Want to know how to attract and retain top sales talent? I've got the solution to help you build a killer sales team.

It's time to reveal the unexpected! What if I told you that the key to attracting top sales talent lies in creating a welcome box for their family? Imagine the impact of a virtual welcome receiving line or a 30-minute presentation where new hires get to teach you something they're passionate about. But here's the twist: the onboarding starts before they're even hired. Intrigued? Stay tuned to find out how these creative onboarding strategies can transform your hiring process and keep those top salespeople engaged.

Conquer Sales Challenges To conquer sales challenges, leaders must adopt a disruptive mindset when hiring sales talent. Challenging candidates during the interview process and thinking critically can help in identifying top performers. Avoiding common hiring mistakes, such as not showcasing value or focusing solely on industry experience, is crucial in overcoming sales challenges and attracting the right talent.

This is Walter Crosby' story, this week's special guest:

Walter Crosby's journey into the world of sales began with a pivotal encounter in high school, where his guidance counselor doubted his ability to apply to the University of Michigan. This moment ignited a fierce determination within him, propelling him to defy expectations and pursue his aspirations. With over four decades of experience in sales, Walter's passion for elevating sales professionals stems from his own journey of resilience and growth. His unique perspective on hiring salespeople emphasizes the significance of assessing a candidate's selling prowess over their industry experience. Walter's story serves as a powerful reminder that motivation and tenacity are crucial in both sales and the hiring process, and that the art of selling transcends specific industries and markets.

"Hiring salespeople is similar to how we go out and sell, go sell to our customers. We need to qualify these people. We need to make sure they're the right people that we should be talking to." - Walter Crosby

Walter Crosby, the CEO of Helix Sales Development, boasts an extensive four-decade career in sales leadership and management. With a background deeply rooted in hands-on sales roles and leading sales teams, Walter's expertise is honed in elevating the performance of sales professionals, managers, and leaders. His significant decision to venture into entrepreneurship with Helix Sales Development underscores his strategic vision and entrepreneurial spirit. Hosting the Sales and Cigars Podcast, Walter's insights and industry acumen make him a compelling guest, offering a fresh perspective on the essential strategies for sourcing top-tier sales talent.

In this episode, you will be able to:

• Master the Art of Hiring Top Sales Talent: Learn Winning Strategies.

• Revolutionize Your Sales Team Onboarding for Unprecedented Results.

• Conquer Sales Challenges with Proven Tactics and Expert Guidance.

• Cultivate a Phenomenal Sales Culture and Watch Your Team Flourish.

• Ignite Your Sales Team's Motivation for Unparalleled Performance.

The key moments in this episode are: 00:00:00 - The Drive to Succeed 00:01:28 - Background and Passion 00:09:29 - Challenges in Sales Hiring 00:13:10 - The Trap of Industry Experience 00:13:49 - Hiring for Industry Experience 00:14:44 - Buyer Level Experience 00:16:54 - Industry Experience Trap 00:19:04 - Selling Skills Over Product Knowledge 00:22:27 - Mistakes in Hiring Salespeople 00:27:38 - Dealing with Employee Feedback 00:28:13 - The Hiring Process 00:30:44 - Social Media Presence 00:31:30 - Panel Interview Process 00:37:54 - Mindset Shift in Hiring 00:41:12 - Importance of Onboarding Process 00:43:17 - Pre-Onboarding and Engagement 00:44:48 - Retention through Onboarding 00:46:39 - Virtual Onboarding Creativity 00:50:18 - Personal Favorite Movie

Timestamped summary of this episode: 00:00:00 - The Drive to Succeed Walter Crosby shares his passion for helping sales professionals elevate their game and talks about his motivation to start his own business. 00:01:28 - Background and Passion Mario Martinez Jr. and Walter Crosby discuss their backgrounds in sales and the passion they have for helping salespeople succeed. 00:09:29 - Challenges in Sales Hiring Walter Crosby talks about the unique challenges of hiring salespeople and how they are wired differently, requiring a different approach to hiring. 00:13:10 - The Trap of Industry Experience Walter Crosby and Mario Martinez Jr. discuss the trap of hiring based solely on industry experience and emphasize the importance of focusing on other qualities when hiring salespeople. 00:13:49 - Hiring for Industry Experience Walter discusses the common mistake of hiring based on industry experience. He emphasizes the importance of understanding the buyer and their problems rather than just industry knowledge. 00:14:44 - Buyer Level Experience The conversation shifts to the significance of buyer level experience. It's highlighted that having a Rolodex full of relevant contacts and understanding the buyer's mindset is more critical than industry experience. 00:16:54 - Industry Experience Trap Walter warns about the industry experience trap, noting that top performers with industry experience are usually expensive and hard to recruit. He suggests looking for individuals with buyer level experience and a drive to prove themselves. 00:19:04 - Selling Skills Over Product Knowledge The focus shifts to the importance of selling skills over product knowledge. It's emphasized that the ability to sell and understand the sales process is essential, and product knowledge can be taught. 00:22:27 - Mistakes in Hiring Salespeople Mario asks Walter about common hiring mistakes. Walter points out the lack of clarity in job descriptions, poor job postings, and the premature selling of the company and job role as key errors. He also emphasizes the importance of online reputation on platforms like Glassdoor. 00:27:38 - Dealing with Employee Feedback Walter discusses the importance of correcting, dealing with, or removing feedback from disgruntled employees. He emphasizes the need to address this issue in the workplace. 00:28:13 - The Hiring Process Walter highlights the importance of understanding that candidates are also evaluating the company during the hiring process. He emphasizes the need to showcase value, promotional opportunities, and focus on candidates in the hiring process. 00:30:44 - Social Media Presence The discussion focuses on the significance of a sales leader's social media presence, including LinkedIn profile, in showcasing their ability to help their team grow and progress. The importance of recognizing the two-way street in the hiring process is emphasized. 00:31:30 - Panel Interview Process The panel interview process is introduced as a way to allow candidates to present themselves and demonstrate their skills in a simulated sales scenario. The process includes a 30-minute presentation and allows candidates to showcase their abilities. 00:37:54 - Mindset Shift in Hiring The conversation shifts to the mindset of hiring managers, emphasizing the need to challenge and push back on candidates to truly evaluate their fit for the role. The focus is on digging into candidates' achievements and quantifiable outcomes in sales. 00:41:12 - Importance of Onboarding Process Walter discusses the challenges of onboarding new salespeople and shares his experience of a lackluster onboarding process at a previous company. He emphasizes the need for a well-planned onboarding process that focuses on messaging, differentiation, and techniques for success. 00:43:17 - Pre-Onboarding and Engagement Walter emphasizes the importance of pre-onboarding engagement, such as sending a welcome package to the new hire and involving their family. He stresses the need for a structured onboarding plan that maps out the first two weeks and helps the new hire understand the company's expectations. 00:44:48 - Retention through Onboarding Walter discusses the critical role of onboarding in retaining top sales talent. He shares his personal experience of almost leaving a company due to a poor onboarding process. He emphasizes the need for ongoing career development and mentorship to support the new hire's growth. 00:46:39 - Virtual Onboarding Creativity The conversation shifts to creative onboarding strategies in a virtual environment. Walter shares the idea of a virtual welcome receiving line and emphasizes the importance of creating a positive culture through innovative onboarding practices. 00:50:18 - Personal Favorite Movie The conversation ends with a lighthearted question about Walter's all-time favorite movie, "A Bronx Tale." Walter shares his enthusiasm for the film and highlights its compelling storyline set in the 1950s with a mob influence.

Maximize Sales Team Success In order to maximize sales team success, it is vital to focus on hiring the right salespeople with the necessary skills and mindset for the role. Creating clear job descriptions and conducting thorough qualifications can help in attracting top sales talent. By emphasizing value, growth opportunities, and showcasing a positive company culture, leaders can ensure long-term success for their sales teams.

Elevate Sales Performance Elevating sales performance begins with a strategic onboarding process that goes beyond just product knowledge. Providing new salespeople with messaging, differentiation, and questioning techniques can help improve their performance from day one. Additionally, creating a welcoming and supportive environment, whether in person or virtually, can boost morale and drive sales success.

The resources mentioned in this episode are:

• Connect with Walter Crosby on LinkedIn to learn more about his expertise and insights in sales and leadership.

• Visit Walter Crosby's website to explore more resources and connect with him directly for personalized advice and guidance.

• Download FlyMSG for free to save time and increase productivity with a text expander and writing assistant.

• Watch A Bronx Tale to experience a coming-of-age movie set in the 50s with a compelling mob influence and a great storyline.

• Subscribe to the Modern Selling Podcast and leave a 5-star rating and review on iTunes to support the show and stay updated on the latest episodes.

Imagine a private equity advisor turned author who's also a licensed food sanitation manager. Sounds unexpected, right? Well, JD Miller, the executive advisor for Five Arrows, just launched his new book, "The CRO's Guide to Winning in Private Equity," and you won't believe the valuable insights he shares. But that's not all – he's got a surprising connection to the food industry that you'd never guess. Want to find out the secret ingredient to his success? Stay tuned to discover more about this intriguing journey.

If you're feeling overwhelmed by the constant struggle to align your sales and marketing teams, constantly missing your forecast, and struggling to hit your revenue targets, then you are not alone!

This is JD Miller's story:

JD Miller's journey in tech sales began 25 years ago when he joined a small company as employee number 26. Over the years, he climbed the ranks from sales engineer to CRO and CMO, experiencing six private equity exits along the way. His passion for replicating success led him to co-author a book, providing practical advice and templates for sales leaders in tech companies.

Beyond his professional endeavors, JD's involvement in a homeless organization led him to become a licensed food sanitation manager, a role that intertwines his love for cooking and community service. His extensive experience in sales, marketing, and serving the community has shaped his belief in the importance of creating a "Smarketing" culture within organizations, emphasizing the alignment of sales and marketing teams to achieve collective success. JD's unique blend of professional expertise and personal experiences adds a distinctive perspective to the conversation on building collaboration and alignment within sales and marketing teams.

You have always had the power. You just had to see it for yourself. - Glenda the Good Witch

My special guest is JD Miller

JD Miller, an executive advisor at Five Arrows, a prominent private equity company, brings over 25 years of experience in tech sales to the table. With a rich background that includes roles like CRO, CMO, and country president, JD has navigated through six PE exits, providing him with a deep understanding of the intricacies of sales and marketing strategies. His recent accomplishment involves the launch of his latest book, "The CRO's Guide to Winning in Private Equity," offering valuable insights and practical advice for sales leaders in the tech industry. JD's expertise and hands-on experience make him an ideal guest to delve into the essential aspects of fostering a smarketing culture within organizations.

In this episode, you will be able to:

• Mastering Strategies for Sales and Marketing in Private Equity: Uncover the winning formula for driving growth in private equity firms through effective sales and marketing strategies.

• Unlocking Key Metrics for CRO Success: Discover the essential metrics that propel Chief Revenue Officers to achieve unprecedented success in their roles.

• Embracing a Smarketing Culture in Organizations: Learn how to foster seamless collaboration between sales and marketing teams to maximize organizational effectiveness.

