Sales Strategy & Enablement by Revenue.io

899: Success on Your Own Terms, with Casanova Brooks

02 Apr 2021

Contributed by Lukas

Casanova Brooks is the Founder at DreamNation Media. Today we're talking about a topic that I believe is important for sellers: how to live, work and ...

898: B2B Marketing Unstuck, with Chris Walker

01 Apr 2021

Contributed by Lukas

Chris Walker is the Founder and CEO at Refine Labs. Today we talk about why Chris believes B2B marketing is stuck. And what some of the prescriptions ...

897: Enablement, with Paul Butterfield

30 Mar 2021

Contributed by Lukas

Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Today we'...

896: The Queen of Cold Calling, with Wendy Weiss

26 Mar 2021

Contributed by Lukas

Wendy Weiss is the President of ColdCallingResults.com. And has been called The Queen of Cold Calling. So, one guess what we're talking about today? ...

895: Managing for Performance, with Brian Trautschold

25 Mar 2021

Contributed by Lukas

Brian Trautschold is the Co-Founder & COO at Ambition. We cover a lot of territory in this conversation. Brian shares his perspectives about the role ...

894: Sales Lessons From Year Zero, with Derek Wyszinski

23 Mar 2021

Contributed by Lukas

Derek Wyszinski is the Director of Sales at Parallels. Today we discuss a very thoughtful and moving article Derek wrote called, "Sales Lessons from Y...

893: Does it Still Make Sense to Pay Commision? with AJ Bruno

19 Mar 2021

Contributed by Lukas

Today I have a fun conversation with AJ Bruno (Co-Founder & CEO at QuotaPath). We get into an important topic in sales: does it still make sense to pa...

892: What is "Modern" Selling? with Brandon Bornancin

18 Mar 2021

Contributed by Lukas

Brandon Bornancin is the CEO of Seamless.ai. This is a wide ranging conversation about the challenges for sellers in 2021 and beyond. We start with th...

891: Outbounding, with Skip Miller

16 Mar 2021

Contributed by Lukas

Skip Miller (President of M3 Learning) is author of the new book, "Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbou...

890: Video Selling: Would I Have Won That Deal Pre-COVID? with Julie Hansen

12 Mar 2021

Contributed by Lukas

Julie Hansen is a leading sales presentation expert. And Founder of Performance Sales and Training. Today: How to Sell on Video. Julie brings a unique...

889: Blissful Prospecting, with Jason Bay

11 Mar 2021

Contributed by Lukas

Jason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in variou...

888: Winning Sales Remotely, with Dave Shaby

09 Mar 2021

Contributed by Lukas

Dave Shaby is the COO at the RAIN Group and co-author of the book, "Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely"...

887: Selling the C-Level, with Steve Hall

05 Mar 2021

Contributed by Lukas

Today on the show, Steve Hall (Co-Founder of Executive Sales Forum International) and one of Australia's leading C-Level sales experts. Lots of great ...

886: Sales Management That Works, with Frank Cespedes

04 Mar 2021

Contributed by Lukas

Frank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That N...

885: Unstuck: How to Unlock and Activate the Wisdom of Others, with Craig Lemasters

02 Mar 2021

Contributed by Lukas

Craig LeMasters is the author of "Unstuck: How to Unlock and Activate the Wisdom of Others" and the CEO of GXG, a consulting firm based in Atlanta. On...

884: Mental Health and Sales Performance, with Chris Hatfield

26 Feb 2021

Contributed by Lukas

Chris Hatfield is the Founder of Sales Psyche, which works to develop and support the mental health and performance of sales managers and their teams...

883: Opportunity Flow, with Justin Roff-Marsh

25 Feb 2021

Contributed by Lukas

Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales proces...

882: Salespeople as Entrepreneurs, with Susanna Camp and Jonathan Littman

23 Feb 2021

Contributed by Lukas

Susanna Camp and Jonathan Littman are the co-authors of an interesting new book titled, "The Entrepreneur's Faces: How Makers, Visionaries and Outside...

