Revenue Accelerators

Revenue Accelerators Podcast Episode NotesEpisode Title: Unlocking Sales Success with Paul ButterfieldHost: Deep TrikannadGuest: Paul Butterfield, Founder of Revenue Flywheel GroupRelease Date: November 14, 2024 @ 9am PacificKey Takeaways:Introduction to Paul Butterfield:Paul shares his extensive background in sales, starting from HP in 1998 to various roles in companies like Microsoft, InContact, Vonage, and Instructure.He emphasizes that at heart, he is still a sales guy, passionate about enabling sales teams to succeed.Sales Enablement vs. Revenue Enablement:Paul discusses how he transitioned from calling it "sales enablement" to "revenue enablement," highlighting the importance of involving customer success and renewal teams.He introduces the concept of "customer journey enablement," which encompasses all teams impacting customers.Defining Sales Enablement:Sales enablement involves three main areas: tools/systems, sales skills training, and sales methodology.Paul stresses that effective enablement measures must correlate with revenue growth and that enablement should not operate in a vacuum.Accountability in Enablement:Both enablement teams and sales leadership must be accountable. Enablement must show measurable success and work closely with sales leaders to implement changes effectively.Paul shares insights on how executive support is essential for successful enablement practices.Impact of Sales Methodology:Paul believes there isn’t one “best” sales methodology. The best are those that are consistently applied and customized for the business.He suggests that methodologies should enable teams to navigate the entire sales cycle, focusing on all critical stages of the process.The Role of Tools in Sales Enablement:For effective sales enablement, Paul highlights the importance of:Conversational analysis tools for sales coaching.Enablement platforms that track training and measure outcomes.Account mapping tools to help account management and planning.Specific tools mentioned include SalesHood, Allego, Seismic, and more.Learning from Failures:Paul shares a personal reflection: he learned the hard way about the importance of leading by example, particularly around taking time off.He emphasizes the need for leaders to take their vacation seriously and not just encourage their teams to do so, highlighting how it sets a culture of well-being.Leadership and Development:He states leaders have a moral obligation to foster the development of their teams and to invest in their continuous learning, even amidst busy sales cycles.Quotes:On Enablement: "Enablement is a means to an end. It’s not just about butts in seats or smiley sheets."On Leadership: "You can say, 'Go, take vacation,' but what they see you doing is what they will emulate."On Methodology: "The best sales methodology is the one that is consistently applied."Resources:Connect with Paul on LinkedIn: [Insert LinkedIn Profile]For further training and enablement resources, visit Revenue Flywheel Group: [Insert Website]Closing Remarks:Thank you for joining Deep and Paul in this enlightening conversation on sales and sales enablement! Tune in next time for more insights from industry leaders aimed at accelerating your revenue growth.Remember to insert any specific release dates and links where needed!

In this episode of the Revenue Accelerators podcast, host Deep Trikannad interviews Roee Hartuv, the Head of Revenue Architecture Practice at Winning By Design. Roee is based in Berlin, Germany and shares insights from his experience in sales and consulting.The conversation starts with a discussion about Roee's background and how he transitioned from being a sales engineer to a sales leader. He also shares his current role at Winning By Design, where he helps sales organizations with revenue growth and architecture.Roee explains that maturity in sales can come in different forms, and shares an example of a company with a strong culture but a high churn rate. He highlights the importance of customer success and how it impacts sales performance.The conversation then shifts to how Winning By Design approaches client engagements. Roee explains that they conduct diagnostics to identify areas of improvement and then work on implementing new processes, tools, and training. He also mentions that engagements typically last around 3 to 6 months and focus on organizations with revenue ranging from a few tens of millions to billions.Deep and Roee discuss the characteristics of successful sales representatives, with curiosity being an important trait for effective discovery and value selling. They also touch on the changing dynamics of the sales market, with only a small percentage of reps overperforming and the majority falling into the normal range.Roee shares a personal failure, where he tried to imitate the sales style of a mentor without success. He emphasizes the importance of finding one's own processes and methods that align with individual strengths.In conclusion, Roee invites listeners to explore Winning By Design's resources on revenue architecture and the importance of processes in sales. He also shares his contact information for those interested in reaching out to him.Overall, the episode offers insights into revenue growth strategies and the importance of tailoring sales approaches to individual strengths and market conditions.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Russ Hawkins, the President and CEO of Agilence Inc. Russ shares his background and how he transitioned from considering a career as a firefighter to becoming a salesperson. He talks about his experiences in various sales roles, from running his own paper route to working in the telecom industry. Russ also discusses the mindset shift required when moving from an individual contributor to managing a sales team and then coaching other sales leaders.Deep and Russ discuss the importance of honesty in sales and leadership, highlighting the negative consequences of lying or overselling products. Russ shares a lesson he learned early in his career when he lied about his employment status during a job interview and was later caught. He emphasizes the value of being transparent and setting clear goals to build trust and achieve success.As the CEO of Agilence, Russ stresses the significance of effective communication and the role of every employee in sales, regardless of their job title or department. He believes that everyone is in sales to some extent, as they need to sell themselves, their ideas, and their products to others. Russ also talks about the importance of product-market fit and how he has successfully pivoted companies by identifying new markets and value propositions.In closing, Russ offers advice to listeners and invites anyone interested in connecting or exploring job opportunities at Agilence to reach out to him directly.

