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 LinkedInThe Practice LabFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin 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: <ul><li>What were Jonathan’s most uncomfortable revenue conversations? Story time! (2:59)</li><li>What did you learn? (7:41)</li><li>What happens to your behavior when you feel like you’re losing control? (9:10)</li></ul>Resources Mentioned: <ul><li><a href="https://www.thepracticelab.co/" rel="noopener noreferrer nofollow" target="_blank">The Practice Lab</a> (1:19)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/jtmahan/" rel="noopener noreferrer nofollow" target="_blank">Jonathan Mahan LinkedIn</a></li><li><a href="https://www.thepracticelab.co/" rel="noopener noreferrer nofollow" target="_blank">The Practice Lab</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

How You Show Up Matters with Jonathan Mahan

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 LinkedInRev Ops Co Op Community For more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin 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: <ul><li>Has tech leadership really turned the corner on the treatment of SDRs? (2:57)</li><li>What does a great AE/SDR relationship look like? (9:01)</li><li>Why are we still missing the mark on diversity and exclusion at the AE/AE manager level? (11:21)</li><li>What are symptoms of a poor SDR/AE culture? (18:07)</li><li>When is the SDR business model a good fit? (21:02) </li></ul> For more Guest:<ul><li><a href="https://www.linkedin.com/in/sebastienvanheyningen/" rel="noopener noreferrer nofollow" target="_blank">Sebastien van Heyningen on LinkedIn</a></li><li><a href="https://www.revopscoop.com/" rel="noopener noreferrer nofollow" target="_blank">Rev Ops Co Op Community </a></li></ul> For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

SDRs Are People Too with Sebastien van Heyningen

Lori Richardson

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 LinkedInWomen Sales ProsShe Sells SummitFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin 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: <ul><li>Problem statement (5:18)</li><li>Is the gender gap in tech sales really a “women’s problem”? Really?! (10:10)</li><li>What does *real* male allyship look like, sound like, and act like? (14:00)</li><li>What can male individual contributors do to to drive progress en route to leadership roles? (17:50)  </li></ul>Resources Mentioned: <ul><li><a href="https://www.saleshacker.com/mental-health-sales-advantage/" rel="noopener noreferrer nofollow" target="_blank">The Greatest Advantage You’ll Ever Know: Mental Health</a> (3:57)</li><li><a href="https://www.amazon.com/Whats-Your-Problem-Toughest-Problems/dp/1633697223" rel="noopener noreferrer nofollow" target="_blank">What’s Your Problem</a> To Solve Your Toughest Problems, Change the Problems You Solve (7:54)</li><li><a href="https://www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414" rel="noopener noreferrer nofollow" target="_blank">White Fragility</a> Why It’s So Hard for White People To Talk About Race (12:11)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/scoremoresales/" rel="noopener noreferrer nofollow" target="_blank">Lori Richardson on LinkedIn</a></li><li><a href="https://womensalespros.com/podcast/" rel="noopener noreferrer nofollow" target="_blank">Women Sales Pros</a></li><li><a href="https://shesellssummit.com/" rel="noopener noreferrer nofollow" target="_blank">She Sells Summit</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

How Great Men Show Up For Women in Sales with Lori Richardson

On 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 the bs indoctrination about the employee/employer relationship? (13:42)What do Millenials and Gen Z most care about when choosing an organization to work with and for? (15:45)For more Guest:Dr. Jim Kanichiarayil on LinkedInCircaCascading Leadership podcastFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

On 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 the bs indoctrination about the employee/employer relationship? (13:42)What do Millenials and Gen Z most care about when choosing an organization to work with and for? (15:45)For more Guest:<ul><li><a href="Dr. Jim Kanichirayil " rel="noopener noreferrer nofollow" target="_blank">Dr. Jim Kanichiarayil </a>on LinkedIn</li><li><a href="https://circaworks.com/" rel="noopener noreferrer nofollow" target="_blank">Circa</a></li><li><a href="https://www.buzzsprout.com/1917354?utm_source=linkedin&amp;utm_medium=post&amp;utm_campaign=launch" rel="noopener noreferrer nofollow" target="_blank">Cascading Leadership podcast</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

How Leadership Style and Training Impacts Humans with Jim Kanichirayil

Coaching 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 (29:35)Sell Without Selling Out by Andy Paul (29:42)For more Guest:Kellen Casebeer LinkedInThe Speakeasy CommunityFor more Amy: Connect with Amy on LinkedInConnect with Amy on Twitterwww.revenuereal.com

