https://www.linkedin.com/in/alexmcnaughten/enManagementCopyright Alex McNaughtenhttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/165709ab017b72a7aca320a04e7df995.jpghttps://www.linkedin.com/in/alexmcnaughten/Fri, 10 Apr 2026 22:40:51 +0000Alex McNaughtenAlex McNaughtenalex@salesleaders.techWelcome to the Rev-Up Sales podcast, a show about how sales performance! Alex speaks with international experts, best selling authors, execs and founders all about building A-player revenue teams and the importance of coaching!falseepisodichttps://www.spreaker.com/episode/073-jeremey-donovan-adopting-a-systems-based-approach-to-ai--71243679
His career spans over 25 years and cuts across semiconductor engineering, product development, and sales and marketing leadership - giving him a genuinely rare vantage point on how to apply rigorous systems thinking to the messy, human world of sales. 

He's held senior roles at SalesLoft, CB Insights, GLG, Gartner, and the American Management Association, and brings both the operator's instinct and the engineer's precision to everything he touches. Jeremey is the author of five books, including the international bestseller How to Deliver a TED Talk and Predictable Prospecting - a title that tells you everything about how he thinks about go-to-market.

He's also an Adjunct Professor at NYU School of Professional Studies and the host of the Hey Salespeople podcast. He holds an MS in Data Science from the University of Virginia, an MBA from Chicago Booth, and a BS and MS in Electrical Engineering from Cornell.

In this episode, we dig into how revenue leaders should think about AI not as a collection of point solutions, but as a systems-level opportunity to redesign how selling actually works.]]>https://api.spreaker.com/episode/71243679Fri, 10 Apr 2026 22:39:38 +0000Alex McNaughtenJeremey Donovan is the Executive Vice President of Sales + Customer Success at Insight Partners, one of the world's leading growth equity firms, where he partners with portfolio company leaders to scale commercial teams and build repeatable,...
His career spans over 25 years and cuts across semiconductor engineering, product development, and sales and marketing leadership - giving him a genuinely rare vantage point on how to apply rigorous systems thinking to the messy, human world of sales. 

He's held senior roles at SalesLoft, CB Insights, GLG, Gartner, and the American Management Association, and brings both the operator's instinct and the engineer's precision to everything he touches. Jeremey is the author of five books, including the international bestseller How to Deliver a TED Talk and Predictable Prospecting - a title that tells you everything about how he thinks about go-to-market.

He's also an Adjunct Professor at NYU School of Professional Studies and the host of the Hey Salespeople podcast. He holds an MS in Data Science from the University of Virginia, an MBA from Chicago Booth, and a BS and MS in Electrical Engineering from Cornell.

In this episode, we dig into how revenue leaders should think about AI not as a collection of point solutions, but as a systems-level opportunity to redesign how selling actually works.]]>2681falsefullhttps://www.spreaker.com/episode/072-jaimie-buss-transitioning-from-sales-rep-to-manager--70381226https://api.spreaker.com/episode/70381226Mon, 02 Mar 2026 01:45:10 +0000Alex McNaughtenJaimie Buss is a seasoned SaaS revenue leader with 20+ years of experience scaling go-to-market teams. She currently serves as Chief Commercial Officer at Deputy, where she leads Global Sales, Marketing, Partnerships, Support, and Customer Success....2115falsefullhttps://www.spreaker.com/episode/071-lori-richardson-on-coaching-sales-teams--68933201Lori Richardson She is also the founder and president of Women Sales Pros, a network and advisory group focused on increasing the number of women in B2B sales and sales leadership roles. WOMEN Sales Pros Beyond consulting, Lori coaches at Harvard Business School, runs the popular podcast “Conversations with Women in Sales,” and is recognized widely as a top sales influencer and #womeninsales advocate.]]>https://api.spreaker.com/episode/68933201Sun, 07 Dec 2025 22:45:43 +0000Alex McNaughtenLori Richardson is a longtime B2B sales strategist, author, and speaker, best known for helping companies build stronger sales teams and for championing women in sales leadership. She spent over two decades in tech sales before founding Score More...Lori Richardson She is also the founder and president of Women Sales Pros, a network and advisory group focused on increasing the number of women in B2B sales and sales leadership roles. WOMEN Sales Pros Beyond consulting, Lori coaches at Harvard Business School, runs the popular podcast “Conversations with Women in Sales,” and is recognized widely as a top sales influencer and #womeninsales advocate.]]>1821falsefullhttps://www.spreaker.com/episode/070-jeff-perry-carta-s-cro-on-capacity-alignment-when-building-sales-orgs--67659127https://api.spreaker.com/episode/67659127Sun, 07 Sep 2025 02:32:35 +0000Alex McNaughtenJeff Perry is the Chief Revenue Officer at Carta, where he has dramatically scaled the revenue team. Responsible for all Carta core software revenue, Jeff is also accountable for creating synergy across all go-to-market functions and working with...1723falsefullhttps://www.spreaker.com/episode/069-building-high-performing-global-sales-orgs-with-adam-o-connor--66521899https://api.spreaker.com/episode/66521899Thu, 12 Jun 2025 04:53:24 +0000Alex McNaughtenAdam O’Connor is the Chief Commercial Officer at Gear Inc, where he leads global sales strategy, drives revenue growth, and builds strategic partnerships across North America, Europe, and Asia-Pacific. With over a decade of experience in international...1624falsefullhttps://www.spreaker.com/episode/068-coaching-and-how-to-be-coachable-with-casey-jacox--65919080caseyjacox.com.]]>https://api.spreaker.com/episode/65919080Mon, 05 May 2025 09:49:53 +0000Alex McNaughtenCasey Jacox is a nationally respected sales and leadership coach who helps individuals and companies unlock the power of humility, vulnerability, and curiosity to build stronger relationships and drive sustainable growth. With over 25 years of...caseyjacox.com.]]>1792falsefullhttps://www.spreaker.com/episode/067-elliott-boll-on-professional-development--64782267
Throughout his career, Elliott has demonstrated a deep understanding of sales dynamics and leadership. His insights into generational differences in sales leadership and the impact of fear on potential have been well-received within the professional community.

Elliott's commitment to continuous improvement and his ability to adapt to evolving sales landscapes make him a valuable asset to any organization. His recent transition to Closers.io underscores his dedication to empowering revenue leaders and maximizing value in the sales domain]]>https://api.spreaker.com/episode/64782267Mon, 10 Mar 2025 02:29:24 +0000Alex McNaughten​Elliott Boll is a seasoned sales professional currently contributing to Closers.io, a company renowned for delivering world-class sales results and scaling strategies. He holds a degree from Imperial College London and is based in the United Kingdom....
Throughout his career, Elliott has demonstrated a deep understanding of sales dynamics and leadership. His insights into generational differences in sales leadership and the impact of fear on potential have been well-received within the professional community.

Elliott's commitment to continuous improvement and his ability to adapt to evolving sales landscapes make him a valuable asset to any organization. His recent transition to Closers.io underscores his dedication to empowering revenue leaders and maximizing value in the sales domain]]>1336falsefullhttps://www.spreaker.com/episode/066-brent-holloway-on-coaching-and-sales-performance--64289137https://api.spreaker.com/episode/64289137Sun, 09 Feb 2025 23:53:17 +0000Alex McNaughtenBrent is a seasoned sales leader and advisor with a proven track record of driving revenue growth and scaling high-performing teams in the SaaS industry. With over 26 years of experience in enterprise software sales and management, Brent specializes...1870falsefullhttps://www.spreaker.com/episode/065-communication-influence-with-stacey-hanke--63596506https://staceyhankeinc.com/speaking]]>https://api.spreaker.com/episode/63596506Tue, 07 Jan 2025 03:42:59 +0000Alex McNaughtenAs a Hall of Fame speaker and thought leader in influential communication, they help professionals transform how they show up and lead. Their keynotes are packed with actionable strategies that empower individuals to build trust, communicate with...https://staceyhankeinc.com/speaking]]>2044falsefullhttps://www.spreaker.com/episode/064-jerry-acuff-on-sales-leadership-performance--62626288

]]>https://api.spreaker.com/episode/62626288Tue, 05 Nov 2024 19:40:51 +0000Alex McNaughtenIntroducing Jerry Acuff, a renowned sales expert, author, and CEO of Delta Point, Inc.—a consulting firm that has transformed the sales strategies of numerous Fortune 500 companies. With over 30 years of experience in the industry, Jerry is a master...

]]>2034falsefullhttps://www.spreaker.com/episode/063-kyle-norton-s-revenue-leadership-framework--62278336
He is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products.

Kyle is passionate about supporting the SaaS ecosystem and empowering entrepreneurs so he speaks frequently at conferences and on podcasts and webinars.

Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators.]]>https://api.spreaker.com/episode/62278336Tue, 08 Oct 2024 16:30:19 +0000Alex McNaughtenAs CRO for Owner.com, Kyle leads a team of world class go to market professionals who help independent restaurants grow their direct, online takeout and delivery channels. He currently owns the sales, partnerships, onboarding, success, support,...
He is also a Limited Partner (GTM Fund, Stage 2 Capital), Advisor, and Angel Investor for several SaaS-focused funds and startups, where he shares his insights and expertise on scaling, selling and servicing SaaS products.

Kyle is passionate about supporting the SaaS ecosystem and empowering entrepreneurs so he speaks frequently at conferences and on podcasts and webinars.

Additionally, Kyle is a founding member and Co-Chapter Head of the Toronto chapter of Pavilion, a global community of revenue leaders and operators.]]>2561falsefullhttps://www.spreaker.com/episode/062-fearlessly-raising-prices-without-losing-customers-with-mark-stiving--61894776
He is an award-winning international speaker known for helping audiences find hidden value and more profit, immediately.

Mark started and successfully sold three powerful companies in the tech sector.

His legendary "Value Acceleration Bootcamp: How to use customer value to price, package, and sell products" helps PE firms and innovative companies master their buyers' purchasing decisions to win more business at higher prices.

You have probably heard of Mark's many popular books. He is a prolific and highly rated author of "Impact Pricing: Your Blueprint for Driving Profits", "Win Keep Grow: How to price and package to accelerate your subscription business", and "Selling Value: How to Win More Deals at Higher Prices"

His forthcoming book is "Invincible Profits: How to Lead a Value Revolution and Dominate Your Market"]]>https://api.spreaker.com/episode/61894776Tue, 17 Sep 2024 05:30:53 +0000Alex McNaughtenMark Stiving has driven business initiatives worth hundreds of millions of dollars. He is sought after for his superpower of finding invincible profits in every company he works with. He is an award-winning international speaker known for helping...
He is an award-winning international speaker known for helping audiences find hidden value and more profit, immediately.

Mark started and successfully sold three powerful companies in the tech sector.

His legendary "Value Acceleration Bootcamp: How to use customer value to price, package, and sell products" helps PE firms and innovative companies master their buyers' purchasing decisions to win more business at higher prices.

You have probably heard of Mark's many popular books. He is a prolific and highly rated author of "Impact Pricing: Your Blueprint for Driving Profits", "Win Keep Grow: How to price and package to accelerate your subscription business", and "Selling Value: How to Win More Deals at Higher Prices"

His forthcoming book is "Invincible Profits: How to Lead a Value Revolution and Dominate Your Market"]]>1966falsefullhttps://www.spreaker.com/episode/061-selling-on-linkedin-the-right-way-with-donald-kelly--61089424
Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.]]>https://api.spreaker.com/episode/61089424Tue, 20 Aug 2024 08:36:03 +0000Alex McNaughtenDonald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also...
Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.]]>1987falsefullhttps://www.spreaker.com/episode/060-organizational-sales-health-with-aaron-evans--60798349
Throughout his career, Aaron has successfully led sales transformations in several verticals, including taking an HR tech business to IPO in 2014. As a qualified coach and practitioner of NLP and Neuro-Semantics, he brings a unique perspective to his work in sales enablement.

Aaron is a passionate SaaS sales enablement leader, guest speaker, and mentor who has proudly developed thousands of sales managers and professionals globally. His expertise lies in creating highly-immersive, bespoke B2B sales training and coaching experiences.

https://flowstatesales.co.uk/ ]]>https://api.spreaker.com/episode/60798349Thu, 25 Jul 2024 07:07:41 +0000Alex McNaughtenAaron Evans is the founder of Flow State, a specialist B2B sales performance and transformation consultancy dedicated to helping leaders and teams win in the new era of B2B sales. With 14 years of sales enablement, coaching, and hands-on training...
Throughout his career, Aaron has successfully led sales transformations in several verticals, including taking an HR tech business to IPO in 2014. As a qualified coach and practitioner of NLP and Neuro-Semantics, he brings a unique perspective to his work in sales enablement.

Aaron is a passionate SaaS sales enablement leader, guest speaker, and mentor who has proudly developed thousands of sales managers and professionals globally. His expertise lies in creating highly-immersive, bespoke B2B sales training and coaching experiences.

https://flowstatesales.co.uk/ ]]>2058falsefullhttps://www.spreaker.com/episode/059-navigating-big-life-decisions-the-importance-of-self-development-with-leslie-venetz--60628075https://api.spreaker.com/episode/60628075Tue, 09 Jul 2024 17:42:33 +0000Alex McNaughtenLeslie Venetz is a 3x Head of Sales with 15-years of experience running successful B2B outbound sales motions. She is the founder of The Sales-Led GTM Agency and is ready to help teams talk WITH buyers instead of AT them.1728falsefullhttps://www.spreaker.com/episode/058-where-are-people-going-wrong-with-prospecting-with-richard-harris--60307372https://api.spreaker.com/episode/60307372Fri, 07 Jun 2024 05:28:35 +0000Alex McNaughtenRichard Harris is a sales expert, author of 'The Seller's Journey' and GTM consultant. He's a 4x Salesforce Sales Leader, 5x AAiSP Top Sales Leader and he teaches revenue teams how to earn the right to ask questions, which questions to ask, and when.1353falsefullhttps://www.spreaker.com/episode/057-what-s-old-is-new-again-with-john-barrows--60000129
Now, he leads JB Sales, a training company that collaborates with top organizations such as Salesforce, LinkedIn, Amazon, and Google, as well as many of the world's fastest-growing companies. His extensive experience has provided them with deep insights into the effective strategies and common pitfalls in sales and has trained over 100,000 sellers!

Committed to continuous learning and improvement, he aims to use his knowledge to uplift sales professionals and enhance the field itself, believing that when executed proficiently, sales is the most rewarding profession. Find him on LinkedIn, through his newsletter (https://www.jbarrows.com/newsletter-jbsales), and via his Membership and Training programs (https://www.jbarrows.com/individual-training). ]]>https://api.spreaker.com/episode/60000129Mon, 13 May 2024 06:40:59 +0000Alex McNaughtenWith over 25 years in the sales industry, John Barrows has held various positions, ranging from making 400 calls a week to serving as the VP of Sales at a self-funded startup that was acquired by Staples. Now, he leads JB Sales, a training company...
Now, he leads JB Sales, a training company that collaborates with top organizations such as Salesforce, LinkedIn, Amazon, and Google, as well as many of the world's fastest-growing companies. His extensive experience has provided them with deep insights into the effective strategies and common pitfalls in sales and has trained over 100,000 sellers!

Committed to continuous learning and improvement, he aims to use his knowledge to uplift sales professionals and enhance the field itself, believing that when executed proficiently, sales is the most rewarding profession. Find him on LinkedIn, through his newsletter (https://www.jbarrows.com/newsletter-jbsales), and via his Membership and Training programs (https://www.jbarrows.com/individual-training). ]]>2032falsefullhttps://www.spreaker.com/episode/056-reimagining-the-vision-of-gtm-tech-stacks-with-curtis-ropp--59661690https://api.spreaker.com/episode/59661690Fri, 26 Apr 2024 03:07:41 +0000Alex McNaughtenCurtis Ropp is the founder and CEO of Outbound Funnel is passionate about helping disruptive companies across various industries achieve rapid and sustainable growth through strategic sales engagement and cutting-edge technology. Outbound Funnel, a...1322falsefullhttps://www.spreaker.com/episode/055-executive-engagement-in-sales-with-mike-fiascone--59240854https://api.spreaker.com/episode/59240854Tue, 02 Apr 2024 18:53:28 +0000Alex McNaughtenMike is an experienced sales professional with 25 years of experience in strategic sales, former #1 AE at DocuSign and Oracle. Ran the "Big Deal Team" at DocuSign which included the Executive Engagement Program and Advisory Board. Co-developed "The...1708falsefullhttps://www.spreaker.com/episode/054-most-win-loss-analysis-is-bullshit-with-michael-hoffman--59028764Michael Hoffman is the founder and CEO @ PastSight a revenue-driven win-loss analysis platform for SaaS companies. 
https://www.linkedin.com/in/mfhoffman/ 
]]>https://api.spreaker.com/episode/59028764Wed, 13 Mar 2024 04:37:08 +0000Alex McNaughtenMichael Hoffman is the founder and CEO @ PastSight a revenue-driven win-loss analysis platform for SaaS companies.  https://www.linkedin.com/in/mfhoffman/Michael Hoffman is the founder and CEO @ PastSight a revenue-driven win-loss analysis platform for SaaS companies. 
https://www.linkedin.com/in/mfhoffman/ 
]]>1340falsefullhttps://www.spreaker.com/episode/053-dave-kennett-sales-coaching-what-why-and-how--58841763https://api.spreaker.com/episode/58841763Tue, 27 Feb 2024 01:39:50 +0000Alex McNaughtenDave Kennett, CEO of ReplayzIQ a new generation of call intelligence software that automatically scores sales calls joins Alex to talk all about sales coaching - what is it, why isn't it happening and how to embed coaching into a team.1821falsefullhttps://www.spreaker.com/episode/052-kevin-gaither-how-to-get-your-next-sales-role--58678663https://api.spreaker.com/episode/58678663Tue, 13 Feb 2024 23:34:42 +0000Alex McNaughtenKevin is the CRO and founder of Inside Sales Expert. He helps leaders at early stage tech companies avoid mistakes in all aspects of growing their sales team. Kevin breaks down how to stand out in a crowded job market and sell your way into your next...2462falsefullhttps://www.spreaker.com/episode/051-chris-orlob-from-drummer-to-200mil-arr--58509325https://api.spreaker.com/episode/58509325Wed, 31 Jan 2024 05:23:53 +0000Alex McNaughtenChris Orlob is the CEO of pclub.io and QuotaSignal. Listen in to learn about Chris's journey growing Gong.io from $200k to $200M ARR and a $7.2B valuation in less than six years and how he built pclub.io! He has trained over 10,000 SaaS and tech...1827alex,alexmcnaughten,b2bsales,chris,chrisorlob,gong.io,growth,grw.ai,leadership,management,mcnaughten,orlob,saas,saassales,sales,salesleadership,salesmanagementfalsefullhttps://www.spreaker.com/episode/050-chris-walker-the-operating-data-models-used-in-gtm-are-flawed--58332195




]]>https://api.spreaker.com/episode/58332195Wed, 17 Jan 2024 16:27:26 +0000Alex McNaughtenChris Walker is the CEO of Passetto, Chairman of Refine Labs, and an expert at GTM Strategy & Analytics for High-Growth B2B Companies having supported over 250+ grow. Tune in as Chris unpacks how the Operating & Data Models Used in GTM are Flawed!




]]>2113alex,chris,gotomarket,go-to-market,interview,marketing,mcnaughten,productivity,revup,sales,salescoaching,strategies,walkerfalsefullhttps://www.spreaker.com/episode/049-bringing-human-level-ai-into-the-world-with-peter-voss--58326150https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 49, we had an illuminating discussion with AI pioneer Peter Voss about his mission to develop human-level artificial intelligence. With over 20 years dedicated to cognitive systems, Peter offers thought-provoking insights on the limitations of today's AI and a compelling vision for the future.

Peter explains that while statistical, generative AI like GPT-3 has achieved impressive results, fundamental constraints remain. Massive datasets and extensive training are required. There is no real-time learning or conceptual thinking. Information is not integrated into an evolving model.

In contrast, Peter's company takes a cognitive approach focused on incremental learning, conceptualisation, reasoning, and contextual understanding. This allows chatbots to deeply comprehend conversations, rather than simply recognising keywords to trigger scripted responses.

Peter shares examples of their technology in action. 1-800-Flowers uses it to offer personalised gift recommendations based on purchase history and occasions, outperforming humans during peak seasons. It provides a hyper-personalised experience by remembering individual customers.

While current AI has limitations, Peter sees it as improving sales and service by automating repetitive tasks. This allows reps to handle more complex issues and build customer relationships.

AI can also help salespeople access key information and follow up on actions. But Peter believes human trust and rapport will remain essential for high-stakes sales.

Looking ahead, Peter is most excited about achieving human-level AI to unlock new possibilities. Virtual scientists could research solutions to humanity's biggest problems at massive scale. AI assistants could provide trusted, customised advice to make us better people. And automation could substantially lower costs to generate prosperity.

Peter's vision is thought-provoking. While AI will only partially replace human intelligence sometime soon, he makes a strong case for its potential to enhance our abilities and make progress on problems if developed responsibly. We appreciate his balanced perspective on both the promise and limits of this rapidly advancing technology.

Listen to this episode and gain deep insights into the limitations of current AI models and discover a revolutionary cognitive approach to artificial intelligence.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/58326150Thu, 04 Jan 2024 03:45:00 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 49, we had an illuminating discussion with AI pioneer Peter Voss about his mission to develop human-level artificial intelligence. With...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 49, we had an illuminating discussion with AI pioneer Peter Voss about his mission to develop human-level artificial intelligence. With over 20 years dedicated to cognitive systems, Peter offers thought-provoking insights on the limitations of today's AI and a compelling vision for the future.

Peter explains that while statistical, generative AI like GPT-3 has achieved impressive results, fundamental constraints remain. Massive datasets and extensive training are required. There is no real-time learning or conceptual thinking. Information is not integrated into an evolving model.

In contrast, Peter's company takes a cognitive approach focused on incremental learning, conceptualisation, reasoning, and contextual understanding. This allows chatbots to deeply comprehend conversations, rather than simply recognising keywords to trigger scripted responses.

Peter shares examples of their technology in action. 1-800-Flowers uses it to offer personalised gift recommendations based on purchase history and occasions, outperforming humans during peak seasons. It provides a hyper-personalised experience by remembering individual customers.

While current AI has limitations, Peter sees it as improving sales and service by automating repetitive tasks. This allows reps to handle more complex issues and build customer relationships.

AI can also help salespeople access key information and follow up on actions. But Peter believes human trust and rapport will remain essential for high-stakes sales.

