Episodi
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Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result.
Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now.
Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach.
Uncover the Power of AI for Sales Success
AI in sales is a significant step change, providing valuable insights beyond data. Utilize AI wisely to gain a deeper understanding of buyer psychology and engagement. The potential of AI lies in providing insights and enhancing sales strategies thoughtfully.Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender.
Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation.
Buyer intelligence is nothing but a way of building that buyer first approach. Because when you walk into a meeting, you spend 30 seconds looking at someone's profile and say, okay, this is what matters to this person. This is what doesn't matter. Hence I should say this, not say that, right? Simple things. It's not about you. Your process, your qualification methodology, your medics, your med pics. No buyer doesn't care. - Amarpreet Kalkat
My special guest is Amarpreet Kalkat
Amarpreet Kalkat is the CEO and founder of Humantic AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach.
In this episode, you will be able to:
Maximize sales potential with AI-driven strategies.
Tailor your sales approach to prioritize the buyer's needs.
Gain valuable insights on leveraging human touch in AI-powered sales.
Craft personalized messages to resonate with your prospects.
Uncover the impact of personality insights on driving sales success.
The key moments in this episode are:
00:00:09 - Introduction to AI in Sales
00:03:29 - Buyer First Approach
00:07:34 - Nuanced Approach to AI in Sales
00:10:10 - Leveraging AI for Thoughtful Engagement
00:13:45 - The Challenge of AI SDRs
00:14:49 - The State of AI in Sales
00:16:10 - The Future of AI in Sales
00:17:28 - The Role of AI in Message Preparation
00:19:13 - Risks of AI in Sales
00:27:34 - Importance of Buyer Intelligence
00:29:36 - Importance of Putting Buyers First
00:31:01 - Applying Buyer-First Approach
00:34:55 - Challenges and Solutions in Buyer Insight
00:36:21 - Understanding Buyer's Personality
00:39:38 - Personalized Engagement with Buyers
00:42:36 - Importance of Buyer Intelligence
00:43:07 - Subject Line Performance
00:45:01 - Tactics vs. Concepts
00:46:33 - Generalization in Advice
00:48:35 - All-Time Favorite Movie
Timestamped summary of this episode:
00:00:09 - Introduction to AI in Sales
Mario Martinez introduces Amaprit Kalkat, CEO and founder of Humantic AI, to discuss AI and sales personality insights for better buyer engagement.
00:03:29 - Buyer First Approach
Amaprit emphasizes the importance of a "buyer first" approach in sales, focusing on understanding buyers at a deeper level and shifting the sales conversation to be more about the buyer.
00:07:34 - Nuanced Approach to AI in Sales
Amaprit highlights the need for a nuanced approach to leveraging AI in sales, emphasizing the importance of thoughtful and intelligent automation over "spray and pray" tactics.
00:10:10 - Leveraging AI for Thoughtful Engagement
Amaprit discusses the potential of combining multiple signals and insights to personalize sales engagement, moving beyond traditional ICP targeting and focusing on understanding user psychology and psychometrics.
00:13:45 - The Challenge of AI SDRs
Mario Martinez and Amaprit discuss the challenges and implications of AI-driven SDRs in sales, addressing the issues of spammy and unthoughtful messaging, and the need for more thoughtful engagement strategies.
00:14:49 - The State of AI in Sales
Amarpreet discusses the current state of AI in sales, mentioning that AI SDR is not fully ready but is better than most bad SDRs.
00:16:10 - The Future of AI in Sales
The discussion shifts to the future of AI in sales, with Amarpreet emphasizing the importance of human-assisted AI and the potential for AI to coexist with human sales representatives.
00:17:28 - The Role of AI in Message Preparation
Amarpreet explores the idea of AI preparing messages for sales outreach, suggesting the possibility of human validation based on personality insights before sending out automated messages.
00:19:13 - Risks of AI in Sales
The conversation delves into the risks of AI in sales, including the potential for leaders to replace people with AI without fully understanding its impact on the sales process and the disillusionment surrounding AI's predicted economic impact.
00:27:34 - Importance of Buyer Intelligence
Amarpreet introduces the concept of buyer intelligence, emphasizing the significance of understanding buyers at a deeper level and the potential for salespeople to drive revenue by helping buyers buy more effectively.
00:29:36 - Importance of Putting Buyers First
Amarpreet emphasizes the significance of prioritizing the buyer's needs and interests in sales. He highlights the effectiveness of a buyer-first approach and shares insights on understanding what matters to each individual buyer.
00:31:01 - Applying Buyer-First Approach
Amarpreet illustrates how a seller can apply the buyer-first approach using Humantic's insights. He shares a real-life example of tailoring his communication to align with the specific needs and preferences of a potential customer.
00:34:55 - Challenges and Solutions in Buyer Insight
Mario discusses the challenges faced when there are no buyer insights available. Amarpreet acknowledges the limitations and shares how Humantic is working on expanding its data catchment area to capture dynamic buyer intelligence.
00:36:21 - Understanding Buyer's Personality
Amarpreet explains the importance of understanding a buyer's personality and how it influences decision-making. He emphasizes the value of dynamic buyer intelligence in capturing real-time insights into a buyer's mood and behavior.
00:39:38 - Personalized Engagement with Buyers
Mario and Amarpreet discuss the power of personalized engagement based on a buyer's personality. They highlight the need to tailor communication and interactions to suit individual buyer preferences for effective sales engagement.
00:42:36 - Importance of Buyer Intelligence
Amarpreet discusses the necessity of buyer intelligence and optimizing messages before sending them out. The focus is on word count and subject line construction for better engagement.
00:43:07 - Subject Line Performance
Amarpreet shares insights into subject line performance, highlighting the impact of longer subject lines on engagement and click rates, contrary to the popular belief of shorter subject lines being more effective.
00:45:01 - Tactics vs. Concepts
The conversation shifts to the distinction between tactics and concepts, emphasizing the importance of fundamental concepts over temporary tactics for long-term success in sales engagement.
00:46:33 - Generalization in Advice
The discussion delves into the issue of generalized advice and statistics, emphasizing the value of specific and contrary approaches for real success in sales engagement.
00:48:35 - All-Time Favorite Movie
Amarpreet shares his all-time favorite movie, "Man of Honor," and reflects on the impact of the movie's true story and its memorable scenes.
Embrace Buyer-First Selling Strategy
Prioritizing the buyer's needs and interests is crucial in sales success. Tailoring sales approaches to align with buyer preferences leads to higher engagement. Top sellers excel at putting buyers first, achieving higher win rates and success.Gain Humantic AI Sales Insights
Amarpreet shares insights on human-assisted AI, emphasizing assistive AI over the replacement. Buyer intelligence tools enhance understanding buyers' characteristics for personalized engagement. The episode highlights the role of technology in supporting a buyer-first approach in sales.The resources mentioned in this episode are:
Connect with Amarpreet Kalkat on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast.
Follow Amarpreet Kalkat on Twitter for more insights and updates.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support.
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Are you ready to uncover the unexpected key to maximizing your sales compensation? Get ready to dive into a conversation that will transform the way you negotiate your compensation packages. You won't believe the game-changing strategies shared in this episode. Stay tuned to discover the secrets that will elevate your sales career to new heights.
If you're feeling frustrated by missed opportunities and leaving money on the table, then you are not alone!
Are you tired of negotiating compensation packages that don't reflect your true value and potential? It's time to enhance your negotiation skills and optimize your compensation packages to maximize your earnings. Let's dive in and unlock the secrets to getting the compensation you deserve.
This is Devon Hennig's story:
Devin Hennig, an experienced author, seasoned executive and negotiation expert, candidly shared his journey of learning about compensation through trial and error. As a former VP of marketing in various startups and public companies, he admitted to making costly mistakes in negotiating his own compensation, leaving substantial sums on the table. Drawing from his personal experiences, Devin recognized the common pitfalls that leaders encounter in negotiations, emphasizing the importance of understanding what, how, and why when it comes to compensation.
His refreshing approach, devoid of traditional HR perspectives, resonates with those seeking to navigate the complexities of compensation packages. Devin's journey serves as an inspiring reminder that even seasoned professionals have faced the challenges of underselling themselves and not fully comprehending the intricacies of negotiation. His down-to-earth storytelling and relatable experiences create an engaging narrative, offering valuable insights and a fresh perspective on optimizing compensation packages.
Severance is a protection piece, especially at a higher title and more senior roles. It's making things right. - Devon Hennig
My special guest is Devon Hennig
Devon Hennig, an accomplished author with eight books under his belt, including "The Senior Compensation Bible" and "How to Be a VP," brings a unique perspective to sales compensation negotiations. With a background as a VP of marketing at various startups and public companies, Devon learned from firsthand experiences, having left millions on the table due to negotiation mishaps. His approachable style and focus on helping others avoid similar pitfalls make him a valuable resource for understanding the intricacies of compensation packages and negotiation strategies. Devon's insights cater to both sales leaders and individual contributors, making him a relatable and trusted guide in the realm of optimizing compensation packages.
In this episode, you will be able to:
Master the art of negotiating sales compensation packages to maximize your earnings.
Unlock the potential of equity and stock options for startup employees to build your financial future.
Learn how to maximize severance in executive roles, ensuring a safety net for your career.
Craft a compelling career story in sales that captivates potential employers and clients alike.
Discover strategies for long-term career growth in sales, paving the way for sustained success.
Key Moments:
00:00:00 - Intro 🎬
00:01:23 - Devon Hennig’s Background 📝
00:05:14 - Biggest Mistakes in Negotiating Compensation 💸
00:08:37 - Optimizing Compensation at Different Career Stages 🔄
00:11:30 - Components of Compensation Packages 📑
00:14:05 - Creative Bonuses and Milestone Payments 🏅
00:15:40 - Black Belt Negotiation Moves 🥋
00:17:12 - Commute Stipend Negotiation 🚗
00:19:25 - Justification of Small Incidental Requests 📋
00:25:00 - Balancing Requests and Order of Play ⚖️
00:27:32 - Understanding Equity Compensation at Startups 📈
00:29:55 - Evaluating Equity Offers 📊
00:35:09 - Long-Term Compensation and Vesting ⏳
00:39:08 - Exercise Windows and Negotiation 🏋️♂️
00:40:53 - Negotiating Equity Compensation 💼
00:41:57 - Negotiating Compensation and Equity in Startups 🚀
00:43:18 - Lessons Learned in Negotiating Compensation 🧠
00:44:17 - Importance of Severance in Negotiations 🛡️
00:49:23 - Equity Allocation and Long-Term Perspective in Startups 🌐
00:52:36 - Considerations for Startup Equity and Exit Plans 🚪
00:56:02 - Making a Tough Decision 🤔
00:57:29 - The Pitfalls of Job Hopping 🔄
00:59:07 - Building Your Career Story 📖
01:00:37 - The Value of a Positioning Statement 📍
01:02:43 - Outro 👋
Timestamped summary of this episode:
00:00:09 - Introducing Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso as the creator of FlyMSG.io, a free personal writing assistant and text expander application. The podcast aims to help sales leaders, practitioners, and influencers grow their sales numbers at scale.
00:01:23 - Devin Hennig's Background
Devin Hennig, author of eight books, including the Senior Compensation Bible and How to be a VP, shares his background as a former VP of marketing and his journey to helping others negotiate their compensation packages.
00:05:14 - Biggest Mistakes in Negotiating Compensation
Devin discusses the three main mistakes sales leaders make in negotiating their compensation: not knowing what they can negotiate, lacking negotiation skills, and lacking the confidence to push back on offers.
00:08:37 - Optimizing Compensation at Different Career Stages
Devin advises younger professionals to optimize for cash and experiences, while emphasizing the importance of wins and exits. For older professionals, he recommends focusing on equity and larger lump sum cash opportunities for long-term wealth.
00:11:30 - Components of Compensation Packages
Devin highlights the main components of compensation packages, including base salary, bonuses, severance, equity, and other creative additional benefits, and discusses common mistakes in bonus structures, such as low bonus percentages and lack of accelerators or caps.
00:14:05 - Creative Bonuses and Milestone Payments
Devon discusses the importance of educating people about creative bonuses and milestone payments, especially as they move into leadership roles. He shares his experience negotiating milestone bonuses for a CRO at a young start-up.
00:15:40 - Black Belt Negotiation Moves
Mario asks Devon about "black belt negotiation moves" that most people don't know about. Devon mentions negotiating milestone payments and funding participation, as well as creative equity terms like double triggers and acceleration, all of which can add significant value to a job offer.
00:17:12 - Commute Stipend Negotiation
Mario shares his experience negotiating for a commute stipend, gas card, Bart pass, and a monthly food stipend as part of his compensation package. He emphasizes the importance of framing these requests in a way that adds value without coming across as greedy.
00:19:25 - Justification of Small Incidental Requests
Mario and Devon discuss the importance of justifying small incidental requests like gym memberships and commute stipends. They emphasize the value of these requests in improving the quality of life for employees and how to strategically negotiate for them.
00:25:00 - Balancing Requests and Order of Play
Devon advises on the order of play when negotiating compensation, emphasizing the importance of balancing requests and prioritizing high-value asks. He highlights the need to avoid overwhelming the employer with a long list of requests and to focus on the essentials.
00:27:32 - Understanding Equity Compensation at Startups
Devon explains the value of equity compensation for individuals at the startup phase. He emphasizes the importance of understanding stock options and the total shares outstanding of the company to calculate ownership percentage.
00:29:55 - Evaluating Equity Offers
Devon highlights the significance of knowing the number of stock options or rsus granted and the total shares outstanding to calculate ownership percentage. He advises individuals to compare their ownership percentage to benchmarks and make informed decisions.
00:35:09 - Long-Term Compensation and Vesting
Mario discusses the importance of understanding the vesting schedule and fair market value of stock options or rsus. He emphasizes that equity compensation is the long-tail, while cash compensation is the short-tail, and provides an example to illustrate the value calculation of stock options.
00:39:08 - Exercise Windows and Negotiation
Devon talks about the trend of longer exercise windows for stock options and the internal battle for employees when deciding to exercise options upon leaving a company. Mario highlights the non-negotiable nature of vesting periods and cliffs, with some flexibility for more senior individuals in negotiation.
00:40:53 - Negotiating Equity Compensation
Devon emphasizes the negotiation opportunities for senior individuals, such as acceleration, double triggers, clawback protection, and severance terms in equity compensation. Mario adds that bigger companies have less flexibility in negotiation due to existing equity compensation plans.
00:41:57 - Negotiating Compensation and Equity in Startups
Devon discusses the limited flexibility in negotiating fair market value, discounts, and vesting periods in early startups. However, custom plans may be negotiable for key talent in crucial areas.
00:43:18 - Lessons Learned in Negotiating Compensation
Devon admits to making mistakes early in his career due to lack of experience and knowledge on what could be negotiated and how to negotiate. He highlights the importance of understanding what can be negotiated, like severance and bonuses.
00:44:17 - Importance of Severance in Negotiations
Devon emphasizes the significance of negotiating severance, especially for executives, and advises on pre-negotiating a termination without cause clause and aiming for at least a three to six-month severance package.
00:49:23 - Equity Allocation and Long-Term Perspective in Startups
Mario Martinez Jr. shares his experience in building a startup, discussing the allocation of stock options for different roles in the company. He highlights the long tail game of equity and the need to commit to a three to five-year plan for potential success.
00:52:36 - Considerations for Startup Equity and Exit Plans
The conversation delves into the importance of understanding the exit plan of a startup before committing to equity. Mario emphasizes the need for a long-term perspective and commitment, while Devon shares his experience and insights on equity allocation.
00:56:02 - Making a Tough Decision
Devon discusses his experience of being on paternity leave and being offered a severance package. He shares how he was able to negotiate a year-long severance and stay home for eight months after his second son was born.
00:57:29 - The Pitfalls of Job Hopping
Mario and Devon delve into the topic of job hopping and its impact on equity vesting. They discuss the downsides of constantly changing jobs and emphasize the importance of building a strong career story.
00:59:07 - Building Your Career Story
Devon shares his personal experience of tracking accolades and achievements throughout his career. He emphasizes the importance of building a compelling story to showcase one's skills and achievements when transitioning to new roles.
01:00:37 - The Value of a Positioning Statement
Mario highlights the significance of creating a positioning statement to effectively communicate one's expertise and track record to potential employers. He emphasizes the importance of clearly articulating what one can offer to a new organization.
01:02:43 - How to Connect with Devon
Devon shares where the audience can connect with him, mentioning TikTok as his primary platform and offering his expertise in compensation consulting and negotiation. He encourages those interested to reach out to him on LinkedIn for assistance.
Harnessing Equity and Stock Options
Equity and stock options play a vital role in optimizing compensation packages, particularly in startup and tech companies. Calculating the value of equity based on shares granted and total shares outstanding is crucial for determining ownership percentage. Negotiating equity terms, such as vesting schedules and exercise periods, requires a strategic approach to maximize long-term financial benefits.Mastering Sales Compensation Negotiation
Negotiating sales compensation packages requires mastering key components such as knowing what can be negotiated and how to negotiate effectively. Developing robust negotiation skills is crucial for individuals to overcome internal barriers and fears. Understanding the full range of negotiable elements in a compensation package is essential for maximizing earning potential and career growth.Optimizing Severance Packages
Optimizing severance packages is critical for protecting against termination without cause and ensuring financial security during transitions. Pre-negotiating minimum severance terms, including prorated bonuses and continued equity vesting, can provide a safety net during job changes. Understanding the importance of severance negotiations aligns with strategic career planning and long-term financial stability.The resources mentioned in this episode are:
Connect with Devon on LinkedIn for compensation consulting and negotiation assistance.
Visit https://devonhennig.com/ to access the Senior Compensation Bible for comprehensive guidance on cash comp, bonuses, equity, and perks.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.
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Episodi mancanti?
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Want to learn the solution for smoothly integrating two companies into one, and achieve a seamless transition for sales teams? We're sharing the key to achieving that result. Let's dive into the solution together!
Have you been told to follow a certain strategy to merge companies, but it's not producing the results you need?
The pain of facing uncertainty and disruption during company mergers is all too real. If you've been feeling this frustration, it's time to learn a new approach that empowers you to navigate company integrations smoothly.
Elevating Sales Leadership
The episode highlights the importance of strong sales leadership in navigating company mergers. Leaders like Casey George emphasize the need for aligning financial metrics with sales objectives. Hiring the right people, empowering them, and fostering a culture of transparency and open communication are key aspects of effective sales leadership.This is Casey George's story:
Casey George's journey into the industry is a testament to the power of experience and resilience. With a career spanning 20+ years, including leadership roles at IBM and a stint at Talend, now the EVP of Global Sales at Qlick, Casey's insight into the world of sales is unmatched. As he shares his experiences and strategies for integrating merging companies, his passion for music and love for the '80s shine through, adding a personal touch to his professional wisdom. Casey's approach of moving fast and embracing imperfection resonates with the challenges of merging companies, capturing the essence of adapting and learning in the face of change. His four pillars of financial, people and culture, enablement, and systems provide a roadmap for companies navigating integration, offering a blend of practical advice and personal anecdotes. Casey's narrative style creates a relatable and engaging journey, making his insights not just informative, but also inspiring.