881: What is Revenue Operations? with Jordan Henderson

19 Feb 2021

Contributed by Lukas

Jordan Henderson is the Director of Revenue Operations (aka RevOps) here at ringDNA. If you've heard talk of RevOps and you're just not sure what it i...

880: Why Your Personal Brand (on Linkedin) Matters, with Casey Graham

18 Feb 2021

Contributed by Lukas

Casey Graham is the CEO of Gravy. On today's episode we discuss the importance of building a LinkedIn culture in your organization. Plus, why it's ess...

879: Kindness in Business, with Cole Baker-Bagwell

16 Feb 2021

Contributed by Lukas

Cole Baker-Bagwell is the founder and Chief Kindness Officer at Cool Audrey, a consulting firm that teaches companies how to put kindness to work in b...

878: Contract Lifecycle Management, with Vishal Sunak

12 Feb 2021

Contributed by Lukas

Vishal Sunak is the Founder and CEO of LinkSquares. In this conversation we dive into an important (and often overlooked) topic for sales teams: Contr...

877: Rethinking Sales Mindsets, with Luigi Prestinenzi

11 Feb 2021

Contributed by Lukas

Luigi Prestinenzi is the Founder and Head of Growth at the Sales IQ Global. In our conversation we talk about essential mindsets for sellers. I know, ...

876: Bourbon and Sales Performance, with Nick Kane

09 Feb 2021

Contributed by Lukas

Nick Kane is the Managing Partner of the Janek Performance Group. This is such a fun conversation. We dig into three important topics. First and forem...

875: The Role of Business in Political Change, with Christine Lagorio-Chafkin

05 Feb 2021

Contributed by Lukas

Christine Lagorio-Chafkin is a senior writer at Inc. Magazine. In this episode we discuss her recent article, "Business Leaders Spoke Up After the Cap...

874: 10 Habits of High-Performance, with Andrew Sykes

04 Feb 2021

Contributed by Lukas

Andrew Sykes is the Founder of Habits at Work, and author of an excellent book titled, "The 11th Habit: Design Your Company Culture to Foster the Hab...

873: Sales Conversations vs Sales Cycles, with Gopkiran Rao

02 Feb 2021

Contributed by Lukas

Gopkiran Rao is the Chief Strategy and Marketing Office at MindTickle. In this episode we discuss why now it is more important than ever for organiza...

872: Chief Revenue Officers, with Zorian Rotenberg

29 Jan 2021

Contributed by Lukas

Zorian Rotenberg is the CRO at Infotelligent. In today's episode we dive into how and why a CRO is different than a VP of Sales. Titles are thrown aro...

871: One of My Favorite People in the Sales Universe, with Ralph Barsi

28 Jan 2021

Contributed by Lukas

Ralph Barsi is the the VP of Global Inside Sales at Tray.io and one of my favorite people in this sales universe. In this episode we talk about Ralph’...

870: Selling with Dyslexia, with Rob Johnson

26 Jan 2021

Contributed by Lukas

Rob Johnson is the Managing Director for Onit, leader in the enterprise legal ops space. Rob sent me one of the more interesting pitches to be a guest...

869: Managing Your Business Data, with Lars Helgesen

22 Jan 2021

Contributed by Lukas

Lars Helgeson is the Founder and CEO of GreenRope, developer of the Complete CRM. Today we discuss why managing data in a business is a leadership iss...

868: New Logo Acquisition, with Catie Ivey

21 Jan 2021

Contributed by Lukas

Catie Ivey is the regional Vice President responsible for all new logo acquisition in the mid-market space for DemandBase. In this conversation dive i...

867: Special Inauguration Episode, with Congressman Bill Foster

20 Jan 2021

Contributed by Lukas

U.S. Congressman Bill Foster is my guest on this special inauguration episode. Representative Bill Foster represents the 11th congressional district i...

