Episodit
-
In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation.
As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.1. Creating Differentiation through Content
Live shows and podcasts offer a unique platform to showcase expertise and differentiate yourself from the competition. By providing value-driven content that resonates with your audience's pain points and interests, you build trust and authority in your niche.2. Leveraging Guest Appearances to Build Pipeline
One of the most effective strategies discussed was inviting potential prospects as guests on your show. This method not only opens the door to meaningful conversations but can also lead to long-term business relationships. Many deals have resulted from initial guest appearances, where the prospect first learned about the value you offer during a show.3. Amplifying Reach through Audience Sharing
When a guest shares your show with their audience, it exponentially increases your reach. This strategy taps into your guest’s network, helping you expand your audience and potential customer base. Over time, this builds momentum for your brand and visibility in your industry.4. Strategic Content Distribution for Continued Engagement
After recording a live show or podcast, repurpose the content into bite-sized, shareable snippets across multiple platforms (LinkedIn, YouTube, Instagram, etc.). By keeping your content in front of your audience consistently, you keep them engaged and build stronger relationships over time.5. Using Shows for Personal Brand Building and Sales Attribution
Carson and Brandon emphasize the importance of sales teams understanding the long-term ROI of these efforts. Often, companies fail to attribute success correctly to content like podcasts and live shows. By viewing these platforms as long-term relationship builders, rather than immediate sales generators, teams can reap the full benefits of consistent content creation.Live shows and podcasts are more than just content formats; they’re powerful tools for B2B demand generation.
By focusing on creating value for your audience, strategically leveraging guests, and amplifying your reach, you can build a personal brand that drives meaningful business outcomes.
As Carson and Brandon highlight, the key is consistency and a focus on long-term relationships.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
Mentorship is an active process you take charge of, with the support of others.
The Modern Mentorship Mindset:
In this episode of Mastering Modern Selling, Douglas Stewart shares his empowering approach to mentorship in the digital age, focusing on personal accountability and growth.
Discover how to find the right mentors, accelerate your development, and transform your life.
This inspiring conversation offers actionable advice for anyone seeking to unlock the full potential of mentorship.
Personal Accountability:
Mentorship today is dynamic, leveraging diverse, informal connections through digital platforms like social media and podcasts to continuously learn and grow.
Finding the Right Mentors:
Mentorship requires proactive effort. Taking ownership of your development shifts the focus from waiting for mentorship to actively seeking guidance for personal growth.
Mentorship Myths:
Clarifying your needs—whether career advice, personal growth, or specific skills—helps you find mentors who can contribute effectively. It's valuable to have multiple mentors across different areas.
Leveraging Mentorship for Fast Growth:
There’s no need for a perfect mentor. Doug stresses that mentorship can come from various people, and being active in the process with clear goals ensures mutual benefit.
Doug shares his experience of how deliberate mentorship choices accelerated his growth, and offers strategies for structuring your learning, setting milestones, and staying accountable.
Doug Stewart's approach to mentorship is a game-changer.
By shifting the focus from passively waiting for the right mentor to actively seeking guidance, you can significantly accelerate your growth.
His story shows that mentorship isn't elusive—it’s something you can initiate and build into your life today.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
Puuttuva jakso?
-
In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth.
Communication and Personality Types:
With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation.
He discusses how effective communication, understanding personalities, and applying simple but powerful strategies can make salespeople more effective.Richard highlights the importance of tailoring your communication style to the buyer’s personality using the DISC model.
Money Flows Where Needs Are Met:
Understanding whether a client is Dominant (D), Influencer (I), Steady (S), or Conscientious (C) helps create more meaningful and impactful conversations.Richard emphasizes that successful sales hinge on understanding and meeting client needs.
The Power of Mock Conversations:
Sellers often get bogged down in systems or features when they should focus on solving the buyer’s problems.Role-playing and mock conversations, according to Richard, help build confidence and prepare salespeople for real-world situations.