• Overcoming Challenges for New Leaders in CRO Roles: Navigate the unique hurdles faced by new leaders in Chief Revenue Officer positions and emerge victorious.

• Navigating Sales Team Attrition and Quota Setting: Gain insights into effectively managing sales team attrition and setting realistic yet ambitious sales quotas for optimal performance.

The key moments in this episode are: 00:00:00 - The Challenge of Leading a Sales Organization 00:01:55 - JD Miller's Background and New Book 00:07:27 - Creating a Smarketing Culture 00:11:45 - Aligning Sales and Marketing Efforts 00:13:08 - Measuring Success and Alignment 00:13:58 - Aligning on Sales Velocity Metrics 00:15:05 - Aligning Sales and Marketing Efforts 00:16:24 - Challenges of High Growth Companies 00:17:52 - Adapting to Growth as a Founder 00:24:06 - Extending CRO Tenure 00:26:28 - Forecasting and Goal Setting 00:28:27 - Sales Metrics and Forecasting 00:30:01 - Average Closing Rate and Pipeline Size 00:34:56 - Managing Attrition and Setting Quotas 00:37:51 - Challenges and Mistakes for New CROs 00:38:33 - Importance of Building Processes and Systems in Leadership 00:39:23 - Book Availability and Contact Information 00:39:44 - Connecting with JD 00:40:16 - Life Lesson from a Classic Movie 00:41:11 - Podcast Wrap-Up and Call to Action

Timestamped summary of this episode: 00:00:00 - The Challenge of Leading a Sales Organization JD Miller discusses the challenges of leading a sales organization, emphasizing the need for a mindset shift and the importance of relying on qualified team members to handle sales calls and help desk inquiries. 00:01:55 - JD Miller's Background and New Book Mario Martinez Jr. introduces JD Miller and his new book, "The CRO's Guide to Winning in Private Equity." JD shares his background in tech sales and his experience working with private equity firms. 00:07:27 - Creating a Smarketing Culture JD Miller explains the importance of creating a "smarketing" culture within an organization, where sales and marketing teams work together as a unified team with aligned goals, metrics, and incentive plans. 00:11:45 - Aligning Sales and Marketing Efforts The discussion focuses on the alignment of sales and marketing efforts, emphasizing the need for a shared understanding of the customer journey and the collaboration between the two functions to drive success. 00:13:08 - Measuring Success and Alignment The conversation delves into the importance of aligning success metrics between sales and marketing, with a focus on achieving the company's overall goals rather than individual departmental achievements. 00:13:58 - Aligning on Sales Velocity Metrics JD discusses the importance of aligning on sales velocity metrics in organizations. He emphasizes the need for everyone to understand and work towards the company's sales velocity goal, despite individual responsibilities. 00:15:05 - Aligning Sales and Marketing Efforts JD shares a story about aligning sales and marketing efforts based on sales velocity metrics. He highlights the importance of understanding changes in the business environment and adjusting the target audience to achieve revenue goals. 00:16:24 - Challenges of High Growth Companies JD explores the challenges faced by go-to-market professionals in high-growth companies, such as the need to adapt strategies as the company grows. He emphasizes the importance of shifting mindset and approaches as the organization scales. 00:17:52 - Adapting to Growth as a Founder JD discusses the challenges faced by founders as their companies grow, emphasizing the need to adapt to new roles and responsibilities as the organization expands. He shares insights on navigating the transition from startup to larger enterprise. 00:24:06 - Extending CRO Tenure JD sheds light on the short tenure of CROs and the importance of effective communication with the board. He emphasizes the need for CROs to forecast numbers and show the roadmap for achieving targets to extend their tenure in the role. 00:26:28 - Forecasting and Goal Setting JD discusses the importance of early communication with the board about sales goals and the need for foresight in forecasting to give time for adjustments. 00:28:27 - Sales Metrics and Forecasting The conversation delves into the importance of setting up a forecast cadence and using AI tools to improve forecasting accuracy. They also emphasize the need for a 4x pipeline size to meet sales targets. 00:30:01 - Average Closing Rate and Pipeline Size The discussion covers the average closing rate for sellers, which is revealed to be around 23%. JD emphasizes the importance of understanding one's business metrics and building an annual plan based on reality. 00:34:56 - Managing Attrition and Setting Quotas JD talks about managing attrition by setting achievable quotas and using sales kickoffs to lay out the roadmap for sellers to achieve their goals. The conversation focuses on the importance of providing metrics to help sellers understand how to reach their quotas. 00:37:51 - Challenges and Mistakes for New CROs JD reflects on the challenges new leaders face when promoted to the role of CRO, especially for those transitioning from a seller role. He emphasizes the need to learn from mistakes and provides insights from his own experience in the industry. 00:38:33 - Importance of Building Processes and Systems in Leadership JD emphasizes the importance of building processes, systems, and training others to scale the organization. He highlights the need to empower and create environments for organizational growth. 00:39:23 - Book Availability and Contact Information JD shares that his book is available in multiple formats and provides his website for purchase. He also encourages connecting with him through his website and social platforms. 00:39:44 - Connecting with JD JD recommends reaching out through his website and provides links to his LinkedIn and other social platforms. He emphasizes the importance of personalized connection requests. 00:40:16 - Life Lesson from a Classic Movie JD shares his favorite movie, "The Wizard of Oz," and the life lesson he learned from it about realizing one's own power and capability, relating it to leadership and empowerment. 00:41:11 - Podcast Wrap-Up and Call to Action Mario Martinez Jr. thanks the listeners for tuning in and encourages them to leave a rating and review for the podcast. He also promotes the use of Fly Message to increase productivity.

Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success.

Embracing a Smarketing Culture The conversation underscores the importance of creating a smarketing culture within organizations. JD Miller and Mario Martinez highlight the need for collaboration, alignment, and a shared understanding of the company's goals between sales and marketing teams. They discuss the benefits of a unified approach where both departments work together towards collective success.

Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success.

Unlocking Key Metrics for CRO Success JD Miller discusses the significance of accurate forecasting and goal setting for CROs. He stresses the importance of providing clear and measurable metrics at every level of the sales process. Understanding the actual win rate and setting realistic expectations based on historical data are essential for CRO success.

The resources mentioned in this episode are:

• Visit JD Miller's website at JDmillerphd.com to purchase his new book The CRO's Guide to Winning in Private Equity available in paperback, hardcover, and ebook formats.

• Connect with JD Miller on LinkedIn to stay updated on his latest insights and content related to sales leadership and private equity strategies.

• Download Fly Message at FlyMSG.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.

• LinkedIn

• Twitter

• YouTube Channel

• Instagram

• Facebook

• FlyEngage AI - Social media AI engagement tool.

• FlyPosts AI - Thought leadership AI post generator tool.

• FlyMSG - Auto text expander (Try it out here for free).

• FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers.

• FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting. 

• As a Chrome Extension.

• As an Edge Extension.

• LinkedIn

• Twitter

• YouTube Channel

• Instagram

• Facebook

• FlyEngage AI - Social media AI engagement tool.

• FlyPosts AI - Thought leadership AI post generator tool.

• FlyMSG - Auto text expander (Try it out here for free).

• FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers.

• FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting. 

• As a Chrome Extension.

• As an Edge Extension.

Want to know the secret to increasing your visibility and engagement on LinkedIn? I've got the solution to help you achieve that result. Let's dive in and uncover the LinkedIn algorithm hacks that will take your visibility to the next level.

Are you tired of hearing conflicting advice on how to increase your visibility on LinkedIn? You've probably been told to just send a connection request without personalizing it, but let's face it, that approach isn't getting you the results you need. It's frustrating, isn't it? But what if I told you there's a better way to cut through the noise and get noticed on LinkedIn? Let's dive into some effective LinkedIn algorithm hacks that will transform your visibility and engagement. Say goodbye to the outdated advice and hello to real, actionable strategies that work. Get ready to take your LinkedIn game to the next level!

Discover the unexpected LinkedIn algorithm hacks for visibility with this casual, laid-back, and personable content marketing expert. Get ready to boost engagement and visibility on LinkedIn with insights from the Modern Selling podcast.

This week's special guest:

Richard Van der Blom, a LinkedIn aficionado with a wealth of experience, recounted his fascinating journey from founding a broader social media agency to establishing a thriving 100% dedicated LinkedIn agency. Hailing from the Netherlands and currently based in Spain, his LinkedIn expertise dates back to 2005.

Richard's unique background, including co-owning a diving shop in Zanzibar, adds an intriguing layer to his story. His emphasis on consistency and timing in content creation, alongside the pivotal role of the human audience in driving content visibility on LinkedIn, provides an enlightening perspective. Richard's insights into employee advocacy programs, centered on empowering individuals to achieve personal goals while contributing to the company's reach, offer a refreshing take on leveraging LinkedIn effectively. With a blend of practical wisdom and real-world experiences, Richard's narrative serves as an invaluable guide for those seeking to enhance their visibility and engagement on LinkedIn.

You need to think Google. What are 10 words that my client Googles if he needs to talk with me? Maybe he doesn't know me yet, but he needs to talk me. And those 10 words, they need to be in your about section, in your skill set, maybe in your work experience. - Richard van der Blom

Richard Van der Blom, a LinkedIn expert with over a decade of experience, is the go-to person for mastering the LinkedIn algorithm. Based in Spain, Richard's journey into the social media realm began in 2005, culminating in the establishment of his own training and consultancy agency in 2010. Specializing exclusively in LinkedIn since 2015, his firm, now a team of 15, provides international clients with top-tier training and consultancy services. With his wealth of expertise, Richard shares invaluable insights into LinkedIn visibility and algorithm hacks on this episode of The Modern Selling Podcast.

In this episode, you will be able to:

• Unlock the secrets of the LinkedIn algorithm for skyrocketing visibility and engagement.

• Master the art of personalized connection requests to build meaningful relationships and expand your network.

• Elevate your content creation game to drive sales and connect with your audience on a deeper level.

• Optimize your LinkedIn profile to stand out in the sales world and attract potential clients effortlessly.

• Overcome the challenges of launching and managing an employee advocacy program for maximum impact.