The more mature reps know that the money will follow if they're successful, and successful to them is hitting that target. Driving value for their clients on a consistent basis, and therefore hitting their targets. And then the money follows. - Casey George
In this episode of The Modern Selling Podcast, Casey George, the Executive Vice President, Global Sales at Qlik, shares his extensive 20+ year career experience, including leading sales teams through company mergers. With a focus on integration strategies and the challenges of merging companies together, Casey's insights offer practical advice for sales leaders navigating similar situations. He emphasizes the need to anticipate challenges, prioritize the sales team in the integration process, and the importance of an adaptive approach. Casey's personal anecdotes and practical takeaways provide valuable insights for professionals in the tech and sales industries, making this episode a must-listen for sales leaders looking to drive smoother company integrations. Don't miss out on learning from Casey's experience and gaining actionable strategies for successful company mergers!
In this episode, you will be able to:
Master Integration Strategies for Merging Companies: Learn the secrets to successful company mergers and how to navigate the complexities with finesse.
Elevate Sales Leadership During Company Transitions: Discover how to lead your sales team through company mergers with confidence and effectiveness.
Maximize Sales Team Performance: Uncover the strategies to boost your sales team's productivity and success during a company integration.
Learn the Importance of Sales Enablement in Mergers: Explore the critical role of sales enablement in ensuring a smooth transition and sustained sales growth post-merger.
Navigate Corporate Cultures Post-Merger: Gain insights into effectively managing the merging of corporate cultures to foster a harmonious and productive environment.
Key Moments:
00:00:00 - Intro 🎬
00:01:19 - Getting to Know Casey George 👥
00:08:13 - Merging Qlik and Talend 🤝
00:12:06 - Integration Strategy for Sales Leaders 🧠
00:14:25 - Key Sales Integration Pillars 📊
00:19:55 - Tackling Challenges with the CFO 💼
00:22:40 - Impact of Financial Metrics in Sales 💰
00:25:10 - Communicating Financial Goals 📈
00:27:22 - Empowering the Right People 🌟
00:29:40 - Building a Successful Culture 🏆
00:30:48 - HR’s Role in Transformation 🔄
00:31:07 - Sales Enablement and Cross-Selling 🔗
00:35:00 - Essential Leadership Qualities 🧩
00:42:06 - Importance of Communication in Sales 🗣️
00:43:23 - Managing Financial Goals and Expectations 📊
00:44:51 - Effective Communication and Succession Planning 📅
00:47:04 - Seeking Feedback and Expertise 🛠️
00:49:44 - Outro 👋
Timestamped summary of this episode:
00:00:09 - Introduction to FlyMSG and the Modern Selling Podcast
Mario Martinez introduces Vengreso and FlyMSG, the free personal writing assistant, and sets the stage for the episode of the modern selling podcast featuring Casey George, EVP of Global Sales at Qlick.
00:01:19 - Getting to Know Casey George
Mario and Casey discuss Casey's background in sales and his 27-year career in the industry, sharing personal anecdotes and insights into their experiences.
00:08:13 - Merging Qlik and Talend
Casey describes the merger of Qlik and Talend, highlighting the strategic decision to integrate the two companies to create an end-to-end data journey for customers, touching on the challenges and opportunities of the integration.
00:12:06 - Integration Strategy for Sales Leaders
Casey shares the approach to integration, emphasizing the need to move fast, anticipate challenges, and prioritize financial, cultural, operational, and technological aspects of the integration process, providing insights into the decision-making and execution.
00:14:25 - Key Sales Integration Pillars
Casey discusses the four key pillars of sales integration strategy: financial, people and culture, enablement, and systems.
00:19:55 - Tackling Challenges with the CFO
Casey explains the importance of partnership between sales and finance, and the need for transparent communication and flexibility to align on growth objectives.
00:22:40 - Impact of Financial Metrics in Sales
Mario shares a personal story about the challenges of aligning financial metrics from the field level to high-level financial objectives, emphasizing the need for transparency and understanding down the sales hierarchy.
00:25:10 - Communicating Financial Goals
Casey stresses the importance of personalized communication to help individuals understand how their success contributes to the company's financial goals, while also highlighting the need for open dialogue and transparency.
00:27:22 - Empowerment
Casey discusses the importance of hiring the right leadership and empowering them to implement the right culture and personalities within the organization, ultimately leading to successful sales integration.
00:28:21 - Empowering the Right People
Casey emphasizes the need for finding the right people and empowering them to make decisions for their business. He highlights the need for autonomy and accountability in leadership.
00:29:40 - Building a Successful Culture
Casey discusses the importance of creating a successful culture within the organization. He emphasizes the need to merge the strengths of different companies and discard any challenges, with a focus on making every employee successful.
00:30:48 - HR's Role in Transformation
Casey highlights the critical role of HR in managing the people aspect of the transformation process. He emphasizes the need for the right compensation plans, incentives, and leadership training to ensure a smooth transition.
00:31:07 - Sales Enablement and Cross-Selling
Casey talks about the challenges of merging two companies with different product offerings. He emphasizes the importance of enabling the sales team to effectively sell the full portfolio and shares a successful incentive strategy to drive enablement.
00:35:00 - Essential Leadership Qualities
Casey discusses the key qualities senior leaders should display during times of transition. He emphasizes the importance of transparency, authenticity, and passion in leadership, highlighting their impact on motivating and engaging the team.
00:42:06 - Importance of Communication in Sales
Casey emphasizes the importance of reps communicating their motivations to their management. Articulate communication helps managers create success plans for their reps.
00:43:23 - Managing Financial Goals and Expectations
Casey stresses the significance of communication in managing financial goals and keeping the CEO and board happy. Transparent and frequent communication, setting right expectations, and managing up are essential.
00:44:51 - Effective Communication and Succession Planning
Mario shares a story of effective communication and succession planning within his organization. He highlights the importance of understanding and predicting what is important to the person above you.
00:47:04 - Seeking Feedback and Expertise
Casey underscores the importance of seeking feedback and expertise from the board and CEO. He emphasizes the need for smart communication to tap into the knowledge and experience of higher-ups.
00:49:44 - Favorite Movie and Relating to Sales
Casey shares his favorite movie, "Hoosiers," and relates it to his experience in sales, emphasizing the themes of underdog victories and winning, which he can relate to in the sales industry.
Mastering Integration Strategies
Effective integration strategies are crucial for successfully merging companies, as seen in the episode with Qlik and Talend. The focus on financial, customer, employee, and operational considerations ensures a seamless transition. Anticipating challenges and taking a proactive approach to address issues leads to a smoother integration process.Maximizing Sales Team Performance
Sales team performance is maximized through effective communication, motivation, and alignment with financial goals. Providing the right tools, training, and incentives enables sales teams to navigate the uncertainties of company mergers successfully. Transparency, over-communication, and collaboration with higher-ups drive sales team performance and contribute to overall business success.The resources mentioned in this episode are:
Connect with Casey George on LinkedIn to learn more about sales leadership and best practices in the industry.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover valuable sales insights.
Watch the movie "Hoosiers" for a feel-good underdog story and a great message about winning.
Check out the movie "Glory Road" for an inspiring true story about the first NCAA basketball team with an all-black lineup playing in the championship round.
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Hey there, did you know that a CEO and a CRO walk into a podcast and reveal an unexpected secret about driving business outcomes? Their collaboration led to a 12-month transformation that boosted revenue by 150%. Want to know how they did it? Stay tuned for the surprising strategy they used.
If you're feeling the frustration of sales teams not aligning with product development, and your efforts are not driving better business outcomes, then you are not alone!
This is Tim Condon's story:
Tim Condon's foray into the realm of sales and product development collaboration unfolded during his tenure as CRO at Clutch, a prominent B2B services marketplace. Drawing from his extensive background at Home Snap and The Washington Post Company, Tim shares compelling insights into the intricacies of working with product leaders. He delves into the distinctive challenges and victories encountered, offering a captivating narrative that resonates with professionals seeking to elevate revenue generation and streamline product development processes.
Tim's unique storytelling approach and wealth of experiences provide an engaging and relatable perspective, shedding light on the critical importance of fostering seamless collaboration between sales and product teams for achieving unparalleled success in today's competitive landscape.
You want to build a big successful company and you're just taking two different views and lenses on how to get there. But if you sort of think about this as just one big giant sales call, right, like, and build that sales relationship and do it in the right ways where you're trying to help and build something together, that's how you be successful with a product leader. - Tim Condon
Our special guest is Tim Condon
Tim Condon serves as the Chief Revenue Officer at Clutch, where he leverages his extensive experience in marketplace and software businesses to provide valuable insights into sales and product development collaboration. With a proven track record of successful initiatives, Tim brings a wealth of expertise to the table, offering practical perspectives on driving business outcomes and revenue growth through effective collaboration. His strategic approach and deep understanding of the dynamics between sales and product development make him an invaluable guest for this episode's exploration of enhancing collaboration in the modern selling landscape.
As the CRO at Clutch, Tim Condon's extensive experience in both marketplace and software businesses provides a unique vantage point on the collaboration between sales and product development. With a track record of successful initiatives, Tim brings valuable insights into driving business outcomes and revenue growth through effective collaboration. His expertise and innovative approach make him an exceptional guest for this episode's deep dive into the dynamics of sales and product development collaboration.
In this episode, you will be able to:
Master sales and product development collaboration for enhanced revenue generation.
Build successful sales strategies to drive business growth and customer satisfaction.
Harness the power of customer feedback in product design for market-leading innovations.
Streamline the onboarding process for SaaS products to boost user adoption and satisfaction.
Leverage marketplace platforms for B2B services to expand reach and increase sales opportunities.
Key Moments:
00:00:00 - Intro 🎬
00:01:16 - Introducing Tim Condon and Clutch 🏢
00:04:21 - Tim’s Passion for Stephen King 📚
00:08:09 - Types of Product Leaders 🎛️
00:09:49 - Success Stories in Working with Product Counterparts 🏆
00:14:24 - Implementing Variable Technology 💡
00:15:33 - Prioritizing FlyConnect over Variables 🔄
00:17:31 - Business Outcome Over Customer Requests 🎯
00:21:18 - Understanding Product Usage 📊
00:26:01 - Collaboration Between Sales and Product 🤝
00:27:44 - Reducing Product Complexity for Additional Revenue 💸
00:32:52 - Learning from Customer Feedback 🗣️
00:37:39 - Building a Strong Relationship with Product Leaders 💪
00:39:32 - Connecting with Tim Condon 🔗
00:41:15 - Tim’s Favorite Movie 🎥
00:43:00 - Outro 👋Timestamped summary of this episode:
00:00:00 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander application.
00:01:16 - Introducing Tim Condon and Clutch
Tim Condon, CRO at Clutch, shares his background and the services provided by Clutch, a B2B services marketplace with over 350,000 companies across 157 countries.
00:04:21 - Tim's Passion for Stephen King
Tim shares his passion for Stephen King and being a hardcore fan of his work, showcasing a personal side that many may not know about him.
00:08:09 - Types of Product Leaders
Tim discusses the three types of product leaders he has encountered—those who see revenue as the enemy, those who prioritize revenue, and those who strike a balance between buyer and seller perspectives.
00:09:49 - Success Stories in Working with Product Counterparts
Tim shares a success story about collaborating with a product team to automate a process, which resulted in a better product and increased productivity for the sales team.
00:14:24 - Implementing Variable Technology
Tim discusses the need to implement variable technology in their fly messages, similar to first name tokens in email marketing. This technology would personalize the messages based on the recipient's name, enhancing customer engagement.
00:15:33 - Prioritizing FlyConnect over Variables
Tim evaluates the time and effort required to build variable technology versus flyconnect. He emphasizes the importance of automating the seller's process, reducing time spent on personalization, and prioritizes building fly connect first.
00:17:31 - Business Outcome Over Customer Requests
Mario highlights the importance of understanding the business outcome before fulfilling customer requests. He emphasizes the need for sales leaders to question the impact of building a product on the business and suggests tying it to a live deal to justify investment.
00:21:18 - Understanding Product Usage
Tim emphasizes the importance of understanding the product team's focus on product usage and the impact of building unused features. He advises sales leaders to align their requests with the product team's goals and commit to a specific value when requesting new products.
00:26:01 - Collaboration Between Sales and Product
Tim and Mario discuss the importance of collaboration between sales and product teams. Tim suggests inviting product teammates to client meetings and exposing them to the sales process, fostering mutual understanding and effective communication.
00:27:44 - Reducing Product Complexity for Additional Revenue
Tim discusses a product at Clutch that was hastily put together, resulting in a complicated and hard-to-sell offering. By simplifying the product and providing clear guidance, revenue increased from 8% to 20%.
00:32:52 - Learning from Customer Feedback
Tim shares his experience with Fly Message and the challenges faced due to lack of customer onboarding. Through customer feedback and research, they optimized the onboarding process, reducing it to five minutes and improving customer retention.
00:37:39 - Building a Strong Relationship with Product Leaders
Tim emphasizes the importance of treating the relationship with product leaders as a sales process. Understanding their goals, pain points, and building rapport can lead to successful collaboration and alignment towards common goals.
00:39:32 - Connecting with Tim Condon
Mario Martinez Jr. encourages listeners to connect with Tim on LinkedIn and acknowledges the personalized connection request as a good practice.
00:41:15 - Tim's Favorite Movie
Tim shares that his all-time favorite movie is "300" for its strategic storyline of using pressure situations to compete effectively.
00:41:33 - Movie Mix-up
Tim and Mario discuss a movie, with Tim confusing the lead actor in 300 with Russell Crowe. They try to remember the name of the female character in the movie.
00:41:52 - Lead Actor
The conversation shifts to the lead male actor in the movie, with Tim realizing that it wasn't a big name like Russell Crowe. They struggle to recall the actor's name.
00:42:16 - Movie Recommendation
Mario recommends the movie "300" to the listeners and encourages them to watch it. He then transitions to a promotional message for the podcast.
00:42:28 - Podcast Promotion
Mario asks for a 5-star rating and review for the podcast on iTunes. He also promotes the text expander and personal writing assistant, "flymessage" for increased productivity.
00:43:00 - Conclusion
Mario thanks the listeners for tuning in and encourages them to keep selling.
Customer-Centric Product Design
Simplifying products based on customer feedback and understanding their pain points can lead to significant revenue growth. Aligning product development with customer needs and behaviors is crucial for driving revenue through customer-centric strategies. Fostering open communication and mutual understanding between sales and product teams can lead to impactful product development that meets both sales team and customer needs.Revenue Generation Collaboration
Working closely with product development to drive revenue requires finding a balance between focusing on revenue and creating products that serve both buyers and sellers. Collaborating with product leaders who understand the importance of revenue generation can lead to successful product development. Aligning productivity with outcomes and focusing on customer needs can result in better business outcomes and successful products.Winning Sales Strategies
Emphasizing the need to understand business outcomes before investing time and resources into product development can lead to strategic decision-making. Tying product development to live deals and leveraging new features in sales negotiations can drive revenue growth. Building credibility and collaboration with product counterparts through understanding their perspective and product workflows can enhance sales strategies.The resources mentioned in this episode are:
Connect with Tim Condon on LinkedIn to discuss sales strategies and product development.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity.
Reach out to Tim Condon via email at xpcondon to discuss sales and product development strategies.
Follow Tim Condon on Instagram for business-related updates and insights.
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What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business.
Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset.
If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone!
The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire.
Mastering Strategies for Growing Sales Numbers
In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively.This is Stephen Oommen's story:
In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance.
I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen
My special guest is Stephen Oommen
Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes.
In this episode, you will get the skills to:
Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team.
Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance.
Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams.
Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever.
Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results.
The key moments in this episode are:
00:00:09 - Introduction to FlyMSG and Modern Selling Podcast
00:01:01 - Introduction to Stephen Oommen
00:04:16 - Personal Revelation of Stephen Oommen
00:07:55 - Seed and Soil Analogy
00:11:23 - Addressing Attitude and Mindset Issues
00:12:58 - Setting Expectations for In-Office Attendance
00:15:16 - Contract Review and Decision Making
00:17:01 - Talent Management and Organizational Culture
00:20:58 - Assessing the Impact of Office Attendance
00:24:21 - Identifying Seed vs. Soil Problems
00:25:47 - Talent Misalignment Issue
00:26:50 - Skills and Sales Cycles
00:29:32 - Leadership Philosophy
00:31:10 - Soil Dynamics
00:33:44 - Fixing Challenges
00:40:56 - Importance of Tilling the Soil
00:41:23 - Connecting with Stephen
00:42:13 - All-Time Favorite Movie
00:42:46 - Request for Ratings and Review
Timestamped summary of this episode:
00:00:09 - Introduction to FlyMSG and Modern Selling Podcast
Mario Martinez Jr. introduces FlyMSG and the Modern Selling Podcast, highlighting the focus on helping sales leaders and practitioners grow their sales numbers at scale.
00:01:01 - Introduction to Stephen Oommen
Mario Martinez Jr. welcomes Stephen Oommen, former VP of Enterprise Sales at Outreach, and discusses the importance of people, processes, systems, and tools in sales and marketing.
00:04:16 - Personal Revelation of Stephen Oommen
Stephen Oommen shares a personal story of overcoming a challenging time during the recession, highlighting resilience and determination in the face of adversity.
00:07:55 - Seed and Soil Analogy
Stephen Oommen discusses the concept of "seed" as the people or talent in an organization, and "soil" as the environment or infrastructure where people are placed. Emphasizes the importance of evaluating both aspects when addressing organizational growth and performance.
00:11:23 - Addressing Attitude and Mindset Issues
Mario Martinez Jr. shares a personal experience of addressing attitude and mindset issues within a sales team, highlighting the significance of cultural alignment and team dynamics in achieving sales goals.
00:12:58 - Setting Expectations for In-Office Attendance
Mario discusses the importance of getting to know his team and sets the expectation for in-office attendance. He confronts an employee who refuses to come into the office and questions the director about the employee's contract.
00:15:16 - Contract Review and Decision Making
Mario contacts HR to review the employee's contract and discovers that there is no requirement for remote work. His boss advises him to fire the employee, but Mario decides to coach him first.
00:17:01 - Talent Management and Organizational Culture
Stephen shares his belief in the importance of talent and the impact of an individual's circumstances on their performance. He emphasizes the need for creating an environment that attracts top talent and aligning skills with the company's needs.
00:20:58 - Assessing the Impact of Office Attendance
Mario explains that the office attendance requirement was not solely about work but also about building rapport and getting to know the team. He emphasizes the impact of an individual's attitude on the entire team and the importance of reasonableness in expectations.
00:24:21 - Identifying Seed vs. Soil Problems
Stephen discusses the complexity of identifying whether a problem lies with the individual (seed) or the organization (soil). He highlights the need to align an individual's skills with the company's processes and emphasizes the role of the leader in optimizing the environment for the team's success.
00:25:47 - Talent Misalignment Issue
Stephen discusses the trend of misalignment in the marketplace, highlighting the importance of full cycle AE's and the skills required for enterprise sales.
00:26:50 - Skills and Sales Cycles
Stephen explains the challenges in enterprise sales, emphasizing the need for specialized skills in creating pipeline due to longer sales cycles.
00:29:32 - Leadership Philosophy
Stephen shares his management philosophy, focusing on potential, capability, and effort, while also discussing the nurture potential of skills.
00:31:10 - Soil Dynamics
Stephen delves into the various components of the soil in sales, including historical evidence, marketing, leads, and investment in training and career growth.
00:33:44 - Fixing Challenges
Stephen emphasizes the importance of starting with the soil to fix challenges, focusing on product-market fit, awareness, and driving demand in today's economy. He uses the analogy of nurturing a fig tree to illustrate the need for time and investment in the seed.
