Mastering Modern Selling

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Get ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another pitch; it’s the unveiling of a groundbreaking approach that moves past fear, uncertainty, and doubt, to instead embrace strategies that challenge the norm. 

Have you ever faced the frustration of a deal slipping through your fingers, not due to a competitor's edge, but because of your client's sudden cold feet? Our conversation with Matt dives into the psychological maze that traps customers in indecision, as we dissect the tactics that top sales performers use to guide clients through their inertia. We're pulling back the curtain on the sales process, sharing proven strategies to engage and lead clients from a standstill to the satisfaction of a sealed deal. 

 As we explore the varying landscapes of sales environments, Matt equip syou with the tools to cut through indecision, echoing back client concerns to illuminate their true needs. This conversation is more than just a discussion; it's a strategic playbook designed to empower you to transform indecision into action across any sales terrain. Join us for an episode that could redefine your sales approach and help you chart a course to success with the confidence of a seasoned navigator.

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

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In this episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We sift through the elements of successful negotiation, from planning and strategy to the subtle art of persuasion, and we don't shy away from the tough questions.  

We also highlight the importance of reading multiple books on the subject to expand the critical aspect of negotiation strategy versus tactics and explore key milestones that can guide a smoother negotiation process and how embracing these landmarks can make the experience less daunting for all parties involved.

The world of AI is changing B2B sales negotiations. We discuss the intersection of AI and negotiations, revealing how these technologies are changing the business landscape. From AI bots tackling simpler deals to potentially assisting in complex transactions, we offer a glimpse into the future of negotiations.  

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

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In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart".  Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sales professional vs. a sales rep, and why this distinction matters more than you think.

As we journey further into the world of sales, Larry helps us understand the importance of authenticity and emotional intelligence in sales. Through his insights, we challenge the transactional view of sales and advocate for a more human approach. In the digital age, how we present ourselves - in person, over the phone, or through virtual platforms - can make or break our credibility. Embracing this truth, we emphasize the need for integrating EQ into our sales strategy. 

Taking inspiration from our successful journey of transforming our book, Selling from the Heart, into a thriving business, we explore the indispensable role of trust in sales. We share our potent trust formula, which involves nurturing genuine relationships, offering meaningful value, and inspiring with disciplined habits. We also discuss how discipline plays a crucial role in implementing these practices. As we wrap up, we emphasize the value of conversations in social selling and the power they hold in building deeper relationships. The evolution of B2B sales is here, and it requires a fresh, human-centric 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

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In this episode, Tom, Brandon, and Carson engage in a comprehensive discussion to provide insights and strategies aimed at transforming uncertainties into viable opportunities. The conversation delves into interpreting the impacts of global events, the intricacies of technological advancements, and the dynamics of economic shifts. A thorough exploration is conducted to underscore the significance of adopting a customer-centric approach and making informed decisions based on data analysis.

Further, the episode explores the varied effects of uncertainty across different generations and their respective approaches to work. It highlights the significant impact of technology on communication practices and team dynamics, alongside the evolving nature of the buyer journey. The importance of staying informed, adapting rapidly to emerging priorities, and cultivating resilience in the face of change is emphasized. Additionally, innovative concepts such as Social Selling 2.0 are examined, showcasing strategies like live shows and personal branding to enhance customer comfort and knowledge.

The discussion extends to strategies for forging robust relationships, developing effective methodologies, and comprehending the buyer's viewpoint to mitigate risks in their decision-making process. Practical advice is shared on planning a successful sales year, which includes analyzing past performance, focusing on high-value activities, and setting achievable goals. The concept of "intelligent hustling" is introduced, highlighting its critical role in achieving sales success in the contemporary B2B market. Join us for an insightful journey into the dynamic and unpredictable realm of B2B sales.

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

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In this episode we welcome best-selling author Mike Weinberg!  As a top performer in sales, Mike has embarked on a journey from being a stellar salesperson to a triumphant sales management culture leader. His ride, filled with trials, triumphs and a treasure trove of insights, not only makes for an engaging tale but offers a wealth of wisdom on the importance of sales management and the challenges that come with its transition.

We traverse into the details of Mike's latest book and explore the process behind its creation and the impact it's making. Furthermore, Mike shares his expertise on the necessity of traditional sales principles and the importance of rewarding salespeople who bring new business.

In addition, Mike shares his candid thoughts on how social selling has found its place in mainstream sales, emphasizing the importance of offering value and building relationships. He also underscores the significance of using social as a channel effectively and strategically. 

Finally, Mike guides us through the essentials of sales management, highlighting the importance of customer-centric sales approaches and spends time discussing the shift from forecast to pipeline. Don't miss an unforgettable episode filled with expert advice, valuable insights, and a bit of humor. 

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

Leave your comment

This week, we are privileged to welcome Kristie Jones, a distinguished expert in sales leadership, to share her remarkable journey from a career in retail to becoming an authority in sales leadership. We will explore Kristie's transition from a traditional corporate setting to a dynamic startup environment, highlighting her experiences in evolving from physical media distribution to digital e-learning platforms, and her progression from standard sales procedures to fostering meaningful client relationships.

