The Modern Selling Podcast

Discover the unexpected family connection behind the email marketing expertise. Dive into Sujan Patel's journey to success and how he and his cousin are taking the entrepreneurial world by storm. Don't miss this surprising revelation!

Want to enhance your cold email strategies and increase engagement? I've got the solution to help you achieve just that. Let's dive deep into optimizing your email game for maximum impact. Get ready to level up your email engagement like never before!

Outbound Prospecting Best Practices Outbound prospecting requires adaptability and creativity to navigate changing email deliverability landscapes. Sales reps should focus on reply rates and personalization to increase engagement with prospects. Employing omni-channel strategies and continuous testing and iteration are crucial for successful outbound prospecting efforts in today's fast-paced sales environment.

This is Sujan Patel's story:

Sujan Patel's journey into the world of modern cold email strategies is a testament to his fearless approach to life. From breaking bones in high school to skydiving and even jumping out of a crashing plane, Sujan embodies the spirit of perseverance and fearlessness. His introduction to the power of effective cold email strategies came through his extensive experience as an entrepreneur and his role at Mailshake. With over 20 years of experience in marketing, working with numerous SaaS, e-commerce, and tech companies, Sujan recognized the need for a different approach to reaching potential clients. This realization led him to delve into the world of cold email strategies, leveraging his expertise to navigate the evolving landscape of email engagement. Sujan's unique journey not only showcases his adventurous spirit but also serves as an inspiring backdrop to his mastery of modern email engagement techniques.

I think I would urge people to just start A/B testing more of their subject lines. And one, at the very least, what it does is it gives you more unique emails, again, counts for less. It's more personalization, effectively. - Sujan Patel

My special guest is Sujan Patel

Sujan Patel, the co-founder of Mailshake, joins me in this episode. With over nine years of experience, Mailshake has engaged with 60,000+ users and sent hundreds of millions of emails. Sujan's expertise in sales, productivity, and sales messaging makes him a domain thought leader. Apart from being an entrepreneur for the last 20 years, he has worked with various SaaS, e-commerce, and tech companies. Sujan's insights and data-driven strategies promise to enhance your cold email game. So, get ready to dive into optimizing your cold email strategies with us.

In this episode, you will be able to:

• Mastering Cold Email Strategies: Unlock the secrets to captivating cold email content and skyrocket your response rates.

• Harnessing AI for Personalized Email: Discover how AI is revolutionizing email personalization and boosting engagement with your prospects.

• Outbound Prospecting Best Practices: Learn the top tactics for finding and connecting with high-quality leads to supercharge your sales pipeline.

• Elevating Email Deliverability: Uncover the key strategies to ensure your emails reach the right inbox and avoid the dreaded spam folder.

• Embracing Omnichannel Sales: Explore the power of omnichannel approaches to connect with prospects across multiple touchpoints and drive conversions.

The key moments in this episode are: 00:00:00 - The Impact of Email Providers on Outbound Prospecting 00:00:47 - Introduction to Mailshake and Sujan Patel's Background 00:03:32 - Thrill-Seeking Side of Sujan Patel 00:09:48 - Challenges in Outbound Prospecting 00:13:16 - Important Strategies for Email Engagement 00:14:10 - Importance of Email Deliverability 00:17:42 - Maximizing Email Volume 00:20:37 - Ideal Email Length 00:25:01 - Personalization Strategies 00:28:27 - Best Time to Schedule Calls 00:28:43 - The Importance of Personalization in Email Outreach 00:30:05 - Subject Line Length and Performance 00:34:08 - Tracking and Permission-based Emails 00:38:58 - Continuous Optimization and Testing 00:41:37 - Outbound Cadence and Touch Points 00:43:13 - Multi-channel Omni Channel Touch Points 00:44:07 - LinkedIn Engagement Strategy 00:45:37 - Power of LinkedIn Follow Button 00:49:59 - Flypos AI and FlyEngage AI

Timestamped summary of this episode: 00:00:00 - The Impact of Email Providers on Outbound Prospecting Sujan Patel discusses how major email providers have cracked down on spam, leading to email throttling and the need for lower volume per email address. He emphasizes the importance of unique copy and the necessity of personalization in emails to increase deliverability. 00:00:47 - Introduction to Mailshake and Sujan Patel's Background Mario Martinez Jr. introduces Sujan Patel as the co-founder of Mailshake and a domain thought leader in sales and productivity. Sujan shares his entrepreneurial journey and experience in sales and B2B go-to-market strategies. 00:03:32 - Thrill-Seeking Side of Sujan Patel Sujan Patel reveals his passion for thrill-seeking activities and shares a harrowing experience of jumping out of a crashing plane during a skydiving trip. His fearlessness and resilience tie into his entrepreneurial mindset. 00:09:48 - Challenges in Outbound Prospecting Sujan Patel addresses the current challenges in outbound prospecting, highlighting the low response rates for emails and the difficulty in reaching buyers, especially with the majority working from home. He emphasizes the need for adjusting email strategies to adapt to these changes. 00:13:16 - Important Strategies for Email Engagement Sujan Patel provides key strategies for improving email engagement, including the importance of personalization, unique copy, and minimizing links and tracking in emails. He emphasizes the need for emails to be tailored to 00:14:10 - Importance of Email Deliverability Sujan emphasizes the significance of the percentage open rate and optimizing against replies rather than clicks. He also mentions the importance of omnichannel outreach for sales effectiveness. 00:17:42 - Maximizing Email Volume Sujan discusses the optimal number of emails to send per day and the use of multiple email addresses and domain names to increase email volume while maintaining deliverability. 00:20:37 - Ideal Email Length Sujan recommends keeping outbound campaign emails between 50 to 75 words for optimal performance. He underscores the importance of brevity for higher engagement and shares his approach to using AI to streamline email content. 00:25:01 - Personalization Strategies Sujan delves into the significance of personalization beyond just using the recipient's name, highlighting the inclusion of job titles and industry-specific pain points. He also emphasizes the need for clear call-to-action and direct communication. 00:28:27 - Best Time to Schedule Calls Sujan shares his insight on the best time to schedule calls and the impact of the day of the week on email response rates. He provides practical tips for effective scheduling to maximize response rates. 00:28:43 - The Importance of Personalization in Email Outreach Sujan emphasizes the need for personalization in email outreach, urging the customization of emails for different segments of people. He stresses the importance of identifying pain points and addressing them in the emails to resonate with the recipients. 00:30:05 - Subject Line Length and Performance Sujan discusses the performance of subject lines, highlighting the shift from one to three word subject lines to longer ones in email marketing. He advises testing different subject line lengths and formats to find what resonates best with the audience. 00:34:08 - Tracking and Permission-based Emails The conversation delves into the issue of tracking and permission-based emails. Sujan expresses his frustration with the overuse of permission-based emails and emphasizes the importance of providing value to recipients. He suggests avoiding links in the first email and only introducing them in subsequent follow-ups after establishing initial engagement. 00:38:58 - Continuous Optimization and Testing Sujan advocates for continuous optimization and A/B testing from the start of an email campaign. He stresses the need for rapid testing and tweaking, making small iterations based on the performance of each batch of emails. Additionally, he discusses the impact of leveraging omni-channel approaches to increase engagement. 00:41:37 - Outbound Cadence and Touch Points The conversation explores the optimal length of an outbound cadence, with Sujan recommending a 45 to 60 day range. He emphasizes the 00:43:13 - Multi-channel Omni Channel Touch Points Sujan and Mario discuss the use of at least four different mediums to achieve successful sequences or cadences, with more than ten touch points being effective. 00:44:07 - LinkedIn Engagement Strategy Sujan shares his strategy for engaging with prospects on LinkedIn, emphasizing the importance of being a thought leader and utilizing multiple touch points before sending a connection request. 00:45:37 - Power of LinkedIn Follow Button Mario highlights the power of the follow button on LinkedIn and the importance of warming up prospects before sending a connection request, as well as the use of AI for social media posts. 00:49:59 - Flyposts AI and FlyEngage AI Sujan and Mario discuss the benefits of using AI tools like Flyposts AI for creating native content and FlyEngage AI for writing comments on LinkedIn, emphasizing the need for contextual relevance in social selling.

Mastering Cold Email Strategies Effective cold email strategies are crucial for engaging with prospects in today's competitive sales landscape. Personalization, brevity, and value-driven content are key elements in crafting successful cold emails. Testing and iterating on different elements such as subject lines, email length, and call-to-action are essential for optimizing email engagement.

Harnessing AI for Personalized Email Utilizing AI technology can enhance the personalization and effectiveness of cold emails. AI tools can analyze data to personalize emails based on recipient preferences and behavior. Automated AI responses can help sales professionals save time and improve engagement with prospects by providing relevant and timely information.

The resources mentioned in this episode are:

• Connect with Sujan Patel on LinkedIn to learn more about his expertise in outbound sales and email deliverability.