The Importance of Personal Branding:
By practicing in a "safe space," sellers can refine their approach before engaging with actual clients.Richard encourages everyone, including more introverted personalities, to develop their personal brand.
Listening is Key to Sales Success:
He shares strategies for leveraging social media and connecting authentically with your audience while staying true to your strengths.One of the most crucial skills in sales, according to Richard, is the ability to listen.
By asking the right questions and truly hearing the client’s needs, sellers can build trust and create stronger connections.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales.
Challenge the Status Quo in Sales
Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.Eric emphasizes the need to rethink outdated sales tactics that may not have ever worked.
Value-Driven Discovery Calls
Sales leaders must be willing to dust off traditional methods and adopt new, innovative approaches tailored to today's buyer-centric market.Most discovery calls focus too much on the seller, leading to boring conversations.
Sales Processes Over People
Eric advocates for value-driven discovery calls, where the focus is on the buyer's needs, not on selling, leading to more meaningful engagements.Eric argues that successful organizations are built on robust processes, not just hiring great salespeople.
Embrace Continuous Learning and Maturity Assessments
While talented salespeople are important, having a strong, scalable process ensures success, even with turnover.Eric introduces his Sales Organization Maturity Assessment, a tool designed to help companies understand where they stand in terms of sales maturity.
AI and Social Selling as a Necessity
This assessment provides actionable insights on how to transition from a basic sales department to a high-performing sales force.In a world increasingly driven by technology, Eric highlights the need for salespeople to embrace AI and social selling techniques.
Sharing relevant content and engaging with prospects online are critical for establishing thought leadership and trust.
Eric Wattkins brings a fresh perspective to modern sales, reminding us that sticking to outdated methods won’t get us where we need to go.
By focusing on process, putting the buyer first, and embracing tools like AI and social selling, we can build a sales strategy that’s not only effective but sustainable.
If you’re ready to challenge the norms and take your sales game to the next level, this episode is a must-watch.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo.
In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales.
From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to hear.Key Takeaways:
Reimagine Sales with a Contrarian Approach:Rob Fegan introduces the idea of being a sales contrarian—questioning old-school sales methods that may no longer serve today's dynamic market. He emphasizes the need to dust off outdated processes and adopt new strategies that align better with current buyer behaviors.
Value-Driven Discovery Calls:Traditional discovery calls are often too focused on the seller’s needs rather than the buyer's. Rob stresses the importance of making these calls more engaging and valuable for the buyer by focusing on their needs and concerns, ultimately leading to more meaningful sales conversations.
Sales Playbooks:Rob advocates for the creation of comprehensive sales playbooks, developed in collaboration with the sales team. These playbooks are essential for standardizing best practices and ensuring that sales processes are consistently followed, even as team members come and go.
Focus on Process Over People:Successful sales organizations are built on robust processes, not just the talent of individual salespeople. Rob challenges the notion of the "great salesperson" and suggests that companies should focus on creating strong sales processes that can withstand turnover and market fluctuations.
Effective Use of LinkedIn for Social Selling:In today's digital age, social selling is more important than ever. Rob shares tips on how to use LinkedIn effectively by sharing industry-related content and engaging in meaningful conversations, rather than just pushing sales messages.
Rob Fegan’s contrarian approach to sales is a refreshing reminder that challenging the norm can lead to significant breakthroughs in sales performance.
By focusing on process, value-driven interactions, and leveraging social selling tools like LinkedIn, sales professionals can better navigate today’s buyer-centric market.
For a deeper dive into these insights and more, be sure to watch the full episode.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In.
Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.
1. The Role of AI in Sales:
Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.
2. LinkedIn Algorithm Changes:
The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.
3. Balancing Efficiency and Effectiveness:
While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.
4. Kristie Jones on Personal Development in Sales:
Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.
5. Avoiding the AI Trap:
The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.
As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn.
This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership Stage
LinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.Build Trust Through Authenticity
Use LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.Turn Activity Into Opportunity
By sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.Expand Your Influence
Engage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.Embrace Your Role
If LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.