Coaching 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: <ul><li>Amy’s email draft (4:08)</li><li>Kellen’s email philosophy (5:58)</li><li>What does personalized relevance even mean? (8:08)</li><li>How exactly does one find email hooks? (10:10)</li><li>Kellen’s final email version (16:47)</li></ul>Resources Mentioned: <ul><li><a href="https://docs.google.com/document/d/17weRsVWYjgjt-DMnESywHHEAeI-Gh5HT4Q80Lo4m_J4/edit?usp=sharing" rel="noopener noreferrer nofollow" target="_blank">Kellen and Amy email drafts</a></li><li><a href="https://www.myleon.co/" rel="noopener noreferrer nofollow" target="_blank">MyLeon.co</a> </li><li><a href="https://www.lavender.ai/" rel="noopener noreferrer nofollow" target="_blank">Lavender.ai </a></li><li><a href="https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ" rel="noopener noreferrer nofollow" target="_blank">Exactly What To Say</a> by Phil M. Jones (29:35)</li><li><a href="https://www.amazon.com/Sell-without-Selling-Out-Success-ebook/dp/B09G8464LL/ref=sr_1_1?keywords=sell+without+selling+out&amp;qid=1656597361&amp;s=digital-text&amp;sprefix=sell+without+%2Cdigital-text%2C79&amp;sr=1-1" rel="noopener noreferrer nofollow" target="_blank">Sell Without Selling Out</a> by Andy Paul (29:42)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/kellen-casebeer/" rel="noopener noreferrer nofollow" target="_blank">Kellen Casebeer LinkedIn</a></li><li><a href="https://launchpass.com/salesjitsuspeakeasy/welcome" rel="noopener noreferrer nofollow" target="_blank">The Speakeasy Community</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://www.revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">www.revenuereal.com</a></li></ul>

Email Like a Human Being with Kellen Casebeer

Bryan Smith

On 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 Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the conversation

On 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:  <ul><li>What’s the impact of measuring team burnout? (3:09)</li><li>How do opportunities drop? </li><li>How does call volume decrease or increase? </li><li>What happens when you have a bad manager and what happens to sort of sales rep performance? </li></ul> Resources Mentioned: <ul><li><a href="http://leon" rel="noopener noreferrer nofollow" target="_blank">Leon</a> (3:10)</li></ul> For more Guest:<ul><li><a href="https://www.linkedin.com/in/bryan-smith-leon/" rel="noopener noreferrer nofollow" target="_blank">Bryan Smith LinkedIn</a></li><li><a href="https://www.myleon.co/" rel="noopener noreferrer nofollow" target="_blank">Leon</a></li></ul> For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="https://www.revenuereal.com/" rel="noopener noreferrer nofollow" target="_blank">Join the conversation</a></li></ul>

Catch Burnout Before the Fire with Bryan Smith

Garrett Rafols

On 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 ( Sell Without Selling Out by Andy Paul (5:03)Sales Enablement with Andy Paul (6:08)How Salesy Are You Quiz (8:56)For more Guest:Garrett Rafols Part One Garrett Rafols on LinkedInFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

On 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: <ul><li><a href="https://www.amazon.com/Flow-Psychology-Experience-Perennial-Classics/dp/0061339202/ref=asc_df_0061339202/?tag=hyprod-20&amp;linkCode=df0&amp;hvadid=270645996404&amp;hvpos=&amp;hvnetw=g&amp;hvrand=12216412833279647289&amp;hvpone=&amp;hvptwo=&amp;hvqmt=&amp;hvdev=c&amp;hvdvcmdl=&amp;hvlocint=&amp;hvlocphy=9003990&amp;hvtargid=pla-395221952060&amp;psc=1" rel="noopener noreferrer nofollow" target="_blank">Flow</a> by Mihaly Csikszentmihalyi (1:02)</li><li><a href="https://www.thewhyandthebuy.com/episodes/sales-enablement-resources-adaptability-selling-revenue" rel="noopener noreferrer nofollow" target="_blank">Sales Enablement with a Twist</a> ( </li><li><a href="https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=2MG3QWMBQDBRN&amp;keywords=sell+without+selling+out&amp;qid=1654182464&amp;s=audible&amp;sprefix=sell+without+selling+out%2Caudible%2C49&amp;sr=1-1" rel="noopener noreferrer nofollow" target="_blank">Sell Without Selling Out</a> by Andy Paul (5:03)</li><li><a href="https://www.revenue.io/sales-enablement-podcast-with-andy-paul" rel="noopener noreferrer nofollow" target="_blank">Sales Enablement</a> with Andy Paul (6:08)</li><li><a href="https://www.andypaul.com/selling-in-assessment/" rel="noopener noreferrer nofollow" target="_blank">How Salesy Are You Quiz</a> (8:56)</li></ul> For more Guest:<ul><li><a href="https://www.revenuereal.com/e59-what-to-do-when-the-identity-crisis-hits-with-garrett-rafols/" rel="noopener noreferrer nofollow" target="_blank">Garrett Rafols Part One </a></li><li><a href="https://www.linkedin.com/in/garrettrafols/" rel="noopener noreferrer nofollow" target="_blank">Garrett Rafols on LinkedIn</a></li></ul> For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E65: Max Out Wellness with Garrett Rafols