The key moments in this episode are: 00:00:00 - Misconnection in Marketing 00:01:07 - LinkedIn Algorithm Insights 00:05:57 - Impact of Content Quality and Consistency 00:09:27 - Factors Affecting Post Visibility 00:14:12 - Scheduling Posts and Engagement 00:15:16 - The Challenges of Employee Advocacy Solutions 00:16:01 - The Impact of Content Sharing 00:17:08 - Employee Advocacy Strategy 00:21:23 - The Power of Personalized Messages 00:23:32 - Leveraging the Algorithm 00:29:54 - Multi-channel Engagement Strategy 00:32:02 - Content Creation Challenges 00:33:29 - Five Content Pillars 00:38:39 - Optimizing LinkedIn Profiles 00:41:53 - Biggest Mistakes on LinkedIn 00:45:06 - Pitfalls of Modern Selling Strategies 00:47:38 - Personalized Connection Requests 00:51:36 - Bad Advice on Connection Requests 00:55:26 - Connecting with Richard 00:56:21 - Favorite Movie and Closing

Timestamped summary of this episode: 00:00:00 - Misconnection in Marketing The misconnection between marketing and salespeople is highlighted, with an emphasis on the difference in goals and expectations. The importance of focusing on accepted connection requests and shutting down irrelevant email outreach is also discussed. 00:01:07 - LinkedIn Algorithm Insights Richard shares key factors that influence the LinkedIn algorithm, including dwell time, clicks, and social media engagement. Consistency in posting, engagement, and timing are highlighted as crucial elements for content performance. 00:05:57 - Impact of Content Quality and Consistency The impact of content relevance and consistency on reach and engagement is emphasized. Richard discusses the importance of training the human audience to engage with content regularly and consistently. 00:09:27 - Factors Affecting Post Visibility Mario explores the impact of consistency in posting frequency and engagement on post visibility. Richard emphasizes the role of human audience engagement in triggering the LinkedIn algorithm to boost content reach. 00:14:12 - Scheduling Posts and Engagement The impact of scheduling posts on reach is discussed, with a focus on the importance of actively engaging on the platform before and after post publication. The combination of post scheduling and active engagement is highlighted as crucial for maximizing reach. 00:15:16 - The Challenges of Employee Advocacy Solutions Richard and Mario discuss the challenges companies face when using employee advocacy solutions. They talk about the disconnect between marketing and sales goals and the importance of personalized content for salespeople. 00:16:01 - The Impact of Content Sharing They delve into the impact of content sharing through employee advocacy solutions and the lack of results seen by sales teams. Richard emphasizes the need to focus on personal content strategies tailored to individual salespeople's goals. 00:17:08 - Employee Advocacy Strategy Richard shares his approach to employee advocacy, emphasizing the importance of understanding what individual salespeople want to achieve on LinkedIn. He stresses the need for a personalized approach to content creation and leveraging employee advocacy tools. 00:21:23 - The Power of Personalized Messages Both Richard and Mario highlight the significance of personalized messages in engaging potential clients on LinkedIn. They discuss the importance of soliciting engagement through valuable content and the impact of consistent communication over time. 00:23:32 - Leveraging the Algorithm Richard and Mario talk about the algorithm on LinkedIn and how to leverage it to maintain top-of-mind presence with potential clients. They discuss the rule of three and the importance of timing in converting initial connections into meaningful conversations. 00:29:54 - Multi-channel Engagement Strategy Richard discusses the importance of a multi-channel approach to engaging with buyers, using email, social, and voice/text/video channels to stay top of mind and drive conversion. 00:32:02 - Content Creation Challenges Richard addresses the time-consuming nature of writing social media posts, highlighting the need for a clear content strategy and the use of AI writing tools like FlyPosts AI to streamline the process. 00:33:29 - Five Content Pillars Richard explains the importance of having five content pillars - personal storytelling, thought leadership, event content, industry-related content, and unique value proposition - to guide content creation and provide value to the audience. 00:38:39 - Optimizing LinkedIn Profiles Richard emphasizes the need to optimize LinkedIn profiles for both humans and algorithms, focusing on keywords, first impressions, customer-centric messaging, and a compelling about section to stand out to potential clients. 00:41:53 - Biggest Mistakes on LinkedIn Richard quickly rattles through common mistakes on LinkedIn, including self-centered profiles, lack of customer-centric messaging, and neglecting key profile elements like the about section and featured content. 00:45:06 - Pitfalls of Modern Selling Strategies Richard discusses the pitfalls of modern selling strategies, including the increase in people looking for shortcuts, the focus on going viral instead of converting, and the risk of losing authenticity by being too corporate. 00:47:38 - Personalized Connection Requests Mario and Richard delve into the debate around personalized connection requests. They discuss the acceptance rates of personalized versus non-personalized requests and the importance of authenticity and value in connection requests. 00:51:36 - Bad Advice on Connection Requests Mario and Richard express their frustration with influencers giving bad advice on connection requests. They emphasize the importance of personalization and value-based requests, rather than using automation and pitch-slapping tactics. 00:55:26 - Connecting with Richard Richard shares the best way to connect with him, highlighting the need for personalized and motivated connection requests. He also encourages listeners to follow his content on LinkedIn for valuable insights. 00:56:21 - Favorite Movie and Closing Richard shares his favorite movie, "The Usual Suspects," and Mario encourages listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes.

Content Creation Mastery Mastery in content creation on LinkedIn involves developing a personalized content strategy with pillars like personal storytelling, thought leadership, and industry-related content. Sales professionals can humanize their brand, build trust, and engage potential clients by creating valuable and relevant content. Optimizing profiles with relevant keywords and providing value through content can enhance visibility and credibility on the platform.

LinkedIn Algorithm Secrets LinkedIn algorithm secrets play a crucial role in boosting visibility on the platform for sales and marketing professionals. Understanding elements like dwell time, engagement metrics, and publishing consistency is key to maximizing reach. Leveraging these secrets can help optimize content strategy and increase engagement with the target audience.

Personalized Connection Requests Sending personalized connection requests on LinkedIn is essential for building genuine relationships with potential clients. Hyper-personalization and authentic messaging are more effective in establishing trust and credibility than automated or generic outreach. Doing the homework and crafting personalized messages tailored to the prospect's interests can lead to higher acceptance rates and meaningful connections.

The resources mentioned in this episode are:

• Connect with Richard van der Blom on LinkedIn to gain valuable insights and content related to sales and marketing.

• Follow Richard van der Blom on LinkedIn to access his six weekly posts filled with valuable insights and industry knowledge.

• Download FlyPosts AI, a feature set of FlyMSG, to speed up the process of writing social media posts and increase productivity.

• Visit LeadFeeder.com for a free demo and revolutionize your approach to leads and deals with detailed insights into visitor behavior.

• Follow Mario Martinez Jr. on LinkedIn for more valuable content and insights on modern selling and marketing strategies.

If you're feeling overwhelmed by the daily tasks and struggling to stay organized, then you are not alone! Are you spending hours searching for important files and documents, only to end up frustrated and stressed? It's time to enhance your productivity and business efficiency. Let's find effective strategies to overcome these challenges and take your business to the next level!

Uncover the unexpected twist in this business owner's journey that will leave you inspired and rethinking your approach to challenges. Get ready to witness a transformation that defies all odds and sets the bar high for business resilience. Find out how this entrepreneur's unique experiences have shaped his approach to problem-solving and business success.

Stay tuned to discover the powerful lesson that changed everything and propelled him to new heights. Don't miss out on this game-changing insight that will reshape your perspective on business and personal growth.

In this part 2 of 2 episodes of The Modern Selling Podcast, Mario Martinez Jr. discusses with Trebot Johns topics such as overcoming business challenges and seizing opportunities. Drawing from his experience as the founder of Vengreso and FlyMSG, Mario infuses the conversations with a personal touch, making the content highly relatable and practical for small business owners.

From the significance of reframing setbacks to the implementation of AI-driven solutions for increased productivity, the episode offers a diverse range of insights. Through a blend of personal narratives, pragmatic approaches, and forward-thinking perspectives, the episode equips small business owners with enhanced problem-solving abilities and resilience. Whether it's gaining insights into organizational methods, capitalizing on opportunities, or embracing innovative technologies, this episode presents a wealth of valuable takeaways for navigating the complexities of modern business.

Whatever you do, you better do that 110% or don't expect to win. That's just how I view things. - Mario Martinez Jr.

In this episode, you will be able to:

• Master Strategies for Overcoming Business Challenges: Learn how to navigate and conquer common hurdles in business to achieve long-term success.

• Harness the Benefits of AI in Lead Generation: Discover how AI can revolutionize your lead generation efforts, leading to increased efficiency and higher quality leads.

• Streamline Sales Prospecting Automation: Uncover tips for automating your sales prospecting process to save time and increase productivity.

• Embrace the Importance of Organization in Business Success: Explore the vital role of organization in achieving sustainable growth and efficiency in your business.

• Navigate the Transition from Service to SaaS Model: Gain insights on successfully transitioning your business from a service-based model to a SaaS model for enhanced scalability and profitability.

The key moments in this episode are: 00:00:00 - Opportunity over Why Me 00:00:31 - Leadfeeder: The Secret Weapon 00:01:08 - Revolutionizing Lead Generation 00:01:44 - Part Two of Trebor Johns Interview 00:02:24 - Organizational Strategies 00:15:03 - The Shift to SaaS 00:16:32 - Overcoming Adversity 00:18:22 - Seizing Opportunities 00:24:12 - Embracing Challenges 00:27:56 - Personal Growth and Parenting 00:28:40 - The Impact of Childhood Experiences on Entrepreneurial Mindset 00:30:26 - Instilling Work Ethic in the Next Generation 00:33:05 - Teaching Responsibility and Value 00:36:01 - Homeschooling and Career Exposure 00:39:47 - Collaborative Podcast Opportunity 00:41:20 - Challenges of SMMAs 00:42:25 - Benefits of AI Solutions 00:43:17 - Importance of AI in Business 00:45:36 - Building Scalable Solutions 00:46:43 - Conclusion and Call to Action

