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In this episode, Brandon Lee, and Carson Heady are joined by Andy Paul, a renowned sales strategist and the author of Sell Without Selling Out.
Andy discusses the misplaced focus on sales tools that prioritize quantity over meaningful engagement.He highlights how this approach has led to declining win rates across industries, where many companies accept mediocrity instead of striving for consistent success.
With decades of experience across tech and startup sales, Andy shares actionable insights on why the sales industry needs to move away from outdated approaches and focus on buyer-centric practices.
The False Promise of Sales Tools:Shifting the Sales Narrative:
Successful selling isnât about pitching, pushing, or persuadingâitâs about helping buyers make decisions that address their needs and challenges.Andy urges sellers to move beyond âdiscovery callsâ and instead help buyers define their goals, identify opportunities, and envision results.The Four Pillars of Buyer Progress:
Sellers should focus on ensuring every interaction helps the buyer move forward. Andy outlines four questions to keep sellers on track:What does the buyer need from us now?How will we provide this help?How does this assistance address their concerns?What steps will they take next as a result?Fostering a Culture of Success:
Andy criticizes the normalization of low win rates in many sales cultures, calling it a âculture of losing.âHe stresses the importance of instilling confidence in sellers to aim higher, make smarter choices, and focus on winning more often than losing.Building Authentic Connections Online:
Andy emphasizes the importance of sellers and leaders building trust through genuine, personalized content.Buyers want to engage with professionals who demonstrate expertise and provide insights before a sales meeting even begins.
Andy Paulâs thought-provoking perspective on modern sales challenges the status quo, encouraging sellers to focus on their customersâ success rather than simply pushing products.
By fostering genuine relationships and focusing on progress-driven interactions, sales teams can elevate their effectiveness and create meaningful outcomes for buyers.Don't miss outâyour next big idea could be just one episode away!
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In this episode of Mastering Modern Selling, Don Barden, a seasoned sales expert and academic, delves into the evolving sales landscape.
The Changing Sales Landscape
Barden emphasizes a critical shift from a focus on results to one centered on relevance.
In todayâs competitive market, adapting to these changes is key to staying ahead, those who donât risk becoming obsolete.As consumers face more choices than ever, the sales game has changed.
From Results to Relevance
Buyers can easily find multiple great options for nearly any product or service, making it harder for salespeople to stand out with just product features or competitive pricing.Barden explains that the traditional focus on sales numbers is being replaced by relevance.
Understanding the Buyer: The Social Buyer Pyramid
With many options available, standing out means demonstrating true value and understanding customer needs.
This shift requires sales professionals to move beyond just pitching products and instead become partners in the clientâs success.Barden introduces the "Social Buyer Pyramid," which outlines how buying decisions are influenced by the buyerâs role:
Price Buyers: Focus on affordability and are at the base of the pyramid.Perception Buyers: Middle managers who prioritize brand reputation to maintain a positive image.ROI Buyers: C-Suite executives focused on return on investment (ROI) and long-term value. "Here Come the Girls" â The Rise of Women Leaders
Sympathy and Empathy: Concern for both the problem and the individuals.Empowerment: Encouraging team members to take ownership of problem-solving.A Looming "Extinction Event" for Outdated Sales Practices
In his book, Barden discusses the growing influence of women in leadership, predicting that by 2028, women will dominate global leadership.
He emphasizes that women leaders foster more engaged and productive environments by expressing:Barden warns that businesses clinging to outdated sales tactics will struggle. To succeed, organizations must:
Embrace relevance by understanding customer needs.Build genuine relationships.Focus on delivering true value instead of just sales targets.Diversity vs. InclusionWhile diversity is important, Barden stresses that inclusion drives growth. Inclusive environments foster collaboration and create greater opportunities, making them essential for success.
Barden encourages listeners to embrace change, adapt to market dynamics, and prioritize relevance and inclusion in their sales strategies.
By focusing on customer value and building authentic relationships, sales professionals and organizations will thrive in the evolving market.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results.
The Power of Data in Sales
With the abundance of data available today, it's not enough to simply collect itâsales leaders and reps must learn to harness it effectively.Denise stresses that in todayâs competitive sales landscape, using data isnât optionalâitâs essential.
Adopt a "Moneyball" Approach
Sales professionals must learn how to interpret data to uncover insights that drive smarter decisions and improve sales outcomes.Drawing inspiration from the book Moneyball, Denise explains how data can be used to make more precise decisions in sales, just like baseball teams use analytics to pick players.
