Scott Miller
22 Nov 2022
Contributed by Lukas
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 l...
Using AI to Become Even More Human [Special RevOps Podcast Episode]
20 Nov 2022
Contributed by Lukas
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 Rem...
A Conversation with Victor Antonio
18 Nov 2022
Contributed by Lukas
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 natu...
1111: Bolster Training Structure to Increase Learning Efficiency with Kristen Taraszewski
17 Nov 2022
Contributed by Lukas
Kristen Taraszewski is the CEO of ElevenPoint2. Kristen talks about the challenges in training technical sellers and how they eventually came up with ...
1110: Connecting How Sellers Sell and How Buyers Buy with Philip Squire
15 Nov 2022
Contributed by Lukas
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 t...
Running With the Data [Special RevOps Podcast Episode]
13 Nov 2022
Contributed by Lukas
Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair a...
A Conversation with Eric Stine
11 Nov 2022
Contributed by Lukas
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 n...
1109: Create a Positive Buying Experience Using the Right Insights with Derrick Jenkins
10 Nov 2022
Contributed by Lukas
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 cru...
1108: Conquer Challenges Through Sales Effectiveness with Robert Koehler
08 Nov 2022
Contributed by Lukas
Robert Koehler is the Director of Customer Success Effectiveness at Compass. Robert gives his insights on building sales effectiveness teams and helpi...
To PLG or Not to PLG, That is the Question [Special RevOps Podcast Episode]
06 Nov 2022
Contributed by Lukas
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 th...
A Conversation with Justin Roff-Marsh
04 Nov 2022
Contributed by Lukas
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 g...
1107: Question Your Paradigm and Operate at Mind 3.0 with Ryan Gottfredson
03 Nov 2022
Contributed by Lukas
Ryan Gottfredson is an Associate Professor of Business and Leadership at California State University-Fullerton and the author of The Elevated Leader...
1106: Educate Sellers to Communicate Better with Samantha McKenna
01 Nov 2022
Contributed by Lukas
Samantha McKenna is the Founder of #samsales Consulting. She recalls the lessons from her time as a lifeguard at Disney there that helped her achieve ...
A Conversation with Brandon Fluharty
28 Oct 2022
Contributed by Lukas
Brandon Fluharty is the Founder of Be Focused. Live Great. Selling today leads to many unhealthy habits that result in the degradation of our health a...
1105: Find Common Ground to Convert Unreceptive Buyers with Tom Stanfill
27 Oct 2022
Contributed by Lukas
Tom Stanfill is the Co-Founder and CEO of ASLAN Training and the author of UnReceptive. A customer's willingness to listen matters more than your abil...
1104: Sales Engineers — Engaging Stakeholders in the Buyer Journey with Garin Hess and John Cook
25 Oct 2022
Contributed by Lukas
Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published 3rd ...
In Customer Experience, Experience is Everything [Special RevOps Podcast Episode]
23 Oct 2022
Contributed by Lukas
Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive fro...
A Conversation with Tiffani Bova
21 Oct 2022
Contributed by Lukas
Tiffani Bova is the Global Growth and Innovation Evangelist at Salesforce, a WSJ best-selling author, and the host of the What's Next! Podcast. The fu...
1103: Breaking Down the Basics of Cold Outreach with Michael Pedone
20 Oct 2022
Contributed by Lukas
Michael Pedone is the founder and sales training mentor of SalesBuzz.com. Selling is selling regardless of industry, and Michael breaks down the steps...
1102: Understand the Buyer’s Emotions to Change Them with Brent Adamson
18 Oct 2022
Contributed by Lukas
Brent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Custome...
A Conversation with Janine Kurnoff & Lee Lazarus
14 Oct 2022
Contributed by Lukas
Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connectio...
1101: Utilizing Data with Human Intuition to Improve Performance and Feedback with Alex Kvamme
13 Oct 2022
Contributed by Lukas
Alex Kvamme is the Co-Founder and CEO of Pathlight. With the tools and technology available, we already have enough data to work with for managing and...
1100: The Best Demo is a Mirror with Jonathan Friedman
11 Oct 2022
Contributed by Lukas
Jonathan Friedman is the Co-Founder and CEO of Demostack. How quickly should your prospect see a product demo in their buying journey? How do you make...
A Conversation with Brian Souza
07 Oct 2022
Contributed by Lukas
Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation...
1099: Enhance the Customer Experience with Trust, Technology, and Strategy with Chris Pennington
06 Oct 2022
Contributed by Lukas
Chris Pennington is the Chief Customer Officer at SugarCRM. Creating the best experience for customers in their buying journey doesn't only fall on th...