00:40:56 - Importance of Tilling the Soil
Stephen and Mario discuss the analogy of changing out the seed versus tilling the soil in a sales context. They emphasize the impact of putting in the work to till the soil and fertilize it for more effective results.
00:41:23 - Connecting with Stephen
Mario asks Stephen how listeners can connect with him. Stephen suggests reaching out to him on LinkedIn with a specific message, as he gets a lot of requests. He also provides his name spelling for reference.
00:42:13 - All-Time Favorite Movie
Mario asks Stephen about his all-time favorite movie, and Stephen reveals it to be "Love and Basketball," a sports-related film. Mario expresses interest in the movie and plans to look it up.
00:42:46 - Request for Ratings and Review
Mario asks listeners to give the podcast a five-star rating and review on iTunes. He also promotes the FlyMSG app for productivity. He concludes by thanking the audience for listening.
Transitioning from Enterprise Sales to Strategic Advising
Stephen shares his insights on transitioning from a role in enterprise sales to strategic advising, emphasizing the importance of understanding the holistic approach to sales leadership. The conversation delves into the significance of evolving from a focus on sales numbers to strategic advising, where sales leaders must balance people,Leveraging the Importance of People, Process, and Tools
Stephen emphasizes the importance of aligning talent with the right processes and tools within the sales organization to optimize performance and drive better results. The discussion highlights the need for sales leaders to evaluate the alignment between individual salespeople, organizational processes, and tools to ensure synergy and effectiveness in achieving sales objectives. By leveraging the alignment of people, process, and tools, sales leaders can create a harmonious and efficient sales environment that maximizes the potential of their team and drives success in sales initiatives.The resources mentioned in this episode are:
Connect with Stephen Oommen on LinkedIn and mention that you heard him on The Modern Selling Podcast to establish a specific connection.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. This is a free text expander and personal writing assistant.
Give The Modern Selling Podcast a five-star rating and review on iTunes to show your support and help the podcast reach a wider audience.
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Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading.
Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen!
This is Teri Long's story:
Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling.
Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long
Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach.
In this episode, you will be able to:
Mastering effective sales enablement programs for exponential growth.
Unleashing the power of a digital presence to supercharge sales success.
Aligning customer success and sales strategies for unstoppable growth.
Boosting sales productivity through cutting-edge technology solutions.
Harnessing personal brand prowess to skyrocket sales performance.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:01:18 - Welcoming Teri Long
00:08:09 - Implementing Sales Enablement Programs
00:12:36 - Identifying the Biggest Problems
00:14:02 - Effective Enablement Leadership
00:14:58 - Challenging Assumptions in Sales Training
00:18:30 - Impact of Operationalizing Processes
00:20:44 - Fundamental Challenges in Sales
00:24:34 - Sales as the Art of Helping
00:28:55 - Balancing Customer Experience and Sales
00:29:35 - Restructuring Customer Success Compensation Model
00:30:39 - Misalignment Between Sales and CS
00:34:28 - Bridging the Gap Between Sales and CS
00:39:48 - Digital Presence and Relationship Building
00:43:55 - Blog Content and Social Media
00:44:35 - Connecting with Teri
00:45:16 - Personalized Connection Requests
00:45:48 - Favorite Movies
00:47:22 - Closing Remarks
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale.
00:01:18 - Welcoming Teri Long
Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies.
00:08:09 - Implementing Sales Enablement Programs
Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics.
00:12:36 - Identifying the Biggest Problems
Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of testing hypotheses to pinpoint the reasons behind sales performance issues.
00:14:02 - Effective Enablement Leadership
Teri underscores the role of enablement leaders as investigators who test and validate hypotheses to identify the root causes of sales performance issues, emphasizing the need for a test and validate approach to problem-solving.
00:14:58 - Challenging Assumptions in Sales Training
Teri Long discusses the common assumption that sales teams need more training when they're not selling. She challenges this by delving into the reasons behind the lack of sales and emphasizes the importance of digging through processes before jumping to training as a solution.
00:18:30 - Impact of Operationalizing Processes
Teri shares a real-life example of how operationalizing the sales process and creating a playbook led to significant impact for a BDR team. By removing roadblocks, setting clear expectations, and creating repeatable enablement programs, they saw an improvement in sales productivity and performance.
00:20:44 - Fundamental Challenges in Sales
The conversation shifts to fundamental challenges in sales organizations, focusing on individual and team productivity. Teri references the State of Sales Productivity report and highlights the importance of genuinely helping buyers during the buying process.
00:24:34 - Sales as the Art of Helping
Teri shares a personal story of how she unintentionally became a top salesperson by simply helping customers. She emphasizes the importance of authentically wanting to elevate customers and provide value, echoing the findings of the productivity report.
00:28:55 - Balancing Customer Experience and Sales
The discussion centers on the challenge of balancing customer experience and finding new opportunities. Teri highlights the disconnect between customer success and sales incentives, emphasizing the need for sales leaders to align incentives to drive adoption and renewal.
00:29:35 - Restructuring Customer Success Compensation Model
Teri suggests tying 30-35% of CS compensation to renewal to align incentives with sales. This could lead to hiring more experienced salespeople and reevaluating the CSM organization.
00:30:39 - Misalignment Between Sales and CS
Teri highlights the misalignment in compensation and expectations between sales and CS. Lack of communication between AEs and CS reps leads to confusion and potential customer dissatisfaction.
00:34:28 - Bridging the Gap Between Sales and CS
Teri emphasizes the need for CS reps with sales backgrounds and the importance of value selling in the CS role. She suggests evaluating competencies and hiring the right people to drive success.
00:39:48 - Digital Presence and Relationship Building
Teri discusses the importance of digital presence for both sales and CS teams, emphasizing the need for personalized engagement and building rapport with buyers. She also highlights the shift towards understanding digital body language and leveraging technology for customer interactions.
00:43:55 - Blog Content and Social Media
Teri discusses a new feature that allows users to generate social media posts from blog articles. The goal is to streamline the content creation process and empower sellers to be more productive.
00:44:35 - Connecting with Teri
Teri invites listeners to reach out to her through LinkedIn, phone, or email. She emphasizes her commitment to being responsive and helpful in networking.
00:45:16 - Personalized Connection Requests
Mario advises listeners to send personalized connection requests to Teri on LinkedIn. He encourages them to mention the podcast and Teri's insights in their invitation.
00:45:48 - Favorite Movies
Teri shares her two all-time favorite movies: "Breakfast at Tiffany's" and "The Heat." She expresses her love for Audrey Hepburn and Melissa McCarthy, showcasing a unique dichotomy in her movie preferences.
00:47:22 - Closing Remarks
Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast on iTunes. He also promotes the use of FlyMSG to increase productivity.Mastering effective sales enablement
Effective sales enablement is crucial for organizations to align their sales teams with the overall business goals and priorities. By mastering sales enablement, businesses can enhance their sales productivity, drive better customer relationships, and ultimately boost revenue. Implementing successful sales enablement programs involves creating a clear charter, prioritizing challenges, and aligning efforts with organizational metrics.Unleashing the power of digital presence
Having a strong digital presence is essential for sales professionals to connect with customers and prospects in a virtual environment. Utilizing digital tools and platforms can help sales teams personalize interactions, understand buyer behavior, and improve customer engagement. Embracing technology and leveraging digital resources can streamline sales processes and enable sales professionals to scale their efforts efficiently.Aligning customer success and sales
Aligning customer success with sales goals is crucial for organizations to drive long-term customer satisfaction and retention. By incentivizing customer success managers based on renewals and engagement, businesses can ensure a seamless transition from sales to post-sale activities. Developing a clear handoff process between sales and customer success helps set expectations and ensures successful customer onboarding and retention strategies.The resources mentioned in this episode are:
Connect with Teri Long on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast with Mario Martinez Jr.
Watch the movie The Heat starring Sandra Bullock and Melissa McCarthy for a good laugh and a memorable bar scene.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.
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If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone!
Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever.
Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth.
This is Tom Martin's story, our special guest for this week:
Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations.
In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches.
The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin
With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers.
Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention.
His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations.
In this episode, you will be able to:
Craft compelling sales presentations that captivate your audience and drive results.
Elevate your sales pitch decks with effective strategies to leave a lasting impression.
Enhance memory retention in your presentations to ensure your message sticks with your prospects.
Integrate sales and marketing seamlessly to create powerful, cohesive presentations.
Master techniques for delivering sales pitches with confidence and poise.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:00:48 - Sales Presentation Design
00:01:17 - Tom Martin's Background and Converse Digital
00:05:13 - Revealing a Juicy Secret
00:09:56 - The Challenge of Slide Deck Presentations
00:12:36 - The Science of Presentation
00:14:22 - Biological Limitations
00:17:36 - The Three T's
00:19:31 - Show Up and Throw Up Syndrome
00:23:09 - The 10% Slide
00:25:21 - Improving Slide Decks
00:26:14 - Persuasive Presentations
00:28:15 - Uncomfortable Sales Engineer
00:31:24 - Training for Presentation Skills
00:37:00 - Standardizing Sales Decks
00:39:37 - Understanding Salespeople's Needs
00:40:15 - Embracing Salespeople's Preferences
00:43:56 - Leveraging Website and Follow-up
00:47:39 - Aligning Sales and Marketing
00:49:31 - Favorite Movie and Personal Insight
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and creator of FlyMSG.io. The podcast aims to help sales professionals grow their sales numbers at scale.
00:00:48 - Sales Presentation Design
Mario introduces Tom Martin as the founder of Converse Digital and discusses the topic of sales presentation design. They emphasize the importance of effective sales presentations for driving business growth.
00:01:17 - Tom Martin's Background and Converse Digital
Tom shares his background in the agency business and the founding of Converse Digital. He discusses the evolution of the agency's focus on social selling and digitally centric business development programs.
00:05:13 - Revealing a Juicy Secret
Tom shares a fun fact about appearing on the Food Network's "Food 911" show hosted by Tyler Florence, where he made up a dish to be featured on the show. This showcases his creativity and storytelling skills.
00:09:56 - The Challenge of Slide Deck Presentations
Tom discusses the challenge of slide deck presentations and how research shows that audiences forget 90% of the content within two days. This insight prompts his exploration of the science behind effective presentation strategies.
00:12:36 - The Science of Presentation
Tom Martin discusses the lack of training in writing effective PowerPoint presentations. He emphasizes the importance of understanding how the brain processes and retains information in verbal presentations.
00:14:22 - Biological Limitations
Tom explains the biological limitations of memory retention and the impact of presentation design on information processing. He highlights the significance of building presentations scientifically to improve information retention.
00:17:36 - The Three T's
Tom identifies time, talent, and training as the reasons for poor sales presentations. He emphasizes the need for concise messaging and separating signal from noise in presentations.
00:19:31 - Show Up and Throw Up Syndrome
Tom discusses the challenges of fast-paced environments and the lack of concise messaging in sales presentations. He emphasizes the importance of training and investing in workshops to improve presentation quality.
00:23:09 - The 10% Slide
Tom highlights the importance of being able to present the main idea of a presentation in one slide. He also discusses the role of time in determining the number of slides in a presentation and the importance of building the slide deck with the main message in mind.
00:25:21 - Improving Slide Decks
Tom discusses how they improved a 35-slide deck to 18 more impactful slides, resulting in a tighter elevator speech and clearer client benefits.
00:26:14 - Persuasive Presentations
Tom explains the science behind persuasive presentations, including how hesitation words can impact credibility and how tense affects persuasiveness.
00:28:15 - Uncomfortable Sales Engineer
Mario shares a story of an uncomfortable sales engineer resorting to vaping during a challenging sales discussion, illustrating the impact of confidence on sales presentations.
00:31:24 - Training for Presentation Skills
Tom emphasizes the importance of training in handling challenging questions, buying time, and using content to build credibility and trust in sales presentations.
00:37:00 - Standardizing Sales Decks
Mario and Tom discuss the challenges of customizing sales decks for each customer and the need for standardization to avoid multiple versions and ensure consistency in messaging.
00:39:37 - Understanding Salespeople's Needs
Tom emphasizes the importance of providing salespeople with the slides they need. He discusses the value of listening to salespeople and creating custom slides to meet their needs, rather than forcing them to use generic slides.
00:40:15 - Embracing Salespeople's Preferences
Tom discusses how salespeople prefer to have ready-made slides that they can easily use, rather than creating slide decks themselves. He shares a success story of a biotech client who saw fantastic results by providing their salespeople with the slides they needed.
00:43:56 - Leveraging Website and Follow-up
The conversation shifts to the importance of salespeople knowing how to use the website to direct prospects and using follow-up messages effectively. Tom highlights the value of behavioral emails and using content to drive prospecting and sales.
00:47:39 - Aligning Sales and Marketing
Tom emphasizes the need for alignment between sales and marketing, with a focus on creating deep, valuable content for salespeople to use. He shares a success story of using content to effectively prospect and close sales, emphasizing the power of combining sales and marketing efforts.
00:49:31 - Favorite Movie and Personal Insight
The conversation ends with a lighthearted discussion about Tom's favorite movie, "Dead Poets Society," and a humorous anecdote about salsa dancing.
Sales Presentation Design and Delivery
In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches.
Enhance Your Professional Presentations
The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills.
The resources mentioned in this episode are:
Connect with Tom Martin on LinkedIn by searching for Tom Martin at Converse Digital and send a message mentioning that you heard him on the modern selling podcast.
Visit the Converse Digital website and fill out the contact form to get in touch with Tom Martin and his team for sales presentation and content marketing expertise.
Download Flymessage IO for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.
Leave a 5-star rating and review for the modern selling podcast on iTunes to show your support and help others discover the valuable content.
Watch Dead Poets Society, Tom Martin's all-time favorite movie, for a memorable and inspiring experience.
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Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for.
Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode.
On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks.
His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity.
You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement.
If you're a seller, Prospect better and Sell more now with FlyMSG If you're a non-seller, Type less. Do more with FlyMSG. - Mario Martinez Jr.
Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems.
In this episode, you will be able to:
Boost Your Sales Productivity with FlyMSG - Learn how to streamline your sales tasks and maximize efficiency with this productivity assistant.
Mastering LinkedIn Engagement for Sales Success - Discover the secrets to boosting your sales engagement on the world's largest professional network.
Elevate Your Sales Skills with Entrepreneurial Training Techniques - Uncover innovative sales training methods tailored for entrepreneurs to take your business to the next level.
Unleashing AI for Sales and Marketing Success - Explore the power of artificial intelligence in revolutionizing your sales and marketing strategies.
Mastering LinkedIn Connection Strategies for Sales Professionals - Uncover effective techniques for crafting meaningful LinkedIn connections that drive sales success.
From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:01:45 - Mario's Journey into Sales
00:08:31 - Sales as the Art of Helping
00:11:08 - Unexpected Career Path
00:13:21 - Perseverance and Recognition
00:13:41 - Early Career Challenges and Successes
00:15:20 - Evolution of Vengreso and FlyMSG.io
00:17:32 - From Service-Based to Software-Based Company
00:19:27 - Horizontal Use of FlyMSG
00:25:55 - Streamlining Engagement on LinkedIn
00:28:46 - The Power of Notifications for Prospecting
00:29:35 - The Vision for FlyMSG AI
00:30:51 - Leadership Style and Culture at Vengreso
00:32:55 - Where to Find FlyMSG
00:34:23 - Final Thoughts and Call to Action
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. He highlights the purpose of the podcast to help sales professionals grow their sales numbers at scale.
00:01:45 - Mario's Journey into Sales
Mario shares his accidental entry into sales while working as a photo finisher at Ritz Camera Centers. He describes how his sales skills were recognized and how he transitioned from a part-time photo finisher to a top-performing sales associate.
00:08:31 - Sales as the Art of Helping
Mario discusses the pivotal moment when he realized that sales is all about helping customers solve their problems. He emphasizes the importance of genuinely assisting customers and how it has shaped his sales approach throughout his career.
00:11:08 - Unexpected Career Path
Mario reflects on his initial plan to pursue pre-law in college and how he encountered challenges with statistics. He shares a personal anecdote about failing a statistics class and the impact it had on his academic journey.
00:13:21 - Perseverance and Recognition
Mario talks about his perseverance in seeking help with statistics and the surprising recognition he received from his GSI instructor. He shares the unexpected turn of events and the valuable lesson he learned from the experience.
00:13:41 - Early Career Challenges and Successes
Mario shares his experience of struggling with stats in college but excelling in sales, leading to early career success and a six-figure income at a young age.
00:15:20 - Evolution of Vengreso and FlyMSG.io
Mario discusses the founding of Vengreso and the inspiration behind FlyMSG, highlighting the success of their digital sales training program and the development of AI-powered tools to streamline sales processes.
00:17:32 - From Service-Based to Software-Based Company
Mario explains the transition from a service-based company to a software-based company, emphasizing the need for efficiency and time-saving tools in sales processes, leading to the development of FlyMSG, FlyEngage AI, and Flyposts AI.
00:19:27 - Horizontal Use of FlyMSG
Mario discusses the diverse adoption of FlyMSG beyond sales, including its usage by professionals in various industries, showcasing its versatility and impact on productivity.
00:25:55 - Streamlining Engagement on LinkedIn
Mario delves into the importance of engaging with prospects on LinkedIn, the role of commenting in increasing visibility, and the introduction of Flyposts AI to simplify the creation of thought leadership content for LinkedIn.
00:28:46 - The Power of Notifications for Prospecting
Mario discusses the power of notifications in getting in front of prospects on LinkedIn. Trigger events, such as profile views, give permission to continue reaching out.
00:29:35 - The Vision for FlyMSG AI
Mario shares the vision for FlyMSG AI as a super productivity app for creating engagement with target audiences. The tool is affordable for individuals and offers various features for enterprise organizations.
00:30:51 - Leadership Style and Culture at Vengreso
Mario talks about fostering an inclusive culture and encouraging excellence at Vengreso. The future aspirations involve making an impact with the vision of FlyMSG and its various capabilities.
00:32:55 - Where to Find FlyMSG
Mario directs listeners to FlyMSG.io to learn about FlyMSG and Vengreso. He also invites personalized connection requests on LinkedIn and shares additional resources for sales teams and individuals.
00:34:23 - Final Thoughts and Call to Action
Mario encourages sellers and non-sellers to use FlyMSG to sell more and do more with less typing. He wraps up by thanking the audience for the listen.
Want to increase your productivity by saving 20 hours a month and boost your sales engagement? We've got the solution to help you achieve just that. Let's dive into the game-changing productivity tool that's revolutionizing the way sales professionals work.
FlyMSG, the productivity assistant that is the ultimate game-changer for boosting efficiency and meaningful engagement in sales tasks. It's time to take your productivity to the next level.Mario Martinez Jr., the visionary behind Vengreso and FlyMSG.io, shared an intriguing anecdote about his unconventional entry into the world of sales during this recent podcast episode. Recalling his days at Ritz Camera Centers, Mario vividly recounted a pivotal conversation with his regional manager, Hunter Anderson. This insightful exchange unveiled Mario's natural flair for sales, as Hunter scrutinized his remarkable sales figures and recognized his innate ability to empathize with customers and provide effective solutions.