Episode Notes: Gabe Lullo - CEO of AlleyoopIn this episode of Revenue Accelerators, Deep Trikannad interviews Gabe Lullo, the CEO of Alleyoop. Alleyoop is one of the largest sales development agencies in the world, specializing in building sales development teams and departments for startups and enterprise-level companies. They provide customized solutions in areas such as RevOps, management, data, technology, dialers, email, and reps.Gabe explains that Alleyoop's name is a basketball connotation, representing the perfect assist, or alley-oop, in sales. Their goal is to set clients up for success by customizing their sales development processes and hiring the best SDRs in the world. Gabe emphasizes the importance of people, process, and technology in their approach.Deep and Gabe discuss the challenges of finding and retaining good SDRs. Gabe highlights that while some SDRs may move on to other roles, many career paths can stem from an SDR position, such as sales enablement, marketing, and client management. Alleyoop celebrates the success of their former SDRs in various leadership positions.The conversation then shifts to the definition of an SDR. Gabe explains that SDR stands for sales development rep, also known as a business development rep. SDRs are full-time prospectors who focus on lead generation and qualifying prospects, while account executives (AEs) handle the sales and closing process. Alleyoop provides SDRs with lists to prospect from, but they also have autonomy to do their own research.Gabe also discusses Alleyoop's onboarding process, which takes three weeks from signature to the first cold call. They follow a five-step process that includes finding the right rep, building a customized database, implementing a tech stack, creating messaging and scripting, and providing management and analytics.Deep and Gabe also touch on the importance of preparation and being fanatical about the little things in sales. They discuss how AI and technology are changing the sales landscape, emphasizing the need for SDRs and AEs to continuously upskill and remain competitive.In closing, Gabe provides his LinkedIn profile as the best way to contact him and learn more about Alleyoop.Overall, the episode explores the role of Alleyoop in sales development and the challenges and strategies for success in the industry.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Adam Goldman, the Founder and President of FranchiseCoach. They discuss how to break free from the mundane nature of day jobs in sales and explore the opportunity to build on existing skills through franchising. Adam explains that franchising is not limited to food and restaurants, but encompasses various industries such as mosquito spraying. He emphasizes the importance of being open-minded when considering franchising and shares that successful candidates often have business savvy and experience in sales. When asked about the time commitment required, Adam explains that it varies depending on the nature of the franchise. Some franchises can be operated with minimal time investment, while others require full-time dedication. The timeline for success also varies, but it typically takes a few months to start generating revenue. Adam advises that sales experience is a key prerequisite for success in franchising, as it involves business development and marketing. He also warns against bidding inaccurately, which can result in financial losses. Adam shares his personal journey into franchising and the value it offers to salespeople looking for more independence and entrepreneurship. He encourages salespeople to consider franchising as a way to leverage their skills and break free from the dependency on a company.Listeners are encouraged to reach out to Adam at franchisecoach.net or franchiseadam.com to learn more about franchising opportunities and receive personalized guidance. Ultimately, the episode aims to inspire listeners to think beyond their day jobs and explore the potential of franchising to achieve financial freedom.

Summary:In this episode of the Revenue Accelerators Podcast, Deep Trikannad interviews Richard Harris, the null of The Harris Consulting Group. Richard shares his background in sales, starting from his first job selling jolly ranchers in school to working in retail and eventually moving into inside sales and consulting. He talks about his focus on earning the right to ask questions in sales and building trust with clients. Richard also discusses the concept of a respect contract, where both parties set expectations and agree to treat each other fairly in a sales conversation. He recommends using tools like Fathom for note-taking and active participation in meetings. The episode ends with a conversation about using different sales methodologies and the importance of coaching in sales management.Key points:- Richard's background in sales, from selling jolly ranchers to working in retail and inside sales- The importance of earning the right to ask questions in sales and building trust with clients- The concept of a respect contract in sales, where both parties set expectations and agree to treat each other fairly- Using tools like Fathom for note-taking and active participation in meetings- The use of different sales methodologies and the importance of coaching in sales managementNote: The transcript provided may not be 100% accurate to the spoken episode but provides an overall sense of the discussed topic.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Andrew Devlin, the Executive Brand Strategist of Boost Win Rate. They discuss Andrew's sales career, starting from inside sales and transitioning to become a brand strategist. Andrew shares his experiences in sales and provides insights on prospecting, dealing with rejection, and building relationships with customers.Andrew emphasizes the importance of having a thick skin in sales and how it helps salespeople handle rejection and difficult conversations. He also talks about the transition from inside sales to Enterprise, where deals become more complex and require a deeper understanding of the customer's ecosystem. Andrew highlights the significance of timing when involving subject matter experts in the sales process and how it can impact the relationship with customers.Deep and Andrew then discuss the challenges of being a sales engineer turned account executive. They talk about the shift in perspective and the need to adapt to new responsibilities and priorities. They also share stories and lessons learned from their experiences in sales engineering and account executive roles.Andrew brings attention to the importance of trust in sales and how it can be earned through building strong relationships with customers. He shares examples of situations where trust was established by solving problems and providing support to customers. This trust can lead to long-lasting relationships and increased success in sales.The conversation then shifts to the power of video content in sales and brand building. Andrew encourages salespeople to create content on LinkedIn and become thought leaders in their industries. He stresses the importance of providing value to the audience and not using videos solely for self-promotion. Andrew believes that video content can help salespeople establish credibility and connect with potential customers.Lastly, Andrew shares information about his current startup, an app called HitchHUB Teleprompter. He explains how the app helps users during video presentations and meetings by acting as a teleprompter. Andrew also discusses his new venture, Boost Win Rate, where he helps sales teams improve their LinkedIn presence and create video content.Overall, this episode provides valuable insights and strategies for sales professionals to accelerate their revenue and build strong customer relationships through video content and thought leadership.

Episode Notes:In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Joe Ingram, the Sales Genius at Ingram Interactive. Joe shares his background and experiences in sales, from working in the automotive industry to becoming a sales trainer and consultant. He also discusses the importance of vulnerability and building trust with customers. Joe emphasizes the power of humor and creating "aha" moments to connect with people and drive sales. He encourages listeners to focus on providing value and finding ways to make customers laugh. Deep and Joe also explore the challenges introverts may face in sales and the benefits of sharing personal experiences and stories. Joe provides insights into his own sales strategies and offers tips for success. Listeners can find more information about Joe Ingram and his services at thegeniuslinks.com.

