Sales Strategy & Enablement by Revenue.io

522: How to Accelerate Sales with AI and Machine Learning. With Roy Raanani

27 Jul 2017

Contributed by Lukas

Roy Raanani, CEO and Co-Founder of Chorus.ai, joins me on this episode.

521: The True Measure of Sales Productivity. With Erol Toker

26 Jul 2017

Contributed by Lukas

Erol Toker, Founder and CEO of Truly, joins me on this episode.

520: The Key Traits of High-Performing B2B Marketing Teams. With Mathew Sweezey

25 Jul 2017

Contributed by Lukas

Mathew Sweezey, an author, keynote speaker, and Principal of Marketing Insights at Salesforce.com, joins me on this episode.

519: Tracking Account-Based Marketing Success. With Andrew Sinclair

24 Jul 2017

Contributed by Lukas

Andrew Sinclair, Founder of Lane Four, an account-based sales and marketing application, joins me on this episode.

518: Accelerate! Expresso

23 Jul 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...

517: Sales Secrets and Hiring Hints for Startup Success. With Pat Helmers

22 Jul 2017

Contributed by Lukas

Pat Helmers, author of the Selling with Confidence sales system, and host of the Sales Babble podcast, joins me on this episode.

516: Do Sales Quotas Lose Meaning if Too Few Meet Them? With Bridget Gleason

21 Jul 2017

Contributed by Lukas

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

515: Let AI Nudge You into Sales Relationships. With Paul Teshima

20 Jul 2017

Contributed by Lukas

Paul Teshima, Co-Founder and CEO of Nudge.ai, joins me on this episode.

514: BAM! Pow! The One-Two Punch of Knockout Prospectors. With Tony Hughes

19 Jul 2017

Contributed by Lukas

Tony Hughes, Founder and Managing Director of RSVP Selling, blogger, and author of a couple of books, including The Joshua Principle, and his latest b...

513: Curiosity Might Have Killed the Cat. But, a Lack of Curiosity Definitely Kills the Sale. With Babette Ten Haken

18 Jul 2017

Contributed by Lukas

Babette Ten Haken, Founder and President of Sales Aerobics for Engineers®, LLC, joins me for the second time on this episode.

512: 10X Your Effectiveness with Engaged Leadership. With Stephen Moulton

17 Jul 2017

Contributed by Lukas

Stephen Moulton, President of Action Insight, and author of The CEO's Advantage: 7 Keys for Hiring Extraordinary Leaders, joins me on this episode.

511: Accelerate! Expresso

16 Jul 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...

510: Coaching Digital Natives to Make Human Connections. With Dan Negroni

15 Jul 2017

Contributed by Lukas

Dan Negroni, Founder and CEO of Launchbox, and author of Chasing Relevance: 6 Steps to Understand, Engage, and Maximize Next Generation Leaders in the...

509: The Key Character Traits of Successful Sales Reps. With Bridget Gleason

14 Jul 2017

Contributed by Lukas

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

508: How to Modernize Your Customer Sales Experience. With Daniel Rodriguez

13 Jul 2017

Contributed by Lukas

Daniel Rodriguez, VP of Marketing at Seismic Software, joins me on this episode.

507: How to Identify Product Qualified Leads. With Mitch Morando

12 Jul 2017

Contributed by Lukas

Mitch Morando, Founder and CEO of Whalr, helping sales teams identify product qualified leads, joins me on this episode.

506: The Swagger Mindset of Top Performers. With Joe Gianni

11 Jul 2017

Contributed by Lukas

Joe Gianni, CEO and President of 2logical Inc., a training company, based in Rochester, NY, and author of Swagger: The Way of the Sway to Sales and Li...

505: 5 Proven Habits of Number One Performers. With Scott Ingram

10 Jul 2017

Contributed by Lukas

Scott Ingram, a practicing salesperson in his day job, and moonlighting as host of the Sales Success Stories Podcast, joins me on this episode.

504: Accelerate! Expresso

09 Jul 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...

503: The Future of Marketing is Now. With Jon Wuebben

08 Jul 2017

Contributed by Lukas

Jon Wuebben, Founder and CEO of Content Launch, author of Content is Currency: Developing Powerful Content for Web and Mobile, and Future Marketing: ...

502: From Crazy to Caring. Why Bosses Matter. With Bridget Gleason

07 Jul 2017

Contributed by Lukas

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

501: The Value of Software Review Sites. With Bertrand Hazard

06 Jul 2017

Contributed by Lukas

Bertrand Hazard, VP of Marketing at TrustRadius, joins me on this episode.