Sales Tools are Evolving
By focusing on the right metrics, sales teams can identify high-value prospects and increase conversions.As technology evolves, so do the tools available to salespeople.
Data-Driven Coaching for Sales Teams
Denise highlights how these tools have become more accessible and user-friendly, making it easier for sales teams to gather, analyze, and act on data, thus improving their decision-making in real time.Itâs not just about tracking data; itâs about using it for development.
Continuous Evolution is Key
Sales leaders should use data to guide their coaching efforts, offering personalized insights to each team member.
This data-backed coaching helps improve performance across the board.The sales landscape is constantly changing, and staying ahead means evolving with it.
Denise encourages sales teams to continually adapt to the tools and data available, ensuring they remain competitive and capable of responding to market shifts.
This episode reinforces the importance of adopting a data-driven mindset in modern sales.
By embracing data, leveraging the right tools, and continuously evolving, sales teams can unlock new opportunities and drive success.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
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In this episode of Mastering Modern Selling, Nabil Aitoumezian and the hosts dive into the importance of authenticity in the sales process and how live shows can help create impactful, genuine connections with audiences.
Leverage Live Shows for Authentic Content
Whether youâre trying to scale your outreach or create engaging content, the conversation offers key strategies for success.Nabil emphasizes the power of live shows to create genuine, human-driven content.
Create Multi-Purpose Content from Live Interactions
Live interactions can't be replicated by AI, and they offer real-time opportunities to connect with your audience in an authentic way.A key strategy shared by Carson and Brandon is to turn live shows into valuable content.
The Role of AI in Content Repurposing
From a single 45-minute live show, you can extract multiple pieces of content for outreach, social media posts, newsletters, and blog articles.
This efficiency makes live shows a great tool for scaling marketing efforts.While AI can help in repurposing live content (e.g., transcripts for blog posts), Nabil points out that the core value comes from the human element.
Sales Is About Building Relationships, Not Just Transactions
Authentic content cannot be faked, and itâs this humanity that resonates with audiences.Throughout the episode, the hosts emphasize that modern sales is about relationship-building.
Consistency in Content Creation Leads to Sales Success
Itâs no longer just about closing deals, but about creating lasting connections through meaningful, human conversations.Nabil and the team discuss the importance of being consistent in your content creation efforts.
Whether itâs live shows or social media engagement, showing up regularly and providing valuable insights builds trust and fosters engagement, ultimately leading to more sales.
The episode serves as a reminder that in todayâs world, sales success doesnât just come from pushing products â it comes from being consistent, human, and building genuine relationships.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this episode of Mastering Modern Selling, Amy Franko, author of The Modern Seller and a seasoned sales strategist, joins the conversation to discuss how to adapt and excel in the evolving sales landscape.
Modern Seller Attributes:
From strategy creation to the integration of sales and marketing, Amy shares actionable insights for professionals aiming to thrive in todayâs buyer-centric world.Sales professionals must provide exceptional value that intertwines them with the product or service they represent.
They should act as trusted advisors, helping clients gain a competitive edge and improve their businesses.
Confidence in asking tough questions and being consultative is essential to building trust and long-term relationships.
Importance of a Defined Sales Strategy:Many organizations lack a formalized sales strategy, leading to missed opportunities for alignment and growth.
Effective strategies focus on a "vital few" priorities rather than attempting too many initiatives at once.
Implementation is crucialâaccountability structures and leadership ownership are needed to ensure success.
Building Trust Before the First Conversation:Visibility and credibility are key. Engage in professional networks like LinkedIn and industry events to position yourself as a thought leader.
Content creation, such as articles and videos, can help establish trust before direct interactions.
Reframe outreach as earning conversations rather than simply scheduling them.
The Role of Sales and Marketing Alignment:Sales and marketing integration starts at the leadership level, with the acknowledgment that both functions contribute to revenue generation.
Leveraging CRM tools and data tracking can streamline collaboration and improve lead management.
Regular communication and shared KPIs foster alignment and mutual accountability.
Navigating Post-Pandemic Challenges:Adjusting strategies to account for distorted data from the COVID-19 era is vital for accurate forecasting.
Forward-thinking leaders embrace uncertainty by setting adaptable goals while maintaining a clear vision for the future.