• Download Mailshake to optimize your outbound sales cadences and improve your email deliverability.

• Explore Flypost AI to create native content for LinkedIn and engage with your audience effectively.

• Check out FlyMSG to save time and increase productivity with a free text expander and personal writing assistant.

• Watch The Dark Knight, Sujan Patel's all-time favorite movie, for some action-packed entertainment.

Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result.

Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now.

Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach.

Uncover the Power of AI for Sales Success AI in sales is a significant step change, providing valuable insights beyond data. Utilize AI wisely to gain a deeper understanding of buyer psychology and engagement. The potential of AI lies in providing insights and enhancing sales strategies thoughtfully.

Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender.

Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation.

Buyer intelligence is nothing but a way of building that buyer first approach. Because when you walk into a meeting, you spend 30 seconds looking at someone's profile and say, okay, this is what matters to this person. This is what doesn't matter. Hence I should say this, not say that, right? Simple things. It's not about you. Your process, your qualification methodology, your medics, your med pics. No buyer doesn't care. - Amarpreet Kalkat

My special guest is Amarpreet Kalkat

Amarpreet Kalkat is the CEO and founder of Humantic AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach.

In this episode, you will be able to:

• Maximize sales potential with AI-driven strategies.

• Tailor your sales approach to prioritize the buyer's needs.

• Gain valuable insights on leveraging human touch in AI-powered sales.

• Craft personalized messages to resonate with your prospects.

• Uncover the impact of personality insights on driving sales success.

The key moments in this episode are: 00:00:09 - Introduction to AI in Sales 00:03:29 - Buyer First Approach 00:07:34 - Nuanced Approach to AI in Sales 00:10:10 - Leveraging AI for Thoughtful Engagement 00:13:45 - The Challenge of AI SDRs 00:14:49 - The State of AI in Sales 00:16:10 - The Future of AI in Sales 00:17:28 - The Role of AI in Message Preparation 00:19:13 - Risks of AI in Sales 00:27:34 - Importance of Buyer Intelligence 00:29:36 - Importance of Putting Buyers First 00:31:01 - Applying Buyer-First Approach 00:34:55 - Challenges and Solutions in Buyer Insight 00:36:21 - Understanding Buyer's Personality 00:39:38 - Personalized Engagement with Buyers 00:42:36 - Importance of Buyer Intelligence 00:43:07 - Subject Line Performance 00:45:01 - Tactics vs. Concepts 00:46:33 - Generalization in Advice 00:48:35 - All-Time Favorite Movie

Timestamped summary of this episode: 00:00:09 - Introduction to AI in Sales Mario Martinez introduces Amaprit Kalkat, CEO and founder of Humantic AI, to discuss AI and sales personality insights for better buyer engagement. 00:03:29 - Buyer First Approach Amaprit emphasizes the importance of a "buyer first" approach in sales, focusing on understanding buyers at a deeper level and shifting the sales conversation to be more about the buyer. 00:07:34 - Nuanced Approach to AI in Sales Amaprit highlights the need for a nuanced approach to leveraging AI in sales, emphasizing the importance of thoughtful and intelligent automation over "spray and pray" tactics. 00:10:10 - Leveraging AI for Thoughtful Engagement Amaprit discusses the potential of combining multiple signals and insights to personalize sales engagement, moving beyond traditional ICP targeting and focusing on understanding user psychology and psychometrics. 00:13:45 - The Challenge of AI SDRs Mario Martinez and Amaprit discuss the challenges and implications of AI-driven SDRs in sales, addressing the issues of spammy and unthoughtful messaging, and the need for more thoughtful engagement strategies. 00:14:49 - The State of AI in Sales Amarpreet discusses the current state of AI in sales, mentioning that AI SDR is not fully ready but is better than most bad SDRs. 00:16:10 - The Future of AI in Sales The discussion shifts to the future of AI in sales, with Amarpreet emphasizing the importance of human-assisted AI and the potential for AI to coexist with human sales representatives. 00:17:28 - The Role of AI in Message Preparation Amarpreet explores the idea of AI preparing messages for sales outreach, suggesting the possibility of human validation based on personality insights before sending out automated messages. 00:19:13 - Risks of AI in Sales The conversation delves into the risks of AI in sales, including the potential for leaders to replace people with AI without fully understanding its impact on the sales process and the disillusionment surrounding AI's predicted economic impact. 00:27:34 - Importance of Buyer Intelligence Amarpreet introduces the concept of buyer intelligence, emphasizing the significance of understanding buyers at a deeper level and the potential for salespeople to drive revenue by helping buyers buy more effectively. 00:29:36 - Importance of Putting Buyers First Amarpreet emphasizes the significance of prioritizing the buyer's needs and interests in sales. He highlights the effectiveness of a buyer-first approach and shares insights on understanding what matters to each individual buyer. 00:31:01 - Applying Buyer-First Approach Amarpreet illustrates how a seller can apply the buyer-first approach using Humantic's insights. He shares a real-life example of tailoring his communication to align with the specific needs and preferences of a potential customer. 00:34:55 - Challenges and Solutions in Buyer Insight Mario discusses the challenges faced when there are no buyer insights available. Amarpreet acknowledges the limitations and shares how Humantic is working on expanding its data catchment area to capture dynamic buyer intelligence. 00:36:21 - Understanding Buyer's Personality Amarpreet explains the importance of understanding a buyer's personality and how it influences decision-making. He emphasizes the value of dynamic buyer intelligence in capturing real-time insights into a buyer's mood and behavior. 00:39:38 - Personalized Engagement with Buyers Mario and Amarpreet discuss the power of personalized engagement based on a buyer's personality. They highlight the need to tailor communication and interactions to suit individual buyer preferences for effective sales engagement. 00:42:36 - Importance of Buyer Intelligence Amarpreet discusses the necessity of buyer intelligence and optimizing messages before sending them out. The focus is on word count and subject line construction for better engagement. 00:43:07 - Subject Line Performance Amarpreet shares insights into subject line performance, highlighting the impact of longer subject lines on engagement and click rates, contrary to the popular belief of shorter subject lines being more effective. 00:45:01 - Tactics vs. Concepts The conversation shifts to the distinction between tactics and concepts, emphasizing the importance of fundamental concepts over temporary tactics for long-term success in sales engagement. 00:46:33 - Generalization in Advice The discussion delves into the issue of generalized advice and statistics, emphasizing the value of specific and contrary approaches for real success in sales engagement. 00:48:35 - All-Time Favorite Movie Amarpreet shares his all-time favorite movie, "Man of Honor," and reflects on the impact of the movie's true story and its memorable scenes.

Embrace Buyer-First Selling Strategy Prioritizing the buyer's needs and interests is crucial in sales success. Tailoring sales approaches to align with buyer preferences leads to higher engagement. Top sellers excel at putting buyers first, achieving higher win rates and success.

Gain Humantic AI Sales Insights Amarpreet shares insights on human-assisted AI, emphasizing assistive AI over the replacement. Buyer intelligence tools enhance understanding buyers' characteristics for personalized engagement. The episode highlights the role of technology in supporting a buyer-first approach in sales.

The resources mentioned in this episode are:

• Connect with Amarpreet Kalkat on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast.

• Follow Amarpreet Kalkat on Twitter for more insights and updates.

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

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

Are you ready to uncover the unexpected key to maximizing your sales compensation? Get ready to dive into a conversation that will transform the way you negotiate your compensation packages. You won't believe the game-changing strategies shared in this episode. Stay tuned to discover the secrets that will elevate your sales career to new heights.

If you're feeling frustrated by missed opportunities and leaving money on the table, then you are not alone!

Are you tired of negotiating compensation packages that don't reflect your true value and potential? It's time to enhance your negotiation skills and optimize your compensation packages to maximize your earnings. Let's dive in and unlock the secrets to getting the compensation you deserve.

This is Devon Hennig's story:

Devin Hennig, an experienced author, seasoned executive and negotiation expert, candidly shared his journey of learning about compensation through trial and error. As a former VP of marketing in various startups and public companies, he admitted to making costly mistakes in negotiating his own compensation, leaving substantial sums on the table. Drawing from his personal experiences, Devin recognized the common pitfalls that leaders encounter in negotiations, emphasizing the importance of understanding what, how, and why when it comes to compensation.

His refreshing approach, devoid of traditional HR perspectives, resonates with those seeking to navigate the complexities of compensation packages. Devin's journey serves as an inspiring reminder that even seasoned professionals have faced the challenges of underselling themselves and not fully comprehending the intricacies of negotiation. His down-to-earth storytelling and relatable experiences create an engaging narrative, offering valuable insights and a fresh perspective on optimizing compensation packages.