Timestamped summary of this episode: 00:00:00 - Opportunity over Why Me Grant Cardone's message about putting in effort and seizing opportunities over asking "why me" is emphasized. The focus shifts to taking action and making the most of opportunities. 00:00:31 - Leadfeeder: The Secret Weapon A brief introduction to Leadfeeder, a tool for identifying website visitors, tracking behavior, and integrating with CRMs for efficient lead engagement. The focus is on providing detailed insights and prioritizing sales efforts. 00:01:08 - Revolutionizing Lead Generation A call to revolutionize lead generation with Leadfeeder for targeted and successful lead engagement. The emphasis is on leveraging customizable notifications and lead scoring to change the game for sales. 00:01:44 - Part Two of Trevor Johns Interview Mario Martinez Jr. introduces part two of the podcast interview with Trebor Johns. He highlights the importance of listening to part one, which covers various topics related to business ownership, sales challenges, and prospecting. 00:02:24 - Organizational Strategies Mario Martinez Jr. shares insights into his organized approach to file structures, email management, and workflow organization. The focus is on creating a highly structured system to facilitate efficient storage and retrieval of information. 00:15:03 - The Shift to SaaS Mario discusses the changing landscape of software development, the speed of development, and the importance of having a sellable SaaS product before investing. 00:16:32 - Overcoming Adversity Mario shares his personal story of being the first in his family to go to college and the challenges he faced in the college application process. 00:18:22 - Seizing Opportunities Mario reflects on the moment he got accepted into UC Berkeley and the valuable lesson he learned about making the most of opportunities. 00:24:12 - Embracing Challenges Mario discusses the importance of focusing on what to do with an opportunity rather than questioning why it was given, emphasizing the need to give 110% in all aspects of life. 00:27:56 - Personal Growth and Parenting Mario shares his experience as a single father and his efforts to guide his son's focus on education, business, and extracurricular activities for the future. 00:28:40 - The Impact of Childhood Experiences on Entrepreneurial Mindset Mario Martinez Jr. shares how his upbringing and family struggles shaped his strong work ethic and entrepreneurial mindset. He emphasizes the importance of experiencing hardship to build character and determination in young entrepreneurs. 00:30:26 - Instilling Work Ethic in the Next Generation Martinez discusses the challenge of instilling a strong work ethic in his privileged sons and shares his decision to let go of their gardener, opting to do yard work as a family. He believes in not paying for household tasks but incentivizing learning and creativity. 00:33:05 - Teaching Responsibility and Value Martinez discusses the importance of not paying children for basic family responsibilities but offering incentives for learning and creativity. He emphasizes the value of teaching children about hard work, responsibility, and the real-life skills needed for success. 00:36:01 - Homeschooling and Career Exposure Martinez shares his approach to homeschooling his son and exposing him to diverse career opportunities. He discusses the decision to allow his son to explore business and marketing courses as an alternative to a challenging cybersecurity course, emphasizing the importance of early exposure to different career paths. 00:39:47 - Collaborative Podcast Opportunity Martinez proposes republishing the conversation on his podcast, highlighting the value he sees in the discussion. He also offers to share the episode on his platforms and encourages ongoing collaboration. 00:41:20 - Challenges of SMMAs The speaker discusses the challenges of social media marketing agencies (SMMAs), such as inability to guarantee results and high client turnover within 90 days. 00:42:25 - Benefits of AI Solutions The conversation shifts to the benefits of AI solutions, including the potential to reduce employee count and improve efficiency in lead generation and outreach. 00:43:17 - Importance of AI in Business The speaker emphasizes the importance of AI in optimizing business processes and staying ahead of competitors who are already leveraging these technologies for maximum ROI. 00:45:36 - Building Scalable Solutions The focus is on building scalable solutions using engineering blueprints and pods, with an emphasis on automating and optimizing different aspects of the business. 00:46:43 - Conclusion and Call to Action The podcast episode concludes with a call to action for listeners to connect on LinkedIn and engage with the host, Mario Martinez Jr., while also promoting the host's SaaS product and encouraging listeners to leave a review on iTunes.

Mastering Strategies for Overcoming Business Challenges Effective problem-solving skills are crucial for small business owners to navigate challenges successfully. By mastering strategies for overcoming obstacles, entrepreneurs can enhance their resilience and adaptability in the ever-changing business landscape. With the right approach, businesses can turn setbacks into opportunities for growth and innovation.

Harnessing the Benefits of AI Incorporating AI technologies can revolutionize business operations, offering efficiency and accuracy in various processes. Small business owners can harness the benefits of AI to streamline tasks, improve decision-making, and enhance customer experiences. By embracing AI, companies can stay competitive and expand their capabilities in the digital age.

Streamlining Sales Prospecting Automation Automating sales prospecting can significantly boost efficiency and productivity for small businesses. By streamlining processes through automation, owners can save time, reduce errors, and focus on high-value tasks. Leveraging technology for sales prospecting can result in improved lead generation, better customer relationships, and ultimately, increased sales revenue.

The resources mentioned in this episode are:

• Connect with Mario on LinkedIn for more engaging content related to the Modern Selling podcast, for more insights, and discussions related to sales and marketing.

• Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.

• Give the Modern Selling podcast a five-star rating and review on iTunes to show your support.

• Reach out to Viking AI Solutions for automation solutions and AI-driven services to optimize your business processes.

   

Tired of constantly struggling to generate leads and make your content stand out? Have you been told to automate everything, but still find yourself drowning in ineffective marketing strategies? The frustration of not getting the results you need is real, but there's a better way to achieve success. Let's break the cycle and discover the strategies that will truly elevate your lead generation and content marketing game. Get ready to turn things around and achieve the success you've been striving for.

Want to enhance your lead generation and content marketing success? we've got the solution to help you save 20 hours or more in a month and increase your productivity. In this episode, we'll be sharing the strategies and tools you need to achieve that result. Get ready to take your digital selling game to the next level!

In this episode of The Modern Selling Podcast, host Mario Martinez Jr. dives into everything from the challenges of digital selling to the future of AI in sales and marketing. Mario's genuine curiosity and experience in the field make for engaging and insightful discussions that shed light on valuable strategies for effective digital selling.

From the transition from a service-based company to a SaaS model to leveraging AI for streamlined sales processes and the importance of content marketing and analytics, each episode offers practical takeaways for sales professionals and business owners looking to enhance their digital selling strategies. Mario's knack for asking the right questions and his passion for sales and marketing make this podcast a must-listen for anyone looking to level up their digital selling game. So, if you're keen on improving your lead generation and content marketing success, buckle up and tune in to The Modern Selling Podcast for some game-changing insights!

You've got to solve a very specific business problem. And that very specific business problem has to be big enough that it causes enough pain that either an individual for product led growth or company for sales led growth are interested in buying and procuring for solving that business problem. - Mario Martinez Jr.

In this episode, you will be able to:

• Transform your business model with a seamless shift to a SaaS company.

• Master the art of sales training to supercharge your entrepreneurial success.

• Harness the power of AI for effortless business automation.

• Elevate your sales game with cutting-edge digital selling strategies.

• Drive sustainable growth by mastering long-term SEO tactics for organic traffic.

The key moments in this episode are: 00:00:01 - Introduction and Background 00:02:10 - Evolution of the Company 00:04:27 - Transition to SaaS 00:05:53 - Advice for Business Owners 00:11:27 - Future of SaaS and AI 00:14:35 - Challenges of Manual Commenting on Profiles 00:17:07 - Internal vs. External Hiring for AI Teams 00:22:31 - Importance of Sales Training 00:23:31 - LeadFeeder as a Lead Generation Tool 00:29:23 - Evolution of Prospect Engagement 00:30:11 - The Challenge of Prospecting 00:31:13 - Importance of Content Creation 00:33:01 - The Future of Sales Training 00:34:48 - Pitfalls of Automation 00:37:29 - Long-Term Lead Generation Strategy 00:44:58 - Importance of Playing the Long Tail Game in SEO 00:46:25 - Utilizing Tools for SEO Success 00:47:59 - Building Domain Authority and Monetizing Website Traffic 00:49:40 - Leveraging AI for Customer Sentiment Analysis 00:50:11 - Challenges and Importance of Analytics in Marketing

Timestamped summary of this episode: 00:00:01 - Introduction and Background Mario introduces the guest, Trevor, and they discuss his background in sales and marketing, as well as the history of his company's development. 00:02:10 - Evolution of the Company Trevor talks about merging seven companies to form the largest digital sales prospecting training company and developing FlyMSG, a text expansion software to aid sales prospecting. 00:04:27 - Transition to SaaS Trevor explains how he pivoted his company from a service-based model to a SaaS-based model, raising funding and adopting a sales-led growth model. 00:05:53 - Advice for Business Owners Mario and Trevor discuss the transition from a service-based agency to a SaaS product, emphasizing the need to solve a specific business problem and make a strategic choice between service and software. 00:11:27 - Future of SaaS and AI Trevor shares his thoughts on the future of SaaS with AI advancements in coding, emphasizing the importance of a technical co-founder and understanding the workflow of users to implement productivity gains using AI. 00:14:35 - Challenges of Manual Commenting on Profiles Sellers spend 6-12 minutes per profile writing comments. AI reduces this to less than 45 seconds, maintaining context relevance and individual control over the final output. 00:17:07 - Internal vs. External Hiring for AI Teams Business owners should identify the problem they are trying to solve before considering AI. Hiring internally vs. externally depends on expertise. It's easier to hire talent globally post-COVID, reducing costs. 00:22:31 - Importance of Sales Training Early investment in Miller Hyman sales training program helped Mario accelerate sales performance. Collaboration with the company led to Vengreso training 300 of their sellers. Sales training is essential for competitive edge and industry respect. 00:23:31 - LeadFeeder as a Lead Generation Tool LeadFeeder provides detailed insights into visitor behavior, helping prioritize sales efforts and close deals faster. Customizable notifications and lead scoring are changing the game in lead generation and engagement. 00:29:23 - Evolution of Prospect Engagement Prospect engagement has drastically changed over the years, making it harder to connect and have conversations with target buyers. Cold calling and email blasts are less effective, and technological features like automatic voicemail screening have impacted outreach effectiveness. 00:30:11 - The Challenge of Prospecting Sales prospecting has become more difficult, with a 3% hit ratio for emails. To engage with target buyers, it's crucial to figure out their preferred communication channel, be it text, email, phone, video, social media, events, or gift marketing. 00:31:13 - Importance of Content Creation Content creation, including blogs, white papers, ebooks, webinars, and YouTube videos, is essential for optimal performance and business growth. By leveraging a variety of content assets, the company has seen significant growth. 00:33:01 - The Future of Sales Training The latest trend in sales training is guided assistance through AI, which provides real-time objection handling and response suggestions during conversations. However, maintaining up-to-date training, content, and AI systems is crucial for success. 00:34:48 - Pitfalls of Automation Over-automation can lead to decreased response rates and a "spray and pray" approach, diminishing the effectiveness of outreach efforts. While AI is transforming sales, personalization and genuine research still hold significant value in client interactions. 00:37:29 - Long-Term Lead Generation Strategy While short-term lead generation strategies like referrals and social media outreach are important, playing the long tail is crucial. Utilizing competitor research, AI writing tools, and SEO optimization can significantly impact website traffic and lead generation. 00:44:58 - Importance of Playing the Long Tail Game in SEO Mario emphasizes the need to play the long tail game in SEO and cautions against using AI writers without human input. He stresses the importance of creating content in a pillar cluster model and mentions the use of URL Monitor to speed up content indexing. 00:46:25 - Utilizing Tools for SEO Success Mario discusses his use of URL Monitor to expedite content indexing and ensure it complies with Google's guidelines. He highlights the value of small tools and techniques in enhancing SEO efforts and emphasizes the need for a long-term SEO strategy. 00:47:59 - Building Domain Authority and Monetizing Website Traffic Mario explains the significance of building domain authority through high website traffic, making it a valuable asset for potential sale or monetization. He mentions selling backlinks and the importance of distinguishing short-term and long-term marketing strategies for lead development. 00:49:40 - Leveraging AI for Customer Sentiment Analysis Mario discusses the role of AI in analyzing customer sentiment and the importance of optimizing strategies with data. He emphasizes the need for businesses to leverage customer sentiment analytics and optimize their approaches based on feedback and data insights. 00:50:11 - Challenges and Importance of Analytics in Marketing Mario shares his challenges with data inconsistencies across multiple analytics platforms and the importance of analyzing key performance indicators (KPIs) for small businesses. He stresses the need to focus on organic traffic, lead conversion, and revenue growth for effective marketing strategies.

The resources mentioned in this episode are:

• Check out the Miller Hyman sales training program for comprehensive sales training and education.

• Type in sales referral to find a great article from Vengreso on how to get referrals from within your network.

• Visit the Vengreso YouTube channel for videos on sales referral strategies and other valuable sales training content.