866: Mr. Monkey and Me, with Mike Smerklo

19 Jan 2021

Contributed by Lukas

Mike Smerklo is an entrepreneur, investor and author of the book, "Mr Monkey and Me". In this episode we hear the story of Mike's struggles with sel...

865: The CIA Method: Polygraphs and Prospects, with Dan Crum

15 Jan 2021

Contributed by Lukas

Dan Crum is author of the book titled "The CIA Method" about best practices in hiring and recruiting for sales. Dan has had one of the most interestin...

864: Sobriety, Stigma and Sales, with Chris Anthony

14 Jan 2021

Contributed by Lukas

Chris Anthony is the Vice President, US Consumer Goods and Marketing Cloud at Salesforce. This is another in a series of conversations I’ve been hav...

863: All Things Tactile Marketing Automation, with Nick Runyon

12 Jan 2021

Contributed by Lukas

Nick Runyon is the CMO at PFL.com, a leader in the Tactile Marketing Automation space. In this episode we get into everything Tactile Marketing Automa...

862: The State of Enterprise Sales in Saas, with Vince Beese

08 Jan 2021

Contributed by Lukas

Vince Beese is the head of Enterprise Sales at Kustomer (which was just acquired by Facebook). Vince has been selling big deals into the enterprise an...

861: The 5 Sales Myths, with Jake Dunlap

07 Jan 2021

Contributed by Lukas

Jake Dunlap is the CEO of Skaled. In this episode Jake and I discuss an article he posted on linkedin about 5 predominant myths in sales. You’ll r...

860: The New Economics of Field Sales, with Stephen Diorio

05 Jan 2021

Contributed by Lukas

Stephen Diorio is the Executive Director at The Revenue Enablement Institute. The pandemic has been an eye opener for business leaders, many are doubl...

From The Vault: A Conversation with Whitney Johnson

30 Dec 2020

Contributed by Lukas

Whitney Johnson is the author of the book: Disrupt Yourself. Master Relentless Change and Speed Up Your Learning Curve. Right off the bat, let me tel...

859: Building Better Sales Habits, with Liston Witherill

29 Dec 2020

Contributed by Lukas

Liston Witherill is B2B sales consultant, trainer, and host of the Modern Sales podcast, on which I was honored to be a guest. In this episode Liston ...

From The Vault: A Conversation with Michael Bungay Stanier

28 Dec 2020

Contributed by Lukas

Michael Bungay Stanier is the author of one of my favorite books The Coaching Habit. On this episode we talk about his new brand new book, The Advice ...

From the Vault: A Conversation with David Brock

26 Dec 2020

Contributed by Lukas

David Brock is CEO of Partners in Excellence and the author of the excellent book, The Sales Manager's Survival Guide. David is a self-described ruthl...

858: Self-Directed Performance Coaching, with Roger Connors

22 Dec 2020

Contributed by Lukas

Roger Connors is a 4x NYTimes and WSJ bestselling author. In this episode we talk about his latest book Get a Coach, Be a Coach. Roger believes that o...

From The Vault: A Conversation with David Premier

21 Dec 2020

Contributed by Lukas

David Priemer is the author of the new book "Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)" On this episode we d...

857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes

18 Dec 2020

Contributed by Lukas

Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. Mark’s a contrarian on the myths and bad...

856: The Humanity of Video Messaging, with Tyler Lessard

17 Dec 2020

Contributed by Lukas

Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. As you might expect, Tyler and I are going to spend most of our time talki...

855: What Does It Mean To Be Sales Ready? with Jeff Santelices

15 Dec 2020

Contributed by Lukas

Jeff Santelices is the Chief Revenue Officer at MindTickle. In this episode we start with what it means for a seller to be sales ready. Then we delve...

From The Vault: A Conversation with Mike Weinberg

14 Dec 2020

Contributed by Lukas

Mike Weinberg is a consultant, speaker and author. His latest book is Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Mi...