Looking ahead, Peter is most excited about achieving human-level AI to unlock new possibilities. Virtual scientists could research solutions to humanity's biggest problems at massive scale. AI assistants could provide trusted, customised advice to make us better people. And automation could substantially lower costs to generate prosperity.

Peter's vision is thought-provoking. While AI will only partially replace human intelligence sometime soon, he makes a strong case for its potential to enhance our abilities and make progress on problems if developed responsibly. We appreciate his balanced perspective on both the promise and limits of this rapidly advancing technology.

Listen to this episode and gain deep insights into the limitations of current AI models and discover a revolutionary cognitive approach to artificial intelligence.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1750alex,artificial,human,intelligence,interview,level,mcnaughten,peter,sales,technology,training,vossfalsefullhttps://www.spreaker.com/episode/048-sales-as-a-superpower-in-business-and-life-with-emmaline-fawcett--58079390https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 48, we have the privilege of having Emmaline Fawcett on the show today to chat about the superpower of sales. As a business and mindset coach who has run her own companies for years, Emmaline has a unique perspective on sales.

We kick things off by discussing how to describe sales itself. Emmaline believes sales is simply providing solutions, and being deeply in service to people whose needs align with our offer. When we have the right audience, it's just matching desires to solutions.

She thinks we've overcomplicated sales based on movies portraying it negatively. But properly practiced, it's an act of service meeting clients' needs. We agree that sales provide immense value when done ethically, though unfortunate stereotypes persist.

Emmaline shares her journey from a clinical nutritionist to mindset coaching, having gotten NLP certified a few years back. She pivoted to help female entrepreneurs take offline businesses online. One story that stood out was her doing door-to-door sales for 9 months in Queensland! Knocking on 150-300 doors daily in high heat and humidity sounded intense. But she says it set her up for incredible resilience while showing what's needed to succeed in sales.

We ask how she handled the constant rejection. She says it's a simple mindset shift - they're saying no to the product, not us. We personalise too much, when it's not about being detached, just realising the rejection targets the offer at that time, not our self-worth.

On that note, Emmaline explains why she pays her team retainers versus pure commission. It eases the desperation felt when income relies on each sale. People unconsciously sense that energy which affects rapport. When not stinking of desperation, sales become easier conversations.

She also mentions unconscious biases affect selling - if you know a car is overpriced, people smell the nonsense. Integrity in believing our offer provides value makes sales much easier, be it high-ticket or large contracts. Customers want win-win outcomes, not feeling swindled.

Besides mindset strategies, Emmaline focuses on morning routines. She says exercise helps discharge excess energy and anxiety about sales quotas and outcomes. The resilience boost prepares a neutral, focused state versus arriving scattered, chugging coffee, and stressed to make numbers.

Building personal resilience is key too, she argues, as poor self-worth cracks under sales pressure. Reframing rejection with curiosity versus shame enables continual growth needed to evolve sales skills in the only role receiving frequent, blunt refusals. Hard work trumps talent as technical competence isn't enough - you need a perpetual student mentality.

If we could offer one piece of advice to our younger selves, it would be more self-compassion. Our early perfectionist tendencies caused intense self-criticism when struggling. Now we better balance ambition with kindness to ourselves through the ups and downs of the sales journey.

Emmaline leaves us with sage encouragement to keep honing our craft. Sales provide| invaluable connections and conversations impossible in other roles. By viewing it as mutually beneficial exchanges of value instead of combative battles, both sides can achieve positive outcomes.

Listen to this episode and unlock the path of unlimited potential for those committed to lifelong mastery.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/58079390Thu, 21 Dec 2023 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 48, we have the privilege of having Emmaline Fawcett on the show today to chat about the superpower of sales. As a business and mindset...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 48, we have the privilege of having Emmaline Fawcett on the show today to chat about the superpower of sales. As a business and mindset coach who has run her own companies for years, Emmaline has a unique perspective on sales.

We kick things off by discussing how to describe sales itself. Emmaline believes sales is simply providing solutions, and being deeply in service to people whose needs align with our offer. When we have the right audience, it's just matching desires to solutions.

She thinks we've overcomplicated sales based on movies portraying it negatively. But properly practiced, it's an act of service meeting clients' needs. We agree that sales provide immense value when done ethically, though unfortunate stereotypes persist.

Emmaline shares her journey from a clinical nutritionist to mindset coaching, having gotten NLP certified a few years back. She pivoted to help female entrepreneurs take offline businesses online. One story that stood out was her doing door-to-door sales for 9 months in Queensland! Knocking on 150-300 doors daily in high heat and humidity sounded intense. But she says it set her up for incredible resilience while showing what's needed to succeed in sales.

We ask how she handled the constant rejection. She says it's a simple mindset shift - they're saying no to the product, not us. We personalise too much, when it's not about being detached, just realising the rejection targets the offer at that time, not our self-worth.

On that note, Emmaline explains why she pays her team retainers versus pure commission. It eases the desperation felt when income relies on each sale. People unconsciously sense that energy which affects rapport. When not stinking of desperation, sales become easier conversations.

She also mentions unconscious biases affect selling - if you know a car is overpriced, people smell the nonsense. Integrity in believing our offer provides value makes sales much easier, be it high-ticket or large contracts. Customers want win-win outcomes, not feeling swindled.

Besides mindset strategies, Emmaline focuses on morning routines. She says exercise helps discharge excess energy and anxiety about sales quotas and outcomes. The resilience boost prepares a neutral, focused state versus arriving scattered, chugging coffee, and stressed to make numbers.

Building personal resilience is key too, she argues, as poor self-worth cracks under sales pressure. Reframing rejection with curiosity versus shame enables continual growth needed to evolve sales skills in the only role receiving frequent, blunt refusals. Hard work trumps talent as technical competence isn't enough - you need a perpetual student mentality.

If we could offer one piece of advice to our younger selves, it would be more self-compassion. Our early perfectionist tendencies caused intense self-criticism when struggling. Now we better balance ambition with kindness to ourselves through the ups and downs of the sales journey.

Emmaline leaves us with sage encouragement to keep honing our craft. Sales provide| invaluable connections and conversations impossible in other roles. By viewing it as mutually beneficial exchanges of value instead of combative battles, both sides can achieve positive outcomes.

Listen to this episode and unlock the path of unlimited potential for those committed to lifelong mastery.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: fullhttps://www.spreaker.com/episode/047-it-s-possible-to-dominate-markets-using-the-human-voice-at-pace-and-at-scale-with-chris-beall--57813855https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 47, we engaged in an enlightening conversation with Chris Beall, CEO of ConnectAndSell, delving into the keys to dominating your market. With decades of experience building and leading software startups, Chris possesses profound wisdom on entrepreneurship and sales. His insights were truly captivating as we explored proven growth strategies.

Chris is a disciple of the iconic high-tech marketer Geoffrey Moore of "Crossing the Chasm" fame. Many founders mistakenly believe that their hot product exempts them from Moore's theory. However, we emphasise that niche dominance is the key to durable success.

Chris reveals a formula to expedite securing this foothold. First, we sell to early tech enthusiasts for feedback, avoiding treating them as the full market. Next, we identify a single visionary company with a dire problem that our solution uniquely solves. Although they may never become a reference, their input and stability enable product-market fit.

In B2B, buyers risk livelihoods when purchasing technology, so they yearn for trustworthy experts to alleviate selection anxiety. Chris shared research confirming that buyers must trust sellers over themselves, eliciting empathy. It became clear to us that emotion - not logic - drives action.

Chris explained how tactical empathy and vocal versatility generate unlikely meetings. Systems can't imbue the authenticity required to build connections. This human-centric approach sows trust to pave markets before competitors commoditise them.

We asked how to demonstrate expertise. Chris described, by necessity, becoming a star door-to-door Fuller Brush man. By offering to research optimal products for each household and then delivering, he established asymmetry and added value.

Chris revealed that even giants like Microsoft's Satya Nadella experience frustration on mission fulfillment, presenting an opportunity. In sales calls, we first ask where people are to shift their emotion from apprehension to pride. Then we have them share their company mission and how they want to help customers. Business problems manifest where mission friction emerges.

We found Chris's wisdom on leadership just as enlightening. He said supporting the emotional journeys of employees to embrace change catalyses growth. Force fails. We now recognise that this "people-first" philosophy creates breakthroughs.

Chris taught us that people buy from those they trust to make decisions they don't trust themselves to make. We believe trusting relationships accelerate sales cycles regardless of the economic climate.
Listen to this episode and learn from Chris about nurturing human connections.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/57813855Sun, 26 Nov 2023 22:47:40 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 47, we engaged in an enlightening conversation with Chris Beall, CEO of ConnectAndSell, delving into the keys to dominating your market....https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 47, we engaged in an enlightening conversation with Chris Beall, CEO of ConnectAndSell, delving into the keys to dominating your market. With decades of experience building and leading software startups, Chris possesses profound wisdom on entrepreneurship and sales. His insights were truly captivating as we explored proven growth strategies.

Chris is a disciple of the iconic high-tech marketer Geoffrey Moore of "Crossing the Chasm" fame. Many founders mistakenly believe that their hot product exempts them from Moore's theory. However, we emphasise that niche dominance is the key to durable success.

Chris reveals a formula to expedite securing this foothold. First, we sell to early tech enthusiasts for feedback, avoiding treating them as the full market. Next, we identify a single visionary company with a dire problem that our solution uniquely solves. Although they may never become a reference, their input and stability enable product-market fit.

In B2B, buyers risk livelihoods when purchasing technology, so they yearn for trustworthy experts to alleviate selection anxiety. Chris shared research confirming that buyers must trust sellers over themselves, eliciting empathy. It became clear to us that emotion - not logic - drives action.

Chris explained how tactical empathy and vocal versatility generate unlikely meetings. Systems can't imbue the authenticity required to build connections. This human-centric approach sows trust to pave markets before competitors commoditise them.

We asked how to demonstrate expertise. Chris described, by necessity, becoming a star door-to-door Fuller Brush man. By offering to research optimal products for each household and then delivering, he established asymmetry and added value.

Chris revealed that even giants like Microsoft's Satya Nadella experience frustration on mission fulfillment, presenting an opportunity. In sales calls, we first ask where people are to shift their emotion from apprehension to pride. Then we have them share their company mission and how they want to help customers. Business problems manifest where mission friction emerges.

We found Chris's wisdom on leadership just as enlightening. He said supporting the emotional journeys of employees to embrace change catalyses growth. Force fails. We now recognise that this "people-first" philosophy creates breakthroughs.

Chris taught us that people buy from those they trust to make decisions they don't trust themselves to make. We believe trusting relationships accelerate sales cycles regardless of the economic climate.
Listen to this episode and learn from Chris about nurturing human connections.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>2532alex,beall,business,chris,dominate,human,markets,mcnaughten,nurturing,relationships,revup,sales,voicefalsefullhttps://www.spreaker.com/episode/046-the-experience-of-leadership-with-stan-gibson--57550544https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 46, we have the privilege of speaking with Stan Gibson, an accomplished business consultant, executive coach, author and speaker. With over 35 years of experience working with executives and teams across diverse industries, Stan has a wealth of insights to share on leadership.

In his role as a consultant and success coach, Stan's approach stands out, bolstered by multiple coaching certifications, extensive research on wellbeing, and a strong network. His rich experience includes over 15 years dedicated to neuro and physiological research to understand human behavior and potential.

Stan believes great leadership starts with self-leadership. He advocates "doubling down on you" by pursuing self-awareness and taking care of your own well-being. Assessments like StrengthsFinder and Enneagram reveal natural talents and potential blind spots. Consciously developing daily habits around proper sleep, nutrition, and exercise help manage stress and lead from an authentic place.

Stan explains that effective leaders act as coaches by asking questions, listening, and drawing out the strengths of their team. They collaborate rather than command. He shares an example where a company replaced all managers with coaches, improving employee engagement and retention dramatically.

Stan learned this "people-centric leadership" early in his career from a football coach who involved players in co-creating strategy. Their team went from winning just one game to becoming national champions in one year.

For modern leaders, Stan prescribes frequent one-on-one meetings to show employees you care about their lives in and outside of work. He says people don't care what you know until they know how much you care. This human-centered approach boosts retention, saving the high costs of turnover.

By living and leading with intention, self-awareness, and care for others, Stan believes we can all achieve breakthroughs. His insights highlight the immense value of a "people-first" approach to leadership.

Listen to this episode and unlock the secrets to becoming a more effective and compassionate leader. Your team will thank you for it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/57550544Wed, 08 Nov 2023 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 46, we have the privilege of speaking with Stan Gibson, an accomplished business consultant, executive coach, author and speaker. With over...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 46, we have the privilege of speaking with Stan Gibson, an accomplished business consultant, executive coach, author and speaker. With over 35 years of experience working with executives and teams across diverse industries, Stan has a wealth of insights to share on leadership.

In his role as a consultant and success coach, Stan's approach stands out, bolstered by multiple coaching certifications, extensive research on wellbeing, and a strong network. His rich experience includes over 15 years dedicated to neuro and physiological research to understand human behavior and potential.

Stan believes great leadership starts with self-leadership. He advocates "doubling down on you" by pursuing self-awareness and taking care of your own well-being. Assessments like StrengthsFinder and Enneagram reveal natural talents and potential blind spots. Consciously developing daily habits around proper sleep, nutrition, and exercise help manage stress and lead from an authentic place.

Stan explains that effective leaders act as coaches by asking questions, listening, and drawing out the strengths of their team. They collaborate rather than command. He shares an example where a company replaced all managers with coaches, improving employee engagement and retention dramatically.

Stan learned this "people-centric leadership" early in his career from a football coach who involved players in co-creating strategy. Their team went from winning just one game to becoming national champions in one year.

For modern leaders, Stan prescribes frequent one-on-one meetings to show employees you care about their lives in and outside of work. He says people don't care what you know until they know how much you care. This human-centered approach boosts retention, saving the high costs of turnover.

By living and leading with intention, self-awareness, and care for others, Stan believes we can all achieve breakthroughs. His insights highlight the immense value of a "people-first" approach to leadership.

Listen to this episode and unlock the secrets to becoming a more effective and compassionate leader. Your team will thank you for it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1909alex,care,coaching,experience,gibson,intention,leadership,mcnaughten,podcast,relations,sales,salesteam,stanfalsefullhttps://www.spreaker.com/episode/045-leadership-organisational-dynamics-with-margie-oleson--57330633https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 45 of the Rev-Up Sales podcast, we have the privilege of having Margie Oleson, an accomplished executive coach and a true master of leadership. With a doctorate in Organisation Development and a strategic blend of expertise and innovation, Margie has left an indelible mark in various industries.

Margie Olson shares invaluable insights on why organisational dysfunction persists and how to transform teams into high-performing units.

Drawing on her doctoral research and decades of experience, Margie reveals that companies have long understood the fundamentals of organisational development and team dynamics. However, few put this knowledge into consistent practice.

The culprit she identifies is ingrained habits formed early in life. Our brains operate mostly on autopilot to conserve resources. Without proper training and practice, leaders default to what they know from childhood onward.

Bringing in models or consultants for one-off trainings typically fails. Real change requires rewiring habits over an extended period. Margie guides teams through five pillars:

-Leadership Team Effectiveness
-Organisational Alignment
-Leadership Development
-Team Development
-Sustainable Change

First, anxieties around dysfunction are openly acknowledged like poorly run meetings, lack of accountability, and departmental silos.

Margie then facilitates constructive communication to build trust and commitment to solutions. Small wins create momentum to cement new habits.

For example, meetings become highly productive by clearly defining purpose, participants, and decisions. Team members hold each other accountable for new practices.

Margie emphasises that the process takes time because automatic patterns won’t change overnight. But with the right discipline, behaviors reinvent themselves to finally serve strategic objectives.

Margie Olson provides an invaluable roadmap for any team stalled in dysfunction. Listen to the episode and learn more about optimising your team’s performance through her proven methodology.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/57330633Wed, 25 Oct 2023 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 45 of the Rev-Up Sales podcast, we have the privilege of having Margie Oleson, an accomplished executive coach and a true master of...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 45 of the Rev-Up Sales podcast, we have the privilege of having Margie Oleson, an accomplished executive coach and a true master of leadership. With a doctorate in Organisation Development and a strategic blend of expertise and innovation, Margie has left an indelible mark in various industries.

Margie Olson shares invaluable insights on why organisational dysfunction persists and how to transform teams into high-performing units.

Drawing on her doctoral research and decades of experience, Margie reveals that companies have long understood the fundamentals of organisational development and team dynamics. However, few put this knowledge into consistent practice.

The culprit she identifies is ingrained habits formed early in life. Our brains operate mostly on autopilot to conserve resources. Without proper training and practice, leaders default to what they know from childhood onward.

Bringing in models or consultants for one-off trainings typically fails. Real change requires rewiring habits over an extended period. Margie guides teams through five pillars:

-Leadership Team Effectiveness
-Organisational Alignment
-Leadership Development
-Team Development
-Sustainable Change

First, anxieties around dysfunction are openly acknowledged like poorly run meetings, lack of accountability, and departmental silos.

Margie then facilitates constructive communication to build trust and commitment to solutions. Small wins create momentum to cement new habits.

For example, meetings become highly productive by clearly defining purpose, participants, and decisions. Team members hold each other accountable for new practices.

Margie emphasises that the process takes time because automatic patterns won’t change overnight. But with the right discipline, behaviors reinvent themselves to finally serve strategic objectives.

Margie Olson provides an invaluable roadmap for any team stalled in dysfunction. Listen to the episode and learn more about optimising your team’s performance through her proven methodology.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1860alex,culture,dynamics,leadership,margie,mcnaughten,oleson,organisation,revupsales,sales,team,teamworkfalsefullhttps://www.spreaker.com/episode/044-assumptions-are-killing-sales-with-steve-gielda--57196207https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode of the Rev Up Sales podcast, I engaged in a compelling discussion with sales expert Steve Gielda. The topic? How assumptions can be the silent sales killers that sabotage your success.

Steve is a renowned expert in Global Sales Enablement and a former VP of Sales. Steve has significantly improved the field effectiveness of over 15,000 sales and marketing professionals.

Specialising in industries such as IT, Finance, Medical Devices, and Pharmaceuticals, Steve and his team have had the privilege of helping clients surpass their key business metrics.

As the President and co-founder of Ignite Selling, Steve has conducted extensive win-loss analysis and uncovered three critical areas where salespeople often stumble due to incorrect assumptions.

But, what are these assumptions?

Firstly, many salespeople mistakenly assume they've got a full grasp of the business metrics their prospect aims to enhance. However, delving deeper often reveals hidden metrics that can be pivotal. The game-changing move here is to ask insightful questions like "What are the 2-3 business metrics you are held accountable for?" Uncovering these metrics empowers you to align your solution perfectly with their goals.

Furthermore, sales reps frequently assume they're conversing with all the key decision-makers in the buying process. In reality, your competition might be engaging with influential individuals that you weren't even aware of. A simple question like "Who is our competition speaking with that we're not?" can reveal untapped opportunities.

When deals go south, reps commonly point fingers at pricing. However, research shows that price is rarely the primary decision-making factor. By asking "Besides price, what criteria will you use to make your choice?" you can unveil the genuine issues behind lost deals.

So, how can budding sales professionals steer clear of these perilous assumptions? Steve underscores the power of finding a peer or manager who's willing to challenge your viewpoints and play "devil's advocate" before client meetings. This collaborative approach allows you to test your assumptions in a risk-free environment.

Sales managers also play a pivotal role in this. Instead of merely rushing from one sales call to another, they should encourage their reps to pause and think strategically. Taking a step back from real-time coaching helps in questioning assumptions and can save valuable time by preventing stalled or lost sales.

To solidify these new habits, Steve advises selecting one or two must-win deals and systematically scrutinising every assumption about the opportunity with a colleague or manager. Break down the deal, piece-by-piece, and have your colleague critically examine your thought process. This transforms unconscious assumptions into deliberate choices.

So, listen to this episode and become aware of how assumptions can sabotage your business process. Once you identify what they are you can implement different strategies that work for both you and your clients.

Although shaking up established practices might initially feel uncomfortable, the rewards for both salespeople and their customers are unquestionably worth the effort. Asking the right questions leads to a deeper understanding of your clients' true needs and desires. The result? Sales conversations that seamlessly align solutions with each customer's unique goals.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/57196207Wed, 11 Oct 2023 15:55:01 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode of the Rev Up Sales podcast, I engaged in a compelling discussion with sales expert Steve Gielda. The topic? How assumptions can be...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode of the Rev Up Sales podcast, I engaged in a compelling discussion with sales expert Steve Gielda. The topic? How assumptions can be the silent sales killers that sabotage your success.

Steve is a renowned expert in Global Sales Enablement and a former VP of Sales. Steve has significantly improved the field effectiveness of over 15,000 sales and marketing professionals.

Specialising in industries such as IT, Finance, Medical Devices, and Pharmaceuticals, Steve and his team have had the privilege of helping clients surpass their key business metrics.

As the President and co-founder of Ignite Selling, Steve has conducted extensive win-loss analysis and uncovered three critical areas where salespeople often stumble due to incorrect assumptions.

But, what are these assumptions?

Firstly, many salespeople mistakenly assume they've got a full grasp of the business metrics their prospect aims to enhance. However, delving deeper often reveals hidden metrics that can be pivotal. The game-changing move here is to ask insightful questions like "What are the 2-3 business metrics you are held accountable for?" Uncovering these metrics empowers you to align your solution perfectly with their goals.

Furthermore, sales reps frequently assume they're conversing with all the key decision-makers in the buying process. In reality, your competition might be engaging with influential individuals that you weren't even aware of. A simple question like "Who is our competition speaking with that we're not?" can reveal untapped opportunities.

When deals go south, reps commonly point fingers at pricing. However, research shows that price is rarely the primary decision-making factor. By asking "Besides price, what criteria will you use to make your choice?" you can unveil the genuine issues behind lost deals.

So, how can budding sales professionals steer clear of these perilous assumptions? Steve underscores the power of finding a peer or manager who's willing to challenge your viewpoints and play "devil's advocate" before client meetings. This collaborative approach allows you to test your assumptions in a risk-free environment.

Sales managers also play a pivotal role in this. Instead of merely rushing from one sales call to another, they should encourage their reps to pause and think strategically. Taking a step back from real-time coaching helps in questioning assumptions and can save valuable time by preventing stalled or lost sales.