In this podcast episode, Deep Trikannad interviews Eric Konovalov, the Executive Leadership Coach and B2B Sales Trainer of The Goal Guide. Eric shares his personal journey of realizing the need for change in his life and how he founded The Goal Guide. He discusses the importance of setting and achieving goals and how it can transform your life.Eric mentions that he learned from various coaches and joined mastermind groups to guide him on his journey. He emphasizes the importance of mindset and how happiness is a choice. Eric believes that people should wake up and decide to be happy rather than constantly searching for happiness.When discussing The Goal Guide, Eric mentions that they work with growth-minded entrepreneurs and salespeople. They offer corporate trainings on sales, communication, and leadership, as well as life and executive coaching. Eric explains the need to reprogram limiting beliefs and thoughts that hold individuals back, especially in sales.Throughout the conversation, Eric shares common mistakes that salespeople make. He mentions that many sales reps say "no" for other people before giving them the opportunity to say no themselves. He also highlights the importance of building rapport based on understanding the customer's pain points rather than superficial commonalities. Eric emphasizes the significance of the 4 S's: certain company, certain product/service, certain salesperson, and certain offer.Eric concludes by urging sales professionals to focus on who they are and how they show up in their interactions with clients. He advises learning the principles of influence to build trust and credibility. Deep shares his own anecdotes to illustrate the importance of trust and authenticity in sales.Listeners can reach out to Eric through LinkedIn, Facebook, Instagram, YouTube, or email.

This episode of the Revenue Accelerators Podcast features an interview with Joanne Black, the Founder of No More Cold Calling. Joanne discusses how she stumbled into selling and the importance of referrals in the sales process. She emphasizes that referrals are a powerful and underutilized tool in sales.Joanne explains that referrals offer endorsements and trust, making it easier to get meetings with the right prospects. She also highlights the high conversion rate of referrals, which typically exceeds 70%. Joanne mentions that many companies have tried referrals in the past but haven't been successful due to a lack of system and accountability.When asked about the mental block some seasoned salespeople have about asking for referrals, Joanne suggests having conversations to help them understand the value and benefits of referrals. She differentiates between inbound referrals and outbound referrals, with outbound referrals requiring proactive and intentional outreach. She emphasizes the importance of coaching and reinforcement to ensure the adoption of referral selling practices.Joanne concludes the interview by noting that many companies are not asking all their clients for referrals, leaving a significant gap in their strategy. She encourages businesses to leverage their satisfied clients by developing a referral system and learning how to ask for referrals.Overall, the interview sheds light on the power of referrals in the sales process and emphasizes the need for a systematic approach to referral selling.

Podcast Episode Notes:- Introduction: Deep introduces Davidson Hang, the CEO of Kaizen Sales, a Personal Development Company. They discuss how Davidson got into sales and his journey to becoming a sales consultant.- Davidson's Background: Davidson shares that he got into sales because he grew up in a poor household and was inspired by the potential earning opportunities in sales. He started a podcast called "The Reddit Sales and Business Development Professional Podcast" and interviewed influencers in the sales industry.- Starting as an SDR: Davidson began his sales career as an SDR for 4-5 years and enjoyed the role. He faced challenges when transitioning to an AE position due to his lack of industry knowledge. However, he gained confidence and mentorship from a manager at TriNet who helped him succeed in sales.- Emotional Regulation in Sales: Davidson wishes that there was more focus on emotional intelligence and emotional regulation in sales training. He shares an example of encountering a homeless person and being able to empathize and regulate his emotions instead of letting it affect his day.- Lessons from Sales: Deep asks if there are any lessons from sales that are hard to learn without experiencing them personally. Davidson mentions that top sales reps still have insecurities and self-doubt, and they constantly reflect on their performance to improve. He believes that emotional regulation and self-reflection are crucial in sales.- Applying Emotional Regulation in Sales: Davidson explains that emotional regulation is important when dealing with challenging prospects and difficult situations in sales. He emphasizes that understanding that rejection or difficulties are not personal can help sales professionals move forward and not let it control their lives.- Perfecting Communication: Deep and Davidson discuss the importance of communication in sales, particularly in emails and text messages. They emphasize the need to be intentional, thoughtful, and considerate in communication to avoid misunderstandings and build strong relationships.- Davidson's Current Work: Davidson is currently developing a mastermind program and workshop that combines his learnings from various personal development programs. He recently wrote a book called "Unapologetically, ENFP," which focuses on integrating fun, play, and adventure into life.- Final Thoughts: Davidson advises listeners to be intentional about their relationships and to reach out to friends and connections they haven't spoken to in a while. He emphasizes the importance of gratitude and appreciating the present moment.Note: The episode transcript provided is condensed and may not include every word from the original podcast episode.

Today on the Revenue Accelerators Podcast, Deep Trikannad interviews Donald Kelly, CEO of The Sales Evangelist. Donald shares his passion for changing the way salespeople are perceived and his mission to help sellers elevate their success. He emphasizes the importance of selling to the right people and not wasting time on those who can't buy. Donald also discusses the dangers of complacency in sales and the need to constantly check your "gauges" and fundamentals. He shares his insights on the future of sales, pointing to the importance of personalized and relevant outreach, particularly on platforms like LinkedIn. Donald explains the training programs offered by The Sales Evangelist, which focus on teaching sellers how to build top-of-funnel activities and establish trust with prospects. He emphasizes the value of educating and teaching prospects rather than simply selling to them, and how this approach can lead to more successful sales conversations. Donald also shares the sales tools he uses, including Apollo, LinkedIn, BomBom, and Gmail. Finally, he discusses the power of video in sales, particularly in establishing trust and conveying authenticity. The episode concludes with a discussion about the importance of publishing content and becoming an industry expert in order to build a personal brand and establish thought leadership.