Amy Frankoâs approach to modern selling emphasizes value, adaptability, and the integration of key business functions.
Whether youâre a sales leader or an individual contributor, her insights on strategy, trust-building, and collaboration offer a roadmap to success in todayâs dynamic environment.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her fatherâs seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations.
Sales Strategy Over Process:
Hereâs a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy.
Lead Generation & Pipeline Clarity:
For an effective sales operating system, itâs crucial to first define your business strategy. Understand your goals, target audience, and market positioning.
Without a well-defined strategy, any process you put in place is just guesswork.A successful sales system combines marketing and sales efforts to generate quality leads.
Sales Management as a Support Function:
Liz highlights that organizations need to understand where their leads are coming from (inbound, cold calls, trade shows, etc.) and have a clear plan for lead generation.
Itâs not just about setting revenue targets but knowing how many leads, proposals, and conversations are required to hit those numbers.Effective sales management isn't about controlling salespeople but rather supporting them.
Sales Compensation and Alignment:
Liz points out that management often falls into the trap of funnel reviews that lack substance.
Instead, managers should focus on providing clear meeting agendas, timelines, and coaching sessions tailored to individual needs. This creates a supportive environment that helps salespeople thrive.Misalignment between sales strategies and compensation structures can lead to salespeople prioritizing short-term wins over long-term goals.
Leveraging Technology Wisely:
Liz stresses the importance of incentivizing behaviors that align with company objectives.
If your salespeople are not following the strategy, it's often due to a lack of clear expectations and reinforcement.While technology can enhance efficiency, Liz warns against overwhelming sales teams with multiple tools that create chaos.
The goal is to streamline processes, making it easier for salespeople to focus on selling rather than managing tools.
Implement technology that truly supports the sales journey and integrates seamlessly into daily workflows.Liz Heimanâs insights are a masterclass in designing sales systems that are strategic, scalable, and supportive. By focusing on strategy first, aligning compensation, and using technology judiciously, companies can build a sales ecosystem that drives consistent growth.
Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this episode of Mastering Modern Selling, hosts Brandon Lee and Carson V. Heady welcome Allan Langer, founder of the Seven Secret Sales Academy, to dive deep into the world of effective and authentic sales strategies.
Become the âAnti-Salespersonâ:
With a career spanning over 27 years, Allan shares his transformative journey in sales, highlighting how he went from a top rep at Andersen Windows to a bestselling author and sales consultant.
This episode is packed with insights on how to break away from the traditional "salesperson" mold to connect authentically with clients. Here are five essential takeaways:Allan emphasizes that true sales success comes from breaking the mold of what people expect a salesperson to be.
Master the Art of Body Language:
Rather than high-pressure tactics, embrace a consultative approach. By being genuinely curious and focused on the customerâs needs, sales reps can build trust and stand out from the competition.Allan dives into the importance of reading and understanding body language, especially in virtual environments.
Open-Ended Questions Are Key:
Showing your hands on camera and avoiding glances away from the screen can build subconscious trust. Recognizing cues like a âreal smileâ versus a âpolite smileâ can reveal valuable insights into customer receptiveness.Allan stresses the power of open-ended questions to uncover the real problems customers face.
Bring Energy, but Stay Genuine:
By moving beyond closed-ended questions and encouraging clients to open up, sales reps can discover the deeper emotional drivers behind purchases.
This makes it easier to move from a surface-level conversation to a meaningful sale.Itâs not just about showing up with energy; itâs about being genuine and fully present in every interaction.
Leverage the Psychology of Ownership:
Allan warns against treating any sales call as âjust another meeting.â Instead, make every client feel like theyâre the only focus of your day to foster deeper, more impactful connections.Encourage clients to visualize what it would feel like to own and benefit from the product or service.
Rather than stating benefits, use imagination-driven languageâsuch as âImagine how this will improveâŠââto make the solution feel tangible and relatable.
This approach taps into customers' emotions and helps cement the value of the offer.In wrapping up, Allanâs advice provides a blueprint for transforming the sales approach by putting empathy, authenticity, and psychology at the forefront.
Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this compelling episode of Mastering Modern Selling, Dirk Beveridge, founder of Unleashed WB and Executive Producer of We Supply America, shares invaluable insights into purpose-driven leadership, innovation in sales, and the noble calling of the distribution industry.
