Mastering Modern Selling

 In this episode of Mastering Modern Selling, we had the pleasure of hosting Mark Hunter for the second time, and he did not disappoint. 

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. 

• Sales Mindset is Everything: 

Mark emphasizes that your mindset going into a sales call determines your outcome. 

A positive, customer-focused attitude allows you to genuinely engage and listen, leading to better results. 

• Selling For People, Not To People: 

Mark learned the hard way that selling isn’t about bulldozing through the customer. 

Instead, it's about understanding, serving, and building meaningful relationships that offer real solutions. Always focus on the customer’s needs.

• Stop Selling the Product, Start Solving Problems: 

The right sales mindset moves away from focusing on the product itself and instead emphasizes understanding the client's real issues. 

Mark says, “Customers don’t want to buy, they want a solution." Shift your focus to discover and solve your client's problems, not just to push your product. 

• The Power of Personalization: 

Building rapport and demonstrating you know your prospect can be a game changer. 

Mark shared how referencing personal insights (like the Pac-12 college sports league in a voicemail) can significantly boost response rates. It’s about showing you’re human, that you care.

• Quality Over Quantity in Prospecting: 

Mark advises slowing down to move fast—doing 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 isn’t just about techniques—it’s 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 out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation. 

As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.

1. Creating Differentiation through Content

• Live shows and podcasts offer a unique platform to showcase expertise and differentiate yourself from the competition. By providing value-driven content that resonates with your audience's pain points and interests, you build trust and authority in your niche.

2. Leveraging Guest Appearances to Build Pipeline

• One of the most effective strategies discussed was inviting potential prospects as guests on your show. This method not only opens the door to meaningful conversations but can also lead to long-term business relationships. Many deals have resulted from initial guest appearances, where the prospect first learned about the value you offer during a show.

3. Amplifying Reach through Audience Sharing

• When a guest shares your show with their audience, it exponentially increases your reach. This strategy taps into your guest’s network, helping you expand your audience and potential customer base. Over time, this builds momentum for your brand and visibility in your industry.

4. Strategic Content Distribution for Continued Engagement

• After recording a live show or podcast, repurpose the content into bite-sized, shareable snippets across multiple platforms (LinkedIn, YouTube, Instagram, etc.). By keeping your content in front of your audience consistently, you keep them engaged and build stronger relationships over time.

5. Using Shows for Personal Brand Building and Sales Attribution

• Carson and Brandon emphasize the importance of sales teams understanding the long-term ROI of these efforts. Often, companies fail to attribute success correctly to content like podcasts and live shows. By viewing these platforms as long-term relationship builders, rather than immediate sales generators, teams can reap the full benefits of consistent content creation.

Live shows and podcasts are more than just content formats; they’re powerful tools for B2B demand generation. 

By focusing on creating value for your audience, strategically leveraging guests, and amplifying your reach, you can build a personal brand that drives meaningful business outcomes. 

As Carson and Brandon highlight, the key is consistency and a focus on long-term relationships.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

 Mentorship is an active process you take charge of, with the support of others.

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. 

• The Modern Mentorship Mindset: 

Mentorship today is dynamic, leveraging diverse, informal connections through digital platforms like social media and podcasts to continuously learn and grow.

• Personal Accountability: 

Mentorship requires proactive effort. Taking ownership of your development shifts the focus from waiting for mentorship to actively seeking guidance for personal growth.

• Finding the Right Mentors: 

Clarifying your needs—whether career advice, personal growth, or specific skills—helps you find mentors who can contribute effectively. It's valuable to have multiple mentors across different areas.

• Mentorship Myths: 

There’s no need for a perfect mentor. Doug stresses that mentorship can come from various people, and being active in the process with clear goals ensures mutual benefit.

• Leveraging Mentorship for Fast Growth: 

Doug shares his experience of how deliberate mentorship choices accelerated his growth, and offers strategies for structuring your learning, setting milestones, and staying accountable.

 Doug Stewart's approach to mentorship is a game-changer. 

By shifting the focus from passively waiting for the right mentor to actively seeking guidance, you can significantly accelerate your growth. 

His story shows that mentorship isn't elusive—it’s something you can initiate and build into your life today. 

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

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. 

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.

• Communication and Personality Types: 

Richard highlights the importance of tailoring your communication style to the buyer’s personality using the DISC model. 

Understanding whether a client is Dominant (D), Influencer (I), Steady (S), or Conscientious (C) helps create more meaningful and impactful conversations.

• Money Flows Where Needs Are Met: 

Richard emphasizes that successful sales hinge on understanding and meeting client needs. 

Sellers often get bogged down in systems or features when they should focus on solving the buyer’s problems.

• The Power of Mock Conversations: 

Role-playing and mock conversations, according to Richard, help build confidence and prepare salespeople for real-world situations. 

By practicing in a "safe space," sellers can refine their approach before engaging with actual clients.

• The Importance of Personal Branding: 

Richard encourages everyone, including more introverted personalities, to develop their personal brand.

 He shares strategies for leveraging social media and connecting authentically with your audience while staying true to your strengths.

• Listening is Key to Sales Success: 

One of the most crucial skills in sales, according to Richard, is the ability to listen. 

By asking the right questions and truly hearing the client’s needs, sellers can build trust and create stronger connections.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales. 

Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.

• Challenge the Status Quo in Sales

Eric emphasizes the need to rethink outdated sales tactics that may not have ever worked. 

Sales leaders must be willing to dust off traditional methods and adopt new, innovative approaches tailored to today's buyer-centric market.

• Value-Driven Discovery Calls

Most discovery calls focus too much on the seller, leading to boring conversations. 

