Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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1162: AI's Impact on Sales Strategy
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In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today's sales landscape.
Follow the Hosts on LinkedIn:
Alastair Woolcock (CRO, Revenue.io)
Howard Brown (CEO, Revenue.io)
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Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe:
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
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Content provided by Revenue.io. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Revenue.io or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today's sales landscape.
Follow the Hosts on LinkedIn:
Alastair Woolcock (CRO, Revenue.io)
Howard Brown (CEO, Revenue.io)
Sponsored by:
Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe:
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
1342 episodes
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Sales Strategy & Enablement by Revenue.io
1 1172: Combining Human Intuition and AI for Sales Success [Special RevOps Podcast Episode] 23:17
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Play Later Play Later Lists Like LikedCombining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1171: Running with the Data [Special RevOps Podcast Episode] 24:09
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Play Later Play Later Lists Like LikedData is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1170: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 2) [Special RevOps Podcast Episode] 22:08
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Play Later Play Later Lists Like LikedAn average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1169: Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 1) [Special RevOps Podcast Episode] 30:26
30:26 Play Later Play Later Lists Like Liked30:26
Play Later Play Later Lists Like LikedAn average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1168: FOMO is Dead. What Now?? (Part 2) [Special RevOps Podcast Episode] 24:23
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Play Later Play Later Lists Like LikedJoin us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1167: FOMO is Dead. What Now?? (Part 1) [Special RevOps Podcast Episode] 26:58
26:58 Play Later Play Later Lists Like Liked26:58
Play Later Play Later Lists Like LikedJoin us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io ) And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1166: The Future of Sales Ecosystems, with Barrett King 27:47
27:47 Play Later Play Later Lists Like Liked27:47
Play Later Play Later Lists Like LikedThis week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Barrett King (Senior Director of Revenue, New Breed ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1165: The Evolution of SaaS Partnerships, with Barrett King 24:56
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Play Later Play Later Lists Like LikedThis week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed's revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integral to holistic go-to-market strategies. King also emphasizes the importance of building trust and brand awareness through partnerships that align with customer needs. Overall, the duo provides valuable insights into the evolving role of partnerships in driving sales and enablement strategies, underscoring the importance of building trust, mutual value, and interconnected ecosystems in today's business landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Barrett King (Senior Director of Revenue, New Breed ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1164: Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt 23:14
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Play Later Play Later Lists Like LikedIn this week’s podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation, and action in sales. The discussion focuses on the top use cases for generative AI in driving team performance, highlighting the transformational role of technology in streamlining sales processes and enabling actionable intelligence. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Ryan Vaillancourt (VP of Sales, Revenue.io ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1163: Using AI to Become Even More Human, with Joy Rowan 25:39
25:39 Play Later Play Later Lists Like Liked25:39
Play Later Play Later Lists Like LikedDon’t miss this one folks. It’s our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today’s best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Joy Rowan (Vice President of Remote Sales, AmerisourceBergen ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today's sales landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1161: The Musicality of RevOps with Marcela Piñeros 19:48
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Play Later Play Later Lists Like LikedStripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps’ performance and stay ahead in the competitive world of financial services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1160: Unlocking the Power of Customer-Centric Selling, with Paul Butterfield 25:46
25:46 Play Later Play Later Lists Like Liked25:46
Play Later Play Later Lists Like LikedIn this week’s podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhanced buyer-seller interactions, this episode offers a deep dive into the methodologies and technologies that are shaping the future of sales in both B2B and B2C landscapes. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Paul Butterfield (Founder, Revenue Flywheel Group ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1159: Mastering Sales Methodologies, with Paul Butterfield 28:11
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Play Later Play Later Lists Like LikedIn this week’s podcast episode, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to dissect the nuances of sales methodologies versus processes. The trio delves into the findings of a recent study about the lack of structured sales processes and methodologies in many organizations, leading the discussion to a more disciplined approach to sales that focuses on the buyer's journey rather than rigid methodologies. They span the evolution of sales methodologies, emphasizing the significance of personalized engagement with customers, effective discovery meetings, and the role of empathy in sales. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Paul Butterfield (Founder, Revenue Flywheel Group ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1158: The Evolution of Tech Ecosystems and AI's Impact on Business, with Christine Li 25:18