Jamie Hogue is the Founder of ADE IT Services, a full-service IT solutions company that provides staffing, technical solutions, and project-based services. They specialize in data analytics, business intelligence, cloud and data migration, and mobile app development. Jamie shares his experience of transitioning from being a W-2 employee to starting his own business and the challenges he faced along the way. He emphasizes the importance of being genuine, building trust with customers, and focusing on their needs. Jamie also discusses the fear of success and the need to manage growth effectively. He shares a lesson he learned about effective communication and being prepared for presentations, highlighting the importance of understanding the audience and their perspectives. Jamie concludes by encouraging listeners to take action and move forward, even if it means making mistakes and learning from them.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews John Ferguson, the Sales

Episode Summary:In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews David Greenberg, a Coach, Consultant, Educator, and Content Creator at David Greenberg Consulting. David primarily focuses on coaching and consulting in the area of improving sales and building sales processes. He helps individuals and small businesses optimize their sales process and create conversations that lead to business. David also discusses the importance of mindset in sales and how it can affect success. He shares his journey from being a computer engineer to becoming a sales coach and consultant. Additionally, David emphasizes the need to prioritize value over money and the role of mindset in creating success.Key Points:- David Greenberg is a coach, consultant, educator, and content creator in the field of sales.- He primarily focuses on coaching and consulting in the area of improving sales and building sales processes.- David's coaching involves helping individuals perform better in sales conversations and creating conversations that lead to business.- His consulting work focuses on optimizing the entire sales process and gaining valuable feedback.- David primarily works with individuals and small businesses, including solopreneurs and startups.- His coaching process starts with a free 2-hour coaching call, where he provides value and helps clients determine if they want to continue working together.- David emphasizes the importance of not chasing money and prioritizing value and ethics in business.- He believes that the mind is the predominant force of creation and that success depends on having the right mindset.- David encourages listeners to become lifelong students of mindset and to disidentify with negative thoughts.Episode Highlights:- Deep Trikannad introduces David Greenberg as a coach, consultant, educator, and content creator in the field of sales.- David explains that his work involves coaching and consulting around improving sales and building sales processes.- He mentions that he primarily works with individuals and small businesses, including solopreneurs and startups.- David discusses how his technical background helps him systematize sales processes and solve technical challenges for his clients.- He explains that his coaching starts with focusing on having more conversations and later moves to teaching clients how to sell without being salesy.- David clarifies that his coaching and consulting service is a blend of coaching and consulting, depending on the needs of the client.- He emphasizes the importance of not chasing money and prioritizing value and ethics in business.- David shares his journey from being a computer engineer to becoming a sales coach and consultant.- He advises listeners to become lifelong students of mindset and to disidentify with negative thoughts.- David mentions that he is also an educator and content creator, with a focus on mindset and psychology.- He encourages listeners to watch his videos on his YouTube channel and connect with him on LinkedIn.[end of episode]

Matthew Putnam is the Director of Global Sales Development at Thomas and a sales trainer at Sales Upskill. In this podcast episode, he shares his experience and insights on sales development. Matthew started his sales career selling raffle tickets in Australia to raise money for the surf life savers. This experience helped him develop his sales skills and gain confidence in face-to-face selling. He later transitioned into tech sales and began working as an SDR for a company in the oil and gas industry. When asked about his focus on sales development, Matthew explains that he loves sales and enjoys working with SDRs to book meetings and build pipeline. He believes that success in sales development lies in a combination of quantity and quality. By tracking activity stats and understanding what works, sales professionals can improve their performance. Matthew emphasizes the importance of trackable stats in sales development. He recommends using sales outreach software to track key metrics such as call and email response rates. This data allows salespeople to identify what is working and make informed decisions on their approach. He also discusses the value of A/B testing and experimentation in sales development. By testing different strategies and messages, sales professionals can refine their approach and improve their success rates. Matthew suggests setting a timeframe for each experiment and giving it enough time to gather meaningful data.In terms of handing off leads to account executives (AEs), Matthew emphasizes the need for a clean handover process. He advises SDRs to ensure that leads are qualified and provide as much information as possible to AEs. This includes understanding the prospect's pain points, timeline, and stakeholders involved. Matthew also shares his approach to training SDRs. He recommends bringing SDRs and AEs together to establish agreed-upon criteria for successful handoffs. By aligning expectations and working collaboratively, SDRs and AEs can optimize their performance and achieve better results.In conclusion, Matthew emphasizes the importance of embracing a learning mindset and being humble when starting a new sales role. He encourages sales professionals to continually learn, experiment, and adapt their approach based on data and feedback. He also recommends checking out the free training resources available on Sales Upskill to further develop sales skills.