Ned Arick

On 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 Conversation

On 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:<ul><li>Why do most think organizational change has to be slow? (2:19)</li><li>Routines - defined (5:50)</li><li>Where does the true power of “routines” live? (10:40)</li><li>What’s the problem with routines? (13:22)</li><li>Where does happiness live? (15:06)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/" rel="noopener noreferrer nofollow" target="_blank">Ned Arick LinkedIn</a></li><li><a href="https://clozeloop.com/" rel="noopener noreferrer nofollow" target="_blank">ClozeLoop</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E64: Wins Live in the Execution with Ned Arick

Kate Leidy

On 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 Challenge (6:16)How Can I Help by Ram Doss (7:34)Ryan Walsh &amp; RepVue (8:49)For more Guest:Kate Leidy on LinkedInStrively websiteFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

On 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: <ul><li>Where does passion come from? (1:19)</li><li>What happens after you experience a great sales culture? (7:45) </li><li>What to do when you’re not sure what you want to do next, career-wise? (10:02)</li><li>How are tech sales leaders receiving the Strively/re-skilling game plan? (11:04)</li></ul>Resources Mentioned: <ul><li><a href="https://www.amazon.com/Conversations-God-Uncommon-Dialogue-Book/dp/0399142789" rel="noopener noreferrer nofollow" target="_blank">Conversations with God</a> by Neale Donald Walsch (5:04)</li><li><a href="https://daily-stoic-prints.myshopify.com/pages/read-to-lead-2022" rel="noopener noreferrer nofollow" target="_blank">Read To Lead Challenge</a> (6:16)</li><li><a href="https://www.amazon.com/How-Can-I-Help-audiobook/dp/B07MBQ3TKC/ref=sr_1_1?crid=2ZQDJMK9J35J2&amp;keywords=how+can+i+help+by+ram+dass&amp;qid=1655328323&amp;s=books&amp;sprefix=how+can+I+help%2Cstripbooks%2C85&amp;sr=1-1" rel="noopener noreferrer nofollow" target="_blank">How Can I Help</a> by Ram Doss (7:34)</li><li><a href="https://www.linkedin.com/in/ryancwalsh/" rel="noopener noreferrer nofollow" target="_blank">Ryan Walsh</a> &amp; <a href="https://www.repvue.com/" rel="noopener noreferrer nofollow" target="_blank">RepVue </a>(8:49)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/kate-leidy-strively/" rel="noopener noreferrer nofollow" target="_blank">Kate Leidy</a> on LinkedIn</li><li><a href="https://www.strively.org/" rel="noopener noreferrer nofollow" target="_blank">Strively website</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E63: How Can I Help with Kate Leidy

Kevin Hopp

On 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 LinkedInConnect with Amy on TwitterJoin the Conversation

On 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: <ul><li><a href="https://www.revenuereal.com/episode-40-season-1-highlights-and-best-moments/" rel="noopener noreferrer nofollow" target="_blank">Season One Highlights Reel</a> </li><li>Steve Schmitt episode (18:55)</li></ul> For more Guest:<ul><li><a href="https://www.linkedin.com/in/khopp/" rel="noopener noreferrer nofollow" target="_blank">Kevin Hopp LinkedIn</a></li><li><a href="https://the-sales-career-podcast.simplecast.com/" rel="noopener noreferrer nofollow" target="_blank">Sales Career Podcast</a></li><li><a href="https://www.hoppconsultinggroup.com/" rel="noopener noreferrer nofollow" target="_blank">Hopp Consulting Group</a></li></ul> For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E62: Be a Story Seeker with Kevin Hopp

This is a podcast about uncomfortable revenue conversations.Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things.And we’re all out of practice. Myself included.Plus, we have a lot of unspoken conversations around how we generate revenue as a profession.So let’s talk about it.For real.

