PODCAST · business
Revenue Real
by Amy Hrehovcik
Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things.And we’re all out of practice. Myself included.Plus, we have a lot of unspoken conversations around how we generate revenue as a profession.So let’s talk about it.For real.
Episodes
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Finding Purpose and Peace with Nikki Ivey
How many times have you questioned your value as a seller? You’re not alone. It’s the existential question that most of us carry, and confronting it head-on takes strength. As does challenging the transactional nature of relationships and the realities of aging out of sales. This episode kicks…
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How Can You Build Trust and Connection Across Teams? with Kathryn Bennett
Amy’s guest today is kind of a badass. Not only in the world of selling and sales enablement, but she’s also a world record holder in strength competitions! Kathryn Bennett is a Tech Co-Founder, TEDx Speaker, and author. They talk about what best motivates a team, and how emotional intelligence…
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Why Do We Build the Cages That Trap Us? With Nick McGowan
In part 2 of Amy’s conversation with Nick McGowan, Nick talks about his work with MediaLab, which then segues into a discussion on being able to identify and solve problems effectively for clients and customers. Amy identifies three main types of problems and why some are much more difficult to...
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When Do You Know You've Hit a Breaking Point? with Nick McGowan
Amy’s guest Nick McGowan describes how he knew from a young age that he could influence people through his words and actions. His parents knew he was a born salesman, and he knew as well. Nick and Amy talk about his connection with Stoicism, and traverse through his journey in sales, making hard...
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Is The Customer Always Right? with Yoav Susz
Amy jumps right into the second half of her conversation with Yoav Susz, asking him about the most uncomfortable conversations that he is having right now. He talks about the difficulty for sales teams to understand that people don't care about them or their product; they care about themselves…
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How Do You Build Smarter Contract Processes? with Yoav Susz
Contracts… Intimidating, long, confusing, complicated, often put together by multiple people or departments over a substantial amount of time. These multiple hands are trying to keep track of each change that happens along the way, but outdated processes often lead to communication breakdowns...
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What Really Is Active Listening, and Are You Doing It? with Samantha McKenna
Cultural, religious, generational, and regional differences in how we ask questions and communicate, Active listeners and question askers. Buyers want active listeners! Sam talks about how you can practice this and the huge effect it can have on the relationships with your clients. Amy discusses...
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How Can Using Common Connections Transform Your Sales Conversations? with Samantha McKenna
Today Amy welcomes Samantha McKenna, Founder of #samsales, keynote speaker, sales outperformer, and former Head of Enterprise Sales at LinkedIn. Sam is one of the best that Amy’s ever seen at pure, effective sales technique, and one of her bedrock guiding principles is leading with the mindset of...
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Why Is It So Important For Leaders To Balance Results and Compassion? with Shawn Buxton
Jumping into part two with Shawn Buxton, he talks about helping sales managers who are struggling to transition from being top-performing individual contributors to effective sales leaders. They often feel a bit lost like a fish out of water. Add to that that many companies do not offer specific...
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How Do You Transform Sales Managers Into Sales Leaders? with Shawn Buxton
Today’s guest, Shawn Buxton is a Frontline Sales Leader Coach. He's worked for many years helping sales managers transform into sales leaders. Shawn explains his approach with sales enablement with 5 C’s - Content, Context, Coaching, Consistency, and Calibration. He brings real world information,...
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How Can You Take Your Power Back? with Ned Arick
On this installment of RRH, we’ve got part two of Amy’s discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned’s most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power...
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What Does Great SDRing and BDRing Look Like?
On part 2 of Amy’s conversation with GB, they get into the performance of great SDR’s and BDR’s. Specifically how management and leadership can drive their performance and results through expectations, communication, and focusing on connection vs. activity. Good leaders know their team and…
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What Makes a Successful BDR and AE Relationship?
Today’s show is all about relationships. Relationships in sales usually brings to mind the seller and buyer, but today it’s the internal relationships of BDR’s and AE’s that are top of mind. Amy knew that Gabrielle ‘GB’ Blackwell was the guest to have for this one. GB likens the DDR/AE pairing as...
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How Can Women In Sales Navigate The Treacherous Waters and Build Allyships?
For women in sales, it’s not always an easy road. In the second half of Amy’s conversation with Lori Richardson (Listen to Part 1 from July 8th, 2022) they get into everything from the deal take- overs, the micro-aggressions, the aggressions, and flat-out sexual harassment. They discuss the best...
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What’s the Difference Between a Networker and a Connector?
In this Part 2 episode with Donne Boivin, he and Amy start off by talking about connection and how it is both situational and largely driven by your personality type. Having a better understanding of yourself can help you to create strategies that work. They discuss how you have to be ready to...
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What’s the Difference Between Selling with Persuasion vs. Influence?
Welcome to the new season of the Revenue Real Hotline, and it starts off with a bang because Amy has invited Donnie Boivin, CEO of Success Champion Networking. He begins by telling his story of nearly losing it all, and then picking himself up and starting Success Champion Networking, which now...