1098: Tell a Story on the Buyer's Vision of Success with Mercy Lee Bell
04 Oct 2022
Contributed by Lukas
Mercy Lee Bell is a Sales Enablement Manager at Webflow. There are distinct differences between traditional selling and product-led growth. Mercy digs...
A Conversation with Chris White
30 Sep 2022
Contributed by Lukas
Chris White is a business coach, entrepreneur, and author of The Six Habits of Highly Effective Sales Engineers. SEs are one of the most underserved r...
A Conversation with Janine Kurnoff & Lee Lazarus
30 Sep 2022
Contributed by Lukas
Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connectio...
1097: Self-Awareness Makes VC Investing Sane and Reasonable with Matt Melymuka
29 Sep 2022
Contributed by Lukas
Matt Melymuka is the Co-Founder and Managing Partner at PeakSpan Capital. Growing a business does not follow a uniform path. Matt shares their differe...
1096: A Salesperson’s Mission Is to Help Clients Achieve Their Goals with Fred Diamond
27 Sep 2022
Contributed by Lukas
Fred Diamond is the Co-Founder of the Institute for Excellence in Sales, Author of Insights for Sales Game Changers and a nonsales book called Love, H...
A Conversation with Drew Neisser
23 Sep 2022
Contributed by Lukas
Drew Neisser is the Founder of Renegade and CMO Huddles, host of the CMO Podcast, and Author of the new book Renegade Marketing: 12 Steps to Building ...
1095: Master Proposal and Negotiation Avoidance with Mike Bosworth
22 Sep 2022
Contributed by Lukas
Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 k...
1094: Focus on Your Product by Outsourcing Sales with Robert Henderson
20 Sep 2022
Contributed by Lukas
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 expert...
FOMO is dead. What now?? (Part 2) [Special RevOps Podcast episode]
18 Sep 2022
Contributed by Lukas
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 ...
A Conversation with Scott Roy and Roy Whitten
16 Sep 2022
Contributed by Lukas
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 ...
1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann
15 Sep 2022
Contributed by Lukas
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 vi...
1092: Top Seller Insights from the LinkedIn State of Sales Report with Brian Walton
13 Sep 2022
Contributed by Lukas
Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently publi...
Who Moved My Cheese with Natalie Furness (Part 2) [Special RevOps Podcast episode]
11 Sep 2022
Contributed by Lukas
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, ret...
A Conversation with Andres Lares
09 Sep 2022
Contributed by Lukas
Andres Lares is the CEO of Shapiro Negotiation Institute and author of Persuade. Selling is perceived as persuading, but to be truly effective, seller...
1091: Commit to Enable Frontline Salespeople with Andy Champion
08 Sep 2022
Contributed by Lukas
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 ha...
1090: Creativity and Curiosity Increase Your Win Rates with Elay Cohen
06 Sep 2022
Contributed by Lukas
Elay Cohen is the CEO and Co-Founder of SalesHood and author of Enablement Mastery and Saleshood. Sales enablement as a practice has grown significant...
Who Moved My Cheese with Natalie Furness (Part 1) [Special RevOps Podcast Episode]
04 Sep 2022
Contributed by Lukas
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Natalie Furness, Founder and CEO at RevOps Automated, joi...
A Conversation with Juliet Funt
02 Sep 2022
Contributed by Lukas
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 wo...
1089: Intentionality in Introspection: Enable Sellers’ Continuous Learning, with Shaan Hathiramani
01 Sep 2022
Contributed by Lukas
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 wo...
1088: Video Texting Deepens Relationships, with Josh Little
30 Aug 2022
Contributed by Lukas
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. ...
The Musicality of RevOps with Marcela Piñeros [Special RevOps Podcast episode]
28 Aug 2022
Contributed by Lukas
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, Marcela Piñeros, the Global Head of Sales Enablement at ...
A Conversation with Mario Martinez
26 Aug 2022
Contributed by Lukas
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 dec...
1087: Win Streaks Develop Your Consecutive Muscle, with Jeffery Downs
25 Aug 2022
Contributed by Lukas
Jeffery Downs is the Managing Director at FranklinCovey and author of Streaking. The best-performing salespeople streak their personal development. Th...
1086: Diversity in Sales Starts from the Top, with Cynthia Barnes
23 Aug 2022
Contributed by Lukas
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 wom...
FOMO is dead. What now?? (Part 1) [Special RevOps Podcast episode]
21 Aug 2022
Contributed by Lukas
Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown for the first of a two-part conversa...
A Conversation with Nick Capozzi
19 Aug 2022
Contributed by Lukas
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...
1085: Be Mindful of Changing Your Habits, with Tim Mann
18 Aug 2022
Contributed by Lukas
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 i...
1084: Remote Work Productivity in Asynchronous Companies, with Liam Martin
16 Aug 2022
Contributed by Lukas
Liam Martin is the Co-Founder of Time Doctor and Running Remote, and the author of Running Remote. Increasing productivity has always been one of the ...