Episode Notes:- The host, Deep Trikannad, introduces Jake Stahl as the CEO/Founder of Jake Stahl Consulting.- Jake Stahl explains that he is a training and development expert who specializes in fractional chief learning officer positions for companies.- He discusses his fascination with human psychology and how it relates to learning.- Jake Stahl shares his extensive experience in training, including training in six different countries and working with over 10,000 people.- He explains that his focus is on helping sales teams improve their skills and achieve better results.- Deep Trikannad asks about the difference between fractional learning and other fractional roles, such as fractional c-suite positions.- Jake Stahl explains that his role is to train sales teams and sales managers on how to improve their sales techniques and leadership skills.- He emphasizes the importance of understanding the conditioning and preconceived notions that people bring to sales conversations.- Jake Stahl discusses his Adaptive Conversational Blueprint, a training method he has developed to help salespeople improve their communication skills and build better relationships with prospects.- He explains that he works with companies of all sizes, but is particularly effective with smaller companies that are experiencing a plateau in sales.- Jake Stahl shares a personal anecdote about a challenging sales experience early in his career, where he struggled to communicate with a client and felt completely lost.- He emphasizes the importance of breaking out of the conditioning and scripts that salespeople often rely on and learning how to have authentic conversations with prospects.- Jake Stahl discusses the value of treating all communication as human-to-human interaction and breaking down the barriers between personal and professional communication.- He offers a tip for sales reps on how to open conversations in a more authentic and engaging way, by avoiding generic greetings like "Hi, how are you?" and finding ways to connect on a deeper level with prospects.- Deep Trikannad thanks Jake Stahl for sharing his insights and concludes the episode.

Podcast Episode Notes: David Sliman, CEO, Sales Leader

In this episode of the Revenue Accelerators podcast, host Deep Trikannad interviews Ben Albert, Founder of Real Business Connections. Ben shares that his primary focus is on getting knowledge from people who have it to those who need it. He discusses his work with Real Business Connections, which consists of hosting and producing several shows on a network. He also talks about Bellbert Marketing, the marketing leg of his firm, which focuses on finding easy solutions to complex problems.Deep and Ben discuss the importance of being a lifelong student of sales and constantly experimenting and learning. They emphasize the need to adapt and adjust strategies as times change. Ben also emphasizes the importance of understanding what the customer wants and tailoring the communication accordingly. They discuss the significance of building relationships and diffusing sales energy in conversations. Ben shares a valuable lesson he learned from Jeremy Miner, which is to "always be diffusing" and avoid coming across as too sales-focused.They also highlight the importance of being proactive in consuming knowledge and constantly seeking to learn and grow. Both Deep and Ben stress the need to approach sales with curiosity and to ask insightful questions that empower the customer to make a decision. They encourage listeners to scroll to the bottom of their sales emails or messages and send valuable content or introductions to add value to their interactions.The episode concludes with Ben encouraging listeners to make it a daily habit to send messages that add value and provide something of interest to their prospects and clients. He believes that giving will result in receiving and that this simple practice can greatly enhance a sales career.

Episode Notes: - Elitsa Zaimova is the Sales Director of Preply.- Preply is a language learning platform that connects tutors from around the world with learners.- Elitsa has been with Preply for 6 years and has been instrumental in its growth.- Preply started as a marketplace for language learning and later expanded into offering language learning programs for organizations.- Elitsa currently manages the Canadian market but previously managed the EMEA team.- Preply targets global organizations with multicultural teams or teams that need to communicate with customers in different languages.- Elitsa emphasizes the importance of building a specific Ideal Customer Profile (ICP) and constantly refining it based on patterns and data.- She also shares the importance of hiring the right salespeople based on their personality, experience, and trustworthiness.- Elitsa highlights the value of having a mentor in the sales field and credits her mentor for guiding her through the process of building a sales team.- She ends by reminding listeners that sales can be challenging but with the right mindset, it can also be fulfilling and enjoyable. Learning from mistakes and staying positive are key to success in sales.

Episode Notes:In this episode of Revenue Accelerators, Deep Trikannad interviews Thomas Ellis, the Chief Sales Coach of EWC Consultants. Thomas shares insights and experiences from his 35 years of sales leadership and coaching.- Thomas Ellis introduces himself as the Chief Sales Officer of EWC Consultants, a small business sales coaching firm that helps small businesses develop effective sales processes.- Deep Trikannad expresses his interest in learning more about Thomas' background and how he got into sales coaching.- Thomas shares that he has always had a passion for helping others become successful and developed a sales coaching business to assist small business owners who were struggling with sales.- Deep Trikannad asks about the transition from being a sales rep to becoming a sales coach and how that came about for Thomas.- Thomas explains that his passion for developing and growing people led him to start helping small companies and individuals improve their sales processes. He has been doing this for about 12 years.- Deep Trikannad inquires about the type of businesses Thomas focuses on and asks if there is a specific revenue target or size that he works with.- Thomas mentions that he primarily works with companies with 50 employees or less, and some with around 10 employees where the owner is responsible for generating revenue.- Deep Trikannad clarifies that the owner of these businesses acts as a player-coach, being both the head of sales and responsible for other aspects of the business.- Deep Trikannad asks Thomas to share a memorable lesson he learned from his experience in sales that has stuck with him throughout his career.- Thomas narrates a story about a potential opportunity to work with a credit union that initially asked for a proposal without providing enough information about their needs. He explains how he learned the importance of conducting thorough discovery before presenting proposals to ensure they are aligned with the client's needs.- Deep Trikannad asks about the status of the proposal and how Thomas went on to secure a successful deal with the credit union.- Thomas reveals that he did not send the initial proposal and later had the opportunity to meet two managers from the credit union at a networking event. They expressed interest in training for their sales reps, and Thomas conducted a thorough discovery session with them to develop a tailored proposal. Once approved, he began working with them, resulting in an increase in car loan sales by 15% and home equity by 4-5% within six months.- Deep Trikannad explores the challenge of sales reps being uncomfortable or lacking knowledge about selling new products or services and how to help them overcome this.- Thomas explains that sales managers can work closely with reps through ride-alongs and coaching to build their confidence and help them learn new skills. Trust and partnership between the manager and rep are crucial.- Deep Trikannad emphasizes the importance of building trust within the sales team and establishing a culture of support and learning.- Thomas agrees, stating that sales managers must show reps how to succeed through coaching, going on calls, and providing continuous support. This approach fosters confidence and helps reps improve.- Deep Trikannad discusses the dynamic between top performers, middle performers, and struggling performers and how to support each group effectively.- Thomas emphasizes the need for sales managers to partner with middle performers by understanding their goals, supporting their development, and engaging in regular coaching and ride-alongs.- Deep Trikannad highlights the impact of building trust within the team and mentions that establishing a learning culture can motivate the entire sales team.- Thomas concludes by encouraging sales professionals to strive to be better, unique, and desirable (BUD) in their interactions with clients. He emphasizes the importance of continuous improvement and differentiation.- Deep Trikannad thanks Thomas for his valuable insights and invites the audience to tune in for future episodes.