Mario's journey, from a part-time photo finisher to a sales associate, highlights the profound impact of recognizing and nurturing innate talents. This captivating narrative delves into the idea that sometimes, our true calling unfolds unexpectedly, revealing latent abilities that shape our professional trajectories. Mario's story serves as a testament to the transformative power of recognizing and leveraging inherent skills, leading to an inspiring career journey that resonates with aspiring sales professionals.
The resources mentioned in this episode are:
Connect with me on LinkedIn and send a personalized connection request mentioning this podcast episode.
Visit FlyMSG.io to learn more about FlyMSG AI and its features for sales teams and individuals.
Check out Pvcsalesmethod.com for more sales resources and insights.
Explore MoreSalesCalls.com for additional sales tools and strategies.
Download FlyMSG for free at FlyMSG.io to save 20 hours or more in a month and increase your productivity.
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Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets!
If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions?
It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency!
Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.
I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck
My special guest is Henry Schuck
Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies.
Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale.
In this episode, you will be able to:
Harness the power of AI-driven sales engagement strategies to supercharge your sales process.
Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships.
Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach.
Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success.
Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG
00:01:17 - Special Guest: Henry Schuck
00:02:18 - Establishment of Zoom Info
00:05:29 - Discoverorg-Zoom Info Connection
00:09:47 - Henry's Legal Background and Risk Management
00:14:56 - Personalized Messaging in Sales
00:17:53 - Targeting Different Organization Sizes
00:21:08 - Targeting High-Level Executives
00:24:25 - Getting C-Suite Involvement
00:27:50 - Navigating Trust and Involving C-Suite
00:28:26 - Leveraging Champions for Meetings
00:29:18 - Connecting at Different Levels
00:30:40 - Building Strong Relationships
00:32:34 - Fostering Partnership with Clients
00:33:45 - Contrasting Sales Tactics for Different Segments
00:41:55 - Importance of Multi-Threading in Sales and Marketing
00:43:24 - Utilizing AI for Efficient Sales
00:45:05 - AI-Driven Account Briefs
00:48:07 - Revolutionizing Go-to-Market StrategyTimestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale.
00:01:17 - Special Guest: Henry Schuck
Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies.
00:02:18 - Establishment of Zoom Info
Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services.
00:05:29 - Discoverorg-Zoom Info Connection
Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com.
00:09:47 - Henry's Legal Background and Risk Management
Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks.
00:14:56 - Personalized Messaging in Sales
Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve.
00:17:53 - Targeting Different Organization Sizes
Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly.
00:21:08 - Targeting High-Level Executives
Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives.
00:24:25 - Getting C-Suite Involvement
The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic.
00:27:50 - Navigating Trust and Involving C-Suite
Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship.
00:28:26 - Leveraging Champions for Meetings
Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process.
00:29:18 - Connecting at Different Levels
Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors.
00:30:40 - Building Strong Relationships
Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions.
00:32:34 - Fostering Partnership with Clients
The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients.
00:33:45 - Contrasting Sales Tactics for Different Segments
Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment.
00:41:55 - Importance of Multi-Threading in Sales and Marketing
Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts.
00:43:24 - Utilizing AI for Efficient Sales
Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps.
00:45:05 - AI-Driven Account Briefs
Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research.
00:48:07 - Revolutionizing Go-to-Market Strategy
Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers.Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process.
Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments.
The resources mentioned in this episode are:
Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation.
Download the FlyMSG extension for free to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.
Reach out to Henry Schuck via email at [email protected] to connect directly and discuss sales strategies, AI implementation, or any other related topics.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.
Watch Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.
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Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result.
We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve?
Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story.
Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions.
This is Mike Esterday's story:
The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation.
In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace.
He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship.
Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities.
Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday
Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers.
In this episode, you will learn how:
Mastering active listening will transform your sales conversations and build genuine connections with customers.
To discover the key to overcoming self-limiting beliefs in sales and unlocking your full potential.
To elevate your sales coaching skills to lead and motivate your team to achieve global success.
To uncover effective strategies for leading your sales team to new heights and achieving remarkable results.
To create value through customer-focused selling and become a trusted advisor to your clients.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG.io
00:01:24 - Introduction to Integrity Solutions
00:04:33 - Personal Anecdote
00:05:43 - The Role of Salespeople
00:11:15 - The Three Conversations
00:14:55 - Setting Expectations for Achievement Drive
00:16:16 - Achieving Stretch Goals
00:19:11 - Overcoming Negative Self-Talk
00:21:26 - Importance of Active Listening
00:25:11 - Mindset and Sales Training
00:29:33 - Overcoming Negative Self-Talk in Sales
00:30:48 - The Role of the Salesperson in the Age of Technology
00:31:40 - Strategies to Overcome Self-Limiting Beliefs
00:36:19 - The Importance of Selling with Stories
00:38:26 - The Role of a Sales Leader
00:43:59 - The Power of Transparency and Storytelling in Sales
00:44:51 - Customer Engagement and Motivation
00:45:38 - Identifying Customer Needs and Solving Problems
00:46:00 - Where to Find the Book "Listen to Sell"
00:46:47 - Connecting with Mike
Timestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself and his company Vengreso, the creator of FlyMSG. He shares that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale.
00:01:24 - Introduction to Integrity Solutions
Mike Esterday introduces himself as the CEO of Integrity Solutions, a company that focuses on improving sales and sales coaching skills. He shares that they work with companies globally and have been in the industry for over 35 years.
00:04:33 - Personal Anecdote
Mike Esterday shares a personal anecdote about getting arrested for selling books door to door when he was 18. He emphasizes the importance of shifting the mindset about what professional selling truly entails.
00:05:43 - The Role of Salespeople
Mike Esterday discusses the importance of salespeople in today's market, emphasizing the need for elevated skills to interact with customers who have access to extensive information. He believes that salespeople are critical and not fading in relevance.
00:11:15 - The Three Conversations
Mike Esterday introduces the concept of the three conversations every salesperson needs to have: the conversation with the customer, the conversation with oneself, and the conversation with a manager, coach, or mentor. He highlights the impact of mindset and coaching on sales success.
00:14:55 - Setting Expectations for Achievement Drive
Mike talks about setting clear expectations for his son's academic performance and the importance of effort and accountability.
00:16:16 - Achieving Stretch Goals
Mike shares the lessons he hopes his son learned, including the importance of pushing hard, visualizing goals, and having an accountability partner.
00:19:11 - Overcoming Negative Self-Talk
Mike emphasizes the impact of negative self-talk and the importance of surrounding oneself with positive influences to achieve more.
00:21:26 - Importance of Active Listening
Mike discusses the significance of active listening in sales and how it can help build rapport and trust with customers.
00:25:11 - Mindset and Sales Training
Mike addresses the gap in sales training, emphasizing the importance of mindset, motivation, and confidence over just product knowledge and selling skills.
00:29:33 - Overcoming Negative Self-Talk in Sales
The conversation addresses the importance of overcoming negative self-talk in sales and how individuals deserve, can achieve, and are able to attain success. It emphasizes the need to break down barriers and have the right mindset, motivation, and confidence.
00:30:48 - The Role of the Salesperson in the Age of Technology
Despite advancements in technology, the salesperson remains the most important factor in sales. The conversation highlights the importance of the salesperson's mindset, commitment, and continuous improvement in facing challenges and achieving success.
00:31:40 - Strategies to Overcome Self-Limiting Beliefs
The discussion focuses on strategies for overcoming self-limiting beliefs that hinder sales performance. It emphasizes the importance of building confidence through small successes and understanding the impact on customers, even if it's not their own story.
00:36:19 - The Importance of Selling with Stories
The conversation emphasizes the need for internal sales training programs that focus on selling with stories. It underscores the value of articulating the business problem that the salesperson solves and understanding the buyer's love language.
00:38:26 - The Role of a Sales Leader
The conversation highlights the role of sales leaders in diagnosing and addressing skill and will issues in their team. It emphasizes the importance of asking questions, listening, understanding motivation, and aligning with the purpose of the salesperson.
00:43:59 - The Power of Transparency and Storytelling in Sales
Mike emphasizes the importance of transparency and storytelling in sales. He shares how sharing the journey with customers and being transparent about challenges can help build a strong connection and trust.
00:44:51 - Customer Engagement and Motivation
Mike discusses how customers are drawn to transparency, truth, and being part of a journey. He highlights the importance of customer engagement and motivation in sales.
00:45:38 - Identifying Customer Needs and Solving Problems
Mike and the host discuss the importance of identifying customer needs and solving problems. They emphasize the value of understanding customer needs and being able to tell success stories to the next group of customers.
00:46:00 - Where to Find the Book "Listen to Sell"
Mike shares where listeners can find his book "Listen to Sell," including options like Amazon, Barnes and Noble, and his website. He also mentions the availability of free preview pages and additional content on his website.
00:46:47 - Connecting with Mike
Mike shares that LinkedIn is the best way to connect with him and encourages listeners to reach out with any questions. The host advises listeners to send a personalized connection request on LinkedIn to ensure Mike knows where they heard about him.
Mastering Active Listening
Effective sales professionals understand the importance of active listening, as it enables them to truly understand their customers' needs and concerns. By actively listening, salespeople can build rapport, establish trust, and tailor their solutions to meet the specific requirements of each customer. Mastering active listening not only enhances communication but also leads to more successful sales interactions.Overcoming Self-Limiting Beliefs
Sales success is often hindered by self-limiting beliefs that prevent individuals from achieving their full potential. Overcoming these mental barriers is crucial for sales professionals to unlock their capabilities, boost confidence, and drive performance. By challenging and replacing negative thoughts with empowering beliefs, individuals can push past limitations and achieve greater success in their sales endeavors.Elevating Sales Leadership
Strong sales leadership plays a pivotal role in fostering a culture of excellence and driving team performance. Effective sales leaders prioritize coaching, mentorship, and development to enhance the skills and motivation of their team members. Elevating sales leadership involves creating a supportive environment that encourages growth, collaboration, and continuous improvement to achieve sustainable sales success.The resources mentioned in this episode are:
Get the book Listen to Sell by Mike Esterday on Amazon, Barnes & Noble, or at listentosellbook.com for a preview and purchase.
Access free sales training and coaching resources at integritysolutions.com, including blogs, videos, and other content.
Connect with Mike Esterday on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.
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Struggling to book more sales meetings and increase productivity? Tired of ineffective prospecting methods that don't yield results, leaving you feeling frustrated and overwhelmed? If you're ready to boost your productivity and engagement, it's time to discover the game-changing AI tool that's transforming sales workflows. Join us as we uncover the secrets to streamlining your sales process and boosting your results.
Want to know how to supercharge your sales productivity and engagement? We've got the solution for you to achieve just that. Let's dive into the game-changing AI tools that will skyrocket your sales success. Sound good?
In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives into the benefits of using AI to enhance sales productivity. Mario draws from his extensive 27 years of experience in B2B sales to shed light on the challenges faced by sales teams and the potential of AI in addressing these obstacles. He emphasizes the importance of personalization and value-driven engagements in the prospecting process, urging sales professionals to prioritize referrals and relationship-building. Mario also delves into the role of AI in streamlining workflows, highlighting the need for a balanced approach that leverages technology while maintaining human-to-human interaction. Throughout the episode, Mario shares practical insights and actionable strategies, making it a valuable resource for sales professionals looking to boost their productivity with AI. Whether you're seeking to refine your prospecting efforts, optimize sales engagement, or explore the possibilities of AI in sales, this episode offers a fresh perspective and practical advice to help you elevate your sales game.
Was it 50% closer than where you were at? If so, keep on doing it. Save on productivity. Worth it. - Mario Martinez Jr.
In this episode, you will be able to:
Master Effective B2B sales prospecting strategies to land more high-quality leads.
Enhance Sales productivity using AI for increased engagement and streamlined workflows.
Build a successful digital sales playbook for staying ahead in a technology-driven market.
Personalize sales outreach to foster stronger connections and drive better results.
Leverage LinkedIn for sales prospecting to tap into a goldmine of potential leads.
The key moments in this episode are:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast
00:02:51 - Mario's Background and Vengreso's Success with FlyMSG
00:08:27 - The Number One Challenge in B2B Sales Prospecting
00:10:59 - The Impact of Scaling and Personalization on Prospecting
00:14:07 - The Perfect Playbook for Prospecting
00:15:30 - The Role of LinkedIn in Modern Networking
00:17:25 - The Omnichannel Approach to Communication
00:19:38 - The Importance of Personalization
00:22:59 - The Pitfalls of Generic Email Templates
00:27:55 - Enhancing Productivity in Sales Communication
00:29:41 - The Role of AI in Sales Tools
00:31:09 - Human-Assisted AI
00:33:24 - The Importance of Value in Messaging
00:35:40 - Omnichannel Prospecting and LinkedIn Engagement
00:43:47 - The Role of Content in Prospecting
00:44:07 - Social Media Engagement and Algorithm
00:45:08 - Leveraging LinkedIn for Connection
00:46:36 - Engaging with Reps
00:48:36 - Thought Leadership and AI
00:54:27 - Connecting with Mario
Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast
Mario Martinez Jr. introduces FlyMSG.IO, a personal writing assistant and text expander application. He also previews the conversation with Daniel Bonds on the modern selling podcast.
00:02:51 - Mario's Background and Vengreso's Success with FlyMSG
Mario shares his extensive background in B2B sales and the success of Vengreso's FlyMSG software, including recent funding. He also discusses the growing popularity of FlyMSG in Brazil.
00:08:27 - The Number One Challenge in B2B Sales Prospecting
Mario highlights the biggest challenge in B2B sales prospecting, which is getting the first appointment. He discusses the difficulties in scaling, personalization, and productivity in prospecting efforts.
00:10:59 - The Impact of Scaling and Personalization on Prospecting
Mario explains how scaling and personalization play a crucial role in effective prospecting. He emphasizes the need for personalized, referral-based outreach to cut through the noise and engage potential buyers effectively.
00:14:07 - The Perfect Playbook for Prospecting
Mario outlines the perfect playbook for prospecting, emphasizing the importance of starting with a referral instead of traditional email, phone call, or LinkedIn connection requests. He provides insights into the key steps for effective prospecting.
00:15:30 - The Role of LinkedIn in Modern Networking
Mario discusses the importance of utilizing LinkedIn as a modern Rolodex for networking and making digital referrals. He emphasizes the need to leverage mutual connections and outlines a process for initiating a digital referral.
00:17:25 - The Omnichannel Approach to Communication
Mario explains the significance of an omnichannel approach in communication, including email, phone, LinkedIn, and text messaging when appropriate. He emphasizes the importance of personalization in communication and the need to tailor messages to the individual or buyer persona.
00:19:38 - The Importance of Personalization
Mario delves into the critical role of personalization in sales communication and highlights the need for hyper-personalization in the initial message. He stresses the importance of personalizing to the individual to demonstrate understanding and knowledge of the recipient.
00:22:59 - The Pitfalls of Generic Email Templates
Mario discusses the pitfalls of generic email templates and the need for personalization in sales communication. He emphasizes the impact of personalized messages and the significance of addressing the specific business problems of the recipient.
00:27:55 - Enhancing Productivity in Sales Communication
Mario addresses the productivity challenges in sales communication and the inefficiencies caused by disparate messaging sources. He emphasizes the need for a streamlined approach to messaging and the role of technology in enhancing productivity in sales communication.
00:29:41 - The Role of AI in Sales Tools
Mario discusses the abundance of AI sales tools available, emphasizing the importance of using AI to augment rather than replace human effort in sales.
00:31:09 - Human-Assisted AI
Mario introduces the concept of human-assisted AI, emphasizing the need for AI to assist and augment sales reps rather than replace them entirely.
00:33:24 - The Importance of Value in Messaging
Mario highlights the importance of bringing value to sales conversations and emphasizes the need to lead to the solution, not lead with the solution.
00:35:40 - Omnichannel Prospecting and LinkedIn Engagement
Mario discusses the power of omnichannel prospecting and shares insights on how LinkedIn engagement can drive content visibility in newsfeeds.
00:43:47 - The Role of Content in Prospecting
Mario emphasizes the need for sales reps to publish content and introduces Flypost AI as a tool to streamline content creation for sales prospecting.
00:44:07 - Social Media Engagement and Algorithm
Mario emphasizes the importance of using social media effectively, especially on LinkedIn. He highlights the need to understand the algorithm, engage with connections, and leverage AI to streamline the process.
00:45:08 - Leveraging LinkedIn for Connection
Mario discusses the strategic use of the follow button on LinkedIn, emphasizing the potential impact of notifications and emails generated through this action. He highlights the value of triggering events and using LinkedIn to create curiosity.
00:46:36 - Engaging with Reps
Mario addresses the common issue of reps not engaging effectively. He advocates for more meaningful interactions beyond simply liking posts and introduces the concept of using AI to craft thoughtful and personalized replies.
00:48:36 - Thought Leadership and AI
Mario demonstrates the use of AI to create thought leadership content. He emphasizes the role of AI as an augmentation tool, noting the need for human intervention to ensure contextual relevance and alignment with the seller's tone of voice.
00:54:27 - Connecting with Mario
Mario shares where to connect with him, highlighting the importance of personalized connection requests on LinkedIn. He also points to resources for further learning and engagement with the fly message platform.
Master Effective B2B Sales Prospecting
Effective B2B sales prospecting is crucial for sales success, with the first meeting being the most challenging part of the process. Sales professionals face difficulties related to scaling, personalization, and productivity in prospecting efforts. Shifting towards a referral-based prospecting approach can significantly improve success rates in booking meetings and driving sales growth.Uncover the Power of AI
AI tools offer immense potential for augmenting sales productivity and efficiency. Leveraging AI to streamline workflows and enhance engagement can save time and assist sales reps in reaching their goals. Finding the balance between technology and human interaction is key to effectively utilizing AI in sales prospecting.Unlock the Secrets to Building Connections
Building meaningful connections with potential clients is essential in modern selling. Personalized and value-driven engagements should be prioritized to establish relationships and drive sales growth. Utilizing AI tools like 'Fly Message' can assist in generating engaging content and accelerating productivity in building connections on social media platforms.The resources mentioned in this episode are:
Connect with Mario Martinez Jr. on LinkedIn and send a personalized connection request mentioning the Playbooks 2024 conference in Brazil.
Visit flymsg.io to explore and download FlyMSG, a free text expander and personal writing assistant to save 20 hours or more in a month and increase productivity.
Check out the Modern Selling Podcast hosted by Mario Martinez Jr. for valuable insights and strategies on modern selling.
Go to vengreso.com to access the FlyMSGSales Pro Plan for individuals and explore enterprise team support, layered training programs, and on-demand learning for prospecting.
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If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone!
Have you heard the myths about building successful SDR BDR teams?
Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team.
In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals.
From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration.
I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel
Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams.
Skills you will learn in this Episode:
Mastering the art of building high-performing SDR BDR teams.
Accelerating your career through strategic sales development role progression.
Crafting sales email frameworks that captivate and convert.
Embracing the power of an omnichannel sales approach for amplified results.