To solidify these new habits, Steve advises selecting one or two must-win deals and systematically scrutinising every assumption about the opportunity with a colleague or manager. Break down the deal, piece-by-piece, and have your colleague critically examine your thought process. This transforms unconscious assumptions into deliberate choices.

So, listen to this episode and become aware of how assumptions can sabotage your business process. Once you identify what they are you can implement different strategies that work for both you and your clients.

Although shaking up established practices might initially feel uncomfortable, the rewards for both salespeople and their customers are unquestionably worth the effort. Asking the right questions leads to a deeper understanding of your clients' true needs and desires. The result? Sales conversations that seamlessly align solutions with each customer's unique goals.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: 2264alex,assumptions,gielda,killing,mcnaughten,mistakes,opportunities,questions,sabotage,sales,steve,untappedfalsefullhttps://www.spreaker.com/episode/043-phone-first-selling-with-nikki-ivey--56951077https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up Sales podcast. In this episode, we're joined by Nikki Ivey, an outbound sales expert currently working at OppGen.

Nikki is an inspiring storyteller with a passion for people and the social savvy to turn relationships into revenue. With a decade of sales and marketing experience, Nikki motivates people to build their brands and break into opportunities with authenticity and empathy. She is focused on turning moments into movements.

In this episode, Nikki shares her journey into sales, which started in an unconventional way. While accompanying a friend to a car dealership, Nikki found herself engaged in a unique encounter with a salesperson, ultimately leading to her entering the world of sales. She began her career as a Sales Development Representative (SDR) and quickly realized the importance of creativity in a sales role, especially in a landscape dominated by email outreach.

Nikki's approach to sales evolved as she explored various channels and developed her communication skills. She highlights the value of content in building relationships, which ultimately sets you apart from the competition. Nikki's mantra is "phone first," and she emphasises the efficiency of phone calls in quickly reaching a yes or no. She's a strong advocate for combining multiple channels to connect with prospects effectively.

Some sales influencers claim that the phone is dead, but is that so? Nikki is here to give us her view on that and to tell us why this is a common perception amongst salespeople.

This conversation highlights the importance of curiosity in sales calls. Rather than relying solely on extensive pre-call research, she combines her research with genuine curiosity during conversations. She believes in asking relevant, impact-driven questions that resonate with prospects and lead to meaningful discussions. This approach helps her build trust and connect with potential customers more effectively.

But what about handling rejection in sales?

Nikki shared that rejection doesn't affect her the way it used to, but when it happens, she views rejection as a data point rather than personal failure. This perspective allows her to detach from the outcome and maintain a positive mindset.

Listen to this episode to know the advantages of “phone first selling”. Nikki offers very valuable pieces of advice for newcomers to the sales world and she encourages individuals to recognise that they don't have to follow the typical career trajectory in sales.

If you're intrigued by Nikki's insights and her "phone first" approach, this episode is a must-listen!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56951077Wed, 27 Sep 2023 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Welcome to the Rev Up Sales podcast. In this episode, we're joined by Nikki Ivey, an outbound sales expert currently working at OppGen. Nikki is an...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up Sales podcast. In this episode, we're joined by Nikki Ivey, an outbound sales expert currently working at OppGen.

Nikki is an inspiring storyteller with a passion for people and the social savvy to turn relationships into revenue. With a decade of sales and marketing experience, Nikki motivates people to build their brands and break into opportunities with authenticity and empathy. She is focused on turning moments into movements.

In this episode, Nikki shares her journey into sales, which started in an unconventional way. While accompanying a friend to a car dealership, Nikki found herself engaged in a unique encounter with a salesperson, ultimately leading to her entering the world of sales. She began her career as a Sales Development Representative (SDR) and quickly realized the importance of creativity in a sales role, especially in a landscape dominated by email outreach.

Nikki's approach to sales evolved as she explored various channels and developed her communication skills. She highlights the value of content in building relationships, which ultimately sets you apart from the competition. Nikki's mantra is "phone first," and she emphasises the efficiency of phone calls in quickly reaching a yes or no. She's a strong advocate for combining multiple channels to connect with prospects effectively.

Some sales influencers claim that the phone is dead, but is that so? Nikki is here to give us her view on that and to tell us why this is a common perception amongst salespeople.

This conversation highlights the importance of curiosity in sales calls. Rather than relying solely on extensive pre-call research, she combines her research with genuine curiosity during conversations. She believes in asking relevant, impact-driven questions that resonate with prospects and lead to meaningful discussions. This approach helps her build trust and connect with potential customers more effectively.

But what about handling rejection in sales?

Nikki shared that rejection doesn't affect her the way it used to, but when it happens, she views rejection as a data point rather than personal failure. This perspective allows her to detach from the outcome and maintain a positive mindset.

Listen to this episode to know the advantages of “phone first selling”. Nikki offers very valuable pieces of advice for newcomers to the sales world and she encourages individuals to recognise that they don't have to follow the typical career trajectory in sales.

If you're intrigued by Nikki's insights and her "phone first" approach, this episode is a must-listen!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>2272alex,approach,calls,clients,first,ivey,mcnaughten,nikki,phone,sales,salesconversations,selling,trustfalsefullhttps://www.spreaker.com/episode/042-how-ai-is-affecting-sales--56778320https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up podcast! In this episode, we dive deep into the impact of artificial intelligence (AI) on the sales profession. This insightful conversation delves into the ways AI is changing the sales landscape.

In this episode, we discuss the proliferation of AI in recent months and its undeniable impact on sales. We have to know the importance of understanding AI's role in sales, beyond just automating tasks. AI can be a powerful tool when used to enhance credibility, improve knowledge, and provide valuable insights.

One key takeaway from this episode is the concept of AI as a "personal research assistant." AI can quickly and efficiently gather information about prospects, helping salespeople enter conversations armed with relevant knowledge and insights. This, in turn, elevates the quality of sales conversations and builds credibility with buyers.

Scottie and I stress the importance of using AI to streamline administrative tasks. With AI-powered note-taking and transcription tools, sales professionals can spend less time on low-value tasks and more time engaging with prospects and customers. This not only boosts productivity but also ensures that important information is captured and utilized effectively.

The episode addresses the concern of whether AI will replace salespeople. While acknowledging that AI may change certain aspects of the profession, we believe that salespeople will always play a crucial role in complex, high-value sales. Entry-level sales roles may evolve, but sales professionals will continue to be valued for their ability to connect with customers on an emotional level.

Listen to this episode and enter the discussion on the transformative potential of AI in sales. We promise to delve deeper into more practical applications of AI in future episodes, making it an enticing topic for anyone looking to Rev Up their sales performance in the ever-evolving world of sales.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56778320Wed, 13 Sep 2023 17:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Welcome to the Rev Up podcast! In this episode, we dive deep into the impact of artificial intelligence (AI) on the sales profession. This insightful...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up podcast! In this episode, we dive deep into the impact of artificial intelligence (AI) on the sales profession. This insightful conversation delves into the ways AI is changing the sales landscape.

In this episode, we discuss the proliferation of AI in recent months and its undeniable impact on sales. We have to know the importance of understanding AI's role in sales, beyond just automating tasks. AI can be a powerful tool when used to enhance credibility, improve knowledge, and provide valuable insights.

One key takeaway from this episode is the concept of AI as a "personal research assistant." AI can quickly and efficiently gather information about prospects, helping salespeople enter conversations armed with relevant knowledge and insights. This, in turn, elevates the quality of sales conversations and builds credibility with buyers.

Scottie and I stress the importance of using AI to streamline administrative tasks. With AI-powered note-taking and transcription tools, sales professionals can spend less time on low-value tasks and more time engaging with prospects and customers. This not only boosts productivity but also ensures that important information is captured and utilized effectively.

The episode addresses the concern of whether AI will replace salespeople. While acknowledging that AI may change certain aspects of the profession, we believe that salespeople will always play a crucial role in complex, high-value sales. Entry-level sales roles may evolve, but sales professionals will continue to be valued for their ability to connect with customers on an emotional level.

Listen to this episode and enter the discussion on the transformative potential of AI in sales. We promise to delve deeper into more practical applications of AI in future episodes, making it an enticing topic for anyone looking to Rev Up their sales performance in the ever-evolving world of sales.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1441ai,alex,artificial,freeman,impact,intelligence,jobs,mcnaughten,of,processes,sales,scottfalsefullhttps://www.spreaker.com/episode/041-win-the-now-with-dr-eric-recker--56632902https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up Podcast! I'm your host, and today we've got an episode that's going to invigorate your approach to sales and life. We're joined by a remarkable guest who's going to help us unpack a concept that can truly transform your mindset, both in business and beyond.

Joining us is Dr. Eric Recker. He is a husband, father, dentist, elite success coach, pilot, speaker, author, mountain climber, and recovering triathlete, he has pushed his life to the limit and discovered that what he was searching for wasn’t at the top of the mountain. Today, in addition to running a thriving dental practice Eric is committed to helping people learn to #WINtheNOW and discover the life they were meant to live through his talks and coaching.

Eric is here to share his insights on the game-changing concept of "Winning the Now." As we navigate these uncertain times, it's all too common to feel overwhelmed, whether it's dwindling leads, sluggish deals, or the challenge of building and retaining a high-performing sales team. Eric's got the secret to tackling these challenges head-on.

"Winning the now" isn't just a catchy phrase; it's a life philosophy that Eric discovered during the COVID pandemic. His own journey of finding moments of quiet reflection led him to this powerful concept. Imagine living in the present moment, fully engaged and mindful of what's happening around you. Eric's going to share how he harnessed this idea to navigate the turbulence of the past couple of years and how you can do the same.

One key takeaway from our conversation is the importance of defining what a "win" looks like in each moment. Whether you're on a sales call, strategising for your business, or simply having a conversation, embracing the now and identifying the wins within it can have a profound impact on your success and well-being. And don't worry, this isn't about setting unrealistic expectations; it's about setting intentions that empower you to be present and focused.

But wait, there's more. We'll also explore the concept of burnout—a challenge many of us face, especially in sales. Eric has practical advice on identifying the early signs of burnout and steps you can take to prevent it. His five-day challenge to "knock back burnout" is something you won't want to miss.

Throughout our conversation, Eric provides a fresh perspective on taking care of yourself and building strong relationships with those around you. And trust me, you don't have to be a sales expert to benefit from these insights. Whether you're a seasoned salesperson, a manager, or someone just looking for ways to thrive in today's world, Eric's wisdom will resonate with you.

So, if you're ready to transform your sales approach, your mindset, and your life, this episode is an absolute must-listen. Tune in to gain a new understanding of "winning the now" and take away practical tips to enhance your daily experiences.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56632902Wed, 30 Aug 2023 17:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Welcome to the Rev Up Podcast! I'm your host, and today we've got an episode that's going to invigorate your approach to sales and life. We're joined...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up Podcast! I'm your host, and today we've got an episode that's going to invigorate your approach to sales and life. We're joined by a remarkable guest who's going to help us unpack a concept that can truly transform your mindset, both in business and beyond.

Joining us is Dr. Eric Recker. He is a husband, father, dentist, elite success coach, pilot, speaker, author, mountain climber, and recovering triathlete, he has pushed his life to the limit and discovered that what he was searching for wasn’t at the top of the mountain. Today, in addition to running a thriving dental practice Eric is committed to helping people learn to #WINtheNOW and discover the life they were meant to live through his talks and coaching.

Eric is here to share his insights on the game-changing concept of "Winning the Now." As we navigate these uncertain times, it's all too common to feel overwhelmed, whether it's dwindling leads, sluggish deals, or the challenge of building and retaining a high-performing sales team. Eric's got the secret to tackling these challenges head-on.

"Winning the now" isn't just a catchy phrase; it's a life philosophy that Eric discovered during the COVID pandemic. His own journey of finding moments of quiet reflection led him to this powerful concept. Imagine living in the present moment, fully engaged and mindful of what's happening around you. Eric's going to share how he harnessed this idea to navigate the turbulence of the past couple of years and how you can do the same.

One key takeaway from our conversation is the importance of defining what a "win" looks like in each moment. Whether you're on a sales call, strategising for your business, or simply having a conversation, embracing the now and identifying the wins within it can have a profound impact on your success and well-being. And don't worry, this isn't about setting unrealistic expectations; it's about setting intentions that empower you to be present and focused.

But wait, there's more. We'll also explore the concept of burnout—a challenge many of us face, especially in sales. Eric has practical advice on identifying the early signs of burnout and steps you can take to prevent it. His five-day challenge to "knock back burnout" is something you won't want to miss.

Throughout our conversation, Eric provides a fresh perspective on taking care of yourself and building strong relationships with those around you. And trust me, you don't have to be a sales expert to benefit from these insights. Whether you're a seasoned salesperson, a manager, or someone just looking for ways to thrive in today's world, Eric's wisdom will resonate with you.

So, if you're ready to transform your sales approach, your mindset, and your life, this episode is an absolute must-listen. Tune in to gain a new understanding of "winning the now" and take away practical tips to enhance your daily experiences.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: fullhttps://www.spreaker.com/episode/040-ai-in-sales-with-ryan-staley--56482945https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen welcome back to another exciting episode of the Rev Up podcast!

Joining us today is the one and only Ryan Staley, a sales expert and consultant with a rich history in the field. If you remember, Ryan's been on our show before, and this time around, he's bringing some game-changing insights to the table. Our conversation revolves around the fascinating realm of artificial intelligence and how it's shaping the world of sales.

In these times of uncertainty, where inbound leads are drying up and deals are taking longer to close, the importance of leveraging cutting-edge technologies like AI can't be overstated. And Ryan knows this better than anyone. He's been deeply immersed in the world of AI for quite some time, and his experiences have led him to identify some of the outcomes that this technology brings to the sales landscape.

First, he shares how AI is transforming time management in sales. Thanks to the power of AI-driven automation, tasks and workflows that used to consume hours can now be accomplished in a fraction of the time. But it's not just about micro-level time savings. Ryan also highlights the macro impact of AI. By asking the right questions and harnessing AI's capabilities, sales professionals can now tap into years of collective experience and knowledge in seconds, leading to enhanced strategic decision-making.

Moreover, Ryan delves into AI's potential to unlock new capabilities and execution strategies.
Listen to this episode to know how Ryan has transformed his content creation process, going from hours of effort to mere minutes, all while achieving impressive results that would have been impossible before. This speaks to the true power of AI in amplifying the skills and capacities of salespeople.

But the real magic happens when AI is integrated into team dynamics. Ryan proposes a simple yet effective approach for sales leaders to drive exponential growth within their teams using AI, tune in to know all about it.

Now, you might be thinking, "Will AI replace salespeople altogether?" It's a valid question that's been swirling around. Ryan addresses this head-on so, if you are interested in AI and the impact is having on the world make sure to listen to this episode.

I guarantee you, this episode will leave you with a renewed perspective on the possibilities that AI can unlock for your sales journey.

But don't just take my word for it—tune in to the full episode to hear Ryan's wisdom firsthand. And remember, the future is unfolding faster than we can imagine, so it's up to us to embrace the opportunities it presents. Thank you for joining us.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56482945Wed, 16 Aug 2023 16:30:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Ladies and gentlemen welcome back to another exciting episode of the Rev Up podcast! Joining us today is the one and only Ryan Staley, a sales...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen welcome back to another exciting episode of the Rev Up podcast!

Joining us today is the one and only Ryan Staley, a sales expert and consultant with a rich history in the field. If you remember, Ryan's been on our show before, and this time around, he's bringing some game-changing insights to the table. Our conversation revolves around the fascinating realm of artificial intelligence and how it's shaping the world of sales.

In these times of uncertainty, where inbound leads are drying up and deals are taking longer to close, the importance of leveraging cutting-edge technologies like AI can't be overstated. And Ryan knows this better than anyone. He's been deeply immersed in the world of AI for quite some time, and his experiences have led him to identify some of the outcomes that this technology brings to the sales landscape.

First, he shares how AI is transforming time management in sales. Thanks to the power of AI-driven automation, tasks and workflows that used to consume hours can now be accomplished in a fraction of the time. But it's not just about micro-level time savings. Ryan also highlights the macro impact of AI. By asking the right questions and harnessing AI's capabilities, sales professionals can now tap into years of collective experience and knowledge in seconds, leading to enhanced strategic decision-making.

Moreover, Ryan delves into AI's potential to unlock new capabilities and execution strategies.
Listen to this episode to know how Ryan has transformed his content creation process, going from hours of effort to mere minutes, all while achieving impressive results that would have been impossible before. This speaks to the true power of AI in amplifying the skills and capacities of salespeople.

But the real magic happens when AI is integrated into team dynamics. Ryan proposes a simple yet effective approach for sales leaders to drive exponential growth within their teams using AI, tune in to know all about it.

Now, you might be thinking, "Will AI replace salespeople altogether?" It's a valid question that's been swirling around. Ryan addresses this head-on so, if you are interested in AI and the impact is having on the world make sure to listen to this episode.

I guarantee you, this episode will leave you with a renewed perspective on the possibilities that AI can unlock for your sales journey.

But don't just take my word for it—tune in to the full episode to hear Ryan's wisdom firsthand. And remember, the future is unfolding faster than we can imagine, so it's up to us to embrace the opportunities it presents. Thank you for joining us.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>2105ai,alex,artificial,coaching,impact,intelligence,mcnaughten,ryan,sales,staley,strategies,teams,workfalsefullhttps://www.spreaker.com/episode/039-the-psychology-of-sales-with-brian-will--56356320https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen welcome to the Rev Up podcast! Today, we have an incredible episode lined up for you, featuring the renowned Brian Will, a serial entrepreneur, sales expert, and multi-time bestselling author. We'll dive deep into the world of business-to-business selling and explore powerful sales tactics that will revolutionize your performance.

Brian Will is a Serial Entrepreneur and an industry-leading Business and Sales Management Consultant. During the course of his career, Brian has created or co-created seven very successful companies in four different industries. These companies were worth over a half a billion dollars at their peak.

He has also done multiple turnaround projects for companies from startups to Fortune 500, and helped those organisations drive billions of dollars in sales. His multifaceted background gives him the ability to understand and teach agile processes and principles and articulate their implications from multiple perspectives, from the development team to the executive board.

Today, Brian owns a growing chain of restaurants in the Atlanta area and a residential and commercial Real Estate business in Georgia and Florida. He also serves on city council in his hometown of Alpharetta, Georgia.

In this episode, Brian shares his fascinating journey, starting with his blue-collar landscaping business, which soared to success until it met its downfall. From there, he ventured into the insurance business during the tech boom, which led him to make significant deals in the online insurance space, powering several US states' healthcare systems. His journey continued with other ventures and even politics, where he now sits on the city council.

Our conversation takes an intriguing turn as we explore the psychology of sales. Brian emphasises the importance of understanding why buyers make decisions and addressing objections upfront. He shares a unique perspective on handling objections by actively listening to clients and anticipating their concerns early on in the sales process. Brian's insights show us that building connections and trust are critical in any sales interaction.

We delve deeper into Brian's effective sales techniques, where he highlights the significance of treating clients as individuals rather than customers. By asking thoughtful questions and actively listening, we can build strong emotional connections, allowing clients to fall in love with our products or services. This emotional journey is followed by logical backing as clients realise the benefits and value our offerings bring.

Moreover, we discover how tailoring your sales approach to different departments in a B2B setting is crucial. Finance, IT, sales, and marketing departments all have unique concerns and priorities. Understanding each audience and speaking their language will elevate your sales game and win their trust.

In this episode, Brian shares valuable wisdom gained from his diverse experiences. Whether you're an aspiring entrepreneur, a seasoned salesperson, or simply curious about the art of selling, you won't want to miss this episode. So, tune in to the Rev Up podcast now and Rev Up your sales game!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56356320Thu, 03 Aug 2023 13:35:19 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Ladies and gentlemen welcome to the Rev Up podcast! Today, we have an incredible episode lined up for you, featuring the renowned Brian Will, a serial...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen welcome to the Rev Up podcast! Today, we have an incredible episode lined up for you, featuring the renowned Brian Will, a serial entrepreneur, sales expert, and multi-time bestselling author. We'll dive deep into the world of business-to-business selling and explore powerful sales tactics that will revolutionize your performance.

Brian Will is a Serial Entrepreneur and an industry-leading Business and Sales Management Consultant. During the course of his career, Brian has created or co-created seven very successful companies in four different industries. These companies were worth over a half a billion dollars at their peak.

He has also done multiple turnaround projects for companies from startups to Fortune 500, and helped those organisations drive billions of dollars in sales. His multifaceted background gives him the ability to understand and teach agile processes and principles and articulate their implications from multiple perspectives, from the development team to the executive board.

Today, Brian owns a growing chain of restaurants in the Atlanta area and a residential and commercial Real Estate business in Georgia and Florida. He also serves on city council in his hometown of Alpharetta, Georgia.

In this episode, Brian shares his fascinating journey, starting with his blue-collar landscaping business, which soared to success until it met its downfall. From there, he ventured into the insurance business during the tech boom, which led him to make significant deals in the online insurance space, powering several US states' healthcare systems. His journey continued with other ventures and even politics, where he now sits on the city council.

Our conversation takes an intriguing turn as we explore the psychology of sales. Brian emphasises the importance of understanding why buyers make decisions and addressing objections upfront. He shares a unique perspective on handling objections by actively listening to clients and anticipating their concerns early on in the sales process. Brian's insights show us that building connections and trust are critical in any sales interaction.

We delve deeper into Brian's effective sales techniques, where he highlights the significance of treating clients as individuals rather than customers. By asking thoughtful questions and actively listening, we can build strong emotional connections, allowing clients to fall in love with our products or services. This emotional journey is followed by logical backing as clients realise the benefits and value our offerings bring.

Moreover, we discover how tailoring your sales approach to different departments in a B2B setting is crucial. Finance, IT, sales, and marketing departments all have unique concerns and priorities. Understanding each audience and speaking their language will elevate your sales game and win their trust.

In this episode, Brian shares valuable wisdom gained from his diverse experiences. Whether you're an aspiring entrepreneur, a seasoned salesperson, or simply curious about the art of selling, you won't want to miss this episode. So, tune in to the Rev Up podcast now and Rev Up your sales game!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: 1916alex,brian,mcnaughten,psychology,revup,sales,training,willfalsefullhttps://www.spreaker.com/episode/038-challenger-brand-marketing-with-craig-alexander--56225492https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up podcast! Today, we have a fascinating guest with us, Craig Alexander from Gumas Advertising, a San Francisco-based marketing agency dedicated to serving challenger brands. They've trademarked the phrase "Challenger Brand Marketing" and recently authored a book on the topic.

