Revenue Real

On this installment of RRH, we’ve got part two of Amy’s discussion with the fabulous Ned Arick, Head of Growth over at ClozeLoop. They dive into Ned’s most uncomfortable conversation, discuss how what we say to others matters, and what happens when mentorship goes wrong and how to take your power back. 

Resources: 

• Ned Arick Part One: Execution is the Key
• The Customer is Number One with Lori Dunn
• Meditations by Marcus Arelius
• The Sales Enablement Playbook by Cory Bray and Hilman Sorey 
• Sell Without Selling Out by Andy Paul 

Find more about Ned:

• Ned Arick LinkedIn
• ClozeLoop

For more Amy: 

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation
• Andy Paul's Selling School

On part 2 of Amy’s conversation with

GB, they get into the performance of great SDR’s and BDR’s. Specifically how

management and leadership can drive their performance and results through

expectations, communication, and focusing on connection vs. activity. Good

leaders know their team and leverage individual’s strengths even if their

activity level is less – as long as their conversion level is high.  

 Find out more about GB here

 Connect with Amy and Selling School

Today’s show is all about

relationships. Relationships in sales usually brings to mind the seller and

buyer, but today it’s the internal relationships of BDR’s and AE’s that are top

of mind. Amy knew that Gabrielle ‘GB’ Blackwell was the guest to have for this

one. GB likens the DDR/AE pairing as the closest thing to a marriage. Building

a “house” together, giving constructive feedback, having open communication, fostering

trust, managing expectations, focusing on context over control, and realize it

takes work. As always Amy brings conversations that other sales podcasts don’t.

 Find out more about GB here

 Connect with Amy and Selling School

For women in sales, it’s not always an easy road. In the second half of Amy’s conversation with Lori Richardson (Listen to Part 1 from July 8th, 2022) they get into everything from the deal take- overs, the micro-aggressions, the aggressions, and flat-out sexual harassment. They discuss the best ways to choose a company to work for, when and how to respond when confronted with these situations, how the same BS of old is often repackaged in a more modern way, and how engaged male allies are so vital to making progress.

Find out more about Lori Richardson

Buy Lori's book She Sells

LIsten to Lori's podcast

Listen to Davidson Hang's interview with Amy

In this Part 2 episode with Donne Boivin, he and Amy start off by talking about connection and how it is both situational and largely driven by your personality type. Having a better understanding of yourself can help you to create strategies that work. They discuss how you have to be ready to alter your approach geographically as well.

Donnie continues with the importance of dreaming big, changing your preconceived notions of networking, opening doors for others, what question to ask to have a prospect tell you everything you need to know, why you should be a connector instead of a networker, and Donnie gives one of the best “uncomfortable conversation” answers that Amy’s heard.

Also – Check out Donnie’s Badass Business Summit coming up this September in Texas!

Welcome to the new season of the Revenue Real Hotline, and it starts off with a bang because Amy has invited Donnie Boivin, CEO of Success Champion Networking. He begins by telling his story of nearly losing it all, and then picking himself up and starting Success Champion Networking, which now operates three companies and has two of the top podcasts in the world. They discuss the frustration with salespeople still leaning into coercion and manipulation, the difference between influence and persuasion, and changing the game around networking.

Find more about Donnie on LInkedIn and his website

Connect with Amy on LinkedIn and Selling School

On this installment of the RRH, we’ve got AJ Alonzo. AJ is a principle at Demand Drive and an absolute master on all things SDRs. And together we get into some serious myth busting on all that is and can be a high performance SDR function.  

Topics Discussed: 

• What’s the difference between the old SDR model v. new model? (3:30)
• When is the SDR model a good fit? (6:48)
• Why do many sales bosses settle for so little? (10:10)
• What is special about this moment in time? (15:21)

Resources Mentioned: 

• Aligning SDR Hiring Expectations with Modern Buyers by AJ Alonzo (2:26)

For more Guest:

• AJ Alonzo on LinkedIn
• Demand Drive
• Unsubscribe Podcast

For more Amy: 

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation

On this installment of RRH, we’ve got Jonathan Mahan. Long-time tech seller. Co-founder of The Practice Lab. All-around amazing human. Together we get real about two of Jonathan’s hardest revenue conversations. What happened? What did he learn? And how to be better.  

Topics Discussed: 

• What were Jonathan’s most uncomfortable revenue conversations? Story time! (2:59)
• What did you learn? (7:41)
• What happens to your behavior when you feel like you’re losing control? (9:10)

Resources Mentioned: 

• The Practice Lab (1:19)

For more Guest:

• Jonathan Mahan LinkedIn
• The Practice Lab

For more Amy: 

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation

On this installment of RRH, we’ve got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about it. 

Topics Discussed: 

• Has tech leadership really turned the corner on the treatment of SDRs? (2:57)
• What does a great AE/SDR relationship look like? (9:01)
• Why are we still missing the mark on diversity and exclusion at the AE/AE manager level? (11:21)
• What are symptoms of a poor SDR/AE culture? (18:07)
• When is the SDR business model a good fit? (21:02) 

For more Guest:

• Sebastien van Heyningen on LinkedIn
• Rev Ops Co Op Community 

For more Amy: 

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation

On this episode of the RRH, we’ve got the wo-man, the myth, the legend Lori Richardson. And together we unravel fact from fiction on the gender gap in tech sales and tech sales leadership. And what to do about it. 

Topics Discussed: 

• Problem statement (5:18)
• Is the gender gap in tech sales really a “women’s problem”? Really?! (10:10)
• What does *real* male allyship look like, sound like, and act like? (14:00)
• What can male individual contributors do to to drive progress en route to leadership roles? (17:50)  

Resources Mentioned: 

• The Greatest Advantage You’ll Ever Know: Mental Health (3:57)
• What’s Your Problem To Solve Your Toughest Problems, Change the Problems You Solve (7:54)
• White Fragility Why It’s So Hard for White People To Talk About Race (12:11)

For more Guest:

• Lori Richardson on LinkedIn
• Women Sales Pros
• She Sells Summit

For more Amy: 

• Connect with Amy on LinkedIn
• Connect with Amy on Twitter
• Join the Conversation