Rev-Up Sales

Jeremey Donovan is the Executive Vice President of Sales + Customer Success at Insight Partners, one of the world's leading growth equity firms, where he partners with portfolio company leaders to scale commercial teams and build repeatable, data-driven revenue engines.His career spans over 25 years and cuts across semiconductor engineering, product development, and sales and marketing leadership - giving him a genuinely rare vantage point on how to apply rigorous systems thinking to the messy, human world of sales. He's held senior roles at SalesLoft, CB Insights, GLG, Gartner, and the American Management Association, and brings both the operator's instinct and the engineer's precision to everything he touches. Jeremey is the author of five books, including the international bestseller How to Deliver a TED Talk and Predictable Prospecting - a title that tells you everything about how he thinks about go-to-market.He's also an Adjunct Professor at NYU School of Professional Studies and the host of the Hey Salespeople podcast. He holds an MS in Data Science from the University of Virginia, an MBA from Chicago Booth, and a BS and MS in Electrical Engineering from Cornell.In this episode, we dig into how revenue leaders should think about AI not as a collection of point solutions, but as a systems-level opportunity to redesign how selling actually works.

Jaimie Buss is a seasoned SaaS revenue leader with 20+ years of experience scaling go-to-market teams. She currently serves as Chief Commercial Officer at Deputy, where she leads Global Sales, Marketing, Partnerships, Support, and Customer Success. Before Deputy, she was CRO at Articulate and held senior sales leadership roles at Zendesk and Cisco Meraki, as well as serving as a Partner at Andreessen Horowitz. At Zendesk, she played an instrumental role in the company's growth from $300M to $1.3B in ARR and doubled the sales team to over 250 people. She's known for her authentic leadership style, talent development, and building collaborative environments that drive revenue growth

Lori Richardson is a longtime B2B sales strategist, author, and speaker, best known for helping companies build stronger sales teams and for championing women in sales leadership. She spent over two decades in tech sales before founding Score More Sales, a consultancy that works with leaders in SaaS, tech, telecom, manufacturing, distribution, financial services and professional services to solve sales problems and grow revenue. Lori Richardson She is also the founder and president of Women Sales Pros, a network and advisory group focused on increasing the number of women in B2B sales and sales leadership roles. WOMEN Sales Pros Beyond consulting, Lori coaches at Harvard Business School, runs the popular podcast “Conversations with Women in Sales,” and is recognized widely as a top sales influencer and #womeninsales advocate.

Jeff Perry is the Chief Revenue Officer at Carta, where he has dramatically scaled the revenue team. Responsible for all Carta core software revenue, Jeff is also accountable for creating synergy across all go-to-market functions and working with Carta’s Product and Engineering teams to deliver a great customer experience. Prior to joining Carta, Jeff grew the SMB sales organization, including New Business and Upsell motions at DocuSign, along with several vertical teams.Before that, Jeff spent 13 years at Oracle where he ultimately served as Vice President of Sales. Jeff holds a Bachelor of Science in Political Science from Santa Clara University.

Adam O’Connor is the Chief Commercial Officer at Gear Inc, where he leads global sales strategy, drives revenue growth, and builds strategic partnerships across North America, Europe, and Asia-Pacific. With over a decade of experience in international business development and offshoring, Adam has scaled operations and optimized customer engagement across sectors like tech, finance, social media, and healthcare. Previously CRO and Chief Sales & Marketing Officer at Cloudstaff, Adam brings deep expertise in BPO, content moderation, and trust & safety. A regular voice in the outsourcing community, he’s been featured on the Outsourcing Fit podcast, sharing insights on leveraging global talent and navigating the complexities of digital operations.

Casey Jacox is a nationally respected sales and leadership coach who helps individuals and companies unlock the power of humility, vulnerability, and curiosity to build stronger relationships and drive sustainable growth. With over 25 years of business experience—including an extraordinary run as the #1 sales producer at a publicly traded company for ten consecutive years—Casey now coaches sales teams and leaders on how to lead with authenticity and exceed revenue goals without ego. He’s the author of the acclaimed book "Win The Relationship, Not The Deal", a practical guide for sales and business professionals focused on long-term success. Casey is also the host of The QB Dad Cast, a podcast that blends leadership and fatherhood, helping men show up better at home and in life. A former college quarterback at Central Washington University, Casey brings his competitive drive, humor, and heart to everything he does—whether it’s coaching, speaking, podcasting, or parenting. He’s a passionate advocate of the TED-based question framework (Tell me, Explain, Describe), and an unapologetic fan of Ted Lasso and Hoosiers. When he’s not coaching or podcasting, you’ll likely find Casey golfing, quoting 80s movies, or spending quality time with his family. Learn more at caseyjacox.com.

​Elliott Boll is a seasoned sales professional currently contributing to Closers.io, a company renowned for delivering world-class sales results and scaling strategies. He holds a degree from Imperial College London and is based in the United Kingdom. ​Throughout his career, Elliott has demonstrated a deep understanding of sales dynamics and leadership. His insights into generational differences in sales leadership and the impact of fear on potential have been well-received within the professional community.Elliott's commitment to continuous improvement and his ability to adapt to evolving sales landscapes make him a valuable asset to any organization. His recent transition to Closers.io underscores his dedication to empowering revenue leaders and maximizing value in the sales domain

Brent is a seasoned sales leader and advisor with a proven track record of driving revenue growth and scaling high-performing teams in the SaaS industry. With over 26 years of experience in enterprise software sales and management, Brent specializes in implementing data-driven strategies to enhance sales productivity at both individual and organizational levels. In FY23, Brent spearheaded a 96% year-over-year increase in productivity per Account Executive, showcasing his ability to optimize sales performance. He successfully scaled international SMB and Commercial sales teams from 5 to 52 Account Executives, demonstrating his expertise in team expansion and operational efficiency. His leadership played a critical role in growing ARR from $2M to $70M between 2015 and 2021, ultimately contributing to a successful IPO in 2016. Beyond his leadership roles, Brent is also a thought leader in sales innovation. He co-authored Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology with industry authority Anneke Seley. Published by John Wiley & Sons, the book reflects his commitment to advancing the sales profession through technology-driven methodologies and best practices. Brent continues to help high-growth SaaS companies scale effectively, leveraging his deep expertise in sales strategy, process optimization, and team development.

As a Hall of Fame speaker and thought leader in influential communication, they help professionals transform how they show up and lead. Their keynotes are packed with actionable strategies that empower individuals to build trust, communicate with clarity and drive action—whether in presentations, meetings, or everyday conversations.With over two decades of research, they work with Fortune 500 executives, business leaders and teams to enhance their influence. Their Monday to Monday® philosophy ensures that every interaction leaves a lasting impact, delivering measurable results.Looking for a dynamic keynote that will inspire and equip your audience to elevate their influence? Find out how to collaborate: https://staceyhankeinc.com/speaking

Introducing Jerry Acuff, a renowned sales expert, author, and CEO of Delta Point, Inc.—a consulting firm that has transformed the sales strategies of numerous Fortune 500 companies. With over 30 years of experience in the industry, Jerry is a master at building meaningful business relationships and leveraging them for strategic influence and sales success. He's the author of the best-selling book The Relationship Edge, which delves into the art of cultivating genuine connections to drive unparalleled sales growth. A sought-after speaker and consultant, Jerry has a wealth of knowledge on effective communication, leadership, and sales excellence.