Eric advocates for value-driven discovery calls, where the focus is on the buyer's needs, not on selling, leading to more meaningful engagements.

• Sales Processes Over People

Eric argues that successful organizations are built on robust processes, not just hiring great salespeople. 

While talented salespeople are important, having a strong, scalable process ensures success, even with turnover.

• Embrace Continuous Learning and Maturity Assessments

Eric introduces his Sales Organization Maturity Assessment, a tool designed to help companies understand where they stand in terms of sales maturity. 

This assessment provides actionable insights on how to transition from a basic sales department to a high-performing sales force.

• AI and Social Selling as a Necessity

In a world increasingly driven by technology, Eric highlights the need for salespeople to embrace AI and social selling techniques. 

Sharing relevant content and engaging with prospects online are critical for establishing thought leadership and trust.

 Eric Wattkins brings a fresh perspective to modern sales, reminding us that sticking to outdated methods won’t get us where we need to go. 

By focusing on process, putting the buyer first, and embracing tools like AI and social selling, we can build a sales strategy that’s not only effective but sustainable. 

If you’re ready to challenge the norms and take your sales game to the next level, this episode is a must-watch. 

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

 In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo. 

In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales. 

From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to hear.

Key Takeaways:

• Reimagine Sales with a Contrarian Approach:

Rob Fegan introduces the idea of being a sales contrarian—questioning old-school sales methods that may no longer serve today's dynamic market. He emphasizes the need to dust off outdated processes and adopt new strategies that align better with current buyer behaviors.

• Value-Driven Discovery Calls: 

Traditional discovery calls are often too focused on the seller’s needs rather than the buyer's. Rob stresses the importance of making these calls more engaging and valuable for the buyer by focusing on their needs and concerns, ultimately leading to more meaningful sales conversations.

• Sales Playbooks: 

Rob advocates for the creation of comprehensive sales playbooks, developed in collaboration with the sales team. These playbooks are essential for standardizing best practices and ensuring that sales processes are consistently followed, even as team members come and go.

• Focus on Process Over People: 

Successful sales organizations are built on robust processes, not just the talent of individual salespeople. Rob challenges the notion of the "great salesperson" and suggests that companies should focus on creating strong sales processes that can withstand turnover and market fluctuations.

• Effective Use of LinkedIn for Social Selling: 

In today's digital age, social selling is more important than ever. Rob shares tips on how to use LinkedIn effectively by sharing industry-related content and engaging in meaningful conversations, rather than just pushing sales messages.

Rob Fegan’s contrarian approach to sales is a refreshing reminder that challenging the norm can lead to significant breakthroughs in sales performance. 

By focusing on process, value-driven interactions, and leveraging social selling tools like LinkedIn, sales professionals can better navigate today’s buyer-centric market. 

For a deeper dive into these insights and more, be sure to watch the full episode.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In.

Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.


1. The Role of AI in Sales:
Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.

2. LinkedIn Algorithm Changes:
The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.

3. Balancing Efficiency and Effectiveness:
While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.

4. Kristie Jones on Personal Development in Sales:
Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.

5. Avoiding the AI Trap: 
The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.


As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals. 

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. 

This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.

LinkedIn: Your Leadership Stage

LinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.

Build Trust Through Authenticity

Use LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.

Turn Activity Into Opportunity

By sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.

Expand Your Influence

Engage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.

Embrace Your Role

If LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.

This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.

Don’t miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways:

1. Don’t Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.
2. 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.
3. 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.
4. CEO’s Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.
5. The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.

In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture. 

Don’t miss the full episode to explore these insights in detail and start transforming your sales strategy today.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

Dive into the world of video prospecting with insights from Juan Pablo Garcia in the latest episode of Mastering Modern Selling. 

Discover how integrating video into your sales strategy can revolutionize your outreach and engagement efforts.

The Role of Authenticity in Video Prospecting: 

Juan Pablo emphasizes the importance of authenticity in video communication. By being genuine and showing your true self, you can build stronger connections and trust with potential clients. This authenticity extends to the simplicity and naturalness of your video content, making it relatable and impactful​​ .

Strategic Use of LinkedIn for Video Outreach: 

Utilizing LinkedIn as the primary platform for video prospecting allows you to connect with a highly targeted audience. Juan Pablo shares his approach of sending personalized video messages to new connections without immediately pitching a product or service, fostering a sense of genuine interest and engagement​​.

Balancing Automation and Personalization: 

While automation can save time, Juan Pablo warns against over-reliance on automated messages. He highlights the effectiveness of personalized, non-automated video messages in maintaining human touch and relevance, which significantly reduces the chances of your messages being ignored or marked as spam​​ .

Creating and Sharing Valuable Content: 

Consistently creating and sharing valuable content tailored to your audience's interests is key. Juan Pablo's workflow involves producing short, informative videos during his daily activities, such as walking his dog. He then shares these videos directly with relevant contacts, ensuring the content is both useful and engaging​​ .

Measuring Success and Adapting Strategies: 

Tracking the effectiveness of your video prospecting efforts is crucial. Juan Pablo shares his experience of receiving direct feedback from his market, which confirmed the positive impact of his approach. Adapting based on feedback and staying updated with trends helps maintain the relevance and effectiveness of your strategy​​ .

Juan Pablo Garcia's insights into video prospecting provide a powerful roadmap for sales professionals looking to enhance their outreach strategies. 

By prioritizing authenticity, strategic use of LinkedIn, balancing automation with personalization, creating valuable content, and continuously measuring success, you can significantly improve your engagement and conversion rates.

Want to learn more about mastering video prospecting?

Watch the full episode of Mastering Modern Selling with Juan Pablo Garcia for in-depth insights and practical advice that can transform your sales approach.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter