Revenue Real

Finding Purpose and Peace with Nikki Ivey

Amy Hrehovcik — Thu, 04 Apr 2024 09:55:00 -0400

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 off Season 4 with an impactful discussion featuring Nikki Ivy, a seasoned tech sales professional and coach helping women business owners secure corporate clients.

The conversation dives into the nature of uncomfortable conversations, exploring existential crises in tech sales, the impact of age on perceived relevance in the industry, and the journey toward finding purpose and power in work.

Nikki shares insights on her journey to embrace inspiration as a key differentiator and the importance of having uncomfortable conversations with oneself.

Additionally, the episode touches on the challenges women face in the tech industry and the significance of building meaningful, non-transactional professional networks.

Nikki's work focuses on empowering women entrepreneurs through practical frameworks for business positioning and storytelling, aiming to address the significant disparity in revenue achievements among women-owned businesses.

02:52 - Exploring the Value of Self in Sales and Beyond

04:49 - The Hope for Tech Sales: Challenges and Opportunities

08:51 - Embracing Uncomfortable Conversations for Growth and Justice

18:50 - Navigating Age and Perception in Sales

23:33 - Starting the Conversation on Age and Relevance

24:56 - Empowering Women in Business: Strategies and Challenges

Where to Find Nikki Ivey

Nikki's LinkedIn profile

Stimulyst

Revenue Real Links

www.revenuereal.com

Amy’s LinkedIn profile

How Can You Build Trust and Connection Across Teams? with Kathryn Bennett

Amy Hrehovcik — Sun, 07 May 2023 00:58:00 -0400

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 is so vital to be able to best inspire and interact with each individual member. She stresses the importance of putting new focus on how people work, and to ask how the systems we use support them to create their best work most efficiently.

Kathryn also discusses the new, and unusual phenomenon she is encountering during the job interview process, what the cause of it might be.

Check Kathryn out on TikTok and IG (@warmaiden_official)

Connect with her on LInkedIn

Why Do We Build the Cages That Trap Us? With Nick McGowan

Amy Hrehovcik — Fri, 05 May 2023 10:21:00 -0400

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 address than others.

Nick and Amy also talk about feeling trapped as an AE. Nick reflects on the fact that all of us build our own cages, and gives his advice on how to get out. They finish with Nick’s most uncomfortable conversation and some great advice on how to start the changes that you want to make in your life.

Check out Nick's podcast The Mindset & Self-Mastery Show

Connect with Amy at RevenueReal.com and at Selling School

When Do You Know You've Hit a Breaking Point? with Nick McGowan

Amy Hrehovcik — Tue, 02 May 2023 23:45:00 -0400

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 choices in a family business, reaching greater levels of success,

finding himself in a beautiful high-rise apartment overlooking a tranquil park,

but with the thought running through his mind – should I just jump and end it?

Is The Customer Always Right? with Yoav Susz

Amy Hrehovcik — Sun, 30 Apr 2023 00:05:00 -0400

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 and their own problems. He knows that shifting into that mindset opens a new world to you when working with clients, and reiterates that the best sellers are the most empathetic, skilled listeners that move to solve problems.

Yoav also delves into the interview process and the importance of connection, curiosity, and generosity when building a sales team which has been shown to result in higher win rates.

Connect with Yoav

Connect with Amy at Selling School

How Do You Build Smarter Contract Processes? with Yoav Susz

Amy Hrehovcik — Thu, 27 Apr 2023 09:49:00 -0400

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 making the contract generation process a black hole.

Former VP of Global Revenue at Contractbook, and now CRO at Vi Engage, Yoav Susz sees beyond the messiness and is here to talk with Amy about streamlining, simplifying, and modernizing the process through automation, whether it involves working with an inside legal counsel or not. This ensures the right contract can be generated easily by using the right template, clauses, entities, and sign-off saving time and expenses along the way.

Connect with Yoav

Connect with Amy at Selling School

What Really Is Active Listening, and Are You Doing It? with Samantha McKenna

Amy Hrehovcik — Tue, 25 Apr 2023 12:05:00 -0400

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 the importance of

practice using certain question types that will draw out information while

building trust and connection. Sam also gives some incredible tips on replying

to a prospect that has declined your offer. *Spoiler alert – the first thing is

to actually respond! This episode is so overflowing with valuable advice that you may

need to listen a few times to catch it all!

Connect with Samantha at #samsales

Connect with Amy at Selling School

How Can Using Common Connections Transform Your Sales Conversations? with Samantha McKenna

Amy Hrehovcik — Sun, 23 Apr 2023 00:05:00 -0400

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 “show me you know me”. Today she discusses how

to build credibility and rapport while gaining loads of discovery knowledge without

the client even realizing it. Sam spills her techniques for getting potential

clients to reveal large amounts of valuable information both before and during discovery.

And the best part is that it’s packaged in comfortable conversation that makes

you seem more caring and supportive while simultaneously building trust,

connection, and confidence.

Find more about Sam and #samsales

Connect with Amy and Selling School

Why Is It So Important For Leaders To Balance Results and Compassion? with Shawn Buxton

Amy Hrehovcik — Thu, 20 Apr 2023 09:29:00 -0400

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 programs or support for new managers, and it can lead to confusion and a lack of confidence in their abilities.

Shawn advises that everyone needs a coach, and to find one who can teach best practices and provide guidance on how to fast-track their careers. The conversation also touches on the importance of empathy in sales leadership and how effective sales leaders can balance driving results while also showing compassion for their team.

How Do You Transform Sales Managers Into Sales Leaders? with Shawn Buxton

Amy Hrehovcik — Tue, 18 Apr 2023 08:16:00 -0400

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, not just theories or frameworks, but the real deal knowledge that take sales teams from competency to proficiency.

He and Amy dig into the differences between a sales manager and a sales leader, their view of the current state of onboarding for sales managers, plus the strange aversion to technology by tech leaders.

Find more about Sean

Connect with Amy and Selling School

How Can You Take Your Power Back? with Ned Arick

Amy Hrehovcik — Sat, 15 Apr 2023 08:02:00 -0400

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 back.

Resources:

Ned Arick Part One: Execution is the Key
The Customer is Number One with Lori Dunn
Meditations by Marcus Arelius
The Sales Enablement Playbook by Cory Bray and Hilman Sorey
Sell Without Selling Out by Andy Paul

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Andy Paul's Selling School

What Does Great SDRing and BDRing Look Like?

Amy Hrehovcik — Thu, 13 Apr 2023 10:06:00 -0400

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 leverage individual’s strengths even if their

activity level is less – as long as their conversion level is high.

Find out more about GB here

Connect with Amy and Selling School

What Makes a Successful BDR and AE Relationship?

Amy Hrehovcik — Tue, 11 Apr 2023 05:00:00 -0400

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 the closest thing to a marriage. Building

a “house” together, giving constructive feedback, having open communication, fostering

trust, managing expectations, focusing on context over control, and realize it

takes work. As always Amy brings conversations that other sales podcasts don’t.

Find out more about GB here

Connect with Amy and Selling School

How Can Women In Sales Navigate The Treacherous Waters and Build Allyships?

Amy Hrehovcik — Sat, 08 Apr 2023 06:00:00 -0400

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 ways to choose a company to work for, when and how to respond when confronted with these situations, how the same BS of old is often repackaged in a more modern way, and how engaged male allies are so vital to making progress.

Find out more about Lori Richardson

Buy Lori's book She Sells

LIsten to Lori's podcast

Listen to Davidson Hang's interview with Amy

What’s the Difference Between a Networker and a Connector?

Amy Hrehovcik — Thu, 06 Apr 2023 06:00:00 -0400

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 alter your approach geographically as well.

Donnie continues with the importance of dreaming big, changing your preconceived notions of networking, opening doors for others, what question to ask to have a prospect tell you everything you need to know, why you should be a connector instead of a networker, and Donnie gives one of the best “uncomfortable conversation” answers that Amy’s heard.

Also – Check out Donnie’s Badass Business Summit coming up this September in Texas!

What’s the Difference Between Selling with Persuasion vs. Influence?

Amy Hrehovcik — Tue, 04 Apr 2023 06:00:00 -0400

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 operates three companies and has two of the top podcasts in the world. They discuss the frustration with salespeople still leaning into coercion and manipulation, the difference between influence and persuasion, and changing the game around networking.

Find more about Donnie on LInkedIn and his website

Connect with Amy on LinkedIn and Selling School

Align the SDR Function with Modern Buyers with AJ Alonzo

Amy Hrehovcik — Thu, 21 Jul 2022 10:29:00 -0400

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 SDR model v. new model? (3:30)
When is the SDR model a good fit? (6:48)
Why do many sales bosses settle for so little? (10:10)
What is special about this moment in time? (15:21)

Resources Mentioned:

Aligning SDR Hiring Expectations with Modern Buyers by AJ Alonzo (2:26)

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How You Show Up Matters with Jonathan Mahan

Amy Hrehovcik — Fri, 15 Jul 2022 06:00:00 -0400

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 Jonathan’s most uncomfortable revenue conversations? Story time! (2:59)
What did you learn? (7:41)
What happens to your behavior when you feel like you’re losing control? (9:10)

Resources Mentioned:

The Practice Lab (1:19)

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SDRs Are People Too with Sebastien van Heyningen

Amy Hrehovcik — Tue, 12 Jul 2022 06:00:00 -0400

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 it.

Topics Discussed:

Has tech leadership really turned the corner on the treatment of SDRs? (2:57)
What does a great AE/SDR relationship look like? (9:01)
Why are we still missing the mark on diversity and exclusion at the AE/AE manager level? (11:21)
What are symptoms of a poor SDR/AE culture? (18:07)
When is the SDR business model a good fit? (21:02)

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How Great Men Show Up For Women in Sales with Lori Richardson

Amy Hrehovcik — Fri, 08 Jul 2022 12:38:00 -0400

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 “women’s problem”? Really?! (10:10)
What does *real* male allyship look like, sound like, and act like? (14:00)
What can male individual contributors do to to drive progress en route to leadership roles? (17:50)

Resources Mentioned:

The Greatest Advantage You’ll Ever Know: Mental Health (3:57)
What’s Your Problem To Solve Your Toughest Problems, Change the Problems You Solve (7:54)
White Fragility Why It’s So Hard for White People To Talk About Race (12:11)

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How Leadership Style and Training Impacts Humans with Jim Kanichirayil

Amy Hrehovcik — Tue, 05 Jul 2022 17:12:00 -0400

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 doing about it.

Topics Discussed:

What exactly is it that’s fundamentally broken about today’s talent marketplace ? (3:50)

What is driving change within our organizations now? (7:17)

Does the arc of the universe bend towards justice? (12:41)

What’s wrong with the bs indoctrination about the employee/employer relationship? (13:42)

What do Millenials and Gen Z most care about when choosing an organization to work with and for? (15:45)

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Email Like a Human Being with Kellen Casebeer

Amy Hrehovcik — Wed, 29 Jun 2022 13:06:00 -0400

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!

Topics Discussed:

Amy’s email draft (4:08)
Kellen’s email philosophy (5:58)
What does personalized relevance even mean? (8:08)
How exactly does one find email hooks? (10:10)
Kellen’s final email version (16:47)

Resources Mentioned:

Kellen and Amy email drafts
MyLeon.co
Lavender.ai
Exactly What To Say by Phil M. Jones (29:35)
Sell Without Selling Out by Andy Paul (29:42)

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www.revenuereal.com

Catch Burnout Before the Fire with Bryan Smith

Amy Hrehovcik — Thu, 23 Jun 2022 11:13:00 -0400

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 increase?
What happens when you have a bad manager and what happens to sort of sales rep performance?

Resources Mentioned:

Leon (3:10)

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E65: Max Out Wellness with Garrett Rafols

Amy Hrehovcik — Tue, 21 Jun 2022 06:00:00 -0400

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 in why your buyers buy from YOU? (5:03)

What is the opposite of well being? (9:53)

How does one pursue wellness? (11:39)

Resources Mentioned:

Flow by Mihaly Csikszentmihalyi (1:02)
Sales Enablement with a Twist (
Sell Without Selling Out by Andy Paul (5:03)
Sales Enablement with Andy Paul (6:08)
How Salesy Are You Quiz (8:56)

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E64: Wins Live in the Execution with Ned Arick

Amy Hrehovcik — Sat, 18 Jun 2022 06:00:00 -0400

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 “routines” live? (10:40)
What’s the problem with routines? (13:22)
Where does happiness live? (15:06)

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E63: How Can I Help with Kate Leidy

Amy Hrehovcik — Thu, 16 Jun 2022 06:00:00 -0400

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 from? (1:19)
What happens after you experience a great sales culture? (7:45)
What to do when you’re not sure what you want to do next, career-wise? (10:02)
How are tech sales leaders receiving the Strively/re-skilling game plan? (11:04)

Resources Mentioned:

Conversations with God by Neale Donald Walsch (5:04)
Read To Lead Challenge (6:16)
How Can I Help by Ram Doss (7:34)
Ryan Walsh & RepVue (8:49)

For more Guest:

Kate Leidy on LinkedIn
Strively website

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E62: Be a Story Seeker with Kevin Hopp

Amy Hrehovcik — Mon, 13 Jun 2022 14:38:00 -0400

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 check perspectives and validate information? (16:50)

Resources Mentioned:

Season One Highlights Reel
Steve Schmitt episode (18:55)

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E61: Sell with Extreme Ownership with Jordan Benjamin

Amy Hrehovcik — Thu, 09 Jun 2022 06:00:00 -0400

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! :: shock:: (4:57)

Stress can be good? (11:17)

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E60: How To Lead Through Change with Kelly Harbour

Amy Hrehovcik — Tue, 07 Jun 2022 06:00:00 -0400

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)

How to approach product launches or new client services? (5:10)

Stepping into the big C-level seat when your predecessor has really big shoes? (11:34)

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E59: What To Do When the Identity Crisis Hits with Garrett Rafols

Amy Hrehovcik — Thu, 02 Jun 2022 15:16:04 -0400

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 experience at least once in their career.

Topics Discussed:

Sales Enablement is a position of privilege.
What are power statements and how you can best use them? (4:05)
Success is in the journey not the outcome. (7:53)
Should 100% of sales enablement humans carry a bag first?
The internal struggle/identity crisis 99.99% of seller hit is real. (10:52)
“When am I my best?” “When am I my worst?” Exercise (12:42)

Resources Mentioned:

New Sales Simplified by Mike Weinerg (4:05)
Sell Without Selling Out by Andy Paul (10:47)
You Can't Teach a Kid to Ride a Bike by David H. Sandler (11:05)
Conscious Business by Fred Kaufman (12:42)
Delivering Happiness by Tony Heish (14:54)

For more Guest:

Garrett Rafols on LinkedIn

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E58: Beat Boredom with Jordan Benjamin

Jordan Benjamin — Sat, 28 May 2022 10:00:00 -0400

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 by Carol Dweck (6:28)
Sell Without Selling Out by Andy Paul (7:51)
Disrupt Yourself by Whitney Johnson (11:33)

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57: How To Drive Referrals through Branded Solutions with John Morris

Amy Hrehovcik — Tue, 24 May 2022 15:06:36 -0400

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 best possible lead generator out there? (1:29)
How do you create a conversation piece in your target executive’s office? (4:15)
How should one think about the branded solutions from the timing perspective? (6:30)
What business problems does fantastic branding play a part in? (12:11)

Resources Mentioned:

Jeff Swan episode (6:30)
When: The Scientific Secrets of Perfect Timing by Dan Pink (6:41)
To Sell is Human by Dan Pink (6:41)

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56: Get Your Mental Health Game Plan with John Morris

Amy Hrehovcik — Sat, 21 May 2022 10:00:00 -0400

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 Health & Sales Story (1:04)
Feeling trapped in sales or sales management (2:32)
Asking for Help is Strong (4:02)
Get a plan (4:46)
Where does alcohol fit in? (6:37)
Which is the most effective form of therapy? (7:27)
What does great mental health feel like? (10:23)
What’s the impact of sharing your mental health story? (11:10)

Resources Mentioned:

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55: Level Up Your Brand with John Morris

John Morris — Thu, 19 May 2022 10:00:00 -0400

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 to be, likeable. (2:21)
What is brand management? (2:58)
Where does podcasting fit into brand content? (5:49)
What’s the impact of leaning into the learning curve? (9:08)
Why is learning something new hard and how can you move faster through the hardest phase of re-skilling? - Conscious Incompetence. (10:35)

Resources Mentioned:

Cold Calling podcast by Monster Connect (13:00)

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Episode 54: Moving Mountains En Route To Presidents Club with Meghann Misiak

Meghann Misiak — Sat, 14 May 2022 10:00:00 -0400

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 I know.

Who is Meghann Misiak? (04:04)
How to identify skill gaps? (06:23)
Can we beef up the business acumen please? (10:22)
What is the one skill that has the biggest impact at every stage in the sales process? (11:37)
What Are Your Client’s Value Drivers? Meg’s exercise. (14:52)
It’s not about your client’s immediate pains & gains. What happens when we play the long game instead? (16:19)
Selling While Woman
Equal Opportunity Harm-Dishers Across Sales (20:22)

Resources mentioned:

The 80/20 episode (09:11)
Jason Bay episode (early) (19:00)
Jeff Bajorek Does Discovery episode (19:00)

Episode 53: Win the Relationship Not the Deal with Casey Jacox

Casey Jacox — Fri, 06 May 2022 10:00:00 -0400

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 come to be and what habits and routines did Casey create to get it done? (12:14)
What are the books that impacted us? (21:31)
What impact does the athlete worship and never ending sports analogies have on the morale of your team? (24:45)
How did Casey and I become aware of our own white privilege? (31:36)
Allyship is an action verb. (42:39)

Resources mentioned:

It Takes What it Takes by Trevor Moawad (08:23)
Getting to Neutral by Trevor Moawad (08:23)
The Greatest Competitive Advantage You’ll Know: Mental Health by Amy Hrehovcik (09:30)
Ryan Holiday books (16:33)
Read to Lead Challenge (17:20)
Jim Collins (21:31)
Seven Habits of Highly Effective People by Steven Covey (21:34)
Dale Favors: Bridging the Race Gap As A Father, a Quarterback Dadcast episode (33:11)
Tips for an SDR Just Getting Started in Tech Sales (34:56)
Nice White Parents podcast by Serial and NYT (37:21)
White Fragility: Why It’s So Hard For White People To Talk About Racism (37:37)
Amy’s LinkedIn post (42:39)

For more Casey Jacox:

For more Amy:

Follow Amy on LinkedIn
Follow the show on LinkedIn
Join the conversation

Inspiration for the Handmaiden's Tale reference at the beginning goes to the women at the Strict Scrutiny podcast. Thank you!

Episode 52: Podcasting Smiles and Cries

Galem Girmay — Tue, 03 May 2022 11:58:01 -0400

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.