But what exactly is a challenger brand? Well, it's anyone who's not number one in their category, and they often find themselves up against competitors with bigger budgets and greater resources.
In this episode, we explore how challenger brands can take on industry giants and succeed in their market.

Craig is a seasoned veteran of the branding, advertising, and marketing industry. With over 30 years of experience, Craig has worked with some of the most well-known accounts in the world, such as Microsoft, Sony Pictures, Carl’s Jr., Esurance, NASDAQ, The Walt Disney Co., AOL, and The Miller Brewing Co.

Craig is a world-renowned authority on Challenger Brand Marketing and co-author of the book “Challenger Brand Marketing” which describes how challenger brands can effectively develop marketing strategies to take on their larger competitors.

In this episode, Craig emphasises the importance of understanding your buyer on an emotional level. To achieve this, his agency conducts in-depth research, engaging with both current and potential customers. The responses from these interviews are then analysed to develop a compelling messaging strategy that connects with the target audience.

When it comes to startups, Craig offers valuable insights as well. Even if a startup doesn't have customers yet, they can learn from competitors and potential users to shape their approach. The emotional appeal remains the key to crafting an effective marketing message, as it connects with people on a human level.

As we delve deeper into the marketing side, Craig sheds light on how challenger brands can effectively get their message out there. It's all about targeted digital media that allows prospects to click and engage immediately. Billboards and traditional ads take a backseat as the focus shifts to online platforms and digital interactions.

The challenge is standing out in a crowded space. Craig believes that the right messaging is crucial in grabbing attention and inspiring action. By understanding the emotional needs of the prospects, challenger brands can create impactful taglines and elevator pitches that resonate with their audience.

So, if you're a business facing tough competition or a startup aiming to disrupt the market, this episode is a must-listen. Learn the secrets of successful challenger brand marketing, and discover new sales tactics to elevate your performance.

Join us as we explore the world of business-to-business selling and tap into the minds of fascinating people from diverse backgrounds. Tune in to the Rev Up podcast to rev up your marketing strategies and drive your sales to new heights. Don't miss it!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56225492Wed, 26 Jul 2023 17:05:01 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Welcome to the Rev Up podcast! Today, we have a fascinating guest with us, Craig Alexander from Gumas Advertising, a San Francisco-based marketing...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to the Rev Up podcast! Today, we have a fascinating guest with us, Craig Alexander from Gumas Advertising, a San Francisco-based marketing agency dedicated to serving challenger brands. They've trademarked the phrase "Challenger Brand Marketing" and recently authored a book on the topic.

But what exactly is a challenger brand? Well, it's anyone who's not number one in their category, and they often find themselves up against competitors with bigger budgets and greater resources.
In this episode, we explore how challenger brands can take on industry giants and succeed in their market.

Craig is a seasoned veteran of the branding, advertising, and marketing industry. With over 30 years of experience, Craig has worked with some of the most well-known accounts in the world, such as Microsoft, Sony Pictures, Carl’s Jr., Esurance, NASDAQ, The Walt Disney Co., AOL, and The Miller Brewing Co.

Craig is a world-renowned authority on Challenger Brand Marketing and co-author of the book “Challenger Brand Marketing” which describes how challenger brands can effectively develop marketing strategies to take on their larger competitors.

In this episode, Craig emphasises the importance of understanding your buyer on an emotional level. To achieve this, his agency conducts in-depth research, engaging with both current and potential customers. The responses from these interviews are then analysed to develop a compelling messaging strategy that connects with the target audience.

When it comes to startups, Craig offers valuable insights as well. Even if a startup doesn't have customers yet, they can learn from competitors and potential users to shape their approach. The emotional appeal remains the key to crafting an effective marketing message, as it connects with people on a human level.

As we delve deeper into the marketing side, Craig sheds light on how challenger brands can effectively get their message out there. It's all about targeted digital media that allows prospects to click and engage immediately. Billboards and traditional ads take a backseat as the focus shifts to online platforms and digital interactions.

The challenge is standing out in a crowded space. Craig believes that the right messaging is crucial in grabbing attention and inspiring action. By understanding the emotional needs of the prospects, challenger brands can create impactful taglines and elevator pitches that resonate with their audience.

So, if you're a business facing tough competition or a startup aiming to disrupt the market, this episode is a must-listen. Learn the secrets of successful challenger brand marketing, and discover new sales tactics to elevate your performance.

Join us as we explore the world of business-to-business selling and tap into the minds of fascinating people from diverse backgrounds. Tune in to the Rev Up podcast to rev up your marketing strategies and drive your sales to new heights. Don't miss it!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: 2407advertising,alex,alexander,brand,challenger,craig,gumas,interview,marketing,mcnaughten,revup,salesfalsefullhttps://www.spreaker.com/episode/037-running-a-high-performing-sales-team-with-richard-conway--56003126https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen, welcome to another exciting episode of our show! Today, we have a special guest who has built an incredible sales team and achieved remarkable success in the digital marketing industry. Please welcome Richard Conway, the founder of Pure SEO!

Richard shares his journey of starting Pure SEO in his living room with just $200. Despite facing initial job rejections, he took matters into his own hands and created his own job. Fast forward to today, Pure SEO is the largest company in its niche, with 70 employees spread across four countries. They specialise in search engine optimisation, search engine marketing, Google ads, programmatic advertising, and social media marketing.

What caught my attention and made me eager to talk to Richard was his ability to build and maintain a high-performing sales team. Many companies struggle to sustain sales performance as their teams grow. So, Richard is here today to tell us how he has done it.

Richard humbly acknowledges that it wasn't solely his skills that made it happen. He emphasises the importance of having the right systems and processes in place.
Initially, they faced challenges with salespeople not meeting targets, but after realising the issue were their systems, Richard sought out a talented sales manager who could bring about positive changes. It turned out that having clear processes and repeatable actions were crucial for the sales team's success.

In this episode, he is going to share with us what actions you should take to have a smooth and well-organised process.

Richard also emphasises the value of providing genuine value to customers rather than being overly sales-focused. By focusing on the customer's needs and offering solutions, salespeople can establish positive impressions, even if they don't close the deal. Additionally, it is very important to get the basics right! Don’t worry, we’ll talk about that too.

By emphasising the importance of processes to nurturing top performers and living by a set of core values, Richard has created a sales culture that delivers exceptional results. So, if you're eager to learn more about the secrets behind building a successful sales team and the journey of Pure SEO, make sure to tune in to this episode!

Remember, focusing on processes and having a clear system in place is what separates successful and unsuccessful teams so, don’t miss this conversation because Richard’s insight on building high-performing sales teams is invaluable.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/56003126Wed, 05 Jul 2023 13:58:43 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Ladies and gentlemen, welcome to another exciting episode of our show! Today, we have a special guest who has built an incredible sales team and...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Ladies and gentlemen, welcome to another exciting episode of our show! Today, we have a special guest who has built an incredible sales team and achieved remarkable success in the digital marketing industry. Please welcome Richard Conway, the founder of Pure SEO!

Richard shares his journey of starting Pure SEO in his living room with just $200. Despite facing initial job rejections, he took matters into his own hands and created his own job. Fast forward to today, Pure SEO is the largest company in its niche, with 70 employees spread across four countries. They specialise in search engine optimisation, search engine marketing, Google ads, programmatic advertising, and social media marketing.

What caught my attention and made me eager to talk to Richard was his ability to build and maintain a high-performing sales team. Many companies struggle to sustain sales performance as their teams grow. So, Richard is here today to tell us how he has done it.

Richard humbly acknowledges that it wasn't solely his skills that made it happen. He emphasises the importance of having the right systems and processes in place.
Initially, they faced challenges with salespeople not meeting targets, but after realising the issue were their systems, Richard sought out a talented sales manager who could bring about positive changes. It turned out that having clear processes and repeatable actions were crucial for the sales team's success.

In this episode, he is going to share with us what actions you should take to have a smooth and well-organised process.

Richard also emphasises the value of providing genuine value to customers rather than being overly sales-focused. By focusing on the customer's needs and offering solutions, salespeople can establish positive impressions, even if they don't close the deal. Additionally, it is very important to get the basics right! Don’t worry, we’ll talk about that too.

By emphasising the importance of processes to nurturing top performers and living by a set of core values, Richard has created a sales culture that delivers exceptional results. So, if you're eager to learn more about the secrets behind building a successful sales team and the journey of Pure SEO, make sure to tune in to this episode!

Remember, focusing on processes and having a clear system in place is what separates successful and unsuccessful teams so, don’t miss this conversation because Richard’s insight on building high-performing sales teams is invaluable.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1705alex,conway,culture,customers,focus,high-performance,mcnaughten,richard,sales,teamfalsefullhttps://www.spreaker.com/episode/036-throwback-episode-selling-in-uncertain-times-with-todd-caponi--54560206https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to be sharing some insights on a really exciting and relevant topic.

Todd Caponi is with us today to talk about selling in uncertain times.

Todd has been enamored with behavioral and decision science research since he can remember.

He has combined that with his love for sales methodology/philosophy and learning theory, he has opened doorways to simple solutions to everyday sales, leadership and learning challenges.

Todd speaks, teaches, advises and writes – in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.

In this episode, we are going to explore the fascinating topic of selling in an uncertain market. We are going to talk about a unique approach that allows you to tap into the minds of your buyers and understand their needs on a deeper level.

During times of uncertainty, such as the recent global challenges we've faced, our survival instincts kick in. Just like when you find yourself lost in the woods, your heart races, and your mind jumps to worst-case scenarios. It's an automatic response designed to keep us safe.

Of course, this primal behavior also affects our buyers and the companies we interact with. They also experience a sense of uncertainty and resort to specific actions, like reducing spending, extending their financial runway, and minimising risks.

In this episode, we'll explore three crucial aspects that you should work on to be adaptive in today’s environment.

These will help you understand the thoughts and concerns of your buyers, so you can tailor your message to resonate with them deeply; they also take into account the importance of transparency in today's environment and how transparent communication can build trust and create meaningful connections with your audience. We are also going to tackle the art of presenting, and drawing inspiration.

So, if you're ready to discover how transparency and empathy can be your superpower in times of uncertainty, you should really listen to this episode. Together, we'll explore practical strategies that will revolutionise your sales approach.

Don't miss out on the opportunity to gain valuable insights from the one and only Todd Caponi so you can have the knowledge and the tools required to transform your business!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/54560206Wed, 21 Jun 2023 16:55:01 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to be sharing some insights on a really exciting and relevant topic.

Todd Caponi is with us today to talk about selling in uncertain times.

Todd has been enamored with behavioral and decision science research since he can remember.

He has combined that with his love for sales methodology/philosophy and learning theory, he has opened doorways to simple solutions to everyday sales, leadership and learning challenges.

Todd speaks, teaches, advises and writes – in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.

In this episode, we are going to explore the fascinating topic of selling in an uncertain market. We are going to talk about a unique approach that allows you to tap into the minds of your buyers and understand their needs on a deeper level.

During times of uncertainty, such as the recent global challenges we've faced, our survival instincts kick in. Just like when you find yourself lost in the woods, your heart races, and your mind jumps to worst-case scenarios. It's an automatic response designed to keep us safe.

Of course, this primal behavior also affects our buyers and the companies we interact with. They also experience a sense of uncertainty and resort to specific actions, like reducing spending, extending their financial runway, and minimising risks.

In this episode, we'll explore three crucial aspects that you should work on to be adaptive in today’s environment.

These will help you understand the thoughts and concerns of your buyers, so you can tailor your message to resonate with them deeply; they also take into account the importance of transparency in today's environment and how transparent communication can build trust and create meaningful connections with your audience. We are also going to tackle the art of presenting, and drawing inspiration.

So, if you're ready to discover how transparency and empathy can be your superpower in times of uncertainty, you should really listen to this episode. Together, we'll explore practical strategies that will revolutionise your sales approach.

Don't miss out on the opportunity to gain valuable insights from the one and only Todd Caponi so you can have the knowledge and the tools required to transform your business!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>3798alex,b2b,caponi,clients,mcnaughten,message,resonating,sales,selling,times,todd,uncertainfalsefullhttps://www.spreaker.com/episode/035-building-community-with-jared-robin--54130531https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In a recent interview, we had the pleasure of speaking with Jared, co-founder of Rev Genius, a thriving community rave that aims to fill the gaps in inclusivity and organization in the digital space. With a background in sales and sales leadership roles, Jared recognized the power of community and its potential for driving revenue. In this blog article, we delve into Jared's journey, his perspective on community building, and the importance of vulnerability and giving in fostering a strong and supportive community.

Jared's Journey:
Jared's professional journey began 15 years ago when he fell into the sales profession, following in the footsteps of his salesperson father. Starting outside the technology industry, he spent seven years at FedEx, gaining valuable experience and learning from his failures before finding success in the technology sector. His diverse roles shaped his understanding of the sales landscape and prepared him for the creation of Rev Genius.

The Evolution of Community:
Jared emphasized the significance of community in today's digital world. He recognized that interactions among people, rather than simply company-to-company connections, are becoming increasingly central to business success. Over time, platforms like LinkedIn have evolved, prompting the need for a shift from company-centric content to value-driven and human-centered content. Jared and his team saw the opportunity to bridge this gap by creating a micro community where individuals could connect, learn, and support each other.

Building a Community:
Jared highlighted several key pillars in building a successful community. First and foremost, he stressed the importance of giving without expecting anything in return. By providing value that extends beyond one's business model, community members can forge meaningful connections and ignite a sense of goodwill. Additionally, vulnerability plays a crucial role in community building. Jared encourages individuals to embrace their vulnerability and seek help when needed, fostering an environment where support is readily available. Furthermore, he emphasizes the significance of empathy, which is often difficult to scale on larger platforms. By prioritizing the human element, Rev Genius aims to create a supportive community that is distinct from traditional sales roles driven solely by numbers.

Clubhouse and the Potential for Realness:
Jared expressed his excitement for platforms like Clubhouse, which he believes have the potential to scale authenticity and realness. With its audio-based format, Clubhouse enables genuine conversations and connections, allowing individuals to share knowledge and experiences openly. Jared sees this platform as a catalyst for empowering individuals and promoting genuine interactions among community members.

Jared's journey from sales to community building offers valuable insights into the power of fostering genuine connections and creating supportive environments. Rev Genius stands out as a micro community focused on empowering individuals, embracing vulnerability, and providing value beyond traditional business models. Jared's passion for community building and his excitement for platforms like Clubhouse demonstrate his commitment to nurturing realness and empathy in the digital realm. As we move forward, let us remember the importance of building communities that uplift and support one another, transcending mere transactions and embracing the true power of human connection.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/54130531Wed, 07 Jun 2023 19:11:57 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In a recent interview, we had the pleasure of speaking with Jared, co-founder of Rev Genius, a thriving community rave that aims to fill the gaps in...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In a recent interview, we had the pleasure of speaking with Jared, co-founder of Rev Genius, a thriving community rave that aims to fill the gaps in inclusivity and organization in the digital space. With a background in sales and sales leadership roles, Jared recognized the power of community and its potential for driving revenue. In this blog article, we delve into Jared's journey, his perspective on community building, and the importance of vulnerability and giving in fostering a strong and supportive community.

Jared's Journey:
Jared's professional journey began 15 years ago when he fell into the sales profession, following in the footsteps of his salesperson father. Starting outside the technology industry, he spent seven years at FedEx, gaining valuable experience and learning from his failures before finding success in the technology sector. His diverse roles shaped his understanding of the sales landscape and prepared him for the creation of Rev Genius.

The Evolution of Community:
Jared emphasized the significance of community in today's digital world. He recognized that interactions among people, rather than simply company-to-company connections, are becoming increasingly central to business success. Over time, platforms like LinkedIn have evolved, prompting the need for a shift from company-centric content to value-driven and human-centered content. Jared and his team saw the opportunity to bridge this gap by creating a micro community where individuals could connect, learn, and support each other.

Building a Community:
Jared highlighted several key pillars in building a successful community. First and foremost, he stressed the importance of giving without expecting anything in return. By providing value that extends beyond one's business model, community members can forge meaningful connections and ignite a sense of goodwill. Additionally, vulnerability plays a crucial role in community building. Jared encourages individuals to embrace their vulnerability and seek help when needed, fostering an environment where support is readily available. Furthermore, he emphasizes the significance of empathy, which is often difficult to scale on larger platforms. By prioritizing the human element, Rev Genius aims to create a supportive community that is distinct from traditional sales roles driven solely by numbers.

Clubhouse and the Potential for Realness:
Jared expressed his excitement for platforms like Clubhouse, which he believes have the potential to scale authenticity and realness. With its audio-based format, Clubhouse enables genuine conversations and connections, allowing individuals to share knowledge and experiences openly. Jared sees this platform as a catalyst for empowering individuals and promoting genuine interactions among community members.

Jared's journey from sales to community building offers valuable insights into the power of fostering genuine connections and creating supportive environments. Rev Genius stands out as a micro community focused on empowering individuals, embracing vulnerability, and providing value beyond traditional business models. Jared's passion for community building and his excitement for platforms like Clubhouse demonstrate his commitment to nurturing realness and empathy in the digital realm. As we move forward, let us remember the importance of building communities that uplift and support one another, transcending mere transactions and embracing the true power of human connection.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or...]]>1776building,coaching,commmunity,jared,robin,sales,teams,trainingfalsefullhttps://www.spreaker.com/episode/034-sales-enablement-with-alyssa-glassman--53986772https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we are joined by Alyssa Glassman. She is an experienced revenue enablement leader.

Alyssa leads Revenue Enablement for Recharge, the leading subscription management solution empowering merchants through recurring commerce. Recharge powers subscriptions for more than 15,000 merchants serving 50 million subscribers, and supports brands such as Verve Coffee Roasters, Bokksu, Who Gives A Crap, Billie, and Bite.

In this episode, Alyssa shares her journey and experience in the field of sales enablement. She highlights the diverse backgrounds of professionals in this industry and discusses her own path, which included roles in support, sales, account management, and founding her own company.

We delve into the concept of sales enablement, and why many companies still don't fully understand it. Alyssa stresses the importance of collaboration with different teams, such as product marketing, legal, and DevOps, in order to deliver effective enablement.

Are you familiar with sales enablement? What is it? When should organisations consider implementing it?

Alyssa is going to tell us about all the factors that take part in this process and she is going to give us advice on how to properly invest in sales enablement.

So, listen to this episode to learn about the role of sales enablement and its different components, the issues around buy-in and potential pushback from sales managers, the significance of top-level support, and a lot of different strategies you can start to implement right now.

Alyssa really shed light on the significance of role-based training, collaboration with various teams, and aligning enablement efforts with business objectives so, don’t miss this episode, we’re sure you’ll find it extremely valuable.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento



]]>https://api.spreaker.com/episode/53986772Wed, 24 May 2023 18:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode, we are joined by Alyssa Glassman. She is an experienced revenue enablement leader. Alyssa leads Revenue Enablement for Recharge, the...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we are joined by Alyssa Glassman. She is an experienced revenue enablement leader.

Alyssa leads Revenue Enablement for Recharge, the leading subscription management solution empowering merchants through recurring commerce. Recharge powers subscriptions for more than 15,000 merchants serving 50 million subscribers, and supports brands such as Verve Coffee Roasters, Bokksu, Who Gives A Crap, Billie, and Bite.

In this episode, Alyssa shares her journey and experience in the field of sales enablement. She highlights the diverse backgrounds of professionals in this industry and discusses her own path, which included roles in support, sales, account management, and founding her own company.

We delve into the concept of sales enablement, and why many companies still don't fully understand it. Alyssa stresses the importance of collaboration with different teams, such as product marketing, legal, and DevOps, in order to deliver effective enablement.

Are you familiar with sales enablement? What is it? When should organisations consider implementing it?

Alyssa is going to tell us about all the factors that take part in this process and she is going to give us advice on how to properly invest in sales enablement.

So, listen to this episode to learn about the role of sales enablement and its different components, the issues around buy-in and potential pushback from sales managers, the significance of top-level support, and a lot of different strategies you can start to implement right now.

Alyssa really shed light on the significance of role-based training, collaboration with various teams, and aligning enablement efforts with business objectives so, don’t miss this episode, we’re sure you’ll find it extremely valuable.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento



]]>1931alex,alyssa,enablement,glassman,interview,mcnaughten,revup,sales,support,teams,top-levelfalsefullhttps://www.spreaker.com/episode/033-productivity-in-sales-with-chet-lovegren--53808430https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we have the pleasure of talking to Chet Lovegreen, the founder and head of sales at The Sales Doctor, a podcast that focuses on go-to-market strategies.

With over 11 years of selling experience, Chet started The Sales Doctor in 2020 as a way of providing a prescriptive approach to solving problems within a company's go-to- market strategy.
Having helped build out sales processes and teams that led to companies successfully raising over $100M in VC funds, Chet is fluent in all things sales, leadership, and professional development

In episode 33, we are going to touch on many topics, we are going to talk about the importance of learning and development, productivity, and how to maximise the usage of your time, among many other things. Chet explains that productivity is a buzzword that means different things to different people but, at its core, is about finding ways to complete a 60-hour workweek in 30 hours.

Chet, who is a father of three, wants to spend time with his family while also running a business, managing rental properties, and creating content for TikTok and YouTube. He emphasises the importance of prioritising tasks and using tools to stay focused and efficient.

Chet also discusses the idea of "deep work," which is the idea of focusing on a single task for an extended period, and the benefits it can have on productivity. He talks about the importance of scheduling time for deep work and eliminating distractions, such as social media and email notifications.

This episode really touches on the idea of work-life balance and the importance of taking breaks and setting boundaries. Chet knows that productivity is not just about getting more done but also about creating space for rest and recovery.

Listen to this episode to learn how you can maximise your productivity while having a balanced work life, we are going to dive into the different elements that allow businesses to increase productivity and all the different strategies you can implement. This is going to be extremely valuable so, don’t miss it!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/53808430Wed, 10 May 2023 20:14:20 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode, we have the pleasure of talking to Chet Lovegreen, the founder and head of sales at The Sales Doctor, a podcast that focuses on...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we have the pleasure of talking to Chet Lovegreen, the founder and head of sales at The Sales Doctor, a podcast that focuses on go-to-market strategies.

With over 11 years of selling experience, Chet started The Sales Doctor in 2020 as a way of providing a prescriptive approach to solving problems within a company's go-to- market strategy.
Having helped build out sales processes and teams that led to companies successfully raising over $100M in VC funds, Chet is fluent in all things sales, leadership, and professional development

In episode 33, we are going to touch on many topics, we are going to talk about the importance of learning and development, productivity, and how to maximise the usage of your time, among many other things. Chet explains that productivity is a buzzword that means different things to different people but, at its core, is about finding ways to complete a 60-hour workweek in 30 hours.