On 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 Conversation

On 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:<ul><li><a href="https://www.linkedin.com/in/jordanbenjamin/" rel="noopener noreferrer nofollow" target="_blank">Jordan Benjamin</a> on LinkedIn</li><li><a href="https://www.mycoreos.com/" rel="noopener noreferrer nofollow" target="_blank">MyCoreOS</a></li><li><a href="https://www.mycoreos.com/podcast" rel="noopener noreferrer nofollow" target="_blank">Peak Performance Selling</a> podcast</li></ul>For more Amy: <ul><li>Connect on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com/" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E61: Sell with Extreme Ownership with Jordan Benjamin

Kelly Harbour

LEAD

On this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston &amp; 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 &amp; StorrsFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

On this installment of the RRH, we’ve got the fabulous Kelly Harbour. Kel is the Chief Business Development Officer at Goulston &amp; 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:<ul><li><a href="https://www.linkedin.com/in/kellyharbour/" rel="noopener noreferrer nofollow" target="_blank">Kelly Harbour</a> LinkedIn</li><li><a href="https://www.sali.org/" rel="noopener noreferrer nofollow" target="_blank">Sali Alliance</a></li><li><a href="https://www.goulstonstorrs.com/" rel="noopener noreferrer nofollow" target="_blank">Goulston &amp; Storrs</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="noopener noreferrer nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="noopener noreferrer nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com/" rel="noopener noreferrer nofollow" target="_blank">Join the Conversation</a></li></ul>

E60: How To Lead Through Change with Kelly Harbour

Garrett 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 internal struggle/identity crisis 99.99% of seller hit is real. (10:52)“When am I my best?” “When am I my worst?” Exercise (12:42)Resources Mentioned: New Sales Simplified by Mike Weinerg (4:05)Sell Without Selling Out by Andy Paul (10:47)You Can't Teach a Kid to Ride a Bike by David H. Sandler (11:05)Conscious Business by Fred Kaufman (12:42)Delivering Happiness by Tony Heish (14:54)For more Guest:Garrett Rafols on LinkedInFor more Amy: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

Garrett 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: <ul><li>Sales Enablement is a position of privilege.</li><li>What are power statements and how you can best use them? (4:05)</li><li>Success is in the journey not the outcome. (7:53)</li><li>Should 100% of sales enablement humans carry a bag first?</li><li>The internal struggle/identity crisis 99.99% of seller hit is real. (10:52)</li><li>“When am I my best?” “When am I my worst?” Exercise (12:42)</li></ul>Resources Mentioned: <ul><li><a href="https://www.amazon.com/New-Sales-Simplified-Prospecting-Development/dp/0814431771" rel="nofollow" target="_blank">New Sales Simplified</a> by Mike Weinerg (4:05)</li><li><a href="https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=2MG3QWMBQDBRN&amp;keywords=sell+without+selling+out&amp;qid=1654182464&amp;s=audible&amp;sprefix=sell+without+selling+out%2Caudible%2C49&amp;sr=1-1" rel="nofollow" target="_blank">Sell Without Selling Out</a> by Andy Paul (10:47)</li><li><a href="https://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/B0744YHBQY/ref=sr_1_1?gclid=CjwKCAjwv-GUBhAzEiwASUMm4t5FkwhJogX-d_VBhaC4P0dQrf6OvxKcIO0CsVgNnzC25J8ufgV8yxoCHyYQAvD_BwE&amp;hvadid=558649694297&amp;hvdev=c&amp;hvlocphy=9003995&amp;hvnetw=g&amp;hvqmt=e&amp;hvrand=1540133770422115666&amp;hvtargid=kwd-315107661813&amp;hydadcr=22596_10348340&amp;keywords=you+cant+teach+a+kid+to+ride+a+bike&amp;qid=1654198318&amp;s=books&amp;sr=1-1" rel="nofollow" target="_blank">You Can't Teach a Kid to Ride a Bike</a> by David H. Sandler (11:05)</li><li><a href="https://www.amazon.com/Conscious-Business-Fred-Kofman-audiobook/dp/B000JCE3FM/ref=sr_1_1?crid=3TYQMIGCJFNKU&amp;keywords=conscious+business&amp;qid=1654182212&amp;s=books&amp;sprefix=conscious+business%2Cstripbooks%2C72&amp;sr=1-1" rel="nofollow" target="_blank">Conscious Business</a> by Fred Kaufman (12:42)</li><li><a href="https://www.amazon.com/Delivering-Happiness-Tony-Hsieh-audiobook/dp/B003QADCNS/ref=sr_1_1?keywords=delivering+happiness&amp;qid=1654182516&amp;s=audible&amp;sprefix=delivering+%2Caudible%2C62&amp;sr=1-1" rel="nofollow" target="_blank">Delivering Happiness</a> by Tony Heish (14:54)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/garrettrafols/" rel="nofollow" target="_blank">Garrett Rafols on LinkedIn</a></li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the Conversation</a></li></ul>

