Shows
Revenue RealFinding Purpose and Peace with Nikki IveyHow many times have you questioned your value as a seller? You’re not alone. It’s the existential question that most of us carry, and confronting it head-on takes strength. As does challenging the transactional nature of relationships and the realities of aging out of sales. This episode kicks off Season 4 with an impactful discussion featuring Nikki Ivy, a seasoned tech sales professional and coach helping women business owners secure corporate clients. The conversation dives into the nature of uncomfortable conversations, exploring existential crises in tech sales...2024-04-0437 min
Sales Transformation719 - Unconventional Strategies for Capturing and Maintaining Buyer Attention, with Amy HrehovcikIn this episode of Sales Transformation, host Collin Mitchell is joined by guest Amy Hrehovcik, a sales expert focused on teaching reps how to capture and maintain the attention of buyers. They discuss creative ways to prospect and the importance of understanding the broader scope of the business problem that sales reps address. Amy shares her experience using the speaking circuit for conferences and the value of speaking at live events. They also explore the idea of learning alongside buyers and building relationships with influencers and industry publications.Follow the Host:Collin Mitchell (Partner, Leadium)2024-02-1318 min
Peak Performance SellingMastering Objectivity: Mental Strategies for Sustainable Peak Performance with Amy HrehovcikIn this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy talk about the power of objectivity and mental strategies that drive sustainable peak performance in sales. Amy shares personal anecdotes and profound insights on separating oneself from thoughts, the impact of objectivity on decision-making, and strategies to navigate emotions effectively in professional and personal contexts.PEAK PERFORMANCE HIGHLIGHTS QUOTES"An event is just an event. How you choose to interpret it is 100 percent on you.""...2023-12-2812 minPeak Performance SellingTransforming Mental Health Support & Sustainable Performance Strategies with Amy HrehovcikIn this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan delves into the critical aspects of supporting mental health in sales teams with Amy. Amy shares her experiences and perspectives on how companies and leaders often falter in fostering mental well-being across their teams. From the misconceptions about sales leadership to the importance of understanding the mechanics of business operations, this conversation unravels key strategies for sustainable peak performance.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Teaching your team how...2023-12-2609 minPeak Performance SellingDealing with Stress, Authenticity, and Mental Health in Sales with Amy HrehovcikIn this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. Jordan and Amy delve into the complexities of achieving and sustaining high performance in sales. They discuss the emotional toll of success, the struggle with toxic positivity, and the importance of embracing authentic emotions. They highlight the evolving landscape of sales, emphasizing the fusion of personal and professional lives. Furthermore, they explore the significant role of mental health in sales, advocating for seeking professional help and destigmatizing support to foster a...2023-12-2110 minPeak Performance SellingEmbracing Discomfort: Navigating Mental Health and Sales Mastery with Amy HrehovcikIn this episode of Peak Performance Selling Podcast, we revisit and delve deeper into our previous conversation with Amy Hrehovcik, a seasoned sales professional turned mental health advocate. She shares her journey from a sales background to championing mental wellness. Discussing upbringing, discomfort, and emotional awareness, Amy delves into the profound impact of understanding and embracing discomfort in sales and personal growth. From childhood anecdotes to insights on navigating emotions in the high-stress sales environment, Amy offers practical advice on mental health, sales strategies, and creating a more empathetic, resilient salesforce.PEAK PERFORMANCE HIGHLIGHTS QUOTES"All...2023-12-1915 min
Sell By Being HumanGetting Buyers to Follow Your Journey By Understanding Theirs - Amy Hrehovcik, Sales CoachSummaryAmy Hrehovcik is a sales coach with 15 years of experience in the technology sector, where she championed the buyer experience, optimized go-to-market strategies, and led teams towards unprecedented growth.Amy has a proven track record of successfully building and launching sales enablement programs and she is an expert in designing and implementing sales processes and training programs.She is the co-creator of the Buyer Experience Bootcamp with Andy Paul, teaching reps how to lean into the pillars of Connection, Curiosity, Understanding, and Generosity When Amy was in a full time AE role...2023-11-1633 min