Don’t miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways:
Don’t Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.Quality Over Quantity in Outreach: In an age where inboxes are flooded, Alice stresses the significance of sending high-quality, targeted communications over mass outreach. Personalization and relevance are key.Referrals First Approach: Alice advocates for prioritizing referrals as a cost-effective and powerful way to accelerate sales, ensuring that your team leverages existing relationships to open new doors.CEO’s Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture.
Don’t miss the full episode to explore these insights in detail and start transforming your sales strategy today.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
Dive into the world of video prospecting with insights from Juan Pablo Garcia in the latest episode of Mastering Modern Selling.
Discover how integrating video into your sales strategy can revolutionize your outreach and engagement efforts.The Role of Authenticity in Video Prospecting:
Juan Pablo emphasizes the importance of authenticity in video communication. By being genuine and showing your true self, you can build stronger connections and trust with potential clients. This authenticity extends to the simplicity and naturalness of your video content, making it relatable and impactful .
Strategic Use of LinkedIn for Video Outreach:
Utilizing LinkedIn as the primary platform for video prospecting allows you to connect with a highly targeted audience. Juan Pablo shares his approach of sending personalized video messages to new connections without immediately pitching a product or service, fostering a sense of genuine interest and engagement.
Balancing Automation and Personalization:
While automation can save time, Juan Pablo warns against over-reliance on automated messages. He highlights the effectiveness of personalized, non-automated video messages in maintaining human touch and relevance, which significantly reduces the chances of your messages being ignored or marked as spam .
Creating and Sharing Valuable Content:
Consistently creating and sharing valuable content tailored to your audience's interests is key. Juan Pablo's workflow involves producing short, informative videos during his daily activities, such as walking his dog. He then shares these videos directly with relevant contacts, ensuring the content is both useful and engaging .
Measuring Success and Adapting Strategies:
Tracking the effectiveness of your video prospecting efforts is crucial. Juan Pablo shares his experience of receiving direct feedback from his market, which confirmed the positive impact of his approach. Adapting based on feedback and staying updated with trends helps maintain the relevance and effectiveness of your strategy .
Juan Pablo Garcia's insights into video prospecting provide a powerful roadmap for sales professionals looking to enhance their outreach strategies.
By prioritizing authenticity, strategic use of LinkedIn, balancing automation with personalization, creating valuable content, and continuously measuring success, you can significantly improve your engagement and conversion rates.Want to learn more about mastering video prospecting?
Watch the full episode of Mastering Modern Selling with Juan Pablo Garcia for in-depth insights and practical advice that can transform your sales approach.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In episode 96 of "Mastering Modern Selling," we had the privilege of hosting Bob Burg and Jeff West, the brilliant minds behind the book "Streetwise to Saleswise."
This engaging conversation delved into transforming sales approaches, overcoming objections, and the importance of personal development in achieving sales success.The Importance of Personal Development:
Bob Burg emphasizes that success in sales is deeply rooted in personal development.
He shared his journey from struggling in sales to becoming successful by devouring books from sales legends like Tom Hopkins and Zig Ziglar. The takeaway? Cultivate your inner growth to see outer success.
Understanding and Overcoming Objections:
Jeff West introduced the concept of "becoming objection-proof."
He highlighted that objections are often not the real issues but manifestations of underlying concerns. By controlling emotions, empathizing with the prospect, and asking insightful questions, salespeople can uncover and address the true objections effectively.
The Role of Empathy in Sales:
Both Bob and Jeff underscored the power of empathy in building relationships with prospects.
Validating a prospect's thought process and concerns fosters trust and opens up genuine dialogue, making it easier to address their needs and offer appropriate solutions.
Systematic Approach to Handling Objections:
Jeff elaborated on a systematic approach to handling objections: control emotions, empathize, ask questions to understand the prospect’s perspective, and then gently shift their frame to offer solutions.
This approach not only resolves objections but also strengthens the relationship with the prospect.
Merging Sales Skills with Personal Growth:
The discussion brought to light that sales skills and personal growth are intertwined.