Severance is a protection piece, especially at a higher title and more senior roles. It's making things right. - Devon Hennig

My special guest is Devon Hennig

Devon Hennig, an accomplished author with eight books under his belt, including "The Senior Compensation Bible" and "How to Be a VP," brings a unique perspective to sales compensation negotiations. With a background as a VP of marketing at various startups and public companies, Devon learned from firsthand experiences, having left millions on the table due to negotiation mishaps. His approachable style and focus on helping others avoid similar pitfalls make him a valuable resource for understanding the intricacies of compensation packages and negotiation strategies. Devon's insights cater to both sales leaders and individual contributors, making him a relatable and trusted guide in the realm of optimizing compensation packages.

In this episode, you will be able to:

• Master the art of negotiating sales compensation packages to maximize your earnings.

• Unlock the potential of equity and stock options for startup employees to build your financial future.

• Learn how to maximize severance in executive roles, ensuring a safety net for your career.

• Craft a compelling career story in sales that captivates potential employers and clients alike.

• Discover strategies for long-term career growth in sales, paving the way for sustained success.

Key Moments: 00:00:00 - Intro 🎬 00:01:23 - Devon Hennig’s Background 📝 00:05:14 - Biggest Mistakes in Negotiating Compensation 💸 00:08:37 - Optimizing Compensation at Different Career Stages 🔄 00:11:30 - Components of Compensation Packages 📑 00:14:05 - Creative Bonuses and Milestone Payments 🏅 00:15:40 - Black Belt Negotiation Moves 🥋 00:17:12 - Commute Stipend Negotiation 🚗 00:19:25 - Justification of Small Incidental Requests 📋 00:25:00 - Balancing Requests and Order of Play ⚖️ 00:27:32 - Understanding Equity Compensation at Startups 📈 00:29:55 - Evaluating Equity Offers 📊 00:35:09 - Long-Term Compensation and Vesting ⏳ 00:39:08 - Exercise Windows and Negotiation 🏋️‍♂️ 00:40:53 - Negotiating Equity Compensation 💼 00:41:57 - Negotiating Compensation and Equity in Startups 🚀 00:43:18 - Lessons Learned in Negotiating Compensation 🧠 00:44:17 - Importance of Severance in Negotiations 🛡️ 00:49:23 - Equity Allocation and Long-Term Perspective in Startups 🌐 00:52:36 - Considerations for Startup Equity and Exit Plans 🚪 00:56:02 - Making a Tough Decision 🤔 00:57:29 - The Pitfalls of Job Hopping 🔄 00:59:07 - Building Your Career Story 📖 01:00:37 - The Value of a Positioning Statement 📍 01:02:43 - Outro 👋

Timestamped summary of this episode: 00:00:09 - Introducing Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso as the creator of FlyMSG.io, a free personal writing assistant and text expander application. The podcast aims to help sales leaders, practitioners, and influencers grow their sales numbers at scale. 00:01:23 - Devin Hennig's Background Devin Hennig, author of eight books, including the Senior Compensation Bible and How to be a VP, shares his background as a former VP of marketing and his journey to helping others negotiate their compensation packages. 00:05:14 - Biggest Mistakes in Negotiating Compensation Devin discusses the three main mistakes sales leaders make in negotiating their compensation: not knowing what they can negotiate, lacking negotiation skills, and lacking the confidence to push back on offers. 00:08:37 - Optimizing Compensation at Different Career Stages Devin advises younger professionals to optimize for cash and experiences, while emphasizing the importance of wins and exits. For older professionals, he recommends focusing on equity and larger lump sum cash opportunities for long-term wealth. 00:11:30 - Components of Compensation Packages Devin highlights the main components of compensation packages, including base salary, bonuses, severance, equity, and other creative additional benefits, and discusses common mistakes in bonus structures, such as low bonus percentages and lack of accelerators or caps. 00:14:05 - Creative Bonuses and Milestone Payments Devon discusses the importance of educating people about creative bonuses and milestone payments, especially as they move into leadership roles. He shares his experience negotiating milestone bonuses for a CRO at a young start-up. 00:15:40 - Black Belt Negotiation Moves Mario asks Devon about "black belt negotiation moves" that most people don't know about. Devon mentions negotiating milestone payments and funding participation, as well as creative equity terms like double triggers and acceleration, all of which can add significant value to a job offer. 00:17:12 - Commute Stipend Negotiation Mario shares his experience negotiating for a commute stipend, gas card, Bart pass, and a monthly food stipend as part of his compensation package. He emphasizes the importance of framing these requests in a way that adds value without coming across as greedy. 00:19:25 - Justification of Small Incidental Requests Mario and Devon discuss the importance of justifying small incidental requests like gym memberships and commute stipends. They emphasize the value of these requests in improving the quality of life for employees and how to strategically negotiate for them. 00:25:00 - Balancing Requests and Order of Play Devon advises on the order of play when negotiating compensation, emphasizing the importance of balancing requests and prioritizing high-value asks. He highlights the need to avoid overwhelming the employer with a long list of requests and to focus on the essentials. 00:27:32 - Understanding Equity Compensation at Startups Devon explains the value of equity compensation for individuals at the startup phase. He emphasizes the importance of understanding stock options and the total shares outstanding of the company to calculate ownership percentage. 00:29:55 - Evaluating Equity Offers Devon highlights the significance of knowing the number of stock options or rsus granted and the total shares outstanding to calculate ownership percentage. He advises individuals to compare their ownership percentage to benchmarks and make informed decisions. 00:35:09 - Long-Term Compensation and Vesting Mario discusses the importance of understanding the vesting schedule and fair market value of stock options or rsus. He emphasizes that equity compensation is the long-tail, while cash compensation is the short-tail, and provides an example to illustrate the value calculation of stock options. 00:39:08 - Exercise Windows and Negotiation Devon talks about the trend of longer exercise windows for stock options and the internal battle for employees when deciding to exercise options upon leaving a company. Mario highlights the non-negotiable nature of vesting periods and cliffs, with some flexibility for more senior individuals in negotiation. 00:40:53 - Negotiating Equity Compensation Devon emphasizes the negotiation opportunities for senior individuals, such as acceleration, double triggers, clawback protection, and severance terms in equity compensation. Mario adds that bigger companies have less flexibility in negotiation due to existing equity compensation plans. 00:41:57 - Negotiating Compensation and Equity in Startups Devon discusses the limited flexibility in negotiating fair market value, discounts, and vesting periods in early startups. However, custom plans may be negotiable for key talent in crucial areas. 00:43:18 - Lessons Learned in Negotiating Compensation Devon admits to making mistakes early in his career due to lack of experience and knowledge on what could be negotiated and how to negotiate. He highlights the importance of understanding what can be negotiated, like severance and bonuses. 00:44:17 - Importance of Severance in Negotiations Devon emphasizes the significance of negotiating severance, especially for executives, and advises on pre-negotiating a termination without cause clause and aiming for at least a three to six-month severance package. 00:49:23 - Equity Allocation and Long-Term Perspective in Startups Mario Martinez Jr. shares his experience in building a startup, discussing the allocation of stock options for different roles in the company. He highlights the long tail game of equity and the need to commit to a three to five-year plan for potential success. 00:52:36 - Considerations for Startup Equity and Exit Plans The conversation delves into the importance of understanding the exit plan of a startup before committing to equity. Mario emphasizes the need for a long-term perspective and commitment, while Devon shares his experience and insights on equity allocation. 00:56:02 - Making a Tough Decision Devon discusses his experience of being on paternity leave and being offered a severance package. He shares how he was able to negotiate a year-long severance and stay home for eight months after his second son was born. 00:57:29 - The Pitfalls of Job Hopping Mario and Devon delve into the topic of job hopping and its impact on equity vesting. They discuss the downsides of constantly changing jobs and emphasize the importance of building a strong career story. 00:59:07 - Building Your Career Story Devon shares his personal experience of tracking accolades and achievements throughout his career. He emphasizes the importance of building a compelling story to showcase one's skills and achievements when transitioning to new roles. 01:00:37 - The Value of a Positioning Statement Mario highlights the significance of creating a positioning statement to effectively communicate one's expertise and track record to potential employers. He emphasizes the importance of clearly articulating what one can offer to a new organization. 01:02:43 - How to Connect with Devon Devon shares where the audience can connect with him, mentioning TikTok as his primary platform and offering his expertise in compensation consulting and negotiation. He encourages those interested to reach out to him on LinkedIn for assistance.

Harnessing Equity and Stock Options Equity and stock options play a vital role in optimizing compensation packages, particularly in startup and tech companies. Calculating the value of equity based on shares granted and total shares outstanding is crucial for determining ownership percentage. Negotiating equity terms, such as vesting schedules and exercise periods, requires a strategic approach to maximize long-term financial benefits.

Mastering Sales Compensation Negotiation Negotiating sales compensation packages requires mastering key components such as knowing what can be negotiated and how to negotiate effectively. Developing robust negotiation skills is crucial for individuals to overcome internal barriers and fears. Understanding the full range of negotiable elements in a compensation package is essential for maximizing earning potential and career growth.

Optimizing Severance Packages Optimizing severance packages is critical for protecting against termination without cause and ensuring financial security during transitions. Pre-negotiating minimum severance terms, including prorated bonuses and continued equity vesting, can provide a safety net during job changes. Understanding the importance of severance negotiations aligns with strategic career planning and long-term financial stability.

The resources mentioned in this episode are:

• Connect with Devon on LinkedIn for compensation consulting and negotiation assistance.

• Visit https://devonhennig.com/ to access the Senior Compensation Bible for comprehensive guidance on cash comp, bonuses, equity, and perks.

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

Want to learn the solution for smoothly integrating two companies into one, and achieve a seamless transition for sales teams? We're sharing the key to achieving that result. Let's dive into the solution together!

Have you been told to follow a certain strategy to merge companies, but it's not producing the results you need?

The pain of facing uncertainty and disruption during company mergers is all too real. If you've been feeling this frustration, it's time to learn a new approach that empowers you to navigate company integrations smoothly.

Elevating Sales Leadership The episode highlights the importance of strong sales leadership in navigating company mergers. Leaders like Casey George emphasize the need for aligning financial metrics with sales objectives. Hiring the right people, empowering them, and fostering a culture of transparency and open communication are key aspects of effective sales leadership.

This is Casey George's story:

Casey George's journey into the industry is a testament to the power of experience and resilience. With a career spanning 20+ years, including leadership roles at IBM and a stint at Talend, now the EVP of Global Sales at Qlick, Casey's insight into the world of sales is unmatched. As he shares his experiences and strategies for integrating merging companies, his passion for music and love for the '80s shine through, adding a personal touch to his professional wisdom. Casey's approach of moving fast and embracing imperfection resonates with the challenges of merging companies, capturing the essence of adapting and learning in the face of change. His four pillars of financial, people and culture, enablement, and systems provide a roadmap for companies navigating integration, offering a blend of practical advice and personal anecdotes. Casey's narrative style creates a relatable and engaging journey, making his insights not just informative, but also inspiring.

The more mature reps know that the money will follow if they're successful, and successful to them is hitting that target. Driving value for their clients on a consistent basis, and therefore hitting their targets. And then the money follows. - Casey George

In this episode of The Modern Selling Podcast, Casey George, the Executive Vice President, Global Sales at Qlik, shares his extensive 20+ year career experience, including leading sales teams through company mergers. With a focus on integration strategies and the challenges of merging companies together, Casey's insights offer practical advice for sales leaders navigating similar situations. He emphasizes the need to anticipate challenges, prioritize the sales team in the integration process, and the importance of an adaptive approach. Casey's personal anecdotes and practical takeaways provide valuable insights for professionals in the tech and sales industries, making this episode a must-listen for sales leaders looking to drive smoother company integrations. Don't miss out on learning from Casey's experience and gaining actionable strategies for successful company mergers!

In this episode, you will be able to:

• Master Integration Strategies for Merging Companies: Learn the secrets to successful company mergers and how to navigate the complexities with finesse.

• Elevate Sales Leadership During Company Transitions: Discover how to lead your sales team through company mergers with confidence and effectiveness.

• Maximize Sales Team Performance: Uncover the strategies to boost your sales team's productivity and success during a company integration.

• Learn the Importance of Sales Enablement in Mergers: Explore the critical role of sales enablement in ensuring a smooth transition and sustained sales growth post-merger.

• Navigate Corporate Cultures Post-Merger: Gain insights into effectively managing the merging of corporate cultures to foster a harmonious and productive environment.

Key Moments: 00:00:00 - Intro 🎬 00:01:19 - Getting to Know Casey George 👥 00:08:13 - Merging Qlik and Talend 🤝 00:12:06 - Integration Strategy for Sales Leaders 🧠 00:14:25 - Key Sales Integration Pillars 📊 00:19:55 - Tackling Challenges with the CFO 💼 00:22:40 - Impact of Financial Metrics in Sales 💰 00:25:10 - Communicating Financial Goals 📈 00:27:22 - Empowering the Right People 🌟 00:29:40 - Building a Successful Culture 🏆 00:30:48 - HR’s Role in Transformation 🔄 00:31:07 - Sales Enablement and Cross-Selling 🔗 00:35:00 - Essential Leadership Qualities 🧩 00:42:06 - Importance of Communication in Sales 🗣️ 00:43:23 - Managing Financial Goals and Expectations 📊 00:44:51 - Effective Communication and Succession Planning 📅 00:47:04 - Seeking Feedback and Expertise 🛠️ 00:49:44 - Outro 👋

Timestamped summary of this episode: 00:00:09 - Introduction to FlyMSG and the Modern Selling Podcast Mario Martinez introduces Vengreso and FlyMSG, the free personal writing assistant, and sets the stage for the episode of the modern selling podcast featuring Casey George, EVP of Global Sales at Qlick. 00:01:19 - Getting to Know Casey George Mario and Casey discuss Casey's background in sales and his 27-year career in the industry, sharing personal anecdotes and insights into their experiences. 00:08:13 - Merging Qlik and Talend Casey describes the merger of Qlik and Talend, highlighting the strategic decision to integrate the two companies to create an end-to-end data journey for customers, touching on the challenges and opportunities of the integration. 00:12:06 - Integration Strategy for Sales Leaders Casey shares the approach to integration, emphasizing the need to move fast, anticipate challenges, and prioritize financial, cultural, operational, and technological aspects of the integration process, providing insights into the decision-making and execution. 00:14:25 - Key Sales Integration Pillars Casey discusses the four key pillars of sales integration strategy: financial, people and culture, enablement, and systems. 00:19:55 - Tackling Challenges with the CFO Casey explains the importance of partnership between sales and finance, and the need for transparent communication and flexibility to align on growth objectives. 00:22:40 - Impact of Financial Metrics in Sales Mario shares a personal story about the challenges of aligning financial metrics from the field level to high-level financial objectives, emphasizing the need for transparency and understanding down the sales hierarchy. 00:25:10 - Communicating Financial Goals Casey stresses the importance of personalized communication to help individuals understand how their success contributes to the company's financial goals, while also highlighting the need for open dialogue and transparency. 00:27:22 - Empowerment Casey discusses the importance of hiring the right leadership and empowering them to implement the right culture and personalities within the organization, ultimately leading to successful sales integration. 00:28:21 - Empowering the Right People Casey emphasizes the need for finding the right people and empowering them to make decisions for their business. He highlights the need for autonomy and accountability in leadership. 00:29:40 - Building a Successful Culture Casey discusses the importance of creating a successful culture within the organization. He emphasizes the need to merge the strengths of different companies and discard any challenges, with a focus on making every employee successful. 00:30:48 - HR's Role in Transformation Casey highlights the critical role of HR in managing the people aspect of the transformation process. He emphasizes the need for the right compensation plans, incentives, and leadership training to ensure a smooth transition. 00:31:07 - Sales Enablement and Cross-Selling Casey talks about the challenges of merging two companies with different product offerings. He emphasizes the importance of enabling the sales team to effectively sell the full portfolio and shares a successful incentive strategy to drive enablement. 00:35:00 - Essential Leadership Qualities Casey discusses the key qualities senior leaders should display during times of transition. He emphasizes the importance of transparency, authenticity, and passion in leadership, highlighting their impact on motivating and engaging the team. 00:42:06 - Importance of Communication in Sales Casey emphasizes the importance of reps communicating their motivations to their management. Articulate communication helps managers create success plans for their reps. 00:43:23 - Managing Financial Goals and Expectations Casey stresses the significance of communication in managing financial goals and keeping the CEO and board happy. Transparent and frequent communication, setting right expectations, and managing up are essential. 00:44:51 - Effective Communication and Succession Planning Mario shares a story of effective communication and succession planning within his organization. He highlights the importance of understanding and predicting what is important to the person above you. 00:47:04 - Seeking Feedback and Expertise Casey underscores the importance of seeking feedback and expertise from the board and CEO. He emphasizes the need for smart communication to tap into the knowledge and experience of higher-ups. 00:49:44 - Favorite Movie and Relating to Sales Casey shares his favorite movie, "Hoosiers," and relates it to his experience in sales, emphasizing the themes of underdog victories and winning, which he can relate to in the sales industry.

Mastering Integration Strategies Effective integration strategies are crucial for successfully merging companies, as seen in the episode with Qlik and Talend. The focus on financial, customer, employee, and operational considerations ensures a seamless transition. Anticipating challenges and taking a proactive approach to address issues leads to a smoother integration process.

Maximizing Sales Team Performance Sales team performance is maximized through effective communication, motivation, and alignment with financial goals. Providing the right tools, training, and incentives enables sales teams to navigate the uncertainties of company mergers successfully. Transparency, over-communication, and collaboration with higher-ups drive sales team performance and contribute to overall business success.

The resources mentioned in this episode are:

• Connect with Casey George on LinkedIn to learn more about sales leadership and best practices in the industry.