Revenue RealHow Can You Build Trust and Connection Across Teams? with Kathryn BennettAmy’s guest today is kind of a badass. Not only in the world of selling and sales enablement, but she’s also a world record holder in strength competitions! Kathryn Bennett is a Tech Co-Founder, TEDx Speaker, and author. They talk about what best motivates a team, and how emotional intelligence is so vital to be able to best inspire and interact with each individual member. She stresses the importance of putting new focus on how people work, and to ask how the systems we use support them to create their best work most efficiently.Kathryn also...2023-05-0713 min
Revenue RealWhy Do We Build the Cages That Trap Us? With Nick McGowanIn part 2 of Amy’s conversation with Nick McGowan, Nick talks about his work with MediaLab, which then segues into a discussion on being able to identify and solve problems effectively for clients and customers. Amy identifies three main types of problems and why some are much more difficult to address than others.Nick and Amy also talk about feeling trapped as an AE. Nick reflects on the fact that all of us build our own cages, and gives his advice on how to get out. They finish with Nick’s most uncomfortable conversation and some great advi...2023-05-0512 min
Revenue RealWhen Do You Know You've Hit a Breaking Point? with Nick McGowanAmy’s guest Nick McGowan describes howhe knew from a young age that he could influence people through his words andactions. His parents knew he was a born salesman, and he knew as well. Nick andAmy talk about his connection with Stoicism, and traverse through his journeyin sales, making hard choices in a family business, reaching greater levels of success,finding himself in a beautiful high-rise apartment overlooking a tranquil park,but with the thought running through his mind – should I just jump and...2023-05-0321 min
Revenue RealIs The Customer Always Right? with Yoav SuszAmy jumps right into the second half of her conversation with Yoav Susz, asking him about the most uncomfortable conversations that he is having right now. He talks about the difficulty for sales teams to understand that people don't care about them or their product; they care about themselves and their own problems. He knows that shifting into that mindset opens a new world to you when working with clients, and reiterates that the best sellers are the most empathetic, skilled listeners that move to solve problems. Yoav also delves into the interview process and the importance o...2023-04-3013 min
Revenue RealHow Do You Build Smarter Contract Processes? with Yoav SuszContracts… Intimidating, long, confusing, complicated, often put together by multiple people or departments over a substantial amount of time. These multiple hands are trying to keep track of each change that happens along the way, but outdated processes often lead to communication breakdowns making the contract generation process a black hole.Former VP of Global Revenue at Contractbook, and now CRO at Vi Engage, Yoav Susz sees beyond the messiness and is here to talk with Amy about streamlining, simplifying, and modernizing the process through automation, whether it involves working with an inside legal counsel or not. Thi...2023-04-2715 min
Revenue RealWhat Really Is Active Listening, and Are You Doing It? with Samantha McKennaCultural, religious, generational, andregional differences in how we ask questions and communicate, Active listeners and question askers. Buyers want activelisteners! Sam talks about how you can practice this and the huge effect it canhave on the relationships with your clients. Amy discusses the importance ofpractice using certain question types that will draw out information whilebuilding trust and connection. Sam also gives some incredible tips on replyingto a prospect that has declined your offer. *Spoiler alert – the first thing isto...2023-04-2519 min
Revenue RealHow Can Using Common Connections Transform Your Sales Conversations? with Samantha McKennaToday Amy welcomes Samantha McKenna, Founder of #samsales, keynote speaker, sales outperformer, and former Head of Enterprise Sales at LinkedIn.Sam is one of the best that Amy’s ever seen at pure, effective sales technique, and one of her bedrock guiding principlesis leading with the mindset of “show me you know me”. Today she discusses howto build credibility and rapport while gaining loads of discovery knowledge withoutthe client even realizing it. Sam spills her techniques for getting potentialclients to reveal large amounts of val...2023-04-2316 min