Topics discussed:

Who you are and where you’re at on the podcasting journey? (02:26)
What made you pick up the microphone? (7:50)
What was your biggest aha moment? (22:49)
What happens when it gets too real? (26:57)
How did you pick your topic? (22:35)
What was the beginning like? (35:04)
How to think or rethink podcasting? (46:42)

Resources mentioned:

Galem/Jeff episode
Jeff’s new show
The Art of Community
Descript (42:01)

Guests:

Jeff Bajorek LinkedIn
Donnie Boivin LinkedIn
Galem Girmay LinkedIn
James Buckley LinkedIn
Rebekah Panepinto LinkedIn
Travis King LinkedIn
Garrio Harrison LinkedIn
Collin Mitchell LinkedIn

For more Amy:

Follow Amy on LinkedIn
Follow the show
Explore the conversation

Episode 51: The 80/20 Rule

Nian fielder — Tue, 26 Apr 2022 10:00:00 -0400

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:

For more Amy:

- Follow Amy on LinkedIn

- Follow the show

- Write a review

Episode 50: Selling In with Cissa Dieleman

Amy Hrehovcik — Tue, 19 Apr 2022 10:00:00 -0400

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 for your team.

Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26)
Two types of professions; work producers and work processors (07:44)
Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul (14:33) (35:01)
Discovery and demo are different things. (23:16)
One opportunity equals one project (27:31)
The SDR/AE relationship (33:09)
What do you do when your champion is diagnosed with cancer and your sales boss still wants the deal? (41:39)

Resources mentioned:

Andy Paul
Sell Without Selling Out: A Guide to Success on Your Own Terms
Episode 4: Jeff Bajorek Does Discovery (22:48)
Naked Sales by Ashley Welch (26:02)
Mural (26:02)
Episode 3: Dae Kang Cracks the SDR Talent Code
How Salesy Are You Quiz

For more Cissa Dieleman:

LinkedIn
@CissaGoneAstray

For more Amy Hrehovcik:

Follow Amy on LinkedIn
Follow the show
RevenueReal.com

Episode 49: Sales Copy Clinic with Henna Pryor

Henna Pryor — Tue, 12 Apr 2022 10:00:00 -0400

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 the email response. (21:21)
And what happens when narrower segmentation is introduced into the mix? (25:33)
What is the Sales Copy Clinic? (35:33)

Resources mentioned in this episode:

For more on Henna:

For more Amy:

- Follow Amy on LinkedIn

- Follow the show

- Write a review

Sales Enablement with a Twist with Amy Hrehovcik

Amy Hrehovcik — Sat, 09 Apr 2022 10:00:00 -0400

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.

Episode 48: Create Your Own Journey with Charlene Brown

Charlene Brown — Thu, 07 Apr 2022 20:01:00 -0400

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 the words about you/company OR are they about your prospects and customers?

- What’s the difference between prospects who already understand (or care about) the business problem you help with versus those who do not? And what does this have to do with your time and energy as sellers? (12:30)

- How can we do a far better job communicating with prospects asynchronously? (14:00)

- Websites are not magical creatures. Iterate! Here’s how. (18:06)

- What kind of data do *great* websites generate and what to do with it? (23:38)

- What makes Thomson Reuters and other great orgs like it so great? (25:35)

- Your time and your energy are the greatest nonrenewable assets you’ve got. Be smart about it. (33:33)

- Charlene’s advice about uncomfortable conversations. (36:29)

Resources mentioned in this episode:

Company of One by Paul (01:00)
Pareto's Principle (11:46)
Thomson Reuters (careers page) (25:35)
Andy Paul linkedin

For more Charlene:

LinkedIn
BrooklynCustomDesigns.com
Real Talk
Podcast

For more Amy:

- Follow Amy on LinkedIn

- Follow the show

Episode 47: Career Courage is Calling with Nigel Green

Nigel Green — Tue, 05 Apr 2022 10:00:00 -0400

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 Nigel Green’s goals for the year (so we can all hear how it’s done)? (21:55)

- And what does it mean to design a Company of One? (22:04)

Resources mentioned in this episode:

- Revenue Harvest (20:20)

- After A Tornado Devastated My Rural Kentucky Community, Something Beautiful Happened by Becky Giles Green (03:05)

- The Art of Community by Charles Vogl (3:41)

- RepVue (12:31)

- RepVue CEO Ryan Walsh Champions Transparency episode (12:31)

- How Will You Manage Your Life by Clayton M. Christenson (14:39)

- Company of One by Paul Jarvis (21:59)

- Mr. Mustache on the Tim Ferris podcast (22:56)

For more Nigel:

LinkedIn profile
https://www.therevenueharvest.com/

For more Amy:

- Follow Amy on LinkedIn

- Follow the show

- Write a review

Episode 46: The Customer is Number One with Lori Dunn

Lori Dunn — Thu, 31 Mar 2022 10:00:00 -0400

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 impeccably? (18:21)

- My favorite way to handle competitive sales motions? (19:53)

- What happens when your definition of training does not align with that of your boss or company? (21:51)

Resources mentioned: Bullet point list of links to external

resources mentioned throughout the episode. Include timestamps when each

article is introduced.

- Blind Spots with Lori Dunn (03:31)

- Sell Without Selling Out by Andy Paul (11:07)

- Thursday Night Sales

- Roderick episode (29:35)

- Sales Enablement with a Twist with Jeff Bajorek (29:55)

- Sales Enablement 3.0 (30:13)

- Psyche & Sales Podcast with Dr. Ehrin Weiss and David Weiss (42:02)

- Naked Sales by Ashley Welch (42:03)

For more Lori Dunn:

For more Amy:

- Follow Amy on LinkedIn

- Follow the show

- Write a

review

Episode 45: Opportunities Are All Around Us with Andre Vicario

Andre Vicario — Tue, 29 Mar 2022 12:00:00 -0400

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 less about the how and more about the who? (24:08)

- The power of learning to forgive yourself. (29:30)

Resources mentioned in this episode:

HBR’s On Managing Yourself
The 10x Rule by Grant Cardone

For More Andre Vicaio

For More Amy Hrehovcik

- Follow the show

- Write a review

- Follow Amy on LinkedIn

Episode 44: Wisdom To Know the Difference with Amy Hrehovcik

Amy Hrehovcik — Thu, 24 Mar 2022 15:47:35 -0400

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 the serenity prayer come from? (00:54)

What do most people get wrong about the serenity prayer? (01:32)

How the kindness of a stranger changed me forever. (02:10)

For more Amy:

Episode 43: Bringing it Back To Trust with Sara Gupta

Sara Gupta — Tue, 22 Mar 2022 12:00:00 -0400

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? (11:17)
What happens when there's a foundation of trust that stretches across the entire organization? (13:19)
What to do as an IC when you're operating without? (16:50)
When to make objectivity the goal? (22:08)
What is StartWise? (25:12)
How can we do a better job to support parents in the workplace? (29:38)

Resources mentioned:

Naked Sales (02:08)
Jordana episode (05:48)
Assholes: A Theory

For more Sara Gupta:

For more Amy:

Episode 42: Rethink Uncomfortable Conversations and Sales with Amy Hrehovcik

Amy Hrehovcik — Thu, 17 Mar 2022 14:23:46 -0400

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 conversations? (5:13)
How to find the common ground when it feels nonexistent? (7:00)

Resources:

Meditations by Marcus Aurelius (1:50)
Five Dysfunctions of a Team (4:51)

CTAs:

Episode 41: Outbound Done Right with Jeff Swan

Jeff Swan — Tue, 15 Mar 2022 12:00:00 -0400

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 responsible for creating lead lists? (2:13)
What are the outbound skills every seller needs to have? (6:13)
How do the two types of selling motions all sellers inevitably meet impact next steps? (9:42)
What is a nurture campaign and how can sellers work more collaboratively with marketing? (17:25)
What are qualifications, triggers, and tie ins and how can we use them to build an outbound strategy? (23:46)
Jeff Swan’s most uncomfortable conversation (26:03)

Today we tackle these questions and more.

For the full transcripts, check out the episode page:

You can connect with Jeff in the links below:

Resources featured on this episode:

Story Brand Concept of the Hero's Journey
Wolf in CIOs Clothing
Amplemarket

CTAs:

Subscribe to the Revenue Real Podcast https://revenuereal.com
Leave a review
Sign up for the Newsletter
Follow Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 40: Season 1 Highlights and Best Moments

Amy Hrehovcik — Thu, 03 Feb 2022 17:39:10 -0400

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. 11:26 Roderick Jefferson

9. 12:48 Davidson Hang

Reach out and connect with Amy:

Subscribe to the Revenue Real Podcast: https://revenuereal.com

Follow her on LinkedIn:

https://www.linkedin.com/in/amyhrehovcik/

Episode 39: Dale Dupree Creates Familiar Moments with Buyers

Amy Hrehovcik — Wed, 12 Jan 2022 01:39:45 -0400

This week’s episode features Dale Dupree, Founder and CEO of The Sales Rebellion and Co-Creator of Rebel Refuge, the first gamified community for sellers. To create a strong buying experience, sellers must have authentic conversations. Dale shares that you can deliver this and find fulfillment by embodying the inherent human characteristic of servant leadership.

Sellers can also explore a whole new way of thinking outside of buyers needing to be persuaded. Instead, sellers can influence others and allow them to make the decision to buy based on the knowledge you have just given them. Create curiosity and familiarity

HIGHLIGHTS

Servant leadership is at the core of authentic conversations
A radical thought: Persuasion vs influence
Navigate discomfort and connect with people
Letter campaigns that relate back to the buyer

QUOTES

Dale: "The number one characteristic trait that my father taught me that it's inherent inside of us and that we just have to tap into is servant leadership."

