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

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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.

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Visit 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

Visit 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

Visit 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

Visit 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

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.