Revenue RealHow Do You Transform Sales Managers Into Sales Leaders? with Shawn BuxtonToday’s guest, Shawn Buxton is a Frontline Sales Leader Coach. He's worked for many years helping sales managers transform into sales leaders. Shawn explains his approach with sales enablement with 5 C’s - Content, Context, Coaching, Consistency, and Calibration. He brings real world information, not just theories or frameworks, but the real deal knowledge that take sales teams from competency to proficiency.He and Amy dig into the differences between a sales manager and a sales leader, their view of the current state of onboarding for sales managers, plus the strange aversion to technology by tech lead...2023-04-1822 min
Revenue RealHow Can You Take Your Power Back? with Ned ArickOn 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 KeyThe Customer is Number One with Lori DunnMeditations by Marcus AreliusThe Sales Enablement Playbook by Cory Bray and Hilman Sorey Sell Without Selling Out by Andy Paul Find more about Ned:Ned Aric...2023-04-1521 min
Revenue RealWhat Does Great SDRing and BDRing Look Like?On part 2 of Amy’s conversation withGB, they get into the performance of great SDR’s and BDR’s. Specifically howmanagement and leadership can drive their performance and results throughexpectations, communication, and focusing on connection vs. activity. Goodleaders know their team and leverage individual’s strengths even if theiractivity level is less – as long as their conversion level is high. Find out more about GB here Connect with Amy and Selling School2023-04-1317 min
Revenue RealWhat Makes a Successful BDR and AE Relationship?Today’s show is all aboutrelationships. Relationships in sales usually brings to mind the seller andbuyer, but today it’s the internal relationships of BDR’s and AE’s that are topof mind. Amy knew that Gabrielle ‘GB’ Blackwell was the guest to have for thisone. GB likens the DDR/AE pairing as the closest thing to a marriage. Buildinga “house” together, giving constructive feedback, having open communication, fosteringtrust, managing expectations, focusing on context over control, and realize ittakes work. As a...2023-04-1122 min
Revenue RealHow Can Women In Sales Navigate The Treacherous Waters and Build Allyships?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 Rich...2023-04-0820 min
Revenue RealWhat’s the Difference Between a Networker and a Connector?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...2023-04-0619 min
Revenue RealWhat’s the Difference Between Selling with Persuasion vs. Influence?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 website2023-04-0417 min
Cascading Leadership - The ShowAmy Hrehovcik: Real Revenue Enablement - Part 1Brain-Based Sales: How to Make Selling More Fun and Improve RetentionSUMMARY In this episode, Dr. Jim and Amy Hrehovcik discuss how leaders can create environments where learning is tailored to the specific needs of individual sales team members. They also talk about the role that Neuroplasticity plays in sales, and how this can be used to make selling more fun and experiential.Amy discusses the importance of learning and pushing yourself outside of your comfort zone in order to grow. She also talks about the value of being part of a c...2022-11-1122 min
The Talent, Sales & Scale PodcastEpisode 105 Full Episode - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Amy's full interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1758 minThe Talent, Sales & Scale PodcastEpisode 105 Part 9 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 9 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1506 minThe Talent, Sales & Scale PodcastEpisode 105 Part 8 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 8 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1404 minThe Talent, Sales & Scale PodcastEpisode 105 Part 7 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 7 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1306 minThe Talent, Sales & Scale PodcastEpisode 105 Part 6 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 6 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1209 minThe Talent, Sales & Scale PodcastEpisode 105 Part 5 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 5 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1109 minThe Talent, Sales & Scale PodcastEpisode 105 Part 4 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 4 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-1003 minThe Talent, Sales & Scale PodcastEpisode 105 Part 3 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Mike take a deep dive into the steps to success with Sales Enablement.
This is Part 3 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-0906 minThe Talent, Sales & Scale PodcastEpisode 105 Part 2 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 2 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-0806 minThe Talent, Sales & Scale PodcastEpisode 105 Part 1 - Success in Sales Enablement with Amy HrehovcikOur host Bryan Whittington is joined by Amy Hrehovcik, Sales Enablement Pioneer, Podcast Host & Showrunner. Amy and Bryan take a deep dive into the steps to success with Sales Enablement.
This is Part 1 of 9 of Amy's interview.