854: Coachability, with Kevin Davis

11 Dec 2020

Contributed by Lukas

Kevin Davis is the founder of TopLine Leadership and author of The Sales Manager’s Guide to Greatness. In this episode Kevin and I are talking about...

853: Solution Selling, with Mike Bosworth

10 Dec 2020

Contributed by Lukas

Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating tru...

852: ringDNA’s Top Sales Coach Competition Winner, with Nichole Porter

08 Dec 2020

Contributed by Lukas

Nichole Porter is a Sales Lead for retail at Shopify and she was the winner of ringDNA’s Top Sales Coach Competition. If you didn’t hear about th...

851: Selling is Easy, Buying is Hard, with Garin Hess

04 Dec 2020

Contributed by Lukas

Garin Hess, founder and CEO of Consensus, is author of the book, Selling is Easy. Buying is Hard: How Buyer Enablement Drives Digital Sales Transform...

850: Don't Take Yes for an Answer, with Steve Herz

03 Dec 2020

Contributed by Lukas

Steve Herz (President of The Montag Group) is the author of Don't Take Yes for an Answer: Using Authority, Warmth, and Energy to Get Exceptional Resu...

849: Building Your Brand on LinkedIn, with Tara Horstmayer

01 Dec 2020

Contributed by Lukas

Tara Horstmeyer is currently the Director of Partner Success at Gravy. In this episode we have an extended conversation about building your personal ...

From The Vault: A Conversation with Keith Ferrazzi

30 Nov 2020

Contributed by Lukas

Keith Ferrazzi is author of NYT bestseller Never Eat Alone: And Other Secrets to Success One Relationship at a Time. On today's episode we get into Ke...

848: How to Create More Diversity in Sales, with Sally Duby

24 Nov 2020

Contributed by Lukas

Sally Duby is the Chief Sales Officer and Partner at The Bridge Group. In this episode Sally and I dive into how to create more diversity in sales (te...

From The Vault: A Conversation with Eric Barker

23 Nov 2020

Contributed by Lukas

Eric Barker is the author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know Abou...

847: Field Sales, with Austin Rolling

20 Nov 2020

Contributed by Lukas

Austin Rolling is the founder and CEO of Outfield. Austin’s journey is a great story of persistence and resilience. Not the least of which is that ...

846: Selling with Noble Purpose, with Lisa McLeod

19 Nov 2020

Contributed by Lukas

Lisa McLeod is the author of "Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud". It's an important book and should be...

845: Success Mindsets, with Ryan Gottfredson

17 Nov 2020

Contributed by Lukas

Ryan Gottfredson is the author of "Success Mindsets: Your Keys to Unlocking Greater Success in Your Life, Work, & Leadership." In this episode Ryan a...

844: Category Creation, with Jon Miller

13 Nov 2020

Contributed by Lukas

Jon Miller is the CPO at Demandbase, and previously cofounder at Engagio and Marketo. In this episode I talk with Jon about his journey from being a ...

843: Four Standards of Sales Excellence, with Ralph Barsi

12 Nov 2020

Contributed by Lukas

Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Ex...

842: A Crisis in Sales Hiring, with Jeff Thomas

10 Nov 2020

Contributed by Lukas

Jeff Thomas is the founder at Predictably.pro. In today's episode we discuss the current crisis in sales hiring and how to solve it. According to Jeff...

From The Vault: A Conversation with Anthony Iannarino

09 Nov 2020

Contributed by Lukas

Anthony Iannarino is one of the most thoughtful people I know and author of the book. "The Lost Art of Closing: Winning the Ten Commitments That Driv...

841: Interesting Conversations with Strangers, with Alexandria Smith

06 Nov 2020

Contributed by Lukas

Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her cu...

840: High-Velocity Inside Sales Teams, with Lori Harmon

05 Nov 2020

Contributed by Lukas

Lori Harmon is the Vice President of Global Cloud Sales & Customer Success at NetApp and the author of a book titled, "42 Rules for Building a High-V...