Elevating sales outreach with the impact of personalized strategies.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG
00:01:14 - Importance of Sales Development
00:06:55 - Personalization in Sales Outreach
00:11:33 - The Role of Coaching in Sales Development
00:14:41 - Creating Quality Pipeline
00:16:00 - Multi-Threaded Selling
00:17:33 - Career Development Path
00:20:39 - Bridging the Skills Gap
00:23:09 - SDR Role Duration
00:29:41 - SDRs' Daily Activities and Time Management
00:31:41 - Leveraging LinkedIn Engagement
00:34:15 - Challenges and Solutions in Sales Development
00:36:09 - Leveraging Text Messaging in Sales Outreach
00:41:57 - Adding Value in Sales Touchpoints
00:43:17 - Leveraging LinkedIn for Prospecting
00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence
00:51:47 - Consolidating Inbound and Outbound Sales
00:55:35 - Joey's Favorite Movie
00:57:13 - Conclusion and Farewell
00:00:00 - Introducing Joey Vendel
00:15:45 - Importance of Personalized Selling
00:30:22 - Leveraging Technology in Sales
00:45:18 - Adapting to Changing Sales Landscape
Timestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso and FlyMSG, an application to help sales leaders grow their sales numbers at scale.
00:01:14 - Importance of Sales Development
Mario Martinez Jr. and Joey Vendel discuss the challenges and importance of sales development, focusing on outbound and inbound strategies in the current sales landscape.
00:06:55 - Personalization in Sales Outreach
Joey Vendel emphasizes the importance of personalized outreach in sales, sharing his passion for Minnesota sports as a way to build rapport and connect with prospects.
00:11:33 - The Role of Coaching in Sales Development
Joey Vendel explains the key elements of effective coaching for SDRs, including reviewing sales activity, account strategy, pipeline development, and career aspirations to drive success in the role and beyond.
00:14:41 - Creating Quality Pipeline
Joey discusses the importance of creating a quality pipeline for outside sales to close deals effectively, especially when targeting enterprise customers with multiple stakeholders and buying groups.
00:16:00 - Multi-Threaded Selling
Mario and Joey delve into the concept of multi-threaded selling, which involves bringing in different personas and stakeholders to build a business case for account executives when selling to large organizations.
00:17:33 - Career Development Path
The conversation shifts to the career development path for BDRs and SDRs, highlighting the challenges of transitioning to management or AE roles. Joey shares how their velocity program helps SDRs develop closing skills and progress towards AE roles.
00:20:39 - Bridging the Skills Gap
Mario and Joey discuss the importance of bridging the skills gap between SDR and AE roles, emphasizing the need for coaching and development to prepare SDRs for handling deals and conversations effectively.
00:23:09 - SDR Role Duration
Joey provides insights into the average duration of SDR roles at Seismic, emphasizing the importance of learning and progression within the role before aspiring to transition into AE roles.
00:29:41 - SDRs' Daily Activities and Time Management
Joey discusses the average daily activities of their SDRs, including emails, dials, and LinkedIn steps. He emphasizes the importance of time management and framing these activities as "effort metrics" within their control.
00:31:41 - Leveraging LinkedIn Engagement
Mario and Joey discuss the importance of engaging on LinkedIn posts to stand out. They emphasize the need for personalized and thoughtful comments to make an impact, leading to a potential product enhancement idea for Joey's company.
00:34:15 - Challenges and Solutions in Sales Development
Joey highlights the challenge of tracking engagement on LinkedIn and mentions a tool called Surfy for synchronizing LinkedIn messages. They discuss the importance of an omni-channel approach in reaching prospects.
00:36:09 - Leveraging Text Messaging in Sales Outreach
Joey and Mario discuss the use of text messaging in sales outreach, emphasizing the need for an established relationship before using text as a channel. They also touch on the strategy of connecting all three channels - phone, text, and LinkedIn.
00:41:57 - Adding Value in Sales Touchpoints
The importance of bringing value in every touchpoint is highlighted. Joey emphasizes the need for personalized, relevant messages for specific prospects, and Mario shares insights on the PVC sales methodology - personalization, bringing value, and a call to action.
00:43:17 - Leveraging LinkedIn for Prospecting
Joey explains the importance of using the follow button on LinkedIn as part of the outbound cadence. He emphasizes the value of the follow button in engaging passive buyers and triggering a response from them.
00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence
Joey discusses the key elements of a successful sales cadence, including personalization, problem statement, value proposition, and interest-based call to action. He highlights the importance of concise and value-driven messaging in both emails and cold calls.
00:51:47 - Consolidating Inbound and Outbound Sales
Joey talks about the decision to consolidate inbound and outbound sales under the same team at Seismic. He explains how this hybrid model has improved MQL to demo conversion rates and strengthened the partnership between the sales and marketing teams.
00:55:35 - Joey's Favorite Movie
Joey shares his all-time favorite movie, "Crazy, Stupid, Love," and mentions his tradition of asking SDRs about their favorite movie when they start at Seismic. He invites listeners to use the movie title in their subject line when reaching out to him.
00:57:13 - Conclusion and Farewell
Mario Martinez Jr. concludes the episode by thanking the listeners and encourages them to keep selling effectively until the next episode.
00:00:00 - Introducing Joey Vendel
Mario Martinez Jr. introduces the guest, Joey Vendel, and sets the stage for the upcoming discussion on sales strategies.
00:15:45 - Importance of Personalized Selling
Joey Vendel emphasizes the significance of personalized selling and the impact it has on building strong customer relationships and driving sales success.
00:30:22 - Leveraging Technology in Sales
The conversation shifts to the role of technology in sales, with Joey Vendel sharing insights on how to effectively leverage technology to streamline sales processes and improve efficiency.
00:45:18 - Adapting to Changing Sales Landscape
Mario Martinez Jr. and Joey Vendel discuss the need for sales professionals to adapt to the evolving sales landscape and embrace new strategies and tools to stay competitive in the market.
Crafting Irresistible Sales Email Frameworks for Maximum Impact
Crafting sales email frameworks that are personalized, concise, and value-driven is key to maximizing impact in prospecting activities. Leveraging technology and the latest sales tools to enhance the effectiveness of sales cadences and outreach strategies is vital in the modern sales landscape. Storytelling can be a powerful tool in sales, allowing sales professionals to create compelling narratives that resonate with prospects and drive engagement.Mastering the Art of Building High-Performing SDR BDR Teams
Crafting a successful sales development team involves understanding the key pillars of team architecture, activity optimization, omnichannel presence, and coaching to drive success. Aligning different roles within the team with the organization's sales process and customer base is essential for building a scalable and efficient team. Balancing volume and personalization in sales outreach is crucial for engaging prospects effectively.Accelerating Your Sales Development Career Progression
SDRs can accelerate their career progression by gaining exposure to running inbound deals in addition to outbound responsibilities. Programs like Seismic's velocity program allow top-performing SDRs to showcase their skills in closing deals and prepare for advancement to AE roles. It's crucial to focus on skill development, refinement of discovery and demonstration skills, and preparing SDRs for future career growth opportunities within the organization.The resources mentioned in this episode are:
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.
Connect with Joey Vendel on LinkedIn and mention that you heard him on the modern selling podcast.
Personalize your outreach to Joey Vendel to get a response, showing that you did research about him and his role.
Use the subject line Crazy Stupid Love when reaching out to Joey Vendel to get his attention.
Give the modern selling podcast a five-star rating and review on iTunes.
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Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result.
Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal.
This is Mark Shriner's story:
Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements.
In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales.
The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs.
You found a problem and then figured out a solution, and people buy that. You go in and help them fix something that's broken. - Mark Shriner
My special guest is Mark Shriner
Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from.
In this episode, you will be able to:
Mastering Winning Strategies: Learn how to craft winning strategies for RFPs and RFQs to stand out from the competition and win more business.
Boosting Sales Efficiency: Discover how to streamline and improve sales with optimized RFP response processes for greater success and faster turnaround times.
Harnessing AI for Optimization: Explore the power of leveraging AI in RFP response optimization to enhance efficiency and accuracy in the sales process.
Nurturing Effective Relationships: Unlock the secrets to building effective sales relationships pre-RFP to foster trust and increase win rates.
Small Business RFP Success: Uncover essential tips tailored for small businesses to achieve RFP success and compete effectively in the marketplace.
The key moments in this episode are:
00:00:08 - Introducing FlyMSG
00:01:11 - Mark Shriner's Background
00:04:38 - RFP Challenges for Small and Medium-Sized Businesses
00:06:28 - Mario's Experience with RFPs
00:11:37 - Mark's Journey to Asia
00:12:55 - Understanding RFPs and Document Requests
00:15:31 - Challenges in Responding to Document Requests
00:18:11 - Communicating During RFPs
00:19:42 - Helping Create RFPs
00:24:39 - Process Tweaks for RFP Response
00:25:48 - Go/No-Go Decision-making Process
00:26:44 - Subject Matter Expert Collaboration
00:29:24 - AI Tools for Efficiency
00:36:28 - Relationship-building in RFPs
00:39:01 - Strategic Pricing in RFPs
00:39:18 - Understanding Key Requirements in RFPs
00:41:50 - Asking Critical Questions
00:44:06 - Reconsideration and Reevaluation
00:47:23 - Finding Solutions to Problems
00:49:45 - Competitive Intelligence in RFPs
00:51:53 - Connecting with Mark Shriner
00:52:28 - Grow Fast Podcast
00:52:44 - Favorite Movies
00:54:28 - Wrapping Up
Timestamped summary of this episode:
00:00:08 - Introducing FlyMSG
Mario Martinez Jr. introduces FlyMSG.IO, a free personal writing assistant and text expander application, and sets the stage for the podcast's focus on sales growth techniques.
00:01:11 - Mark Shriner's Background
Mark Shriner shares his background and experience in business development and growth, including his time living and working in Asia, which ultimately led him to start his career in sales.
00:04:38 - RFP Challenges for Small and Medium-Sized Businesses
Mark discusses the challenges small and medium-sized businesses face in responding to RFPs, highlighting the resource limitations and opportunity costs involved in the decision-making process.
00:06:28 - Mario's Experience with RFPs
Mario Martinez Jr. shares his past experience with RFPs and the challenges he faced, emphasizing the importance of relationship building in winning RFPs and RFQs, despite his dislike for the process.
00:11:37 - Mark's Journey to Asia
Mark Shriner shares a personal story of his spontaneous trip to Asia with minimal resources, leading to a four-year adventure that ultimately shaped his career in business and sales.
00:12:55 - Understanding RFPs and Document Requests
Mark explains the differences between RFI, RFQ, and RFP and the challenges organizations face when responding to these document requests. He highlights the time-consuming nature of the process and the need for involvement from various subject matter experts.
00:15:31 - Challenges in Responding to Document Requests
Mark discusses the challenges organizations face in deciding whether to respond to an RFP, including understanding and meeting the requirements, as well as the repetitive nature of the work. He emphasizes the importance of developing a relationship with the customer during the process.
00:18:11 - Communicating During RFPs
Mark and Mario explore the issue of communication during RFPs, particularly when organizations are instructed not to communicate with anyone other than procurement. They share insights on how sales organizations can navigate this challenge and potentially leverage existing relationships.
00:19:42 - Helping Create RFPs
Mark highlights the strategic advantage of helping organizations create their RFPs, as it allows vendors to influence the content and requirements in their favor. He also discusses the importance of understanding the customer's real intentions behind issuing an RFP.
00:24:39 - Process Tweaks for RFP Response
Mark emphasizes the need for small and medium-sized businesses to establish a clear process for making go/no-go decisions when responding to RFPs. He underscores the importance of setting criteria and following a structured approach to managing the RFP response process.
00:25:48 - Go/No-Go Decision-making Process
Mark discusses the importance of making a go/no-go decision based on key factors and requirements, potential workarounds, and customer acceptance of workarounds.
00:26:44 - Subject Matter Expert Collaboration
Mark emphasizes the need for a pool of subject matter experts and a collaborative platform for efficient RFP response. He highlights the frustration of repeating tasks and the importance of setting clear expectations to gain SME support.
00:29:24 - AI Tools for Efficiency
Mark discusses the use of AI tools like Breeze for storing and accessing previously used responses, searching through reference documents, and even drafting responses. He emphasizes the efficiency and effectiveness of these tools in RFP response.
00:36:28 - Relationship-building in RFPs
Mario shares his experience with maintaining relationships and winning RFPs. He mentions the significance of building relationships early and leveraging past collaborations to secure contracts, even after losing an initial RFP.
00:39:01 - Strategic Pricing in RFPs
Mario describes a strategic approach to pricing in RFPs, highlighting the importance of understanding the true cost and value of services instead of solely meeting price reduction demands. He shares a successful example of re-evaluating pricing to secure a lucrative contract.
00:39:18 - Understanding Key Requirements in RFPs
Mark discusses the importance of understanding key requirements in RFPs and how failure to meet those requirements can result in losing the deal.
00:41:50 - Asking Critical Questions
Mark shares how he asked critical questions to the CIO, leading to a realization that the competition had not considered key integration and cost factors.
00:44:06 - Reconsideration and Reevaluation
The CPO admits they did not consider the integration factor, leading to a reevaluation of the RFP and potential reconsideration of the decision.
00:47:23 - Finding Solutions to Problems
Mark discusses identifying a problem with manual wireless orders and finding a solution through an integration with Ariba, resulting in a significant contract and business growth.
00:49:45 - Competitive Intelligence in RFPs
Lisa Reheark's advice on understanding competition's pricing and obtaining competitive intelligence through FOIA requests, highlighting the importance of understanding competition in RFP responses.
00:51:53 - Connecting with Mark Shriner
Mario asks Mark how to get in touch with him to discuss Breeze's technology and Mark suggests reaching out to him on LinkedIn or Twitter to schedule a demo or meeting.
00:52:28 - Grow Fast Podcast
Mark recommends listening to the Grow Fast Podcast to hear from industry experts like Mario and gain valuable knowledge and wisdom.
00:52:44 - Favorite Movies
Mark shares that his favorite movies are the Godfather I and II, and Lord of the Rings trilogy, while Mario reveals that his favorite movie is The Goonies due to its themes of aspiration and problem-solving.
00:54:28 - Wrapping Up
Mario and Mark continue to discuss their favorite movies and wrap up the conversation by encouraging listeners to rate and review the Modern Selling Podcast and to download FlyMSG for increased productivity.
Mastering Winning Strategies
Mark Shriner shares valuable insights on mastering winning strategies when responding to RFPs, RFIs, and RFQs, emphasizing the importance of understanding competition pricing and tailoring responses effectively. His personal anecdotes highlight the significance of problem-solving approaches and aligning offerings to meet clients' specific needs, contributing to successful responses.Boosting Sales Efficiency
Shriner discusses how embracing AI technology, like Breeze, can boost sales efficiency by streamlining the RFP response process. By harnessing AI tools for knowledge retrieval, response drafting, and collaboration, sales professionals can optimize their responses to document requests and enhance their chances of success in competitive bidding scenarios.Harnessing AI for Optimization
The conversation between Mario and Shriner reveals the transformative power of harnessing AI for optimization in the sales process. By leveraging AI tools like Breeze to simplify RFP responses, sales professionals can enhance their efficiency, decision-making, and competitiveness in the market. This strategic approach enables businesses to stay ahead of the curve and drive success in their sales endeavors.The resources mentioned in this episode are:
Connect with Mark Shriner on LinkedIn to learn more about Breeze Docs AI and how it can help streamline the RFP process.
Check out the Grow Fast Podcast to gain insights from sales and marketing experts, including tips on winning more RFPs.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.
Consider reaching out to Lisa Rehark at RFP Success Company for expert guidance on winning more RFPs and RFQs.
Watch The Godfather and The Godfather Part II for a classic movie experience, or indulge in the Lord of the Rings trilogy for an epic adventure.
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Have you heard these myths about SaaS sales led growth strategies? Myth 1: Product led growth is the only way to scale. Myth 2: Cold emails are ineffective for SaaS sales. Myth 3: Scaling a SaaS business requires massive funding. I'll reveal the truth about these myths, but brace yourself for some eye-opening strategies.
Hey there! In this podcast episode, Mario Martinez Jr. was interviewed by Joana Inch for the SaaS stories podcast, and he shares his journey from a service-based company to a SaaS organization, shedding light on the challenges and dynamics of the SaaS industry. He delves into the transition of FlyMSG from product led growth to sales led growth, offering valuable insights into the pivotal moments and strategic considerations that shaped our approach. Mario emphasizes the significance of adaptability and the willingness to pivot in response to market dynamics and customer behavior. By discussing the challenges of engaging with enterprise clients and the importance of personalization in sales and marketing efforts, he offers actionable insights for SaaS founders and sales leaders. If you're keen on enhancing sales and marketing alignment and implementing growth strategies, this episode provides a wealth of knowledge and practical advice to navigate the ever-evolving landscape of SaaS. So, grab your headphones and tune in to gain valuable insights for driving growth in the SaaS industry!
It's better to have 50% of something than 100% of nothing. - Mario Martinez Jr.
In this episode, you will be able to:
Master Sales Led Growth Strategies: Uncover the secrets to accelerating your SaaS business through effective sales tactics and strategic growth planning.
Unravel the Power of Sales Led Growth: Discover the distinct advantages of sales led growth over product led growth and how it can drive your SaaS business to new heights.
Harness the Potential of LinkedIn for Sales Success: Unlock the potential of LinkedIn as a powerful tool for enhancing your sales efforts and expanding your SaaS business reach.
Navigate the Art of Scaling SaaS Startups: Learn the art of effectively scaling your SaaS startup, ensuring sustainable growth and long-term success in a competitive market.
Embrace Personalization in Cold Outreach: Explore the impact of personalized cold outreach methods and how it can revolutionize your sales approach, leading to increased conversions and meaningful connections.
The key moments in this episode are:
00:00:08 - Introducing Vengreso and FlyMSG
00:02:31 - Vengreso's Pivot to FlyMSG
00:06:29 - Challenges in Marketing and Sales
00:11:44 - Product Led Growth vs. Sales Led Growth
00:14:47 - The Struggle with PLG and Success with SLG
00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales
00:16:27 - Overcoming Marketing and Technological Debt
00:18:16 - Balancing Sales Led Growth and Product Led Growth
00:19:39 - Identifying the Pivot Point
00:27:39 - Securing Enterprise Clients and Funding
00:29:32 - Landing Enterprise Clients
00:30:14 - Engaging Enterprise Clients
00:35:06 - Providing Value
00:41:23 - Cold Email Approach
00:43:37 - The Power of Marketing and Sales Email Differentiation
00:45:23 - The Effectiveness of Omni-Channel Marketing
00:46:25 - The Challenge of Scaling People in SaaS
00:48:22 - Profitable Scaling in the VC Market
00:52:57 - Finding Purpose and Mission in Business
Timestamped summary of this episode:
00:00:08 - Introducing Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander extension. The podcast will feature insights from sales leaders and influencers to help grow sales numbers at scale.
00:02:31 - Vengreso's Pivot to FlyMSG
Mario Martinez Jr. shares the story of Vengreso's pivot to FlyMSG. The company transitioned from a service-based model to a SaaS company, launching FlyMSG as a productivity tool that gained traction beyond the sales industry.
00:06:29 - Challenges in Marketing and Sales
Mario Martinez Jr. discusses the challenges in marketing and sales, particularly post-Covid. He emphasizes the mismatch between the way buyers shop and the way salespeople sell, leading to the need for innovative solutions like FlyMSG.
00:11:44 - Product Led Growth vs. Sales Led Growth
Mario Martinez Jr. explains the difference between product led growth (PLG) and sales led growth (SLG). He describes PLG as individual-driven decision-making with virality, while SLG is driven by corporate need and problem-solving.
00:14:47 - The Struggle with PLG and Success with SLG
Mario Martinez Jr. delves into the challenges with PLG and the success with SLG. He highlights the importance of understanding the dynamics of each approach and how Vengreso navigated the shift from SLG to PLG.