Connect with Amy: https://www.linkedin.com/in/amyhrehovcik/
Connect with Bryan: https://www.linkedin.com/in/brywhittington/
ebsGrowth Resources:
Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/
Blogs: https://ebsgrowth.com/category/blog-articles/
Podcasts: https://ebsgrowth.com/podcast/2022-08-0702 min
Mark Spencer Cook - Unstick Opportunity: Bold BreakthroughsAmy Hrehovcik, Host of Revenue Real Hotline: Ten Conversations Great Leaders MasterAmy Hrehovcik is an amazing leader with incredible ideas. Everyone should be a leader like this in some way. It’s strange how different we all think our jobs are. At the core, we should all lead something. And even families are, in a sense, tech firms now with all the software and services we must master. We all share that we go to work with a group of people to advance the situation of another group, internal or external to our firm. We get paid to benefit others. But it turns out we share some specialized tasks we do...2022-07-291h 06
Startup Selling: Talking Sales with Scott SambucciEp. 147: Avoid the Red-Lining Spiral of Doom & Pulling Eggshells Out of Your Sales Enablement Brownies – A Conversation with Revenue Real's Amy HrehovcikIn this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik. Amy Hrehovcik is a revenue human for life and card-carrying member of #TeamHuman. After selling enterprise tech for a decade, Amy pivoted to Sales Enablement where she built out two sales enablement departments. These days, Amy helps sales leaders launch their first internal sales enablement podcast. Who says learning to sell can’t be mad fun?! She’s also the host of her own hit show Revenue Real Hotline. When not working, Amy can be found chillin at the beach...2022-07-2657 minRevenue RealAlign the SDR Function with Modern Buyers with AJ AlonzoOn 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 B...2022-07-2119 min
How I DealAmy Hrehovcik @ Revenue Real Hotline (#13)Amy took a huge risk setting her sights on a massive deal in the legal sector that had never been attempted by anyone at the company before. The multi-quarter deal consisted of 10+ meetings & buyer types, several trips between NYC & LA, all while dealing with internal pushback around the expense of this deal compared to the likelihood of landing it. Amy, using every bit of her green belt in process management, close this thing out & became a company legend. Hear how it all went down!
Amy's 3 Sales Tips (No Spoilers!):
It takes a village to help a...2022-07-2027 minRevenue RealHow You Show Up Matters with Jonathan MahanOn 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 LinkedInThe Practice LabFor more Amy: Con...2022-07-1512 minRevenue RealSDRs Are People Too with Sebastien van HeyningenOn 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 po...2022-07-1224 minRevenue RealHow Great Men Show Up For Women in Sales with Lori RichardsonOn 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 He...2022-07-0823 minRevenue RealHow Leadership Style and Training Impacts Humans with Jim KanichirayilOn this installment of the RRH, we’ve got the fab Dr. Jim Kanichirayil. Jim is currently a Talent Strategy Evangelist at Circa. He’s co-host of the Cascading Leadership podcast. Today Jim and I dig into all that is backwards about the employee/employer relationship. And what great leaders are doing about it. Topics Discussed: What exactly is it that’s fundamentally broken about today’s talent marketplace ? (3:50)What is driving change within our organizations now? (7:17)Does the arc of the universe bend towards justice? (12:41)What’s wrong with...2022-07-0520 minRevenue RealEmail Like a Human Being with Kellen CasebeerCoaching episode alert! On today’s installment of RRH, Kellen Casebeer schools me on my outbound email game. Together we cover questions like what does personalized relevance mean? Why you should not assume people want to be good at their job. This one is as actionable as they get, friends! Topics Discussed: Amy’s email draft (4:08)Kellen’s email philosophy (5:58)What does personalized relevance even mean? (8:08)How exactly does one find email hooks? (10:10)Kellen’s final email version (16:47)Resources Mentioned: Kellen and Amy email draftsMyLeon.co Lavender.ai Exactly What To Say by Phil M. Jones...2022-06-2935 minRevenue RealCatch Burnout Before the Fire with Bryan SmithOn this installment of RRH, we’ve got the co-founder and CEO of Leon Bryan Smith. Together we dig into the impact of managing human beings and measuring burnout. Topics Discussed: What’s the impact of measuring team burnout? (3:09)How do opportunities drop? How does call volume decrease or increase? What happens when you have a bad manager and what happens to sort of sales rep performance? Resources Mentioned: Leon (3:10)For more Guest:Bryan Smith LinkedInLeonFor more A...2022-06-2325 minRevenue RealE65: Max Out Wellness with Garrett RafolsOn this installment of the RRH, we’ve got part two of the fab Garrett Rafols. Garrett is the Senior Director of Sales Excellence at GymPass. Today we get into what selling “well” is really