839: Professional Sales College, with Sean Sheppard

03 Nov 2020

Contributed by Lukas

Sean Sheppard is the founder of GrowthX and today we talk about the challenges of starting a company during a pandemic and selling to customers that a...

From The Vault: A Conversation with Tiffani Bova

02 Nov 2020

Contributed by Lukas

Tiffani Bova is the Global Growth Evangelist for Salesforce. On today's episode we dive into why selling has always been more about the buyer than th...

838: Asking For The Order, with Jeff Koser

30 Oct 2020

Contributed by Lukas

Jeff Koser is the founder and CEO at Zebrafi. In today's episode we talk about an article Jeff wrote titled, "During The Pandemic, Is It Still Okay To...

837: Practice with the Same Intensity You Play, with Ernest Owusu

29 Oct 2020

Contributed by Lukas

Ernest Owusu is the Senior Director of Sales Development at 6sense. In this episode we talk fatherhood, football and performance based professions. We...

836: Growing Sales Teams at High Growth Companies, with Olivier L'Abbe

27 Oct 2020

Contributed by Lukas

Olivier L'Abbe is the President of MetaData.io and in this episode we talk about the challenges of growing sales teams at high growth companies. We al...

From the Vault: A Conversation with Lolly Daskal

26 Oct 2020

Contributed by Lukas

Lolly Daskal is a global leadership consultant and author of, "The Leadership Gap". On today' episode we dive into the importance of leaders “pinpoi...

835: Shopify, Sales and the Future of Work, with Daniella Bellaire

23 Oct 2020

Contributed by Lukas

Daniella Bellaire is the Head of Sales at Shopify Retail and in this episode we talk about the future of work, remote work for sales specifically, and...

834: B2B Sales Recruiting and Hiring, with Amy Volas

22 Oct 2020

Contributed by Lukas

Amy Volas is the Founder and CEO of Avenue Talent Partners. In this episode, we dig into the state of B2B sales recruiting and hiring. We explore what...

833: Virtual Selling, with Jeb Blount

20 Oct 2020

Contributed by Lukas

Jeb Blount is the multi-bestselling author of books such as "Fanatical Prospecting." In this episode we were meant to talk about negotiation and his e...

832: A Genuine Sales Professional, with Leslie Venetz

16 Oct 2020

Contributed by Lukas

Leslie Venetz is the New Business Development Director for Procurement Leaders. Occasionally I have the pleasure of meeting people who have a genuine ...

831: The State of Mental Health in Sales, with Jeff Riseley and Howard Brown

15 Oct 2020

Contributed by Lukas

Jeff Riseley is the founder of the Sales Health Alliance. Howard Brown is the founder and CEO of ringDNA. Today on SEP we continue a conversation we s...

830: Not Talking About Sales, with Jill Konrath

13 Oct 2020

Contributed by Lukas

On today's episode, Jill Konrath. Usually I have a few sentences introducing the guest. But, I’m thinking, do I really need to do that with Jill? Sh...

From the Vault: A Conversation with Dan Roam

12 Oct 2020

Contributed by Lukas

Dan Roam is the best-selling author of some of my favorite business books, including the "Back of the Napkin" and "Draw to Win: A Crash Course on How...

Special Episode: Top Sales Coach Competition 2020: Meet the Judges Part 2

11 Oct 2020

Contributed by Lukas

On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. Fi...

Special Episode: Top Sales Coach Competition 2020: Meet the Judges

10 Oct 2020

Contributed by Lukas

On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. Fi...

829: Beat the Bots: How Humanity Can Future-Proof Your Sales Career, with Anita Nielsen

09 Oct 2020

Contributed by Lukas

Anita Nielsen is the author of the book, "Beat the Bots: How Humanity Can Future-Proof Your Tech Sales Career." In this episode we talk about how to u...