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

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover valuable sales insights.

• Watch the movie "Hoosiers" for a feel-good underdog story and a great message about winning.

• Check out the movie "Glory Road" for an inspiring true story about the first NCAA basketball team with an all-black lineup playing in the championship round.

Hey there, did you know that a CEO and a CRO walk into a podcast and reveal an unexpected secret about driving business outcomes? Their collaboration led to a 12-month transformation that boosted revenue by 150%. Want to know how they did it? Stay tuned for the surprising strategy they used.

If you're feeling the frustration of sales teams not aligning with product development, and your efforts are not driving better business outcomes, then you are not alone!

This is Tim Condon's story:

Tim Condon's foray into the realm of sales and product development collaboration unfolded during his tenure as CRO at Clutch, a prominent B2B services marketplace. Drawing from his extensive background at Home Snap and The Washington Post Company, Tim shares compelling insights into the intricacies of working with product leaders. He delves into the distinctive challenges and victories encountered, offering a captivating narrative that resonates with professionals seeking to elevate revenue generation and streamline product development processes.

Tim's unique storytelling approach and wealth of experiences provide an engaging and relatable perspective, shedding light on the critical importance of fostering seamless collaboration between sales and product teams for achieving unparalleled success in today's competitive landscape.

You want to build a big successful company and you're just taking two different views and lenses on how to get there. But if you sort of think about this as just one big giant sales call, right, like, and build that sales relationship and do it in the right ways where you're trying to help and build something together, that's how you be successful with a product leader. - Tim Condon

Our special guest is Tim Condon

Tim Condon serves as the Chief Revenue Officer at Clutch, where he leverages his extensive experience in marketplace and software businesses to provide valuable insights into sales and product development collaboration. With a proven track record of successful initiatives, Tim brings a wealth of expertise to the table, offering practical perspectives on driving business outcomes and revenue growth through effective collaboration. His strategic approach and deep understanding of the dynamics between sales and product development make him an invaluable guest for this episode's exploration of enhancing collaboration in the modern selling landscape.

As the CRO at Clutch, Tim Condon's extensive experience in both marketplace and software businesses provides a unique vantage point on the collaboration between sales and product development. With a track record of successful initiatives, Tim brings valuable insights into driving business outcomes and revenue growth through effective collaboration. His expertise and innovative approach make him an exceptional guest for this episode's deep dive into the dynamics of sales and product development collaboration.

In this episode, you will be able to:

• Master sales and product development collaboration for enhanced revenue generation.

• Build successful sales strategies to drive business growth and customer satisfaction.

• Harness the power of customer feedback in product design for market-leading innovations.

• Streamline the onboarding process for SaaS products to boost user adoption and satisfaction.

• Leverage marketplace platforms for B2B services to expand reach and increase sales opportunities.

Key Moments: 00:00:00 - Intro 🎬 00:01:16 - Introducing Tim Condon and Clutch 🏢 00:04:21 - Tim’s Passion for Stephen King 📚 00:08:09 - Types of Product Leaders 🎛️ 00:09:49 - Success Stories in Working with Product Counterparts 🏆 00:14:24 - Implementing Variable Technology 💡 00:15:33 - Prioritizing FlyConnect over Variables 🔄 00:17:31 - Business Outcome Over Customer Requests 🎯 00:21:18 - Understanding Product Usage 📊 00:26:01 - Collaboration Between Sales and Product 🤝 00:27:44 - Reducing Product Complexity for Additional Revenue 💸 00:32:52 - Learning from Customer Feedback 🗣️ 00:37:39 - Building a Strong Relationship with Product Leaders 💪 00:39:32 - Connecting with Tim Condon 🔗 00:41:15 - Tim’s Favorite Movie 🎥 00:43:00 - Outro 👋

Timestamped summary of this episode: 00:00:00 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander application. 00:01:16 - Introducing Tim Condon and Clutch Tim Condon, CRO at Clutch, shares his background and the services provided by Clutch, a B2B services marketplace with over 350,000 companies across 157 countries. 00:04:21 - Tim's Passion for Stephen King Tim shares his passion for Stephen King and being a hardcore fan of his work, showcasing a personal side that many may not know about him. 00:08:09 - Types of Product Leaders Tim discusses the three types of product leaders he has encountered—those who see revenue as the enemy, those who prioritize revenue, and those who strike a balance between buyer and seller perspectives. 00:09:49 - Success Stories in Working with Product Counterparts Tim shares a success story about collaborating with a product team to automate a process, which resulted in a better product and increased productivity for the sales team. 00:14:24 - Implementing Variable Technology Tim discusses the need to implement variable technology in their fly messages, similar to first name tokens in email marketing. This technology would personalize the messages based on the recipient's name, enhancing customer engagement. 00:15:33 - Prioritizing FlyConnect over Variables Tim evaluates the time and effort required to build variable technology versus flyconnect. He emphasizes the importance of automating the seller's process, reducing time spent on personalization, and prioritizes building fly connect first. 00:17:31 - Business Outcome Over Customer Requests Mario highlights the importance of understanding the business outcome before fulfilling customer requests. He emphasizes the need for sales leaders to question the impact of building a product on the business and suggests tying it to a live deal to justify investment. 00:21:18 - Understanding Product Usage Tim emphasizes the importance of understanding the product team's focus on product usage and the impact of building unused features. He advises sales leaders to align their requests with the product team's goals and commit to a specific value when requesting new products. 00:26:01 - Collaboration Between Sales and Product Tim and Mario discuss the importance of collaboration between sales and product teams. Tim suggests inviting product teammates to client meetings and exposing them to the sales process, fostering mutual understanding and effective communication. 00:27:44 - Reducing Product Complexity for Additional Revenue Tim discusses a product at Clutch that was hastily put together, resulting in a complicated and hard-to-sell offering. By simplifying the product and providing clear guidance, revenue increased from 8% to 20%. 00:32:52 - Learning from Customer Feedback Tim shares his experience with Fly Message and the challenges faced due to lack of customer onboarding. Through customer feedback and research, they optimized the onboarding process, reducing it to five minutes and improving customer retention. 00:37:39 - Building a Strong Relationship with Product Leaders Tim emphasizes the importance of treating the relationship with product leaders as a sales process. Understanding their goals, pain points, and building rapport can lead to successful collaboration and alignment towards common goals. 00:39:32 - Connecting with Tim Condon Mario Martinez Jr. encourages listeners to connect with Tim on LinkedIn and acknowledges the personalized connection request as a good practice. 00:41:15 - Tim's Favorite Movie Tim shares that his all-time favorite movie is "300" for its strategic storyline of using pressure situations to compete effectively. 00:41:33 - Movie Mix-up Tim and Mario discuss a movie, with Tim confusing the lead actor in 300 with Russell Crowe. They try to remember the name of the female character in the movie. 00:41:52 - Lead Actor The conversation shifts to the lead male actor in the movie, with Tim realizing that it wasn't a big name like Russell Crowe. They struggle to recall the actor's name. 00:42:16 - Movie Recommendation Mario recommends the movie "300" to the listeners and encourages them to watch it. He then transitions to a promotional message for the podcast. 00:42:28 - Podcast Promotion Mario asks for a 5-star rating and review for the podcast on iTunes. He also promotes the text expander and personal writing assistant, "flymessage" for increased productivity. 00:43:00 - Conclusion Mario thanks the listeners for tuning in and encourages them to keep selling.

Customer-Centric Product Design Simplifying products based on customer feedback and understanding their pain points can lead to significant revenue growth. Aligning product development with customer needs and behaviors is crucial for driving revenue through customer-centric strategies. Fostering open communication and mutual understanding between sales and product teams can lead to impactful product development that meets both sales team and customer needs.

Revenue Generation Collaboration Working closely with product development to drive revenue requires finding a balance between focusing on revenue and creating products that serve both buyers and sellers. Collaborating with product leaders who understand the importance of revenue generation can lead to successful product development. Aligning productivity with outcomes and focusing on customer needs can result in better business outcomes and successful products.

Winning Sales Strategies Emphasizing the need to understand business outcomes before investing time and resources into product development can lead to strategic decision-making. Tying product development to live deals and leveraging new features in sales negotiations can drive revenue growth. Building credibility and collaboration with product counterparts through understanding their perspective and product workflows can enhance sales strategies.

The resources mentioned in this episode are:

• Connect with Tim Condon on LinkedIn to discuss sales strategies and product development.

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

• Reach out to Tim Condon via email at xpcondon to discuss sales and product development strategies.

• Follow Tim Condon on Instagram for business-related updates and insights.

What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business.

Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset.

If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone!

The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire.

Mastering Strategies for Growing Sales Numbers In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively.

This is Stephen Oommen's story:

In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance.

I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen

My special guest is Stephen Oommen

Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes.

In this episode, you will get the skills to:

• Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team.

• Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance.

• Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams.

• Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever.

• Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results.