As CRO for Owner.com, Kyle leads a team of world class go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels. He currently owns the sales, partnerships, onboarding, success, support, revenue operations and enablement portfolios. Kyle leverages his 15+ years of experience in B2B SaaS sales, go-to-market strategy, and revenue leadership to provide value-added solutions for his clients and drive growth for his company.He is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products. Kyle is passionate about supporting the SaaS ecosystem and empowering entrepreneurs so he speaks frequently at conferences and on podcasts and webinars.Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators.

Mark Stiving has driven business initiatives worth hundreds of millions of dollars. He is sought after for his superpower of finding invincible profits in every company he works with. He is an award-winning international speaker known for helping audiences find hidden value and more profit, immediately.Mark started and successfully sold three powerful companies in the tech sector. His legendary "Value Acceleration Bootcamp: How to use customer value to price, package, and sell products" helps PE firms and innovative companies master their buyers' purchasing decisions to win more business at higher prices.You have probably heard of Mark's many popular books. He is a prolific and highly rated author of "Impact Pricing: Your Blueprint for Driving Profits", "Win Keep Grow: How to price and package to accelerate your subscription business", and "Selling Value: How to Win More Deals at Higher Prices"His forthcoming book is "Invincible Profits: How to Lead a Value Revolution and Dominate Your Market"

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Aaron Evans is the founder of Flow State, a specialist B2B sales performance and transformation consultancy dedicated to helping leaders and teams win in the new era of B2B sales. With 14 years of sales enablement, coaching, and hands-on training experience, Aaron has worked in multinational, corporate, and start-up business environments across EMEA, US, LATAM, and APAC.Throughout his career, Aaron has successfully led sales transformations in several verticals, including taking an HR tech business to IPO in 2014. As a qualified coach and practitioner of NLP and Neuro-Semantics, he brings a unique perspective to his work in sales enablement.Aaron is a passionate SaaS sales enablement leader, guest speaker, and mentor who has proudly developed thousands of sales managers and professionals globally. His expertise lies in creating highly-immersive, bespoke B2B sales training and coaching experiences.https://flowstatesales.co.uk/ 

Leslie Venetz is a 3x Head of Sales with 15-years of experience running successful B2B outbound sales motions. She is the founder of The Sales-Led GTM Agency and is ready to help teams talk WITH buyers instead of AT them.

Richard Harris is a sales expert, author of 'The Seller's Journey' and GTM consultant. He's a 4x Salesforce Sales Leader, 5x AAiSP Top Sales Leader and he teaches revenue teams how to earn the right to ask questions, which questions to ask, and when.

With over 25 years in the sales industry, John Barrows has held various positions, ranging from making 400 calls a week to serving as the VP of Sales at a self-funded startup that was acquired by Staples.Now, he leads JB Sales, a training company that collaborates with top organizations such as Salesforce, LinkedIn, Amazon, and Google, as well as many of the world's fastest-growing companies. His extensive experience has provided them with deep insights into the effective strategies and common pitfalls in sales and has trained over 100,000 sellers!Committed to continuous learning and improvement, he aims to use his knowledge to uplift sales professionals and enhance the field itself, believing that when executed proficiently, sales is the most rewarding profession. Find him on LinkedIn, through his newsletter (https://www.jbarrows.com/newsletter-jbsales), and via his Membership and Training programs (https://www.jbarrows.com/individual-training). 

Curtis Ropp is the founder and CEO of Outbound Funnel is passionate about helping disruptive companies across various industries achieve rapid and sustainable growth through strategic sales engagement and cutting-edge technology. Outbound Funnel, a leader in Sales Engagement Platforms, provides custom solutions and continuous support to its clients, backed by a team of military veterans and multi-platform certified professionals.As a top implementation and pro-service partner for industry leaders like Outreach, SalesLoft, Gong, Intercom, Drift, and more, the company has garnered extensive knowledge and expertise in the ever-evolving landscape of sales engagement and enablement tools. Committed to leveraging their network and insights to create a positive impact, they actively share experiences, successes, failures, and embrace opportunities to learn from others in this dynamic and exciting field.

Mike is an experienced sales professional with 25 years of experience in strategic sales, former #1 AE at DocuSign and Oracle. Ran the "Big Deal Team" at DocuSign which included the Executive Engagement Program and Advisory Board. Co-developed "The DocuSign Way" sales methodology. Trained and coached 100s of sellers. Today Mike is the CRO and Co-Founder of 100 Handshakes, a relationship acceleration platform, which enables sellers to build relationship maps (org charts) for strategic accounts for account planning and to collaborate with the customer.

Michael Hoffman is the founder and CEO @ PastSight a revenue-driven win-loss analysis platform for SaaS companies. https://www.linkedin.com/in/mfhoffman/ 

Dave Kennett, CEO of ReplayzIQ a new generation of call intelligence software that automatically scores sales calls joins Alex to talk all about sales coaching - what is it, why isn't it happening and how to embed coaching into a team.

Kevin is the CRO and founder of Inside Sales Expert. He helps leaders at early stage tech companies avoid mistakes in all aspects of growing their sales team. Kevin breaks down how to stand out in a crowded job market and sell your way into your next role!

Chris Orlob is the CEO of pclub.io and QuotaSignal. Listen in to learn about Chris's journey growing Gong.io from $200k to $200M ARR and a $7.2B valuation in less than six years and how he built pclub.io! He has trained over 10,000 SaaS and tech salespeople on SaaS sales calls with the #1 online course platform for B2B sellers.

Chris Walker is the CEO of Passetto, Chairman of Refine Labs, and an expert at GTM Strategy & Analytics for High-Growth B2B Companies having supported over 250+ grow. Tune in as Chris unpacks how the Operating & Data Models Used in GTM are Flawed!