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Align the SDR Function with Modern Buyers with AJ Alonzo
On this installment of the RRH, we’ve got AJ Alonzo. AJ is a principle at Demand Drive and an absolute master on all things SDRs. And together we get into some serious myth busting on all that is and can be a high performance SDR function. Topics Discussed: What’s the difference between the old…
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How You Show Up Matters with Jonathan Mahan
On this installment of RRH, we’ve got Jonathan Mahan. Long-time tech seller. Co-founder of The Practice Lab. All-around amazing human. Together we get real about two of Jonathan’s hardest revenue conversations. What happened? What did he learn? And how to be better. Topics Discussed: What were...
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SDRs Are People Too with Sebastien van Heyningen
On this installment of RRH, we’ve got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about…
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How Great Men Show Up For Women in Sales with Lori Richardson
On this episode of the RRH, we’ve got the wo-man, the myth, the legend Lori Richardson. And together we unravel fact from fiction on the gender gap in tech sales and tech sales leadership. And what to do about it. Topics Discussed: Problem statement (5:18) Is the gender gap in tech sales really a...
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How Leadership Style and Training Impacts Humans with Jim Kanichirayil
On this installment of the RRH, we’ve got the fab Dr. Jim Kanichirayil. Jim is currently a Talent Strategy Evangelist at Circa. He’s co-host of the Cascading Leadership podcast. Today Jim and I dig into all that is backwards about the employee/employer relationship. And what great leaders are…
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Email Like a Human Being with Kellen Casebeer
Coaching episode alert! On today’s installment of RRH, Kellen Casebeer schools me on my outbound email game. Together we cover questions like what does personalized relevance mean? Why you should not assume people want to be good at their job. This one is as actionable as they get, friends!…
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Catch Burnout Before the Fire with Bryan Smith
On this installment of RRH, we’ve got the co-founder and CEO of Leon Bryan Smith. Together we dig into the impact of managing human beings and measuring burnout. Topics Discussed: What’s the impact of measuring team burnout? (3:09) How do opportunities drop? How does call volume decrease or...
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E65: Max Out Wellness with Garrett Rafols
On this installment of the RRH, we’ve got part two of the fab Garrett Rafols. Garrett is the Senior Director of Sales Excellence at GymPass. Today we get into what selling “well” is really about. And how to do it. Topics Discussed: How does one find their flow? (1:41) What happens when you hone…
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E64: Wins Live in the Execution with Ned Arick
On this installment of RRH, we’ve got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines. Topics Discussed: Why do most think organizational change has to be slow? (2:19) Routines - defined (5:50) Where does the true power of...
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E63: How Can I Help with Kate Leidy
On this installment of RRH, we’ve got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders. Topics Discussed: Where does passion come...
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E62: Be a Story Seeker with Kevin Hopp
On this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right. Topics Discussed: How Kevin Hopp fell in love with stories? (4:11) When is miscommunication not the problem? (13:29) Whose responsibility is it to…
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E61: Sell with Extreme Ownership with Jordan Benjamin
On this installment of RRH, we've got part two of the fab Jordan Benjamin. Together we banter how stress is not always bad thing. And what extreme ownership looks like. Topics Discussed: What happens when companies start supporting the whole seller? (1:01) Revenue Real hard conversation first! ::...
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E60: How To Lead Through Change with Kelly Harbour
On this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She’s a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly. Topics Discussed: Who is Kelly Harbour? (1:11)...
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E59: What To Do When the Identity Crisis Hits with Garrett Rafols
Garrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers...
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E58: Beat Boredom with Jordan Benjamin
Topics Discussed: On today’s installment of the RRH, former Hubspot human and founder of MyCoreOS Jordan Benjamin and I dig into one of the most pervasive mental traps of selling: boredom. And how to beat it. Boredom is a mental trap (3:46) How to beat boredom? (9:05) Resources Mentioned: Mindset...
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57: How To Drive Referrals through Branded Solutions with John Morris
Topics Discussed: On this installment of RRH, we’ve got part 4 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into how to max out the greatest lead gen machine out there. Your existing customers. Who is the...
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56: Get Your Mental Health Game Plan with John Morris
Topics Discussed: On this installment of RRH, we’ve got part 2 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into the greatest competitive advantage any of us will ever know. Mental health. John’s Mental...
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55: Level Up Your Brand with John Morris
On this installment of RRH, we’ve got part 1 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we spin through when, where, and how brand truly sets you apart. And of course, how to execute. Topics Discussed: To be or not...
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Episode 54: Moving Mountains En Route To Presidents Club with Meghann Misiak
You won’t like this episode, friend. We do not break down the path to mastery and elite selling. You won’t like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers…
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Episode 53: Win the Relationship Not the Deal with Casey Jacox
On this Revenue Real Hotline episode, I have the honor of bantering with Casey Jacox. Author of Win the Relationship Not the Deal, host of the Quarterback Dadcast, speaker and leadership coach extraordinaire. Topics discussed: Who is Casey Jacox? (05:17) How did Win the Relationship, Not the Deal...