Dale: "Understand the common problems that people typically have or they've experienced at some point. Maybe they don't currently have them but they know them. Understand the commonalities you have with them... and then use all that information to create familiar moments."

Dale: "As salespeople, that's what we need the most is consistency for ourselves on a daily basis in order to conquer the things that are in front of us."

You can connect with Dale in the links below:

LinkedIn - https://www.linkedin.com/in/copierwarrior/
Instagram - https://www.instagram.com/salesrebellion/
Website - https://www.thesalesrebellion.com/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com
Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 38: Rob Napoli Teaches How to Build with Intentionality

Amy Hrehovcik — Thu, 06 Jan 2022 22:33:26 -0400

This week’s episode features Rob Napoli, Founder of Rise Up Coaching, host of The Bear Necessities of Entrepreneurship Podcast, and author of The Social Soul: Mastering Your Personal and Professional Brand with Intentionality and Authenticity.

Whenever you build something, you have to have a why and how to do it. This is what intentionality means. Rob shares that being authentic is another key piece of intentionality and the way to do this is with engagement. He discusses this in his book with the aim of readers mastering their own personal and professional brands.

HIGHLIGHTS

Getting fired for a lack of passion led to Rob's true passion
Sales training: The skill of selling is central in entrepreneurship
Develop management skills and core competencies
Curiosity, intentionality, authenticity, attitude, and effort

QUOTES

Rob: "If you're an entrepreneur, if you learn how to sell and you can sell your business and you can teach others how to come in and do that the way you did that... you're more likely to have people stay with you because you're like, hey, I've been there, done that. I can empathize and sympathize with you."

Rob: "When you're curious, you learn. And when you learn, you build. When you build, you need to build with intention. And what intentionality means is you understand that you're doing something because of a why but also a how."

You can connect with Rob in the links below:

LinkedIn - https://www.linkedin.com/in/robnap/
Beacons - https://beacons.page/robnapoli

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn:

https://www.linkedin.com/in/amyhrehovcik/

Episode 37 - Anthony Garcia Inspires Confidence and Empathy in Sales

Amy Hrehovcik — Tue, 04 Jan 2022 20:24:21 -0400

This week’s episode features Anthony Garcia, keynote speaker, author of Catapulting Commissions, and host of the podcast with the same name. The seller's role is to bridge the gap between the buyer's problem and the solution. In B2B sales, this likely connects buyers with solutions to time, money, and productivity.

Even in a future where sales jobs are automated, those that do not have one key factor: sellers inspire confidence in buyers. And for sales leaders, know that empathy is the number one trait you need to combat the great resignation; so sell your vision!

HIGHLIGHTS

Reframe "always be closing" to "always be prospecting"
Defining value and solving the problem of time, money, and productivity
Sellers inspire confidence in the buyer journey
For sales leaders: Empathy is the key to success
Embrace uncomfortable conversations for growth

QUOTES

Anthony: “If I'm in the entry portion of my sales process, the value is, does my prospect acknowledge they have a problem? Can they quantify that problem? And do they understand how that problem is impacting them, their life, their business?
Anthony: "Empathy is going to be the key to success for everything right now. Can I empathize with my employees on what they're experiencing right now? Can I come to them from a point of saying, okay, I understand."

You can connect with Anthony in the link below:

LinkedIn - https://www.linkedin.com/in/anthonypgarcia99/
Website - https://anthonypgarcia.com/
Catapulting Commissions Amazon Book Link - https://www.amazon.com/Catapulting-Commissions-Achieve-Your-Sales/dp/B0848X7DKH

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com
Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 36 - Bre Sprague’s Winning Take on Authenticity and Resilience

Revenue Real Hotline Podcast — Thu, 30 Dec 2021 20:05:37 -0400

This week’s episode features Bre Sprague, Strategic Advisor at OpsVeda, Engineering Project Manager at CIENCE, and RevGenius Ambassador. Making it all and losing it taught Bre the resilience a person needs to keep striving against the odds and win.

She shares her career journey and the value of being authentic in creating connections that matter. In sales, you have to let go of what others think to thrive but also think like a buyer, not a seller, to intimately understand how you should be engaging prospects on a person to person level.

HIGHLIGHTS

Bre's career: Making it big in network marketing, losing it all, and entering tech sales
The pretentiousness of tech
How to be authentic in sales and letting go of what others think

QUOTES

Bre: "I think one of the biggest things that people forget is you can teach that, you can teach Salesforce, you can teach Salesloft, you can teach Hubspot. What you can't teach are actual people skills."

Bre: "Authentically asking a question, as simple as 'why is that important to you?,' 'why would you do that?,' things like that that are very simple questions but get people to go oh, well, I'll explain why I'm going to do it. This is what's important to me."

You can connect with Bre in the link below:

LinkedIn - https://www.linkedin.com/in/bresprague/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com
Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 35 - Steve Taylor Divines Grace and Discipline

Steve Taylor — Tue, 28 Dec 2021 23:11:24 -0400

This week’s episode features Steve Taylor, founder and licensed insurance agent at Thinq HR & Insurance Services. He shares his journey in sales which began with basketball. As he got his athletic scholarship by cold-calling, he convinced his future boss to hire him for a sales job even without any experience.

After realizing that he always wants the next thing and the next thing, Steve decided with his wife's help that the next logical step is to simply start his own business in insurance and HR. There is always a need for these two services and his experience in both fields made it the best choice for his business.

HIGHLIGHTS

Space Jam was Steve's inspiration for basketball
Being results-oriented got Steve into sales even with no sales experience
Steve starts his own insurance and HR business

QUOTES

Steve: "I wanted everybody around me to know that it's not where you're from, it's not what your conditions are, it's where you're at and where you want to be. And then that journey along the way, that's the growth, and that growth is where all the skill sets are and those skill sets are going to be things that nobody can take from you."

Steve: "He said, well, son, if you can get a track and field scholarship cold calling and you can get the results and keep your scholarship, you can sell payroll. And I didn't want to disappoint him so then, yeah, that's pretty much how I started doing sales."

You can connect with Steve in the links below:

LinkedIn - https://www.linkedin.com/in/thinqinsurance/
Email - steve@revenueschool.io

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 34 - Matt Coatney Leverages Freelancing as the New Work Model

Matt Coatney — Tue, 21 Dec 2021 19:21:34 -0400

This week’s episode features Matt Coatney, Chief Information Officer at Thompson Hine and co-author of The Human Cloud: How Today's Changemakers Use Artificial Intelligence and the Freelance Economy to Transform Work.

Matt shares how he and his co-author wrote the book and his own professional journey with freelancing. Technology and freelancing allow individuals to create wonderful work that is not tied to any one company and instead produces a portfolio of work that showcases expertise and passion.

HIGHLIGHTS

Meeting Matt Mottola and co-writing The Human Cloud
Freelancing creates amazing portfolios of work regardless of scale

QUOTES

Matt: "With the advent of technology and with freelancing and the way they're starting to intersect, we'll all ultimately become masters of our own careers, of our own set of projects and experiences that we work on and it will look more like a portfolio of great work and great relationships."

Matt: "The top prospectors are consultants, and maybe that's the right answer is start to develop consulting skills, take on side gigs to get that experience, not stay out of the industry."

You can connect with Matt in the links below:

LinkedIn - https://www.linkedin.com/in/mattcoatney/
Amazon Book Link: https://www.amazon.com/Human-Cloud-Changemakers-Artificial-Intelligence/dp/1400219736

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 33 - Peter Winick Breaks Down Learning And Thought Leadership

Revenue Real Hotline Podcast — Thu, 16 Dec 2021 23:33:00 -0400

This week’s episode features Peter Winick, Founder and CEO of Thought Leadership Leverage and host of the Leveraging Thought Leadership with Peter Winick Podcast. Peter begins by diving in on the topic of learning and how sales teams must first determine how each individual learns instead of forcing conformity.

Amy then introduces the Four Phases of Learning, the Competency Quadrant: unconscious incompetence, conscious incompetence, conscious competence, and unconscious competence, and how staying at phase 2 is the most dangerous and must be dealt with as soon as possible.

Peter shares that thought leadership has two levels of learning: evergreen and cyclical. And to be a thought leader, you have to release content. He advises aspiring thought leaders to stop thinking and start doing and develop thick skin to take feedback that may or may not be positive.

HIGHLIGHTS

Peter’s backstory and being an entrepreneur on a thought leadership basis
The art of learning: Hack your learning by knowing your learning style
The need for training at the management and CEO level
The competency quadrant
Thought leadership and pivoting behaviors according to cycles
Amy’s upcoming book Sell Well and the steps of publishing a book
Thought leadership is personal branding to stand out

QUOTES

Peter: “The bottom line is your A team never winds up in training, full stop. And that's reflected in almost every training and development entity at the Fortune 500 level. Do you know of any CEO that came from training? It just doesn't happen.”

Peter: “Book is step one. It's like opening a retail store and I walk in and there's one thing on the shelf. I'm like, oh, this is cool. I guess I'll grab that. But I have no reason to come back. I bought the thing. Like it's an ice cream shop that sells one flavor. Why would I go back? So those are some things to think about.”

Peter: “Isn’t thought leadership really personal branding, I don't know what number, up to 5.0 where it's a representative of who you are and what you think and what you say and what you believe in that could be perfectly aligned to the position that you have today? And the added superpower of being transportable to come with you to the next gig and the next gig and the next gig.”