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 49, we had an illuminating discussion with AI pioneer Peter Voss about his mission to develop human-level artificial intelligence. With over 20 years dedicated to cognitive systems, Peter offers thought-provoking insights on the limitations of today's AI and a compelling vision for the future. Peter explains that while statistical, generative AI like GPT-3 has achieved impressive results, fundamental constraints remain. Massive datasets and extensive training are required. There is no real-time learning or conceptual thinking. Information is not integrated into an evolving model. In contrast, Peter's company takes a cognitive approach focused on incremental learning, conceptualisation, reasoning, and contextual understanding. This allows chatbots to deeply comprehend conversations, rather than simply recognising keywords to trigger scripted responses. Peter shares examples of their technology in action. 1-800-Flowers uses it to offer personalised gift recommendations based on purchase history and occasions, outperforming humans during peak seasons. It provides a hyper-personalised experience by remembering individual customers.While current AI has limitations, Peter sees it as improving sales and service by automating repetitive tasks. This allows reps to handle more complex issues and build customer relationships.AI can also help salespeople access key information and follow up on actions. But Peter believes human trust and rapport will remain essential for high-stakes sales.Looking ahead, Peter is most excited about achieving human-level AI to unlock new possibilities. Virtual scientists could research solutions to humanity's biggest problems at massive scale. AI assistants could provide trusted, customised advice to make us better people. And automation could substantially lower costs to generate prosperity. Peter's vision is thought-provoking. While AI will only partially replace human intelligence sometime soon, he makes a strong case for its potential to enhance our abilities and make progress on problems if developed responsibly. We appreciate his balanced perspective on both the promise and limits of this rapidly advancing technology.Listen to this episode and gain deep insights into the limitations of current AI models and discover a revolutionary cognitive approach to artificial intelligence.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 48, we have the privilege of having Emmaline Fawcett on the show today to chat about the superpower of sales. As a business and mindset coach who has run her own companies for years, Emmaline has a unique perspective on sales.We kick things off by discussing how to describe sales itself. Emmaline believes sales is simply providing solutions, and being deeply in service to people whose needs align with our offer. When we have the right audience, it's just matching desires to solutions.She thinks we've overcomplicated sales based on movies portraying it negatively. But properly practiced, it's an act of service meeting clients' needs. We agree that sales provide immense value when done ethically, though unfortunate stereotypes persist.Emmaline shares her journey from a clinical nutritionist to mindset coaching, having gotten NLP certified a few years back. She pivoted to help female entrepreneurs take offline businesses online. One story that stood out was her doing door-to-door sales for 9 months in Queensland! Knocking on 150-300 doors daily in high heat and humidity sounded intense. But she says it set her up for incredible resilience while showing what's needed to succeed in sales.We ask how she handled the constant rejection. She says it's a simple mindset shift - they're saying no to the product, not us. We personalise too much, when it's not about being detached, just realising the rejection targets the offer at that time, not our self-worth. On that note, Emmaline explains why she pays her team retainers versus pure commission. It eases the desperation felt when income relies on each sale. People unconsciously sense that energy which affects rapport. When not stinking of desperation, sales become easier conversations.She also mentions unconscious biases affect selling - if you know a car is overpriced, people smell the nonsense. Integrity in believing our offer provides value makes sales much easier, be it high-ticket or large contracts. Customers want win-win outcomes, not feeling swindled.Besides mindset strategies, Emmaline focuses on morning routines. She says exercise helps discharge excess energy and anxiety about sales quotas and outcomes. The resilience boost prepares a neutral, focused state versus arriving scattered, chugging coffee, and stressed to make numbers.Building personal resilience is key too, she argues, as poor self-worth cracks under sales pressure. Reframing rejection with curiosity versus shame enables continual growth needed to evolve sales skills in the only role receiving frequent, blunt refusals. Hard work trumps talent as technical competence isn't enough - you need a perpetual student mentality.If we could offer one piece of advice to our younger selves, it would be more self-compassion. Our early perfectionist tendencies caused intense self-criticism when struggling. Now we better balance ambition with kindness to ourselves through the ups and downs of the sales journey.Emmaline leaves us with sage encouragement to keep honing our craft. Sales provide| invaluable connections and conversations impossible in other roles. By viewing it as mutually beneficial exchanges of value instead of combative battles, both sides can achieve positive outcomes.Listen to this episode and unlock the path of unlimited potential for those committed to lifelong mastery.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 47, we engaged in an enlightening conversation with Chris Beall, CEO of ConnectAndSell, delving into the keys to dominating your market. With decades of experience building and leading software startups, Chris possesses profound wisdom on entrepreneurship and sales. His insights were truly captivating as we explored proven growth strategies.Chris is a disciple of the iconic high-tech marketer Geoffrey Moore of "Crossing the Chasm" fame. Many founders mistakenly believe that their hot product exempts them from Moore's theory. However, we emphasise that niche dominance is the key to durable success.Chris reveals a formula to expedite securing this foothold. First, we sell to early tech enthusiasts for feedback, avoiding treating them as the full market. Next, we identify a single visionary company with a dire problem that our solution uniquely solves. Although they may never become a reference, their input and stability enable product-market fit.In B2B, buyers risk livelihoods when purchasing technology, so they yearn for trustworthy experts to alleviate selection anxiety. Chris shared research confirming that buyers must trust sellers over themselves, eliciting empathy. It became clear to us that emotion - not logic - drives action.Chris explained how tactical empathy and vocal versatility generate unlikely meetings. Systems can't imbue the authenticity required to build connections. This human-centric approach sows trust to pave markets before competitors commoditise them.We asked how to demonstrate expertise. Chris described, by necessity, becoming a star door-to-door Fuller Brush man. By offering to research optimal products for each household and then delivering, he established asymmetry and added value.Chris revealed that even giants like Microsoft's Satya Nadella experience frustration on mission fulfillment, presenting an opportunity. In sales calls, we first ask where people are to shift their emotion from apprehension to pride. Then we have them share their company mission and how they want to help customers. Business problems manifest where mission friction emerges.We found Chris's wisdom on leadership just as enlightening. He said supporting the emotional journeys of employees to embrace change catalyses growth. Force fails. We now recognise that this "people-first" philosophy creates breakthroughs.Chris taught us that people buy from those they trust to make decisions they don't trust themselves to make. We believe trusting relationships accelerate sales cycles regardless of the economic climate.Listen to this episode and learn from Chris about nurturing human connections.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 46, we have the privilege of speaking with Stan Gibson, an accomplished business consultant, executive coach, author and speaker. With over 35 years of experience working with executives and teams across diverse industries, Stan has a wealth of insights to share on leadership.In his role as a consultant and success coach, Stan's approach stands out, bolstered by multiple coaching certifications, extensive research on wellbeing, and a strong network. His rich experience includes over 15 years dedicated to neuro and physiological research to understand human behavior and potential.Stan believes great leadership starts with self-leadership. He advocates "doubling down on you" by pursuing self-awareness and taking care of your own well-being. Assessments like StrengthsFinder and Enneagram reveal natural talents and potential blind spots. Consciously developing daily habits around proper sleep, nutrition, and exercise help manage stress and lead from an authentic place.Stan explains that effective leaders act as coaches by asking questions, listening, and drawing out the strengths of their team. They collaborate rather than command. He shares an example where a company replaced all managers with coaches, improving employee engagement and retention dramatically.Stan learned this "people-centric leadership" early in his career from a football coach who involved players in co-creating strategy. Their team went from winning just one game to becoming national champions in one year.For modern leaders, Stan prescribes frequent one-on-one meetings to show employees you care about their lives in and outside of work. He says people don't care what you know until they know how much you care. This human-centered approach boosts retention, saving the high costs of turnover.By living and leading with intention, self-awareness, and care for others, Stan believes we can all achieve breakthroughs. His insights highlight the immense value of a "people-first" approach to leadership. Listen to this episode and unlock the secrets to becoming a more effective and compassionate leader. Your team will thank you for it.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 45 of the Rev-Up Sales podcast, we have the privilege of having Margie Oleson, an accomplished executive coach and a true master of leadership. With a doctorate in Organisation Development and a strategic blend of expertise and innovation, Margie has left an indelible mark in various industries.Margie Olson shares invaluable insights on why organisational dysfunction persists and how to transform teams into high-performing units.Drawing on her doctoral research and decades of experience, Margie reveals that companies have long understood the fundamentals of organisational development and team dynamics. However, few put this knowledge into consistent practice.The culprit she identifies is ingrained habits formed early in life. Our brains operate mostly on autopilot to conserve resources. Without proper training and practice, leaders default to what they know from childhood onward.Bringing in models or consultants for one-off trainings typically fails. Real change requires rewiring habits over an extended period. Margie guides teams through five pillars:-Leadership Team Effectiveness-Organisational Alignment-Leadership Development-Team Development-Sustainable ChangeFirst, anxieties around dysfunction are openly acknowledged like poorly run meetings, lack of accountability, and departmental silos.Margie then facilitates constructive communication to build trust and commitment to solutions. Small wins create momentum to cement new habits.For example, meetings become highly productive by clearly defining purpose, participants, and decisions. Team members hold each other accountable for new practices.Margie emphasises that the process takes time because automatic patterns won’t change overnight. But with the right discipline, behaviors reinvent themselves to finally serve strategic objectives.Margie Olson provides an invaluable roadmap for any team stalled in dysfunction. Listen to the episode and learn more about optimising your team’s performance through her proven methodology.