Rev-Up Sales

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