about. And how to do it. Topics Discussed: How does one find their flow? (1:41)What happens when you hone in why your buyers buy from YOU? (5:03)What is the opposite of well being? (9:53)How does one pursue wellness? (11:39)Resources Mentioned: Flow by Mihaly Csikszentmihalyi (1:02)Sales Enablement with a Twist ( S...2022-06-2117 minRevenue RealE64: Wins Live in the Execution with Ned ArickOn this installment of RRH, we’ve got the fabulous Ned Arick, Head of Growth over at ClozeLoop. And today we dive into what most get wrong about routines. Topics Discussed:Why do most think organizational change has to be slow? (2:19)Routines - defined (5:50)Where does the true power of “routines” live? (10:40)What’s the problem with routines? (13:22)Where does happiness live? (15:06)For more Guest:Ned Arick LinkedInClozeLoopFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation2022-06-1819 minRevenue RealE63: How Can I Help with Kate LeidyOn this installment of RRH, we’ve got the fabulous Kate Leidy. Long-time tech seller turned founder. Currently helping formerly incarcerated humans break into tech sales. And we talk about how these radical conversations are landing with sales leaders. Topics Discussed: Where does passion come from? (1:19)What happens after you experience a great sales culture? (7:45) What to do when you’re not sure what you want to do next, career-wise? (10:02)How are tech sales leaders receiving the Strively/re-skilling game plan? (11:04)Resources Mentioned: Conversations with God by Neale Donald Walsch (5:04)Read To Lead Challeng...2022-06-1617 minRevenue RealE62: Be a Story Seeker with Kevin HoppOn this installment of RRH, Kevin Hopp and I get into the power of stories. Where communication goes wrong. And when skill development goes right.Topics Discussed: How Kevin Hopp fell in love with stories? (4:11)When is miscommunication not the problem? (13:29)Whose responsibility is it to check perspectives and validate information? (16:50)Resources Mentioned: Season One Highlights Reel Steve Schmitt episode (18:55)For more Guest:Kevin Hopp LinkedInSales Career PodcastHopp Consulting GroupFor more Amy: Connect with Amy on L...2022-06-1321 minRevenue RealE61: Sell with Extreme Ownership with Jordan BenjaminOn this installment of RRH, we've got part two of the fab Jordan Benjamin. Together we banter how stress is not always bad thing. And what extreme ownership looks like. Topics Discussed: What happens when companies start supporting the whole seller? (1:01)Revenue Real hard conversation first! :: shock:: (4:57)Stress can be good? (11:17)For more Guest:Jordan Benjamin on LinkedInMyCoreOSPeak Performance Selling podcastFor more Amy: Connect on LinkedInConnect on TwitterJoin the Conversation2022-06-0916 minRevenue RealE60: How To Lead Through Change with Kelly HarbourOn this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston & Storrs. She’s a change agent extraordinaire and friend. And today, Kel and I dig into how to spearhead change, quickly. Topics Discussed: Who is Kelly Harbour? (1:11)How to approach product launches or new client services? (5:10)Stepping into the big C-level seat when your predecessor has really big shoes? (11:34)For more Guest:Kelly Harbour LinkedInSali AllianceGoulston & StorrsFor more Amy: Connect with Amy on Linke...2022-06-0716 min
Revenue RealE59: What To Do When the Identity Crisis Hits with Garrett RafolsGarrett Rafols is the Senior Director of Sales Excellence at GymPass. Recently coming off eight years at LinkedIn too. And today we get into how those of us who operate in sales enablement are in a position of *priviledge*. Hard stop. And how to handle the identity crisis that 100% of sellers experience at least once in their career. Topics Discussed: Sales Enablement is a position of privilege.What are power statements and how you can best use them? (4:05)Success is in the journey not the outcome. (7:53)Should 100% of sales enablement humans carry a bag first?The in...2022-06-0218 minRevenue RealE58: Beat Boredom with Jordan BenjaminTopics Discussed: On today’s installment of the RRH, former Hubspot human and founder of MyCoreOS Jordan Benjamin and I dig into one of the most pervasive mental traps of selling: boredom. And how to beat it.Boredom is a mental trap (3:46)How to beat boredom? (9:05)Resources Mentioned: Mindset by Carol Dweck (6:28)Sell Without Selling Out by Andy Paul (7:51)Disrupt Yourself by Whitney Johnson (11:33)For more Guest:Jordan Benjamin on LinkedInMyCoreOSPeak Performance Selling podcastFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conve...2022-05-2816 minRevenue Real57: How To Drive Referrals through Branded Solutions with John MorrisTopics Discussed: On this installment of RRH, we’ve got part 4 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into how to max out the greatest lead gen machine out there. Your existing customers. Who is the best possible lead generator out there? (1:29)How do you create a conversation piece in your target executive’s office? (4:15)How should one think about the branded solutions from the timing