• Explore Surfer SEO for optimizing your website content and improving your search engine ranking.

• Consider using URL Monitor to expedite the indexing of your website pages on Google for faster visibility and traffic growth.

Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership.

If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation!

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes.

This is Jon Freeman's story:

Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance.

In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams.

Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills.

Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman

This week's special guest is Jon Freeman

Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales professionals seeking to navigate the challenges of objection coaching.

In this episode, you will be able to:

• Master objection handling techniques to close more sales and boost team performance.

• Cultivate lasting customer connections that drive loyalty and repeat business.

• Navigate the fine line between managing a team and being a successful salesperson.

• Leverage cutting-edge technology to supercharge your sales approach and stay ahead of the competition.

• Embrace integrity as the cornerstone of successful and sustainable sales relationships.

The key moments in this episode are: 00:00:00 - Overcoming Objections in Sales Coaching 00:01:38 - Jon's Background and Innerspace.io 00:06:45 - Juicy Personal Story 00:09:56 - Coaching Sales Teams to Overcome Objections 00:13:33 - Practical Strategies for Sales Coaching 00:14:37 - Importance of Sales Guide and FAQ Document 00:15:26 - Dealing with Objections and Rejections 00:17:32 - Identifying Ideal Customers 00:20:23 - Testing and Iterating in Sales 00:25:49 - Selling New and Innovative Solutions 00:28:16 - The turning point in sales and statistics 00:33:24 - Importance of emotion in sales 00:35:09 - Building long-term relationships 00:36:56 - Balancing quotas and relationships 00:40:36 - Focus on the customer 00:41:33 - Challenges in Enterprise Sales 00:42:00 - Measuring Sales Team Performance 00:43:31 - Industry-Specific KPIs 00:44:15 - Tracking KPIs 00:45:04 - Connecting with Jon

Timestamped summary of this episode: 00:00:00 - Overcoming Objections in Sales Coaching Jon discusses the challenge of coaching sales teams to overcome objections and emphasizes the importance of understanding individual mental maps and using the Socratic method to help sales reps navigate objections effectively. 00:01:38 - Jon's Background and Innerspace.io Jon shares his accidental journey into sales and introduces Innerspace.io, a company specializing in locationing using existing wifi systems to solve organizational challenges and improve productivity. 00:06:45 - Juicy Personal Story Jon reveals his background as a figure skater and being invited to the first U.S. luge team, highlighting his early competitive spirit and the decision not to pursue the opportunity due to family attachment. 00:09:56 - Coaching Sales Teams to Overcome Objections Jon emphasizes the need for sales leaders to understand and respect individual sales reps' unique mental maps, use the Socratic method, and focus on the prospect's point of view to effectively coach them in overcoming objections. 00:13:33 - Practical Strategies for Sales Coaching Jon provides practical strategies for sales coaching, including creating a list of common questions and answers, leveraging the knowledge of top sales reps, and encouraging active listening and empathy to understand the prospect's perspective. 00:14:37 - Importance of Sales Guide and FAQ Document Jon emphasizes the importance of including a QA document in the sales guide for coaching sales reps. He also highlights the misconception CEOs have about the sales guide. 00:15:26 - Dealing with Objections and Rejections Jon shares a humorous yet frustrating experience of facing objections and rejections, including an instance where a prospect responded with a rude message. Mario empathizes with the challenges of handling such situations. 00:17:32 - Identifying Ideal Customers The discussion shifts to the importance of not wasting time on "dumb" customers and using judgment to recognize unproductive interactions. Jon emphasizes the need to recognize when to give up on certain prospects. 00:20:23 - Testing and Iterating in Sales Jon draws insights from statistics and marketing courses, highlighting the significance of testing, especially when selling a new product or targeting a new audience. He stresses the need for continuous iteration and adaptation in the sales process. 00:25:49 - Selling New and Innovative Solutions Jon shares his experience of selling new, innovative solutions and highlights the unique skill set required for such sales. He advises managers to carefully select sales reps for selling new products and emphasizes the importance of early adoption in such scenarios. 00:28:16 - The turning point in sales and statistics Mario shares his experience of struggling in statistics and how it led him to realize his path in sales. He also talks about the importance of perseverance and seeking help when facing challenges. 00:33:24 - Importance of emotion in sales Jon emphasizes the significance of conveying genuine care and emotion in sales interactions. He discusses the impact of sincerity and emotional connection on customer relationships and decision-making. 00:35:09 - Building long-term relationships Mario reflects on the importance of building long-term relationships with clients, highlighting the lasting impact of genuine appreciation and maintaining contact with individuals, even beyond immediate sales transactions. 00:36:56 - Balancing quotas and relationships Jon discusses the balance between meeting sales quotas and building long-term relationships with clients. He underscores the importance of integrity, efficiency, and assertiveness in sales interactions, while also prioritizing long-term value and connections. 00:40:36 - Focus on the customer The conversation concludes with a focus on prioritizing the customer and recognizing the significance of understanding the sales cycle. Mario emphasizes the need to align sales efforts with addressing customer needs, while Jon highlights the role of prospecting, engagement, and problem-solving in sales leadership. 00:41:33 - Challenges in Enterprise Sales Jon discusses the challenges of selling to large enterprise customers, highlighting the lengthy sales process and the complexity of B2B sales. He questions the effectiveness of current sales metrics in this environment. 00:42:00 - Measuring Sales Team Performance Jon emphasizes the importance of tailoring metrics to the experience level and situation of sales reps. He suggests measuring prospecting for new reps and various funnel stages for different types of sales. 00:43:31 - Industry-Specific KPIs Jon stresses the importance of industry-specific KPIs, such as measuring contacts in a company for big ticket items or tracking funnel stages for single transaction sales. He advocates for competition and coaching based on KPI performance. 00:44:15 - Tracking KPIs Jon advocates for tracking as many KPIs as possible and ensuring transparency with reps. He advises using dashboards and discussing KPIs in weekly calls. Jon also emphasizes the need to promote good behavior and take responsibility for underperforming reps. 00:45:04 - Connecting with Jon Jon shares his contact information and willingness to connect with sales professionals. He encourages personalized connection requests and emphasizes the importance of reaching out with a clear purpose.

Winning Customer Loyalty Building strong relationships with clients is essential for long-term success in sales, as loyal customers are more likely to make repeat purchases and recommend your business to others. Overcoming objections through effective coaching helps to establish trust and credibility with customers, ultimately winning their loyalty. Sales leaders must focus on coaching their teams to prioritize customer relationships over short-term gains.

Leading vs. Selling Sales coaching should emphasize the importance of leading prospects through the sales process rather than simply focusing on making a sale. By guiding prospects with empathy and understanding, sales teams can create meaningful interactions that lead to conversions. Coaching sales reps to adopt a leadership mindset helps them build rapport, address objections, and ultimately close more deals.

The resources mentioned in this episode are:

• Connect with Jon Freeman on LinkedIn and mention that you heard him on the Modern Selling podcast with Mario Martinez Jr. to establish a personalized connection request.

• Check out Jon Freeman's Twitter profile and follow him for valuable insights and updates on sales and sales management.

• If you're interested in reaching out to Jon Freeman, make sure to personalize your connection request on LinkedIn and mention whether you liked or hated the movie Megalopolis.

• Download FlyMSG at flymsg.io for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

• Watch the movie The Graduate for a classic coming-of-age story and immerse yourself in the timeless tale that Jon Freeman enjoys.

Are you ready for a mind-blowing revelation that will completely change your perspective on modern selling techniques? Get ready to uncover the unexpected truth that will revolutionize the way you engage with your customers and close more deals. Stay tuned to find out how to transform your sales approach and elevate your success to new heights.

Do you want to increase your sales effectiveness and build stronger relationships with your customers? If you're ready to discover the solution to achieving that result, stay tuned for an engaging and insightful approach that will transform your selling techniques and resilience. Let's dive in and elevate your sales game together!

Have you ever felt like you're putting in all the effort but not getting the results you want? Maybe you've been told to smile and push through, but deep down, you're feeling the frustration of not making real connections and closing deals. If this sounds familiar, you're not alone. Let's break through the ineffective advice and turn your sales game around for increased effectiveness and stronger relationships. It's time to shake off the old ways and embrace a new approach that brings real results. Are you ready to transform your sales game?

This is Gail Kasper's story:

Gail Kasper's initiation into the world of sales was an unexpected fusion of family influence and personal experiences. Growing up with a father who possessed a natural knack for sales, Gail observed and absorbed the art of selling from a young age. However, it was her hands-on experience on the front lines, starting as a receptionist and later evolving into a managerial role, that truly cemented her understanding of the sales process. From selling appliances in California to navigating the complex world of training programs, Gail's journey is a testament to perseverance and adaptability.

Overcoming abrupt career transitions, including a sudden leap into entrepreneurship after being let go from a job, Gail learned firsthand the significance of agility and continuous growth in the fast-paced realm of modern sales. Her narrative not only showcases her sharpened sales acumen but also underscores the pivotal role of effective leadership in driving sales success. Gail's compelling journey serves as a guiding light, illustrating how embracing change and unwavering commitment can pave the way for triumph in the dynamic landscape of sales.

Stop selling. Back up. Slow down. Take control of the call. Position yourself as not ready to jump, but actually pulling back on the sale. - Gail Kasper

My special guest is Gail Kasper

Gail Kasper, an accomplished TV host, author, and master sales trainer, brings her dynamic expertise to the Modern Selling Podcast. She has empowered teams within Fortune 500 and multibillion-dollar companies, enhancing their sales and public speaking skills. Gail's journey, which began with her dropping out of college at 19 and working her way up the corporate ladder through resilience and determination, provides a unique perspective on the sales profession. Her recent book, "Sell Like a Cockatoo," showcases her innovative approach to sales techniques, offering valuable insights for sales professionals seeking to strengthen engagement and resilience. With her blend of experience, authenticity, and success, Gail Kasper is poised to offer a fresh and impactful perspective on effective sales techniques for modern selling.

In this episode, you will be able to:

• Master modern selling techniques to close more deals and boost your sales performance.

• Cultivate genuine customer relationships that drive loyalty and repeat business.

• Overcome sales objections with savvy strategies that turn challenges into opportunities.

• Harness the power of personalization to make your sales outreach stand out and resonate with prospects.

• Adapt your sales strategies for virtual environments to thrive in the digital marketplace.