00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales
The conversation delves into the nuances of selling group licenses and the challenges faced in convincing buying committees to invest in the technology.
00:16:27 - Overcoming Marketing and Technological Debt
The challenges of marketing debt, technological debt, and the need to master various marketing channels are discussed, highlighting the Herculean effort required to address these issues.
00:18:16 - Balancing Sales Led Growth and Product Led Growth
The conversation explores the challenge of balancing sales led growth and product led growth, and how shifting focus impacted the overall strategy and success of the business.
00:19:39 - Identifying the Pivot Point
The pivotal moment in the company's journey is revealed, where the decision to pivot towards sales led growth was made, leveraging the company's strong brand presence in the sales training space.
00:27:39 - Securing Enterprise Clients and Funding
The discussion highlights the success in securing enterprise clients and closing deals, leading to promising developments in securing funding for the company's growth.
00:29:32 - Landing Enterprise Clients
Mario discusses the challenge of landing enterprise clients and the importance of engaging with multiple decision makers. He emphasizes the need for pointed messaging and shares the PBC sales methodology for effective cold sales emails.
00:30:14 - Engaging Enterprise Clients
Mario explains that engaging with enterprise clients can take days to months, depending on the product and target buyer. He highlights the importance of personalization and value in outreach messages, as well as the use of multiple channels for increased buyer engagement.
00:35:06 - Providing Value
Mario delves into the importance of providing value to sales leaders through personalized content. He emphasizes the use of valuable resources such as articles and training videos to address specific challenges, ultimately leading to increased buyer engagement.
00:41:23 - Cold Email Approach
Mario discusses the difference between salesperson and marketer emails, emphasizing that sales emails for cold outreach should be plain text with minimal formatting. He highlights the need for experimentation and the use of pointed messages with one link in marketing emails.
00:43:37 - The Power of Marketing and Sales Email Differentiation
Mario emphasizes the importance of distinguishing between marketing and sales emails, highlighting the need for nurturing and engaging leads at different stages of the customer journey.
00:45:23 - The Effectiveness of Omni-Channel Marketing
Mario and the host discuss the effectiveness of omni-channel marketing, particularly the impact of email, LinkedIn, and SMS on engaging and reaching prospects in a cluttered digital space.
00:46:25 - The Challenge of Scaling People in SaaS
Mario shares insights on the challenges of scaling personnel in a SaaS organization, highlighting the need to match the number of employees with client servicing needs and the importance of focusing on sales to drive growth.
00:48:22 - Profitable Scaling in the VC Market
Mario provides valuable tips on profitable scaling in the current VC market, emphasizing the significance of achieving profitable growth and ensuring financial sustainability in the long term.
00:52:57 - Finding Purpose and Mission in Business
Mario discusses the importance of having a clear exit plan, finding purpose, and staying inspired in the entrepreneurial journey, highlighting the significance of having a vision for the future.
Unraveling the Power of Sales Led Growth
Unraveling the power of sales led growth involves retooling and training team members to fulfill multiple roles within the organization. Providing stock options to early employees incentivizes their commitment and investment in the company's success. Maintaining a clear vision and motivation as a leader is essential for navigating the challenges of scaling a SaaS organization.Mastering Sales Led Growth Strategies
Implementing sales led growth strategies is crucial for SaaS founders and sales leaders to drive sustainable business growth. Understanding the distinction between marketing and sales emails is key to crafting effective outreach campaigns and nurturing leads. Focusing on profitable scaling rather than growth at all costs ensures long-term success in the competitive SaaS market.Harnessing the Potential of LinkedIn
Harnessing the potential of LinkedIn is crucial for engaging with enterprise clients and reaching key decision-makers within organizations. Personalization and tailoring messages to individual personas and needs are paramount for successful cold outreach on the platform. Employing an omnichannel approach, including phone, email, LinkedIn, and video, enhances the effectiveness of engaging with potential clients on LinkedIn.The resources mentioned in this episode are:
Visit FlyMSG.io to download FlyMSG, the free personal writing assistant and text expander application mentioned in the podcast.
Go to pvcsalesmethod.com to access the PVC Sales Methodology for creating effective sales cold outreach emails.
Check out the article on sales referral at Vengreso for valuable insights on leveraging mutual connections for sales outreach.
Consider using an omnichannel approach for engaging with prospects, including LinkedIn, email, phone, and other channels.
Consider giving stock options to early team members to incentivize and retain talent, fostering a sense of ownership and commitment.
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Want to make better investment decisions and strategic growth plans? I've got the solution for you to achieve that. Get ready to improve your venture capital investment strategies and take your business to the next level. Let's dive in and uncover the key to successful growth-stage investment strategies.
Does this sound familiar? You've been bombarded with templatized outreach from investors who don't seem to know anything about your business? You're left feeling frustrated and disrespected, wondering if anyone took the time to understand your unique needs. It's time to change the game and experience a more strategic and tailored approach. Say goodbye to generic pitches and hello to a personalized, value-driven connection. It's time to engage with investors who truly understand your vision and goals.
Discover the unexpected sales technology revolution that's reshaping the industry. Unveil the inside secrets of how a venture capitalist is transforming growth-stage investment strategies. Learn how AI and automation are augmenting the human touch in sales. Find out the surprising movie choice of a Boston native turned New York investor. Stay tuned for the jaw-dropping insights that will change the way you approach sales tech forever.
This is Matt Melymuka's story:
Matt Melymuka, co-founder and managing partner at Peakspan Capital, offers a unique perspective on venture capital investment strategies. His journey into the world of growth-stage investment began over 15 years ago, focusing on B2B software. His passion for this niche led him to establish Peakspan Capital, a firm dedicated solely to B2B software. Matt's approach emphasizes specialization and strategic partnerships, aiming for a collaborative, domain-specific engagement with companies. His commitment to a focused, growth-driven investment strategy has not only shaped his professional journey but also reflects his dedication to creating impactful, sustainable partnerships. This journey showcases Matt's unwavering dedication to the B2B software industry and his passion for strategic, growth-focused investment strategies.
AI should not be thought of as replacing the seller or replacing a selling function or replacing even the seller's brain. AI is all about augmenting the seller. - Mario Martinez Jr.
This week's special guest is Matt Melymuka, the co-founder and managing partner of Peakspan Capital. He brings over a decade of expertise in growth-stage investment strategies. With a focus on late-stage growth companies, Matt's leadership at Peakspan has resulted in managing $2 billion across three funds and a $600 million active investment vehicle. His specialized approach centers on B2B software, encompassing sales, marketing, and hospitality technology. Matt's philosophy of maintaining alignment with ambitious yet pragmatic objectives has led to a remarkably low capital loss ratio of 1.4%, demonstrating his commitment to collaborative and sustainable growth for entrepreneurs. As a guest on the Modern Selling Podcast, Matt promises an insightful conversation on venture capital investment strategies that will undoubtedly enlighten and inspire entrepreneurs, business leaders, and investors.
In this episode, you will be able to:
Mastering Venture Capital Investment Strategies: Uncover the secrets to successful growth-stage investments and maximize your returns.
Navigating Sales Technology Trends 2023: Stay ahead of the curve with the latest advancements in sales tech, giving your business a competitive edge.
Implementing B2B SaaS Marketing Best Practices: Learn how to effectively market your B2B SaaS product and boost your customer acquisition.
Embracing AI and Automation in Sales: Streamline your sales processes and enhance productivity by harnessing the power of AI and automation.
Excelling in Effective Fundraising for Startups: Discover the key tactics for successful fundraising, propelling your startup to new heights.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG
00:01:21 - Focus and Specialization at Peakspan Capital
00:07:23 - Contrarian Approach to Venture Capital
00:10:03 - Fundraising Challenges and Personal Revelation
00:13:14 - Traveling with Kids and Parenting
00:13:44 - Parenting and Family Dynamics
00:15:09 - Market Trends in 2023
00:17:16 - Sales Organization Investment
00:19:41 - Strategic Approach to Sales Investment
00:24:24 - Buyer-Centric Sales Tech Trends
00:28:23 - The Importance of Writing Skills in Sales
00:29:07 - Personalization in Sales Outreach
00:30:50 - Technology's Impact on Sales Training
00:33:56 - The Role of Technology in Sales and Marketing
00:39:27 - Strategic Relationship Building in Sales
00:42:02 - The Role of AI in Sales Development
00:43:26 - Technology as an Enabler
00:44:06 - Augmenting the Seller with AI
00:46:29 - Focus on Augmentation, not Replacement
00:47:18 - Contact InformationTimestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a personal writing assistant and text expander application.
00:01:21 - Focus and Specialization at Peakspan Capital
Matt Malamuka explains Peakspan Capital's focus on B2B software, with a specialized approach to investing in growth stage companies with real products, customers, and revenue. They aim to partner with capital-efficient companies and maintain optionality for the entrepreneur.
00:07:23 - Contrarian Approach to Venture Capital
Matt discusses Peakspan's philosophy of being "decidedly contra Silicon Valley," aiming to avoid the pitfalls of excessive funding and rapid growth at the expense of operational risk. They focus on aligned and pragmatic growth strategies with like-minded entrepreneurs.
00:10:03 - Fundraising Challenges and Personal Revelation
Mario Martinez shares his experience with fundraising for his second business and acknowledges the challenges and uncertainties of the process. Matt also reveals his personal passion for travel and his family's commitment to no screen time for their three-year-old daughter.
00:13:14 - Traveling with Kids and Parenting
Matt discusses the challenges of traveling with young children and their decision to avoid screen time for their daughter. He shares the creative ways they entertain her on long flights, emphasizing the importance of storytelling and interactive activities.
00:13:44 - Parenting and Family Dynamics
Matt discusses the challenges of balancing family life and parenting, particularly around mealtime and screen time for children. He emphasizes the importance of eating dinner together as a family without distractions.
00:15:09 - Market Trends in 2023
Matt shares insights into the challenging software market trends in 2023, highlighting a decline in growth rates and the impact on sales tech companies. He discusses the need for companies to navigate the tough market conditions and make strategic adjustments.
00:17:16 - Sales Organization Investment
Matt and the host discuss the importance of reinvesting in the sales organization during tough market conditions. They emphasize the value of retaining and investing in the right sales talent while focusing on customer base expansion and upselling.
00:19:41 - Strategic Approach to Sales Investment
The conversation delves into the strategic approach to sales investment during challenging times, emphasizing the need to cut non-performing personnel while re-investing in tools, technologies, and training for the sales team.
00:24:24 - Buyer-Centric Sales Tech Trends
Matt discusses the shift from sales-centric to buyer-centric trends in sales tech, emphasizing the importance of catering to buyer needs and providing relevant information in a non-intrusive way to drive informed decision-making.
00:28:23 - The Importance of Writing Skills in Sales
The conversation starts with a focus on increasing productivity by making sellers smarter. The inability to write well is identified as the biggest time suck for sellers, leading to the templatization of content.
00:29:07 - Personalization in Sales Outreach
The guest shares a personal experience of receiving a connection request and highlights the importance of personalization in sales outreach. Strategies to make outreach more personalized, such as adding a period after the first name, are discussed.
00:30:50 - Technology's Impact on Sales Training
The conversation delves into the challenges of adding technology without making sellers smarter or addressing their biggest problems, such as writing skills. The lack of training on the entire sales process and utilization of technology is identified as a common issue.
00:33:56 - The Role of Technology in Sales and Marketing
The impact of technology on sales and marketing stacks is discussed, emphasizing the need for a mindset shift towards technology as an enabler of sales rather than an obstacle. The importance of seamlessly integrating technology into the existing workflow of reps is highlighted.
00:39:27 - Strategic Relationship Building in Sales
The guest emphasizes the significance of leading with valuable content in sales outreach to build strategic relationships with entrepreneurs. The approach of personalizing emails and showing a strategic level of rapport is discussed as a respectful and effective strategy in investor conversations.
00:42:02 - The Role of AI in Sales Development
Matt discusses how AI augments the role of the SDR and enables full lifecycle sellers by automating tasks like creating collateral and content for prospects.
00:43:26 - Technology as an Enabler
Matt emphasizes that technology should enhance the seller's ability to have personalized and engaging conversations, ultimately driving better outcomes and more time for human interaction.
00:44:06 - Augmenting the Seller with AI
Matt gives an example of how AI can augment sellers by creating a product that helps them write social media posts quickly, saving time and increasing engagement speed.
00:46:29 - Focus on Augmentation, not Replacement
Matt stresses the importance of viewing AI as a tool that supplements and enhances existing workflows, making sellers better, faster, and more data-informed in their decision-making.
00:47:18 - Contact Information
Matt provides his email and LinkedIn profile for anyone interested in reaching out to him for further discussion or collaboration.
Mastering Venture Capital Investment
Venture capital investment requires specialization and domain expertise, as emphasized by Matt Melymuka in the episode. PeakSpan Capital's focus on B2B software and sustainable growth highlights the importance of targeted investment strategies. By targeting companies in the emerging growth phase, investors can align with pragmatic objectives for long-term success.Navigating Sales Technology Trends
Matt Melymuka and Mario Martinez Jr. delve into the challenges and trends in sales technology, particularly in relation to AI and automation. The conversation emphasizes the need for technology to seamlessly integrate into sales workflows, enabling sales professionals to make data-informed decisions. Understanding the impact of technology on sales processes is crucial for businesses navigating the evolving landscape of sales tech.Elevating B2B SaaS Marketing
B2B SaaS marketing strategies can benefit from a personalized and genuine approach, as discussed by the guests in the episode. Matt Melymuka highlights the value of thematic alignment and specialization in sales tech investments to drive success in B2B SaaS marketing. Investing in AI-enabled platforms can enhance sales processes, augmenting the role of sales professionals and improving engagement with prospects.The resources mentioned in this episode are:
To save 20 hours or more in a month and increase your productivity, download FlyMSG for free, on Chrome and Edge. It's your free text expander and personal writing assistant.
Connect with Matt Melymuka on LinkedIn and mention that you heard him on the Modern Selling Podcast.
Email Matt Melymuka at [email protected] to get in touch with him directly.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support.
Watch The Shawshank Redemption, Matt Melymuka's all-time favorite movie, for a captivating cinematic experience.
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From Introvert to Sales Leader
Hey, sales pros! Tired of feeling like you're just not cut out for sales because you're an introvert? Have you been told to just "fake it till you make it" and it's only left you feeling drained and ineffective? If you're ready to tap into your natural strengths and see real results, it's time to leverage your introverted superpowers in sales. Get ready to unlock your full potential and transform your approach to sales effectiveness.
Discover the surprising link between effective networking, introverted personalities, and increased sales performance. Uncover the unexpected movie that inspires a sales expert, and how it can revolutionize your approach to prospecting and selling. Stay tuned to find out how to leverage this unique insight for your own sales success.Unleash the Power of Introverts
Introverts bring unique strengths to sales teams, challenging traditional stereotypes. With the right system in place, introverts can excel in sales by leveraging their structured approach and deep knowledge. Embracing introverted traits can lead to long-term success in sales, creating a more diverse and effective team dynamic.This is Matthew Pollard's story:
Matthew Pollard's sales journey began unexpectedly after losing his job right before Christmas, thrusting him into the world of sales as an introverted individual. Despite initially feeling overwhelmed by the thought of sales, he persevered, teaching himself through online resources and quickly rising to become the top salesperson in his company. As he continued to excel and take on leadership roles, his focus shifted towards empowering introverted sales professionals, challenging the belief that introverts are at a disadvantage in sales. His introduction to Mario Martinez Jr.'s brand occurred at the AI SP leadership summit, sparking thought-provoking conversations about introversion, extroversion, and the unique strengths introverts bring to the sales arena. This encounter laid the groundwork for a deeper exploration of sales and leadership, leading to the creation of Matthew's book, "The Introvert's Edge to Selling," and his unwavering commitment to reshaping the narrative around introverted success in sales.
Networking is not about you. The number one rule in sales is not about you. The number one rule of being on a podcast or speaking from stage, it's not about you. So why does everyone make it about themselves? - Matthew Pollard
My special guest is Matthew Pollard
Matthew Pollard, also known as the Rapid Growth Guy, is an award-winning and best-selling author of The Introvert's Edge series. As an introverted individual who discovered his sales prowess through self-teaching, he's driven to revolutionize the way introverts are perceived in sales. With over a decade of experience and a track record of fostering five multimillion-dollar success stories, Matthew is passionate about empowering introverted sales professionals to leverage their strengths and achieve unparalleled success. His refreshing approach to sales leadership and his belief in the power of personalized storytelling has made him a sought-after influencer in the sales community.
In this episode, you will be able to:
Maximize sales team performance by leveraging the strengths of introverts.
Elevate your sales game with the powerful impact of storytelling.
Unlock effective networking strategies tailored for introverted sales professionals.
Lead a diverse sales team to success by understanding and embracing different personalities.
Master the art of implementing sales methodologies for maximum effectiveness.
The key moments in this episode are:
00:00:08 - Introducing Vengreso and FlyMSG
00:01:13 - Overcoming Introverted Sales Challenges
00:04:43 - Revealing a Personal Secret
00:10:06 - The Misconception of Introversion
00:11:23 - Redefining Introversion
00:11:48 - Understanding Introversion and Extroversion
00:13:12 - Overcoming Introverted Challenges
00:14:08 - Leveraging Personal Strengths
00:16:01 - Managing Introverted Talent
00:17:24 - Fostering Belief and Adaptation
00:23:22 - Leveraging Introverted and Extroverted Sales Strengths
00:24:59 - Overcoming Beliefs About Introverted Salespeople
00:26:18 - Finding Success through Sales Methodology
00:28:08 - Empowering Sales Teams through Mindset Transformation
00:32:01 - The Journey to Sales Success
00:35:26 - Improving Sales Call Openings
00:37:13 - The Power of Storytelling in Sales
00:39:38 - The Science Behind Storytelling
00:41:40 - Networking for Introverts
00:45:48 - Connecting with Matthew Pollard
00:46:46 - The Warrior - A Hidden Gem
00:47:01 - The Power of Unrecognized Movies
00:47:33 - Productivity and Sales Technology
00:48:14 - The Modern Selling Podcast Wrap-Up
Timestamped summary of this episode:
00:00:08 - Introducing Vengreso and FlyMSG
Mario introduces Vengreso and FlyMSG.IO, an application to help sales professionals grow their numbers at scale.
00:01:13 - Overcoming Introverted Sales Challenges
Matthew discusses his journey from introverted salesperson to successful CEO, highlighting how introverts can excel in sales with the right strategies.
00:04:43 - Revealing a Personal Secret
Matthew shares his love for rap jumping, a unique activity that contrasts with his conservative public image, highlighting the importance of pursuing hobbies and experiences outside of work.
00:10:06 - The Misconception of Introversion
Matthew challenges the misconception of introverts as shy and reclusive, highlighting successful introverted individuals in sales and leadership, breaking stereotypes and empowering introverted individuals.
00:11:23 - Redefining Introversion
Matthew defines introversion as a misunderstood personality trait, emphasizing the shift in perception and acceptance of introverted individuals in various industries, including sales and entrepreneurship.
00:11:48 - Understanding Introversion and Extroversion
Matthew Pollard explains the difference between introverts and extroverts, and how people often misjudge others based on their own perceptions.
00:13:12 - Overcoming Introverted Challenges
Pollard discusses the misconceptions about introverts and highlights successful introverted individuals in various fields, challenging the stereotype of introverts being unable to excel in certain areas.