perspective? (6:30)What business problems does fantastic branding play a part in? (12:11)2022-05-2414 minRevenue Real56: Get Your Mental Health Game Plan with John MorrisTopics Discussed: On this installment of RRH, we’ve got part 2 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we go deep into the greatest competitive advantage any of us will ever know. Mental health. John’s Mental Health & Sales Story (1:04)Feeling trapped in sales or sales management (2:32)Asking for Help is Strong (4:02)Get a plan (4:46)Where does alcohol fit in? (6:37)Which is the most effective form of therapy? (7:27)What does great mental health feel like? (10:23)What’s the impact of sharing...2022-05-2113 minRevenue Real55: Level Up Your Brand with John MorrisOn this installment of RRH, we’ve got part 1 of the fabulous John Morris. John is the Executive Director of Brand at Club Colors and host of In the Club podcast. Together we spin through when, where, and how brand truly sets you apart. And of course, how to execute. Topics Discussed: To be or not to be, likeable. (2:21)What is brand management? (2:58)Where does podcasting fit into brand content? (5:49)What’s the impact of leaning into the learning curve? (9:08)Why is learning something new hard and how can you move faster through the hardest phase of re...2022-05-1914 minRevenue RealEpisode 54: Moving Mountains En Route To Presidents Club with Meghann MisiakYou won’t like this episode, friend. We do not break down the path to mastery and elite selling. You won’t like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know. Who is Meghann Misiak? (04:04)How to identify skill gaps? (06:23)Can we beef up the business acumen please? (10:22)What is the one skill that has the biggest impact at every stage in the sales process? (11:37)What Are Your Client’s Value Drivers? Meg’s exercise. (14:52)It’s not about your...2022-05-1452 minRevenue RealEpisode 53: Win the Relationship Not the Deal with Casey JacoxOn this Revenue Real Hotline episode, I have the honor of bantering with Casey Jacox. Author of Win the Relationship Not the Deal, host of the Quarterback Dadcast, speaker and leadership coach extraordinaire. Topics discussed:Who is Casey Jacox? (05:17)How did Win the Relationship, Not the Deal come to be and what habits and routines did Casey create to get it done? (12:14)What are the books that impacted us? (21:31)What impact does the athlete worship and never ending sports analogies have on the morale of your team? (24:45)How did Casey and I become aware of our o...2022-05-0648 minRevenue RealEpisode 52: Podcasting Smiles and CriesOn this episode, Galem Girmay, Jeff Bajorek, James Saywhatsales Buckley, Travis King, Donnie Boivin, Rebekah Panepinto, Garrio Harrison, Collin Mitchell and I talk podcast journeys.Whatever you think you know about podcasting, think again. We laugh. We cry. And as always, we keep it very real.Topics discussed: Who you are and where you’re at on the podcasting journey? (02:26)What made you pick up the microphone? (7:50)What was your biggest aha moment? (22:49)What happens when it gets too real? (26:57)How did you pick your topic? (22:35)What was the beginning like? (35:04)How to think or...2022-05-031h 02Revenue RealEpisode 51: The 80/20 RuleOn this episode, Amy breaks down her absolute favorite thing to teach sellers. The 80/20 Rule. And how this principle is an absolute game changer for sellers.What is the 80/20 Rule? (00:45)Why does it matter? (4:37)How to execute3? Resources mentioned in this episode: Dae Kang Cracks the SDR talent code (08:33)5 on Friday’s Tips for an SDR Just Getting Started in Tech Sales (08:40) For more Amy: - Follow Amy on LinkedIn- Follow the show- Write a review
2022-04-2609 minRevenue RealEpisode 50: Selling In with Cissa DielemanTopics discussed: Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul’s latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team.Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26)Two types of professions; work producers and work processors (07:44)Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul (14:33) (35:01)Discovery and demo are different thi...2022-04-1951 minRevenue RealEpisode 49: Sales Copy Clinic with Henna PryorTopics discussed in this episode: Why do most of us continue to write emails like business cyborgs? (4:47)Where does the writing skill gap come from? (07:48)How can we incorporate more context into our words that is actually relevant to our buyers? (15:53)We also break down the psychology of the email response. (21:21)And what happens when narrower segmentation is introduced into the mix? (25:33)What is the Sales Copy Clinic? (35:33)Resources mentioned in this episode: Henna’s episode on Sales Transformation Lavender Charles Muhlbaeur episode (18:22)Jeff Swan episode (27:11)Live Cold Calling (27:48)Sales Copy Clinic (35:39)For more o...2022-04-1240 min
Revenue RealSales Enablement with a Twist with Amy HrehovcikFrom the vault! Exceptional banter with my friend, Jeff Bajorek on his show. After I convinced him my profession wasn't my profession wasn't a trending hashtag.