Episode 500: Social Selling is Simply Selling With Koka Sexton

05 Jul 2017

Contributed by Lukas

Beyond the buzzwords, are any sales behaviors really anything different from each other? Koka Sexton, Global Industry Principal for Social Selling at ...

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

04 Jul 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...

REPLAY of Episode 259: High Profit Prospecting. With Mark Hunter

03 Jul 2017

Contributed by Lukas

**  Originally released on September 21st, 2016  **   Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his...

Accelerate! Expresso #12

02 Jul 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 499: Sales Behaviors That Make It Easier To Engage with Buyers With Nancy Bleeke

01 Jul 2017

Contributed by Lukas

What actions and methods are you taking to make sure buyers want to talk to you? Nancy Bleeke, President and Chief Sales Officer of Sales Pro Insider,...

Episode 498: What are your sales principles? With Bridget Gleason

30 Jun 2017

Contributed by Lukas

How can you move beyond closing deals to true greatness? Strong principles are a great place to start.

Episode 497: Is Your CRM Designed for Managers or to Help Salespeople Build Relationships with Buyers? With Andy Fowler

29 Jun 2017

Contributed by Lukas

In this episode, we discuss CRM technology. Andy Fowler, Co-Founder and CTO of Nutshell CRM, joins me on this episode.

Episode 496: You Don’t Close Buyers. They Persuade Themselves. With Harry Mills

28 Jun 2017

Contributed by Lukas

What is sales if not persuasion and influence? Harry Mills counteracts popular myths about the profession in this episode. Harry Mills, author of a ne...

Episode 495: Learn How to Create a Killer Presentation by Asking the Right Questions with Tim Wackel

27 Jun 2017

Contributed by Lukas

The presentation is a pivotal moment of your sales process. Are you ready to level up your presentation game? Tim Wackel, top sales trainer and leadin...

Episode 494: Quick Fixes for Poor Sales Productivity With Townsend Wardlaw

26 Jun 2017

Contributed by Lukas

Sales productivity is the ever-present challenges for sales leaders. How can you achieve more with the team you have already? Townsend Wardlaw, sales ...

Episode 493: How To Build Your No Sweat Elevator Pitch With Fred Miller

24 Jun 2017

Contributed by Lukas

One of the most classic terms in sales is the 'elevator pitch' - but what does it really mean, especially today? Fred Miller, author of the new book, ...

Episode 492: Are You Prepared to Achieve Your Career Goals? With Bridget Gleason

23 Jun 2017

Contributed by Lukas

Finding a mentor, visualizing success, and putting in the hours are all part of a successful career in sales. But are you really doing what it takes? ...

Episode 491: A Pattern of Note-taking Drives Sales Success w/ Derek Draper

22 Jun 2017

Contributed by Lukas

In this episode, we think about what note-taking means for sales reps as a discipline. Derek Draper, CEO of Pattern, an application that’s an enterp...

Episode 490: The Essential Steps that Influence Your Customers’ Decision-Making w/ Barry Schwartz

21 Jun 2017

Contributed by Lukas

This episode talks through a few of the key ways of thinking that top sellers employ to expand their influence. Barry Schwartz, Author of multiple bes...

Episode 489: The Key Traits of the Successful Salesperson w/ Mark Cox

20 Jun 2017

Contributed by Lukas

Across all sellers, there are some consistent qualities that make some people the best. Mark Cox, Managing Partner of In The Funnel, a sales consultin...

Episode 488: How to Become a Top Sales Manager w/ Kevin Davis

19 Jun 2017

Contributed by Lukas

Sales management is tough to get right, and is certainly not for everyone. This episode discusses how to get sales management right the first time. Ke...

Accelerate! Expresso #11

18 Jun 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 487: Boosting Sales Productivity with a Virtual Assistant w/ Eric Taussig

17 Jun 2017

Contributed by Lukas

This episode elaborates on the value of personal productivity, and how you can augment your skills with a virtual assistant. Eric Taussig, Co-Founder ...

Episode 486: Balancing summer vacations, travel, family and work w/ Bridget Gleason

16 Jun 2017

Contributed by Lukas

Sometimes travel is just a part of the sales life. How do you balance work travel, personal travel, and life? Bridget Gleason is VP of Sales for Logz....

Episode 485: Creating Campaigns People Want to Share w/ Michael Africk

15 Jun 2017

Contributed by Lukas

Messaging and generating buzz is not just the responsibility of the marketing department. In sales, messaging is part of your every day existence. Mic...

Episode 484: What’s Your One Word w/ Evan Carmichael

14 Jun 2017

Contributed by Lukas

More than a mantra, or a pithy phrase - your one word is the thing that keeps you going through good times and bad. Evan Carmichael, Author of the new...

Episode 483: How to Get the Right Things Done w/ David Allen

13 Jun 2017

Contributed by Lukas

How do you know you are investing your time wisely? In this episode, we find the answer, and much more. David Allen, Founder of David Allen Company, a...

Episode 482: Leading a Four Generation Sales Team w/ Kelly Riggs

12 Jun 2017

Contributed by Lukas

Every generation has its differences - what do you do when you are asked to lead a team across four of them? Kelly Riggs, Creator of the Business Lock...

Accelerate! Expresso #10

11 Jun 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 481: How to Get Your Next Job with Social Selling w/ Ian Moyse

10 Jun 2017

Contributed by Lukas

In this episode, we describe how sales reps can improve their social selling skills one step at at a time. Ian Moyse, UK Sales Director at Natterbox, ...

480: Cold Calling — What it Means for You w/ Bridget Gleason

09 Jun 2017

Contributed by Lukas

Cold calling is one of the most dreaded yet most valuable activities a sales rep can do. Bridget Gleason is VP of Sales for Logz.io and my regular par...

479: How to Understand and Use Sales Data w/ Oleg Rogynskyy

08 Jun 2017

Contributed by Lukas

Sales data is pivotal to the modern sales process. Here we unlock some of its most valuable secrets. Oleg Rogynskyy, Founder and CEO of People.ai, a s...

Episode 478: How to Sell to the C-Suite w/ Jeffrey Hayzlett

07 Jun 2017

Contributed by Lukas

The C-Suite is valuable and elusive, but there are common threads sellers can pick up on to gain an edge. Jeffrey Hayzlett, CEO of Hayzlett Group, Fou...

Episode 477: The Value of Sales Ops w/ Matt Bertuzzi

06 Jun 2017

Contributed by Lukas

Sales operations is often an unsung role with massive potential for the organization. Matt Bertuzzi, who runs sales and marketing ops at The Bridge Gr...

Episode 476: How to Automate Sales Coaching w/ Cory Bray

05 Jun 2017

Contributed by Lukas

Today's episode unveils valuable advice on sales coaching, and how to do more with less. Cory Bray, CEO of ClozeLoop, formerly known as CareerSofia, j...

Accelerate! Expresso #09

04 Jun 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...

475: If You’re In Sales, Influence is Your Job w/ Peter Winick

03 Jun 2017

Contributed by Lukas

In this episode, we talk influence, persuasion, and effectiveness of sales reps. Peter Winick, Founder and CEO of Thought Leadership Leverage, joins m...

Episode 474: Don’t Be a Lazy and Lousy Interviewer w/ Bridget Gleason

02 Jun 2017

Contributed by Lukas

A great interview or a terrible interview in sales hinges on a few key strategies and tactics.  Bridget Gleason is VP of Sales for Logz.io and my reg...

Episode 473: Maximize the Selling Time of Field Sales Reps w/ Steven Benson

01 Jun 2017

Contributed by Lukas

Selling time is notoriously sapped by many distractions and time-wasters for sellers. In this episode, we dig deep on sales productivity. Steven Benso...

Episode 472: 80 20 Sales and Marketing | How to Apply the 80/20 Rule to Your Sales w/ Perry Marshall

31 May 2017

Contributed by Lukas

In this episode, we apply the Pareto Principle to the concepts of sales and marketing. Perry Marshall, bestselling author of 80/20 Sales and Marketing...

Episode 471: Sell How Your Customers Want to Buy w/ Kristin Zhivago

30 May 2017

Contributed by Lukas

In this episode, we elaborate on how so much of the purchase decision happens without a sales rep present, and what smart reps can do about it. Kristi...

Episode 470: How to Win By Being Nice w/ Doug Sandler

29 May 2017

Contributed by Lukas

"Nice guys finish last" is not only false, it is misleading. Doug Sandler, blogger, host of the Nice Guys on Business podcast, and author of Nice Guys...