00:14:08 - Leveraging Personal Strengths
Pollard shares how he has harnessed his introverted nature to become a successful speaker and salesperson through careful planning, preparation, and practice.
00:16:01 - Managing Introverted Talent
Pollard emphasizes the importance of understanding and leveraging introverted talent in sales leadership, highlighting the need for different management styles for introverts and extroverts.
00:17:24 - Fostering Belief and Adaptation
Pollard advises on how to help introverts gain belief in the sales process and leverage their strengths, while also encouraging extroverts to embrace learning and adherence to sales systems.
00:23:22 - Leveraging Introverted and Extroverted Sales Strengths
Matthew discusses the need to provide different frameworks for introverts and extroverts to reach the same goal. He emphasizes the importance of working together and leveraging each other's strengths in sales.
00:24:59 - Overcoming Beliefs About Introverted Salespeople
Matthew challenges the belief that introverts don't make great salespeople. He highlights the importance of helping introverts believe in themselves and their abilities, rather than succumbing to self-fulfilling prophecies.
00:26:18 - Finding Success through Sales Methodology
Matthew shares his belief that introverts can excel in sales once they find a sales methodology that works for them. He also discusses the need for extroverts to follow a system to achieve exceptional sales success.
00:28:08 - Empowering Sales Teams through Mindset Transformation
Matthew emphasizes the responsibility of sales managers to inspire and empower their teams to believe in their capabilities. He highlights the importance of transforming mindset to drive sales outcomes.
00:32:01 - The Journey to Sales Success
Matthew shares his personal journey of learning sales through dedication and practice. He underscores the value of learning a sales process and the impact it can have on individual sales success.
00:35:26 - Improving Sales Call Openings
Matthew Pollard discusses the common mistake of starting sales calls with small talk and advises introverts to lead with a researched introduction to engage the customer and avoid losing the deal in the first five minutes.
00:37:13 - The Power of Storytelling in Sales
Pollard emphasizes the importance of storytelling in sales, highlighting the need for a compelling and detailed narrative that engages the customer, creates rapport, and enables better retention of information.
00:39:38 - The Science Behind Storytelling
Pollard delves into the science behind storytelling, explaining how it activates the listener's brain, creates rapport, and increases information retention, benefiting both introverted and extroverted sales professionals.
00:41:40 - Networking for Introverts
Pollard shares insights on effective networking for introverts, emphasizing the need to shift the focus from self-promotion to serving others and connecting with individuals based on shared values and mission-driven objectives.
00:45:48 - Connecting with Matthew Pollard
Pollard invites listeners to connect with him on LinkedIn, where they can follow him for valuable insights and reach out with burning questions using the voice memo feature for personalized responses.
00:46:46 - The Warrior - A Hidden Gem
Matthew Pollard shares his all-time favorite movie, "The Warrior," a lesser-known film that he believes didn't get enough credit. The movie revolves around two brothers finding each other at an MMA fight, dealing with their family's divorce and an alcoholic father.
00:47:01 - The Power of Unrecognized Movies
Matthew Pollard expresses his love for the movie "The Warrior," highlighting its emotional depth and powerful storytelling. Despite its lack of popularity, he encourages listeners to watch and appreciate it for its greatness.
00:47:33 - Productivity and Sales Technology
Mario Martinez Jr. promotes Flymsg IO as a tool to save 25 hours a month in productivity, improve prospecting, and enhance buyer engagement. He encourages listeners to take advantage of the technology to scale their sales efforts.
00:48:14 - The Modern Selling Podcast Wrap-Up
Mario Martinez Jr. reminds listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes. He also encourages them to download FlyMSG for free to save time and increase productivity in their sales endeavors.
Mastering the Art of Networking
Networking strategies for introverts focus on authenticity and serving clients' needs rather than transactional approaches. By embracing a mission-driven framework and leveraging their strengths, introverts can excel in networking. Thorough research, personalized engagement, and a focus on client needs are essential for building rapport and driving successful outcomes in networking efforts.The Art of Persuasion
Storytelling plays a vital role in sales, allowing sales professionals to engage clients on a deeper level. By incorporating personalized and emotionally compelling stories, sales professionals can effectively capture buyer's interest and make a memorable impact. Mastery of storytelling techniques can enhance sales effectiveness and create meaningful connections with clients.The resources mentioned in this episode are:
Connect with Matthew Pollard on LinkedIn to follow his updates and insights on sales and networking.
Download FlyMSG for free to save 20+ hours a month in productivity and learn how to prospect better and sell more with technology.
Watch the movie Warrior to experience the story of two brothers finding each other at an MMA fight, a tale of family, struggle, and triumph.
Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.
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If you're feeling stuck in a cycle of underwhelming sales results, working harder but not seeing the growth you desire, then you are not alone! Despite putting in the effort, the results just don't seem to match the vision you have for success. It's frustrating and demotivating, right?
In this episode of The Modern Selling Podcast, we are joined by Elyse Archer, the founder of the Superhuman Selling and She Sells movements. She shares her journey of transforming her sales career by reprogramming her subconscious mind for success. Having struggled internally despite external success, she discovered the impact of aligning self-identity with sales goals.
This is Elyse Archer's story:
Elyse Archer's introduction to the power of reprogramming the subconscious mind for sales success stemmed from a pivotal moment in her own professional journey. Despite her unyielding efforts and dedication, she found herself consistently hitting a ceiling in her earnings, always reaching the same financial plateau. This realization ignited a deep curiosity within her, propelling her into an immersive exploration of neuroscience and subconscious beliefs. Her quest for transformation was not merely about acquiring new strategies, but about fundamentally shifting her internal narrative and self-perception. Elyse's story embodies the universal human yearning to transcend self-imposed limitations and embrace a life aligned with one's true essence. It's a narrative of resilience, self-discovery, and the relentless pursuit of a reality that resonates with one's authentic self. Through her experiences and revelations, Elyse becomes a guiding force, illuminating the path for individuals seeking to rewrite their own stories and unleash their fullest potential in the realm of sales and beyond.
Elyse's insights on the power of subconscious beliefs, her personal transformation after investing in coaching, and the practical exercise of the Y board highlight the role of identity in achieving sales success. Her emphasis on reprogramming the subconscious mind and embodying the identity of a successful individual offers a unique perspective for sales professionals and entrepreneurs seeking to elevate their sales performance. Elyse's experience and expertise make this episode a must-listen for those looking to understand the profound impact of mindset and belief systems on sales and business success, and seeking actionable strategies to reprogram their subconscious for quantum leaps in sales growth.
Be the person you want to be... Start being that person you want to be now. - Elyse Archer
Elyse Archer, the CEO and founder of She Sells, brings more than two decades of sales experience to the forefront. Her journey from corporate sales to entrepreneurship is marked by a commitment to redefining the sales process. By aligning sales strategies with individual energy cycles and embracing a more empathetic approach, Elyse has facilitated significant quantum leaps in sales growth for her clients. While her work primarily supports women in achieving their sales and business goals authentically, the principles she advocates are universally applicable. Elyse's mission is to help clients unlock their full potential in both sales and life, making a lasting impact on their professional and personal growth.
In this episode, you will be able to:
Unlock the secrets to quantum sales growth strategies and propel your sales to new heights.
Discover how to reprogram your subconscious for sales success and unleash your full sales potential.
Explore the power of integrating masculine and feminine energies in sales for a more holistic and effective approach.
Learn the art of creating identity in sales to elevate your performance and stand out in the competitive sales landscape.
Master superhuman selling techniques designed for entrepreneurs to revolutionize your sales game and achieve unparalleled success.
The key moments in this episode are:
00:00:08 - Introduction to the Podcast
00:01:05 - Personal Background and Mission
00:02:30 - Personal Anecdote and Insights
00:05:54 - Quantum Sales Growth Methodology
00:09:31 - Personal Anecdote: Dog Rescue Work
00:13:40 - The Power of Subconscious Mind
00:17:07 - Overcoming Financial Fear
00:21:22 - Subconscious Programming and Belief Systems
00:23:51 - Shifting Identity for Sales Success
00:27:26 - Overcoming Limiting Beliefs
00:31:43 - Creating a New Personal Reality
00:36:50 - The Process of Change
00:38:09 - Becoming the Person of Success
00:39:40 - Nudging towards action
00:41:19 - The Four Quadrants of Quantum Sales Growth
00:43:31 - Superhuman Selling
00:44:08 - Connecting with Elyse
Timestamped summary of this episode:
00:00:08 - Introduction to the Podcast
Mario Martinez introduces the podcast and the guest, Elise Archer, as CEO and founder of She Sells. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale.
00:01:05 - Personal Background and Mission
Elise Archer shares her background as a sales professional and her mission to help women achieve their sales and business goals in a different way. She emphasizes the importance of aligning sales processes with energy cycles and adopting a relational, empathetic approach to selling.
00:02:30 - Personal Anecdote and Insights
Elise discusses her personal struggles with anxiety and aligning her identity with her success in sales. She highlights the need for a different approach to sales that feels authentic and aligned with individual values, particularly for women.
00:05:54 - Quantum Sales Growth Methodology
Elise introduces the "four quadrants of quantum sales growth" methodology and shares success stories of women achieving significant sales growth and income doubling within a short period. She emphasizes the impact of aligning sales processes with energy cycles and adopting a more authentic and relational approach to sales.
00:09:31 - Personal Anecdote: Dog Rescue Work
Elise reveals her passion for dog rescue work and her involvement in transporting pit bulls from high-kill shelters to new homes across state lines. This personal anecdote sheds light on her compassionate and altruistic nature beyond her professional endeavors.
00:13:40 - The Power of Subconscious Mind
Elyse shares her personal experience with limited earnings despite hard work. She delves into the power of the subconscious mind and neuroscience, emphasizing the impact of beliefs and identity on results.
00:17:07 - Overcoming Financial Fear
Elyse discusses her pivotal decision to invest in coaching despite financial concerns. She highlights the importance of taking bold actions and facing fears to break through limitations and create new opportunities.
00:21:22 - Subconscious Programming and Belief Systems
Elyse explains how subconscious programming shapes beliefs and behaviors, emphasizing the impact of early childhood experiences. She emphasizes the potential for change and the role of the subconscious in manifesting new realities.
00:23:51 - Shifting Identity for Sales Success
Elyse emphasizes the need for a continuous vision and growth in sales. She discusses the importance of evolving one's identity and belief systems to overcome limitations and achieve higher levels of success.
00:27:26 - Overcoming Limiting Beliefs
Elyse discusses how limiting beliefs can hinder sales and business growth. She emphasizes the importance of identifying and addressing these beliefs to achieve success and shift mindset.
00:31:43 - Creating a New Personal Reality
Elyse delves deeper into the concept of shifting one's personality to align with their goals. She discusses the importance of thinking, feeling, and acting like the person who has already achieved their desired results.
00:36:50 - The Process of Change
Elyse explains the process of changing one's thoughts, emotions, and actions to align with their goals. She emphasizes the need for self-awareness and consistent effort in practicing new behaviors and mindsets.
00:38:09 - Becoming the Person of Success
Elyse emphasizes the importance of embodying the person who has achieved the desired sales numbers. She highlights the need to take different actions and adopt a new mindset to achieve significant growth in sales.
00:39:40 - Nudging towards action
Elyse discusses the importance of following the nudges and reaching out to new prospects, even if it feels uncomfortable. Reprogramming the subconscious mind is key to overcoming limiting beliefs and conditioning the mind to new beliefs.
00:41:19 - The Four Quadrants of Quantum Sales Growth
Elyse explains the four quadrants of quantum sales growth, which include reprogramming the mind, raising financial set points, integrating masculine and feminine energies, and implementing strategic tactics on a solid foundation.
00:43:31 - Superhuman Selling
Elyse delves into the concept of superhuman selling, which involves being successful, worthy, and unstoppable. She highlights the importance of layering an incredible message on top of a foundation of personal empowerment.
00:44:08 - Connecting with Elyse
Elyse shares that connecting with her can be done through her website, social media, or email. She welcomes inquiries about the topics discussed in the podcast and provides her contact details for further engagement.
Quantum Sales Growth Strategies
Implementing quantum sales growth strategies involves reprogramming the subconscious mind to align with sales goals. This process focuses on shifting beliefs and behaviors to achieve significant sales growth. By following a comprehensive framework like the four quadrants of quantum sales growth, sales professionals can experience remarkable improvements in their sales results.Integrating Masculine and Feminine Energies in Sales
Integrating masculine and feminine energies in sales strategies can lead to a more balanced and effective approach. By leveraging both energies, sales professionals can enhance their communication, empathy, and relationship-building skills. This integration creates a harmonious sales process that resonates with clients and drives successful outcomes.Reprogramming Subconscious for Sales Success
Reprogramming the subconscious mind is crucial for achieving sales success and overcoming limiting beliefs. By identifying and addressing these subconscious barriers, individuals can adopt new belief systems that align with their sales goals. This practice involves changing thoughts, feelings, and actions to embody the identity of a successful salesperson and drive significant growth.The resources mentioned in this episode are:
Visit http://www.ElyseArcher.com to connect with Elyse Archer and learn more about her work and services.
Download FlyMSG for a 14-day free sales pro trial to save 25 hours a month in productivity and improve prospecting and engagement.
Connect with Elyse Archer on all social media platforms by searching for @ElyseArcher.
Check out the forthcoming movie Encanto on Disney, a great family movie with valuable life lessons.
Go to flymsg.io to download FlyMSG, a free text expander and personal writing assistant to increase productivity.
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Are you ready for this? You won't believe what our CEO and founder revealed about the unexpected secrets behind successful sales processes. Find out how integrating AI has transformed the way sales professionals engage with customers and boosted their efficiency.
But that's not all—there's a game-changing tool that's revolutionizing sales prospecting. Want to know what it is? Keep listening to unlock the full scoop on this modern selling podcast.
AI Integration for Sales Efficiency
Integrating AI-powered platforms into sales processes can significantly enhance efficiency and personalization. These tools can streamline outreach efforts, automate tasks, and provide valuable insights for personalized responses. Sales professionals can leverage AI integration to create more targeted and engaging interactions with potential buyers, ultimately improving sales outcomes.In this episode of The Modern Selling Podcast, Mario Martinez Jr. shares his journey from a Ritz camera center to becoming a leading sales professional. Through his personal experiences, Mario emphasizes the importance of customer-centric sales and the evolving landscape of sales tools, particularly the integration of AI.
He delves into the significance of using AI-assisted tools for personalized and efficient sales engagement, shedding light on the value of human-assisted AI in sales interactions. Mario's insights and practical examples offer valuable lessons for sales professionals seeking to enhance their processes and drive improved efficiency. His genuine enthusiasm for the field of sales and dedication to embracing new challenges serve as an inspiration and testament to the potential for growth and success in the dynamic world of sales.
If you're looking to integrate AI into your sales processes for improved efficiency and personalized customer engagement, this episode provides valuable insights and practical strategies to help you navigate the evolving sales landscape and enhance your sales efforts.
Sales is the art of helping. Sales is the art of helping, that's really what it is. And so I'm always looking for the problem. I want to understand the pain. I want to understand the issue so that I can help apply a solution. - Mario Martinez Jr.
In this episode, you will be able to:
Master Effective Sales Prospecting Techniques: Unlock the secrets to finding and engaging high-potential leads.
Integrate AI into Sales Processes for Efficiency: Learn how AI can revolutionize your sales approach and drive better results.
Boost Productivity with Text Expander Tools: Discover time-saving techniques to streamline your sales communication.
Engage Buyers on LinkedIn with Proven Strategies: Elevate your social selling game and connect with prospects effectively.
Maximize Sales Enablement Platforms for Growth: Uncover the benefits of using sales enablement tools to empower your sales team.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG.io
00:00:48 - Guest feature on the Grow Fast podcast hosted by Mark Shriner
00:01:29 - Location and casual discussion
00:02:47 - Personal sales journey
00:04:55 - Passion for selling
00:12:47 - Evolution of Sales Tools
00:13:46 - Vengreso and TextExpander
00:14:49 - FlyMSG Use Cases
00:21:12 - FlyLearning and AI Integration
00:26:39 - Importance of Welcoming Connections
00:28:23 - Engaging with Valuable Content
00:29:31 - AI Social Post Generator
00:33:21 - Human Assisted AI
00:37:11 - Creating Engagement on LinkedIn
00:39:58 - Importance of Providing Value in Sales
00:41:12 - Upcoming Sales Enablement Platforms
00:44:39 - Marketing vs. Sales Activities
00:47:54 - Must-Have Sales Tools
00:50:21 - Staying Informed in SalesTimestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG.io
Mario Martinez introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG, a personal writing assistant and text expander tool. The podcast aims to provide sales leaders, practitioners, and influencers with insights to grow sales at scale.
00:00:48 - Guest feature on the Grow Fast podcast
Mario Martinez mentions being featured on the Grow Fast podcast with Mark Shriner. The conversation covers topics such as sales enablement platforms, prospecting tools, AI, FlyMSG, text expansion, and LinkedIn commenting, with a focus on integrating these tools for connecting with potential buyers.
00:01:29 - Location and casual discussion
Mario Martinez and Mark Shriner have a casual discussion about their locations and the arrival of spring. They share personal experiences, creating a relaxed atmosphere before delving into the main topics of the conversation.
00:02:47 - Personal sales journey
Mario Martinez reflects on his early sales experience at Ritz Camera Centers, where his passion for sales was ignited. He shares a pivotal moment when he transitioned from a part-time photo finisher to a sales associate, driven by his innate ability to help customers and solve their problems.
00:04:55 - Passion for selling
Mario Martinez delves into the essence of selling as the art of helping and problem-solving. He attributes his passion for sales to the opportunity to understand customer pain points and offer solutions, emphasizing the role of customer satisfaction.
00:12:47 - Evolution of Sales Tools
The conversation starts with a discussion of the evolution of sales tools, from basic phone and fax machines to the necessity of modern sales enablement platforms for outbound sales.
00:13:46 - Vengreso and TextExpander
The discussion shifts to Vengreso and TextExpander, highlighting their use as workflow tools for individual sellers and the development of a tool called FlyMSG. The tool's ability to save time and automate repetitive tasks is emphasized.
00:14:49 - FlyMSG Use Cases
FlyMSG is discussed as a platform for storing and quickly deploying message templates across various platforms. The focus is on its utility for sales prospecting training and its ability to save time and standardize messaging.
00:21:12 - FlyLearning and AI Integration
The conversation delves into the integration of FlyLearning and AI into the platform, emphasizing its impact on saving sellers time by automating the process of engaging with target buyers on LinkedIn through insightful comments.
00:26:39 - Importance of Welcoming Connections
Mario emphasizes the importance of welcoming new connections with a personalized message instead of immediately pitching. He discusses the value of using the FlyMSG text expansion tool to send a personalized thank you message with valuable content.
00:28:23 - Engaging with Valuable Content
Mario discusses the strategy of sending valuable content to new connections to solicit engagement. He explains the importance of providing content that addresses the prospect's specific challenges and encourages them to respond.
00:29:31 - AI Social Post Generator
Mario introduces FlyPosts AI, an AI social post generator that helps salespeople create thought leadership content quickly. He discusses how the tool reduces the time it takes to write a post from 32 minutes to less than 9 minutes, enabling salespeople to stay active on social media.