E59: What To Do When the Identity Crisis Hits with Garrett Rafols

Topics 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 Conversation

Topics 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.<ul><li>Boredom is a mental trap (3:46)</li><li>How to beat boredom? (9:05)</li></ul>Resources Mentioned: <ul><li><a href="https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck/dp/0345472322" rel="nofollow" target="_blank">Mindset</a> by Carol Dweck (6:28)</li><li><a href="https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ref=sr_1_1?crid=1BX2J20N5P3O7&amp;keywords=sell+without+selling+out&amp;qid=1653672176&amp;s=books&amp;sprefix=sell+without+selling+out%2Cstripbooks%2C77&amp;sr=1-1" rel="nofollow" target="_blank">Sell Without Selling Out</a> by Andy Paul (7:51)</li><li><a href="https://www.amazon.com/Disrupt-Yourself-Whitney-Johnson-audiobook/dp/B015TD79JC/ref=sr_1_1?crid=32307F1CJTAKE&amp;keywords=disrupt+yourself&amp;qid=1653672208&amp;s=audible&amp;sprefix=disrupt+yourself%2Caudible%2C69&amp;sr=1-1" rel="nofollow" target="_blank">Disrupt Yourself</a> by Whitney Johnson (11:33)</li></ul>For more Guest:<ul><li><a href="https://www.linkedin.com/in/jordanbenjamin/" rel="nofollow" target="_blank">Jordan Benjamin</a> on LinkedIn</li><li><a href="https://www.mycoreos.com/" rel="nofollow" target="_blank">MyCoreOS</a></li><li><a href="https://www.mycoreos.com/podcast" rel="nofollow" target="_blank">Peak Performance Selling</a> podcast</li></ul>For more Amy: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the Conversation</a></li></ul>

E58: Beat Boredom with Jordan Benjamin

John Morris

Topics 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)Resources Mentioned: Jeff Swan episode (6:30)When: The Scientific Secrets of Perfect Timing by Dan Pink (6:41)To Sell is Human by Dan Pink (6:41)For more guest:John Morris on LinkedInClub Colors websiteIn the Club podcastFor more Amy Hrehovcik: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

Topics 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. <ul><li>Who is the best possible lead generator out there? (1:29)</li><li>How do you create a conversation piece in your target executive’s office? (4:15)</li><li>How should one think about the branded solutions from the timing perspective? (6:30)</li><li>What business problems does fantastic branding play a part in? (12:11)</li></ul>Resources Mentioned: <ul><li><a href="https://www.revenuereal.com/episode-41-outbound-done-right-with-jeff-swan/" rel="nofollow" target="_blank">Jeff Swan episode</a> (6:30)</li><li><a href="https://www.amazon.com/When-Scientific-Secrets-Perfect-Timing/dp/0735210624" rel="nofollow" target="_blank">When: The Scientific Secrets of Perfect Timing</a> by Dan Pink (6:41)</li><li><a href="https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905/ref=pd_lpo_2?pd_rd_i=1594631905&amp;psc=1" rel="nofollow" target="_blank">To Sell is Human</a> by Dan Pink (6:41)</li></ul>For more guest:<ul><li><a href="https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/" rel="nofollow" target="_blank">John Morris on LinkedIn</a></li><li><a href="https://www.clubcolors.com/" rel="nofollow" target="_blank">Club Colors</a> website</li><li><a href="https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742" rel="nofollow" target="_blank">In the Club podcast</a></li></ul>For more Amy Hrehovcik: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the Conversation</a></li></ul>