Accelerate! Expresso #08

28 May 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 469: Reduce Wasted Sales Time with Clean Data w/ Shawn Finder

27 May 2017

Contributed by Lukas

The value of an outbound prospecting strategy is only as effective as the data you use to build your lists. Shawn Finder, CEO of ExchangeLeads, joins ...

Episode 468: Using Questions to Mentor Sales Reps w/ Bridget Gleason

26 May 2017

Contributed by Lukas

When we think of questions in sales, we often think of discovery. But discovery is useful for more than just customers. Bridget Gleason is VP of Sales...

Episode 467: How to Use CRM to Nudge Sales Forward and Get Things Done w/ Michael FitzGerald

25 May 2017

Contributed by Lukas

Nothing is more crucial in sales operations than a reliable single source of truth. Michael FitzGerald, CEO at OnePageCRM, joins me on this episode of...

Episode 465: Top Trends in B2B Sales and Marketing w/ William Wickey

23 May 2017

Contributed by Lukas

For sales reps, collaborating with marketing can be one of the most fruitful internal strategies. William Wickey, Senior Manager of Content and Media ...

Episode 464: How to Inspire Lifetime Loyalty with Employees w/ Lee Caraher

22 May 2017

Contributed by Lukas

Nothing is more valuable to a company than its employees. That is why building and fostering loyalty with employees is one of the highest callings of ...

Accelerate! Expresso #07

21 May 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 463: Leading Through the Turn w/ Elise Mitchell

20 May 2017

Contributed by Lukas

Sales is a profession in need of leadership. In this episode, we filter through the noise to uncover true leadership skills. Elise Mitchell, CEO of Mi...

Episode 462: How to Get the Most From a Sales Book w/ Bridget Gleason

19 May 2017

Contributed by Lukas

There are more sales gurus than imaginable - how do you extract value from the right sales books? Bridget Gleason is VP of Sales for Logz.io and my re...

Episode 461: Improve Call Coaching with Intelligent Call Summaries w/ Amit Bendov

18 May 2017

Contributed by Lukas

Note - this is about sales software circa 2017. To learn about the latest in sales software, please visit www.ringdna.com/conversationai Amit Bendov, ...

Episode 460: How to use Systems to Accelerate Sales w/ Mike Kunkle

17 May 2017

Contributed by Lukas

Selling is more than just being persuasive and building relationships, it involves methodologies and systems. Mike Kunkle, widely recognized sales tra...

Episode 459: How to Use Data Thoughtfully to Increase Your Sales w/ John H. Johnson

16 May 2017

Contributed by Lukas

In this episode, we consider what the constant drip of data means for salespeople, and how to most effectively optimize your selling strategy based on...

Episode 458: Thinking Right Side Up About Sales w/ David A. Fields.

15 May 2017

Contributed by Lukas

The customer is always a priority, but sometimes we can lose sight of that in sales. In this episode, we consider how to avoid that trap.

Accelerate! Expresso #06

14 May 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 457: Building and Hiring for a Startup w/ Alex Berman

13 May 2017

Contributed by Lukas

Joining or founding a startup is a thrill, but building a working sales process from scratch is notoriously difficult. Alex Berman, Co-Founder of Expe...

Episode 456: How to Outrun the Competition w/ Bridget Gleason

12 May 2017

Contributed by Lukas

In this episode, we dive into the foundations of competitive selling, and provide practical tips for leaders looking to outrun tough competitors. Brid...

Episode 455: How to Prioritize Your Hottest Leads w/ Philip Schweizer

11 May 2017

Contributed by Lukas

In this episode, we discuss the value of the inbound lead, and what steps leaders should take to ensure they receive the treatment they deserve. Phili...

Episode 454: The Ins and Outs of Customer Success w/ Lincoln Murphy

10 May 2017

Contributed by Lukas

In this podcast, we decipher the mysteries of customer success, and cover how that role should play out in the overall revenue scope. Lincoln Murphy, ...

Episode 453: Future Sales Trends and Beyond w/ Josiane Feigon

09 May 2017

Contributed by Lukas

In this episode, we look into the sales crystal ball to see how the profession will evolve in the near future. Josiane Feigon, sales futurist, Founder...

Episode 452: All About Inside Sales and SDRs w/ Sally Duby

08 May 2017

Contributed by Lukas

In this episode, we get deep on sales ops, covering how inside sales and SDR teams can be more effective and better enabled. Sally Duby, West Coast Ge...