Moving Beyond Transactional Sales
He discusses how sales have evolved from traditional methods to a more consultative, people-first approach.Dirk emphasizes that most sales strategies are outdated, focused on commercial visits and price competition.
Empathy, Expertise, and Problem-Solving
He advocates for a shift towards consultative selling, where sales professionals act as trusted advisors.
This means deeply understanding the customer's business, proactively solving problems, and delivering innovative solutions that the client didn't know they needed.To become a trusted resource, salespeople must embody three core attributes: empathy, expertise, and problem-solving.
The Noble Calling of Distribution
Empathy involves a genuine desire to help customers succeed, expertise ensures that relevant solutions are offered, and problem-solving keeps sales dynamic, meeting ever-evolving client challenges.Dirk highlights the overlooked yet essential role of distributors in the economy.
Authenticity in Leadership
His project, We Supply America, focuses on championing the 6 million workers in this field, emphasizing that businesses in distribution must recognize their critical impact.
He insists that businesses can only thrive if they appreciate and elevate the humans behind their success.Sales managers are often caught between company metrics and their authentic selves.
People Are Your Greatest Strength, Not Assets
Dirk challenges leaders to push back against detrimental sales cultures, advocating for authenticity.
He underscores that coaching, understanding team dynamics, and valuing each member as a strength, not an asset, are crucial for sustainable success.Dirk rejects the outdated notion of viewing people as assets, which depreciate. Instead, he sees employees as a companyâs greatest strength, emphasizing personal and professional development as key to business growth.
Empowering employees and fostering a human-centric culture will yield long-term profitability and innovation.Dirk's approach underscores that innovation, and humanity must coexist in modern sales.
By focusing on people and problem-solving rather than products and processes, sales organizations can stay relevant and impactful.
This episode is a must-listen for anyone looking to redefine their sales strategy in todayâs evolving market.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In today's episode of Mastering Modern Selling, Tom Burton and Brandon Lee explore a vital topic: how to drive revenue by cultivating a strong professional reputation.
Trust is Built on Consistency and Proximity:
This is more than just being seenâit's about being trusted, instilling confidence, and demonstrating competence in the marketplace.
Whether you're engaging prospects or working to deepen customer relationships, your reputation is a powerful driver of business success.Being consistently present, whether through social platforms like LinkedIn or in person, fosters trust.
Confidence Comes from Consistent Value:
It's not enough to show up sporadicallyâsuccessful sellers stay visible, giving their network reasons to trust them over time.Your audience must not only see you but also find value in what you offer.
Competence is Demonstrated Through Expertise:
Confidence is built when you consistently share meaningful insights, showing deep expertise and an understanding of their needs.Sharing high-quality content and thought leadership can position you as a go-to expert in your field.
Engagement at Scale is Essential:
As Tom mentioned, itâs about proving that you know what youâre talking aboutâwhether through your own content or thoughtful commentary on others' posts.Digital platforms like LinkedIn provide unparalleled opportunities for scale.
Reputation Precedes Success in Cold Outreach:
By interacting with a broader audience regularly, you increase your reach and build familiarity, ensuring more prospects see you as a trusted, competent figure in the industry.Your outreach effortsâwhether cold emails or callsâare far more effective when youâve established familiarity and trust through your reputation.
Without it, you risk being ignored amidst the noise of todayâs competitive market.Reputation is not just a nice-to-have in modern sellingâitâs a must-have.
By consistently appearing, adding value, and demonstrating expertise, you build a powerful foundation that drives business.
Donât leave your success to chance; invest in building your reputation to win trust and close more deals.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
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In this episode of Mastering Modern Selling, the team welcomes sales veteran David Brock, founder of Partners in Excellence, to dive into the evolving landscape of modern sales.
Timeless Sales Fundamentals:
David shares timeless principles while exploring how technology, particularly AI, is transforming the way sales professionals engage with customers.No matter how much the tools and technologies evolve, the core of sales remains the same: understanding the customerâs problems and helping them solve those issues.
Balancing the Art and Science of Sales:
This principle has endured from the days of traditional sales to the AI-driven world.David emphasizes the importance of balancing data-driven sales techniques with the human element.
Leveraging AI for Critical Thinking:
While AI can support tasks like research and content creation, it canât replace the emotional intelligence required to understand a clientâs unique needs.AI isnât just a productivity tool. David uses AI as a debate partner, helping him refine his strategies and assumptions.