The key moments in this episode are: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast 00:01:01 - Introduction to Stephen Oommen 00:04:16 - Personal Revelation of Stephen Oommen 00:07:55 - Seed and Soil Analogy 00:11:23 - Addressing Attitude and Mindset Issues 00:12:58 - Setting Expectations for In-Office Attendance 00:15:16 - Contract Review and Decision Making 00:17:01 - Talent Management and Organizational Culture 00:20:58 - Assessing the Impact of Office Attendance 00:24:21 - Identifying Seed vs. Soil Problems 00:25:47 - Talent Misalignment Issue 00:26:50 - Skills and Sales Cycles 00:29:32 - Leadership Philosophy 00:31:10 - Soil Dynamics 00:33:44 - Fixing Challenges 00:40:56 - Importance of Tilling the Soil 00:41:23 - Connecting with Stephen 00:42:13 - All-Time Favorite Movie 00:42:46 - Request for Ratings and Review

Timestamped summary of this episode: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast Mario Martinez Jr. introduces FlyMSG and the Modern Selling Podcast, highlighting the focus on helping sales leaders and practitioners grow their sales numbers at scale. 00:01:01 - Introduction to Stephen Oommen Mario Martinez Jr. welcomes Stephen Oommen, former VP of Enterprise Sales at Outreach, and discusses the importance of people, processes, systems, and tools in sales and marketing. 00:04:16 - Personal Revelation of Stephen Oommen Stephen Oommen shares a personal story of overcoming a challenging time during the recession, highlighting resilience and determination in the face of adversity. 00:07:55 - Seed and Soil Analogy Stephen Oommen discusses the concept of "seed" as the people or talent in an organization, and "soil" as the environment or infrastructure where people are placed. Emphasizes the importance of evaluating both aspects when addressing organizational growth and performance. 00:11:23 - Addressing Attitude and Mindset Issues Mario Martinez Jr. shares a personal experience of addressing attitude and mindset issues within a sales team, highlighting the significance of cultural alignment and team dynamics in achieving sales goals. 00:12:58 - Setting Expectations for In-Office Attendance Mario discusses the importance of getting to know his team and sets the expectation for in-office attendance. He confronts an employee who refuses to come into the office and questions the director about the employee's contract. 00:15:16 - Contract Review and Decision Making Mario contacts HR to review the employee's contract and discovers that there is no requirement for remote work. His boss advises him to fire the employee, but Mario decides to coach him first. 00:17:01 - Talent Management and Organizational Culture Stephen shares his belief in the importance of talent and the impact of an individual's circumstances on their performance. He emphasizes the need for creating an environment that attracts top talent and aligning skills with the company's needs. 00:20:58 - Assessing the Impact of Office Attendance Mario explains that the office attendance requirement was not solely about work but also about building rapport and getting to know the team. He emphasizes the impact of an individual's attitude on the entire team and the importance of reasonableness in expectations. 00:24:21 - Identifying Seed vs. Soil Problems Stephen discusses the complexity of identifying whether a problem lies with the individual (seed) or the organization (soil). He highlights the need to align an individual's skills with the company's processes and emphasizes the role of the leader in optimizing the environment for the team's success. 00:25:47 - Talent Misalignment Issue Stephen discusses the trend of misalignment in the marketplace, highlighting the importance of full cycle AE's and the skills required for enterprise sales. 00:26:50 - Skills and Sales Cycles Stephen explains the challenges in enterprise sales, emphasizing the need for specialized skills in creating pipeline due to longer sales cycles. 00:29:32 - Leadership Philosophy Stephen shares his management philosophy, focusing on potential, capability, and effort, while also discussing the nurture potential of skills. 00:31:10 - Soil Dynamics Stephen delves into the various components of the soil in sales, including historical evidence, marketing, leads, and investment in training and career growth. 00:33:44 - Fixing Challenges Stephen emphasizes the importance of starting with the soil to fix challenges, focusing on product-market fit, awareness, and driving demand in today's economy. He uses the analogy of nurturing a fig tree to illustrate the need for time and investment in the seed. 00:40:56 - Importance of Tilling the Soil Stephen and Mario discuss the analogy of changing out the seed versus tilling the soil in a sales context. They emphasize the impact of putting in the work to till the soil and fertilize it for more effective results. 00:41:23 - Connecting with Stephen Mario asks Stephen how listeners can connect with him. Stephen suggests reaching out to him on LinkedIn with a specific message, as he gets a lot of requests. He also provides his name spelling for reference. 00:42:13 - All-Time Favorite Movie Mario asks Stephen about his all-time favorite movie, and Stephen reveals it to be "Love and Basketball," a sports-related film. Mario expresses interest in the movie and plans to look it up. 00:42:46 - Request for Ratings and Review Mario asks listeners to give the podcast a five-star rating and review on iTunes. He also promotes the FlyMSG app for productivity. He concludes by thanking the audience for listening.

Transitioning from Enterprise Sales to Strategic Advising Stephen shares his insights on transitioning from a role in enterprise sales to strategic advising, emphasizing the importance of understanding the holistic approach to sales leadership. The conversation delves into the significance of evolving from a focus on sales numbers to strategic advising, where sales leaders must balance people,

Leveraging the Importance of People, Process, and Tools Stephen emphasizes the importance of aligning talent with the right processes and tools within the sales organization to optimize performance and drive better results. The discussion highlights the need for sales leaders to evaluate the alignment between individual salespeople, organizational processes, and tools to ensure synergy and effectiveness in achieving sales objectives. By leveraging the alignment of people, process, and tools, sales leaders can create a harmonious and efficient sales environment that maximizes the potential of their team and drives success in sales initiatives.

The resources mentioned in this episode are:

• Connect with Stephen Oommen on LinkedIn and mention that you heard him on The Modern Selling Podcast to establish a specific connection.

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

• Give The Modern Selling Podcast a five-star rating and review on iTunes to show your support and help the podcast reach a wider audience.

Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading.

Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen!

This is Teri Long's story:

Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling.

Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long

Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach.

In this episode, you will be able to:

• Mastering effective sales enablement programs for exponential growth.

• Unleashing the power of a digital presence to supercharge sales success.

• Aligning customer success and sales strategies for unstoppable growth.

• Boosting sales productivity through cutting-edge technology solutions.

• Harnessing personal brand prowess to skyrocket sales performance.

The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:18 - Welcoming Teri Long 00:08:09 - Implementing Sales Enablement Programs 00:12:36 - Identifying the Biggest Problems 00:14:02 - Effective Enablement Leadership 00:14:58 - Challenging Assumptions in Sales Training 00:18:30 - Impact of Operationalizing Processes 00:20:44 - Fundamental Challenges in Sales 00:24:34 - Sales as the Art of Helping 00:28:55 - Balancing Customer Experience and Sales 00:29:35 - Restructuring Customer Success Compensation Model 00:30:39 - Misalignment Between Sales and CS 00:34:28 - Bridging the Gap Between Sales and CS 00:39:48 - Digital Presence and Relationship Building 00:43:55 - Blog Content and Social Media 00:44:35 - Connecting with Teri 00:45:16 - Personalized Connection Requests 00:45:48 - Favorite Movies 00:47:22 - Closing Remarks

Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale. 00:01:18 - Welcoming Teri Long Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies. 00:08:09 - Implementing Sales Enablement Programs Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics. 00:12:36 - Identifying the Biggest Problems Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of testing hypotheses to pinpoint the reasons behind sales performance issues. 00:14:02 - Effective Enablement Leadership Teri underscores the role of enablement leaders as investigators who test and validate hypotheses to identify the root causes of sales performance issues, emphasizing the need for a test and validate approach to problem-solving. 00:14:58 - Challenging Assumptions in Sales Training Teri Long discusses the common assumption that sales teams need more training when they're not selling. She challenges this by delving into the reasons behind the lack of sales and emphasizes the importance of digging through processes before jumping to training as a solution. 00:18:30 - Impact of Operationalizing Processes Teri shares a real-life example of how operationalizing the sales process and creating a playbook led to significant impact for a BDR team. By removing roadblocks, setting clear expectations, and creating repeatable enablement programs, they saw an improvement in sales productivity and performance. 00:20:44 - Fundamental Challenges in Sales The conversation shifts to fundamental challenges in sales organizations, focusing on individual and team productivity. Teri references the State of Sales Productivity report and highlights the importance of genuinely helping buyers during the buying process. 00:24:34 - Sales as the Art of Helping Teri shares a personal story of how she unintentionally became a top salesperson by simply helping customers. She emphasizes the importance of authentically wanting to elevate customers and provide value, echoing the findings of the productivity report. 00:28:55 - Balancing Customer Experience and Sales The discussion centers on the challenge of balancing customer experience and finding new opportunities. Teri highlights the disconnect between customer success and sales incentives, emphasizing the need for sales leaders to align incentives to drive adoption and renewal. 00:29:35 - Restructuring Customer Success Compensation Model Teri suggests tying 30-35% of CS compensation to renewal to align incentives with sales. This could lead to hiring more experienced salespeople and reevaluating the CSM organization. 00:30:39 - Misalignment Between Sales and CS Teri highlights the misalignment in compensation and expectations between sales and CS. Lack of communication between AEs and CS reps leads to confusion and potential customer dissatisfaction. 00:34:28 - Bridging the Gap Between Sales and CS Teri emphasizes the need for CS reps with sales backgrounds and the importance of value selling in the CS role. She suggests evaluating competencies and hiring the right people to drive success. 00:39:48 - Digital Presence and Relationship Building Teri discusses the importance of digital presence for both sales and CS teams, emphasizing the need for personalized engagement and building rapport with buyers. She also highlights the shift towards understanding digital body language and leveraging technology for customer interactions. 00:43:55 - Blog Content and Social Media Teri discusses a new feature that allows users to generate social media posts from blog articles. The goal is to streamline the content creation process and empower sellers to be more productive. 00:44:35 - Connecting with Teri Teri invites listeners to reach out to her through LinkedIn, phone, or email. She emphasizes her commitment to being responsive and helpful in networking. 00:45:16 - Personalized Connection Requests Mario advises listeners to send personalized connection requests to Teri on LinkedIn. He encourages them to mention the podcast and Teri's insights in their invitation. 00:45:48 - Favorite Movies Teri shares her two all-time favorite movies: "Breakfast at Tiffany's" and "The Heat." She expresses her love for Audrey Hepburn and Melissa McCarthy, showcasing a unique dichotomy in her movie preferences. 00:47:22 - Closing Remarks Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast on iTunes. He also promotes the use of FlyMSG to increase productivity.