Chet, who is a father of three, wants to spend time with his family while also running a business, managing rental properties, and creating content for TikTok and YouTube. He emphasises the importance of prioritising tasks and using tools to stay focused and efficient.

Chet also discusses the idea of "deep work," which is the idea of focusing on a single task for an extended period, and the benefits it can have on productivity. He talks about the importance of scheduling time for deep work and eliminating distractions, such as social media and email notifications.

This episode really touches on the idea of work-life balance and the importance of taking breaks and setting boundaries. Chet knows that productivity is not just about getting more done but also about creating space for rest and recovery.

Listen to this episode to learn how you can maximise your productivity while having a balanced work life, we are going to dive into the different elements that allow businesses to increase productivity and all the different strategies you can implement. This is going to be extremely valuable so, don’t miss it!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1912alex,chet,entrepreneur,interview,lovegreen,management,mcnaughten,productivity,rest,sales,strategies,timefalsefullhttps://www.spreaker.com/episode/032-sales-as-a-superpower-for-life--53649349 https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 32 of the Rev-Up Sales Podcast, we have Alex Pirouz, a multi-time founder of businesses and an entrepreneur expert on LinkedIn and social media.

Alex’s entrepreneurial journey started when he was 13 years old and wanted an Atari. Unable to afford it, he raised the most money for charity at his school and won the Atari as a prize. He also sold chocolate door-to-door at age 14 or 15 and that really helped him build his confidence.

He then went on to start four businesses between the ages of 22 and 26, losing close to a million dollars.

Hitting rock bottom at the age of 26 with less than $1500 to his name, he decided to give it one last roll of the dice. He had learned from his mistakes and eventually turned things around, he partnered with a friend to launch a door-to-door sales company in Wollongong. Over the space of 14 months, he managed to scale that business into a multi-million-dollar company employing over 45 staff.

After successfully exiting that business, he went on to launch and exit another one in the automotive industry before moving back to Sydney to start his own consulting practise.

Using LinkedIn to rapidly scale his business, he saw a need for LinkedIn training and marketing, so he launched his 7th company, lnkfluencer. A company he’s since managed to scale on an international level, helping over 35,000 people in 65 industries and 35 countries.

Alex knows the importance of sales skills for entrepreneurs and anyone looking to succeed in business, and he understands that being able to lead people, sell, and raise capital are fundamental skills but he also understands that sales is about helping people, and making sure you can solve their problems.

So, in episode 32 we are going to talk about why sales is a superpower.

Listen to this amazing conversation because Alex is going to tell us how to use LinkedIn and social media to amplify sales efforts, he’s going to illustrate the importance of building relationships and engaging with potential clients on social media, and he also is going to share his advice for sales teams, including being empathetic towards clients, adapting to virtual selling, and focusing on building trust and relationships.

Tune in to learn how to use sales as a superpower for life!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/53649349Wed, 26 Apr 2023 14:55:01 +0000Alex McNaughtenVisithttps://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 32 of the Rev-Up Sales Podcast, we have Alex Pirouz, a multi-time founder of businesses and an entrepreneur expert on LinkedIn and social... https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 32 of the Rev-Up Sales Podcast, we have Alex Pirouz, a multi-time founder of businesses and an entrepreneur expert on LinkedIn and social media.

Alex’s entrepreneurial journey started when he was 13 years old and wanted an Atari. Unable to afford it, he raised the most money for charity at his school and won the Atari as a prize. He also sold chocolate door-to-door at age 14 or 15 and that really helped him build his confidence.

He then went on to start four businesses between the ages of 22 and 26, losing close to a million dollars.

Hitting rock bottom at the age of 26 with less than $1500 to his name, he decided to give it one last roll of the dice. He had learned from his mistakes and eventually turned things around, he partnered with a friend to launch a door-to-door sales company in Wollongong. Over the space of 14 months, he managed to scale that business into a multi-million-dollar company employing over 45 staff.

After successfully exiting that business, he went on to launch and exit another one in the automotive industry before moving back to Sydney to start his own consulting practise.

Using LinkedIn to rapidly scale his business, he saw a need for LinkedIn training and marketing, so he launched his 7th company, lnkfluencer. A company he’s since managed to scale on an international level, helping over 35,000 people in 65 industries and 35 countries.

Alex knows the importance of sales skills for entrepreneurs and anyone looking to succeed in business, and he understands that being able to lead people, sell, and raise capital are fundamental skills but he also understands that sales is about helping people, and making sure you can solve their problems.

So, in episode 32 we are going to talk about why sales is a superpower.

Listen to this amazing conversation because Alex is going to tell us how to use LinkedIn and social media to amplify sales efforts, he’s going to illustrate the importance of building relationships and engaging with potential clients on social media, and he also is going to share his advice for sales teams, including being empathetic towards clients, adapting to virtual selling, and focusing on building trust and relationships.

Tune in to learn how to use sales as a superpower for life!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>2036alex,entrepreneur,mcnaughten,media,pirouz,revupsales,sales,social,superpowerfalsefullhttps://www.spreaker.com/episode/031-the-sales-rebel-with-dale-dupree--53520914https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 31, we are joined by the Sales Rebel, Dale Dupree.

Dale was once known as The Copier Warrior and is the appointed Leader and Founder of The Sales Rebellion.

He is born and raised in Orlando, FL. He has a sales background that dates back to his childhood as he was raised wandering the halls of his father's business. Dale has been a full-time sales professional for 13+ years.

Dale currently provides sales training and development through his firm, The Sales Rebellion, which challenges the status quo. He is audacious with his outreach, intentional in his sales walk, and driven to create a community of sales professionals that cause undeniable curiosity and true impact in their walk with prospects and clients.

Dale believes in people over products, community over commission checks, fellowship over negotiations, and experiences over performing a pitch.

He started out in sales working with an SMB, selling copier machines, which was his father's business. In the midst of doing that, he recognised that the SMB space, even though it was fun and it was home for him for a long time, was really constricting for him.

So, he started thinking outside of the box when it came to revenue and began noticing the harmful impact of saying this like, “I could never win big accounts”, and “These guys are out of my league”. Instead, he adopted a very confident approach and went on to win big accounts to make the company grow.

But, after years of doing it, he also began noticing that the sales landscape is really damaged. As he says, “The sales landscape sucks in general, and the mindset sucks, and the scripting sucks, the sequencing sucks, the cadences suck, not all of it, but the majority of it does”.

That’s why, in this episode, Dale is going to share with us how his rebellious approach to sales has earned him huge success. We are going to talk about disrupting patterns, how to connect with people through creativity and emotion, and how to stand out from the crowd and really make a difference, among many other things.

So, listen to this episode to learn how Dale has been doing sales and what are the key factors that have determined his success. We’re sure you are going to be able to incorporate some, if not all, of the things that have made a difference for him in your daily business interactions, and you’ll see why it is so incredibly important to be able to think outside the box.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/53520914Thu, 13 Apr 2023 15:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 31, we are joined by the Sales Rebel, Dale Dupree. Dale was once known as The Copier Warrior and is the appointed Leader and Founder of...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 31, we are joined by the Sales Rebel, Dale Dupree.

Dale was once known as The Copier Warrior and is the appointed Leader and Founder of The Sales Rebellion.

He is born and raised in Orlando, FL. He has a sales background that dates back to his childhood as he was raised wandering the halls of his father's business. Dale has been a full-time sales professional for 13+ years.

Dale currently provides sales training and development through his firm, The Sales Rebellion, which challenges the status quo. He is audacious with his outreach, intentional in his sales walk, and driven to create a community of sales professionals that cause undeniable curiosity and true impact in their walk with prospects and clients.

Dale believes in people over products, community over commission checks, fellowship over negotiations, and experiences over performing a pitch.

He started out in sales working with an SMB, selling copier machines, which was his father's business. In the midst of doing that, he recognised that the SMB space, even though it was fun and it was home for him for a long time, was really constricting for him.

So, he started thinking outside of the box when it came to revenue and began noticing the harmful impact of saying this like, “I could never win big accounts”, and “These guys are out of my league”. Instead, he adopted a very confident approach and went on to win big accounts to make the company grow.

But, after years of doing it, he also began noticing that the sales landscape is really damaged. As he says, “The sales landscape sucks in general, and the mindset sucks, and the scripting sucks, the sequencing sucks, the cadences suck, not all of it, but the majority of it does”.

That’s why, in this episode, Dale is going to share with us how his rebellious approach to sales has earned him huge success. We are going to talk about disrupting patterns, how to connect with people through creativity and emotion, and how to stand out from the crowd and really make a difference, among many other things.

So, listen to this episode to learn how Dale has been doing sales and what are the key factors that have determined his success. We’re sure you are going to be able to incorporate some, if not all, of the things that have made a difference for him in your daily business interactions, and you’ll see why it is so incredibly important to be able to think outside the box.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1496alex,approach,clients,confidence,dale,dupree,mcnaughten,rebellion,revup,revupsales,sales,salesrebel,salesrebellionfalsefullhttps://www.spreaker.com/episode/030-why-sales-is-a-dirty-word-the-importance-of-making-prospects-feel-understood--53398942https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 30 of the Rev Up Sales podcast, we are going to talk with Andy Paul about what sales are, what should be, how people generally feel about sales, among other very interesting topics about sales in the modern world.

Andy hosts some of the best conversations in sales on his podcast Sales Enablement, with 850+ episodes and counting. He has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales.

He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.

Andy started his own company about 20 years ago to help smaller companies learn how to go out and compete with the big guys.

A lot of small companies usually make a really smooth, gradual transition to selling big deals, getting their feet wet on the smaller ones. His company just did the opposite, they went straight out to sell to big companies. They learned how to do it, succeeded, and then Andy started teaching other companies how to do that too.

We are very happy to have him on the show with us because there are so many important things about sales that often get overlooked, or even worse, that are mistaken and have a terrible impact on the people that you are selling to, and Andy knows exactly what those things are and how to address them.

This leads us to one of the main issues in sales today, people getting trained to deal with clients in a persuasive manner when that is the main reason people want to be nowhere near a salesperson.
Andy knows how ironic it is that almost every sales training course that exists out there is training people on how to become persuasive.

The US alone spends $20 billion a year on sales training. Billions are spent every year to train salespeople in the one behaviour that customers universally hate. So, we wonder why people react badly to salespeople.

That’s why in many different countries and cultures sales is kind of a dirty word so, what can we do to change this and be perceived differently by our clients?

Listen to this episode to find out, you will really understand how important it is to make prospects feel understood, and your business will benefit tremendously from that. Of course, we are also going to dive into other challenges that we have to face nowadays in sales leadership.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/53398942Fri, 31 Mar 2023 15:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 30 of the Rev Up Sales podcast, we are going to talk with Andy Paul about what sales are, what should be, how people generally feel about...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 30 of the Rev Up Sales podcast, we are going to talk with Andy Paul about what sales are, what should be, how people generally feel about sales, among other very interesting topics about sales in the modern world.

Andy hosts some of the best conversations in sales on his podcast Sales Enablement, with 850+ episodes and counting. He has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales.

He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him one of the leading voices in the sales industry today.

Andy started his own company about 20 years ago to help smaller companies learn how to go out and compete with the big guys.

A lot of small companies usually make a really smooth, gradual transition to selling big deals, getting their feet wet on the smaller ones. His company just did the opposite, they went straight out to sell to big companies. They learned how to do it, succeeded, and then Andy started teaching other companies how to do that too.

We are very happy to have him on the show with us because there are so many important things about sales that often get overlooked, or even worse, that are mistaken and have a terrible impact on the people that you are selling to, and Andy knows exactly what those things are and how to address them.

This leads us to one of the main issues in sales today, people getting trained to deal with clients in a persuasive manner when that is the main reason people want to be nowhere near a salesperson.
Andy knows how ironic it is that almost every sales training course that exists out there is training people on how to become persuasive.

The US alone spends $20 billion a year on sales training. Billions are spent every year to train salespeople in the one behaviour that customers universally hate. So, we wonder why people react badly to salespeople.

That’s why in many different countries and cultures sales is kind of a dirty word so, what can we do to change this and be perceived differently by our clients?

Listen to this episode to find out, you will really understand how important it is to make prospects feel understood, and your business will benefit tremendously from that. Of course, we are also going to dive into other challenges that we have to face nowadays in sales leadership.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1915alexmcnaughten,andypaul,challenges,clients,issues,misconceptions,prospects,sales,salespeoplefalsefullhttps://www.spreaker.com/episode/029-how-sales-has-evolved-over-the-years-with-fred-copestake--53135316https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 29, we are going to talk about what have been the most important changes in the sales industry over the decades.

For this, we are joined by a man who has seen those changes himself, and who also has a lot of experience in this topic, his name is Fred Copestake.

Over the last 22 years, Fred has travelled around the world 14 times visiting 36 countries. He has worked with over 10,000 salespeople.

From this experience, he recognised the challenges that salespeople have and what really makes a difference to be successful in sales today. He outlined this in his first book 'Selling Through Partnering Skills’.

As selling continued to change at pace, and sales professionals needed to keep in touch with the latest trends to stay relevant he wrote his second book ‘Hybrid Selling’ which dives into the new world of sales.

Fred is a self-proclaimed geek in researching these changes and understanding them to be able to make sure that we use the things that are relevant and good, to make the necessary tweaks to what can be tweaked, and throw away all those things that aren’t helpful and not very good.

So, what's going on in the world of sales? What can we take? And what do we need to tweak?

Listen to this episode to find out. We are going to go way back in history and analyse how things have been moving since the early 50s.

We are also going to discuss, among other things, what we think the future holds regarding sales and regarding the implementation of new technologies such as AI, and the impact it’s going to have in the world so, don’t miss it!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/53135316Wed, 08 Mar 2023 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 29, we are going to talk about what have been the most important changes in the sales industry over the decades. For this, we are joined...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 29, we are going to talk about what have been the most important changes in the sales industry over the decades.

For this, we are joined by a man who has seen those changes himself, and who also has a lot of experience in this topic, his name is Fred Copestake.

Over the last 22 years, Fred has travelled around the world 14 times visiting 36 countries. He has worked with over 10,000 salespeople.

From this experience, he recognised the challenges that salespeople have and what really makes a difference to be successful in sales today. He outlined this in his first book 'Selling Through Partnering Skills’.

As selling continued to change at pace, and sales professionals needed to keep in touch with the latest trends to stay relevant he wrote his second book ‘Hybrid Selling’ which dives into the new world of sales.

Fred is a self-proclaimed geek in researching these changes and understanding them to be able to make sure that we use the things that are relevant and good, to make the necessary tweaks to what can be tweaked, and throw away all those things that aren’t helpful and not very good.

So, what's going on in the world of sales? What can we take? And what do we need to tweak?

Listen to this episode to find out. We are going to go way back in history and analyse how things have been moving since the early 50s.

We are also going to discuss, among other things, what we think the future holds regarding sales and regarding the implementation of new technologies such as AI, and the impact it’s going to have in the world so, don’t miss it!

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>2618alex,copestake,decades,economy,fred,history,interview,mcnaughten,revup,salesfalsefullhttps://www.spreaker.com/episode/028-all-about-outbound-with-tom-slocum--52810344https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 28 we are joined by Tom Slocum. Tom is co-founder and CEO of SD Lab - a business development agency that specialises in creating scalable outbound sales motions to accelerate company growth and help founders achieve their dreams.

Before creating SD Lab, Tom had already helped scale and develop a lot of sales development teams. Over the 16 years he’s been in the game he’s been able to help founders and other organisations deploy their motion, their outbound motion in a way that's successful and scalable.

Tom knows how important it is for a company to have the right tech, to empower their people, and to have the right processes. Otherwise, what you have is a waste of potential.

Many people are good at what they do but often they don't know what they're doing.

A solution or a product that does what it’s supposed to do is great, but if you don't understand how to market that product or solution, most of your efforts are not going to be that well compensated.

That's where Tom comes in to assist and help companies get out there to the market much faster, and in a more scalable way for them and their revenue.

And that kind of brings us on to our topic today, which is all about outbound.

In this episode, we are going to talk about what an organisation needs to do when they're thinking about building a high-performing outbound function.

We are also going to discuss the importance of messaging in marketing, intention, brand awareness, and so many other things that we may overlook, that Tom doesn’t.

Listen to this conversation to learn all you need to know about outbound sales so you can learn how to really exploit all the potential of whatever you are selling by placing it correctly in the market.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52810344Wed, 22 Feb 2023 15:00:01 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 28 we are joined by Tom Slocum. Tom is co-founder and CEO of SD Lab - a business development agency that specialises in creating scalable...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 28 we are joined by Tom Slocum. Tom is co-founder and CEO of SD Lab - a business development agency that specialises in creating scalable outbound sales motions to accelerate company growth and help founders achieve their dreams.

Before creating SD Lab, Tom had already helped scale and develop a lot of sales development teams. Over the 16 years he’s been in the game he’s been able to help founders and other organisations deploy their motion, their outbound motion in a way that's successful and scalable.

Tom knows how important it is for a company to have the right tech, to empower their people, and to have the right processes. Otherwise, what you have is a waste of potential.

Many people are good at what they do but often they don't know what they're doing.

A solution or a product that does what it’s supposed to do is great, but if you don't understand how to market that product or solution, most of your efforts are not going to be that well compensated.

That's where Tom comes in to assist and help companies get out there to the market much faster, and in a more scalable way for them and their revenue.

And that kind of brings us on to our topic today, which is all about outbound.

In this episode, we are going to talk about what an organisation needs to do when they're thinking about building a high-performing outbound function.

We are also going to discuss the importance of messaging in marketing, intention, brand awareness, and so many other things that we may overlook, that Tom doesn’t.

Listen to this conversation to learn all you need to know about outbound sales so you can learn how to really exploit all the potential of whatever you are selling by placing it correctly in the market.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2169alex,conversation,mcnaughten,outbound,revup,sales,slocum,strategies,success,tomfalsefullhttps://www.spreaker.com/episode/027-storyselling-with-bernadette-mcclellan--52667887https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 27, we are going to talk about a very interesting approach to sales that is not very heard of, StorySelling.

There is no other person that knows more about this than the one who coined the term, Bernadette McClelland.

Bernadette is a natural storyteller. She gravitated toward bringing stories and the structure of stories into sales conversations.

Her wheelhouse is sales leadership, mindset, and her own lane of StorySelling. She is a prolific writer of articles and blogs, as well as a podcast guest and panelist sharing her ideas and thought leadership on the nuances around this topic.

Her message talks to the heart, mind, and soul of every participant, always moving them at a logical and emotional level to elevate their outcomes in a shifting economy.

In this episode, Bernadette is going to walk us through this whole concept of StorySelling, and what insights it can bring to the table.

StorySelling, as the name suggests is a combination of two of the oldest activities created by mankind, commerce and storytelling.

As Bernadette says, “it’s bringing the two of those together and putting a little bit more juice over and above”, it may sound simple but it's enormously powerful when done right.

Listen to this conversation to understand what this is all about, and to understand how to give your clients what they need using the power of stories, and capturing those stories in a way that is quite strategic.

This conversation was very enlightening, and we’re sure you’re going to find it very valuable too.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52667887Wed, 08 Feb 2023 16:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 27, we are going to talk about a very interesting approach to sales that is not very heard of, StorySelling. There is no other person...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 27, we are going to talk about a very interesting approach to sales that is not very heard of, StorySelling.

There is no other person that knows more about this than the one who coined the term, Bernadette McClelland.

Bernadette is a natural storyteller. She gravitated toward bringing stories and the structure of stories into sales conversations.

Her wheelhouse is sales leadership, mindset, and her own lane of StorySelling. She is a prolific writer of articles and blogs, as well as a podcast guest and panelist sharing her ideas and thought leadership on the nuances around this topic.

Her message talks to the heart, mind, and soul of every participant, always moving them at a logical and emotional level to elevate their outcomes in a shifting economy.

In this episode, Bernadette is going to walk us through this whole concept of StorySelling, and what insights it can bring to the table.

StorySelling, as the name suggests is a combination of two of the oldest activities created by mankind, commerce and storytelling.

As Bernadette says, “it’s bringing the two of those together and putting a little bit more juice over and above”, it may sound simple but it's enormously powerful when done right.

Listen to this conversation to understand what this is all about, and to understand how to give your clients what they need using the power of stories, and capturing those stories in a way that is quite strategic.

This conversation was very enlightening, and we’re sure you’re going to find it very valuable too.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2173alex,bernadette,communication,mcclelland,mcnaughten,podcast,selling,skills,stories,storytelling,strategiesfalse1fullhttps://www.spreaker.com/episode/026-building-a-player-sales-teams-what-s-going-to-happen-in-2023-with-asad-zaman--52541160https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 26 we are going to talk about the challenges that you are most likely going to face when building out and managing sales teams.

For this, we have an incredible guest on the show, his name is Asad Zaman.

Asad is the CEO of Sales Talent Agency, a leading recruitment agency focused on helping their clients build elite go-to-market teams.

Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 15 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way, they have facilitated over $550M in salaries.

As you can see, Asad certainly has experience in this field and he is more than qualified to teach us more about sales teams and how to build and manage them properly.

Out of all the problems and difficulties you can experience when building a sales team, we’ve narrowed it down to 5 main areas where you are most likely going to face big challenges and what to do when that happens.

We are also going to touch on a lot of issues and situations that this new year will bring that will help you understand the importance of having a well-planned and well-thought process for building and managing great sales teams.

Of course, Asad is going to share with us what are the key elements for building and managing teams so, make sure to listen to this incredible conversation so that you can be prepared for anything, we are sure you are going to learn a lot from it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52541160Wed, 25 Jan 2023 17:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 26 we are going to talk about the challenges that you are most likely going to face when building out and managing sales teams. For this,...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 26 we are going to talk about the challenges that you are most likely going to face when building out and managing sales teams.

For this, we have an incredible guest on the show, his name is Asad Zaman.

Asad is the CEO of Sales Talent Agency, a leading recruitment agency focused on helping their clients build elite go-to-market teams.

Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 15 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way, they have facilitated over $550M in salaries.

As you can see, Asad certainly has experience in this field and he is more than qualified to teach us more about sales teams and how to build and manage them properly.

Out of all the problems and difficulties you can experience when building a sales team, we’ve narrowed it down to 5 main areas where you are most likely going to face big challenges and what to do when that happens.

We are also going to touch on a lot of issues and situations that this new year will bring that will help you understand the importance of having a well-planned and well-thought process for building and managing great sales teams.

