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

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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.


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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.


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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

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Visit 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

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Visit 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.


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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

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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 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

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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'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

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Visit 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

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Social Media:
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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 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

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Social Media:
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