00:33:21 - Human Assisted AI
Mario emphasizes the role of human-assisted AI in sales engagement. He explains that the tool is designed to augment the seller's efforts rather than replace them, allowing salespeople to edit and personalize AI-generated content.
00:37:11 - Creating Engagement on LinkedIn
Mario discusses the key ingredients for effective LinkedIn comments, emphasizing the importance of adding value to the conversation and soliciting engagement. He explains the strategy of using insights and questions to drive responses and build relationships on the platform.
00:39:58 - Importance of Providing Value in Sales
Mario emphasizes the importance of providing value in sales conversations, rather than overwhelming prospects with product information. He advises against starting with client testimonials or product pages, and instead focuses on bringing value to the buyer.
00:41:12 - Upcoming Sales Enablement Platforms
Mario discusses the proliferation of sales enablement platforms, highlighting the micro-niche focus and the variety of tools available for different stages of the sales process. He mentions prospecting, engagement, automation, gift marketing, social selling, productivity, and sales intelligence tools as examples.
00:44:39 - Marketing vs. Sales Activities
Mario shares his belief that sales teams should focus on their own lead generation, as marketing often only contributes a small percentage of appointments. He recommends allocating budget towards sales prospecting tools and training, as getting the first meeting is the hardest part of the sales cycle.
00:47:54 - Must-Have Sales Tools
Mario stresses the importance of sales prospecting tools and mentions the necessity of an engagement tool like a sales cadence tool, as well as incorporating phone and email channels. He also discusses the effectiveness of gift marketing in booking appointments, despite its cost.
00:50:21 - Staying Informed in Sales
Mario shares his approach to staying informed in sales, which involves reading blogs from sales influencers with varying perspectives, watching short videos, and reading content from top sales engagement tools. He emphasizes the importance of learning from sales professionals with practical experience.Effective Sales Prospecting Techniques
In the evolving sales landscape, mastering effective sales prospecting techniques is crucial. Sales professionals must focus on providing value to potential buyers and personalizing their outreach efforts. By understanding the buyer's needs and preferences, sales teams can nurture more meaningful relationships and drive better results.Productivity with Text Expander
Using productivity tools like text expanders can boost efficiency in sales activities. Text expanders allow sales professionals to store and access messaging templates quickly, saving time and effort in outbound sales. By leveraging text expanders, sales teams can focus on creating personalized and value-driven content while streamlining their communication processes.The resources mentioned in this episode are:
Visit pvcsalesmethod.com to learn about the PVC method for crafting personalized and engaging sales emails with a strong call to action.
Check out Sendoso or Postal IO for gift Marketing tools to create memorable experiences for your prospects and book more appointments.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help it reach more listeners.
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If you're feeling frustrated and overwhelmed by ineffective sales strategies that aren't getting you the results you want, then you are not alone! Trying to juggle multiple tasks and approaches without seeing the sales success you deserve can be disheartening.
It's time to break free from the cycle of frustration and find a more effective path to achieving your sales goals. Let's explore new strategies together to elevate your sales game and achieve the success you've been striving for.
Master Sales Career Development StrategiesIn this episode of The Modern Selling Podcast, Tony Morando provides valuable insights on mastering sales career development strategies. He emphasizes the importance of continuous learning, refining sales skills, and staying updated with industry trends. Morando's career journey serves as a testament to the dedication and perseverance required to excel in the sales industry.
Throughout the episode, Tony's emphasis on perseverance, consistency, and the drive to become elite in sales emerges as a central focus, providing practical guidance for sales professionals navigating the modern selling landscape. His valuable insights on career development, effective sales techniques, and the importance of personalized communication make this episode a must-listen for sales professionals aiming to enhance their skills and achieve improved sales success.
This Week's Special Guest:For this week's episode, Tony Morando, Chief Sales Officer of World Emblem, shares his 18-year sales career journey, offering valuable insights into sales leadership and career development strategies. He emphasizes the significance of being coachable, setting measurable goals, and the impact of industry expertise in pursuing leadership roles.
Tony's experience of six promotions in 18 years highlights the importance of deliberate learning and expertise in career advancement. The conversation also delves into the evolving dynamics of the competitive marketplace, emphasizing the need for adaptability and agility in meeting customer demands.
Just because you get a no today doesn't mean you're gonna have a no tomorrow. You have to stay on it. You have to be consistent, and you can't lose that communication. - Tony Morando
In This Episode, You Will Hear All About: Mastering Sales Career Development Strategies: Unlock the key to accelerating your sales career with expert strategies for professional growth and success. Embracing Effective Sales Objection Handling Techniques: Discover the art of overcoming objections and turning them into opportunities for closing deals. Building Strong Client Relationships in Sales: Learn the secrets to fostering lasting and profitable relationships with your clients, leading to increased loyalty and sales. Crafting Impactful Sales Voicemails: Uncover the tips and tricks for leaving voicemails that grab attention, spark interest, and drive action from your prospects. Becoming an Elite Sales Professional: Elevate your sales game by mastering the essential skills and mindset needed to stand out and thrive in the competitive sales landscape. The Key Moments in this Episode are:00:00:08 - Introduction to the Podcast
00:01:24 - Welcoming Tony Morando
00:04:46 - Overcoming Fear
00:07:09 - Career Progression and Patience
00:13:21 - Navigating Increased Competition
00:14:14 - Building a Unique Value Proposition
00:15:14 - Becoming Elite
00:16:29 - Personal Experience in Sales
00:22:30 - Overcoming Objections
00:25:19 - Consistency and Persistence
00:27:26 - Effective CRM Usage and Time Management
00:33:57 - Inbox Management and Time Management
00:35:58 - Effective Sales Techniques
00:37:42 - Bringing Value to Calls
00:39:25 - Voicemail Strategy
00:40:19 - Importance of First 15-20 Seconds in a Voicemail
00:41:27 - Analyzing a Sales Voicemail
00:46:31 - Short and Sweet Voicemail Strategy
00:49:06 - Leveraging Social Selling Triggers
00:51:48 - Tony's Favorite Movie
Timestamped Summary of this Episode:00:00:08 - Introduction to the Podcast
Mario Martinez Jr. introduces the podcast and its focus on helping sales leaders and practitioners grow their sales numbers at scale.00:01:24 - Welcoming Tony Morando
Mario Martinez Jr. introduces Tony Morando as the Chief Sales Officer of World Emblem, highlighting the topics they will cover, including pathways to management and leadership.00:04:46 - Overcoming Fear
Tony Morando shares a personal revelation about being petrified of flying and how he overcame it by jumping out of a plane for his first flight, leading to his current comfort with flying.00:07:09 - Career Progression and Patience
Tony Morando discusses the importance of being patient in career progression, emphasizing the value of learning from mistakes and the need to earn promotions through expertise and deliberate progress.00:13:21 - Navigating Increased Competition
Tony Morando addresses the impact of increased competition in today's market, citing the Amazon model's influence and its implications for meeting customer expectations in a timely manner.00:14:14 - Building a Unique Value Proposition
Tony discusses the need for sellers to create a unique value proposition to win customers in a competitive marketplace. He emphasizes the importance of standing out and providing exceptional value.00:15:14 - Becoming Elite
Tony emphasizes the need to go above and beyond to be elite, highlighting the importance of putting in extra effort, making sacrifices, and constantly learning and improving in order to separate from the competition.00:16:29 - Personal Experience in Sales
Tony shares his personal experience in software sales, emphasizing the importance of putting in the hours, becoming an expert in the industry, and sharing best practices with peers to succeed in sales.00:22:30 - Overcoming Objections
Tony discusses the significance of discussing and learning from common objections in sales to overcome them effectively. He highlights the value of daily huddles for sharing and learning from past objections and challenges.00:25:19 - Consistency and Persistence
Tony shares a memorable sales success story about his persistence in following up with a client over a ten-year period, ultimately leading to a significant contract. He emphasizes the importance of consistency, never giving up, and bringing value to every interaction.00:27:26 - Effective CRM Usage and Time Management
Tony discusses the importance of using CRM effectively and scheduling future activities to stay on track. He also emphasizes the significance of time management and organization in sales.00:33:57 - Inbox Management and Time Management
Tony shares his struggle with managing his inbox and the challenge of maintaining a zero inbox policy. He highlights the importance of time management and the impact of being organized on personal and professional success.00:35:58 - Effective Sales Techniques
Tony emphasizes the importance of active listening, consistent communication, providing value, and exceeding expectations in building and maintaining strong client relationships. He also discusses the significance of asking questions and listening without interrupting the prospect.00:37:42 - Bringing Value to Calls
Tony delves into the importance of bringing value to live conversations and narrowing in on topics that matter to the prospect. He also shares his approach to leaving voicemails, keeping them short and avoiding selling through voicemails.00:39:25 - Voicemail Strategy
Tony discusses his approach to voicemails, preferring to keep them short and sweet without selling through them. He also emphasizes the importance of capturing and keeping someone's attention within seconds.00:40:19 - Importance of First 15-20 Seconds in a Voicemail
Tony and Mario discuss the critical role of the first few sentences in a voicemail to engage the listener. They emphasize the need for brevity and value in the initial message to capture the recipient's attention.00:41:27 - Analyzing a Sales Voicemail
Mario plays a sales voicemail and invites Tony to critique it. They discuss the importance of identifying the correct industry and the need for thorough research before reaching out to potential buyers. They also highlight the significance of clear and genuine communication.00:46:31 - Short and Sweet Voicemail Strategy
The hosts review another voicemail and share differing perspectives on its effectiveness. Tony highlights the intrigue and curiosity it creates, while Mario emphasizes the importance of providing more information and context to prompt a response. They also touch on the significance of personalizing outreach.00:49:06 - Leveraging Social Selling Triggers
Mario explains his approach to leveraging social selling triggers, such as profile views, to initiate meaningful connections with potential buyers. He emphasizes the importance of guiding recipients to relevant content and tracking their engagement for informed follow-ups.00:51:48 - Tony's Favorite Movie
Hone Effective Sales Objection Handling Techniques
Mario wraps up the episode by asking Tony about his all-time favorite movie, which Tony reveals to be "Fight Club." This lighthearted segment adds a personal touch to the conversation, providing a glimpse into Tony's interests outside of sales.Morando discusses the importance of honing effective sales objection handling techniques in the competitive sales landscape. He highlights the significance of addressing objections and consistently training to overcome them. By mastering objection handling, sales professionals can enhance their ability to navigate challenges and close deals successfully.
Cultivate Strong Client Relationships in SalesBuilding strong client relationships is crucial in sales success, as highlighted by Morando in the podcast. He emphasizes the need for genuine and authentic communication to engage prospects and build lasting connections. Cultivating strong client relationships not only fosters trust but also paves the way for continued sales success and business growth.
The resources mentioned in this episode are: Connect with Tony Morando on LinkedIn by sending a personalized connection request mentioning the modern selling podcast. Visit worldemblem.com to reach out to Tony Morando through the contact form on the corporate website. Sign up for FlyMSG for free to save 20 hours or more in a month and increase productivity. This is a free text expander and personal writing assistant. Watch the movie Fight Club for a classic and timeless favorite. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners.Send DataSend Data
Send DataSend Data
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If you're feeling frustrated because your sales strategies are falling flat and you're not seeing the results you want, then you are not alone! Are you tired of putting in effort without reaping the rewards? Let's change that together.
In this episode of The Modern Selling Podcast, Jim Kraus, President of the Buyer Persona Institute, brings a wealth of knowledge on buyer personas and their impact on sales and marketing strategies. His expertise stems from conducting in-depth interviews with recent buyers, enabling him to uncover specific buying insights that influence purchasing decisions. By emphasizing the importance of aligning marketing and sales efforts with buyer personas and addressing potential buyer concerns, Kraus provides valuable insights for sales and marketing professionals. His practical guidance on tailoring sales strategies and messaging to meet the needs of different buyer segments underscores the significance of understanding buyer personas.
Through a casual and engaging conversation with host Mario Martinez Jr., Jim's personal touch and relatable experiences, such as his love for favorite movies, Bull Durham and The Shawshank Redemption, create a light-hearted and authentic atmosphere, making this episode a must-listen for sales and marketing professionals seeking to enhance their understanding of buyer personas and improve their sales and marketing strategies.
"The key thing is, though, when you're talking about marketing and sales, at the end of the day, what you're really trying to do is influence a particular buying decision. That's what you're trying to do, right? You're trying to get somebody or an organization to consider you." - Jim Kraus
Discover impactful buyer personas
In creating impactful buyer personas for sales, understanding the specific buying insights that influence purchasing decisions is crucial. By conducting in-depth interviews with recent buyers, sales and marketing professionals can uncover valuable information about buyer behavior. These insights help in defining the key components of a buyer persona and tailoring sales and marketing strategies to meet specific buyer needs.Jim Kraus has over 15 years of experience in developing impactful buyer personas to optimize marketing and sales strategies. With a specific focus on influencing buying decisions, Jim is a recognized authority in understanding buyer insights to streamline sales processes. As the author of the upcoming second edition of the Buyer Personas book, Jim's expertise lies in transforming individual profiles to resonate with target buyer personas, making him an invaluable resource for empowering sales professionals. Jim's dedication to online personal training adds a unique perspective to his extensive expertise, offering a fresh and dynamic approach to leveraging buyer personas for effective marketing and sales.
In this episode, you will be able to:
Understand your customers deeply with impactful buyer personas to boost sales.
Gain the edge in influencing buying decisions with valuable buyer insights.
Elevate your sales game by integrating buyer personas into your strategies.
Master the art of overcoming perceived barriers in B2B sales for success.
Harness the power of buyer personas for supercharged marketing impact.
The key moments in this episode are:
00:00:08 - Introduction to Buyer Personas
00:01:03 - Introducing Jim Kraus
00:03:17 - Getting to Know Jim Kraus
00:05:03 - The Number One Misconception About Buyer Personas
00:07:27 - Understanding Buyer Persona Components
00:13:38 - Understanding the Buyer's Journey
00:16:40 - Impact on Marketing and Sales
00:19:49 - Key Components of the Buyer Persona
00:22:16 - Practical Impact on Sales Enablement
00:25:36 - Application to LinkedIn Profiles
00:26:16 - Understanding the Product Led Growth Side
00:27:09 - Solutions for Sales Led Growth
00:29:24 - Website Focus and Buyer Persona Prioritization
00:31:16 - Taking Action After Developing Buyer Personas
00:34:31 - Impact on Individual Sales Leaders
00:40:11 - Personalized Connection Requests
00:40:28 - Favorite Movies
00:40:53 - Shawshank Redemption
00:41:05 - Podcast Wrap-Up
00:41:37 - Podcast Sign-Off
Timestamped summary of this episode:
00:00:08 - Introduction to Buyer Personas
Mario Martinez introduces the Modern selling podcast and the topic of buyer personas, highlighting the importance of understanding buyer personas in sales and marketing.
00:01:03 - Introducing Jim Kraus
Mario introduces Jim Kraus, the president of the Buyer Persona Institute, and teases an upcoming special question for Jim.
00:03:17 - Getting to Know Jim Kraus
Jim shares a surprising fact about himself, revealing that he works as a personal trainer on the side, offering online training programs to help busy professionals stay fit.
00:05:03 - The Number One Misconception About Buyer Personas
Jim explains the biggest misconception about buyer personas, emphasizing that they are not simply profiles of individuals, but rather specific buying insights that influence purchasing decisions.
00:07:27 - Understanding Buyer Persona Components
Jim breaks down the five key components of buyer personas: priority initiatives, success factors, perceived barriers, decision criteria, and the buyer's journey, providing a detailed explanation of each.
00:13:38 - Understanding the Buyer's Journey
Jim Kraus explains the importance of conducting in-depth interviews to understand the buyer's full story and their complete buyer's journey when making high consideration buying decisions.
00:16:40 - Impact on Marketing and Sales
Mario Martinez Jr. and Jim discuss the impact of understanding the buyer persona on marketing and sales. They emphasize the importance of aligning with buyers and providing them with the information they need at every step of their journey.
00:19:49 - Key Components of the Buyer Persona
Jim breaks down the five key elements of the buyer persona and explains their relevance in marketing and selling strategies. He highlights the importance of understanding what is important to buyers and eliminating guesswork in marketing and sales.
00:22:16 - Practical Impact on Sales Enablement
Mario and Jim delve into the practical and tactical impact of the buyer persona on sales enablement. They discuss how sales professionals can use buyer insights to develop sales talking points and confidently engage with prospects.
00:25:36 - Application to LinkedIn Profiles
The conversation shifts to applying buyer persona insights to LinkedIn profiles. Jim and Mario emphasize the importance of articulating who the seller helps, how they help, and what business problems they solve on their profiles to align with the buyer persona.
00:26:16 - Understanding the Product Led Growth Side
Jim discusses how their product led growth side caters to individual knowledge workers, offering tools to write faster and eliminate mundane tasks.
00:27:09 - Solutions for Sales Led Growth
Jim explains how individual sales reps using repeatable messages can lead to enterprise opportunities, and how their education sales prospecting training program called fly learning fits into the equation.
00:29:24 - Website Focus and Buyer Persona Prioritization
The discussion revolves around prioritizing buyer personas based on revenue sources and areas where companies lack knowledge about their buyers, and how this impacts website focus and design.
00:31:16 - Taking Action After Developing Buyer Personas
Jim suggests making adjustments to marketing and sales assets, updating messaging, and focusing on case studies and references based on the insights gained from buyer personas to improve marketing and sales performance.
00:34:31 - Impact on Individual Sales Leaders
The conversation highlights the importance of updating sales playbooks, addressing perceived barriers, and incorporating buyer persona insights into sales pitches to make a significant impact at the individual sales leader level.
00:40:11 - Personalized Connection Requests
Mario emphasizes the importance of personalized connection requests on LinkedIn.
00:40:28 - Favorite Movies
Jim shares his all-time favorite movies, Bull Durham and Shawshank Redemption.
00:40:53 - Shawshank Redemption
Mario mentions that Shawshank Redemption is a common favorite among guests on the show.
00:41:05 - Podcast Wrap-Up
Mario thanks Jim for being on the show and encourages listeners to leave a rating and review on iTunes.
00:41:37 - Podcast Sign-Off
Mario thanks listeners for tuning in and promotes the use of FlyMSG for increased productivity.Influence with deep buyer insights
To influence buying decisions effectively, integrating deep buyer insights into sales strategies is essential. By aligning messaging and sales efforts with the priorities and needs of buyers, sales professionals can build trust and credibility. Developing precise and value-focused sales messaging based on buyer personas helps in addressing buyer concerns and objections, thus improving conversion rates.Seamlessly integrate buyer personas
Integrating buyer personas into sales strategies seamlessly involves aligning marketing and sales efforts based on these personas. Updating sales playbooks, messaging, and sales pitches to address specific buyer needs and challenges ensures relevance and impact in sales interactions. By understanding the buyer's journey, sales professionals can tailor their approach to meet the unique needs of different buyer segments effectively.The resources mentioned in this episode are:
Visit buyerpersonas.com for free templates, examples, and a master class on creating buyer personas. The website also offers thought leadership content on buyer personas and buying insights.
Connect with Jim Kraus on LinkedIn to access his thought leadership content and to engage in discussions about buyer personas and buying insights. When sending a connection request, be sure to include a personalized message mentioning that you heard him on the modern selling podcast.
Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a text expander and personal writing assistant that helps with repetitive tasks and writing efficiency.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.
Watch Bull Durham and Shawshank Redemption, Jim Kraus' favorite movies, to enjoy these classic films.
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