Of course, Asad is going to share with us what are the key elements for building and managing teams so, make sure to listen to this incredible conversation so that you can be prepared for anything, we are sure you are going to learn a lot from it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>27342023,alex,asad,building,challenges,managing,mcnaughten,sales,teams,zamanfalse1fullhttps://www.spreaker.com/episode/025-what-s-changed-in-sales-with-rob-taylor--52303053https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

The world is always changing, things are moving on all the time, and knowledge is expanding constantly.

We are the facilitators of those changes but we also have to catch up with them and reflect on the way we think about the world, people, etc.

We were used to experiencing changes in a very soft-paced manner, but of course, changes happened very abruptly after some events that shook the world in 2019.

Now that the situation is a little bit more under control, we can look back and formulate a question, with all that change, what has changed in sales?

In this episode, we are going to answer that with our guest Rob Taylor.

Rob is an award-winning marketing professional with 13 years of professional marketing experience.

He has seen the rise of digital marketing and adapted businesses to embrace the format rather than fear it.

Over the years Rob has worked with globally recognised companies to help introduce modern marketing concepts and projects to support the workforce, these include Amazon, Google, Shell UK, and Live Nation.

As Rob says, lockdowns and pandemics have accelerated what was happening anyway, and that includes the changing face of customers and how they expect you to behave, how they expect you to show up, how they expect you to engage with them.

So, what is happening right now?

Listen to this conversation to understand what is going on in sales at the moment, and why many things have changed dramatically.

This episode is going to be very useful to you and it will give you tools to formulate some questions about your business, recognise what has changed in your particular industry and act in a way that allows you to catch up with those changes.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52303053Thu, 29 Dec 2022 16:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. The world is always changing, things are moving on all the time, and knowledge is expanding constantly. We are the facilitators of those changes but...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

The world is always changing, things are moving on all the time, and knowledge is expanding constantly.

We are the facilitators of those changes but we also have to catch up with them and reflect on the way we think about the world, people, etc.

We were used to experiencing changes in a very soft-paced manner, but of course, changes happened very abruptly after some events that shook the world in 2019.

Now that the situation is a little bit more under control, we can look back and formulate a question, with all that change, what has changed in sales?

In this episode, we are going to answer that with our guest Rob Taylor.

Rob is an award-winning marketing professional with 13 years of professional marketing experience.

He has seen the rise of digital marketing and adapted businesses to embrace the format rather than fear it.

Over the years Rob has worked with globally recognised companies to help introduce modern marketing concepts and projects to support the workforce, these include Amazon, Google, Shell UK, and Live Nation.

As Rob says, lockdowns and pandemics have accelerated what was happening anyway, and that includes the changing face of customers and how they expect you to behave, how they expect you to show up, how they expect you to engage with them.

So, what is happening right now?

Listen to this conversation to understand what is going on in sales at the moment, and why many things have changed dramatically.

This episode is going to be very useful to you and it will give you tools to formulate some questions about your business, recognise what has changed in your particular industry and act in a way that allows you to catch up with those changes.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2036alex,change,customers,engaging,mcnaughten,revupsales,rob,sales,taylorfalse1fullhttps://www.spreaker.com/episode/024-becoming-a-successful-sdr-with-chad-ockerse--52182572https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 24 of the Rev Up Sales podcast, we return to the subject of SDRs, but this time we are talking to a very young man that we happen to know very well.

His name is Chad Ockerse. Chad is a high-performing sales executive at EzyVet and was one of the very first SDRs that Apprento placed back in early 2021.

We were so proud to hear the news when Chad went on to break every company record as an SDR, including being promoted in record time!

In this episode, Chad is going to tell us what are the most important things to have in place in order to become a successful SDR.

Goals are always what we aim for but, are we sure we are doing our best efforts to accomplish them?

There are a lot of approaches to hitting goals and certainly, a full-proof method that works for everybody doesn’t exist. However, there are a couple of things worth mentioning about hitting goals and how it relates to having a good mentality.

That’s why in this episode, Chad is going to tell us about his habits, his mentality, and how it has been the key that’s allowed him to be where he is at such a young age, and he is also going to share with us many valuable lessons that he’s learned in these years.

So, if you are wondering what can you do to become a successful SDR this is the perfect episode for you.

It doesn’t matter if you are just starting up or if you want to be better at what you already do, we are sure this conversation is going to answer any questions you might have about this topic and you are also going to learn incredibly valuable lessons from a talented and committed young man.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52182572Wed, 14 Dec 2022 17:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 24 of the Rev Up Sales podcast, we return to the subject of SDRs, but this time we are talking to a very young man that we happen to know...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 24 of the Rev Up Sales podcast, we return to the subject of SDRs, but this time we are talking to a very young man that we happen to know very well.

His name is Chad Ockerse. Chad is a high-performing sales executive at EzyVet and was one of the very first SDRs that Apprento placed back in early 2021.

We were so proud to hear the news when Chad went on to break every company record as an SDR, including being promoted in record time!

In this episode, Chad is going to tell us what are the most important things to have in place in order to become a successful SDR.

Goals are always what we aim for but, are we sure we are doing our best efforts to accomplish them?

There are a lot of approaches to hitting goals and certainly, a full-proof method that works for everybody doesn’t exist. However, there are a couple of things worth mentioning about hitting goals and how it relates to having a good mentality.

That’s why in this episode, Chad is going to tell us about his habits, his mentality, and how it has been the key that’s allowed him to be where he is at such a young age, and he is also going to share with us many valuable lessons that he’s learned in these years.

So, if you are wondering what can you do to become a successful SDR this is the perfect episode for you.

It doesn’t matter if you are just starting up or if you want to be better at what you already do, we are sure this conversation is going to answer any questions you might have about this topic and you are also going to learn incredibly valuable lessons from a talented and committed young man.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1640alex,business,growth,mcnaughten,mentality,mindset,organization,sdr,sdrteam,story,strategies,successfalse1fullhttps://www.spreaker.com/episode/023-building-out-your-sdr-function-with-david-dulany--52058468https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Sales Development Reps are a crucial component of a team. Their main focus is sales prospecting so, they don’t close the sales, but they are the ones that generate leads.

Having an SDR function in your business can be incredibly useful and practical if done right. That’s why today, we are going to talk about how you can build out your own SDR function with David Dulany.

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development pipeline production.

Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually.

In this episode, we are going to try and clear any doubts by answering all the main questions people have around SDR’s. When should you set up an SDR team? Are SDR teams always necessary? What does it take for an SDR team to work properly?

David has deep experience building highly successful Sales Development programs from scratch for technology companies so, he is certainly the right person to talk about this topic with us.

If you are looking into building your own SDR team or if you are having any second thoughts about your existing SDR team, this episode is going to be especially valuable for you.

If you are not considering implementing an SDR team right now that’s ok, we are sure this episode will help you as well by giving you tools to evaluate your business’s situation at the moment and determine if the time has come for your business to have an SDR team.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/52058468Wed, 30 Nov 2022 19:17:16 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. Sales Development Reps are a crucial component of a team. Their main focus is sales prospecting so, they don’t close the sales, but they are the ones...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

Sales Development Reps are a crucial component of a team. Their main focus is sales prospecting so, they don’t close the sales, but they are the ones that generate leads.

Having an SDR function in your business can be incredibly useful and practical if done right. That’s why today, we are going to talk about how you can build out your own SDR function with David Dulany.

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development pipeline production.

Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually.

In this episode, we are going to try and clear any doubts by answering all the main questions people have around SDR’s. When should you set up an SDR team? Are SDR teams always necessary? What does it take for an SDR team to work properly?

David has deep experience building highly successful Sales Development programs from scratch for technology companies so, he is certainly the right person to talk about this topic with us.

If you are looking into building your own SDR team or if you are having any second thoughts about your existing SDR team, this episode is going to be especially valuable for you.

If you are not considering implementing an SDR team right now that’s ok, we are sure this episode will help you as well by giving you tools to evaluate your business’s situation at the moment and determine if the time has come for your business to have an SDR team.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1477business,consulting,david,dulany,growth,sdr,sdrfunction,sdrteams,successfalse1fullhttps://www.spreaker.com/episode/022-how-to-build-community-with-leslie-greenwood--51892774https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we are going to talk about how to build community with the Queen of community building, Leslie Greenwood.

Leslie has been in startups and B2B SaaS for over a decade. She was the VP of Member Success and the first executive hire for Pavilion (formerly Revenue Collective), a global membership community focused on go-to-market executives.

She built the playbook that created amazing evangelists out of current members and was instrumental in growing the community from 2K to 10K members in just under 2 years. Leslie is passionate about the value of connection and evangelism in business.

She founded Chief Evangelist Consulting to bring the power of Evangelist-Led Growth and community to everyone in the SaaS startup world, creating an ecosystem for evangelists and supercharging growth for all.

Leslie knows how important is to set priorities straight in community building. Why do you want to build one in the first place?

Most people are like, “Yeah, this is awesome. Let's build a community”, but they don't actually know why they want to build a community. And there are many different types of communities you can build, whether it's a support community, whether it's product community, engagement community, and acquisition community.

So, as Leslie says, even knowing the biggest, overarching why is important. But then understanding that the community is a community, that it is a gathering of people is just as important. People want to get together, so you have to think about the softer side of community, and what are you going to bring to that as a company to get your community to be sticky. And why? Why do people want to come to you?

There are many things to consider if you want to build a strong community but luckily, Leslie is here to show us the way and to make things as easy as possible so that you can start building a community to help your business.

Make sure to listen to episode 22, you’ll be learning a lot from Leslie’s experience and you are going to be able to identify what type of community you want to build and how you can do it so, don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51892774Wed, 16 Nov 2022 17:39:05 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode, we are going to talk about how to build community with the Queen of community building, Leslie Greenwood. Leslie has been in...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we are going to talk about how to build community with the Queen of community building, Leslie Greenwood.

Leslie has been in startups and B2B SaaS for over a decade. She was the VP of Member Success and the first executive hire for Pavilion (formerly Revenue Collective), a global membership community focused on go-to-market executives.

She built the playbook that created amazing evangelists out of current members and was instrumental in growing the community from 2K to 10K members in just under 2 years. Leslie is passionate about the value of connection and evangelism in business.

She founded Chief Evangelist Consulting to bring the power of Evangelist-Led Growth and community to everyone in the SaaS startup world, creating an ecosystem for evangelists and supercharging growth for all.

Leslie knows how important is to set priorities straight in community building. Why do you want to build one in the first place?

Most people are like, “Yeah, this is awesome. Let's build a community”, but they don't actually know why they want to build a community. And there are many different types of communities you can build, whether it's a support community, whether it's product community, engagement community, and acquisition community.

So, as Leslie says, even knowing the biggest, overarching why is important. But then understanding that the community is a community, that it is a gathering of people is just as important. People want to get together, so you have to think about the softer side of community, and what are you going to bring to that as a company to get your community to be sticky. And why? Why do people want to come to you?

There are many things to consider if you want to build a strong community but luckily, Leslie is here to show us the way and to make things as easy as possible so that you can start building a community to help your business.

Make sure to listen to episode 22, you’ll be learning a lot from Leslie’s experience and you are going to be able to identify what type of community you want to build and how you can do it so, don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1857alex,build,business,community,greenwood,growth,interview,leslie,mcnaughten,revup,salesfalse1fullhttps://www.spreaker.com/episode/021-entrepreneurship-and-sales-with-william-balance--51778251https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 21 we are going to talk about entrepreneurship and sales with an incredible guest, William Ballance.

William is a sales rep turned startup founder, today he is the CEO and founder of Lavender, the number 1 email assistant for sales professionals.

Lavender is a sales email assistant. It really exists wherever a sales rep is, Gmail, Outlook, Outreach, SalesLoft, etc, to help them write a better email in less time.

There are lots of ways it does that. But at the end of the day, it just helps them get more replies and save time on their email by writing more effectively.

Today William is going to share with us his journey from sales to entrepreneurship, and how did he get from a sales job to building the top email assistant for sales professionals.

It certainly wasn’t easy, he experienced times when his company was 10 days away from missing payroll, and got the last investment they needed to get profitability at the very last minute. He had to sell his car to get started, barely made groceries, and rent several times.

So, it has been more struggle than ease along the way although now he’s got a stable company with 1000s of users all over the world, and massive brands using their product to increase their reply rates.

At the end of the day, all that effort and sacrifice did pay off for William, do you want to know how William did it? Listen to this episode to know his story.

This episode certainly illustrates all the struggles some entrepreneurs typically go through when they are starting up, but it also shows how big efforts get paid off in the end, so don’t miss this conversation, we are sure you’ll find it helpful.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51778251Thu, 03 Nov 2022 18:02:05 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 21 we are going to talk about entrepreneurship and sales with an incredible guest, William Ballance. William is a sales rep turned...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 21 we are going to talk about entrepreneurship and sales with an incredible guest, William Ballance.

William is a sales rep turned startup founder, today he is the CEO and founder of Lavender, the number 1 email assistant for sales professionals.

Lavender is a sales email assistant. It really exists wherever a sales rep is, Gmail, Outlook, Outreach, SalesLoft, etc, to help them write a better email in less time.

There are lots of ways it does that. But at the end of the day, it just helps them get more replies and save time on their email by writing more effectively.

Today William is going to share with us his journey from sales to entrepreneurship, and how did he get from a sales job to building the top email assistant for sales professionals.

It certainly wasn’t easy, he experienced times when his company was 10 days away from missing payroll, and got the last investment they needed to get profitability at the very last minute. He had to sell his car to get started, barely made groceries, and rent several times.

So, it has been more struggle than ease along the way although now he’s got a stable company with 1000s of users all over the world, and massive brands using their product to increase their reply rates.

At the end of the day, all that effort and sacrifice did pay off for William, do you want to know how William did it? Listen to this episode to know his story.

This episode certainly illustrates all the struggles some entrepreneurs typically go through when they are starting up, but it also shows how big efforts get paid off in the end, so don’t miss this conversation, we are sure you’ll find it helpful.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2229alex,ballance,entrepreneurship,journey,lavender,mcnaughten,sales,startup,williamfalse1fullhttps://www.spreaker.com/episode/020-building-a-world-class-revenue-function-with-jake-dunlap--51699773https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 20 of the Rev Up Sales podcast, we are joined by Jake Dunlap.

Jake is the CEO of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.

Jake has a huge amount of experience partnering with growing companies to help them set up the infrastructure, whether it's the operations, the playbook, or strategic leadership, with more established companies they help them to modernise and really implement best practices.

Jake and his team work with hundreds of companies every year so, he really gets a chance to see the good, the bad, and the ugly of how people are building and scaling revenue teams today.

In this episode, Jake is going to share with us his take on what should companies be doing. What should leaders be doing? And also, what should frontline people be doing to be world-class A-players?

At the company level, Jake has realised that there are some core things that can really make a huge difference when done right. For instance, how common is it to see people saying “oh, I did my job”, somebody else would say “I did mine”, and so on?

Unfortunately, this happens a lot, and it is the purest example of misalignment at the company level. There's no incentive for them to collaborate.

Now, let’s take a look at the companies that are successful in 2022. They are companies that think about that. “I realise we should all focus on revenue” Okay, that makes sense. Let's just get aligned to revenue.

Marketing can actually contribute with some leads that will then produce that leg of revenue; short sales organisation may have some component of compensation for wraps tied to renewal.

The important thing is that many companies don’t know how to work together and that is a huge drawback, even more nowadays that people have found huge potential in collaboration.

There are really a lot of things involved in building a world-class revenue function so, make sure you don’t miss this episode as we are going to dive into all the little details and actions you can take to really make a difference in this regard.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51699773Thu, 27 Oct 2022 00:55:50 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 20 of the Rev Up Sales podcast, we are joined by Jake Dunlap. Jake is the CEO of Skaled, a consultancy focused on helping global 2000...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 20 of the Rev Up Sales podcast, we are joined by Jake Dunlap.

Jake is the CEO of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.

Jake has a huge amount of experience partnering with growing companies to help them set up the infrastructure, whether it's the operations, the playbook, or strategic leadership, with more established companies they help them to modernise and really implement best practices.

Jake and his team work with hundreds of companies every year so, he really gets a chance to see the good, the bad, and the ugly of how people are building and scaling revenue teams today.

In this episode, Jake is going to share with us his take on what should companies be doing. What should leaders be doing? And also, what should frontline people be doing to be world-class A-players?

At the company level, Jake has realised that there are some core things that can really make a huge difference when done right. For instance, how common is it to see people saying “oh, I did my job”, somebody else would say “I did mine”, and so on?

Unfortunately, this happens a lot, and it is the purest example of misalignment at the company level. There's no incentive for them to collaborate.

Now, let’s take a look at the companies that are successful in 2022. They are companies that think about that. “I realise we should all focus on revenue” Okay, that makes sense. Let's just get aligned to revenue.

Marketing can actually contribute with some leads that will then produce that leg of revenue; short sales organisation may have some component of compensation for wraps tied to renewal.

The important thing is that many companies don’t know how to work together and that is a huge drawback, even more nowadays that people have found huge potential in collaboration.

There are really a lot of things involved in building a world-class revenue function so, make sure you don’t miss this episode as we are going to dive into all the little details and actions you can take to really make a difference in this regard.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2908alex,apprento,direct,freeman,hiring,human,mcnaughten,mentor,peak,performance,recruiting,resources,revenue,sales,salesforce,scott,teams,trainingfalse1fullhttps://www.spreaker.com/episode/019-how-to-do-loss-reviews-with-cian-mcloughlin--51476558https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 19 of the Rev Up Sales podcast, we are going to talk about an often-ignored but extremely enlightening stage of the sales process that happens or should happen if a sale has been lost.

We are talking about reviewing and analysing why a sale didn’t come to fruition.

To dive deeper into this topic, we have the pleasure of having Cian McLoughlin on the show with us.

Cian is a regular sales and marketing commentator in the mainstream media. His sales blog has been selected as one of the Top 50 Sales Blogs in the world for the seventh year running by Top Sales World magazine.

He is also the author of the Amazon bestseller Rebirth of a Salesman (voted one of the Top 50 Sales Books in the world for the past 5 years).

His expertise spans all aspects of the sales lifecycle from strategic sales execution, sales training, enablement, channel and alliances management, to Win Loss programs, which is what we will be focusing on today.

Reviewing why you lost a sale is essential if you don’t want it to keep happening, but evaluating wins is also important to get to discriminate what worked from what didn’t.

Is this something your business does? Have you implemented any Win Loss programs yet? If so, how do they work?

In this episode, Cian is going to talk us through every step, and every bit of information that you are going to need to start evaluating what is actually happening when a sale is either won or lost.

So, if you want to be able to do better evaluations of your successes and failures you should listen to this episode because Cian is a master of this craft.

Once you implement this in your business you will have a clearer understanding of the weaknesses and strengths you and your team have so that you know where you should put your efforts and dramatically reduce losses.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51476558Wed, 05 Oct 2022 13:36:33 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 19 of the Rev Up Sales podcast, we are going to talk about an often-ignored but extremely enlightening stage of the sales process that...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 19 of the Rev Up Sales podcast, we are going to talk about an often-ignored but extremely enlightening stage of the sales process that happens or should happen if a sale has been lost.

We are talking about reviewing and analysing why a sale didn’t come to fruition.

To dive deeper into this topic, we have the pleasure of having Cian McLoughlin on the show with us.

Cian is a regular sales and marketing commentator in the mainstream media. His sales blog has been selected as one of the Top 50 Sales Blogs in the world for the seventh year running by Top Sales World magazine.

He is also the author of the Amazon bestseller Rebirth of a Salesman (voted one of the Top 50 Sales Books in the world for the past 5 years).

His expertise spans all aspects of the sales lifecycle from strategic sales execution, sales training, enablement, channel and alliances management, to Win Loss programs, which is what we will be focusing on today.

Reviewing why you lost a sale is essential if you don’t want it to keep happening, but evaluating wins is also important to get to discriminate what worked from what didn’t.

Is this something your business does? Have you implemented any Win Loss programs yet? If so, how do they work?

In this episode, Cian is going to talk us through every step, and every bit of information that you are going to need to start evaluating what is actually happening when a sale is either won or lost.

So, if you want to be able to do better evaluations of your successes and failures you should listen to this episode because Cian is a master of this craft.

Once you implement this in your business you will have a clearer understanding of the weaknesses and strengths you and your team have so that you know where you should put your efforts and dramatically reduce losses.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2358alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/018-heath-wellness-and-mindset-for-success-with-joseph-rakich--51318745https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This week, we are joined by someone who is a little bit different from a lot of our guests. Normally, it's sales leaders or folks in the sales space, but in episode 18, we have Josef Rakich with us.

Josef Rakich’s purpose & passion in life is helping people transform their physique, mindset and improve their lives - each month he reaches more than 10 million people, with more than 4 million active fans and over 160,000 clients across over 60 countries through his online fitness business JRF.

Josef strongly believes that having a good strong mindset is the most important thing when it comes to achieving anything in life. So, in this episode we talked about how a strong mindset is built, what habits are going to help you live a healthier life and how being healthy and working on your physical fitness can play into your work life.

This was an amazing conversation and we really touched on a lot of points concerning health, wellness, and mindset for success so, listen to this episode to identify what things you could change in your daily life to improve your performance and to feel a lot better with yourself at the end of the day.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/51318745Wed, 21 Sep 2022 07:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. This week, we are joined by someone who is a little bit different from a lot of our guests. Normally, it's sales leaders or folks in the sales space,...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This week, we are joined by someone who is a little bit different from a lot of our guests. Normally, it's sales leaders or folks in the sales space, but in episode 18, we have Josef Rakich with us.

Josef Rakich’s purpose & passion in life is helping people transform their physique, mindset and improve their lives - each month he reaches more than 10 million people, with more than 4 million active fans and over 160,000 clients across over 60 countries through his online fitness business JRF.

Josef strongly believes that having a good strong mindset is the most important thing when it comes to achieving anything in life. So, in this episode we talked about how a strong mindset is built, what habits are going to help you live a healthier life and how being healthy and working on your physical fitness can play into your work life.

This was an amazing conversation and we really touched on a lot of points concerning health, wellness, and mindset for success so, listen to this episode to identify what things you could change in your daily life to improve your performance and to feel a lot better with yourself at the end of the day.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1892b2b,business,fitness,hiring,leadership,membership,online,sales,salesteams,sitesfalse1fullhttps://www.spreaker.com/episode/017-why-sdr-teams-fail-with-ricky-pearl--51168457https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

SDRs are a crucial component of a sales team, they assist prospects in identifying solutions to their problems, and they focus on moving, and qualifying leads through the sales pipeline.
Their role is very important for organisations but, very often, businesses hire the wrong people for this role. Why?