57: How To Drive Referrals through Branded Solutions with John Morris

Topics 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 &amp; 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 your mental health story? (11:10)Resources Mentioned: Cognitive Behavioral TherapyDr. Ehrin Weiss episodePsyche &amp; Sales episodeFor more John Morris:John Morris on LinkedInClub Colors websiteIn the Club podcastFor more Amy Hrehovcik: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

Topics 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. <ul><li>John’s Mental Health &amp; Sales Story (1:04)</li><li>Feeling trapped in sales or sales management (2:32)</li><li>Asking for Help is Strong (4:02)</li><li>Get a plan (4:46)</li><li>Where does alcohol fit in? (6:37)</li><li>Which is the most effective form of therapy? (7:27)</li><li>What does great mental health feel like? (10:23)</li><li>What’s the impact of sharing your mental health story? (11:10)</li></ul>Resources Mentioned: <ul><li><a href="https://www.verywellmind.com/what-is-cognitive-behavior-therapy-2795747" rel="nofollow" target="_blank">Cognitive Behavioral Therapy</a></li><li><a href="https://www.revenuereal.com/e26-dr-ehrin-weiss-enlightens-all-things-psycheandsales/" rel="nofollow" target="_blank">Dr. Ehrin Weiss episode</a></li><li><a href="https://anchor.fm/psychandsales/episodes/Interview-with-Amy-Hrehovcik-e12cvvh" rel="nofollow" target="_blank">Psyche &amp; Sales episode</a></li></ul>For more John Morris:<ul><li><a href="https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/" rel="nofollow" target="_blank">John Morris on LinkedIn</a></li><li><a href="https://www.clubcolors.com/" rel="nofollow" target="_blank">Club Colors</a> website</li><li><a href="https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742" rel="nofollow" target="_blank">In the Club podcast</a></li></ul>For more Amy Hrehovcik: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on <a href="https://twitter.com/amy_hrehovcik" rel="nofollow" target="_blank">Twitter</a></li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the Conversation</a></li></ul>

56: Get Your Mental Health Game Plan with John Morris

On 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-skilling? - Conscious Incompetence. (10:35)Resources Mentioned: Cold Calling podcast by Monster Connect (13:00)For More John Morris: John Morris on LinkedInClub Colors websiteIn the Club podcastFor more Amy Hrehovcik: Connect with Amy on LinkedInConnect with Amy on TwitterJoin the Conversation

On 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: <ul><li>To be or not to be, likeable. (2:21)</li><li>What is brand management? (2:58)</li><li>Where does podcasting fit into brand content? (5:49)</li><li>What’s the impact of leaning into the learning curve? (9:08)</li><li>Why is learning something new hard and how can you move faster through the hardest phase of re-skilling? - Conscious Incompetence. (10:35)</li></ul>Resources Mentioned: <ul><li><a href="https://the-cold-calling-podcast.simplecast.com/" rel="nofollow" target="_blank">Cold Calling podcast </a>by Monster Connect (13:00)</li></ul>For More John Morris: <ul><li><a href="https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/" rel="nofollow" target="_blank">John Morris on LinkedIn</a></li><li><a href="https://www.clubcolors.com/" rel="nofollow" target="_blank">Club Colors</a> website</li><li><a href="https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742" rel="nofollow" target="_blank">In the Club podcast</a></li></ul>For more Amy Hrehovcik: <ul><li>Connect with Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Connect with Amy on Twitter</li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the Conversation</a></li></ul>

55: Level Up Your Brand with John Morris

You 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 client’s immediate pains &amp; gains. What happens when we play the long game instead? (16:19)Selling While WomanEqual Opportunity Harm-Dishers Across Sales (20:22)Resources mentioned:The 80/20 episode (09:11)Jason Bay episode (early) (19:00)Jeff Bajorek Does Discovery episode (19:00)