You can connect with Peter in the links below:

LinkedIn - https://www.linkedin.com/in/peterwinick/
Website - https://thoughtleadershipleverage.com/
Podcast - https://www.youtube.com/c/ThoughtLeadershipLeverage
Email - peter@thoughtleadershipleverage.com

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 32: Ashley Welch on the Intersection of Design Thinking and Sales

Ashley Welch — Wed, 15 Dec 2021 00:09:28 -0400

This week’s episode features Ashley Welch, Co-Founder at Somersault Innovation. By marrying the ideas of design and sales and focusing on co-creating, Ashley came up with design thinking. This way of thinking decreases risk of failure and increase your chances of delighting the customer.

Amy and Ashley also chat about sales culture and innovation. Many times, successful organizations feel no need to try something new because the numbers prove that they are doing something right. However, what this may lack is a customer-centric idea that informs on how your organization can make customers even happier above just getting what they need from you.

You can connect with Ashley in the links below:

LinkedIn - https://www.linkedin.com/in/awelch1/
Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue Book Page - https://www.amazon.com/Ashley-Welch/e/B076H9J4DX%3F
Email - ashley@somersaultinnovation.com

Resources featured on this episode:

The Greatest Competitive Advantage You’ll Ever Know - https://www.uncrushed.org/content/2021/2/9/the-greatest-competitive-advantage-youll-ever-know-mental-health
Project Oxygen - https://rework.withgoogle.com/guides/managers-identify-what-makes-a-great-manager/steps/learn-about-googles-manager-research/

Connect with Amy:

Subscribe to the Revenue Real Podcast https://revenuereal.com

Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/

Episode 31: Eric Konovalov on the Intersection of Mental Health and Leadership

Eric Kovoalov — Fri, 10 Dec 2021 02:25:38 -0400

This week's episode features Eric Konovalov, a seasoned sales leader, USMC Veteran, host of the Lead Sell Grow: The Human Experience pod cast and author of bestselling B2B Sales Secrets. As a John C. Maxwell-certified coach, Eric brings with him a unique perspective in creating a positive mindset both as a sales professional and a leader.

Eric shares how he deals with situations that make him uncomfortable, such as the voice of negativity in his head that he calls the "gremlin", and other situations at work that he has experienced in his tenure as a sales leader. This includes dealing with any mental health issues that you may have first, instead of ignoring them.

HIGHLIGHTS:

07:18 Control the voice of the gremlin inside your head

14:47 Differentiating the brain vs the mind

25:18 The mind is like a computer, it can be programmed

33:49 Owning your feelings through journaling

41:10 Why we don't hear more about John C Maxwell in the tech space

44:56 The power of compliments in building team rapport

52:40 Eric's toughest conversation in sales

QUOTES

15:37 Eric: "I think the mind is what connects us to the universe, God, whatever you wanna call it. If you're not a theologian, then it's universal energy. energy can never be created or destroyed. Right. It just moves on."

16:07 Eric: "I think the mind connects us. The brain is the mechanical switching station that once the mind makes the decision, the brain acts on it."

27:42 Amy: "There's no such thing as icing out just bad feelings, right. If you're going to ice out some form of those feelings, you lose them all."

29:19 Amy: "Negative thoughts are going to come, negative feelings are going to come. This is a critical part of the human experience, but it's what we choose to feed that grows."

33:50 Eric: "Everything I want for my life is there at a certain vibrational frequency and the way to tune into it is through feelings and the highest feeling that humans can have where we're just operating in our optimal is love and joy. And the opposite of that is, is fear and anger."

You can connect with Eric in the links below:

Linkedin - https://www.linkedin.com/in/thegoalguide
Podcast - https://lead-sell-grow-the-human-experience.simplecast.com/
Twitter - https://twitter.com/erickonovalov

Episode 30: Keith Campagna Redefines the Meaning of Work

Keith Campagna — Tue, 07 Dec 2021 22:25:05 -0400

This week’s episode features Keith Camapgna, Chief Sales Officer at The ROI Shop and Founder of Lifework Integration. The definition of work and how employees work is radically shifting today.

The baby boomer generation implemented a work environment based on the needs of the Industrial Revolution. However effective this may have been, this environment is no longer applicable in today's world.

Now, what we need is an integrated approach that sees employees not as cogs in a wheel, but as people whose talents and skills must be nurtured. Talent scarcity is an illusion and what changes the game is not financial capital but human capital.

Companies can keep up with this change by focusing on leadership and adapting leadership styles. By seeing employees as individuals with talents, companies will benefit from the diversity they bring to the table instead of pushing for new hires to become duplicates of other employees.

HIGHLIGHTS

09:27 Lifework Integration and sales: Updating the notion of life-work balance

16:14 Outdated hiring models and the nonsense idea of talent scarcity

23:41 Companies need overhaul the mindset that people are just cogs in a wheel

31:22 Expedite leadership development to adapt to changing work environments

43:15 Teach sales teams the habit of continuous learning

50:42 Build rapport with buyer enablement

54:03 Tips for sellers and difficult conversations when hearing 'no'

1:00:43 Connect with Keith

QUOTES

13:04 Keith: "In sales, you can create a future like you never imagined because you simply have to recognize that, if you put in the work to understand what you want in the product or the market you want to serve, you have unlimited potential."

18:16 Amy: "This talent scarcity, whether it was the baby boomers, whether it was the hamster hiring wheel, whether it's just the system that just continued as is because this is what we've always done, that is all nonsense."

20:24 Keith: "Welcome to the redefinition of work. Let's face it, our education system and our work systems were built off of the Industrial Revolution and, back then, people had to be trained in a work environment to work. Now, we have to teach our workers how to think. We are a thinking society now. We are a thinking market now."

28:34 Keith: "See, the real fundamental element that's changed the game is the human capital, not the financial capital. Up until this year, on a financial report for any company looking to go public or develop some sort of a financial valuation, they literally would list the human capital, the human resource, the people part of their company, as risk."

39:09 Keith: "The health of any organization is inherently tied to the organisms working within it. There's no getting around it. So, the companies that are literally transforming themselves are not just looking at technology, they're looking at personal transformation."

57:32 Keith: "America is fixated on having the right answer. It's about having the right question. Spend time with the question. Don't worry about what the right answer is going to be. Just think about it and understand that absolutely, most of the time if not every time, something that seems uncomfortable can be quite comfortable."

You can connect with Keith in the links below.

LinkedIn - https://www.linkedin.com/in/keithcampagna/
Website (personal) - https://www.keithcampagna.com/
Website (The ROI Shop) - http://www.theroishop.com/
Email - keithcampagna@gmail.com

Episode 29: Heidi Soloman-Orlick Champions Change

Peter Cherkos — Wed, 22 Sep 2021 16:55:46 -0400

Heidi is currently the VP of Sales at VXI. She's also the Founder and CEO of GirlzWhoSell. Simply put, she rocks and we get real.

Together, we talk selling while woman.

We talk Heidi's story and her mission to champion progress across tech sales floors.

We talk gender equity & pay gaps.

We talk bro culture, and golf courses, and strip clubs, oh my.

We talk mentorship, sponsorship, and women supporting women.

We talk mental health.

We talk sales leadership demographics.

We talk rejection and mindset.

We talk COVID and the disproportionate impact on women in the workforce/business owners. Especially women of color.

We talk intersectionality, race & gender.

We talk past horror stories of selling while female.

We talk women's tendency to over-compete with one another, and how we're stronger together.

We talk pushing the envelope.

We talk microagressions and the problem that is male silence.

We talk allyship and men helping other men.

Really though, we talk human.

Interested in joining the conversation? Hit us up on the hotline at 646-470-0248.

Resources:

For more on Heidi Solomon-Orlick, check her out on LinkedIn and at GirlzWhoSell.

Truth, love, and joy, friends.

Happy selling!

Episode 28: Derek Jankowski Levels Up Sales Leadership

Tue, 14 Sep 2021 15:35:15 -0400

Today we chat with the great Derek Jankowski, formerly of ZocDoc and Patient Pop. Currently the mastermind behind the Next Level Sales Leadership platform. And one very smart, very funny dude.

Together, we talk Derek's story and entry into sales.

We talk management skill development.

We talk the over "complaining about managers"

We talk putting in the effort.

We talk about how we should live in a world where the vast majority of people love what they do.

We talk hard work.

We talk how important it is to have fun anyway.

We talk how both the employee and the manager need to take responsibility for the relationship.

We talk mental health.

We talk learning how to lean into negative feelings vs. aspiring to ice them out.

We talk EQ.

We talk Derek's killer new manager onboarding program, Next Level Leadership Mastermind.

We talk how humans learns from their mistakes.

We talk race and gender biases in the recruiting process and how to root them out.

We talk Derek's resting-scowl face.

We talk how uncomfortable it is to fire a human on the team.

Really though, we talk human, friends.

Shoutouts to Kevin Dorsey, Thomas Joseph, and Amy Volas.

Resources:

Rich Dad Poor Dad by Robert Kiyosaki
Zoc Doc: How I Built This
RepVue data
When: The Scientific Benefits of Perfect Timing by Dan Pink

For more on Derek, check him out on LinkedIn or over at Next Level Sales Leadership.

Truth, love, and joy, friends.

Happy selling!

Episode 27: Shelton Banks Reworks Business Problems

Shelton Banks — Fri, 03 Sep 2021 16:49:54 -0400

When I started the show, friends, I dreamed of conversations like this.

With humans like Shelton Banks.

And it's cooler than I could possibly have imagined!!!

Together, we talk unlearning and doing calls sans agenda.