Deep Trikannad is joined by Matt Wolach, the B2B SaaS Sales Coach of Xsellus. Matt shares that he has been in the software industry for a long time but found a passion for sales early on. When he started a software company, he had no idea what he was doing and had to learn from various sources. Through trial and error, he was able to create a process to generate a 63% call closing rate with his team. After multiple successful exits, Matt decided to start coaching sales leaders, salespeople, and CEOs on effectively closing deals to achieve high valuations and potential exits. He also runs a software company called Torawa's, which provides an SMS marketing system to help businesses communicate with their prospects.In terms of his coaching company, Xsellus, Matt explains that he works with sales leaders, salespeople, and CEOs to fix sales-related problems and help them improve their sales performance. He focuses on the B2B software industry specifically. Matt mentions that he works with teams of all sizes, from solo salespeople to teams of 10-20 people. He emphasizes the importance of focusing on helping the buyer rather than just selling to them, as this approach builds trust and leads to higher close rates. Matt also discusses the value of discovery in the sales process, where salespeople need to understand the buyer's needs and pain points before they can effectively connect their product or solution to those needs. He shares a personal anecdote about a time when he failed to conduct proper discovery and ended up demonstrating a product to a prospect who wasn't even in the industry.To break down the initial sales wall and create a more open conversation with prospects, Matt advises salespeople to share their personal "why" and why they care about helping prospects. By doing this, they create a human connection and build trust with the prospect. This approach helps salespeople establish themselves as advisors and consultants rather than just salespeople. Matt concludes by offering a scorecard to track sales stats and benchmarks, which helps salespeople monitor their performance and identify areas for improvement.Overall, Matt highlights the importance of genuine discovery, a customer-centric approach, and building trust in sales to drive successful outcomes. The podcast episode gives valuable insights into Matt's sales journey and his effective sales coaching methods.

Episode Notes:- Deep Trikannad introduces the guest, Brad Adams, as the Senior Master Sales Trainer of Sales Gravy.- Brad Adams shares a bit about himself, mentioning that he is from Georgia and works with Sales Gravy. He enjoys helping sales professionals improve their skills.- Brad Adams mentions that he has 4 kids and loves spending time at his Lake House on weekends.- Deep Trikannad asks Brad about his role as a senior sales trainer and asks him to define what that entails.- Brad Adams explains that Sales Gravy is engaged by companies to help improve their sales discipline. He trains teams in various sales skills, such as prospecting, objections, and negotiations.- Deep Trikannad asks Brad about his career path and how he got into sales training.- Brad Adams recounts starting off in the finance side of a company after completing a degree in finance. He later transitioned to sales within the same company. He eventually joined Sales Gravy and focused on sales training after the company built up its sales training arm.- Deep Trikannad mentions that Brad has been doing sales training for at least 13 years.- Deep Trikannad asks Brad about Sales Gravy's focus and how they engage with customers and clients.- Brad Adams explains that Sales Gravy engages with companies through cold calling, cold outreach, marketing, and delivering a legendary customer experience. They specialize in sales-related training and provide content for various stages of the sales process.- Deep Trikannad highlights the adaptability of Sales Gravy's methodology across different industries.- Brad Adams mentions that Sales Gravy goes the extra mile to learn about the uniqueness of each company they work with and integrate that into their training. They make sure to connect their core methodology to the specific challenges and strengths of each organization.- Deep Trikannad reflects on the importance of adapting best practices to each company's unique needs.- Brad Adams shares a story about a sales professional named John who faced challenges transitioning from a successful football career to sales. John lacked accountability and a defined process. Brad worked with him on the 5 disciplines of ultra-high performance, which helped him turn his sales career around and achieve the income he desired.- Brad Adams also shares a story about a sales professional named Rodney who started off homeless and managed to get back on his feet by investing in sales training and applying what he learned. Rodney's story showcases the importance of perseverance and having a system in sales.- Deep Trikannad acknowledges the value of discipline in sales and how it applies to all aspects of life.- Brad Adams mentions that he keeps in touch with both John and Rodney and provides occasional guidance.- Deep Trikannad expresses appreciation for Brad sharing these stories and highlights Rodney's tenacity in seeking out sales training, despite his challenging circumstances.- Brad Adams concludes the episode, thanking Deep Trikannad for having him and stating that they covered important stories of tenacity and resilience in sales.