The key moments in this episode are: 00:00:00 - The Importance of Genuine Communication in Sales 00:01:11 - Gail's Background and Expertise 00:03:18 - Gail's Book "Sell Like a Cockatoo" 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story 00:07:04 - The Evolution of Sales and the Modern Buyer 00:13:14 - Building Strong Relationships in Sales 00:14:26 - Climbing the Ladder in Sales 00:15:34 - Utilizing Modern Sales Techniques 00:20:10 - The Concept of "Sell Like a Cockatoo" 00:25:14 - Overcoming Sales Challenges 00:26:30 - The Art of Sales as the Art of Helping 00:28:38 - Selling to the Business Pain 00:29:02 - Helper Mode in Sales 00:31:53 - Sales Process on Steroids 00:37:44 - The Future of Selling 00:40:53 - Impact of Automation on Social Media Platforms 00:42:27 - Functioning vs. Engaging in Sales 00:43:20 - How to Connect with Gail Kasper 00:44:11 - Favorite Movie Discussion 00:46:18 - Conclusion and Call to Action

Timestamped summary of this episode: 00:00:00 - The Importance of Genuine Communication in Sales Gail emphasizes the need for genuine communication in sales, advising salespeople to listen actively to customers to understand their needs and provide tailored solutions. 00:01:11 - Gail's Background and Expertise Gail shares her journey from dropping out of college to becoming a TV host, author, and master sales trainer. She highlights her experience working with Fortune 500 companies to enhance their sales and communication skills. 00:03:18 - Gail's Book "Sell Like a Cockatoo" Gail discusses her recent book release, "Sell Like a Cockatoo," and encourages listeners to explore its insights into modern sales strategies and techniques. 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story Gail reveals her surprising introverted nature despite her public persona and shares the intriguing story of meeting her first husband through a wrong number call, leading to a unique relationship. 00:07:04 - The Evolution of Sales and the Modern Buyer Gail and Mario discuss the changing landscape of sales, highlighting the need for sales reps to adapt to the preferences of modern buyers and engage with them through various channels to build meaningful connections and secure sales opportunities. 00:13:14 - Building Strong Relationships in Sales Gail discusses the importance of building strong relationships with customers and suppliers, emphasizing the need to elevate relationships, focus on building rapport, and maintain a positive mindset towards sales interactions. 00:14:26 - Climbing the Ladder in Sales Gail emphasizes the importance of getting educated in sales leadership and management, highlighting the shift in responsibilities from pursuing business to managing people. She stresses the need for leaders to relate to their teams and provide the necessary tools for growth. 00:15:34 - Utilizing Modern Sales Techniques Gail discusses the importance of adapting to modern sales techniques, such as personalized communication on LinkedIn and the use of prospecting videos. She emphasizes the significance of visual and auditory cues in video communication. 00:20:10 - The Concept of "Sell Like a Cockatoo" Gail explains the concept of "Sell Like a Cockatoo," drawing parallels between cockatoos and sales professionals. She highlights the importance of adaptability, building long-term relationships, and maintaining consistency in sales efforts. 00:25:14 - Overcoming Sales Challenges Gail emphasizes the need to shift from a sales-focused approach to a customer-focused approach. She advises sales professionals to take control of sales calls, prioritize understanding the customer's needs, and engage in genuine conversations to build rapport and trust. 00:26:30 - The Art of Sales as the Art of Helping Sales is about building strong relationships and solving business problems. Gail emphasizes the importance of understanding and addressing the customer's needs and pain points. 00:28:38 - Selling to the Business Pain Gail discusses the significance of selling to the business pain and problem-solving approach. She emphasizes the importance of understanding the value proposition and addressing objections with value statements. 00:29:02 - Helper Mode in Sales Gail highlights the challenge of maintaining a helper mindset while dealing with financial pressures and stresses the importance of focusing on the bigger picture to foster a helpful approach in sales. 00:31:53 - Sales Process on Steroids Gail emphasizes the need for elevating the sales process and incorporating patience in the process. She stresses the importance of multiple touchpoints, building relationships, and maintaining positive energy momentum throughout the sales cycle. 00:37:44 - The Future of Selling Gail predicts a shift towards emphasizing live human interaction, communication skills, and relationship-building in the future of selling. She warns against excessive automation and advocates for personalized touchpoints and genuine engagement in sales efforts. 00:40:53 - Impact of Automation on Social Media Platforms Gail and Mario discuss how automation has reduced the effectiveness of social media platforms. They talk about the saturation of social media with seemingly perfect lives and the need for personalization in sales. 00:42:27 - Functioning vs. Engaging in Sales Gail shares a social media post about "functioning" and relates it to sales, emphasizing the need to move beyond just functioning and truly engage with buyers in a meaningful way. 00:43:20 - How to Connect with Gail Kasper Gail provides her social media handles and website for connecting with her. She also offers a special download for the audience related to closing more deals. 00:44:11 - Favorite Movie Discussion Gail and Mario discuss their all-time favorite movies, with Mario revealing his love for "The Goonies" and Gail mentioning "Shawshank Redemption." They talk about the impact and inspiration from these movies. 00:46:18 - Conclusion and Call to Action Mario wraps up the podcast, encouraging listeners to leave a review and download FlyMSG for productivity. He thanks the audience and signs off with a "good selling."

Building Genuine Customer Relationships Building genuine customer relationships is crucial in today's sales environment. Gail Kasper emphasized the importance of personalization and authenticity, stressing the need for effort and the absence of shortcuts in connecting with potential clients. Understanding the customer's needs, providing value, and maintaining strong relationships are key elements in effective sales techniques.

Mastering Effective Sales Techniques In the realm of modern selling, mastering effective sales techniques is essential for success. Sales professionals must adapt and continuously learn to stay ahead in the ever-evolving sales landscape. Gail Kasper's experiences highlighted the challenges of sales, emphasizing the need for resilience and determination in building a successful business.

Overcoming Sales Objections Overcoming sales objections is a critical aspect of successful selling. Sales professionals need to be resilient and persistent in their approach, similar to a broken sink that keeps functioning. Gail Kasper's insights on perseverance and consistency underscore the importance of resilience in addressing challenges and objections in the sales process.

The resources mentioned in this episode are:

• To connect with Gail Kasper, visit her on Facebook and Twitter at Gail Kasper Fans, and on Instagram at Gail Kasper.

• For a special download of The Three Most Overlooked Sales Tools That Close More Deals, visit offer.GailKasper.com/podcast-gift.

• To save 20 hours or more in a month and increase productivity, download FlyMSG for free at flymsg.io.

If you're feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! Are you using the right tools to measure your sales team's success?

Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It's time to rethink your sales tool strategy.

Are you tired of spending hours crafting personalized messages only to get minimal results? Let's turn that frustration into success. Keep reading to find out how.

In a captivating narrative, Mike Curliss, the VP of Sales, shares his eye-opening journey of grappling with the daunting task of improving email engagement rates. He paints a vivid picture of the challenges faced when buyers questioned his location during conference calls, igniting a quest for innovative solutions. With a hint of nostalgia, Mike reflects on the timeless advice from his mentor about the significance of personal connections, drawing parallels to the modern virtual world. Through engaging storytelling, he unveils the pivotal role of virtual backgrounds in sparking conversations and establishing rapport in the digital landscape.

As he delves into the art of personalization and delivering value in email prospecting, Mike's insights resonate deeply, offering a compelling narrative of the struggles and triumphs in the realm of modern sales strategies. His tale serves as an inspiring beacon for sales professionals, offering valuable tips and lessons learned from navigating the complexities of prospecting and fostering genuine engagement in an ever-evolving digital landscape.

A fool with a tool is still a fool. - Mario Martinez Jr.

In today's episode, we feature a webinar between our CEO Mario Martinez Jr, and Mike Curliss is the Vice President of Sales at Maximizer, bringing extensive experience in CRM utilization and sales strategy development. With a career spanning over two decades, Mike has established himself as a seasoned professional in leveraging collaboration tools to enhance sales team productivity and customer engagement. His expertise lies in driving successful prospecting efforts and improving email engagement rates, making his insights crucial for sales professionals aiming to elevate their prospecting effectiveness and communication strategies.

In this episode, you will be able to:

• Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects' inboxes.

• Elevate Sales Call Presence: Uncover the power of using virtual backgrounds to create a professional and engaging environment in sales calls.

• Streamline Sales Strategy: Discover the seamless integration of CRM systems to supercharge your sales strategy and drive better results.

• Maximize Omnichannel Engagement: Master the art of omnichannel sales engagement strategies to connect with prospects across various touchpoints.

• Measure Sales Tool Impact: Uncover effective ways to measure the ROI of your sales tools and optimize your sales efforts for success.

The key moments in this episode are: 00:00:00 - Challenges with Email Prospecting 00:03:29 - Importance of Virtual Backgrounds 00:04:18 - Using Teams for Collaboration 00:07:34 - Enhancing Email Engagement 00:13:46 - Efficient CRM Integration with Outlook 00:14:15 - Maximizing CRM Integration with Outlook 00:15:14 - Leveraging LinkedIn for Sales Outreach 00:17:50 - Applying Sales Methodology to Multiple Channels 00:19:22 - Building Effective Referral Networks 00:23:31 - Balancing Automation and Personalization 00:28:58 - Applying Sales Principles to Social Media Channels 00:29:56 - Role of TikTok in B2B Sales 00:31:35 - Integrating Tools with CRM for Sales Leaders 00:35:24 - Strategies for Increasing Sales Rep Productivity 00:42:31 - Improving Buyer Engagement through Omnichannel Strategy 00:43:11 - Importance of Multi-Channel Selling 00:44:14 - Evolving Touch Point Strategies 00:45:49 - Utilizing Video for Engagement 00:47:28 - Importance of Inbound Leads and Follow-up