We talk re-skilling.

We talk diversity and inclusion problem statements.

We talk about retaining black humans in the tech space.

We talk business problems.

We talk silence and avoidance.

We talk communities.

We talk creating space for weakness.

We talk about lack of feedback and the doubt that creates in the minds of your team.

We talk how executives have been responding to diversity, inclusion, and change.

We talk about how superficial diversity of thought and experience messages can be.

We talk the massive business mistake that is ignoring/excluding the 17 trillion purchasing power of the black community.

We talk the road to inclusion which starts at diversity and exclusion.

We talk the psychological impact of code-switching.

We talk gender and mental health and wellness, oh my.

Really though, we talk human.

For more Shelton Banks, check him out on LinkedIn, Re-work, Sales for the Culture. For more on Shelton's story, check him out on the Brews & BizDev podcast.

To join the Rework cause, sign up here.

Truth, love, and joy, friends. Happy selling!

Episode 26: Dr. Ehrin Weiss Enlightens All Things PsycheAndSales

Pete Cherkos — Thu, 26 Aug 2021 15:54:43 -0400

Today, Ehrin and I talk about the identical, cringe-worthy mistake we both made while starting our podcasts. :: insert sob-cry emoji::

We talk about cognitive behavioral therapy also known as CBT; both what it is and why it rocks.

We talk about the connection of mind and body.

We talk recovery and relapse and routines, oh my.

We talk neuroplasticity and hyper-vigilance.

We talk separating self-worth from our performance and number.

We talk about the wide variety of negative effects of steady cortisol drips.

We talk misinformation and redefining success.

We talk management skill development on the mental health front.

We talk neural pathways and eliminating distractions and learning and retention.

We talk mindfulness.

Really though, we talk human, friends.

Interested in joining the conversation? Hit us up on the hotline at 646-470-0826.

Resources:

Feeling Good by Dr. David Burns MD, founder of CBT
PsycheAndSales Interview with Amy Hrehovcik
Biased: Uncovering the Hidden Prejudice that Shapes What We See, Think, and Do by Jennifer Eberhart Ph.D.

For more on Dr. Ehrin Weiss, check her out on LinkedIn, the website, How Parent, the new Anxiety Relief Book for Kids, and the rocking PsycheAndSales podcast.

Truth, love, and joy, friends.

Happy Selling!

Episode 25: Roderick "RJ" Jefferson Impacts Humans and Revenue Alike

Pete Cherkos — Tue, 17 Aug 2021 13:23:03 -0400

If you have yet to meet Roderick Jefferson, allow me friends.

RJ is currently the VP of Field Enablement at Netscope. A fitting spot after 24 years in Sales Enablement at orgs like Siebel Systems, Network Appliance, Business Objects, HP, PayPal, Oracle, Salesforce, and Marketo. If you're wondering how the business of sales got to this point, this is the conversation for you.

We talk sales enablement and how the function got to where we are today.

We talk where it's going, 3.0-style.

We talk communication, transparency, value, metrics, and alignment.

We talk weaving sales enablement into the fabric of GTM strategies, starting at the top.

We talk root cause problems vs. chasing symptoms, indefinitely.

We talk revenue, profitability, and efficiency.

We talk sales boss (vs. sales leader) and manager skill development.

We talk flipping the script of building high-potential programs vs. high potential leaders.

We talk the power of the question: Do you want me to listen? Do you want me to coach? Do you want me to fix? (40 mins)

We talk "shiny tool syndrome."

And we talk team design.

We talk succession planning for sellers!

We talk the cost of doing nothing.

We talk transparency, my all-time favorite topic.

We talk how it starts and ends with the buyer's journey.

We talk selling and leading with empathy and EQ.

Really though, we talk human.

For more on Roderick "RJ" Jefferson, check him out on LinkedIn, the website.

And buy the darn book, friends.

Interested in joining the conversation? Hit us up @ 646-470-0248.

Resources:

Sales Enablement 3.0 by Roderick Jefferson
Made It: The Black Sales Stars Show with Roderick Jefferson
What's Your Problem
Project Oxygen
The Coaching Habit by Michael B

Truth, love, and joy, friends.

Happy selling!

Episode 24: Jeff Riseley Ushers Mental Health in Sales to the Forefront

Pete Cherkos — Fri, 13 Aug 2021 16:01:58 -0400

Greetings, humans.

Welcome to a very real conversation with the great, Jeff Riseley, founder of Sales Health Alliance.

Today, we talk the mental tax around returning to work.

We talk about the importance of putting in the work on our mentals while times are good.

We talk about Stoicism and the inner citadel.

We talk crowd-sourcing ideas and best practices around wellness.

And help.

We talk about sharing stories with one another and the vulnerability paradox.

We talk all things leadership.

Really, we talk human.

For more on Jeff Riseley, check him out on LinkedIn and Sales Health Alliance.

Resources mentioned:

Five Levels of Leadership by John C. Maxwell.
Leaders Eat Last by Simon Sinek

All thoughts, questions, comments are so welcome. Hit us up on the hotline at 646-647-0248.

Truth, love, and joy, friends.

Happy selling!

Episode 23: Larry Long Jr. Impacts Hundreds of Thousands of Humans

Pete Cherkos — Fri, 06 Aug 2021 12:00:00 -0400

Today, friends, we get to chat with the great Larry Long Jr.

King of positivity.

Together, we talk mindset, limiting beliefs, and imposter syndrome.

We talk community and relationships.

We talk about going out on our own and how scary that can be.

We talk professional coaching.

We talk shifts in perspective to be more open and fight against "this is just the way it is."

We talk our origin story, Larry and I.

We talk race and gender allyship.

We talk about transitioning into sales leadership.

We talk fear and doing it anyway.

We talk about P.I.P.S. the discomfort that is letting humans go.

Shout out to Jeff Bajorek, Ryan Walsh, Scott Leese, and RepVue all mentioned within.

Resources mentioned:

Larry's episode on The Why and the Buy
More Than a Number: The Modern VP Sales Playbook by Scott Leese

For more on Larry, check him out on LinkedIn and the website, LarryLongJr.com.

Interested in joining the conversation? Hit us up at 646-470-0826.

Truth, love, and joy, friends.

Happy selling!

Episode 22: Alli Rizacos Develops Leaders Across the Board

Pete Cherkos — Sat, 31 Jul 2021 02:08:02 -0400

We're doing something different today, friends.

Alli Rizacos plays the coach, and I'm the coach-ee.

For real.

Publicly.

Topic: Transition to sales leadership.

And yes, it was highly uncomfortable. Still is. lol

Did I say publicly? Yeah. This happened.

We also go deep into the ways a human can surgically suss out the org and sales culture so super relevant for career thinkers too.

We don't just talk human today, friends.

We are BEing human.

And Alli rocks.

For more Alli Rizacos, check her out on LinkedIn, www.allirizacos.com, or best yet, just book your free 45-minute exploration call here.

Shout out to the great WISE community and executive director, Alex Adamson mentioned within.

Hit us up on the Hotline at 646-470-0826 where all thoughts, questions, comments, calls of bs, or whatevs are very welcome.

Truth, love, and joy, friends.

Happy selling!

Resources:

Developing the Leader Within by John Maxwell
Trillion Dollar Coach by

Episode 21: Marcus A. Chan Creates 6-Figure Sellers, For Real

Marcus A. Chan — Wed, 28 Jul 2021 23:06:27 -0400

Yeah, Marcus Chan is the man. And this is a baller convo.

We talk about activity v. conversion metrics and how the latter is far superior.

We talk careers and promotions.

We talk invites on corporate jets (all Marcus!).

We talk refined sales processes, both what that means and how to get your process there.

We talk how to transcend the legal, contracting, and or redlining death spiral.

We talk bypassing gatekeepers, doing drops, and incorporating psychology into sales.

We talk micro-epiphanies that build on one another.

We talk about the low-value state of most sales training, coaching, consulting space.

We talk about skill development and WORK.

We talk one very uncomfortable conversation about sexual harassment and how Marcus handled it like the ally he is.

Really though, we talk human.

Resources mentioned:

Awaken the Giant Within: How to Take Immediate Control of Your Mental, Emotional, Physical & Financial Destiny by Tony Robbins
Marcus's Six-Figure Sales Academy (free and FIRE)

For more on Marcus Chan, check him out on LinkedIn.

Interested in joining the conversation? Hit us up at 646-470-0826. No wrong answers.

Truth, love, and joy, friends.

Happy selling!

Episode 20: Charles Muhlbauer Makes Selling Mad Fun

Pete Cherkos — Fri, 23 Jul 2021 21:49:41 -0400

Mad fun conversation with my friend Charles Muhlbauer, humans.

Full of truth bombs.

Together, we talk about conversations, compliments, and etiquette.

We talk AE life and Charles's AE series on LinkedIn.

We talk about the differences between information sales v. SaaS sales.

We talk how selling information changes you as a person.

We talk about creativity and learning to sell the intangibles (not the features or product).

We talk AE empowerment.

We talk about the importance of market acumen as a seller and how it's rare.

We talk about the treasure trove of intel to be learned from the prospects and buyers.

Shoutout to Kevin "KD" Dorsey.

We talk about learning to sell.

We talk about how impactful it can be to get the prospect to tell YOU stories.

We talk "Thought of You (prospect)" Mindset.

We talk about how to have more fun while selling!

Really though, we talk human.

Resources mentioned:

Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese
Discovery Deep Dive with Charles and Kevin KD Dorsey

Interested in joining the conversation? Hit us up at 646-470-0248.