Deepening Buyer Relationships:
Salespeople can gain new perspectives by having AI challenge their ideas, ensuring more thorough and creative approaches.While sales teams have leaned heavily into technology, David warns against losing the art of genuine human connection.
Customer-Centric Sales Process:
The ability to relate to a customerâs personal motivations, from career growth to work-life balance, is irreplaceable.Rather than forcing customers through predefined sales processes, David suggests a customer-first approach.
Understanding how customers want to buy and tailoring the sales journey to meet their preferences is critical in todayâs digital and hybrid sales environments.
In conclusion, this episode with David Brock emphasized the enduring importance of sales fundamentals while embracing the evolving role of AI in the sales process.
Davidâs insights remind us that while technology can support efficiency, the human elementâunderstanding and connecting with buyers on a personal levelâremains key to success.
As sales professionals, balancing the art and science of selling is critical to mastering modern salesMark your calendars for October 31st at 3 p.m. for a special webinar titled "Turn Your Next Trade Show into a Profit Generating Powerhouse" hosted by Brandon Lee and Mark Hunter.
Don't miss this opportunity to learn advanced strategies for maximizing trade show ROI. Come in costume and join the conversation!Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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This week's episode of Mastering Modern Selling weâre thrilled to have Jeff Kirchick, author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, and an experienced sales leader who has guided teams to success at multiple tech companies.
Embrace Authenticity:
Jeff shares his journey, insights on authenticity in sales, and how modern sellers can balance traditional techniques with today's digital tools.
Whether you're a seasoned sales pro or just starting out, Jeffâs advice will give you new perspectives on building genuine relationships and succeeding in sales.Jeff emphasizes the importance of being honest and true to yourself in every interaction, which builds trust and credibility with customers.
Balancing AI and Human Touch:He highlights how AI can assist with data and research, allowing salespeople to focus on the human elements that build rapport and relationships.
Frameworks, Not Scripts:Jeff advocates for using frameworks to guide sales conversations while allowing flexibility for salespeople to bring their unique style and personality.
Slow Down to Speed Up:In sales, sometimes taking a step back for deeper discovery can lead to better long-term outcomes, such as finding the right stakeholders or identifying the best opportunities for pilots.
The Role of Vulnerability:Sharing personal experiences and admitting mistakes can make you more relatable and build stronger connections, both with customers and within your team.
This episode dives into the evolving world of sales, where authenticity and technology intersect.
Jeff Kerchick shares how staying true to oneself and leveraging AI can make a significant difference in today's competitive market.
By using technology to handle the tedious aspects of sales, professionals can focus more on building genuine relationships.
The conversation reminds us that the key to standing out is maintaining a human touch, even as the tools around us continue to change.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this episode of Mastering Modern Selling, we had the pleasure of hosting Mark Hunter for the second time, and he did not disappoint.
Sales Mindset is Everything:
Mark, also known as "The Sales Hunter," shared his journey from struggling salesperson to a world-class sales coach, revealing powerful lessons that can redefine how you approach your prospects and close deals.Mark emphasizes that your mindset going into a sales call determines your outcome.
Selling For People, Not To People:
A positive, customer-focused attitude allows you to genuinely engage and listen, leading to better results.Mark learned the hard way that selling isnât about bulldozing through the customer.
Stop Selling the Product, Start Solving Problems:
Instead, it's about understanding, serving, and building meaningful relationships that offer real solutions. Always focus on the customerâs needs.The right sales mindset moves away from focusing on the product itself and instead emphasizes understanding the client's real issues.
The Power of Personalization:
Mark says, âCustomers donât want to buy, they want a solution." Shift your focus to discover and solve your client's problems, not just to push your product.Building rapport and demonstrating you know your prospect can be a game changer.
Quality Over Quantity in Prospecting:
Mark shared how referencing personal insights (like the Pac-12 college sports league in a voicemail) can significantly boost response rates. Itâs about showing youâre human, that you care.Mark advises slowing down to move fastâdoing deep research and reaching out thoughtfully will break through the noise.
He shared an example of a prospect he pursued with 46 touches over 18 months before finally closing.
Consistent, targeted follow-up beats high-volume, generic outreach every time.
Mark Hunter's insights remind us that successful selling isnât just about techniquesâitâs about the mindset, persistence, and genuine curiosity.
Crafting solutions for your clients and taking time to understand their unique needs not only closes deals but also builds lasting relationships.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation.