Bob Burg shared that mastering the mechanics of selling and understanding human nature are crucial, but integrating these with continuous personal development leads to sustained success.
The episode with Bob Burg and Jeff West was a treasure trove of wisdom for sales professionals.
Their insights into personal development, empathy, and systematic objection handling provide a robust framework for enhancing sales performance.
For those looking to elevate their sales game, this episode is a must-watch.
Dive into the full episode to gain more in-depth knowledge and practical tips from these seasoned experts.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In Episode #95 of Mastering Modern Selling, Liz Wendling joins us to share her insights on authentic sales strategies.
With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets.Key Takeaways:
Embrace Authenticity:Liz highlights the importance of being genuine in sales interactions. She recounts her early career where she succeeded by treating prospects like family, which led to her being the top salesperson despite not following traditional sales training.Personalization Over Automation:Avoid generic, templated messages that feel impersonal. Instead, craft emails and messages that speak directly to the recipient, making them feel valued and understood.Ditch the Fluff:Liz advises against starting emails with phrases like “I hope you’re doing well.” These often come off as insincere. Instead, get straight to the point and provide value from the first sentence.Balanced Serving and Selling:Authentic selling involves a balance between serving and selling. Liz compares it to inhaling and exhaling – you need both to survive. Being overly focused on serving without aiming to close the sale can be just as detrimental as being too pushy.Effective Follow-Up:Follow-up should be thoughtful and value-driven. Liz emphasizes the need to continue providing meaningful insights and addressing the prospect’s needs rather than repeatedly asking if they’re ready to buy.Liz Wendling’s approach to sales focuses on authenticity and genuine connections.
By personalizing interactions, avoiding unnecessary fluff, and balancing serving with selling, sales professionals can build trust and ultimately achieve better results.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
Dive into the latest episode of Mastering Modern Selling, featuring renowned sales leadership expert, Keith Rosen.
This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders.The Allure and Reality of Sales Management
Keith Rosen sheds light on the common misconceptions about sales management. Many high-performing salespeople are enticed by the perceived power and authority of managerial roles but often lack the necessary training, leading to challenges in leadership and team dynamics.
The Critical Role of Coaching
Effective sales leadership goes beyond managing numbers. Keith emphasizes the importance of having a universal coaching methodology and framework. Without proper coaching, managers often revert to being super-sellers, solving problems for their team instead of fostering independence and growth.Creating a Culture of Accountability
Keith introduces the concept of an "accountability partnership," where managers and team members hold each other responsible for maintaining high standards and core values. This approach promotes a supportive environment and encourages continuous improvement.The Pitfalls of Being a Super Seller
Managers who take over deals and solve all the problems for their team create dependency, hindering the development of their salespeople. Keith advocates for empowering team members to become independent critical thinkers, thereby enhancing their confidence and performance.Aligning Personal Values with Business Objectives
Understanding what motivates each team member is crucial. By aligning personal values with business goals, leaders can create a shared vision that drives both individual and organizational success. This alignment fosters a motivated and engaged workforce.Keith Rosen's insights emphasize that great sales leadership is built on a foundation of care, accountability, and continuous coaching.
By focusing on these principles, sales managers can transform their teams into high-performing sales forces.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024.
They explore the strategies and benefits of building a strong personal brand in today's competitive market.Key Points:
Consistency Compounds:Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small influence into a significant impact. This approach not only builds recognition but also establishes credibility and trust within your network.Leveraging LinkedIn:Brandon shares insights on using LinkedIn effectively to rise above the noise. By posting content daily, engaging with others, and showing genuine interest in the community, professionals can enhance their visibility and create a sense of familiarity among their audience. This consistent presence leads to higher engagement and better business opportunities.Personal Branding as a Career Catalyst:Hosts discuss how a strong personal brand can significantly impact career growth. Carson recounts how his personal branding efforts have opened doors and created opportunities within his organization and beyond. He highlights that showcasing your expertise and experiences can de-risk hiring decisions and attract new prospects.Creating Valuable Content:The importance of producing content that resonates with your audience is underscored. Brandon talks about the strategy of generating content from interviews and transcripts, ensuring that the messages are authentic and in the voice of the individual. This method helps professionals share their knowledge without the pressure of constant content creation.Building Trust and Relationships:The episode highlights that personal branding is not just about self-promotion but about building genuine relationships and trust. By consistently providing value and engaging with your audience, professionals can foster meaningful connections that lead to business growth and career advancements.The episode concludes with a powerful message about the critical role of personal branding in today's business environment.