Because they have a deep belief that hiring extroverted and ambitious people is always the way to go. You’d probably think that too, but let me tell you, it’s not.

There are a couple of different elements that make great SDRs and in this episode, we are going to talk about them, we’re also going to dive into what is causing SDR teams to fail so badly.

For this purpose, we are joined by Ricky Pearl, a man who loves problem-solving and who has a lot of experience with this particular issue.

Earlier in his career, Ricky noticed that many business owners seemed to be encountering issues with hiring, training, and managing their sales teams - he knew there "was something there."

He drew on his extensive management, sales, and technical experience to create Pointer - an outsourced sales agency that uniquely provides "sales as a service" to businesses who don't have the time or resources to effectively manage their own internal sales department.
The other day, I was reading some stats and a large global consulting organisation said that if an organization's hiring SDRS, typically 30 to 40% of them will not work out, and they'll leave the team.

Those numbers are crazy! So, what can be done to have an SDR team that does what it should, where people don’t have the need to walk out as soon as they can?

In this episode, we are going to answer that question and we’re going to touch on all the problems that make SDR teams fail. Listen to this episode to know what things you should be paying attention to when you hire SDRs so that your team doesn’t end up following the same path those 30 to 40% have.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51168457Wed, 07 Sep 2022 12:55:33 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. SDRs are a crucial component of a sales team, they assist prospects in identifying solutions to their problems, and they focus on moving, and...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

SDRs are a crucial component of a sales team, they assist prospects in identifying solutions to their problems, and they focus on moving, and qualifying leads through the sales pipeline.
Their role is very important for organisations but, very often, businesses hire the wrong people for this role. Why?

Because they have a deep belief that hiring extroverted and ambitious people is always the way to go. You’d probably think that too, but let me tell you, it’s not.

There are a couple of different elements that make great SDRs and in this episode, we are going to talk about them, we’re also going to dive into what is causing SDR teams to fail so badly.

For this purpose, we are joined by Ricky Pearl, a man who loves problem-solving and who has a lot of experience with this particular issue.

Earlier in his career, Ricky noticed that many business owners seemed to be encountering issues with hiring, training, and managing their sales teams - he knew there "was something there."

He drew on his extensive management, sales, and technical experience to create Pointer - an outsourced sales agency that uniquely provides "sales as a service" to businesses who don't have the time or resources to effectively manage their own internal sales department.
The other day, I was reading some stats and a large global consulting organisation said that if an organization's hiring SDRS, typically 30 to 40% of them will not work out, and they'll leave the team.

Those numbers are crazy! So, what can be done to have an SDR team that does what it should, where people don’t have the need to walk out as soon as they can?

In this episode, we are going to answer that question and we’re going to touch on all the problems that make SDR teams fail. Listen to this episode to know what things you should be paying attention to when you hire SDRs so that your team doesn’t end up following the same path those 30 to 40% have.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2292b2b,growth,human,peak,performance,resources,revenue,sales,sdr,teamsfalse1fullhttps://www.spreaker.com/episode/016-what-has-changed-in-sales-with-marcus-cauchi--51059383 https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 16 of the Rev Up Sales podcast, we are going to talk about what has changed in sales over the last few years with non-other than Marcus Cauchi.

Marcus is a sales veteran with more than 35 years of experience who teaches sellers that they get further when they learn to collaborate, not manipulate, and serve others instead of serving themselves.

In this episode, we are going to discuss what have been the most notorious changes in sales over the years and what are the questions businesses should be asking themselves nowadays.

The world has changed a lot in the last few years and the world of sales has moved with it, in some respects for the better but there are still challenges to be faced and problems to be solved.

Thankfully, people are more sensitive than before, and people are realising that we can grow together rather than stepping over each other to get to a certain goal, but that doesn’t necessarily mean that it is put into practice, especially in sales.

Marcus knows that you don’t have to make others lose in order to win, and he has proven time and time again that people can build triple-win ecosystems where the customer wins, the partners win, and you win.

So, listen to this conversation this week to know what the context of the world of sales is right now and how businesses can, and should adapt to the world we live in today without being destructive towards others.

Marcus is certainly amazing to listen to so, don’t miss this episode because we really touch on a lot of important points that we’re sure you’ll find relevant.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/51059383Sun, 28 Aug 2022 20:06:38 +0000Alex McNaughtenVisithttps://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 16 of the Rev Up Sales podcast, we are going to talk about what has changed in sales over the last few years with non-other than Marcus... https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 16 of the Rev Up Sales podcast, we are going to talk about what has changed in sales over the last few years with non-other than Marcus Cauchi.

Marcus is a sales veteran with more than 35 years of experience who teaches sellers that they get further when they learn to collaborate, not manipulate, and serve others instead of serving themselves.

In this episode, we are going to discuss what have been the most notorious changes in sales over the years and what are the questions businesses should be asking themselves nowadays.

The world has changed a lot in the last few years and the world of sales has moved with it, in some respects for the better but there are still challenges to be faced and problems to be solved.

Thankfully, people are more sensitive than before, and people are realising that we can grow together rather than stepping over each other to get to a certain goal, but that doesn’t necessarily mean that it is put into practice, especially in sales.

Marcus knows that you don’t have to make others lose in order to win, and he has proven time and time again that people can build triple-win ecosystems where the customer wins, the partners win, and you win.

So, listen to this conversation this week to know what the context of the world of sales is right now and how businesses can, and should adapt to the world we live in today without being destructive towards others.

Marcus is certainly amazing to listen to so, don’t miss this episode because we really touch on a lot of important points that we’re sure you’ll find relevant.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2887b2b,high,hr,leadership,performance,recruitment,sales,salesteamsfalse1fullhttps://www.spreaker.com/episode/015-sales-leadership-with-david-brock--50861935https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 15, we are joined by David Brock, author of the Sales Manager Survival Guide, and CEO of Partners in Excellence.

David Brock has spent his career developing high-performance organisations. He has been recognised as one of the best coaches in the world, having coached hundreds of individuals and teams.

In this episode, David is going to talk with us about one of his main areas of expertise, Sales Leadership.

David knows very well that there are lots of really good frontline sales managers struggling to be successful. They don't know how to do it, they don't know what the job is, they don't know how to spend their time, and so on and so forth.

What can be done to make things right? What is sales leadership actually about? What is the right profile for the job?

Listen to this episode to find the answers to these questions and to understand what businesses have been doing wrong for a very long time so that you don’t do the same. We are very lucky to have David on the show sharing with us his knowledge and his experience, and we know you’ll find this interview really helpful.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50861935Tue, 09 Aug 2022 22:39:04 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 15, we are joined by David Brock, author of the Sales Manager Survival Guide, and CEO of Partners in Excellence. David Brock has spent...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 15, we are joined by David Brock, author of the Sales Manager Survival Guide, and CEO of Partners in Excellence.

David Brock has spent his career developing high-performance organisations. He has been recognised as one of the best coaches in the world, having coached hundreds of individuals and teams.

In this episode, David is going to talk with us about one of his main areas of expertise, Sales Leadership.

David knows very well that there are lots of really good frontline sales managers struggling to be successful. They don't know how to do it, they don't know what the job is, they don't know how to spend their time, and so on and so forth.

What can be done to make things right? What is sales leadership actually about? What is the right profile for the job?

Listen to this episode to find the answers to these questions and to understand what businesses have been doing wrong for a very long time so that you don’t do the same. We are very lucky to have David on the show sharing with us his knowledge and his experience, and we know you’ll find this interview really helpful.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1955b2b,brock,david,leadership,recruiting,salesfalse1fullhttps://www.spreaker.com/episode/014-the-talent-lifecycle-is-broken-in-sales-with-alex-mcnaughten-scott-freeman--50728968https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 14, Scotty and I talk about challenges with the sales talent lifecycle, and what you as a sales leader or business owner should be thinking about and taking action on as you're hiring, onboarding, and developing your teams.

When you hire a salesperson, it is essential to have a proper process to get them up to speed, there are some key parts of that that we will dive into in this episode because there are some numbers, and the numbers aren't great at the moment.

Almost 90 days can go by from the point you put up a job ad to the point you'll have someone starting in your team. Needless to say, it is quite slow, and I think a lot of businesses are feeling that pain around filling roles.

And then, if you look at the onboarding time, it takes on average three and a half months for a sales professional to get not up to full performance, but to a level that is acceptable. After that, typically, you'd be looking at anywhere from seven to 12 months before that person's really firing, and they're really hitting or exceeding the target.

As if that wasn’t bad enough, at the moment, the average retention time for a salesperson or a sales professional is 11 months, and that's come down, it was 13 a couple of years ago.
As you can see, this is a big problem, and it only seems to get worse as time goes by so, listen to this episode to understand what is causing it and to learn what to do in your organisation when you’re looking to hire someone so that you can do things better.

Bear in mind that in the current market, we are massively short of good talent so, all the stages are so important that you get right and it has become more important than ever to always be recruiting, to get your process right when you're interviewing, and then when you get them on board, to look after them. Look after them for the long term. Make it a great experience!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50728968Wed, 27 Jul 2022 17:20:31 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 14, Scotty and I talk about challenges with the sales talent lifecycle, and what you as a sales leader or business owner should be thinking...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 14, Scotty and I talk about challenges with the sales talent lifecycle, and what you as a sales leader or business owner should be thinking about and taking action on as you're hiring, onboarding, and developing your teams.

When you hire a salesperson, it is essential to have a proper process to get them up to speed, there are some key parts of that that we will dive into in this episode because there are some numbers, and the numbers aren't great at the moment.

Almost 90 days can go by from the point you put up a job ad to the point you'll have someone starting in your team. Needless to say, it is quite slow, and I think a lot of businesses are feeling that pain around filling roles.

And then, if you look at the onboarding time, it takes on average three and a half months for a sales professional to get not up to full performance, but to a level that is acceptable. After that, typically, you'd be looking at anywhere from seven to 12 months before that person's really firing, and they're really hitting or exceeding the target.

As if that wasn’t bad enough, at the moment, the average retention time for a salesperson or a sales professional is 11 months, and that's come down, it was 13 a couple of years ago.
As you can see, this is a big problem, and it only seems to get worse as time goes by so, listen to this episode to understand what is causing it and to learn what to do in your organisation when you’re looking to hire someone so that you can do things better.

Bear in mind that in the current market, we are massively short of good talent so, all the stages are so important that you get right and it has become more important than ever to always be recruiting, to get your process right when you're interviewing, and then when you get them on board, to look after them. Look after them for the long term. Make it a great experience!


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2176b2b,human,people,recruiting,recruitment,resources,salesfalse1fullhttps://www.spreaker.com/episode/013-scaling-sales-with-amanda-armstrong--50558100https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This Thursday, 8 AM NZT, in the Rev-Up Sales Podcast, episode 13, we are going to talk about scaling sales with Amanda Armstrong.

Amanda specialises in helping B2B tech companies who’ve gone past the growth stage and want to scale. Amanda and her team help her clients build a repeatable, scalable revenue engine to accomplish it, even if scaling means expanding into other countries.

It is really exciting for any business owner to grow their business and face new challenges, but it is also very common for businesses that want to scale to lack some foundational elements.

There are a couple essential things that must be set up before thinking about scaling, and that’s why Amanda is going to share with us her four pillars of scaling sales, and the elements you need to have in place before taking the next step.

It’s very exciting to have her on the show and experience her expertise on this topic. We know you are going to get a lot out of this episode, more so if you are currently thinking about reaching new heights.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50558100Wed, 13 Jul 2022 16:22:34 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. This Thursday, 8 AM NZT, in the Rev-Up Sales Podcast, episode 13, we are going to talk about scaling sales with Amanda Armstrong. Amanda specialises...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This Thursday, 8 AM NZT, in the Rev-Up Sales Podcast, episode 13, we are going to talk about scaling sales with Amanda Armstrong.

Amanda specialises in helping B2B tech companies who’ve gone past the growth stage and want to scale. Amanda and her team help her clients build a repeatable, scalable revenue engine to accomplish it, even if scaling means expanding into other countries.

It is really exciting for any business owner to grow their business and face new challenges, but it is also very common for businesses that want to scale to lack some foundational elements.

There are a couple essential things that must be set up before thinking about scaling, and that’s why Amanda is going to share with us her four pillars of scaling sales, and the elements you need to have in place before taking the next step.

It’s very exciting to have her on the show and experience her expertise on this topic. We know you are going to get a lot out of this episode, more so if you are currently thinking about reaching new heights.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2671alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/012-enterprise-sales-selling-to-the-c-level--50394845https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This week, we are interviewing Steve Hall on the Rev Up Sales Podcast. Steve is the Co-Founder of Executive Sales Forum International and one of Australia’s leading C-Level sales experts.

In episode 12, we talk to him about selling to the C-Level, with a focus on larger, enterprise deals.

For the past ten years, Steve has been working with sales executives helping them understand what’s relevant for senior executives, helping them get meetings with those executives, making sure those meetings go as productively as possible, and then helping them to have an idea of what to do afterward.

In this episode, Steve shares with us all the different areas to take into account when approaching a senior executive. We discuss what is causing problems for salespeople in that regard and what you can do to have a successful conversation with your ideal clients.

Lots of practical takeaways in this episode for those interested in more complex B2B sales so, make sure you don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50394845Wed, 29 Jun 2022 18:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. This week, we are interviewing Steve Hall on the Rev Up Sales Podcast. Steve is the Co-Founder of Executive Sales Forum International and one of...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

This week, we are interviewing Steve Hall on the Rev Up Sales Podcast. Steve is the Co-Founder of Executive Sales Forum International and one of Australia’s leading C-Level sales experts.

In episode 12, we talk to him about selling to the C-Level, with a focus on larger, enterprise deals.

For the past ten years, Steve has been working with sales executives helping them understand what’s relevant for senior executives, helping them get meetings with those executives, making sure those meetings go as productively as possible, and then helping them to have an idea of what to do afterward.

In this episode, Steve shares with us all the different areas to take into account when approaching a senior executive. We discuss what is causing problems for salespeople in that regard and what you can do to have a successful conversation with your ideal clients.

Lots of practical takeaways in this episode for those interested in more complex B2B sales so, make sure you don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2408alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/011-a-winning-sales-mindset-with-luigi-prestinenzi--50212377https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 11, we talk about mindset with an amazing guest, Luigi Prestinenzi.

Luigi is the co-founder and head of growth at SalesIQ. He is highly regarded in the Learning and Development industry having led major transformation projects with some of the world's most respected companies.

He has been in sales for almost 20 years and that experience has taught him that mindset is at the core of every successful and unsuccessful deal.

If you look at the days that don't go well, when you look at the deals that might have gone a bit south, and when things didn't go the way that you thought they would go. It probably wasn’t a result of your skillset, but a result of the way you behaved through the process.

For Luigi, mindset is all about the way we show up. In order to be successful in any sale, you have to have a good mindset.

Listen to this episode to learn how to work on your mindset so that you can get the most out of every situation. We are going to talk about some of the areas where it plays a huge role so that you can identify what you need to work on the most and make sure that what you bring to the table works for everyone, including yourself.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50212377Wed, 15 Jun 2022 12:51:59 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 11, we talk about mindset with an amazing guest, Luigi Prestinenzi. Luigi is the co-founder and head of growth at SalesIQ. He is highly...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 11, we talk about mindset with an amazing guest, Luigi Prestinenzi.

Luigi is the co-founder and head of growth at SalesIQ. He is highly regarded in the Learning and Development industry having led major transformation projects with some of the world's most respected companies.

He has been in sales for almost 20 years and that experience has taught him that mindset is at the core of every successful and unsuccessful deal.

If you look at the days that don't go well, when you look at the deals that might have gone a bit south, and when things didn't go the way that you thought they would go. It probably wasn’t a result of your skillset, but a result of the way you behaved through the process.

For Luigi, mindset is all about the way we show up. In order to be successful in any sale, you have to have a good mindset.

Listen to this episode to learn how to work on your mindset so that you can get the most out of every situation. We are going to talk about some of the areas where it plays a huge role so that you can identify what you need to work on the most and make sure that what you bring to the table works for everyone, including yourself.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2206alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,luigi,mcnaughten,mentor,prestinenzi,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/010-selling-through-stories-with-ravi-rajani--50002334https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 10 of the Rev Up Sales podcast, we are going to talk about the power of storytelling with an amazing guest, Ravi Rajani.

Ravi showed incredible talent and creativity from a young age. He used to go to dancing classes when he was a kid; he didn’t necessarily love it, but because of those classes he felt something he had never felt before and secretly thought it was amazing.

He discovered theatre later on and became very good at it. His family used to encourage him to take speaking or acting seriously because they thought he was pretty good at it, but Ravi said, “no way, I’m going to go make some money”.

That’s when he went to business school and ended up on the trading floor at Citibank where he began his career in corporate sales, which is what he really wanted to do.

Once he got there, he started to feel like there was something else out there for him, but he didn't know what it was at the time. So, he pressed eject in 2016 and started doing TV appearances in the UK, doing radio, coaching, leading and building sales teams in early-stage startups.

Ravi recognised there were three things that really slapped him in the face. He asked himself, number one, why are so many salespeople stuck selling with features? Number two, why do they have presentations with no personality? And number three, why do they not include any storytelling?

He felt like it was illegal to showcase who people really were and that's what led him to the big mission he is accomplishing nowadays; helping sales teams sell more with stories and doing it in a way that is authentic and without compromising who they truly are.

Ravi never imagined he would end up working in storytelling, but his trajectory has made him aware of the relevance that stories have for people in general, so now, he uses them towards building great business relationships.

Listen to this episode to learn more about storytelling and how you can use it to approach clients while providing them with value and solutions. Ravi is going to tell us in detail how he does it and we’re sure you are going to learn a lot from him.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/50002334Wed, 01 Jun 2022 00:33:50 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 10 of the Rev Up Sales podcast, we are going to talk about the power of storytelling with an amazing guest, Ravi Rajani. Ravi showed...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 10 of the Rev Up Sales podcast, we are going to talk about the power of storytelling with an amazing guest, Ravi Rajani.

Ravi showed incredible talent and creativity from a young age. He used to go to dancing classes when he was a kid; he didn’t necessarily love it, but because of those classes he felt something he had never felt before and secretly thought it was amazing.

He discovered theatre later on and became very good at it. His family used to encourage him to take speaking or acting seriously because they thought he was pretty good at it, but Ravi said, “no way, I’m going to go make some money”.

That’s when he went to business school and ended up on the trading floor at Citibank where he began his career in corporate sales, which is what he really wanted to do.

Once he got there, he started to feel like there was something else out there for him, but he didn't know what it was at the time. So, he pressed eject in 2016 and started doing TV appearances in the UK, doing radio, coaching, leading and building sales teams in early-stage startups.

Ravi recognised there were three things that really slapped him in the face. He asked himself, number one, why are so many salespeople stuck selling with features? Number two, why do they have presentations with no personality? And number three, why do they not include any storytelling?

He felt like it was illegal to showcase who people really were and that's what led him to the big mission he is accomplishing nowadays; helping sales teams sell more with stories and doing it in a way that is authentic and without compromising who they truly are.

Ravi never imagined he would end up working in storytelling, but his trajectory has made him aware of the relevance that stories have for people in general, so now, he uses them towards building great business relationships.

Listen to this episode to learn more about storytelling and how you can use it to approach clients while providing them with value and solutions. Ravi is going to tell us in detail how he does it and we’re sure you are going to learn a lot from him.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2232alex,apprento,ashton,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,ranjani,ravi,recruiting,ryan,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/009-how-important-is-likeability-with-alex-scotty--49845803https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we're going to talk about a very ingrained idea among some salespeople. That idea is that you need to be liked in order to sell.

We’re going to discuss the role of likeability in sales and, we are going to differentiate between being liked and being trusted.

First of all, it is important to build really solid, strong relationships with businesses and clients. But, at least in New Zealand, we've got this bit of a village mindset where we rely on our personal relationships. We'll go use the connections we have from our brothers, uncles, and friends, and sell to those people.

Kiwis definitely have this idea that you need to be very much liked and get on with your customers in order to sell to them. The question is, is that assumption actually true?

Some cultures may promote this kind of approach to people, and in some contexts, that can be translated to sales as well. It may depend on where you are from, how you were raised, or what sales philosophy you were trained with. There can be a lot of factors taking part in how important it is to you.

But, is it really necessary to be liked in order to sell?

Drumroll…..

No, it isn’t, and we are going to tell you why.

We’re going to dive into this polemic topic, and we are going to share with you studies and actual data that reveal to us what role likeability is actually playing in sales. That data also shows us what are the areas that successful salespeople focus on, and work on the most.

Spoiler alert: You guessed it; it’s not on their likeability.

We’re certain that this episode is going to help you see the bigger picture and set your priorities straight because there are a lot of more important things to worry about than whether people like you or not. Of course, being liked helps but it is not the key to success so, don’t miss this episode.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/49845803Wed, 18 May 2022 15:18:06 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode, we're going to talk about a very ingrained idea among some salespeople. That idea is that you need to be liked in order to sell....https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode, we're going to talk about a very ingrained idea among some salespeople. That idea is that you need to be liked in order to sell.

We’re going to discuss the role of likeability in sales and, we are going to differentiate between being liked and being trusted.

First of all, it is important to build really solid, strong relationships with businesses and clients. But, at least in New Zealand, we've got this bit of a village mindset where we rely on our personal relationships. We'll go use the connections we have from our brothers, uncles, and friends, and sell to those people.

Kiwis definitely have this idea that you need to be very much liked and get on with your customers in order to sell to them. The question is, is that assumption actually true?

Some cultures may promote this kind of approach to people, and in some contexts, that can be translated to sales as well. It may depend on where you are from, how you were raised, or what sales philosophy you were trained with. There can be a lot of factors taking part in how important it is to you.

But, is it really necessary to be liked in order to sell?

Drumroll…..

No, it isn’t, and we are going to tell you why.

We’re going to dive into this polemic topic, and we are going to share with you studies and actual data that reveal to us what role likeability is actually playing in sales. That data also shows us what are the areas that successful salespeople focus on, and work on the most.

Spoiler alert: You guessed it; it’s not on their likeability.