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Episode 52: Podcasting Smiles and Cries
On this episode, Galem Girmay, Jeff Bajorek, James Saywhatsales Buckley, Travis King, Donnie Boivin, Rebekah Panepinto, Garrio Harrison, Collin Mitchell and I talk podcast journeys. Whatever you think you know about podcasting, think again. We laugh. We cry. And as always, we keep it very real....
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Episode 51: The 80/20 Rule
On this episode, Amy breaks down her absolute favorite thing to teach sellers. The 80/20 Rule. And how this principle is an absolute game changer for sellers. What is the 80/20 Rule? (00:45) Why does it matter? (4:37) How to execute3? Resources mentioned in this episode: Dae Kang Cracks the SDR...
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Episode 50: Selling In with Cissa Dieleman
Topics discussed: Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul’s latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And…
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Episode 49: Sales Copy Clinic with Henna Pryor
Topics discussed in this episode: Why do most of us continue to write emails like business cyborgs? (4:47) Where does the writing skill gap come from? (07:48) How can we incorporate more context into our words that is actually relevant to our buyers? (15:53) We also break down the psychology of…
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Sales Enablement with a Twist with Amy Hrehovcik
From the vault! Exceptional banter with my friend, Jeff Bajorek on his show. After I convinced him my profession wasn't my profession wasn't a trending hashtag. Compliments of the Why and the Buy podcast. And Jeff Bajorek.
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Episode 48: Create Your Own Journey with Charlene Brown
Topics discussed in this episode: - What do you know about websites? What are you trying to accomplish with the website? (05:00) - How should you think about websites and success metrics? (9:35) - Understand the science first, and then create some art. (10:49) - What’s going on with the copy? Are...
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Episode 47: Career Courage is Calling with Nigel Green
We get into questions like: - What happens when there’s more demand for sales talent than there is supply? (04:49) - Why are companies losing sellers in the first place? (11:00) - How will you measure your life? (15:02) - What if the only way to win is to play your own game? (18:26) - What are...
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Episode 46: The Customer is Number One with Lori Dunn
Topics discussed: - How should one think about possible job shifts while not performing at your best? (09:20) - What is the goal as a seller? (12:50) - How does one overcome the general mistrust most feel while interacting with sales humans? (13:50) - Why should you treat your customers…
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Episode 45: Opportunities Are All Around Us with Andre Vicario
Topics discussed in this episode: - How to get out of your own head and do what needs to be done to take on something scary or new? (08:05) - What exactly does one have to do to cultivate discipline? (11:50) - How can we use self doubt as a driver to push through the hard? (19:15) - How to think...
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Episode 44: Wisdom To Know the Difference with Amy Hrehovcik
Welcome back, friends! On this solo episode, I share one of my favorite stories about the day I was schooled by a good Samaritan on an Amtrak train in the most beautiful way. Said differently, what most people get wrong about the serenity prayer and the "wisdom to know the difference." Where did...
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Episode 43: Bringing it Back To Trust with Sara Gupta
Together, we dive into questions like: What brings out the best in your people and how can we create environments where people WANT to work (and stay)? (05:48) What is the ultimate definition of culture and what does it look like in practice? (07:29) Why do sellers get a bad rap internally?…
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Episode 42: Rethink Uncomfortable Conversations and Sales with Amy Hrehovcik
On this episode, I walk through these questions and more. How to reframe discomfort? (1:50) Why do uncomfortable conversations matter in sales? (2:07) How can uncomfortable conversations be used to drive value AND beat the dreaded “no decision”? (3:32) What’s the opposite of uncomfortable...
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Episode 41: Outbound Done Right with Jeff Swan
Welcome to this installment of the Revenue Real Hotline featuring Jeff Swan. Jeff is the founder and CEO at Outbound SOS. On today’s episode, we start by exploring how the quality of the list is significantly more impactful than everything else you'd do. We tackle questions like: Who is…
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Episode 40: Season 1 Highlights and Best Moments
The season ender of the Revenue Real Hotline features some of the most impactful moments with the truly amazing people featured by Amy: 1. 01:27 DeJuan Brown 2. 02:16 Andrew Herman 3. 04:00 Scott Leese 4. 05:51 Mark Kosoglow 5. 08:03 Lorena Morales 6. 09:13 Shelton Banks 7. 10:44 Ashley Welch 8....
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ABOUT THIS SHOW
Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things.And we’re all out of practice. Myself included.Plus, we have a lot of unspoken conversations around how we generate revenue as a profession.So let’s talk about it.For real.
HOSTED BY
Amy Hrehovcik
CATEGORIES
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Frequently Asked Questions
How many episodes does Revenue Real have?
Revenue Real currently has 90 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Revenue Real about?
Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things.And we’re all out of practice....
How often does Revenue Real release new episodes?
Revenue Real has 90 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Revenue Real?
You can listen to Revenue Real on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Revenue Real?
Revenue Real is created and hosted by Amy Hrehovcik.
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