For more on Charles Muhlbauer, check him out on LinkedIn.

Truth, love, and joy, friends.

Happy selling!

Episode 19: Corey Kossack Helps Humans Who Help Themselves

Corey Kossack — Tue, 20 Jul 2021 16:47:21 -0400

Welcome to another conversation, friends.

This time I get to chat with the Aspireship CEO, friends, the great Corey Kossack.

And we laugh. A lot. While bantering importing shit, naturally.

We talk start-ups, sales, and Aspireship secrets.

We talk about career paths and business decisions.

We talk how most humans get type-casted into roles, professions, or industries with little to no recourse; orior to Aspireship, naturally.

We talk about the broken "hiring hampster wheel" and the quest to find look-a-like candidates.

We talk about how the attrition rate on tech sales floors is one of the biggest business problems in town.

We talk helping humans with career questions.

We talk creating spaces for others to have safe career conversations.

We talk about the importance of executives who walk the sales floor (and collect data).

We talk preserving our own energy while helping others.

We talk "turnover" and "productivity" problem statements.

We talk about how there is no path forward without Doing. The. Work.

For more on Corey Kossack, check him out on LinkedIn.

For more on Aspireship, definitely check them out Aspireship.com.

Interested in joining the conversation? Hit us up at 646-470-0248.

Truth, love, and joy, friends.

Happy selling!

Episode 18: Sean Sheppard Schools All Things GTM (Go To Market)

Sean Sheppard — Wed, 14 Jul 2021 14:56:25 -0400

Interested in hearing from a man who started five companies, sold three, and invested in over 140 start ups over 25 years? Me too.

Join us for this installment with the great Sean Sheppard.

We talk change and the innovation economy and the skills required to be successful moving forward.

We talk mindset, business acumen, market acumen, and communication.

We talk failure and mistakes and feedback.

We talk business acumen and value chains.

We talk value propositions v. selling propositions.

We talk how to create a value signal amidst the noise.

We talk human centered design thinking, and how it has fundamentally altered how Sean approaches problem solving.

We talk hugging the elephant.

Really though, we talk human.

Resources mentioned:

Mindset: The New Psychology of Success by Dr. Carol S. Dweck
Outliers: The Story of Success by Malcom Gladwell
Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue by Ashley Walsh
How To Have Uncomfortable Conversations by TBD

For more on Sean or U+, check them out on LinkedIn here and here.

Interested in joining the conversation? Hit us up at 646-470-0248

Truth, love, joy, friends.

Happy selling!

Episode 17: Andy Paul Reinvents Realness (and Selling)

Pete — Fri, 09 Jul 2021 21:16:47 -0400

Does not get cooler than a conversation with the man, the myth, the legend that is the great Andy Paul.

Speaking from experience.

For this installment of the RevenueReal Hotline, Andy and I talk our history and his impact for me.

We talk how ridiculous it is to propogate that selling does not involve relationships.

We talk all that is sales variation ( = shit is complex).

We talk how society perceives sellers.

We talk about how easy it is to slip into a consumerism within human interactions e.g. Tinder.

We talk communication shifts to digital and asynchronous, and the major skill gap left in the wake.

Something most SDR onboarding programs neglect to address.

We talk about the importance of conversations during relationship building.

We talk about how hard it can be to form and maintain relationships when aspiring to not feel anything bad.

:: cough, me, cough::

We talk training and coaching back to human connection aka be human.

We talk Andy's next book!!!

We talk about 'compassion empathy' v. cognitive empathy and why the latter is more important.

We talk ADHD and hypersensitivity and how it can be a superpower (on most days).

We talk how sleep remains my Achilles heel.

We talk about how amazing (and smart) it would be to embed a sports psychologist onto sales floors.

We talk how books are still the best way to absorb new concepts and ideas.

We talk about how sales is a creative pursuit that requires real-time synthesis of information received.

We talk about Andy's learning curve at the seven-year mark, and his pivot into major accounts.

We talk coaching and challenging others v. doing so ourselves.

Really though, we talk human.

Interested in joining the conversation? Call or text...

Against Empathy by Paul Bloom

Episode 16: Scott Leese Breathes Belief Into All

Scott Leese — Tue, 06 Jul 2021 15:47:08 -0400

We talk value judgments, misinterpretations, and shared birthdays.

We talk about Scott's VP Sales feeder program machine, and how it relates to my own career decisions in real-time.

We talk Scott's new book: More Than a Number which is an absolute must-read!

We talk all things sales leadership v. sales boss and the tech filter bubble.

We talk maintaining the faith in the face of negative experiences.

We talk learning through how relationships and change go hand-in-hand.

We talk neuroplasticity and our capacity to change in an instant.

We talk about the importance of intent.

We talk about the myth that is talent is a scarce thing.

We talk about misaligned reward structures that impede human development.

We talk about the Matrix!!

We talk effort, patience, care, and concern that is in short supply with sales bosses bc they're run ragged internally.

We talk society, culture, and selfishness that is the American experience.

We talk flaws in most sales manager comp plans that incentivize.

We talk about catch 22 that is "you don't have enough experience."

Really though, we talk human.

Resources mentioned:

Five Levels of Leadership by John C. Maxwell
Biased: Uncovering the Hidden Prejudice that Shapes What We See, Think, and Do by Jennifer
The Talent Code: Greatness isn't Born. It's Grown. Here's How by Dan Coyle
BringinTim.com

For more on Scott Leese, check him out on LinkedIn, Thursday Night Sales, Surf & Sales, Tequilla Tuesday, and or Little Scotty's Sales Club over at Patreon.

And for god's sake, buy the new damn book, More Than a Number: The Modern VP Sales Playbook

Interested in joining the conversation? Hit up the voicemail at 646-470-0248. And or text "REAL" to come play on the Hotline.

Truth, love, and joy, friends.

Happy selling!

Episode 15: Mark Kosoglow Sharpens MY Iron

Pete — Tue, 29 Jun 2021 13:28:45 -0400

Join us for a conversation with Mark Kosoglow, VP of Sales over at Outreach.

We talk cold and warm calling. And growing relationships.

We talk consultative selling and shoe sales.

We talk about how upbringing impacts how we approach sales and leadership.

We talk culture, confidence, and psychological safety.

We talk inspiration and motivation v. penalty and positional authority.

We banter around the root cause problems for the lack of creativity or critical thinking on sales floors.

We go DEEP into what prospecting can or should be.

We talk skills and knowledge and progressing as an IC.

Really though, we talk human.

For more on Mark Kosoglow, check him out on LinkedIn.

Interested in joining the conversation? Hit up the voicemail at 646-470-0248. And or text "REAL" to come play on the Hotline.

Truth, love, and joy, friends.

Happy selling!

Episode 14: Lorena Morales Designs All Things Revenue

Lorena Morales — Tue, 22 Jun 2021 20:42:11 -0400

We talk desilo-ing the revenue conversation.

We talk origins of sales and marketing misalignment. We get into RevOps and sales enablement misalignments as well.

We talk about the rise of customer success v. how it's known outside of the Silicon Valley filter bubble, "account management." (They're the same. And certainly not new.)

We talk about the evolution of marketing and sales.

We talk the perplexing state that forgoes retention revenue in favor of hyper-focusing on net new only.

We talk about identifying the REAL problem.

We talk process design and design thinking.

We talk about conversations with customers and the customer's customers.

We talk about the ugly stigmas around being a salesperson, and how injecting more women into leadership is the path forward.

Then we get into visas and the state of immigration in the States. Victimization v. harboring a victim's mindset. And how BRUTAL living with this cloud can be.

We talk about the big ass difference between sharing a story where one has been victimized v. being labeled as a victim or harboring a victim mindset.

Then we get into DATA!! And the criticalness of designing systems for hyper-growth too.

We talk stakeholder alignment as it relates to ABM/change management AND enterprise selling.

Really, we talk human.

Interested in joining the conversation? Hit up the voicemail at 646-470-0248. And or text "REAL" to come play on the Hotline.

For more on Lorena Morales, check her out on LinkedIn, The Revenue Podcast, her Making a Marketer series on YouTube.

For more on Syncari, check out CEO Nick Bonfiglio's LinkedIn, the website, and their latest massive VC round.

Episode 13: Davidson Hang Redefines Masculinity and Drives Impact

Pete — Fri, 18 Jun 2021 21:06:14 -0400

Once upon a time, Davidson Hang prospected me. And the rest is damn history.

We talk about that cool history starting with prospect and seller, and how our relationship progressed since.

We talk podcasts and unforgiving learning curves and the competency quadrant.

We talk success metrics.

We talk about the delicate balance that is showing up in real ways as a seller v. over-preparing v. perfectionism.

We talk race and gender and toxic masculinity. We talk the confidence gap, both of them.

We talk impact and driving change.

We talk career decisions.

For more on Accomplishment Coaching, check them out here.

For more on Laura Westman -- the human who taught me to trust again -- check her out on LinkedIn and the website.

For more on Davidson Hang, check him out on LinkedIn, his website, his YouTube channel, and his book Redefining Masculinity: Visions for a New Way of Being.

Interested in joining the conversation? Hit up the voicemail at 646-470-0248. Or text REAL to come play on the Hotline.

Episode 12: Chief Chris Hsiung Serves Us All

Chris Hsuing — Tue, 15 Jun 2021 18:26:47 -0400

We get REAL, real fast during this SMOKING conversation, friends.

Once upon a time, Mountain View Police Chief Chris Hsiung was a buyer of mine. And then some.

We talk about what it means to serve with compassion and humility. We talk how critical it is to leave the ego/machismo at the door.