828: The State of B2B Sales, with Sahil Mansuri

08 Oct 2020

Contributed by Lukas

Sahil Mansuri is the founder and CEO of Bravado and today we discuss the state of B2B sales. We dig into the elements of how we manage and compensate ...

827: The State of Sales Enablement, with Carson Conant

06 Oct 2020

Contributed by Lukas

Carson Conant is the founder and CEO of Mediafly and today we dive into the current state of sales enablement. We talk about whether we’re enabling ...

From The Vault: A Conversation with David Allen

05 Oct 2020

Contributed by Lukas

David Allen is a NYTimes best-selling author of perhaps the best book written on personal productivity, "Getting Things Done." This episode was record...

826: Hyper-Value Sales, with Justin Gray

02 Oct 2020

Contributed by Lukas

Justin Gray is the CEO of LeadMD and in this episode we discuss what Justin calls "Hyper-Value Sales." Plus, we'll dig into strategies you can use to...

825: The State of Sales Development, with Becc Holland

01 Oct 2020

Contributed by Lukas

Becc Holland is founder and CEO of Flip the Script. On today's episode we talk about the biggest challenges facing the sales development function, inc...

824: Revenue Performance, with Michael Tuso

29 Sep 2020

Contributed by Lukas

Michael Tuso is the Director of Revenue Performance at Chili Piper. On today's episode we get into all things revenue performance; starting with what ...

From The Vault: A Conversation with Geoff Colvin

28 Sep 2020

Contributed by Lukas

Geoff Colvin is the NYTimes best-selling author of a couple of my favorite business books, "Talent is Overrated" and "Humans Are Underrated." On today...

823: Speed to Lead, with Kraig Swensrud

25 Sep 2020

Contributed by Lukas

Kraig Swensrud is the Founder and CEO of Qualified. On today's episode, Kraig and I get into why today’s buyers expect real-time, personalized exper...

822: Technical Intelligence in Sales and Beyond, with Justin Michael

24 Sep 2020

Contributed by Lukas

Justin Michael is the founder of the SalesBorgs, a new community for sales and revops, and he’s joining me on this episode to talk about sales in th...

821: Decision Intelligence Selling, with Scott Roy and Roy Whitten

22 Sep 2020

Contributed by Lukas

Scott Roy and Roy Whitten are co-authors of the book, "Decision Intelligence Selling: Transform the Way Your People Sell." Today we dig into what comp...

820: My First Sales Manager, with Rick Blake

18 Sep 2020

Contributed by Lukas

Rick Blake was my first sales manager. He didn’t hire me but he took over as my manager after I’d been selling just a few months. This was a long...

819: No One Escapes: Sales and Mental Health, with Amy Hrehovcik

17 Sep 2020

Contributed by Lukas

Amy Hrehovcik is Channel Director at Sales Hacker, Inc.A few weeks ago I read an article Amy wrote about the mental health challenges that salespeople...

818: Catalyst: How to Change Anyone’s Mind, with Jonah Berger

15 Sep 2020

Contributed by Lukas

Jonah Berger is a professor at Wharton business school and author of a new book titled, "The Catalyst: How to Change Anyone’s Mind." There's a passa...

From the Vault: A Conversation with Stephen M.R. Covey

14 Sep 2020

Contributed by Lukas

Stephen M.R. Covey is a New York Times bestselling author of one of my all-time favorite business books, "The Speed of Trust." It’s on my list of bo...

817: Sales Managers and Sales Coaching, with Steven Rosen

11 Sep 2020

Contributed by Lukas

Steven Rosen is a well-known sales leadership coach and author of the book, “The Sales Managers Success Guide: 52 Sales Management Tips.” In this ...

816: The Big Picture, with Sangram Vajre

10 Sep 2020

Contributed by Lukas

Sangram Vajre is the co-founder and chief evangelist of Terminus and host of the FlipMyFunnel podcast. This is such a fun conversation. Sangram is bi...