Compliments of the Why and the Buy podcast.
And Jeff Bajorek.2022-04-0935 minRevenue RealEpisode 48: Create Your Own Journey with Charlene BrownTopics discussed in this episode:- What do you know about websites? What are you trying to accomplish with the website? (05:00)- How should you think about websites and success metrics? (9:35)- Understand the science first, and then create some art. (10:49)- What’s going on with the copy? Are the words about you/company OR are they about your prospects and customers?- What’s the difference between prospects who already understand (or care about) the business problem you help with versus those who do not? And what does...2022-04-0844 min
Revenue RealEpisode 47: Career Courage is Calling with Nigel GreenWe get into questions like:- What happens when there’s more demand for sales talent than there is supply? (04:49)- Why are companies losing sellers in the first place? (11:00)- How will you measure your life? (15:02)- What if the only way to win is to play your own game? (18:26)- What are Nigel Green’s goals for the year (so we can all hear how it’s done)? (21:55)- And what does it mean to design a Company of One? (22:04) Resources mention...2022-04-0528 min
Revenue RealEpisode 46: The Customer is Number One with Lori DunnTopics discussed: - How should one think about possible job shifts while not performing at your best? (09:20)- What is the goal as a seller? (12:50)- How does one overcome the general mistrust most feel while interacting with sales humans? (13:50)- Why should you treat your customers impeccably? (18:21)- My favorite way to handle competitive sales motions? (19:53)- What happens when your definition of training does not align with that of your boss or company? (21:51)Resources mentioned: Bullet point list of links to external2022-03-3144 min
Revenue RealEpisode 45: Opportunities Are All Around Us with Andre VicarioTopics discussed in this episode: - How to get out of your own head and do what needs to be done to take on something scary or new? (08:05) - What exactly does one have to do to cultivate discipline? (11:50)- How can we use self doubt as a driver to push through the hard? (19:15)- How to think less about the how and more about the who? (24:08)- The power of learning to forgive yourself. (29:30)Resources mentioned in this episode: HBR’s On Managing YourselfThe 10x Rule...2022-03-2942 min
Revenue RealEpisode 44: Wisdom To Know the Difference with Amy HrehovcikWelcome back, friends! On this solo episode, I share one of my favorite stories about the day I was schooled by a good Samaritan on an Amtrak train in the most beautiful way. Said differently, what most people get wrong about the serenity prayer and the "wisdom to know the difference." Where did the serenity prayer come from? (00:54)What do most people get wrong about the serenity prayer? (01:32)How the kindness of a stranger changed me forever. (02:10) For more Amy:Follow the showFollow on LinkedInReview the sho...2022-03-2409 min
Revenue RealEpisode 43: Bringing it Back To Trust with Sara GuptaTogether, we dive into questions like:What brings out the best in your people and how can we create environments where people WANT to work (and stay)? (05:48)What is the ultimate definition of culture and what does it look like in practice? (07:29)Why do sellers get a bad rap internally? (11:17)What happens when there's a foundation of trust that stretches across the entire organization? (13:19)What to do as an IC when you're operating without? (16:50)When to make objectivity the goal? (22:08)What is StartWise? (25:12)How can we do a better job to support parents in the workplace? (29:38)...2022-03-2237 minRevenue RealEpisode 42: Rethink Uncomfortable Conversations and Sales with Amy HrehovcikOn this episode, I walk through these questions and more.How to reframe discomfort? (1:50)Why do uncomfortable conversations matter in sales? (2:07)How can uncomfortable conversations be used to drive value AND beat the dreaded “no decision”? (3:32)What’s the opposite of uncomfortable conversations? (5:13)How to find the common ground when it feels nonexistent? (7:00)Resources: Meditations by Marcus Aurelius (1:50)Five Dysfunctions of a Team (4:51)CTAs:Follow the showReview the showFollow Amy on LinkedIn
2022-03-1709 min
Revenue RealEpisode 41: Outbound Done Right with Jeff SwanWelcome to this installment of the Revenue Real Hotline featuring Jeff Swan. Jeff is the founder and CEO at Outbound SOS. On today’s episode, we start by exploring how the quality of the list is significantly more impactful than everything else you'd do. We tackle questions like: Who is responsible for creating lead lists? (2:13)What are the outbound skills every seller needs to have? (6:13)How do the two types of selling motions all sellers inevitably meet impact next steps? (9:42)What is a nurture campaign and how can sellers work more collaboratively with marketing? (17:25)What...2022-03-1539 min
Sales Intersection: The Intersection of Money and MeaningSales Intersection Season 3 | Episode 5 | The Intersection of Mental Health and the Sales Revolution | Guest Amy HrehovcikSales Intersection - where you can always count on mediocre production value but legendary fire with guests and content. Season 3 Episode 5 with Amy Hrehovcik.