We talk the current state of police and community relations. And how the media and entertainment industry influences each and every one of us.

We talk recruitment and team design and psychological safety.

We talk culture and maintaining said culture.

We talk conflict resolution, bridging divides, and creating spaces where humans can listen AND be heard.

We talk facilitating those hard conversations.

We talk lived v. learned experiences.

We talk community building, on the strategy and tactical level.

We talk about technology's role in our current state, and what tech can do about it.

Really though, we just talk human.

For more on using stories to drive human connection across divides, check it out here.

For more on Chief Chris Hsiung, check him out on LinkedIn and Twitter

Brotopia: Breaking Up the Boys Club of Silicon Valley by Emily Chang

Interested in weighing in on the conversation?

Voicemail is open, friends. #JudgmentFreeZone:

646-470-0248!

Episode 11: Ania Domian Shines for Parents, Partnerships, and Community

Pete — Thu, 10 Jun 2021 22:35:54 -0400

It takes a village to raise a child. At least in theory anyway. Not how it generally goes down in these United States of America.

That is until Ania Domain arrived. And this woman works FAST.

Ania is the Director of Strategic Partnerships over at Procurement Foundry, another rapid-growth, revenue/profit community called Procurement Foundry.

She is also the mastermind behind the RevGenius Parent Channel coolness. Also the coolest, high-value, never-been-done channel launch project I myself have had the pleasure to be a part of.

The conversation is smoking.

ESPECIALLY for anyone interested in community strategy, growth, and or RevGenius.

We talk deeply about Ania's vision for the Parent Channel, our backstory, and what to expect.

We talk policy, immigration, green space, volunteers, and value.

We get into the dirty word that is "vendors" v. true strategic partners.

We talk peer-to-peer relationships as it relates to wellness at work.

We talk the fabulousness that is Miss Elizabeth Gracey.

Oh yeah.

This may or may not be a master class in how to create psychologically safe spaces in the mind of a human (buyer) PRIOR TO a (discovery) conversation. Experience-style.

For more on Ania, check her out on LI here.

For more on Procurement Foundry or RevGenius, check them out here and here.

Truth, love, and joy, friends.

Happy selling!

Episode 10: Andrew Herman Transcends Leadership and Transforms Team

Andrew Herman — Tue, 08 Jun 2021 15:39:42 -0400

From D1 college athlete to professional athlete to tech sales, Andrew Herman knows all about career choices and the impact of coaching and culture.

And he uses that to design and deliver impact in the most exquisite manner.

Join us for a conversation with my long-time friend, currently the VP of Sales and Customer Success at Meltwater.

We talk career, our history with promotions and asshole recovery, team building, relationship and network building v. LinkedIn vanity metrics. We talk luck v. timing v. thoughtful consideration.

We talk finding the right people, building the right teams, and motivating them in the right way.

We talk human.

Good times had by all.

For more on Andrew, check him out on LinkedIn.

For more on Women in Sales Everywhere (WISE) and or Alex Adamson, check her out on LI or the community's website.

Interested in joining the conversation? Text REAL to 646-470-0248.

Truth, love, and joy, friends. Thanks for listening. Happy selling!

Episode 9: Dave Whiteside Dishes Sales Doctorates

Dave Whiteside — Fri, 04 Jun 2021 17:50:45 -0400

Enter at your own risk.

We talk about preparation and practice. Integrity. Sales skills and knowledge. Mentorship v. peer to peer relationships. How to connect with buyers. Sourcing opportunities. Specifically the SDR v. full-cycle debate. How to level up the renewal process. Discovery v. demo v. communicating relevant use cases. Contracting. And how to learn from mistakes.

I love this man.

Thank you, Dave!

And thank YOU, friends.

Interested in joining the conversation? Text REAL to 646-470-0248.

For more on Dave or ClientsFirst Consulting, check him out on LinkedIn and the website.

Episode 8: Jordana Zeldin Tackles Team, Culture, and Psychological Safety Part One

Amy Hrehovcik — Tue, 01 Jun 2021 23:00:43 -0400

When someone has it, you just know. Jordana Zeldin not only has it, but she also brings it into everything she does.

Join us as we swap stories about what it means to be on a high-functioning sales team. Red pill v. blue pill-style.

We talk sales. We talk stories. We talk teams and leaders v. bosses. We talk about mistakes, practice, and transparency. A little vulnerability and psychological safety, plus LOTS of practical application to draw from.

Resources:
Spriing Training
The Culture Code by Daniel Coyle

The Coaching Habit
Empathy Based Prospecting Workshop
Jordana's LinkedIn profile

Episode 7: DeJuan Brown Unchains Feeling, Friendship, and Sales Enablement

DeJuan Brown — Tue, 25 May 2021 18:25:19 -0400

First 30 mins, we talk stories and journeys as it relates to us and TakeC4re. We talk relationships -- the good, bad and ugly. We talk about trust and emotions and value judgments. We talk about growth and how to first define what we feel and how to best communicate it.

Then we pivot to sales enablement. We talk about sales cultures. Psychological safety. Leveling up interactions with buyers. Busting down silos. And finally, we talk community and investing in humans around us.

All the feels, friends.

Interested in joining the conversation via the hotline? Text REAL to 646-470-0248.

RESOURCES:
Take C4re
Jeff Bajorek's Rethink the Way You Sell Community
No Chains (song)
Get Err Done 2021 playlist
Seismic
Sales for the Culture Community
DeJuan's LinkedIn profile
Imago Dei Neighborhood School

Episode 6: Jared Robin Drives Discomfort Within

Jared Robin — Wed, 19 May 2021 03:12:46 -0400

How did the RevG community go from 0 to 12k humans in nine months?

Change the conversation.

Work that begins once we get real with ourselves.

Interested in joining the conversation via the hotline? Text REAL to 646-470-0248.

Resources:

RevGenius

Jared Robin's LinkedIn profile

Episode 5: Mercy Lee Bell Manifests Magnificence At Scale

Mercy Lee Bell — Fri, 14 May 2021 20:21:57 -0400

World domination, anyone?

We talk business. We talk tech sales. We talk podcasts. We talk money. We talk psychological safety. We talk friendship and healing. We talk journeys. We talk labels. We talk intersectionality and hyper-vigilance. We talk *right* action. We talk consumerism. We talk wellness.

And, most importantly, we talk about Take C4re.

https://www.takec4re.com/ & Mercy's LinkedIn profile

RESOURCES MENTIONED:
Made It featuring Lisa Francoeur by Sales for the Culture
Andy Paul's LinkedIn Profile
Roderick "RJ" Jefferson's LinkedIn Profile

Bonus: Outro Saves America extended cut

Pete — Mon, 10 May 2021 21:10:55 -0400

Want to play on the hotline? Text REAL to 646-470-0248 and get the details.

chewy.com

Episode 4: Jeff Bajorek Does Discovery

Jeff Bajorek — Mon, 10 May 2021 21:10:41 -0400

TOPICS DISCUSSED

The Problem with Discovery
More Curiosity and Less Rushing
The Buyers
Vulnerability
Trust
SDR discovery v. AE discovery
Sales Org Structure
Leveling Up Sales Boss Perspectives
Jeffrey Gitmore's Power Questions

RESOURCES

JeffBajorek.com
Jeff Bajorek's LinkedIn Profile
Little Red Book of Selling by Jeffrey Gitomer (power questions)

Want to play on the RevenueReal Hotline? Text REAL to 646-470-0248.

Episode 3: Dae Kang Cracks the Talent Code

Dae Kang — Mon, 10 May 2021 21:10:30 -0400

TOPICS DISCUSSED

Mentorship Relationships
Sales Communities
Tech Sales Onboarding
Skill Development and Deep Practice
Sales Metrics
Development Coaching and Psychological Safety
Writing Skills
The Fundamentals
The Tracker
Character Traits of Winning Recruits: Love of learning, gratitude, commitment, hard worker, performing through pressure

RESOURCES

Dae Kang's LinkedIn profile
The Coaching Habit by Michael Bungay Stanier
Give and Take by Adam Grant
The Obstacle is the Way by Ryan Holiday
Five Levels of Leadership by John C. Maxwell
Sales For the Culture
The Learning Pyramid

Want to play on the RevenueReal Hotline? Text REAL to 646-470-0248.

Episode 2: Ryan Walsh Champions Transparency

Ryan Walsh — Mon, 10 May 2021 21:10:14 -0400

TOPICS DISCUSSED

Balancing the art and science of sales
The fundamentals
Pareto's Principle aka The 80/20 Rule
Accountability at the sales leadership level
Highlighting the tech sales industry's bright spots
Performance Improvement Plans aka PIPs
Sales career paths
Sales managers
Two-sided marketplaces aka PaaS
Data and transparency

RESOURCES

RepVue.com and RepVue.com/employers
Ryan Walsh's LinkedIn Profile
5 on Friday's Tips for SDRs Starting Out in the World of Tech Sales
Made to Stick: Why Some Ideas Survive and Others Die by the Heath Brothers
Google's Project Oxygen

Want to play on the RevenueReal Hotline? Text REAL to 646-470-0248.

Episode 1: Host Amy Hrehovcik Handles the Hot Seat with Collin Mitchell

Collin Mitchell — Mon, 10 May 2021 21:09:46 -0400

TOPICS DISCUSSED

Who is Amy Hrehovcik? (03:35)
Sales Productivity and Performance (13:18)
The RevenueReal Experience (14:37)
Why Uncomfortable Conversations? (21:33)
Vulnerability v. Ego (24:31)

RESOURCES