Our hosts encourage listeners to take actionable steps towards building their brands, emphasizing that it's not about perfection but about showing up consistently and authentically.
They urge professionals to embrace personal branding as a long-term strategy for success and to leverage platforms like LinkedIn to their full potential.To dive deeper into the insights shared in this episode and learn more about building a robust personal brand, watch the full episode of Mastering Modern Selling.
Join the conversation and start your journey towards becoming a recognized and trusted voice in your industry.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales.
The Power of Relatability:Jon emphasizes that humor can make sales messages more relatable and memorable. By addressing common frustrations or challenges with a lighthearted touch, sales professionals can create a connection with their prospects. This relatability helps to break the ice and establish a rapport that traditional sales messages often fail to achieve.Understanding Your Audience:A critical element in using humor effectively is knowing your audience. Jon points out that it's essential to tailor your jokes and humorous messages to fit the specific pain points and interests of your target personas. Whether addressing C-level executives or mid-level managers, the humor should resonate with their daily experiences and challenges.Avoiding Generic Messaging:One of the major pitfalls in sales is the tendency to stick to bland, generic messaging. Jon argues that taking calculated risks with humor can set you apart from the competition. While it's important to remain professional, a well-crafted joke can capture attention and make your message stand out in a sea of sameness.Balancing Humor and Professionalism:Jon discusses the importance of striking the right balance between humor and professionalism. The goal is not to become a stand-up comedian but to use humor as a tool to engage and provoke thought. The humor should always be relevant to the sales context and should never overshadow the primary message or solution being offered.Practical Applications and Examples:Jon shares practical examples of how humor can be integrated into various stages of the sales process. From opening lines in cold emails to icebreakers during sales calls, he illustrates how humor can be a versatile tool. For instance, a joke about the hassle of disposing of printed programs at events can highlight the value of digital solutions in a memorable way.
This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor.
Here are five key takeaways from this enlightening conversation:Jon Selig's insights underscore the potential of humor to revolutionize sales messaging. By making interactions more enjoyable and memorable, sales professionals can build stronger connections and drive better engagement.
As the conversation wraps up, Jon encourages sales teams to embrace creativity and take measured risks in their communication strategies.Stay tuned for more episodes, and as always, happy modern selling!
This Show is brought to you by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
Welcome to Episode 91 of Mastering Modern Selling!
We had the pleasure of hosting Carl Lubbe, a renowned curiosity coach.
Carl brings a wealth of experience and unique perspectives on sales leadership and the power of curiosity in driving sales success.
This episode is packed with insightful and transformative advice for sales professionals aiming to elevate their game.Key Points:
The Importance of Presence in Sales: Carl emphasizes the significance of being truly present during sales interactions. He introduces techniques like the "30-second micro meeting" and taking deep breaths before a call to help salespeople stay focused and engaged with their clients.Curiosity as a Superpower: Carl believes that curiosity is a critical trait for successful salespeople. By approaching conversations with genuine interest and curiosity, sales professionals can create stronger connections and uncover deeper insights about their clients' needs and challenges.People Over Product: One of Carl's core messages is that people, not products, are the profit in sales. He encourages sales leaders to foster a culture that prioritizes understanding and serving the people behind the transactions, leading to more meaningful and successful engagements.Overcoming Sales Challenges: Carl discusses common pitfalls in B2B sales, such as the pressure to rush through interactions and the tendency to focus on numbers rather than individuals. He offers strategies for slowing down, being present, and truly connecting with clients to drive better outcomes.The Eight-Year-Old Mindset: In a unique twist, Carl advises sales professionals to tap into their "inner eight-year-old" by maintaining a sense of wonder and curiosity in their interactions. This mindset helps to alleviate fear and anxiety, making sales conversations more authentic and effective.Carl Lubbe's insights provide a refreshing and transformative approach to sales.