I almost didn't want Amy on the show because I didn't know how I'd get through the episode successfully avoiding the daunting task of trying to pronounce her last name, which I never actually do.
Hot topics discussed here folks as we go over mental health in sales in addition to what I believe to be a revolution happening in sales. Amy has some fascinating insights into this as well. This a...2022-02-1738 minRevenue RealEpisode 40: Season 1 Highlights and Best MomentsThe season ender of the Revenue Real Hotline features some of the most impactful moments with the truly amazing people featured by Amy:1. 01:27 DeJuan Brown2. 02:16 Andrew Herman3. 04:00 Scott Leese4. 05:51 Mark Kosoglow5. 08:03 Lorena Morales6. 09:13 Shelton Banks7. 10:44 Ashley Welch8. 11:26 Roderick Jefferson9. 12:48 Davidson HangReach out and connect with Amy: Subscribe to the Revenue Real Podcast: https://revenuereal.comFollow her on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/
2022-02-0314 minRevenue RealEpisode 39: Dale Dupree Creates Familiar Moments with BuyersThis week’s episode features Dale Dupree, Founder and CEO of The Sales Rebellion and Co-Creator of Rebel Refuge, the first gamified community for sellers. To create a strong buying experience, sellers must have authentic conversations. Dale shares that you can deliver this and find fulfillment by embodying the inherent human characteristic of servant leadership.Sellers can also explore a whole new way of thinking outside of buyers needing to be persuaded. Instead, sellers can influence others and allow them to make the decision to buy based on the knowledge you have just given them. Create curiosity an...2022-01-1245 minRevenue RealEpisode 38: Rob Napoli Teaches How to Build with IntentionalityThis week’s episode features Rob Napoli, Founder of Rise Up Coaching, host of The Bear Necessities of Entrepreneurship Podcast, and author of The Social Soul: Mastering Your Personal and Professional Brand with Intentionality and Authenticity.Whenever you build something, you have to have a why and how to do it. This is what intentionality means. Rob shares that being authentic is another key piece of intentionality and the way to do this is with engagement. He discusses this in his book with the aim of readers mastering their own personal and professional brands. HIGHLIGHTSG...2022-01-071h 06Revenue RealEpisode 37 - Anthony Garcia Inspires Confidence and Empathy in SalesThis week’s episode features Anthony Garcia, keynote speaker, author of Catapulting Commissions, and host of the podcast with the same name. The seller's role is to bridge the gap between the buyer's problem and the solution. In B2B sales, this likely connects buyers with solutions to time, money, and productivity.Even in a future where sales jobs are automated, those that do not have one key factor: sellers inspire confidence in buyers. And for sales leaders, know that empathy is the number one trait you need to combat the great resignation; so sell your vision! 2022-01-0547 minRevenue RealEpisode 36 - Bre Sprague’s Winning Take on Authenticity and ResilienceThis week’s episode features Bre Sprague, Strategic Advisor at OpsVeda, Engineering Project Manager at CIENCE, and RevGenius Ambassador. Making it all and losing it taught Bre the resilience a person needs to keep striving against the odds and win.She shares her career journey and the value of being authentic in creating connections that matter. In sales, you have to let go of what others think to thrive but also think like a buyer, not a seller, to intimately understand how you should be engaging prospects on a person to person level. HIGH...2021-12-3153 min