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In this episode of the Rev Up Sales podcast, I engaged in a compelling discussion with sales expert Steve Gielda. The topic? How assumptions can be the silent sales killers that sabotage your success. Steve is a renowned expert in Global Sales Enablement and a former VP of Sales. Steve has significantly improved the field effectiveness of over 15,000 sales and marketing professionals.Specialising in industries such as IT, Finance, Medical Devices, and Pharmaceuticals, Steve and his team have had the privilege of helping clients surpass their key business metrics.As the President and co-founder of Ignite Selling, Steve has conducted extensive win-loss analysis and uncovered three critical areas where salespeople often stumble due to incorrect assumptions.But, what are these assumptions?Firstly, many salespeople mistakenly assume they've got a full grasp of the business metrics their prospect aims to enhance. However, delving deeper often reveals hidden metrics that can be pivotal. The game-changing move here is to ask insightful questions like "What are the 2-3 business metrics you are held accountable for?" Uncovering these metrics empowers you to align your solution perfectly with their goals.Furthermore, sales reps frequently assume they're conversing with all the key decision-makers in the buying process. In reality, your competition might be engaging with influential individuals that you weren't even aware of. A simple question like "Who is our competition speaking with that we're not?" can reveal untapped opportunities.When deals go south, reps commonly point fingers at pricing. However, research shows that price is rarely the primary decision-making factor. By asking "Besides price, what criteria will you use to make your choice?" you can unveil the genuine issues behind lost deals.So, how can budding sales professionals steer clear of these perilous assumptions? Steve underscores the power of finding a peer or manager who's willing to challenge your viewpoints and play "devil's advocate" before client meetings. This collaborative approach allows you to test your assumptions in a risk-free environment.Sales managers also play a pivotal role in this. Instead of merely rushing from one sales call to another, they should encourage their reps to pause and think strategically. Taking a step back from real-time coaching helps in questioning assumptions and can save valuable time by preventing stalled or lost sales.To solidify these new habits, Steve advises selecting one or two must-win deals and systematically scrutinising every assumption about the opportunity with a colleague or manager. Break down the deal, piece-by-piece, and have your colleague critically examine your thought process. This transforms unconscious assumptions into deliberate choices.So, listen to this episode and become aware of how assumptions can sabotage your business process. Once you identify what they are you can implement different strategies that work for both you and your clients.Although shaking up established practices might initially feel uncomfortable, the rewards for both salespeople and their customers are unquestionably worth the effort. Asking the right questions leads to a deeper understanding of your clients' true needs and desires. The result? Sales conversations that seamlessly align solutions with each customer's unique goals.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to the Rev Up Sales podcast. In this episode, we're joined by Nikki Ivey, an outbound sales expert currently working at OppGen. Nikki is an inspiring storyteller with a passion for people and the social savvy to turn relationships into revenue. With a decade of sales and marketing experience, Nikki motivates people to build their brands and break into opportunities with authenticity and empathy. She is focused on turning moments into movements.In this episode, Nikki shares her journey into sales, which started in an unconventional way. While accompanying a friend to a car dealership, Nikki found herself engaged in a unique encounter with a salesperson, ultimately leading to her entering the world of sales. She began her career as a Sales Development Representative (SDR) and quickly realized the importance of creativity in a sales role, especially in a landscape dominated by email outreach.Nikki's approach to sales evolved as she explored various channels and developed her communication skills. She highlights the value of content in building relationships, which ultimately sets you apart from the competition. Nikki's mantra is "phone first," and she emphasises the efficiency of phone calls in quickly reaching a yes or no. She's a strong advocate for combining multiple channels to connect with prospects effectively.Some sales influencers claim that the phone is dead, but is that so? Nikki is here to give us her view on that and to tell us why this is a common perception amongst salespeople.This conversation highlights the importance of curiosity in sales calls. Rather than relying solely on extensive pre-call research, she combines her research with genuine curiosity during conversations. She believes in asking relevant, impact-driven questions that resonate with prospects and lead to meaningful discussions. This approach helps her build trust and connect with potential customers more effectively.But what about handling rejection in sales?Nikki shared that rejection doesn't affect her the way it used to, but when it happens, she views rejection as a data point rather than personal failure. This perspective allows her to detach from the outcome and maintain a positive mindset.Listen to this episode to know the advantages of “phone first selling”. Nikki offers very valuable pieces of advice for newcomers to the sales world and she encourages individuals to recognise that they don't have to follow the typical career trajectory in sales. If you're intrigued by Nikki's insights and her "phone first" approach, this episode is a must-listen!Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to the Rev Up podcast! In this episode, we dive deep into the impact of artificial intelligence (AI) on the sales profession. This insightful conversation delves into the ways AI is changing the sales landscape.In this episode, we discuss the proliferation of AI in recent months and its undeniable impact on sales. We have to know the importance of understanding AI's role in sales, beyond just automating tasks. AI can be a powerful tool when used to enhance credibility, improve knowledge, and provide valuable insights.One key takeaway from this episode is the concept of AI as a "personal research assistant." AI can quickly and efficiently gather information about prospects, helping salespeople enter conversations armed with relevant knowledge and insights. This, in turn, elevates the quality of sales conversations and builds credibility with buyers.Scottie and I stress the importance of using AI to streamline administrative tasks. With AI-powered note-taking and transcription tools, sales professionals can spend less time on low-value tasks and more time engaging with prospects and customers. This not only boosts productivity but also ensures that important information is captured and utilized effectively.The episode addresses the concern of whether AI will replace salespeople. While acknowledging that AI may change certain aspects of the profession, we believe that salespeople will always play a crucial role in complex, high-value sales. Entry-level sales roles may evolve, but sales professionals will continue to be valued for their ability to connect with customers on an emotional level.Listen to this episode and enter the discussion on the transformative potential of AI in sales. We promise to delve deeper into more practical applications of AI in future episodes, making it an enticing topic for anyone looking to Rev Up their sales performance in the ever-evolving world of sales. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to the Rev Up Podcast! I'm your host, and today we've got an episode that's going to invigorate your approach to sales and life. We're joined by a remarkable guest who's going to help us unpack a concept that can truly transform your mindset, both in business and beyond.Joining us is Dr. Eric Recker. He is a husband, father, dentist, elite success coach, pilot, speaker, author, mountain climber, and recovering triathlete, he has pushed his life to the limit and discovered that what he was searching for wasn’t at the top of the mountain. Today, in addition to running a thriving dental practice Eric is committed to helping people learn to #WINtheNOW and discover the life they were meant to live through his talks and coaching.Eric is here to share his insights on the game-changing concept of "Winning the Now." As we navigate these uncertain times, it's all too common to feel overwhelmed, whether it's dwindling leads, sluggish deals, or the challenge of building and retaining a high-performing sales team. Eric's got the secret to tackling these challenges head-on."Winning the now" isn't just a catchy phrase; it's a life philosophy that Eric discovered during the COVID pandemic. His own journey of finding moments of quiet reflection led him to this powerful concept. Imagine living in the present moment, fully engaged and mindful of what's happening around you. Eric's going to share how he harnessed this idea to navigate the turbulence of the past couple of years and how you can do the same.One key takeaway from our conversation is the importance of defining what a "win" looks like in each moment. Whether you're on a sales call, strategising for your business, or simply having a conversation, embracing the now and identifying the wins within it can have a profound impact on your success and well-being. And don't worry, this isn't about setting unrealistic expectations; it's about setting intentions that empower you to be present and focused.But wait, there's more. We'll also explore the concept of burnout—a challenge many of us face, especially in sales. Eric has practical advice on identifying the early signs of burnout and steps you can take to prevent it. His five-day challenge to "knock back burnout" is something you won't want to miss.Throughout our conversation, Eric provides a fresh perspective on taking care of yourself and building strong relationships with those around you. And trust me, you don't have to be a sales expert to benefit from these insights. Whether you're a seasoned salesperson, a manager, or someone just looking for ways to thrive in today's world, Eric's wisdom will resonate with you.So, if you're ready to transform your sales approach, your mindset, and your life, this episode is an absolute must-listen. Tune in to gain a new understanding of "winning the now" and take away practical tips to enhance your daily experiences. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Ladies and gentlemen welcome back to another exciting episode of the Rev Up podcast! Joining us today is the one and only Ryan Staley, a sales expert and consultant with a rich history in the field. If you remember, Ryan's been on our show before, and this time around, he's bringing some game-changing insights to the table. Our conversation revolves around the fascinating realm of artificial intelligence and how it's shaping the world of sales.In these times of uncertainty, where inbound leads are drying up and deals are taking longer to close, the importance of leveraging cutting-edge technologies like AI can't be overstated. And Ryan knows this better than anyone. He's been deeply immersed in the world of AI for quite some time, and his experiences have led him to identify some of the outcomes that this technology brings to the sales landscape.First, he shares how AI is transforming time management in sales. Thanks to the power of AI-driven automation, tasks and workflows that used to consume hours can now be accomplished in a fraction of the time. But it's not just about micro-level time savings. Ryan also highlights the macro impact of AI. By asking the right questions and harnessing AI's capabilities, sales professionals can now tap into years of collective experience and knowledge in seconds, leading to enhanced strategic decision-making.Moreover, Ryan delves into AI's potential to unlock new capabilities and execution strategies. Listen to this episode to know how Ryan has transformed his content creation process, going from hours of effort to mere minutes, all while achieving impressive results that would have been impossible before. This speaks to the true power of AI in amplifying the skills and capacities of salespeople.But the real magic happens when AI is integrated into team dynamics. Ryan proposes a simple yet effective approach for sales leaders to drive exponential growth within their teams using AI, tune in to know all about it.Now, you might be thinking, "Will AI replace salespeople altogether?" It's a valid question that's been swirling around. Ryan addresses this head-on so, if you are interested in AI and the impact is having on the world make sure to listen to this episode.I guarantee you, this episode will leave you with a renewed perspective on the possibilities that AI can unlock for your sales journey.But don't just take my word for it—tune in to the full episode to hear Ryan's wisdom firsthand. And remember, the future is unfolding faster than we can imagine, so it's up to us to embrace the opportunities it presents. Thank you for joining us.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Ladies and gentlemen welcome to the Rev Up podcast! Today, we have an incredible episode lined up for you, featuring the renowned Brian Will, a serial entrepreneur, sales expert, and multi-time bestselling author. We'll dive deep into the world of business-to-business selling and explore powerful sales tactics that will revolutionize your performance.Brian Will is a Serial Entrepreneur and an industry-leading Business and Sales Management Consultant. During the course of his career, Brian has created or co-created seven very successful companies in four different industries. These companies were worth over a half a billion dollars at their peak.He has also done multiple turnaround projects for companies from startups to Fortune 500, and helped those organisations drive billions of dollars in sales. His multifaceted background gives him the ability to understand and teach agile processes and principles and articulate their implications from multiple perspectives, from the development team to the executive board. Today, Brian owns a growing chain of restaurants in the Atlanta area and a residential and commercial Real Estate business in Georgia and Florida. He also serves on city council in his hometown of Alpharetta, Georgia.In this episode, Brian shares his fascinating journey, starting with his blue-collar landscaping business, which soared to success until it met its downfall. From there, he ventured into the insurance business during the tech boom, which led him to make significant deals in the online insurance space, powering several US states' healthcare systems. His journey continued with other ventures and even politics, where he now sits on the city council.Our conversation takes an intriguing turn as we explore the psychology of sales. Brian emphasises the importance of understanding why buyers make decisions and addressing objections upfront. He shares a unique perspective on handling objections by actively listening to clients and anticipating their concerns early on in the sales process. Brian's insights show us that building connections and trust are critical in any sales interaction.We delve deeper into Brian's effective sales techniques, where he highlights the significance of treating clients as individuals rather than customers. By asking thoughtful questions and actively listening, we can build strong emotional connections, allowing clients to fall in love with our products or services. This emotional journey is followed by logical backing as clients realise the benefits and value our offerings bring.Moreover, we discover how tailoring your sales approach to different departments in a B2B setting is crucial. Finance, IT, sales, and marketing departments all have unique concerns and priorities. Understanding each audience and speaking their language will elevate your sales game and win their trust.In this episode, Brian shares valuable wisdom gained from his diverse experiences. Whether you're an aspiring entrepreneur, a seasoned salesperson, or simply curious about the art of selling, you won't want to miss this episode. So, tune in to the Rev Up podcast now and Rev Up your sales game!Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to the Rev Up podcast! Today, we have a fascinating guest with us, Craig Alexander from Gumas Advertising, a San Francisco-based marketing agency dedicated to serving challenger brands. They've trademarked the phrase "Challenger Brand Marketing" and recently authored a book on the topic.But what exactly is a challenger brand? Well, it's anyone who's not number one in their category, and they often find themselves up against competitors with bigger budgets and greater resources.In this episode, we explore how challenger brands can take on industry giants and succeed in their market.Craig is a seasoned veteran of the branding, advertising, and marketing industry. With over 30 years of experience, Craig has worked with some of the most well-known accounts in the world, such as Microsoft, Sony Pictures, Carl’s Jr., Esurance, NASDAQ, The Walt Disney Co., AOL, and The Miller Brewing Co. Craig is a world-renowned authority on Challenger Brand Marketing and co-author of the book “Challenger Brand Marketing” which describes how challenger brands can effectively develop marketing strategies to take on their larger competitors. In this episode, Craig emphasises the importance of understanding your buyer on an emotional level. To achieve this, his agency conducts in-depth research, engaging with both current and potential customers. The responses from these interviews are then analysed to develop a compelling messaging strategy that connects with the target audience.When it comes to startups, Craig offers valuable insights as well. Even if a startup doesn't have customers yet, they can learn from competitors and potential users to shape their approach. The emotional appeal remains the key to crafting an effective marketing message, as it connects with people on a human level.As we delve deeper into the marketing side, Craig sheds light on how challenger brands can effectively get their message out there. It's all about targeted digital media that allows prospects to click and engage immediately. Billboards and traditional ads take a backseat as the focus shifts to online platforms and digital interactions.The challenge is standing out in a crowded space. Craig believes that the right messaging is crucial in grabbing attention and inspiring action. By understanding the emotional needs of the prospects, challenger brands can create impactful taglines and elevator pitches that resonate with their audience.So, if you're a business facing tough competition or a startup aiming to disrupt the market, this episode is a must-listen. Learn the secrets of successful challenger brand marketing, and discover new sales tactics to elevate your performance.Join us as we explore the world of business-to-business selling and tap into the minds of fascinating people from diverse backgrounds. Tune in to the Rev Up podcast to rev up your marketing strategies and drive your sales to new heights. Don't miss it!Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Ladies and gentlemen, welcome to another exciting episode of our show! Today, we have a special guest who has built an incredible sales team and achieved remarkable success in the digital marketing industry. Please welcome Richard Conway, the founder of Pure SEO!Richard shares his journey of starting Pure SEO in his living room with just $200. Despite facing initial job rejections, he took matters into his own hands and created his own job. Fast forward to today, Pure SEO is the largest company in its niche, with 70 employees spread across four countries. They specialise in search engine optimisation, search engine marketing, Google ads, programmatic advertising, and social media marketing.What caught my attention and made me eager to talk to Richard was his ability to build and maintain a high-performing sales team. Many companies struggle to sustain sales performance as their teams grow. So, Richard is here today to tell us how he has done it.Richard humbly acknowledges that it wasn't solely his skills that made it happen. He emphasises the importance of having the right systems and processes in place. Initially, they faced challenges with salespeople not meeting targets, but after realising the issue were their systems, Richard sought out a talented sales manager who could bring about positive changes. It turned out that having clear processes and repeatable actions were crucial for the sales team's success.In this episode, he is going to share with us what actions you should take to have a smooth and well-organised process.Richard also emphasises the value of providing genuine value to customers rather than being overly sales-focused. By focusing on the customer's needs and offering solutions, salespeople can establish positive impressions, even if they don't close the deal. Additionally, it is very important to get the basics right! Don’t worry, we’ll talk about that too.By emphasising the importance of processes to nurturing top performers and living by a set of core values, Richard has created a sales culture that delivers exceptional results. So, if you're eager to learn more about the secrets behind building a successful sales team and the journey of Pure SEO, make sure to tune in to this episode! Remember, focusing on processes and having a clear system in place is what separates successful and unsuccessful teams so, don’t miss this conversation because Richard’s insight on building high-performing sales teams is invaluable.