Timestamped summary of this episode: 00:00:00 - Challenges with Email Prospecting Mario discusses the challenges of email prospecting, with less than 3% engagement rate. Personalization, value, and a call to action are highlighted as key factors to improve email response rates. 00:03:29 - Importance of Virtual Backgrounds Mario emphasizes the importance of virtual backgrounds in sales conversations, sharing how it can engage buyers and start conversations. Personalization to the individual and value delivery are key elements for successful engagement. 00:04:18 - Using Teams for Collaboration Mike shares insights on using Teams for communication and integration, both internally and externally. He emphasizes the importance of visibility, quick information sharing, and integration with CRM for effective collaboration. 00:07:34 - Enhancing Email Engagement Mario provides tips for enhancing email engagement, including the PBC sales methodology, with personalization, value delivery, and a call to action. Efficient use of emails within a CRM and meeting users where they work are also highlighted. 00:13:46 - Efficient CRM Integration with Outlook Mike discusses efficient CRM integration with Outlook to meet users where they work. He emphasizes the importance of syncing up information and allowing sales reps to operate in their preferred workspace for maximum efficiency. 00:14:15 - Maximizing CRM Integration with Outlook Mike discusses the importance of integrating CRM with Outlook to streamline sales reps' administrative tasks. He emphasizes the need for sales leaders to see all activities in the CRM for better oversight and productivity. 00:15:14 - Leveraging LinkedIn for Sales Outreach The conversation delves into the significance of using LinkedIn for B2B sales outreach. Mike highlights the need for personalized and targeted communication on LinkedIn to warm up potential buyers and increase engagement. 00:17:50 - Applying Sales Methodology to Multiple Channels The discussion focuses on the application of the PVC sales methodology to different communication channels. Emphasizing the need to personalize and engage across various platforms, the conversation underscores the importance of understanding buyer preferences. 00:19:22 - Building Effective Referral Networks The conversation emphasizes the power of referrals in sales and the significance of earning the right to make requests on LinkedIn. Mike and Mario discuss the benefits of utilizing referrals and introductions to enhance sales effectiveness. 00:23:31 - Balancing Automation and Personalization Mario provides insights into striking the right balance between automation and personalization in sales outreach. The conversation highlights the importance of leveraging automation tools while ensuring a personalized touch to stand out from the crowd. 00:28:58 - Applying Sales Principles to Social Media Channels The conversation discusses how the sales tips shared are applicable to various social media channels like Facebook, TikTok, and Instagram. The key takeaway is that building relationships with customers remains crucial regardless of the platform. 00:29:56 - Role of TikTok in B2B Sales The conversation delves into the influence of platforms like TikTok, Instagram, and Facebook on B2B purchasing decisions. It emphasizes the need for businesses to leverage these channels to warm up buyers and influence their buying decisions. 00:31:35 - Integrating Tools with CRM for Sales Leaders The discussion focuses on the importance of integrating tools directly with CRM to drive increased outcomes and revenue. It highlights the core functionalities of a CRM and the tools that can be added for enhanced functionality. 00:35:24 - Strategies for Increasing Sales Rep Productivity The conversation addresses the challenge of sales reps not having enough selling time and emphasizes the need to reduce non-strategic activities. It introduces the concept of using tools like FlyMSG to increase productivity. 00:42:31 - Improving Buyer Engagement through Omnichannel Strategy The conversation emphasizes the importance of omnichannel engagement and prospecting strategy for improving buyer engagement. It highlights the need to go beyond traditional channels like phone and email to engage buyers where they are. 00:43:11 - Importance of Multi-Channel Selling Using multiple channels can increase buyer engagement by up to 40%. Cadence, content, and engagement strategies are crucial for soliciting a response from buyers. 00:44:14 - Evolving Touch Point Strategies Pre-Covid, 8-12 touch points were needed for a response. Now, it's 12-18 touch points due to increased digital communication channels. It's essential to adapt and experiment with touch point strategies. 00:45:49 - Utilizing Video for Engagement Video is a powerful tool for engaging buyers, utilizing visual and auditory senses. It's important for sales reps to use video effectively, including positioning the play button strategically and making a positive first impression. 00:47:28 - Importance of Inbound Leads and Follow-up Responding to inbound leads within the first five minutes is crucial for success. Additionally, following up at least six times increases engagement by 90%. Personalized and sincere interactions with prospects are essential for standing out from competitors.

Streamline Sales Strategy Streamlining sales strategy involves integrating CRM tools with various communication platforms and leveraging AI to enhance sales processes and efficiency. Effectively measuring the ROI of sales tools requires proper integration, user adoption, and leveraging tools to their full potential to drive efficiencies in sales strategies. Adapting sales strategies to align with changing buyer behaviors, utilizing video for personalized selling, and emphasizing human intent in sales activities are key components of streamlining sales strategy

Elevate Sales Call Presence Enhancing sales call presence involves leveraging various communication channels, including email, LinkedIn, voicemails, text messaging, and video messages, to engage with potential buyers effectively. Utilizing CRM tools, social media platforms, and AI can optimize sales team productivity and enhance engagement with potential buyers during sales calls. Understanding buyer cadence and tailoring sales approaches across different channels can elevate sales call presence and improve buyer engagement in a competitive digital landscape.

Boost Email Engagement Elevating email engagement rates is crucial for successful prospecting efforts, as low response rates hinder sales teams' ability to connect with potential buyers effectively. Implementing personalized, value-driven, and concise email communication strategies can significantly boost email engagement and capture the attention of recipients. By focusing on personalization, value, and clear calls to action in emails, sales professionals can increase their chances of eliciting responses and driving meaningful conversations with target buyers.

The resources mentioned in this episode are:

• Download the 43-page prospecting guide for an interactive prospecting guide to improve buyer engagement. The guide provides valuable insights and strategies to enhance your prospecting efforts.

• Check out the article on the ROI of sales tools to learn how to measure the return on investment of the tools you're using. Gain valuable insights on identifying tools that drive results and how to effectively measure their impact.

• Explore FlyMSG, a free text expander and personal writing assistant that can help you save 20 hours or more in a month and increase your productivity. Download it now to experience its benefits.

• Access the guide on LinkedIn commenting to learn effective strategies for engaging on LinkedIn. Enhance your social selling skills and improve your engagement with potential buyers on the platform.

• Utilize the prospecting guide and the article on the ROI of sales tools to optimize your sales strategies and improve buyer engagement. These resources offer practical insights and actionable steps to drive better results in your sales efforts.

If you're feeling frustrated by the long sales cycle and struggling to convince potential clients of the value of your complex solution, then you are not alone! Many sales leaders are facing the challenge of helping their sales teams navigate this complex environment and close deals effectively.

Unexpected twist: Imagine a sales leader who's also a reserve deputy and a private pilot! Sounds like a character straight out of a movie, right? But this leader is real, and his insights are just as thrilling as his adventures. Want to know more about his unique approach to sales? Stay tuned to discover the unexpected secrets of this extraordinary sales leader's journey.

Overcoming Complex Sales Environment Challenges Overcoming challenges in a complex sales environment involves understanding outcome-based desires and offering integrated solutions. Identifying and engaging with various buying influencers, such as economic buyers and technical influencers, is crucial for closing deals successfully. Navigating through gatekeepers to access key decision-makers requires earning trust and guidance for progress in the sales process.

This is Stephen Kowal's story: Stephen Kowal's journey into effective sales leadership strategies is a captivating story of transition and passion. After spending 35 years in sales, including a significant tenure at a Fortune 500 company, Stephen's life took an unexpected turn during the pandemic. Moving his family to Montana, he initially thought he was done with selling. However, the allure of a remarkable company, Nextivity, reignited his passion.

Nextivity's innovative technology and the potential to make a substantial impact in the industry drew Stephen back in from what he humorously refers to as a "midlife sabbatical." His enthusiasm for the company's work is palpable, and his dedication to the role shines through as he describes their solutions for enhancing cellular coverage in buildings. Stephen's story is one of resilience, adaptation, and an unwavering commitment to driving positive change, making him a truly inspiring figure in the world of sales leadership.

I view change as excitement. I hire people that view changes as excitement. - Stephen Kowal

With over 35 years in sales, Stephen Kowal, the chief commercial officer at nextivity, boasts a wealth of experience in driving sales team performance and navigating complex sales environments. His impressive background includes leading a large sales team at a Fortune 500 company and making a significant impact in the telecommunications industry. Beyond his professional achievements, Stephen's passion for adventure, including being an Ironman and a reserve deputy in Montana, adds a unique and dynamic perspective to his expertise. As a guest, his insights promise to offer a refreshing blend of practical wisdom and real-world experience in sales leadership strategies.

In this episode, you will be able to:

• Master effective sales leadership strategies that can transform your team's performance and drive unprecedented growth.

• Discover the key elements of building a successful channel sales model that can exponentially expand your reach and revenue.

• Overcome the most complex challenges in the sales environment and emerge victorious with powerful strategies and insights.

• Uncover the undeniable importance of sales methodology training and how it can revolutionize your team's approach to closing deals.

• Learn how to motivate your sales teams to consistently achieve and exceed their quotas, fostering a culture of success and high performance.

The key moments in this episode are: 00:00:00 - Importance of Alignment and Delegation 00:01:00 - Background and Role of Stephen Kowal 00:03:19 - Collaborating with Major Carriers 00:06:28 - Evolving Sales Strategies in Complex Solution Selling 00:11:48 - Importance of Establishing a Coach 00:13:18 - Understanding the Personal Lens in Sales Pitch 00:14:57 - Utilizing CRM for Sales Accountability 00:17:31 - Leadership Lessons for Managing Diverse Global Teams 00:19:22 - Transparency and Communication in Unsettled Times 00:23:30 - Scaling Sales Organizations for Growth 00:27:09 - Negotiating a Contract 00:29:06 - Lessons for Sales Leaders 00:33:59 - Investing in Current Sales Team 00:37:41 - Challenges in Selling Complex Solutions 00:40:52 - Embracing Change and Building a Dynamic Sales Team 00:41:10 - Adapting to New Technology and Generational Differences 00:42:08 - Success in Mentoring Early Sellers 00:43:01 - Connecting Through LinkedIn and Professional Networking 00:43:50 - Personal Interests and Building Rapport

Timestamped summary of this episode: 00:00:00 - Importance of Alignment and Delegation Stephen emphasizes the importance of speaking the same language internally and being aligned around the same goal. He also highlights the value of delegating decision-making to other people rather than doing it all yourself. 00:01:00 - Background and Role of Stephen Kowal Stephen shares his background as a 35-year veteran of sales and his current role as the Chief Commercial Officer at Nextivity. He also provides an overview of Nextivity's focus on providing coverage solutions for buildings. 00:03:19 - Collaborating with Major Carriers Stephen discusses Nextivity's partnership with major carriers to provide simple, easy-to-deploy solutions for in-building cellular coverage. He emphasizes the importance of ensuring that cell phones work seamlessly both inside and outside buildings. 00:06:28 - Evolving Sales Strategies in Complex Solution Selling Stephen reflects on the evolving complexities in selling strategies, particularly in complex solution selling. He highlights the need to focus on outcome-based desires and the increasing number of people with veto power in the decision-making process. 00:11:48 - Importance of Establishing a Coach Stephen emphasizes the importance of establishing a coach within an organization, particularly when the decision-making process involves multiple buying influences. He highlights the significance of finding someone with a personal problem that aligns with the solution being offered. 00:13:18 - Understanding the Personal Lens in Sales Pitch Stephen discusses the importance of understanding people's personal wins and aligning sales pitches to their incentives and measurements for quicker responses. 00:14:57 - Utilizing CRM for Sales Accountability Stephen emphasizes the need for a CRM that allows sellers to track key roles in opportunities and underscores the importance of managerial reviews for accountable sales practices. 00:17:31 - Leadership Lessons for Managing Diverse Global Teams Stephen highlights the importance of speaking the same language internally and sharing a common vision that aligns with the organization's goals for effective leadership in diverse global teams. 00:19:22 - Transparency and Communication in Unsettled Times Stephen stresses the significance of transparent communication, even in challenging times, and the need to put a plan in front of employees to foster trust and collaboration. 00:23:30 - Scaling Sales Organizations for Growth Stephen discusses the role of channels as a great multiplier for scaling sales organizations and driving growth, along with the use of contract sellers to enter specific markets and verticals for effective expansion. 00:27:09 - Negotiating a Contract Stephen recounts negotiating a $30,000 contract and the importance of knowing when to stop negotiating. 00:29:06 - Lessons for Sales Leaders Stephen shares the importance of training, aligning leadership around vision and goals, and learning from wins and losses to manage and motivate the sales team. 00:33:59 - Investing in Current Sales Team Stephen emphasizes the value of investing in the current sales team for faster profitability, rather than constantly hiring new hot shots who may not stay long-term. 00:37:41 - Challenges in Selling Complex Solutions Stephen discusses the challenges of selling complex solutions, such as convincing enterprises of their need and responsibility in a complex sales process with long cycles. 00:40:52 - Embracing Change and Building a Dynamic Sales Team Stephen shares his perspective on change, hiring people who view change as excitement, and the importance of a diverse sales team to stay energized in a complex sales environment. 00:41:10 - Adapting to New Technology and Generational Differences Stephen discusses the cultural shift in technology and the generational gap in the sales industry, emphasizing the value of diverse perspectives and learning from each other. 00:42:08 - Success in Mentoring Early Sellers Stephen highlights the success of mentoring early sellers and seeing them thrive in their careers, showcasing the impact of bringing in fresh perspectives and knowledge to an organization. 00:43:01 - Connecting Through LinkedIn and Professional Networking Stephen talks about the benefits of using LinkedIn for professional networking, staying updated with industry trends, and the value of connecting with like-minded professionals on the platform. 00:43:50 - Personal Interests and Building Rapport Stephen shares his love for the movie "Tombstone" and its reflection of his interest in the old west, offering a personal insight into his hobbies and background.