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Play Later Play Later Lists Like LikedIn this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Christine Li, VP of Global Partnerships at G2, to explore the transformative role of AI and ecosystems in today's businesses. They delve into how companies are increasingly becoming tech-centric, driven by consumer behavior and the demand for efficient, personalized experiences. Christine brings to the table her vast experience from G2 and LinkedIn, emphasizing the necessity for businesses to adapt to technological advancements while preserving the integrity of customer data. The trio discusses the impact of AI on valuations, the shift towards ecosystem marketplaces, and how these trends empower businesses to deliver more personalized and efficient services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Christine Li (VP of Global Partnerships, G2 ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1157: Strategic Sales and the Power of Partnerships, with Christine Li 25:40
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Play Later Play Later Lists Like LikedOn the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations, as well as how partnerships are becoming a cornerstone for growth and success in the sales ecosystem. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Christine Li (VP of Global Partnerships, G2 ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1156: Exploring the Future of Technology: AR, VR, and IoT, with Ricardo Olivo 21:13
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Play Later Play Later Lists Like LikedThis week’s podcast session features host Alastair Woolcock and Ricardo Olivo, VP of Technology at VML, for an insightful discussion on the global impact and adoption of AR, VR, and IoT technologies. Ricardo highlights the optimistic projections for these technologies but also points out the intricate balance between innovation and market readiness. The conversation also explores how big brands are strategically utilizing these technologies to create immersive experiences and enhance consumer engagement, while highlighting the necessity for balanced investment and realistic market strategies. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Ricardo Olivo (VP of Technology, VML ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1155: The Intersection of Technology, Creativity, and Consumer Behavior, with Ricardo Olivo 30:28
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Play Later Play Later Lists Like LikedOur latest podcast episode features Ricardo Olivo, Vice President of Technology at VML, along with host Alastair Woolcock for an engaging discussion around the integration of AI in understanding and shaping consumer behavior. The episode explores the shift from traditional marketing to a more data-driven, personalized approach, stressing the importance of aligning creative content with emerging trends and legal considerations. The conversation emphasizes the necessity of maintaining a human-centric approach amidst rapid technological advancements, offering a glimpse into the future of marketing where creativity and technology converge to enhance consumer engagement. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Ricardo Olivo (VP of Technology, VML ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1154: Embracing the AI-Driven Future in E-Commerce, with Brian Moran 27:59
27:59 Play Later Play Later Lists Like Liked27:59
Play Later Play Later Lists Like LikedIn this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Brian Moran, co-founder and Chief Strategy Officer at SamCart. They discuss the impact of generative AI on e-commerce and B2C sales. Brian shares insights on how AI is changing the landscape for entrepreneurs, particularly in improving sales pitches and marketing strategies. The conversation delves into the challenges and opportunities associated with implementing AI in business operations. Brian emphasizes the need for transparency and sharing information to build trust in AI-generated insights. The discussion also touches on the rapid evolution of AI and its potential to transform the way businesses operate. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Brian Moran (Co-Founder & Chief Strategy Officer, SamCart ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1153: Navigating the New Wave: B2C Success in a Digital Era, with Brian Moran 24:25
24:25 Play Later Play Later Lists Like Liked24:25
Play Later Play Later Lists Like LikedJoin Alastair Woolcock and Howard Brown this week as they host Brian Moran, the co-founder and Chief Strategy Officer of e-commerce platform SamCart. Moran shares invaluable insights into navigating the dynamic landscape of B2C commerce amid AI advancements. The session goes deeper into exploring the strategic shift towards authenticity and human connection in sales, backed by Moran's experience in scaling SamCart without a conventional sales team. Moran also dives into some key strategies behind SamCart's success: personalized, automated sales processes, optimization techniques, a consultative approach with customers and strategies for fostering trust and driving success in the B2C realm. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Brian Moran (Co-Founder & Chief Strategy Officer, SamCart ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1152: Revolutionizing Sales: The Impact of Behavior Change, with Brandee Sanders 31:00
31:00 Play Later Play Later Lists Like Liked31:00
Play Later Play Later Lists Like LikedIn our latest podcast episode, Alastair Woolcock and Revenue.io CMO Brandee Sanders analyze Gartner's insights on driving sales behavior change. Their discussion dives into the pivotal role of marketing across the entire sales spectrum, as well as the importance of embracing behavioral changes in sales and marketing teams. They spotlight the importance of aligning internal experiences with customer engagement – integrating a customer-centric approach – and adopting data-driven strategies to navigate the ever-evolving sales landscape with finesse and adaptability. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Brandee Sanders (CMO, Revenue.io ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1151: Disruptive Innovation in Action: Transforming Industries, with Tal Riesenfeld 24:08
24:08 Play Later Play Later Lists Like Liked24:08
Play Later Play Later Lists Like LikedIn part two of our podcast, Alastair Woolcock, Howard Brown, and Tal Riesenfeld – co-founder and CRO of Sunbit – delve into Tal's experiences as a student of Clayton Christensen, the Harvard Business School professor known for his work on disruptive innovation. They explore Christensen's disruptive innovation theory, illustrating its practical application in Sunbit's journey. The trio address how inefficiencies in niche markets can pave the way for substantial market disruption, while emphasizing the importance of persistence in entrepreneurship, innovative thinking and practical problem-solving to bring about meaningful change in the business landscape. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Tal Riesenfeld (Co-founder & CRO, Sunbit ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1150: Fintech Redefined: Mission Driven Sales, with Tal Riesenfeld 30:05
30:05 Play Later Play Later Lists Like Liked30:05
Play Later Play Later Lists Like LikedTune in to our latest episode where we welcome Sunbit co-founder and Chief Revenue Officer Tal Riesenfeld. Dive into Sunbit's distinctive 'buy now pay later' (BNPL) model, tailored for essential services such as car repairs and dental treatments. Explore how Sunbit's sales strategy, centered on human behavior, empathy and customer focus, is reshaping the financial sector. We'll discuss the significant role of sellers in providing solutions that truly make a difference for customers. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Tal Riesenfeld (Co-founder & CRO, Sunbit ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
This week, we have our very own Alastair Woolcock and Howard Brown diving into the recent changes in the realm of email communication, sparked by Yahoo and Google. Their discussion centered on the significant implications these alterations hold for go-to-market strategies worldwide, highlighting the role of email as a platform for personalized communication, shifting away from the outdated "spray and pray" method and leveraging AI-driven tools to ensure relevance and value in customer interactions. Tune in to hear these leaders discuss the necessity for companies to adapt their outreach strategies to align with these changes and how AI can help. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1148: Cracking the Code of B2B Sales, with Michael Litt 29:35
29:35 Play Later Play Later Lists Like Liked29:35
Play Later Play Later Lists Like LikedWelcome to Part 2: Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Michael Litt (Co-founder & CEO, Vidyard ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1147: Cracking the Code of B2B Sales, with Michael Litt 27:40
27:40 Play Later Play Later Lists Like Liked27:40
Play Later Play Later Lists Like LikedThis week, Alastair sits down with Michael Litt, the co-founder and CEO at Vidyard, to talk about the evolving landscape of buyer engagement, shedding light on the statistics and dynamics that have transformed B2B sales in recent times. They emphasize the importance of personalization and how AI can empower both sellers and buyers to navigate the complexities of the purchasing process, ultimately enhancing the buyer's journey. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Michael Litt (Co-founder & CEO, Vidyard ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1095: Master Proposal and Negotiation Avoidance with Mike Bosworth 43:40
43:40 Play Later Play Later Lists Like Liked43:40
Play Later Play Later Lists Like LikedMike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling . Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance. He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.’ " Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1146 Transforming Sales Processes in the AI Revolution, with Darren Fay 25:34
25:34 Play Later Play Later Lists Like Liked25:34
Play Later Play Later Lists Like LikedAI is revolutionizing sales processes and changing the way we all do business. This week, Alastair and Howard are joined once again by Darren Fay, Director of Revenue Operations and Intelligence at Instructure, to talk about the potential of AI in forecasting, setting Ideal Customer Profiles (ICPs), and adapting to market trends while also considering the importance of embracing AI. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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Sales Strategy & Enablement by Revenue.io
1 1055: Next-Level Sales Leadership, with Derek Jankowski 43:12
43:12 Play Later Play Later Lists Like Liked43:12
Play Later Play Later Lists Like LikedDerek Jankowski is the Vice President of Sales at ServiceCore. Which is a great example of a company that is using software to disrupt an industry that most people think of a decidedly low tech. On today's episode we dig into Derek's journey in his sales career; including the start he got in sales in college and how that ultimately led to his current role scaling a sales team at Service Core. We also talk about Derek's passion project, his side venture called Next Level Sales Leadership . Which is focused on helping new(ish) sales leaders get the knowledge and skills they need to be more successful, faster! Most FLMs are craving this type of support and we dig into what Derek is providing through his venture. More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast…
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Sales Strategy & Enablement by Revenue.io
1 1145: The Best Strategies for Putting Out RevOps Fires, with Darren Fay 22:15
22:15 Play Later Play Later Lists Like Liked22:15
Play Later Play Later Lists Like LikedSometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, who transitioned from firefighting to Director of Revenue Operations & Intelligence at Instructure. Together, they discuss the urgent need for data governance in the face of burgeoning AI technologies and the pivotal role of revenue operations in the management of this data. From Darren's insights into strategic approaches to RevOps to a deep dive into the role of dashboards and data in driving behavior change, this episode is a must-listen for anyone seeking to navigate the intersection of technology, data, and business. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io ) Howard Brown (CEO, Revenue.io ) And our Special Guest: Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure ) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.…
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