We’re certain that this episode is going to help you see the bigger picture and set your priorities straight because there are a lot of more important things to worry about than whether people like you or not. Of course, being liked helps but it is not the key to success so, don’t miss this episode.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1316alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/008-social-selling-with-ryan-the-lion-ashton--49642866https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 8 of the Rev Up Sales Podcast, we are going to talk about Social Selling with non-other than Ryan ‘The Lion’ Ashton.

Ryan has been running A Few Quiet Yarns (AFQY) for the tech community - all about "Personalising Business" bringing the H2H over B2B and B2C through Events, Training, Social and Digital. AFQY has connected over 8,500 people through their stories, technology and business over the last 13 years.

He’s worked across sales, across marketing, across agency. He’s done everything from copywriting to directing to sales, sales management, marketing, marketing management, he has deployed CRMs, managed, trained CRMs, marketing automation.

That versatility has allowed him to realistically see what needs to be done with every client and to know how things should work together and be orchestrated together in order to function properly.

Ryan’s way of approaching these situations has enabled him to save and resurrect various sales and marketing organizations. By coming in and doing what he can do with the bits he’s mastered, but also by being able to pull in the specialists to do the bits that he can't do.

Of course, he knows how to do things and deliver great results at a very high level so today he is going to share with us some of his knowledge regarding Social Selling and also, some very easy tips to become better at engaging with people.

This was a great conversation so, listen to this episode to know what Social Selling is about and to improve the way you connect with people. We also dived into other topics around sales that we know you will find very interesting so, don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/49642866Wed, 04 May 2022 16:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In episode 8 of the Rev Up Sales Podcast, we are going to talk about Social Selling with non-other than Ryan ‘The Lion’ Ashton. Ryan has been...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In episode 8 of the Rev Up Sales Podcast, we are going to talk about Social Selling with non-other than Ryan ‘The Lion’ Ashton.

Ryan has been running A Few Quiet Yarns (AFQY) for the tech community - all about "Personalising Business" bringing the H2H over B2B and B2C through Events, Training, Social and Digital. AFQY has connected over 8,500 people through their stories, technology and business over the last 13 years.

He’s worked across sales, across marketing, across agency. He’s done everything from copywriting to directing to sales, sales management, marketing, marketing management, he has deployed CRMs, managed, trained CRMs, marketing automation.

That versatility has allowed him to realistically see what needs to be done with every client and to know how things should work together and be orchestrated together in order to function properly.

Ryan’s way of approaching these situations has enabled him to save and resurrect various sales and marketing organizations. By coming in and doing what he can do with the bits he’s mastered, but also by being able to pull in the specialists to do the bits that he can't do.

Of course, he knows how to do things and deliver great results at a very high level so today he is going to share with us some of his knowledge regarding Social Selling and also, some very easy tips to become better at engaging with people.

This was a great conversation so, listen to this episode to know what Social Selling is about and to improve the way you connect with people. We also dived into other topics around sales that we know you will find very interesting so, don’t miss it.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2834alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/007-is-cold-calling-dead-with-rana-kordahi--49485722https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode of the Rev Up Sales Podcast, we are going to talk about cold calling, the misconceptions, the benefits of doing it right, and what steps should be followed in order to make a great cold call.

For that matter, we have non-other than Rana Kordahi. Rana has worked in sales for about 20 years and knows a lot about this.

She is a sales coach, NLP practitioner, writer, and TEDx speaker. Rana is also, Top 10 Female Sales Coach in 2020 by Yahoo Finance and Top 15 Sales Experts to Watch in 2021 by The Australian Business Journal.

Rana is known for her ability to change people’s perception about cold calling, mainly because of the results they get, but also because she shows them that they can actually enjoy doing it.

Today we are going to talk about the different ideas around cold calling. Many people say that it doesn’t work anymore, a thing of the past. Others think of it as a one-time event; Rana is here to show us how wrong those conceptions are.

She knows that many people think they’re going to close the deal on that first call. That is a problem for them because, most of the time, they're not going to be able to do such a thing. Why? because there are so many decision makers, it's complex!

Of course, you need to try and sell the appointment on the phone, but sometimes you might not be able to do it on the first call, you might be able to sell it after several calls.

So, it is definitely not a one-time event, you have to build up to a certain point where a decision is made.

However, Rana knows how important it is to do the homework and have something compelling.

“You do your research, you know a little bit about them, you approach it as if you're the expert in their industry, then you have a high probability of at least having them talk to you on the phone. And then another higher probability of you getting that meeting with that person as well.”

We are so thrilled to have her share her knowledge and experience on the show today and we know you are going to get a lot out of this conversation.

Listen to this episode as we dive into all the things you need to know about cold calling. Remember, she is also sharing with us the 5 steps that make a great cold call, and how you can get the most out of every one of them.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/49485722Wed, 20 Apr 2022 00:54:11 +0000Alex McNaughtenVisit https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now. In this episode of the Rev Up Sales Podcast, we are going to talk about cold calling, the misconceptions, the benefits of doing it right, and what...https://apprento.io/download to Learn how to Sell in Uncertain Times. Get the FREE Guide now.

In this episode of the Rev Up Sales Podcast, we are going to talk about cold calling, the misconceptions, the benefits of doing it right, and what steps should be followed in order to make a great cold call.

For that matter, we have non-other than Rana Kordahi. Rana has worked in sales for about 20 years and knows a lot about this.

She is a sales coach, NLP practitioner, writer, and TEDx speaker. Rana is also, Top 10 Female Sales Coach in 2020 by Yahoo Finance and Top 15 Sales Experts to Watch in 2021 by The Australian Business Journal.

Rana is known for her ability to change people’s perception about cold calling, mainly because of the results they get, but also because she shows them that they can actually enjoy doing it.

Today we are going to talk about the different ideas around cold calling. Many people say that it doesn’t work anymore, a thing of the past. Others think of it as a one-time event; Rana is here to show us how wrong those conceptions are.

She knows that many people think they’re going to close the deal on that first call. That is a problem for them because, most of the time, they're not going to be able to do such a thing. Why? because there are so many decision makers, it's complex!

Of course, you need to try and sell the appointment on the phone, but sometimes you might not be able to do it on the first call, you might be able to sell it after several calls.

So, it is definitely not a one-time event, you have to build up to a certain point where a decision is made.

However, Rana knows how important it is to do the homework and have something compelling.

“You do your research, you know a little bit about them, you approach it as if you're the expert in their industry, then you have a high probability of at least having them talk to you on the phone. And then another higher probability of you getting that meeting with that person as well.”

We are so thrilled to have her share her knowledge and experience on the show today and we know you are going to get a lot out of this conversation.

Listen to this episode as we dive into all the things you need to know about cold calling. Remember, she is also sharing with us the 5 steps that make a great cold call, and how you can get the most out of every one of them.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>1621alex,apprento,brad,cardone,direct,freeman,grant,hiring,lee,mcnaughten,mentor,recruiting,sales,salesforce,scott,trainingfalse1fullhttps://www.spreaker.com/episode/006-you-dont-have-to-be-liked-to-sell-with-benjamin-dennehy--49334584https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

In this Episode we speak with The UK's Most Hated Sales Trainer!

Our infamous guest, Benjamin Dennehy, unpacks the misconception that you need to build strong relationships with people in order to sell to them.

Benjamin Dennehy, aka the ‘UK’s Most Hated Sales Trainer’, is an engaging sales speaker and sales trainer who will explain that the barriers cemented within the selling process are the fault of childhood programming, poor beliefs, and general hatred of being in sales. Dennehy brings an antipodean brutality and charm to the sales experience that many have never encountered before.

Listen to this episode for a rare, counter-industry perspective on sales and the relationship of the salesman to the buyer.

Visit Apprento online:
https://apprento.io


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/49334584Wed, 06 Apr 2022 03:04:16 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. In this Episode we speak with The UK's Most Hated Sales Trainer! Our infamous guest, Benjamin Dennehy, unpacks the misconception that...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

In this Episode we speak with The UK's Most Hated Sales Trainer!

Our infamous guest, Benjamin Dennehy, unpacks the misconception that you need to build strong relationships with people in order to sell to them.

Benjamin Dennehy, aka the ‘UK’s Most Hated Sales Trainer’, is an engaging sales speaker and sales trainer who will explain that the barriers cemented within the selling process are the fault of childhood programming, poor beliefs, and general hatred of being in sales. Dennehy brings an antipodean brutality and charm to the sales experience that many have never encountered before.

Listen to this episode for a rare, counter-industry perspective on sales and the relationship of the salesman to the buyer.

Visit Apprento online:
https://apprento.io


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2565highticketsales,hiring,recruiting,sales,salescoaching,salesteams,salestraining,sell,trainingfalse1fullhttps://www.spreaker.com/episode/005-sales-dna-with-alex-scotty--49160198https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today, we are going to talk about the mysterious topic of sales DNA.

What do we mean by sales DNA? It's understanding people at a deeper level, and understanding the key capabilities, their inherent preferences, the attributes, and the abilities that make individuals predictors of performance.

The basic premise is that there are some inherent preferences that are probably a mixture of nature and nurture.

If you think about a person as an iceberg, the bit that we can see is the bit that we tend to work with, for the most part. People are hiding, or even not aware of some of the things that are below the surface.

In this episode, we are going to dive into the complexities of sales DNA and look at some of the problems of not understanding what it is, both in the hiring and training of salespeople.

We will talk about how we can overcome those problems, and also, we are going to share with you some of the things that we've noticed, what the data shows, and what's it made us aware of.

We really want to get a lot deeper than a lot of the industry does when it looks at people and reasons for performance so, there is a lot to talk about regarding sales DNA.

Listen to this episode to get to know yourself and your team at a deeper level, not only your existing team but people you might bring on. There is a deeper level than what you see on the surface and understanding what are the traits that lead to top performance in your team is an enormous advantage over your competitors.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/49160198Wed, 23 Mar 2022 15:55:01 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. Today, we are going to talk about the mysterious topic of sales DNA. What do we mean by sales DNA? It's understanding people at a...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today, we are going to talk about the mysterious topic of sales DNA.

What do we mean by sales DNA? It's understanding people at a deeper level, and understanding the key capabilities, their inherent preferences, the attributes, and the abilities that make individuals predictors of performance.

The basic premise is that there are some inherent preferences that are probably a mixture of nature and nurture.

If you think about a person as an iceberg, the bit that we can see is the bit that we tend to work with, for the most part. People are hiding, or even not aware of some of the things that are below the surface.

In this episode, we are going to dive into the complexities of sales DNA and look at some of the problems of not understanding what it is, both in the hiring and training of salespeople.

We will talk about how we can overcome those problems, and also, we are going to share with you some of the things that we've noticed, what the data shows, and what's it made us aware of.

We really want to get a lot deeper than a lot of the industry does when it looks at people and reasons for performance so, there is a lot to talk about regarding sales DNA.

Listen to this episode to get to know yourself and your team at a deeper level, not only your existing team but people you might bring on. There is a deeper level than what you see on the surface and understanding what are the traits that lead to top performance in your team is an enormous advantage over your competitors.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2132b2bsales,directsales,hiring,peakperformance,salesmentor,salespeople,salestrainingfalse1fullhttps://www.spreaker.com/episode/004-sales-isn-t-a-dirty-word-with-kyle-coleman--48987178https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today, in the Rev Up Sales podcast we are going to talk about some conceptions people have about sales, and specifically, why sales ended up being a dirty word.

Sales is this dirty word, and as a result, we're missing out on getting a bunch of awesome people into the profession. Today I want to explore that problem with our amazing guest, Kyle Coleman.

We are going to unpack why it's a dirty word. And then also, talk about all the good stuff about sales, why it's an awesome career, and where it can lead.

Kyle is the VP of revenue growth at Clari where he’s now leading sales development, growth, marketing, sales enablement, Value Engineering.

His main charge is creating the right accounts at the right time. He specializes in getting in front of the right people and then creating the programs and processes that help mature that pipeline for their sales team to close.

Before joining Clari he worked at a six-person business intelligence company back in 2013 as the first individual contributor on the sales side and marketing side. He ended up being the first SDR at this company, and he then grew the team from one to a team of about 65 people globally.

The company went from $100,000 in revenue ARR when he joined to about 100 million in ARR when he left.

Kyle has been in sales all his life, and today he’s going to share with us his views on sales and salespeople, his thoughts on how different personalities perform in a sales environment, what are the attributes of successful salespeople, what are the skills you learn in sales as a career, among other great topics.

Listen to this conversation as we dive into the current situation around sales. We want to showcase and talk about the problem of sales missing a lot of great people because of it being “dirty”, but also, we want to share our experiences with you and why we think sales is a great career choice.

I’m sure you’ll find this conversation relevant, and we hope it helps you in any way either in your life or in your career.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/48987178Wed, 09 Mar 2022 16:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. Today, in the Rev Up Sales podcast we are going to talk about some conceptions people have about sales, and specifically, why sales...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today, in the Rev Up Sales podcast we are going to talk about some conceptions people have about sales, and specifically, why sales ended up being a dirty word.

Sales is this dirty word, and as a result, we're missing out on getting a bunch of awesome people into the profession. Today I want to explore that problem with our amazing guest, Kyle Coleman.

We are going to unpack why it's a dirty word. And then also, talk about all the good stuff about sales, why it's an awesome career, and where it can lead.

Kyle is the VP of revenue growth at Clari where he’s now leading sales development, growth, marketing, sales enablement, Value Engineering.

His main charge is creating the right accounts at the right time. He specializes in getting in front of the right people and then creating the programs and processes that help mature that pipeline for their sales team to close.

Before joining Clari he worked at a six-person business intelligence company back in 2013 as the first individual contributor on the sales side and marketing side. He ended up being the first SDR at this company, and he then grew the team from one to a team of about 65 people globally.

The company went from $100,000 in revenue ARR when he joined to about 100 million in ARR when he left.

Kyle has been in sales all his life, and today he’s going to share with us his views on sales and salespeople, his thoughts on how different personalities perform in a sales environment, what are the attributes of successful salespeople, what are the skills you learn in sales as a career, among other great topics.

Listen to this conversation as we dive into the current situation around sales. We want to showcase and talk about the problem of sales missing a lot of great people because of it being “dirty”, but also, we want to share our experiences with you and why we think sales is a great career choice.

I’m sure you’ll find this conversation relevant, and we hope it helps you in any way either in your life or in your career.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2801alex,brad,cardone,coleman,direct,grant,hiring,how,kyle,lee,mcnaughten,mentor,recruiting,sales,salesforce,sell,to,trainingfalse1fullhttps://www.spreaker.com/episode/003-outbound-selling-with-jason-bay--48802595https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today we're talking to Jason Bay about Outbound Sales. Jason is Chief Prospecting Officer at Blissful Prospecting. He’s on a mission to help reps and sales teams turn complete strangers into paying customers.

A few of his clients have included reps and sales teams from companies like Zoom, CBRE, Medallia, Xfinity, Commvault, and many more. Sales is the only "adult job" he’s ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to helping thousands of reps master cold outreach.

What's always fascinated Jason about outbound of any kind, whether that B-B or B-C is how cool it is to take a complete stranger and turn them into a paying client in a day or less.

The painting services Jason was selling in the US, the average ticket was $4,000 - $6,000 and he would make 25% profit off of that sale.

Jason worked his way into outbound sales through the company's sales manager as a marketing director.

Today random cold calling is over; it doesn't work. Blasting out emails, will fail most of the time. You can use free tools to research prospects by finding their email, phone number, and learn more about them before you call so the game has completely changed.

Even as an extremely introverted kid, Jason sold a substantial amount of painting contracts.

Listen to this amazing conversation as we also dive into a few other topics as well. We know this is going to be super valuable for you.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/48802595Wed, 23 Feb 2022 17:00:02 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. Today we're talking to Jason Bay about Outbound Sales. Jason is Chief Prospecting Officer at Blissful Prospecting. He’s on a mission...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today we're talking to Jason Bay about Outbound Sales. Jason is Chief Prospecting Officer at Blissful Prospecting. He’s on a mission to help reps and sales teams turn complete strangers into paying customers.

A few of his clients have included reps and sales teams from companies like Zoom, CBRE, Medallia, Xfinity, Commvault, and many more. Sales is the only "adult job" he’s ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to helping thousands of reps master cold outreach.

What's always fascinated Jason about outbound of any kind, whether that B-B or B-C is how cool it is to take a complete stranger and turn them into a paying client in a day or less.

The painting services Jason was selling in the US, the average ticket was $4,000 - $6,000 and he would make 25% profit off of that sale.

Jason worked his way into outbound sales through the company's sales manager as a marketing director.

Today random cold calling is over; it doesn't work. Blasting out emails, will fail most of the time. You can use free tools to research prospects by finding their email, phone number, and learn more about them before you call so the game has completely changed.

Even as an extremely introverted kid, Jason sold a substantial amount of painting contracts.

Listen to this amazing conversation as we also dive into a few other topics as well. We know this is going to be super valuable for you.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2627apprento,b2bsales,coldcalling,jasonbay,outboundsales,recruitment,sales,salesleadership,salespodcast,salestrainingfalsefullhttps://www.spreaker.com/episode/002-sales-leadership-with-todd-caponi--48530677https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today we have Todd Caponi on the show. Todd is a sales leader, author, speaker, guru, and sales historian. He’s always been really enamored by the behavioural science of how human beings make decisions.

As he moved into sales leadership, he found that behavioural science had a big impact on his career and the way that he treated people, especially clients and prospects.

A couple of years ago, a crazy research study led him to quit his job and write a book called “The Transparency Sale,” which is actually one of the key books we recommend to our Apprento sales grads as they get started with their career.

Today, we are going to talk about sales leadership, and then what is leadership like in the context of today.

One of the buzzwords that we've heard about, and it's just now creeping into the New Zealand, Australia-type ecosystem is the idea of The Great Resignation.

Todd is here to tell us what that is and what are the current circumstances in the world of sales given the COVID lockdown.

So, you've got sales leaders that desire certainty and control. You got reps that desire independence and autonomy, and all of a sudden, the leaders can't see anybody. What are they going to do?

Todd is going to tell us about some strategies sales leaders have put into place and how they turned out. During these times, businesses have to get creative and build systems in which they can guarantee certainty and control whilst taking care of maintaining a healthy work environment.

We may be alone, at home, but we are not alone in being alone, as Sting once said. Sales leaders can incorporate different methods to enable businesses to continue to flourish even when they are remote, but in order to do so, a lot of things must be considered.

Obviously, we couldn’t miss the opportunity to have Todd talk with us about transparency so, he is going to talk with us in detail about the role transparency has had in his career, and the incredible lessons he’s learned along the way.

Listen to this amazing conversation as we also dive into a few other topics as well. We know this is going to be super valuable for you.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>https://api.spreaker.com/episode/48530677Wed, 02 Feb 2022 19:00:03 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. Today we have Todd Caponi on the show. Todd is a sales leader, author, speaker, guru, and sales historian. He’s always been really...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

Today we have Todd Caponi on the show. Todd is a sales leader, author, speaker, guru, and sales historian. He’s always been really enamored by the behavioural science of how human beings make decisions.

As he moved into sales leadership, he found that behavioural science had a big impact on his career and the way that he treated people, especially clients and prospects.

A couple of years ago, a crazy research study led him to quit his job and write a book called “The Transparency Sale,” which is actually one of the key books we recommend to our Apprento sales grads as they get started with their career.

Today, we are going to talk about sales leadership, and then what is leadership like in the context of today.

One of the buzzwords that we've heard about, and it's just now creeping into the New Zealand, Australia-type ecosystem is the idea of The Great Resignation.

Todd is here to tell us what that is and what are the current circumstances in the world of sales given the COVID lockdown.

So, you've got sales leaders that desire certainty and control. You got reps that desire independence and autonomy, and all of a sudden, the leaders can't see anybody. What are they going to do?

Todd is going to tell us about some strategies sales leaders have put into place and how they turned out. During these times, businesses have to get creative and build systems in which they can guarantee certainty and control whilst taking care of maintaining a healthy work environment.

We may be alone, at home, but we are not alone in being alone, as Sting once said. Sales leaders can incorporate different methods to enable businesses to continue to flourish even when they are remote, but in order to do so, a lot of things must be considered.

Obviously, we couldn’t miss the opportunity to have Todd talk with us about transparency so, he is going to talk with us in detail about the role transparency has had in his career, and the incredible lessons he’s learned along the way.

Listen to this amazing conversation as we also dive into a few other topics as well. We know this is going to be super valuable for you.


Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento
]]>2437b2bsales,recruitment,sales,salesleadership,salespodcast,salestraining,trainingfalsefullhttps://www.spreaker.com/episode/001-welcome-to-rev-up-sales-with-alex-scotty--48065384https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

In this first episode of the Rev Up Sales podcast, Alex and Scotty talk a little bit about sales as a profession. What it's all about, what's going wrong in sales as a profession, and what they think of the opportunity areas. They also discuss what is good about selling as a profession and the rewards for getting into it.

But first, Alex and Scotty introduce themselves and how they backed-in to sales years ago.

Tune in to the Rev Up Sales podcast, episode 001, and find out how this show can help you attract and retain high-performing sales team members.

These are uncertain times. Inbound leads are drying up, deals are taking longer, and finding or retaining high performing sales teams is harder than ever. We put together the practical advice we share with our top clients in a short, to the point ebook. Visit https://apprento.io/download to get your free ebook right away.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>https://api.spreaker.com/episode/48065384Sun, 26 Dec 2021 20:48:25 +0000Alex McNaughtenVisit https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams. In this first episode of the Rev Up Sales podcast, Alex and Scotty talk a little bit about sales as a profession. What it's all about,...https://apprento.io/download to receive your free ebook on how to find or retain high performing sales teams.

In this first episode of the Rev Up Sales podcast, Alex and Scotty talk a little bit about sales as a profession. What it's all about, what's going wrong in sales as a profession, and what they think of the opportunity areas. They also discuss what is good about selling as a profession and the rewards for getting into it.

But first, Alex and Scotty introduce themselves and how they backed-in to sales years ago.

Tune in to the Rev Up Sales podcast, episode 001, and find out how this show can help you attract and retain high-performing sales team members.

These are uncertain times. Inbound leads are drying up, deals are taking longer, and finding or retaining high performing sales teams is harder than ever. We put together the practical advice we share with our top clients in a short, to the point ebook. Visit https://apprento.io/download to get your free ebook right away.

Learn how to Sell in Uncertain Times. Get the FREE Guide: https://apprento.io/download

Schedule your call with Alex or Scotty: https://apprento.io/call

Social Media:
Facebook: https://www.facebook.com/apprento.io
LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento]]>1484b2b,growth,hiring,leadership,performance,recruitment,revenue,sales,trainingfalsefull