You 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 <a href="http://PathToPresidentsClub.com" rel="nofollow" target="_blank">PathToPresidentsClub.com</a> – one of the most talented and competent enterprise sales enablers I know. <ul><li>Who is Meghann Misiak? (04:04)</li><li>How to identify skill gaps? (06:23)</li><li>Can we beef up the business acumen please? (10:22)</li><li>What is the one skill that has the biggest impact at every stage in the sales process?  (11:37)</li><li>What Are Your Client’s Value Drivers? Meg’s exercise. (14:52)</li><li>It’s not about your client’s immediate pains &amp; gains. What happens when we play the long game instead? (16:19)</li><li>Selling While Woman</li><li>Equal Opportunity Harm-Dishers Across Sales (20:22)</li></ul>Resources mentioned:<ul><li>The 80/20 episode (09:11)</li><li>Jason Bay episode (early) (19:00)</li><li>Jeff Bajorek Does Discovery episode (19:00)</li></ul>

Episode 54: Moving Mountains En Route To Presidents Club with Meghann Misiak

Casey Jacox

On 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 own white privilege? (31:36)Allyship is an action verb. (42:39)Resources mentioned:It Takes What it Takes by Trevor Moawad (08:23)Getting to Neutral by Trevor Moawad (08:23)The Greatest Competitive Advantage You’ll Know: Mental Health by Amy Hrehovcik (09:30)Ryan Holiday books (16:33)Read to Lead Challenge (17:20)Jim Collins (21:31)Seven Habits of Highly Effective People by Steven Covey (21:34)Dale Favors: Bridging the Race Gap As A Father, a Quarterback Dadcast episode (33:11)Tips for an SDR Just Getting Started in Tech Sales (34:56)Nice White Parents podcast by Serial and NYT (37:21)White Fragility: Why It’s So Hard For White People To Talk About Racism (37:37)Amy’s LinkedIn post (42:39)For more Casey Jacox:Casey Jacox on LinkedInThe Quarterback DadcastWin the Relationship, Not the DealLimitless MindsFor more Amy: Follow Amy on LinkedInFollow the show on LinkedInJoin the conversationInspiration for the Handmaiden's Tale reference at the beginning goes to the women at the Strict Scrutiny podcast. Thank you!

On 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:<ul><li>Who is Casey Jacox? (05:17)</li><li>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)</li><li>What are the books that impacted us? (21:31)</li><li>What impact does the athlete worship and never ending sports analogies have on the morale of your team? (24:45)</li><li>How did Casey and I become aware of our own white privilege? (31:36)</li><li>Allyship is an action verb. (42:39)</li></ul>Resources mentioned:<ul><li><a href="https://www.amazon.com/Takes-What-Think-Neutrally-Control/dp/0062947125" rel="nofollow" target="_blank">It Takes What it Takes</a> by Trevor Moawad (08:23)</li><li><a href="https://www.amazon.com/Getting-Neutral-Conquer-Negativity-Chaotic/dp/006311190X" rel="nofollow" target="_blank">Getting to Neutral</a> by Trevor Moawad (08:23)</li><li><a href="https://www.saleshacker.com/mental-health-sales-advantage/" rel="nofollow" target="_blank">The Greatest Competitive Advantage You’ll Know: Mental Health</a> by Amy Hrehovcik (09:30)</li><li><a href="https://ryanholiday.net/" rel="nofollow" target="_blank">Ryan Holiday books</a> (16:33)</li><li><a href="https://store.dailystoic.com/products/read-to-lead-2022" rel="nofollow" target="_blank">Read to Lead Challenge</a> (17:20)</li><li><a href="https://www.jimcollins.com/" rel="nofollow" target="_blank">Jim Collins</a> (21:31)</li><li><a href="https://www.franklincovey.com/the-7-habits/" rel="nofollow" target="_blank">Seven Habits of Highly Effective People</a> by Steven Covey (21:34)</li><li><a href="https://open.spotify.com/episode/2NrOa8TjGBaQZlBbNXml4D" rel="nofollow" target="_blank">Dale Favors: Bridging the Race Gap As A Father</a>, a Quarterback Dadcast episode (33:11)</li><li><a href="https://www.youtube.com/watch?v=z1rISlYLWFI" rel="nofollow" target="_blank">Tips for an SDR Just Getting Started in Tech Sales </a>(34:56)</li><li><a href="https://www.nytimes.com/2020/07/23/podcasts/nice-white-parents-serial.html" rel="nofollow" target="_blank">Nice White Parents</a> podcast by Serial and NYT (37:21)</li><li><a href="https://www.amazon.com/White-Fragility-People-About-Racism/dp/0807047414" rel="nofollow" target="_blank">White Fragility: Why It’s So Hard For White People To Talk About Racism</a> (37:37)</li><li>Amy’s <a href="https://www.linkedin.com/posts/amyhrehovcik_teamhuman-sales-leadership-activity-6906992746201247744-q2N6?utm_source=linkedin_share&amp;utm_medium=member_desktop_web" rel="nofollow" target="_blank">LinkedIn post</a> (42:39)</li></ul>For more Casey Jacox:<ul><li><a href="https://www.linkedin.com/in/caseyjacox/" rel="nofollow" target="_blank">Casey Jacox on LinkedIn</a></li><li><a href="https://www.caseyjacox.com/qb-dadcast" rel="nofollow" target="_blank">The Quarterback Dadcast</a></li><li><a href="https://www.amazon.com/WIN-RELATIONSHIP-not-DEAL-Strategies/dp/0999371495" rel="nofollow" target="_blank">Win the Relationship, Not the Deal</a></li><li><a href="https://thinkbig-gofar.com/" rel="nofollow" target="_blank">Limitless Minds</a></li></ul>For more Amy: <ul><li>Follow Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Follow <a href="http://revenuereal.com" rel="nofollow" target="_blank">the show</a> on LinkedIn</li><li><a href="http://revenuereal.com" rel="nofollow" target="_blank">Join the conversation</a></li></ul>Inspiration for the Handmaiden's Tale reference at the beginning goes to the women at the Strict Scrutiny podcast. Thank you!

