13 Jobs - The Chief Revenue Podcast (Formerly Rev-Up Sales)

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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!

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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.

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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

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Social Media:
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LinkedIn: https://www.linkedin.com/company/71642692
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Visit 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

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

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

In episode 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

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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:
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LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento

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

In episode 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:
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LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento

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

In episode 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:
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LinkedIn: https://www.linkedin.com/company/71642692
Instagram: https://www.instagram.com/apprento

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

In episode 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

Visit 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