Mastering Effective Sales Leadership Effective sales leadership involves aligning the sales team around a common sales methodology to drive unity and success. Transparent and empathetic communication is crucial in leadership to build trust and rally the team towards common goals. Leveraging channel partnerships can be a great multiplier for scaling a sales organization and driving growth.

Building a Successful Channel Sales Model Building a successful channel sales model requires enabling and incentivizing channel partners for mutual success. Managing indirect sales channels differs from direct sales employee management, necessitating tailored strategies. Channel partnerships can play a pivotal role in scaling a sales organization and reaching diverse markets efficiently.

The resources mentioned in this episode are:

• Connect with Stephen Kowal on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.

• Download FlyMSG for free at Flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

If you're feeling lost in a sea of automated sales communication, following generic scripts and hoping for results, then you are not alone! Sales professionals are struggling to stand out and make authentic connections in a world dominated by AI and automation. It's time to break free from the mold and rediscover the power of genuine, personalized communication.

Discover the unexpected reason why authentic sales communication is the key to success. Join me as we unveil the surprising connection between personalization, AI, and the lost art of effective communication. You won't want to miss this eye-opening revelation that will transform the way you approach sales. Stay tuned to uncover the truth behind authentic sales communication and its impact on your success.

The Pitfalls of Automated Sales: Why Personalization Matters

In today’s sales landscape, many professionals rely on automation to handle outreach, often leading to generic and impersonal messages. Chris Caldwell points out that poorly targeted personalization can cause more harm than good, as it fails to connect with prospects on a meaningful level. By simply inserting a name or generic data into a template, sales reps risk dehumanizing the conversation, making the outreach feel robotic. Authenticity, Caldwell stresses, comes from truly understanding your prospect’s needs and providing personalized value, not just superficial details.

This is Chris Caldwell's story:

In this episode of The Modern Selling Podcast, host Mario Martinez Jr. welcomes Chris Caldwell, founder and CEO of Sell As You Are, a sales training and coaching company. Chris's journey from teaching to sales and ultimately founding his own company provides a unique perspective on the challenges facing sales professionals. He emphasizes the crisis of authenticity in sales, shedding light on the impact of dehumanization through technology and the importance of personal agency in maintaining one's unique voice and power in a sales role.

The conversation delves into the significance of authentic and courageous selling, highlighting the need for genuine connections, problem-solving, and personalized communication in today's sales landscape. Chris's insights, drawn from his diverse background and professional expertise, offer valuable lessons for sales professionals, making this episode a must-listen for those seeking to navigate the evolving sales environment with authenticity and success.

The easiest way to define courage or authenticity is the courage to tell the truth. - Chris Caldwell

My special guest is Chris Caldwell

Chris Caldwell, the founder and CEO of Sell as You Are, brings a refreshing blend of teaching and sales expertise to the table. With a background in high school education and coaching, Chris transitioned into the sales realm, where he recognized the critical need for authentic communication in the sales process. Leveraging his experiences, he has developed a keen understanding of the challenges faced by sales professionals and leaders. Chris is dedicated to empowering individuals to infuse their sales strategies with authenticity and conscious awareness, addressing the dehumanization of outreach and the loss of personal agency. His unique perspective and commitment to bridging the gap between structured processes and genuine, powerful communication make him a compelling voice in the sales arena.

In this episode, you will be able to:

• Master Authenticity in Sales Communication: Learn how to build genuine connections with prospects and clients, leading to stronger relationships and increased sales.

• Leverage AI for Personalized Outreach: Discover how artificial intelligence can revolutionize your sales approach, enabling tailored and impactful communication with potential leads.

• Embrace Courage in Professional Sales Conversations: Uncover the power of confidence and bravery in sales interactions, empowering you to navigate challenging discussions with ease.

• Navigate the Impact of Technology on Sales Effectiveness: Explore the influence of technological advancements on modern sales practices and how to adapt for optimal performance.

• Cultivate Trust and Respect in Sales: Uncover strategies to establish trust and respect with clients, paving the way for long-term, mutually beneficial partnerships.

The key moments in this episode are: 00:00:00 - Defining Courage and Authenticity 00:00:20 - Personalization in Sales 00:01:23 - Chris' Background and Unique Fact 00:04:00 - Starting Sell as You Are 00:09:35 - Challenges in Sales 00:15:18 - The Lost Art of Communication 00:19:40 - Authenticity and Courage in Sales 00:22:41 - Tough Conversations in Sales 00:27:30 - The Power of Uncomfortable Conversations 00:29:56 - Prospects Knowing What They Want vs. What They Need 00:30:31 - The Power of Personalization in Sales 00:31:08 - Remaining Effective with Technology 00:33:43 - The Pitfalls of Poorly Targeted Personalization 00:40:04 - The Power of Authenticity in Sales 00:43:07 - Favorite Movie and Comedy Influence 00:45:39 - Appreciating the Genius 00:45:50 - Importance of Ratings and Reviews 00:46:09 - Productivity Tool Recommendation 00:46:40 - Conclusion and Gratitude

Timestamped summary of this episode: 00:00:00 - Defining Courage and Authenticity Chris discusses the definition of courage and authenticity as the courage to tell the truth and the importance of showing up in your power to help others. 00:00:20 - Personalization in Sales Chris talks about the importance of relevant personalization in sales, highlighting the need for genuine personalization and the impact of first impressions on buyers. 00:01:23 - Chris' Background and Unique Fact Mario asks Chris about his background as a teacher and his unique experience with improv and stand-up comedy, shedding light on Chris's journey to the sales world. 00:04:00 - Starting Sell as You Are Chris shares his motivation for starting Sell as You Are, emphasizing the need to blend the energy of process and structure with authenticity and personal power in sales training. 00:09:35 - Challenges in Sales Chris identifies the challenges faced by sales professionals, including the dehumanization of outreach, the loss of personal agency, and the struggle to be authentic in sales interactions. 00:15:18 - The Lost Art of Communication Chris discusses the impact of electronic communication on effective communication, influence, and sales. He emphasizes the importance of having real conversations and guiding them effectively to solve problems in the sales industry. 00:19:40 - Authenticity and Courage in Sales Chris highlights the role of authenticity in sales success and defines it as the courage to tell the truth. He explains how sales professionals often become inauthentic in their behavior to cater to perceived expectations, losing their power in the process. 00:22:41 - Tough Conversations in Sales Mario shares a challenging experience with a client's disengagement, emphasizing the importance of addressing tough issues authentically. Chris adds to the discussion by sharing his own experiences of having tough conversations with clients and the importance of courage in telling clients the truth. 00:27:30 - The Power of Uncomfortable Conversations Chris emphasizes the need for sales professionals to appropriately make people uncomfortable in order to help them. He highlights the value of honest, authentic conversations in expanding perspectives and solving problems effectively for prospects. 00:29:56 - Prospects Knowing What They Want vs. What They Need Chris discusses how prospects often know what they want but may not know what they need. He draws parallels to parenting, emphasizing the role of sales professionals in offering their expertise and expanding prospects' perspectives to help them identify their true needs. 00:30:31 - The Power of Personalization in Sales Chris explains the importance of bringing a personalized approach to sales, using the analogy of maps to illustrate how combining perspectives leads to greater understanding for the prospect. 00:31:08 - Remaining Effective with Technology Mario asks Chris about the changing landscape of technology and how sales professionals can remain effective. Chris emphasizes the need to personalize messages in a genuine way and stand out from the competition. 00:33:43 - The Pitfalls of Poorly Targeted Personalization Chris shares an example of poorly targeted personalization in an email he received, highlighting the importance of relevant personalization and authentic communication to truly connect with prospects. 00:40:04 - The Power of Authenticity in Sales Chris discusses the impact of authenticity in sales messages, emphasizing the need for sellers to be more casual and authentic in their communication to differentiate themselves from AI-generated content. 00:43:07 - Favorite Movie and Comedy Influence Chris shares his all-time favorite movie, "Dumb and Dumber," and discusses how Jim Carrey's comedic genius transformed the genre, influencing a new wave of dumb comedies in the industry. 00:45:39 - Appreciating the Genius Mario and Chris discuss the genius of certain lines in a movie, highlighting the importance of appreciating creativity and wit in storytelling. 00:45:50 - Importance of Ratings and Reviews Mario encourages listeners to give the podcast a five-star rating and review on iTunes, emphasizing the value of feedback in improving the podcast's visibility and reach. 00:46:09 - Productivity Tool Recommendation Mario recommends FlyMSG as a tool to save time and increase productivity, emphasizing the importance of leveraging technology to optimize work efficiency. 00:46:40 - Conclusion and Gratitude Mario expresses gratitude to the listeners and encourages them to tune in to the next episode, emphasizing the importance of continuous learning and improvement in the sales profession.

The Courage to Be Authentic: How Sales Leaders Can Stand Out

Chris Caldwell emphasizes the importance of authenticity in sales by defining it as “the courage to tell the truth.” Sales professionals often feel the pressure to conform to customer expectations, losing their personal voice in the process. Caldwell encourages sales leaders to be courageous in their interactions by embracing their unique style and offering genuine solutions. By doing so, they build trust with their clients and create deeper, more meaningful relationships, which are essential for long-term success in an increasingly automated world.

How AI and Technology Can Support, Not Replace, Salespeople

As technology continues to evolve, the role of AI in sales is becoming more prominent. However, Chris Caldwell explains that while AI can assist with tasks like data analysis and streamlining processes, it cannot replace the human element needed for effective sales communication. Caldwell believes that technology should be used as a tool to enhance personalization, not automate it. By leveraging AI to gather insights and tailor messages, salespeople can craft more thoughtful, impactful outreach, standing out from competitors who rely solely on automated tactics.

The resources mentioned in this episode are:

• Connect with Chris Caldwell on LinkedIn to learn more about his sales training company, Sell As You Are, and engage in valuable sales discussions.

• Reach out to Chris Caldwell via email at [email protected] to inquire about sales training and coaching services for sales professionals and sales leaders.

• Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.

• Watch the movie Dumb and Dumber for a hilarious comedy experience that has influenced a whole genre of dumb comedies.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to support Mario Martinez Jr. and the podcast.