Our discussion will encompass the evolving dynamics of the SaaS industry and social media, focusing on Kristie's successful strategies in building a vibrant social community and the critical importance of incorporating a personal approach in sales. Kristie will provide valuable insights into the synergistic relationship between marketing and sales, and discuss the vital role of artificial intelligence in enhancing both personal and professional efficiency.

Additionally, we will delve into the crucial aspect of establishing genuine connections with clients. Kristie will share her perspective on the effectiveness of tailored sales strategies, and the importance of data-driven decision-making, emphasizing the necessity of transcending mediocrity to achieve excellence. We conclude with Kristie's enlightening views on career transitions and the importance of self-awareness in realizing one's fullest potential. Join us for a thought-provoking and informative session that is set to significantly elevate your approach to sales.

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

Leave your comment

Join us as we sit down with industry leader Jeff Winter, who transformed from an average LinkedIn user to a thought trailblazer in just two and a half years. Alongside Jeff, we welcome the return of Carson Heady, who updates us on his new role at Microsoft for Tech for Social Impact, and the noble pursuit of building a social selling engine for the global good.

Just imagine the possibilities when personal branding and content creation merge. Jeff gives us a crash course in authentic storytelling and shares how his personal brand has supercharged his company's visibility. But we're not just talking LinkedIn strategies - we delve into the powerful world of AI, examining how it's revolutionizing everything from lead prioritization to recruitment. And, if you're worried about automation taking over, Jeff shares his firsthand experiences of how AI can enhance and augment our creative efforts, rather than replace them.

In our final act, we go full circle, returning to the power of LinkedIn as a tool for personal brand building and sales. Jeff lets us into his tricks of the trade on how to utilize AI technologies, like ChatGPT, to increase visibility. This is not just an episode; it's a masterclass in building your brand, engaging your audience and harnessing the untapped potential of AI. So, why wait? Tune in and let us guide you into the exciting future of B2B sales.

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

Leave your comment

Ever wondered why traditional cold outreach no longer gives desired results? Discover how capturing your audience's attention has drastically changed in today's digital age, as we move from not just capturing demand but creating it. With only 3-5% of ideal prospects actively looking to buy, we share innovative ways of getting in front of prospects early in their buying cycle, even before they're ready to make a purchase. 

Turning your social media platforms from just a networking site to a powerful tool for amplifying your content and building brand awareness is no easy feat. Listen in as we discuss leveraging social media platforms like Facebook, Instagram, and TikTok to reach more prospects than ever before. We also explore the use of tools like Restream and Buzzsprout to create efficient, engaging content that can be shared across these channels. We shed light on the critical role of personal branding in social selling and how thought leadership can control or influence your reputation in the market.

Prepping for an event? We've got you covered! Unearth the secrets of maximizing event ROI through strategic pre-show planning, creating an engaging presence, and boosting your brand's reputation. Furthermore, we chat about the power of having the senior leadership active on LinkedIn, and how live events can accelerate business results. Get ready to dominate the digital space with your personal brand, thought leadership, and content. So, tune in, take notes, and revolutionize your B2B sales strategy!

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

Leave your comment

Join us as we chat with Morgan J Ingram, an expert in advancing the buyer journey through innovative techniques such as videos and events.  Morgan shares his valuable insights on how documentation can be key in making your brand stand out and stay top of mind with potential buyers.

 Morgan emphasizes the  synergy between sales and marketing, and how the two can join forces to make the most out of events and reach potential customers. We also uncover the significance of educating buyers, creating demand, and the role of podcasts, videos, and live shows in establishing trust.

In our wrap-up, we explore the concept of community building within sales and marketing, and how virtual environments can be a game changer. How can you offer value and be a reliable source of information? It's not just about giving out swag, but about supplementing marketing messages with structured sales pitches. Lastly, we fast forward into the future, discussing how compelling events and understanding the buyer's journey will become crucial in enhancing the buyer's journey by 2024. Tune in to glean insights from Morgan's wealth of experience in B2B sales strategies and social selling!

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

Leave your comment

In this episode we are joined by Mandy McEwen the founder of Luminetics. Mandy is a well known speaker and an expert on LinkedIn and Social Selling and we will explore Mandy's successful strategies, techniques and best practices for accelerating your response rate on LinkedIn in just 30 days.

In this week's show,  Mandy takes us on her journey from entering the LinkedIn game in 2015 to becoming a pro at humanizing content marketing. Get ready to absorb her unique insights as she shares how she transforms businesses by building personal brands on LinkedIn.

In an age where digital communication often supersedes face-to-face interaction, our conversation emphasizes the need for a human touch. We explore the power of crafting a personal brand, discussing the importance of understanding your why, what, and how and sharing this information with your network. We shed light on the potential of personal engagement in networking. The value of digital deposits, like comments, can go a long way in creating lasting impressions, meaningful connections, and potential customers. 

To wrap up, we delve into the realm of LinkedIn content engagement. We discuss how to kickstart your sales teams with content creation, the importance of content curation, and a practical three-step approach towards it. But that's not all. Mandy shares a golden nugget on how personal comments on profiles and posts can triple engagement. Finally, we touch base on the significance of sending connection requests on LinkedIn and tips on how to do it effectively. So, whether you are a seasoned LinkedIn user or a newbie, tune in to level up your LinkedIn game with our deep dive into humanizing content marketing.

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