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to be sharing some insights on a really exciting and relevant topic. Todd Caponi is with us today to talk about selling in uncertain times.Todd has been enamored with behavioral and decision science research since he can remember.He has combined that with his love for sales methodology/philosophy and learning theory, he has opened doorways to simple solutions to everyday sales, leadership and learning challenges.Todd speaks, teaches, advises and writes – in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.In this episode, we are going to explore the fascinating topic of selling in an uncertain market. We are going to talk about a unique approach that allows you to tap into the minds of your buyers and understand their needs on a deeper level.During times of uncertainty, such as the recent global challenges we've faced, our survival instincts kick in. Just like when you find yourself lost in the woods, your heart races, and your mind jumps to worst-case scenarios. It's an automatic response designed to keep us safe. Of course, this primal behavior also affects our buyers and the companies we interact with. They also experience a sense of uncertainty and resort to specific actions, like reducing spending, extending their financial runway, and minimising risks.In this episode, we'll explore three crucial aspects that you should work on to be adaptive in today’s environment.These will help you understand the thoughts and concerns of your buyers, so you can tailor your message to resonate with them deeply; they also take into account the importance of transparency in today's environment and how transparent communication can build trust and create meaningful connections with your audience. We are also going to tackle the art of presenting, and drawing inspiration.So, if you're ready to discover how transparency and empathy can be your superpower in times of uncertainty, you should really listen to this episode. Together, we'll explore practical strategies that will revolutionise your sales approach.Don't miss out on the opportunity to gain valuable insights from the one and only Todd Caponi so you can have the knowledge and the tools required to transform your business!Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In a recent interview, we had the pleasure of speaking with Jared, co-founder of Rev Genius, a thriving community rave that aims to fill the gaps in inclusivity and organization in the digital space. With a background in sales and sales leadership roles, Jared recognized the power of community and its potential for driving revenue. In this blog article, we delve into Jared's journey, his perspective on community building, and the importance of vulnerability and giving in fostering a strong and supportive community. Jared's Journey:Jared's professional journey began 15 years ago when he fell into the sales profession, following in the footsteps of his salesperson father. Starting outside the technology industry, he spent seven years at FedEx, gaining valuable experience and learning from his failures before finding success in the technology sector. His diverse roles shaped his understanding of the sales landscape and prepared him for the creation of Rev Genius. The Evolution of Community:Jared emphasized the significance of community in today's digital world. He recognized that interactions among people, rather than simply company-to-company connections, are becoming increasingly central to business success. Over time, platforms like LinkedIn have evolved, prompting the need for a shift from company-centric content to value-driven and human-centered content. Jared and his team saw the opportunity to bridge this gap by creating a micro community where individuals could connect, learn, and support each other. Building a Community:Jared highlighted several key pillars in building a successful community. First and foremost, he stressed the importance of giving without expecting anything in return. By providing value that extends beyond one's business model, community members can forge meaningful connections and ignite a sense of goodwill. Additionally, vulnerability plays a crucial role in community building. Jared encourages individuals to embrace their vulnerability and seek help when needed, fostering an environment where support is readily available. Furthermore, he emphasizes the significance of empathy, which is often difficult to scale on larger platforms. By prioritizing the human element, Rev Genius aims to create a supportive community that is distinct from traditional sales roles driven solely by numbers. Clubhouse and the Potential for Realness:Jared expressed his excitement for platforms like Clubhouse, which he believes have the potential to scale authenticity and realness. With its audio-based format, Clubhouse enables genuine conversations and connections, allowing individuals to share knowledge and experiences openly. Jared sees this platform as a catalyst for empowering individuals and promoting genuine interactions among community members. Jared's journey from sales to community building offers valuable insights into the power of fostering genuine connections and creating supportive environments. Rev Genius stands out as a micro community focused on empowering individuals, embracing vulnerability, and providing value beyond traditional business models. Jared's passion for community building and his excitement for platforms like Clubhouse demonstrate his commitment to nurturing realness and empathy in the digital realm. As we move forward, let us remember the importance of building communities that uplift and support one another, transcending mere transactions and embracing the true power of human connection.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In this episode, we are joined by Alyssa Glassman. She is an experienced revenue enablement leader.Alyssa leads Revenue Enablement for Recharge, the leading subscription management solution empowering merchants through recurring commerce. Recharge powers subscriptions for more than 15,000 merchants serving 50 million subscribers, and supports brands such as Verve Coffee Roasters, Bokksu, Who Gives A Crap, Billie, and Bite.In this episode, Alyssa shares her journey and experience in the field of sales enablement. She highlights the diverse backgrounds of professionals in this industry and discusses her own path, which included roles in support, sales, account management, and founding her own company. We delve into the concept of sales enablement, and why many companies still don't fully understand it. Alyssa stresses the importance of collaboration with different teams, such as product marketing, legal, and DevOps, in order to deliver effective enablement. Are you familiar with sales enablement? What is it? When should organisations consider implementing it?Alyssa is going to tell us about all the factors that take part in this process and she is going to give us advice on how to properly invest in sales enablement.So, listen to this episode to learn about the role of sales enablement and its different components, the issues around buy-in and potential pushback from sales managers, the significance of top-level support, and a lot of different strategies you can start to implement right now.Alyssa really shed light on the significance of role-based training, collaboration with various teams, and aligning enablement efforts with business objectives so, don’t miss this episode, we’re sure you’ll find it extremely valuable.Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In this episode, we have the pleasure of talking to Chet Lovegreen, the founder and head of sales at The Sales Doctor, a podcast that focuses on go-to-market strategies. With over 11 years of selling experience, Chet started The Sales Doctor in 2020 as a way of providing a prescriptive approach to solving problems within a company's go-to- market strategy.Having helped build out sales processes and teams that led to companies successfully raising over $100M in VC funds, Chet is fluent in all things sales, leadership, and professional development In episode 33, we are going to touch on many topics, we are going to talk about the importance of learning and development, productivity, and how to maximise the usage of your time, among many other things. Chet explains that productivity is a buzzword that means different things to different people but, at its core, is about finding ways to complete a 60-hour workweek in 30 hours. Chet, who is a father of three, wants to spend time with his family while also running a business, managing rental properties, and creating content for TikTok and YouTube. He emphasises the importance of prioritising tasks and using tools to stay focused and efficient. Chet also discusses the idea of "deep work," which is the idea of focusing on a single task for an extended period, and the benefits it can have on productivity. He talks about the importance of scheduling time for deep work and eliminating distractions, such as social media and email notifications. This episode really touches on the idea of work-life balance and the importance of taking breaks and setting boundaries. Chet knows that productivity is not just about getting more done but also about creating space for rest and recovery. Listen to this episode to learn how you can maximise your productivity while having a balanced work life, we are going to dive into the different elements that allow businesses to increase productivity and all the different strategies you can implement. This is going to be extremely valuable so, don’t miss it!Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 32 of the Rev-Up Sales Podcast, we have Alex Pirouz, a multi-time founder of businesses and an entrepreneur expert on LinkedIn and social media. Alex’s entrepreneurial journey started when he was 13 years old and wanted an Atari. Unable to afford it, he raised the most money for charity at his school and won the Atari as a prize. He also sold chocolate door-to-door at age 14 or 15 and that really helped him build his confidence. He then went on to start four businesses between the ages of 22 and 26, losing close to a million dollars. Hitting rock bottom at the age of 26 with less than $1500 to his name, he decided to give it one last roll of the dice. He had learned from his mistakes and eventually turned things around, he partnered with a friend to launch a door-to-door sales company in Wollongong. Over the space of 14 months, he managed to scale that business into a multi-million-dollar company employing over 45 staff. After successfully exiting that business, he went on to launch and exit another one in the automotive industry before moving back to Sydney to start his own consulting practise. Using LinkedIn to rapidly scale his business, he saw a need for LinkedIn training and marketing, so he launched his 7th company, lnkfluencer. A company he’s since managed to scale on an international level, helping over 35,000 people in 65 industries and 35 countries. Alex knows the importance of sales skills for entrepreneurs and anyone looking to succeed in business, and he understands that being able to lead people, sell, and raise capital are fundamental skills but he also understands that sales is about helping people, and making sure you can solve their problems. So, in episode 32 we are going to talk about why sales is a superpower. Listen to this amazing conversation because Alex is going to tell us how to use LinkedIn and social media to amplify sales efforts, he’s going to illustrate the importance of building relationships and engaging with potential clients on social media, and he also is going to share his advice for sales teams, including being empathetic towards clients, adapting to virtual selling, and focusing on building trust and relationships. Tune in to learn how to use sales as a superpower for life! Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 31, we are joined by the Sales Rebel, Dale Dupree. Dale was once known as The Copier Warrior and is the appointed Leader and Founder of The Sales Rebellion. He is born and raised in Orlando, FL. He has a sales background that dates back to his childhood as he was raised wandering the halls of his father's business. Dale has been a full-time sales professional for 13+ years. Dale currently provides sales training and development through his firm, The Sales Rebellion, which challenges the status quo. He is audacious with his outreach, intentional in his sales walk, and driven to create a community of sales professionals that cause undeniable curiosity and true impact in their walk with prospects and clients. Dale believes in people over products, community over commission checks, fellowship over negotiations, and experiences over performing a pitch. He started out in sales working with an SMB, selling copier machines, which was his father's business. In the midst of doing that, he recognised that the SMB space, even though it was fun and it was home for him for a long time, was really constricting for him. So, he started thinking outside of the box when it came to revenue and began noticing the harmful impact of saying this like, “I could never win big accounts”, and “These guys are out of my league”. Instead, he adopted a very confident approach and went on to win big accounts to make the company grow. But, after years of doing it, he also began noticing that the sales landscape is really damaged. As he says, “The sales landscape sucks in general, and the mindset sucks, and the scripting sucks, the sequencing sucks, the cadences suck, not all of it, but the majority of it does”. That’s why, in this episode, Dale is going to share with us how his rebellious approach to sales has earned him huge success. We are going to talk about disrupting patterns, how to connect with people through creativity and emotion, and how to stand out from the crowd and really make a difference, among many other things. So, listen to this episode to learn how Dale has been doing sales and what are the key factors that have determined his success. We’re sure you are going to be able to incorporate some, if not all, of the things that have made a difference for him in your daily business interactions, and you’ll see why it is so incredibly important to be able to think outside the box. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 30 of the Rev Up Sales podcast, we are going to talk with Andy Paul about what sales are, what should be, how people generally feel about sales, among other very interesting topics about sales in the modern world. Andy hosts some of the best conversations in sales on his podcast Sales Enablement, with 850+ episodes and counting. He has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales. He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today. Andy started his own company about 20 years ago to help smaller companies learn how to go out and compete with the big guys. A lot of small companies usually make a really smooth, gradual transition to selling big deals, getting their feet wet on the smaller ones. His company just did the opposite, they went straight out to sell to big companies. They learned how to do it, succeeded, and then Andy started teaching other companies how to do that too. We are very happy to have him on the show with us because there are so many important things about sales that often get overlooked, or even worse, that are mistaken and have a terrible impact on the people that you are selling to, and Andy knows exactly what those things are and how to address them. This leads us to one of the main issues in sales today, people getting trained to deal with clients in a persuasive manner when that is the main reason people want to be nowhere near a salesperson. Andy knows how ironic it is that almost every sales training course that exists out there is training people on how to become persuasive. The US alone spends $20 billion a year on sales training. Billions are spent every year to train salespeople in the one behaviour that customers universally hate. So, we wonder why people react badly to salespeople. That’s why in many different countries and cultures sales is kind of a dirty word so, what can we do to change this and be perceived differently by our clients? Listen to this episode to find out, you will really understand how important it is to make prospects feel understood, and your business will benefit tremendously from that. Of course, we are also going to dive into other challenges that we have to face nowadays in sales leadership. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 29, we are going to talk about what have been the most important changes in the sales industry over the decades. For this, we are joined by a man who has seen those changes himself, and who also has a lot of experience in this topic, his name is Fred Copestake. Over the last 22 years, Fred has travelled around the world 14 times visiting 36 countries. He has worked with over 10,000 salespeople. From this experience, he recognised the challenges that salespeople have and what really makes a difference to be successful in sales today. He outlined this in his first book 'Selling Through Partnering Skills’. As selling continued to change at pace, and sales professionals needed to keep in touch with the latest trends to stay relevant he wrote his second book ‘Hybrid Selling’ which dives into the new world of sales. Fred is a self-proclaimed geek in researching these changes and understanding them to be able to make sure that we use the things that are relevant and good, to make the necessary tweaks to what can be tweaked, and throw away all those things that aren’t helpful and not very good. So, what's going on in the world of sales? What can we take? And what do we need to tweak? Listen to this episode to find out. We are going to go way back in history and analyse how things have been moving since the early 50s. We are also going to discuss, among other things, what we think the future holds regarding sales and regarding the implementation of new technologies such as AI, and the impact it’s going to have in the world so, don’t miss it! Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 28 we are joined by Tom Slocum. Tom is co-founder and CEO of SD Lab - a business development agency that specialises in creating scalable outbound sales motions to accelerate company growth and help founders achieve their dreams. Before creating SD Lab, Tom had already helped scale and develop a lot of sales development teams. Over the 16 years he’s been in the game he’s been able to help founders and other organisations deploy their motion, their outbound motion in a way that's successful and scalable. Tom knows how important it is for a company to have the right tech, to empower their people, and to have the right processes. Otherwise, what you have is a waste of potential. Many people are good at what they do but often they don't know what they're doing. A solution or a product that does what it’s supposed to do is great, but if you don't understand how to market that product or solution, most of your efforts are not going to be that well compensated. That's where Tom comes in to assist and help companies get out there to the market much faster, and in a more scalable way for them and their revenue. And that kind of brings us on to our topic today, which is all about outbound. In this episode, we are going to talk about what an organisation needs to do when they're thinking about building a high-performing outbound function. We are also going to discuss the importance of messaging in marketing, intention, brand awareness, and so many other things that we may overlook, that Tom doesn’t. Listen to this conversation to learn all you need to know about outbound sales so you can learn how to really exploit all the potential of whatever you are selling by placing it correctly in the market. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 27, we are going to talk about a very interesting approach to sales that is not very heard of, StorySelling. There is no other person that knows more about this than the one who coined the term, Bernadette McClelland. Bernadette is a natural storyteller. She gravitated toward bringing stories and the structure of stories into sales conversations. Her wheelhouse is sales leadership, mindset, and her own lane of StorySelling. She is a prolific writer of articles and blogs, as well as a podcast guest and panelist sharing her ideas and thought leadership on the nuances around this topic. Her message talks to the heart, mind, and soul of every participant, always moving them at a logical and emotional level to elevate their outcomes in a shifting economy. In this episode, Bernadette is going to walk us through this whole concept of StorySelling, and what insights it can bring to the table. StorySelling, as the name suggests is a combination of two of the oldest activities created by mankind, commerce and storytelling. As Bernadette says, “it’s bringing the two of those together and putting a little bit more juice over and above”, it may sound simple but it's enormously powerful when done right. Listen to this conversation to understand what this is all about, and to understand how to give your clients what they need using the power of stories, and capturing those stories in a way that is quite strategic. This conversation was very enlightening, and we’re sure you’re going to find it very valuable too. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 26 we are going to talk about the challenges that you are most likely going to face when building out and managing sales teams. For this, we have an incredible guest on the show, his name is Asad Zaman. Asad is the CEO of Sales Talent Agency, a leading recruitment agency focused on helping their clients build elite go-to-market teams. Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 15 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way, they have facilitated over $550M in salaries. As you can see, Asad certainly has experience in this field and he is more than qualified to teach us more about sales teams and how to build and manage them properly. Out of all the problems and difficulties you can experience when building a sales team, we’ve narrowed it down to 5 main areas where you are most likely going to face big challenges and what to do when that happens. We are also going to touch on a lot of issues and situations that this new year will bring that will help you understand the importance of having a well-planned and well-thought process for building and managing great sales teams. Of course, Asad is going to share with us what are the key elements for building and managing teams so, make sure to listen to this incredible conversation so that you can be prepared for anything, we are sure you are going to learn a lot from it. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.The world is always changing, things are moving on all the time, and knowledge is expanding constantly. We are the facilitators of those changes but we also have to catch up with them and reflect on the way we think about the world, people, etc. We were used to experiencing changes in a very soft-paced manner, but of course, changes happened very abruptly after some events that shook the world in 2019. Now that the situation is a little bit more under control, we can look back and formulate a question, with all that change, what has changed in sales? In this episode, we are going to answer that with our guest Rob Taylor. Rob is an award-winning marketing professional with 13 years of professional marketing experience. He has seen the rise of digital marketing and adapted businesses to embrace the format rather than fear it. Over the years Rob has worked with globally recognised companies to help introduce modern marketing concepts and projects to support the workforce, these include Amazon, Google, Shell UK, and Live Nation. As Rob says, lockdowns and pandemics have accelerated what was happening anyway, and that includes the changing face of customers and how they expect you to behave, how they expect you to show up, how they expect you to engage with them. So, what is happening right now? Listen to this conversation to understand what is going on in sales at the moment, and why many things have changed dramatically. This episode is going to be very useful to you and it will give you tools to formulate some questions about your business, recognise what has changed in your particular industry and act in a way that allows you to catch up with those changes. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento

Visit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.In episode 24 of the Rev Up Sales podcast, we return to the subject of SDRs, but this time we are talking to a very young man that we happen to know very well. His name is Chad Ockerse. Chad is a high-performing sales executive at EzyVet and was one of the very first SDRs that Apprento placed back in early 2021. We were so proud to hear the news when Chad went on to break every company record as an SDR, including being promoted in record time! In this episode, Chad is going to tell us what are the most important things to have in place in order to become a successful SDR. Goals are always what we aim for but, are we sure we are doing our best efforts to accomplish them? There are a lot of approaches to hitting goals and certainly, a full-proof method that works for everybody doesn’t exist. However, there are a couple of things worth mentioning about hitting goals and how it relates to having a good mentality. That’s why in this episode, Chad is going to tell us about his habits, his mentality, and how it has been the key that’s allowed him to be where he is at such a young age, and he is also going to share with us many valuable lessons that he’s learned in these years. So, if you are wondering what can you do to become a successful SDR this is the perfect episode for you. It doesn’t matter if you are just starting up or if you want to be better at what you already do, we are sure this conversation is going to answer any questions you might have about this topic and you are also going to learn incredibly valuable lessons from a talented and committed young man. Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download Schedule your call with Alex or Scotty: https://apprento.io/call Social Media: Facebook: https://www.facebook.com/apprento.io LinkedIn: https://www.linkedin.com/company/71642692Instagram: https://www.instagram.com/apprento