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This episode of Quotaless features Howard Brown, a four-time entrepreneur, former clinical psychologist, and Founder & CEO at Revenue.io. He discusses the synergistic effect of applying machine learning to sales processes. Their technology takes the best moments from actual interactions and applies them to future engagements. This has revolutionary effects, from reducing onboarding time by 72% to recognizing patterns in dealing with specific people to matching people based on personality traits. This streamlining helps reps to get set up for success and ultimately gives back people’s time to them. HIGHLIGHTS Rediscovering the power of face to face interactions Renevue.io: Helping reps in the moment with augmented intelligence Drastically reducing companies' onboarding time The efficiency of machine learning gives people back their time QUOTES Howard: "The best salespeople I know, they're helpers not unlike a therapist. They are problem solvers. They try their very best to connect people, bring solutions, and be helpful where possible. And they are incredible, for the most part, communicators and organizers. But the job has become incredibly difficult. Selling struggles are absolutely real." Howard: "Sales relationships are all about moments. You string together moments. Those moments build trust, they build relationships, they build great outcomes. On the other side, those moments could be disastrous. So what do we try to do? We try to assess what are the most important moments and how do we help the reps contextually." Howard: "The idea is test and measure everything and then prescribe because if I can help a rep in 65 different ways across how they handle an interaction or an account or an email or a video or a demo, if I could help them just 2%, the impact of that is remarkable. It's the synergistic impact, the 2 plus 2 is equal 12 that we're really getting at here." Find more about Howard by checking out the links below: LinkedIn: https://www.linkedin.com/in/howardbrown/ Website: https://www.revenue.io/

This episode of Quotaless features Nate Nasralla, Founder of Fluint.io. The most important conversations buyers have during a sale happen internally. For this reason, Fluint was born to create champions within buying organizations and make sure that sellers get an accurate and relevant voice during these meetings. At the center of this is the concept of buyer enablement. In contrast to sales enablement which makes sure sellers are armed with the right tools to sell well, buyer enablement creates an environment conducive for the sale to actually happen. Nate also talks about his enterprise sales playbook, which he provides ungated and free of charge, and how to utilize languaging, or the ability to use your champions' words instead of your marketing team's to maximum effect. HIGHLIGHTS Fluint as the solution to losing deals and finding champions Offering an ungated playbook that adds value Buyer enablement creates the environment for deals to happen Defining champions, influencers, and coaches Languaging: Frame requests around vernacular QUOTES Nate: "I'm a big believer that you need to earn the brain space that you are taking up in somebody else's day. And, for me, the best way to do that is just to help somebody." Nate: "All of the moments that have the power to create or kill deals always happen in internal meetings, not sales meetings." Nate: "When I think about the profile of a champion, there's incentive, like there's something in it for them. There's a personal win that's keeping them tied directly to the outcome of the deal. Second is influence. They have to be able to affect change or push for change to get the deal done. And then third, information." Nate: "Languaging—the ability to frame a certain request around certain vernacular that others will resonate with in order to maximize the probability that that's approved. And, as a sales rep, you can language the sales process as well." Find more about Nate by checking out the links below: LinkedIn: https://www.linkedin.com/in/natenasralla/ Website: https://www.fluint.io/ Enterprise Sales Playbook: https://www.fluint.io/resource-content/the-enterprise-sales-playbook

This episode of Quotaless features Raj Singh, Founder and CEO of Go Moment, which was acquired by Revinate where Raj stays on as their Chief Marketing Officer. Innovation in the hospitality industry couldn't come at a better time when the world was ground to a halt by COVID. Raj shares how Ivy Offer became a game-changer for them and how their strategic partnerships ensured a profitable business model even with the crisis. He talks about the positive impact of their biohacks like the 4-and-a-half day work week and their focus on customer experience and success. HIGHLIGHTS The shift from Founder to CMO Innovating Go Moment's Ivy Offer to thrive during COVID Align sales and marketing and focus on SQLs On-ramp and create value for customer success Bio-hacks: 4-and-a-half day work week and breathing exercises QUOTES Raj: "Similar to Go Moment, we didn't just bring a product into the market where four, five alternatives already existed. We created an entire new category of products and that's exactly what Revinate is doing as well, which is bringing in a new category of products into market." Raj: "We created Ivy Offer. We made it very easy for guests to order food and beverage, limos instead of Ubers, all that kind of good stuff, when they're celebrating and, of course, with the pent-up travel demand. And what we saw is in the first 12 months, which was one of our clients, we drove $15 million of revenue for them with this brand-new product we created during the pandemic. In 12 months of the beta period." Raj: "Maybe the most important metric in your entire business, assuming your retention and all that stuff is all taken care of, is sales qualified leads because that's where marketing needs sales. If your SQLs are doing well, your business is probably doing pretty well." Raj: "It's all about the quality of the delivery that ultimately is the best sales tool." Raj: "We're only a couple of months in at this point. We're about a month in at this point, so it's going great and we've actually seen productivity stay very much steady, maybe even going up in certain cases, and I'd say the other thing that's also been very helpful is just having the kind of team." Find more about Raj by checking out the links below: LinkedIn: https://www.linkedin.com/in/rajsinghla/ Website: https://www.revinate.com/