By emphasizing presence, curiosity, and genuine human connection, he offers practical strategies for sales professionals to enhance their effectiveness and build lasting relationships.
For a deeper dive into Carl's methods and to hear more of his valuable advice, be sure to watch the full episode!If you found these insights valuable, don't miss the full episode for a comprehensive exploration of Carl Lubbe's innovative sales strategies.
Join the conversation and share your thoughts on how curiosity and presence have impacted your sales success!
This Show is brought to you by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations.
Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effectively with clients.Key Takeaways
Embrace Change and Inspire Buyers: Bernadette emphasizes the importance of salespeople inspiring change in their buyers. She identifies three key skill sets necessary for modern sales success: creativity, complex problem-solving, and critical thinking. Sales professionals need to help buyers see new perspectives and uncover needs they might not even know they have.From Saboteur to Sage: Salespeople often sabotage their success by not fully committing to their value and role. Bernadette introduces the "Identity Influence and Impact Index," which guides salespeople from self-sabotage to becoming trusted advisors. By owning their value and demonstrating relevance, salespeople can turn buyers from skeptics into super fans.Internal, External, and Essential Stories: Bernadette's book outlines the importance of internal, external, and essential stories in sales. Internal stories are the narratives salespeople tell themselves about their buyers and their value. External stories involve the conversations salespeople have with buyers, focusing on bringing new insights and value. Essential stories are about deeply understanding the buyer’s needs and context.Visual Storytelling: Effective communication in sales goes beyond verbal interactions. Bernadette highlights that 83% of communication is visual. She encourages salespeople to use visual storytelling techniques to engage buyers more deeply and make complex ideas more accessible.Be a Consultant, Not a Salesperson: Buyers today expect more from salespeople than just product pitches. Bernadette underscores the need for sales professionals to act as consultants, helping buyers understand their own businesses better and offering solutions that truly address their challenges. This approach builds trust and fosters long-term relationships.Bernadette McClellan's insights offer a fresh perspective on modern selling, emphasizing the need for salespeople to adapt, inspire, and truly connect with their buyers.
By focusing on internal confidence, delivering unique value, and engaging in meaningful visual storytelling, sales professionals can transform their approach and achieve greater success.
For a deeper dive into these strategies, explore Bernadette's book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom."
This Show is brought to you by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert.
The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.Key Takeaways:
The Importance of Empathy in Change Management:Bill emphasizes empathy as his greatest skill set, crucial for understanding and supporting individuals through change. Empathy counters apathy and inertia, significant risks in any organization. It helps build trust, fosters relationships, and supports the human side of technological transitions .AI’s Role in Enhancing Sales Efficiency:AI tools like Microsoft's Sales CoPilot (formerly Viva Sales) aim to free up time for sellers by automating administrative tasks. Bill shares statistics showing that sellers spend 70% of their time on non-selling activities. AI can reduce this burden, allowing sellers to focus on building relationships and strategic thinking .Adapting to AI: Embracing Change:AI is set to drastically change jobs, particularly in sales. It’s crucial to help individuals understand how their roles will evolve with AI rather than just focusing on how to use the technology. This change management should be 90% about adapting to new roles and 10% about the technology itself .Building a Culture of Continuous Learning:AI implementation should come with support for continuous learning and professional development. Sales leaders need to ensure their teams are not just using AI tools but are also enhancing their sales skills and adapting to new ways of working. This involves coaching and mentoring to fully leverage the benefits of AI .The Future of Work with AI:As AI becomes more integrated into our daily lives, it will teach us more about ourselves and our work. Leaders need to prepare their teams for this shift by fostering a culture of curiosity and adaptability. This includes encouraging critical thinking and reducing over-reliance on scripts and rigid processes .Bill Kirst’s insights shed light on the transformative potential of AI in sales and the essential role of empathy and effective change management.