A Conversation with Dale Dupree
12 Aug 2022
Contributed by Lukas
Dale Dupree is the Founder and CSO of The Sales Rebellion. The status quo in sales is mediocrity and this is what Dale is rebelling against. By develo...
1083: Innovating Immersive Learning Through VR, with Kurt Kratchman
11 Aug 2022
Contributed by Lukas
Kurt Kratchman is the CEO at Virti. COVID fast-tracked the need to innovate remote learning, especially in the healthcare industry where diagnostic sk...
1082: Commercialization Leaders Deliver Functional Transformation, with Sean Sheppard
09 Aug 2022
Contributed by Lukas
Sean Sheppard is the Managing Partner at U.plus. Introducing innovation requires the specialized role of commercialization leaders, either to grow the...
A Conversation with Steve Hall
05 Aug 2022
Contributed by Lukas
Steve Hall is an executive sales coach and Australia's leading C-level sales authority. He brings with him decades of experience in several industries...
1081: Scale and Automate How You Pay Out Commissions with Mark Schopmeyer
04 Aug 2022
Contributed by Lukas
Mark Schopmeyer is a Co-Founder and Co-CEO of CaptivateIQ, the new standard for sales commissions, that helps companies set, calculate, and report pay...
1080: Enable Distribution Channels to Serve the Millennials' Buying Model, with Orrin Broberg
02 Aug 2022
Contributed by Lukas
Orrin Broberg is a consultant to mid-market and global companies who improves indirect and dealer sales channels performance. He has extensive experie...
A Conversation with Luigi Prestinenzi
29 Jul 2022
Contributed by Lukas
Luigi Prestinenzi is the Co-Founder and Head of Growth at Sales IQ Group and host of the Sales IQ Podcast. Your mindset can either create amazing resu...
1079: Challengers Don't Settle for the Status Quo, with Jennifer Allen
28 Jul 2022
Contributed by Lukas
Jennifer Allen is the Chief Evangelist at Challenger™. She shares the 5 sales mindsets they discovered: Relationship Builder, Hard Worker, Lone Wolv...
1078: Be Genuine—How to Cold Call a Highly Targeted List, with Jim Duffy
26 Jul 2022
Contributed by Lukas
Jim Duffy is the President of The Litigation Connection. His business is finding the best litigation lawyers that fit his client's very particular nee...
A Conversation with Whitney Johnson
22 Jul 2022
Contributed by Lukas
Whitney Johnson is the CEO of Disruption Advisors and author of Disrupt Yourself: Master Relentless Change and Speed Up Your Learning Curve. Discussed...
1077: The Resurgence of Face-to-Face Sales, with Steven Benson
21 Jul 2022
Contributed by Lukas
Steven Benson is the Founder and CEO of Badger Maps. As a tool for field salespeople, Badger Maps took a big hit because of the pandemic. However, now...
1076: Service-Led Selling Differentiates You, with Jim Irving
19 Jul 2022
Contributed by Lukas
Jim Irving is the CEO of Merit Consulting and the author of the bestsellers The B2B Selling Guidebook and The B2B Leaders Guidebook, as well as his la...
A Conversation with Pouyan Salehi
15 Jul 2022
Contributed by Lukas
Pouyan Salehi is the CEO and Co-founder of Scratchpad. Tools like Salesforce were created for the convenience and use of managers, not reps. Pouyan de...
1075: Unlock Your Greatness by Finding a Worthy Goal, with Michael Bungay Stanier
14 Jul 2022
Contributed by Lukas
Michael Bungay Stanier is the founder of Box of Crayons and author of The Coaching Habit who also recently published his latest book called How to Beg...
1074: Master the Basics of EQ and Empathy, with Dean Karrel
12 Jul 2022
Contributed by Lukas
Dean Karrel is a career development advisor, sales trainer, LinkedIn Learning instructor, and author of Mastering the Basics. He has held senior leade...
A Conversation with Shannon Minifie
08 Jul 2022
Contributed by Lukas
Shannon Minifie is the CEO of Box of Crayons. Curiosity is not just seeking the right answers but also seeking to know the right questions to get to t...
1073: A Great Customer Experience Creates Loyalty, with Shep Hyken
07 Jul 2022
Contributed by Lukas
Shep Hyken is the Chief Amazement Officer of Shepard Presentations, an NYT bestselling author, and keynote speaker who helps companies deliver amazing...
1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols
05 Jul 2022
Contributed by Lukas
Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to ev...
A Conversation with Darin Dawson
01 Jul 2022
Contributed by Lukas
Darin Dawson is the President & CO-Founder of BombBomb.com. Video is the closest analog to face-to-face conversations which can communicate our nonver...