In this episode of the Revenue Accelerators Podcast, Deep Trikannad interviews Marni Heinz, the Founder & CEO of MH Consulting & Coaching. Marni shares her background, including her 12 years at Salesforce where she started as a solution engineer and eventually moved into leadership. She also talks about her experience buying software while at Google and doing IT consulting work. 
Marni explains that her focus now is on coaching sales performance and leadership. She helps leaders, teams, and individual contributors achieve sustainable results. 
Deep asks Marni about her transition from sales engineer to sales. She shares that while buying software for Google, she saw the variability in the sales teams she interacted with and wanted to be on the sales side. She pursued a sales engineering role at Salesforce, with the intention of eventually moving into an account executive role. Marni discusses the challenges she faced when she made the switch and had to adjust to a new role and identity.
Deep and Marni also discuss the importance of customer success in software sales and how it impacts growth and customer satisfaction. They talk about the role of account managers and customer success managers, and how they work together to retain and grow accounts.
Marni shares a lesson she learned in sales, which is that customers will form opinions about you based on factors like your title, and it's important to be aware of the impression you're creating. She emphasizes the importance of building rapport and finding common ground with customers to establish trust.
They also touch on the role of research in the sales process, with Marni noting that customers often do extensive research before even reaching out to the sales team. She highlights the importance of being prepared and coming across as a thought leader and advisor to customers.
Finally, Marni discusses her coaching practice and the clients she works with. She helps individual contributors and sales leaders, offering one-on-one coaching, group coaching, and workshops on topics like emotional intelligence and sales skills.
To connect with Marni and learn more about her coaching services, listeners can find her on LinkedIn and schedule a conversation.

In this episode of Revenue Accelerators, host Deep Trikannad interviews Yossi Abraham, the President and CEO of Zappix. Zappix is a provider of digital customer engagement solutions. They focus on helping companies deflect customer calls from agents to self-service options. They offer a mobile tool that allows customers to easily resolve their issues without speaking to an agent. They also provide solutions for the healthcare industry to transform the engagement between healthcare providers and patients.During the interview, Yossi shares the importance of listening to customers and understanding their real problems and motivations. He emphasizes the need to tailor communication and presentation style to different audiences, whether they are technical or business-focused. Yossi also highlights the importance of continuous learning and staying at the forefront of technology.Overall, the interview provides insights into Zappix's solutions and Yossi's experience in sales and leadership.

- Deep Trikannad introduces Jay Breen, Sales Director of Agiliti Health as the guest for the podcast episode.- Jay explains that he has been in sales since 1997 and was drawn to the podcast because he found the unique perspectives of other salespeople interesting.- Deep focuses on sharing anecdotes and lessons learned in sales, regardless of where someone is in their sales journey.- Jay shares an anecdote about transitioning from wanting to be a teacher to getting into sales at Sprint Wireless. He talks about his passion for selling and his early experiences in the industry.- Deep relates to Jay's story and shares his own experience as an engineer transitioning to sales and the challenges he faced.- Jay talks about his current role at Agiliti Health, explaining that they provide medical equipment rentals to hospitals and manage their equipment needs.- Deep asks Jay about a hard lesson or anecdote from his career, and Jay shares a story about a presentation he gave at Fidelity, where he had to think on his feet and change his approach based on the audience's reaction.- Deep shares his own anecdote about a pitch meeting he had early in his sales career and the importance of being able to read the room and adjust your presentation accordingly.- Jay shares another recent experience where he had to quickly dig himself out of a situation where the customers didn't know who he was or why he was there.- Jay emphasizes the importance of understanding the goals of both the customer and the salesperson in order to come to a mutually beneficial agreement.- Deep thanks Jay for his time and concludes the podcast episode.

In this episode of the Revenue Accelerators Podcast, host Deep Trikannad interviews Bryan McDonald, Partner at onPurpose Growth, a revenue growth coaching and consulting firm. Bryan shares his experience in sales over his 24 year career, emphasizing the importance of learning from mentors, training, and continuous improvement.Bryan explains that onPurpose Growth helps ambitious entrepreneurs achieve their revenue goals and discusses how the company focuses on strategy, processes, and identifying bottlenecks in sales. They work with both entrepreneurs individually and companies ranging from professional services to manufacturing.Deep and Bryan discuss the different types of clients they work with, including entrepreneurs, C-level executives, and professionals looking to transition from corporate America to entrepreneurship. They emphasize the importance of helping clients develop sales skills, particularly if sales is not their natural strength.Bryan shares two success stories from his coaching experience. One client, an outsourced CFO, was able to generate $100,000 in down payments and $15,000 in monthly recurring revenue within 90 days. Another client, a CFO, significantly increased his proposal conversion rate from 10% to 70-80% in just a few months.Deep asks Bryan about his approach to ensuring clients maximize their sales and revenue trajectories. Bryan explains that he focuses on understanding clients' goals and shortcomings and tailoring a solution that supports them. He also emphasizes the importance of accountability, helping clients create their own structure for holding themselves accountable.Bryan shares a personal anecdote about a challenging sales situation that taught him the importance of telling clients the hard truth with integrity. He explains that aligning his actions and words and demonstrating care for clients helped him build trust and long-term relationships.Deep and Bryan discuss the challenges of helping clients find accountability for themselves, particularly when they struggle with procrastination or resistance. Bryan highlights the importance of managing change and habit formation, using techniques such as breaking tasks into smaller chunks and gradually increasing their size.In closing, Bryan shares a powerful message about the importance of mindset in sales. He emphasizes that mindset trumps technique and advises focusing on mindset before attempting to change actions or techniques.Overall, this episode provides valuable insights into sales, coaching, and accountability, highlighting the importance of mindset and continuous improvement.