By focusing on human connections and continuous learning, organizations can successfully navigate the changes brought by AI.Dive into the full episode to explore more about leveraging AI in sales and learn practical tips for effective change management.
Stay ahead in the game by understanding how to integrate these innovations into your sales strategies.
This Show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.
Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:1. Embrace Full-Cycle Selling:
Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.2. The Importance of Sales Processes:
One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.3. Leveraging Communities for Prospecting:
Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.4. Strategic Hiring:
In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.5. Overcoming Burnout and Career Missteps:
Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.
Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.
Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.1. The Evolution of Partnership Strategies:
Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations at Microsoft. He emphasizes the importance of developing a robust partnership strategy, highlighting how partnerships can drive exponential growth and success. From building influence strategies to leveraging resellers, Vince's experience underscores the critical role partnerships play in modern selling.2. Navigating the Hyperscaler Ecosystem:
A significant focus of the discussion is on the three hyperscalers: Microsoft, Google, and Amazon. Vince explains how these tech giants have reshaped the cloud landscape, emphasizing the necessity for businesses to align with them. He discusses the massive cloud commitments these companies have and how they influence decision-making at the board level. Understanding this dynamic is crucial for businesses looking to thrive in the cloud era.3. Building Effective Influence Strategies:
Vince delves into the importance of creating comprehensive influence strategies. He talks about the need to engage with all stakeholders in the decision-making process, not just the direct buyer. By developing relationships with various influencers and understanding their roles, businesses can better navigate complex sales cycles and ensure they are addressing all aspects of the customer's needs.4. The Role of Modern Selling Techniques:
In the age of digital transformation, Vince highlights the shift from traditional selling methods to modern techniques. He discusses how COVID-19 accelerated digital adoption and changed buyer behavior. Today, buyers are more informed and rely heavily on digital channels. Vince stresses the importance of building trust and credibility through consistent engagement and thought leadership, particularly on platforms like LinkedIn.5. Partnering for Success:
Vince provides actionable advice for businesses looking to partner effectively with tech giants. He emphasizes the need for partners to differentiate themselves and build a strong internal alignment around partnership goals. By showcasing success stories, maintaining clear communication, and staying agile to adapt to changing strategies, partners can position themselves as valuable allies to tech giants and drive mutual success.This episode with Vince Menzione is a masterclass in leveraging partnerships for sales success.
Vince's insights reveal the transformative power of strategic partnerships and the importance of adapting to the evolving landscape of modern selling.
Don't miss out on these invaluable lessons.
This show is brought toDon't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams.
Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously online. Recognizing and respecting this journey allows sales teams to adapt their strategies to be more aligned with modern buying behaviors.Provide Value First: Instead of pushing for sales, focus on providing value through educational content and insightful interactions. This positions sales teams as trusted advisors, rather than mere sellers.Leverage Digital Tools: Utilize digital tools and data analytics to gain insights into buyer behaviors without direct interaction. Tools like CRM software and AI can help predict buyer needs and timing, making engagements more timely and relevant.Cultivate a Strong Online Presence: In the anonymous zone, your digital footprint speaks volumes. Building a robust online presence through engaging content and active participation in relevant platforms draws buyers out of anonymity.Encourage Engagement: Foster an environment where potential buyers feel comfortable engaging. This could be through interactive webinars, online workshops, or public forums where they can interact without feeling the pressure of a sales pitch.
In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment.
Here are five key takeaways to transform your sales approach:The Anonymous Zone need not be a barrier. Instead, it offers a unique opportunity to understand and adapt to the evolving landscape of buyer preferences.
By focusing on trust, value, and engagement, sales teams can effectively reach and convert even the most elusive prospects.
This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter - Näytä enemmän
