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Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales and revenue operations teams.

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Glossary Term

What is Automated Prospecting?
Automated prospecting leverages AI and digital tools to streamline lead generation, enhancing sales efficiency and precision by automating tasks like lead identification and nurturing. This technological shift boosts productivity, enabling sales teams to focus on high-value interactions and close deals more effectively.

Glossary Term

What Is Revenue? | The Definitive Definition of Revenue?
Revenue refers to the amount of money generated from selling goods and services during a specific period. Revenue is the top line item of a company’s income statement.

Podcast

The Future of Sales Ecosystems, with Barrett King [Episode 1166]
This week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency in go-to-market strategies as we approach 2024 and beyond.

Podcast

The Evolution of SaaS Partnerships, with Barrett King [Episode 1165]
This week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed’s revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integral to holistic go-to-market strategies. King also emphasizes the importance of building trust and brand awareness through partnerships that align with customer needs. Overall, the duo provides valuable insights into the evolving role of partnerships in driving sales and enablement strategies, underscoring the importance of building trust, mutual value, and interconnected ecosystems in today’s business landscape.

Podcast

Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt [Episode 1164]
In this week’s podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation, and action in sales. The discussion focuses on the top use cases for generative AI in driving team performance, highlighting the transformational role of technology in streamlining sales processes and enabling actionable intelligence.

Podcast

Using AI to Become Even More Human, with Joy Rowan [Episode 1163]
Don’t miss this one folks. It’s our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today’s best AI tools can help us really focus in on the human side of selling.

Podcast

AI’s Impact on Sales Strategy [Episode 1162]
In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today’s sales landscape.

Podcast

The Musicality of RevOps, with Marcela Piñeros [Episode 1161]
Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps’ performance and stay ahead in the competitive world of financial services.

Glossary Term

What is Generative AI?
Generative AI is a class of artificial intelligence algorithms and models designed to generate new, original content or data based on patterns learned from training data.

Podcast

Unlocking the Power of Customer-Centric Selling, with Paul Butterfield [Episode 1160]
In this week’s podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhanced buyer-seller interactions, this episode offers a deep dive into the methodologies and technologies that are shaping the future of sales in both B2B and B2C landscapes.

Podcast

Mastering Sales Methodologies, with Paul Butterfield [Episode 1159]
In this week’s podcast episode, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to dissect the nuances of sales methodologies versus processes. The trio delves into the findings of a recent study about the lack of structured sales processes and methodologies in many organizations, leading the discussion to a more disciplined approach to sales that focuses on the buyer’s journey rather than rigid methodologies. They span the evolution of sales methodologies, emphasizing the significance of personalized engagement with customers, effective discovery meetings, and the role of empathy in sales.

Podcast

The Evolution of Tech Ecosystems and AI’s Impact on Business, with Christine Li [Episode 1158]
In this week’s podcast, hosts Alastair Woolcock and Howard Brown are joined by Christine Li, VP of Global Partnerships at G2, to explore the transformative role of AI and ecosystems in today’s businesses. They delve into how companies are increasingly becoming tech-centric, driven by consumer behavior and the demand for efficient, personalized experiences. Christine brings to the table her vast experience from G2 and LinkedIn, emphasizing the necessity for businesses to adapt to technological advancements while preserving the integrity of customer data. The trio discusses the impact of AI on valuations, the shift towards ecosystem marketplaces, and how these trends empower businesses to deliver more personalized and efficient services.