In this episode of the Revenue Accelerators podcast, Deep Trikannad interviews Carin Moore, the Sales Director of Compendium. Carin gives an overview of her role at Compendium, a gift company that focuses on providing inspirational gifts for major life events. She manages the Channel sales aspect of the business, which involves working with large retailers and independent mom and pop shops.Carin reveals that she has worked for Compendium on three separate occasions, with a total of 10-11 years of experience. She first started working for the company part-time in 2008, but moved to the Philippines with her husband and three kids due to the real estate market crash. They lived there for a year, with Carin working as a teacher. After returning to the US, Carin continued her career at Compendium in various roles, eventually becoming the Sales Director.Deep Trikannad asks Carin about her experience in sales, particularly in the wholesale and channel sales side. Carin explains that she has always enjoyed the partnership aspect of sales, where she can strategically work with companies to create winning solutions. In her current role, she sees herself more as a sales coach, supporting a team of 100 remote salespeople across the US and Canada. Her goal is to help them be successful in selling Compendium products and adding value to their buyers.Carin shares a painful lesson she learned in a previous role, where she shared behind-the-scenes drama with a buyer that ended up hurting their sales. She realizes now that she should have confidently communicated the plan without involving the buyer in the internal conflict. From this experience, she emphasizes the importance of being upfront and negotiating with customers while maintaining relationships and trust.Regarding her role in assisting sales reps, Carin explains that she primarily focuses on training. She introduced a quarterly call and 15-minute touchpoints, where she imparts best practices and highlights product videos that tell stories to engage the sales reps. Carin emphasizes the scalability and relevancy of the training, which not only benefits Compendium but also helps sales reps improve their overall effectiveness in selling multiple lines.Deep Trikannad and Carin discuss the challenges of the channel sales motion and the need to build trust and maintain relationships with partners. Carin shares her approach to mitigating conflicts and maintaining transparency without exposing the inner workings of the channel to customers.In conclusion, Carin shares a sales technique she acquired during her consulting role called the "5-minute meeting." She found success in approaching busy individuals with the concept of a short meeting, which often led to longer conversations and captured their interest. While she doesn't need to use this technique in her current role, she believes it is still effective for closing deals.The episode wraps up with Deep Trikannad thanking Carin for sharing her insights and experiences.

Episode Notes:In this episode of Revenue Accelerators, Deep Trikannad interviews Jessica Perri, the Sales Director at Numerator. Jessica shares insights into her role as a sales director, focusing on emerging and mid-market brands. She explains that her main responsibility is to bring in new brands that are not currently working with Numerator.Jessica categorizes her role as that of a hunter, as she is focused on acquiring new logos and expanding Numerator's client base. She mentions that her sales process is complex and involves multiple team members, including solutions consultants, pre-sales engineers, business development reps, and sales operations engineers. While the salesperson is primarily responsible for closing deals, there is a team of 3 to 4 people available to help bring the deal to completion.Deep compares Jessica's role to that of a quarterback in American football, as she is responsible for strategizing and bringing the right people into conversations and meetings. Jessica agrees with this analogy and emphasizes the importance of having a strong strategy and involving multiple people to win deals.They discuss Numerator's target market, which primarily consists of business-to-business clients. However, Jessica highlights the importance of remembering that even when selling to businesses, individuals make the buying decisions, and it's essential to understand their needs and preferences.When asked about her personal success playbook, Jessica mentions that she is driven by metrics and defines success as doing something she feels good about. She focuses on driving decisions rather than simply closing deals. She also emphasizes the importance of effective communication.Deep asks Jessica about a significant lesson she has learned throughout her sales career. Jessica shares that deals are not closed during scheduled calls or meetings alone but rather through the details and extra touchpoints. She emphasizes the importance of picking up the phone, having unscheduled interactions, and showing genuine care for prospects.Reflecting on her career path, Jessica explains that she initially resisted going into sales due to people always suggesting it to her. However, her experience in recruiting, which involved selling candidates to clients, made her realize that she enjoyed the client management aspect. Eventually, her manager encouraged her to transition into sales, and she found success and fulfillment in the role.When discussing her initial experiences in sales, Jessica mentions that her first cold call resulted in a closed deal. However, she admits that not all opportunities closed during her first year, and she learned the importance of asking more questions and being more informed during interactions.Jessica follows the Sandler sales model, which emphasizes knowing the desired outcome before starting a meeting and setting clear next steps. She acknowledges that the sales process at Numerator involves various stages, but the details and nuances make it more complex.In closing, Jessica encourages listeners to be themselves, put themselves in the client's shoes, and focus on helping others feel good about their work. She emphasizes the importance of transparency and genuine care in sales interactions.

Deep Trikannad interviews Aaron Edell, the President and CEO of GrayMeta, on the Revenue Accelerators Podcast. Aaron shares his background, starting as a filmmaker before transitioning into tech. He explains how he ended up in the CEO role at GrayMeta and gives an overview of the company, which primarily serves the media and entertainment industry. GrayMeta offers solutions for migrating video cassette tapes to digital formats, as well as tools for video quality control and review. Their core product, Curio, is a data platform that uses machine learning to extract metadata from files and make it searchable. Aaron discusses the various customers they serve, including production houses, sports teams, and enterprises that deal with file-based data. He explains that GrayMeta's technology is applicable to media as well as audio, PDF, word, and PowerPoint files. Aaron mentions that GrayMeta partners with digital asset management companies to enhance metadata using machine learning. The company's technology can run on-premises or in the cloud, offering flexibility to customers.Deep and Aaron dive into the topic of content moderation, discussing the challenges faced by companies like Disney when they release movies in different regions with varying cultural norms. GrayMeta's technology helps identify and address content that may be inappropriate or offensive for certain audiences. They also touch on the idea of providing customizable versions of movies or TV shows for different age groups.Moving on to Aaron's experience, he shares his journey from working at a tech startup to being acquired, to joining AWS and eventually returning to GrayMeta as CEO. He discusses the differences between his previous time at GrayMeta and his current role as CEO, highlighting the focus on teamwork, determination, and the ability to drive the company's direction. Aaron also emphasizes the importance of being a continuous learner, mentioning his passion for writing blog posts, newsletters, and sharing customer success stories to drive brand awareness and inbound leads.In closing, Aaron offers advice to aspiring CEOs, encouraging them to try everything and continuously learn. He suggests taking on new responsibilities within their current roles, volunteering for different tasks, and expanding their knowledge in various areas of the business. Aaron believes that gaining experience and perspective in different roles will benefit future leaders in understanding their teams and driving success.