Mastering effective sales enablement Effective sales enablement is crucial for organizations to align their sales teams with the overall business goals and priorities. By mastering sales enablement, businesses can enhance their sales productivity, drive better customer relationships, and ultimately boost revenue. Implementing successful sales enablement programs involves creating a clear charter, prioritizing challenges, and aligning efforts with organizational metrics.

Unleashing the power of digital presence Having a strong digital presence is essential for sales professionals to connect with customers and prospects in a virtual environment. Utilizing digital tools and platforms can help sales teams personalize interactions, understand buyer behavior, and improve customer engagement. Embracing technology and leveraging digital resources can streamline sales processes and enable sales professionals to scale their efforts efficiently.

Aligning customer success and sales Aligning customer success with sales goals is crucial for organizations to drive long-term customer satisfaction and retention. By incentivizing customer success managers based on renewals and engagement, businesses can ensure a seamless transition from sales to post-sale activities. Developing a clear handoff process between sales and customer success helps set expectations and ensures successful customer onboarding and retention strategies.

The resources mentioned in this episode are:

• Connect with Teri Long on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast with Mario Martinez Jr.

• Watch the movie The Heat starring Sandra Bullock and Melissa McCarthy for a good laugh and a memorable bar scene.

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

If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone!

Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever.

Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth.

This is Tom Martin's story, our special guest for this week:

Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations.

In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches.

The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin

With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers.

Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention.

His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations.

In this episode, you will be able to:

• Craft compelling sales presentations that captivate your audience and drive results.

• Elevate your sales pitch decks with effective strategies to leave a lasting impression.

• Enhance memory retention in your presentations to ensure your message sticks with your prospects.

• Integrate sales and marketing seamlessly to create powerful, cohesive presentations.

• Master techniques for delivering sales pitches with confidence and poise.

The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:00:48 - Sales Presentation Design 00:01:17 - Tom Martin's Background and Converse Digital 00:05:13 - Revealing a Juicy Secret 00:09:56 - The Challenge of Slide Deck Presentations 00:12:36 - The Science of Presentation 00:14:22 - Biological Limitations 00:17:36 - The Three T's 00:19:31 - Show Up and Throw Up Syndrome 00:23:09 - The 10% Slide 00:25:21 - Improving Slide Decks 00:26:14 - Persuasive Presentations 00:28:15 - Uncomfortable Sales Engineer 00:31:24 - Training for Presentation Skills 00:37:00 - Standardizing Sales Decks 00:39:37 - Understanding Salespeople's Needs 00:40:15 - Embracing Salespeople's Preferences 00:43:56 - Leveraging Website and Follow-up 00:47:39 - Aligning Sales and Marketing 00:49:31 - Favorite Movie and Personal Insight

Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and creator of FlyMSG.io. The podcast aims to help sales professionals grow their sales numbers at scale. 00:00:48 - Sales Presentation Design Mario introduces Tom Martin as the founder of Converse Digital and discusses the topic of sales presentation design. They emphasize the importance of effective sales presentations for driving business growth. 00:01:17 - Tom Martin's Background and Converse Digital Tom shares his background in the agency business and the founding of Converse Digital. He discusses the evolution of the agency's focus on social selling and digitally centric business development programs. 00:05:13 - Revealing a Juicy Secret Tom shares a fun fact about appearing on the Food Network's "Food 911" show hosted by Tyler Florence, where he made up a dish to be featured on the show. This showcases his creativity and storytelling skills. 00:09:56 - The Challenge of Slide Deck Presentations Tom discusses the challenge of slide deck presentations and how research shows that audiences forget 90% of the content within two days. This insight prompts his exploration of the science behind effective presentation strategies. 00:12:36 - The Science of Presentation Tom Martin discusses the lack of training in writing effective PowerPoint presentations. He emphasizes the importance of understanding how the brain processes and retains information in verbal presentations. 00:14:22 - Biological Limitations Tom explains the biological limitations of memory retention and the impact of presentation design on information processing. He highlights the significance of building presentations scientifically to improve information retention. 00:17:36 - The Three T's Tom identifies time, talent, and training as the reasons for poor sales presentations. He emphasizes the need for concise messaging and separating signal from noise in presentations. 00:19:31 - Show Up and Throw Up Syndrome Tom discusses the challenges of fast-paced environments and the lack of concise messaging in sales presentations. He emphasizes the importance of training and investing in workshops to improve presentation quality. 00:23:09 - The 10% Slide Tom highlights the importance of being able to present the main idea of a presentation in one slide. He also discusses the role of time in determining the number of slides in a presentation and the importance of building the slide deck with the main message in mind. 00:25:21 - Improving Slide Decks Tom discusses how they improved a 35-slide deck to 18 more impactful slides, resulting in a tighter elevator speech and clearer client benefits. 00:26:14 - Persuasive Presentations Tom explains the science behind persuasive presentations, including how hesitation words can impact credibility and how tense affects persuasiveness. 00:28:15 - Uncomfortable Sales Engineer Mario shares a story of an uncomfortable sales engineer resorting to vaping during a challenging sales discussion, illustrating the impact of confidence on sales presentations. 00:31:24 - Training for Presentation Skills Tom emphasizes the importance of training in handling challenging questions, buying time, and using content to build credibility and trust in sales presentations. 00:37:00 - Standardizing Sales Decks Mario and Tom discuss the challenges of customizing sales decks for each customer and the need for standardization to avoid multiple versions and ensure consistency in messaging. 00:39:37 - Understanding Salespeople's Needs Tom emphasizes the importance of providing salespeople with the slides they need. He discusses the value of listening to salespeople and creating custom slides to meet their needs, rather than forcing them to use generic slides. 00:40:15 - Embracing Salespeople's Preferences Tom discusses how salespeople prefer to have ready-made slides that they can easily use, rather than creating slide decks themselves. He shares a success story of a biotech client who saw fantastic results by providing their salespeople with the slides they needed. 00:43:56 - Leveraging Website and Follow-up The conversation shifts to the importance of salespeople knowing how to use the website to direct prospects and using follow-up messages effectively. Tom highlights the value of behavioral emails and using content to drive prospecting and sales. 00:47:39 - Aligning Sales and Marketing Tom emphasizes the need for alignment between sales and marketing, with a focus on creating deep, valuable content for salespeople to use. He shares a success story of using content to effectively prospect and close sales, emphasizing the power of combining sales and marketing efforts. 00:49:31 - Favorite Movie and Personal Insight The conversation ends with a lighthearted discussion about Tom's favorite movie, "Dead Poets Society," and a humorous anecdote about salsa dancing.

Sales Presentation Design and Delivery

In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches.

Enhance Your Professional Presentations

The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills.

The resources mentioned in this episode are:

• Connect with Tom Martin on LinkedIn by searching for Tom Martin at Converse Digital and send a message mentioning that you heard him on the modern selling podcast.

• Visit the Converse Digital website and fill out the contact form to get in touch with Tom Martin and his team for sales presentation and content marketing expertise.

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

• Leave a 5-star rating and review for the modern selling podcast on iTunes to show your support and help others discover the valuable content.

• Watch Dead Poets Society, Tom Martin's all-time favorite movie, for a memorable and inspiring experience.

Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for.

Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode.

On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks.

His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity.

You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement.

If you're a seller, Prospect better and Sell more now with FlyMSG If you're a non-seller, Type less. Do more with FlyMSG. - Mario Martinez Jr.

Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems.

In this episode, you will be able to:

• Boost Your Sales Productivity with FlyMSG - Learn how to streamline your sales tasks and maximize efficiency with this productivity assistant.

• Mastering LinkedIn Engagement for Sales Success - Discover the secrets to boosting your sales engagement on the world's largest professional network.

• Elevate Your Sales Skills with Entrepreneurial Training Techniques - Uncover innovative sales training methods tailored for entrepreneurs to take your business to the next level.

• Unleashing AI for Sales and Marketing Success - Explore the power of artificial intelligence in revolutionizing your sales and marketing strategies.

• Mastering LinkedIn Connection Strategies for Sales Professionals - Uncover effective techniques for crafting meaningful LinkedIn connections that drive sales success.

From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths.

The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:45 - Mario's Journey into Sales 00:08:31 - Sales as the Art of Helping 00:11:08 - Unexpected Career Path 00:13:21 - Perseverance and Recognition 00:13:41 - Early Career Challenges and Successes 00:15:20 - Evolution of Vengreso and FlyMSG.io 00:17:32 - From Service-Based to Software-Based Company 00:19:27 - Horizontal Use of FlyMSG 00:25:55 - Streamlining Engagement on LinkedIn 00:28:46 - The Power of Notifications for Prospecting 00:29:35 - The Vision for FlyMSG AI 00:30:51 - Leadership Style and Culture at Vengreso 00:32:55 - Where to Find FlyMSG 00:34:23 - Final Thoughts and Call to Action

Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. He highlights the purpose of the podcast to help sales professionals grow their sales numbers at scale. 00:01:45 - Mario's Journey into Sales Mario shares his accidental entry into sales while working as a photo finisher at Ritz Camera Centers. He describes how his sales skills were recognized and how he transitioned from a part-time photo finisher to a top-performing sales associate. 00:08:31 - Sales as the Art of Helping Mario discusses the pivotal moment when he realized that sales is all about helping customers solve their problems. He emphasizes the importance of genuinely assisting customers and how it has shaped his sales approach throughout his career. 00:11:08 - Unexpected Career Path Mario reflects on his initial plan to pursue pre-law in college and how he encountered challenges with statistics. He shares a personal anecdote about failing a statistics class and the impact it had on his academic journey. 00:13:21 - Perseverance and Recognition Mario talks about his perseverance in seeking help with statistics and the surprising recognition he received from his GSI instructor. He shares the unexpected turn of events and the valuable lesson he learned from the experience. 00:13:41 - Early Career Challenges and Successes Mario shares his experience of struggling with stats in college but excelling in sales, leading to early career success and a six-figure income at a young age. 00:15:20 - Evolution of Vengreso and FlyMSG.io Mario discusses the founding of Vengreso and the inspiration behind FlyMSG, highlighting the success of their digital sales training program and the development of AI-powered tools to streamline sales processes. 00:17:32 - From Service-Based to Software-Based Company Mario explains the transition from a service-based company to a software-based company, emphasizing the need for efficiency and time-saving tools in sales processes, leading to the development of FlyMSG, FlyEngage AI, and Flyposts AI. 00:19:27 - Horizontal Use of FlyMSG Mario discusses the diverse adoption of FlyMSG beyond sales, including its usage by professionals in various industries, showcasing its versatility and impact on productivity. 00:25:55 - Streamlining Engagement on LinkedIn Mario delves into the importance of engaging with prospects on LinkedIn, the role of commenting in increasing visibility, and the introduction of Flyposts AI to simplify the creation of thought leadership content for LinkedIn. 00:28:46 - The Power of Notifications for Prospecting Mario discusses the power of notifications in getting in front of prospects on LinkedIn. Trigger events, such as profile views, give permission to continue reaching out. 00:29:35 - The Vision for FlyMSG AI Mario shares the vision for FlyMSG AI as a super productivity app for creating engagement with target audiences. The tool is affordable for individuals and offers various features for enterprise organizations. 00:30:51 - Leadership Style and Culture at Vengreso Mario talks about fostering an inclusive culture and encouraging excellence at Vengreso. The future aspirations involve making an impact with the vision of FlyMSG and its various capabilities. 00:32:55 - Where to Find FlyMSG Mario directs listeners to FlyMSG.io to learn about FlyMSG and Vengreso. He also invites personalized connection requests on LinkedIn and shares additional resources for sales teams and individuals. 00:34:23 - Final Thoughts and Call to Action Mario encourages sellers and non-sellers to use FlyMSG to sell more and do more with less typing. He wraps up by thanking the audience for the listen.

Want to increase your productivity by saving 20 hours a month and boost your sales engagement? We've got the solution to help you achieve just that. Let's dive into the game-changing productivity tool that's revolutionizing the way sales professionals work. FlyMSG, the productivity assistant that is the ultimate game-changer for boosting efficiency and meaningful engagement in sales tasks. It's time to take your productivity to the next level.

Mario Martinez Jr., the visionary behind Vengreso and FlyMSG.io, shared an intriguing anecdote about his unconventional entry into the world of sales during this recent podcast episode. Recalling his days at Ritz Camera Centers, Mario vividly recounted a pivotal conversation with his regional manager, Hunter Anderson. This insightful exchange unveiled Mario's natural flair for sales, as Hunter scrutinized his remarkable sales figures and recognized his innate ability to empathize with customers and provide effective solutions.

Mario's journey, from a part-time photo finisher to a sales associate, highlights the profound impact of recognizing and nurturing innate talents. This captivating narrative delves into the idea that sometimes, our true calling unfolds unexpectedly, revealing latent abilities that shape our professional trajectories. Mario's story serves as a testament to the transformative power of recognizing and leveraging inherent skills, leading to an inspiring career journey that resonates with aspiring sales professionals.

The resources mentioned in this episode are:

• Connect with me on LinkedIn and send a personalized connection request mentioning this podcast episode.

• Visit FlyMSG.io to learn more about FlyMSG AI and its features for sales teams and individuals.

• Check out Pvcsalesmethod.com for more sales resources and insights.

• Explore MoreSalesCalls.com for additional sales tools and strategies.

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

Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets!

If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions?

It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency!

Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.

I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck

My special guest is Henry Schuck

Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies.

Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale.

In this episode, you will be able to:

• Harness the power of AI-driven sales engagement strategies to supercharge your sales process.

• Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships.

• Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach.

• Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success.

• Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.

The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:17 - Special Guest: Henry Schuck 00:02:18 - Establishment of Zoom Info 00:05:29 - Discoverorg-Zoom Info Connection 00:09:47 - Henry's Legal Background and Risk Management 00:14:56 - Personalized Messaging in Sales 00:17:53 - Targeting Different Organization Sizes 00:21:08 - Targeting High-Level Executives 00:24:25 - Getting C-Suite Involvement 00:27:50 - Navigating Trust and Involving C-Suite 00:28:26 - Leveraging Champions for Meetings 00:29:18 - Connecting at Different Levels 00:30:40 - Building Strong Relationships 00:32:34 - Fostering Partnership with Clients 00:33:45 - Contrasting Sales Tactics for Different Segments 00:41:55 - Importance of Multi-Threading in Sales and Marketing 00:43:24 - Utilizing AI for Efficient Sales 00:45:05 - AI-Driven Account Briefs 00:48:07 - Revolutionizing Go-to-Market Strategy

Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale. 00:01:17 - Special Guest: Henry Schuck Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies. 00:02:18 - Establishment of Zoom Info Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services. 00:05:29 - Discoverorg-Zoom Info Connection Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com. 00:09:47 - Henry's Legal Background and Risk Management Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks. 00:14:56 - Personalized Messaging in Sales Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve. 00:17:53 - Targeting Different Organization Sizes Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly. 00:21:08 - Targeting High-Level Executives Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives. 00:24:25 - Getting C-Suite Involvement The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic. 00:27:50 - Navigating Trust and Involving C-Suite Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship. 00:28:26 - Leveraging Champions for Meetings Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process. 00:29:18 - Connecting at Different Levels Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors. 00:30:40 - Building Strong Relationships Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions. 00:32:34 - Fostering Partnership with Clients The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients. 00:33:45 - Contrasting Sales Tactics for Different Segments Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment. 00:41:55 - Importance of Multi-Threading in Sales and Marketing Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts. 00:43:24 - Utilizing AI for Efficient Sales Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps. 00:45:05 - AI-Driven Account Briefs Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research. 00:48:07 - Revolutionizing Go-to-Market Strategy Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers.

Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process.

Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments.

The resources mentioned in this episode are:

• Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation.

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

• Reach out to Henry Schuck via email at [email protected] to connect directly and discuss sales strategies, AI implementation, or any other related topics.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.

• Watch Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.