As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.1. Creating Differentiation through Content
Live shows and podcasts offer a unique platform to showcase expertise and differentiate yourself from the competition. By providing value-driven content that resonates with your audience's pain points and interests, you build trust and authority in your niche.2. Leveraging Guest Appearances to Build Pipeline
One of the most effective strategies discussed was inviting potential prospects as guests on your show. This method not only opens the door to meaningful conversations but can also lead to long-term business relationships. Many deals have resulted from initial guest appearances, where the prospect first learned about the value you offer during a show.3. Amplifying Reach through Audience Sharing
When a guest shares your show with their audience, it exponentially increases your reach. This strategy taps into your guestâs network, helping you expand your audience and potential customer base. Over time, this builds momentum for your brand and visibility in your industry.4. Strategic Content Distribution for Continued Engagement
After recording a live show or podcast, repurpose the content into bite-sized, shareable snippets across multiple platforms (LinkedIn, YouTube, Instagram, etc.). By keeping your content in front of your audience consistently, you keep them engaged and build stronger relationships over time.5. Using Shows for Personal Brand Building and Sales Attribution
Carson and Brandon emphasize the importance of sales teams understanding the long-term ROI of these efforts. Often, companies fail to attribute success correctly to content like podcasts and live shows. By viewing these platforms as long-term relationship builders, rather than immediate sales generators, teams can reap the full benefits of consistent content creation.Live shows and podcasts are more than just content formats; theyâre powerful tools for B2B demand generation.
By focusing on creating value for your audience, strategically leveraging guests, and amplifying your reach, you can build a personal brand that drives meaningful business outcomes.
As Carson and Brandon highlight, the key is consistency and a focus on long-term relationships.Don't miss outâyour next big idea could be just one episode away!
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Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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Mentorship is an active process you take charge of, with the support of others.
The Modern Mentorship Mindset:
In this episode of Mastering Modern Selling, Douglas Stewart shares his empowering approach to mentorship in the digital age, focusing on personal accountability and growth.
Discover how to find the right mentors, accelerate your development, and transform your life.
This inspiring conversation offers actionable advice for anyone seeking to unlock the full potential of mentorship.
Personal Accountability:
Mentorship today is dynamic, leveraging diverse, informal connections through digital platforms like social media and podcasts to continuously learn and grow.
Finding the Right Mentors:
Mentorship requires proactive effort. Taking ownership of your development shifts the focus from waiting for mentorship to actively seeking guidance for personal growth.
Mentorship Myths:
Clarifying your needsâwhether career advice, personal growth, or specific skillsâhelps you find mentors who can contribute effectively. It's valuable to have multiple mentors across different areas.
Leveraging Mentorship for Fast Growth:
Thereâs no need for a perfect mentor. Doug stresses that mentorship can come from various people, and being active in the process with clear goals ensures mutual benefit.
Doug shares his experience of how deliberate mentorship choices accelerated his growth, and offers strategies for structuring your learning, setting milestones, and staying accountable.
Doug Stewart's approach to mentorship is a game-changer.
By shifting the focus from passively waiting for the right mentor to actively seeking guidance, you can significantly accelerate your growth.
His story shows that mentorship isn't elusiveâitâs something you can initiate and build into your life today.Don't miss outâyour next big idea could be just one episode away!
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In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth.
Communication and Personality Types:
With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation.
He discusses how effective communication, understanding personalities, and applying simple but powerful strategies can make salespeople more effective.Richard highlights the importance of tailoring your communication style to the buyerâs personality using the DISC model.
Money Flows Where Needs Are Met:
Understanding whether a client is Dominant (D), Influencer (I), Steady (S), or Conscientious (C) helps create more meaningful and impactful conversations.Richard emphasizes that successful sales hinge on understanding and meeting client needs.
The Power of Mock Conversations:
Sellers often get bogged down in systems or features when they should focus on solving the buyerâs problems.Role-playing and mock conversations, according to Richard, help build confidence and prepare salespeople for real-world situations.
The Importance of Personal Branding:
By practicing in a "safe space," sellers can refine their approach before engaging with actual clients.Richard encourages everyone, including more introverted personalities, to develop their personal brand.
Listening is Key to Sales Success:
He shares strategies for leveraging social media and connecting authentically with your audience while staying true to your strengths.One of the most crucial skills in sales, according to Richard, is the ability to listen.