Accelerate! Expresso #05

07 May 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 451: How to Engage the C-Suite w/ Sharon Gillenwate

06 May 2017

Contributed by Lukas

In this episode, we have a conversation about the elusive yet valuable C-suite buyer, and how sales reps can optimize for success. Sharon Gillenwater,...

Episode 450: Are Sales Roles Too Specialized? w/ Bridget Gleason and Anthony Iannarino

05 May 2017

Contributed by Lukas

In this episode, we unpack sales qualification and sales role structure, and how that relates back to driving revenue the right way. Bridget Gleason i...

Episode 449: Coaching for Positive Behavior Change w/ Michael Bungay Stanier

04 May 2017

Contributed by Lukas

In this episode, we consider the finer aspects of sales coaching - including why managers fail to execute it properly and how to solve common problems...

Episode 448: Sales/Marketing Alignment and Account-based Strategies w/ Justin Gray

03 May 2017

Contributed by Lukas

On this episode, we drive into the day-to-day processes of individual reps, searching for nuggets of wisdom and optimization. Justin Gray, Co-Founder ...

447: Winning with the Science of Selling w/ David Hoffeld

02 May 2017

Contributed by Lukas

On this show, we discuss the scientific, repeatable, testable parts of the sale. David Hoffeld, sales trainer, Founder of Hoffeld Group.com, and autho...

Episode 446: Perfect Your Screen-to- Screen Selling w/ Doug Devitre

01 May 2017

Contributed by Lukas

In this episode, we walk through some concrete steps that reps can take to power up their sales process and improve sales conversations. Doug Devitre,...

Accelerate! Expresso #04

30 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 445: How Content Marketing Is Changing w/ Sonia Simone

29 Apr 2017

Contributed by Lukas

On this show, we discuss how content marketing continues to evolve, and how that evolution affects the sales profession.

Episode 444: How Women Sell Differently than Men w/ Bridget Gleason

28 Apr 2017

Contributed by Lukas

In this episode, we unveil some psychology about how selling differs across the gender divide.

443: What Stands Between You and Your Greatness? with Lolly Daskal

27 Apr 2017

Contributed by Lukas

This episode dives deep into the personal exceptionalism of every individual, and how sellers and dig deep to find it.

Episode 442: How to Fix Corporate Sales Training w/ Ray Makela

26 Apr 2017

Contributed by Lukas

In this episode, we discuss the failings of corporate sales training, and why they are so disconnected from today's buyers. Ray Makela, Chief Customer...

Episode 441: How to Keep up With Digital Buyers w/ Javaid Iqbal

25 Apr 2017

Contributed by Lukas

In this podcast, we dive into the ever-evolving expectations and needs of our buyers in the digital world. Javaid Iqbal, digital futurist, C-suite ...

Episode 440: Personal Branding that Moves Buyers w/ Libby Gill

24 Apr 2017

Contributed by Lukas

This show dives deep into building an online and offline persona for yourself that motivates your buyers in unprecedented ways.

Accelerate! Expresso #03

23 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 439: How to Transform Your Processes for Sustained Growth w/ Greg Head

22 Apr 2017

Contributed by Lukas

In this episode, we unearth the meaning of personal productivity in ways that most sales reps have not considered. Greg Head, CEO of Greg Head Consult...

Episode 438: Keep Your Sales as Simple as Possible w/ Bridget Gleason

21 Apr 2017

Contributed by Lukas

In this episode, we consider the values of minimalism and how they apply to sales processes. Bridget Gleason is VP of Sales for Logz.io and my regular...

Episode 437: Use Small Data to Compress Sales Cycles and Increase Conversions w/ Mark Ripley

20 Apr 2017

Contributed by Lukas

In today's episode, we unlock the power of small data, rather than big data, to test and measure the efficacy of your sales process. Mark Ripley, VP o...

Episode 436: How to Improve Sales Productivity Through Coaching w/ Keith Rosen

19 Apr 2017

Contributed by Lukas

In this episode, we discuss the fundamentals of sales productivity that reps can harness right now. Keith Rosen, CEO, executive sales coach, transform...

435: Frame a Message That Resonates with Buyers w/ Barbara Giamanco

18 Apr 2017

Contributed by Lukas

In this episode, we unlock the real meaning of sales messaging - how sellers can mold and shape a message that is persuasive and productive. Barbara G...

Episode 434: How to Live a Life of Significance and Intention w/ Larry Broughton

17 Apr 2017

Contributed by Lukas

On this episode, we unlock tips for personal growth that sellers can use to tie their career back to true meaning. Larry Broughton, an award-winning e...