This episode of Quotaless features Dale Dupree, Founder and Chief Sales Officer of The Sales Rebellion, host of the Selling Local Podcast, and leader of the Sales Rebellion Slack community. The Crumpled Letter is a prospecting process using, quite literally, a crumpled-up letter that creates undeniable curiosity and lasting impact. The aim is to create an experience and bring back excellence and effectiveness in your sales process. Dale brings focus to his core love for people and how forgiveness of others brings humanity into the sales process. Bet on YOU, on your authentic self, and trust that your story translates into success! HIGHLIGHTS The Crumpled Letter: Disarming people with a fun experience The bottom line of excellence is creating relationships Seeing the world through forgiveness and love of people Inflect: Lean in and take a risk on your authentic self The Sales Rebellion believes in community before commission checks QUOTES Dale: "People don't have to like you to do business with you. Trusting you though is extraordinarily important. What does a pitch translate in regards to trust? Not much. It's an empty promise." Dale: "What is our belief and how are we instilling something so much bigger into people through that belief and the actions that we take?" Dale: "Sales starts with us and deep inflection of our problems because the more that we carry those things around, the more we wear a mask. That mask is not your authentic self. It might be something you'd like to be, but it can never truly be you until you have released yourself from all the other things behind you." Dale: “Put fellowship in front of negotiations, to put community before commission checks, to put people before products. And when we get to that place and understand that that experience is more powerful than a pitch, something shifts, and that shift becomes an avalanche of success." Find more about Dale by checking out the links below: LinkedIn: https://www.linkedin.com/in/copierwarrior/ Website: https://www.thesalesrebellion.com/

This episode of Quotaless features Andy Paul, entrepreneur, sales coach, consultant, LinkedIn influencer, host of the Sales Enablement with Andy Paul podcast and author of the recently released book Sell Without Selling Out. Andy shares some ways sellers can sell better by performing variables that are under their control. At the same time, he also explores Goodhart's Law, which states that when a measure becomes a target, it ceases to be a good measure. When applied to sales, this means that quotas should not be the measure used. Instead, companies should measure productivity. This has far-reaching consequences that will certainly get pushback, such as revising managers' variable incomes based on the percentage of reps who hit quota.

This episode of Quotaless features Kevin Dorsey, Founder of the Inside Sales Excellence Patreon group, host of the Live Better Sell Better podcast, and sales leadership lead at Winning by Design. Kevin shares his insights on why commission-based sales has to be revamped to a salaried position, not just to drive sales, but to also to increase trust in sales as an industry itself. On the people's side, he shares what he's learned on the driving forces of people and that it's rarely just purely compensation. Kevin also talks about how abolishing the commission model can increase diversity because of limiting factors like maternity leave. As for leadership training, Kevin also discusses the often overlooked aspects of managing people, its difficulties, and how people in general should take care of themselves to be successful.

This episode of Quotaless features Alli Rizacos, Founder and Imposter Syndrome Coach at Alli Rizacos Coaching and Coach at The Coaches Training Institute. Imposter syndrome affects even the highest performers. Alli breaks down its roots in wanting to belong and explains the paradox of doing more but feeling more stuck. She shares how imposter syndrome can feel like a minor problem when financial success is being enjoyed, but stresses that this is only one aspect in life that makes a person feel fulfilled.

This is the first episode of Quotaless, the rebranded podcast of Bobby Dysart. Today, he features Brandon Fluharty, Founder of Be Focused, Live Great and Vice President of Strategic Accounts at LivePerson. It can be difficult wrapping your head around the possibility of making 7 figures. Brandon shares how he came to terms with it and the mental framework he uses to pursue and achieve this goal. He shares the TEMPR personal operating system which calls for the management of your Time, Energy, Motivations, Priorities, and Right Focus. Brandon also talks about getting over the adversity of impostor syndrome and, rather than seen as a negative sign, is actually a positive sign of your willingness to go further. Lastly, he discusses another framework called DFC (Disciplined, Flexible, Curiosity).

Bobby talks to entrepreneur and podcast host Liza Florida, who talks about her constantly unfolding spiritual journey and the lessons she learned along the way. Liza’s spiritual awakening started in 2008 during the mortgage crisis when her family’s real estate business began to struggle. As the real estate market began to unravel, Liza was forced to reevaluate her life and began the process of reconnecting to her inner self. Through her podcast, Liza aims to help other people share their stories and guide them along their own spiritual journeys.

Bobby returns to the Creative Palace as he features Todd Ausherman, CEO of Notaroo and longtime entrepreneur. Todd shares the central role of meditation and mindfulness in his company and how calmness is practiced with intention. He reflects on the concept of a seed and how our brains and endeavors are all seeds which need to be watered for them to thrive.

Fellow student of intention, Alex Gafford, again fills in for Bobby as guest host during this week's episode. Alex's guest, Mike Miller, shares his 3-part "life framework" around mind, body, and spirit. They also chat surfing, vision boards, and the hustle in selling women's shoes. Mike brings sincere energy and an infectious attitude to the pod.

Fellow student of intention, Alex Gafford, fills in for Bobby as guest host during this week's episode. Alex discusses the 5-hour workday experiment with his CEO, Dave Rhoads. Dave and team implemented the shift to a shorter workday over five years ago. They've since quadrupled the company size and realized several benefits which Alex and Dave discuss.