By asking the right questions and truly hearing the clientâs needs, sellers can build trust and create stronger connections.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales.
Challenge the Status Quo in Sales
Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.Eric emphasizes the need to rethink outdated sales tactics that may not have ever worked.
Value-Driven Discovery Calls
Sales leaders must be willing to dust off traditional methods and adopt new, innovative approaches tailored to today's buyer-centric market.Most discovery calls focus too much on the seller, leading to boring conversations.
Sales Processes Over People
Eric advocates for value-driven discovery calls, where the focus is on the buyer's needs, not on selling, leading to more meaningful engagements.Eric argues that successful organizations are built on robust processes, not just hiring great salespeople.
Embrace Continuous Learning and Maturity Assessments
While talented salespeople are important, having a strong, scalable process ensures success, even with turnover.Eric introduces his Sales Organization Maturity Assessment, a tool designed to help companies understand where they stand in terms of sales maturity.
AI and Social Selling as a Necessity
This assessment provides actionable insights on how to transition from a basic sales department to a high-performing sales force.In a world increasingly driven by technology, Eric highlights the need for salespeople to embrace AI and social selling techniques.
Sharing relevant content and engaging with prospects online are critical for establishing thought leadership and trust.
Eric Wattkins brings a fresh perspective to modern sales, reminding us that sticking to outdated methods wonât get us where we need to go.
By focusing on process, putting the buyer first, and embracing tools like AI and social selling, we can build a sales strategy thatâs not only effective but sustainable.
If youâre ready to challenge the norms and take your sales game to the next level, this episode is a must-watch.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo.
In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales.
From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to hear.Key Takeaways:
Reimagine Sales with a Contrarian Approach:Rob Fegan introduces the idea of being a sales contrarianâquestioning old-school sales methods that may no longer serve today's dynamic market. He emphasizes the need to dust off outdated processes and adopt new strategies that align better with current buyer behaviors.
Value-Driven Discovery Calls:Traditional discovery calls are often too focused on the sellerâs needs rather than the buyer's. Rob stresses the importance of making these calls more engaging and valuable for the buyer by focusing on their needs and concerns, ultimately leading to more meaningful sales conversations.
Sales Playbooks:Rob advocates for the creation of comprehensive sales playbooks, developed in collaboration with the sales team. These playbooks are essential for standardizing best practices and ensuring that sales processes are consistently followed, even as team members come and go.
Focus on Process Over People:Successful sales organizations are built on robust processes, not just the talent of individual salespeople. Rob challenges the notion of the "great salesperson" and suggests that companies should focus on creating strong sales processes that can withstand turnover and market fluctuations.
Effective Use of LinkedIn for Social Selling:In today's digital age, social selling is more important than ever. Rob shares tips on how to use LinkedIn effectively by sharing industry-related content and engaging in meaningful conversations, rather than just pushing sales messages.
Rob Feganâs contrarian approach to sales is a refreshing reminder that challenging the norm can lead to significant breakthroughs in sales performance.
By focusing on process, value-driven interactions, and leveraging social selling tools like LinkedIn, sales professionals can better navigate todayâs buyer-centric market.
For a deeper dive into these insights and more, be sure to watch the full episode.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In.
Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.
1. The Role of AI in Sales:
Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.
2. LinkedIn Algorithm Changes:
The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.
3. Balancing Efficiency and Effectiveness:
While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.
4. Kristie Jones on Personal Development in Sales:
Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.
5. Avoiding the AI Trap:
The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.
As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn.
This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership Stage
LinkedIn isnât just for networkingâitâs where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.Build Trust Through Authenticity
Use LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.Turn Activity Into Opportunity
By sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.Expand Your Influence
Engage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you growânot just in followers but in real influence that impacts your business.Embrace Your Role
If LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.
Donât miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter -
In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Hereâs a sneak peek into the key takeaways:
Donât Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.Quality Over Quantity in Outreach: In an age where inboxes are flooded, Alice stresses the significance of sending high-quality, targeted communications over mass outreach. Personalization and relevance are key.Referrals First Approach: Alice advocates for prioritizing referrals as a cost-effective and powerful way to accelerate sales, ensuring that your team leverages existing relationships to open new doors.CEOâs Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture.
Donât miss the full episode to explore these insights in detail and start transforming your sales strategy today.Don't miss outâyour next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.Check out our Live Show Events here: Mastering Modern Selling Live Show
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