Episode 53: Win the Relationship Not the Deal with Casey Jacox

On 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 rethink podcasting? (46:42)Resources mentioned:Galem/Jeff episodeJeff’s new showThe Art of CommunityDescript (42:01)Guests:Jeff Bajorek LinkedInDonnie Boivin LinkedInGalem Girmay LinkedInJames Buckley LinkedInRebekah Panepinto LinkedInTravis King LinkedInGarrio Harrison LinkedInCollin Mitchell LinkedInFor more Amy: Follow Amy on LinkedInFollow the showExplore the conversation

On 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: <ul><li>Who you are and where you’re at on the podcasting journey? (02:26)</li><li>What made you pick up the microphone? (7:50)</li><li>What was your biggest aha moment? (22:49)</li><li>What happens when it gets too real? (26:57)</li><li>How did you pick your topic? (22:35)</li><li>What was the beginning like? (35:04)</li><li>How to think or rethink podcasting? (46:42)</li></ul>Resources mentioned:<ul><li>Galem/Jeff episode</li><li>Jeff’s new show</li><li>The Art of Community</li><li><a href="https://www.descript.com/" rel="nofollow" target="_blank">Descript</a> (42:01)</li></ul>Guests:<ul><li>Jeff Bajorek <a href="https://www.linkedin.com/in/jeffbajorek/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Donnie Boivin <a href="https://www.linkedin.com/in/donnieboivin/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Galem Girmay <a href="https://www.linkedin.com/in/galemgirmay/" rel="nofollow" target="_blank">LinkedIn</a></li><li>James Buckley <a href="https://www.linkedin.com/in/jamessaywhatsalesbuckley/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Rebekah Panepinto <a href="https://www.linkedin.com/in/rebekahpanepinto/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Travis King <a href="https://www.linkedin.com/in/travisandreking/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Garrio Harrison <a href="https://www.linkedin.com/in/garrioharrison/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Collin Mitchell LinkedIn</li></ul>For more Amy: <ul><li>Follow Amy on <a href="https://www.linkedin.com/in/amyhrehovcik/" rel="nofollow" target="_blank">LinkedIn</a></li><li>Follow <a href="http://revenuereal.com" rel="nofollow" target="_blank">the show</a></li><li>Explore <a href="http://revenuereal.com" rel="nofollow" target="_blank">the conversation</a></li></ul>

Episode 52: Podcasting Smiles and Cries

This is a podcast about uncomfortable revenue conversations. Selling is just a series of conversations, friends. If you’re doing it right, there is always an element of discomfort. Learning to navigate the hard conversation holds the keys to richer connections with buyers and transformative sales performance. Among other things. And we’re all out of practice. Myself included. Plus, we have a lot of unspoken conversations around how we generate revenue as a profession. So let’s talk about it. For real.

Revenue Real Hotline

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