Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways:

• The two biggest mistakes in sales cadences and how to avoid them
• Why referrals should be your starting point for prospecting
• The crucial difference between LinkedIn connections and follows
• How to earn the right to connect with potential buyers

Mario also introduces FlyMSG.io, a suite of AI assistants designed to streamline the sales process and increase productivity by up to 33 hours a month! From AI-powered social media posts to role-playing for cold calls, these innovations aim to solve common pain points for sales professionals to book more meetings and grow the sales pipeline.

Discover How to:

• Leverage LinkedIn notifications to your advantage
• Improve your prospecting efficiency with cutting-edge tools
• Adapt your sales cadence and approach to the modern selling age

Whether you're new to sales or a seasoned professional, this episode offers valuable insights to enhance your prospecting strategy and boost your success rate. Learn how to focus on helping customers and watch your sales soar.

"Sales is the art of helping." - Mario Martinez Jr.

Don't miss this opportunity to refine your sales approach and stay ahead in the competitive world of B2B sales. Tune in now to transform your prospecting game!

Key Moments

00:00:00Earning the Right to Connect on LinkedIn Mario emphasizes the importance of earning the right to connect with someone's network on LinkedIn. He discusses the difference between following and connection requests, highlighting common mistakes salespeople make in their outreach strategies.

00:07:42The Power of Referral in Sales Mario stresses that referrals are the most effective way to get a first conversation with potential buyers. He explains that 82% of buyers start their buying process with a referral, making it crucial for sellers to leverage their network connections.

00:14:08From Retail to Software Sales: Mario's Journey Mario shares his career journey, starting from his time at Ritz Camera Centers. He explains how his approach to helping customers naturally translated into successful sales techniques, leading to his transition into software sales.

00:27:48Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople.

00:27:29Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and potentially being acquired by a larger company in the next five years.

00:37:00The Future of FlyMSG and Sales Tools Mario discusses the future of FlyMSG, predicting potential acquisitions and explaining upcoming product releases. He emphasizes the importance of comprehensive sales tools that cover the entire workflow of a salesperson.

Follow Us On:

·         LinkedIn

·         Twitter

·         YouTube Channel

·         Instagram

·         Facebook

Learn More About FlyMSG Features Like:

·         LinkedIn Auto Comment Generator

·         AI Social Media Post Generator

·         Auto Text Expander

·         AI Grammar Checker

·         AI Sales Roleplay and Coaching

·         Paragraph Rewrite with AI

·         Sales Prospecting Training for Individuals

·         FlyMSG Enterprise Sales Prospecting Training Program

Install FlyMSG for Free:

·         As a Chrome Extension

·         As an Edge Extension

 

Have you ever wondered why your sales team's performance doesn't match their enthusiasm for training? I found myself in this exact predicament, puzzling over a 97% customer satisfaction rate for our program, yet only 15% of participants were implementing what we taught. This disconnect led to a fascinating journey of discovery and innovation in the world of sales technology.

Key Insights:

• The unexpected pivot from service to software, driven by market demands and investor feedback
• How we leveraged our sales training expertise to create AI-powered writing and engagement tools
• The importance of understanding your users' workflow to build truly valuable solutions
• Strategies for transitioning from a service-based model to a product-led growth approach

The Productivity Paradox

Here at Vengreso, we uncovered a fascinating paradox in sales training. Despite a 97% satisfaction rate with our training programs, only 15% of reps were actually implementing what they learned. Why? The answer lies in the time-consuming nature of sales activities.

Their research showed that on average:

• It takes 6-12 minutes to write a LinkedIn comment.
• Creating a social media post consumes 32 minutes.

No wonder reps weren't putting their training into practice!

This insight led to the development of two new features within FlyMSG, an AI-powered writing and sales engagement tool designed to streamline these processes.

Exciting Features on the Horizon:

• FlyGrammar: An AI-powered writing assistant to rival established players
• AI Sales Roleplay and Coaching: FlyMSG now includes an AI-driven sales roleplay and practice session with personalized feedback for cold calling.
• AI Paragraph Rewriter: FlyMSG can now rewrite, humanize, and improve any paragraph or sentence instantly and it works everywhere online.

Whether you're a sales manager or above looking to enhance your team's performance or an entrepreneur interested in the journey from service to SaaS, this episode offers valuable insights into the future of sales technology and the power of understanding your users' needs.

"A fool with a tool is still a fool." - Learn why combining powerful technology with effective training is the key to sales success.

Join me as we explore the challenges, triumphs, and lessons learned in building a sales productivity platform that's reshaping how modern sales teams operate. Discover how we're addressing the pain points in the sales workflow and why our approach might just be the future of sales enablement.

Key Moments

00:00:00The Perplexing Customer Satisfaction Paradox Mario Martinez Jr. discusses the puzzling situation of having 97% customer satisfaction but only 15% of people implementing their training. This led to the development of AI-powered tools to address the time-consuming nature of social media engagement for salespeople.

00:01:37Introducing Mario Martinez Jr. and Vengreso Mario shares his background, including his family nickname "Sonny," and introduces Vengreso, creators of Fly Message. He explains how the company evolved from a service-based business to a SaaS company focused on sales productivity and engagement tools.

00:05:54From Service to SaaS: Vengreso's Transformation Mario details the transition from a service-based company to a SaaS business. He discusses the challenges faced, including raising funds and pivoting their strategy to focus on enterprise sales prospecting training alongside their Fly Message tool.

00:19:30Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople.

00:27:29Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and potentially being acquired by a larger company in the next five years.

00:37:00Challenges and Personal Pride Mario identifies funding as the main challenge for accelerating growth. He expresses pride in being an engaged father, sharing advice on balancing work and family life by sacrificing sleep rather than family time when building a company.

Follow Us on:

·         LinkedIn

·         Twitter

·         YouTube Channel

·         Instagram

·         Facebook

Learn More About FlyMSG Features like:

·         LinkedIn Auto Comment Generator

·         AI Social Media Post Generator

·         Auto Text Expander

·         AI Grammar Checker

·         AI Sales Roleplay and Coaching

·         Paragraph Rewrite with AI

·         Sales Prospecting Training for Individuals

·         FlyMSG Enterprise Sales Prospecting Training Program

Install FlyMSG for free:

·         As a Chrome Extension

·         As an Edge Extension

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain?

In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing.

Adapting to the New B2B Buyer Journey

One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that:

• 75% of the buyer journey now happens before someone wants to talk to sales
• 86% of buyers start with a shortlist of vendors
• 92% of purchases come from that initial shortlist

This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels.

The Rise of AI in Sales and Marketing

Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic:

• There's been a 240% increase in page views from ChatGPT to their websites since January

This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape.

From Funnel to Rooms: A New Perspective on Lead Nurturing

Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms:

• Prospects who are ready to talk to a vendor
• Prospects who are not ready

The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect.

Actionable Takeaways for Sales Leaders

• Experiment with new technologies and strategies – don't be afraid to break things
• Focus on niching down and segmenting your audience for more personalized outreach
• Leverage AI tools to level the playing field and enhance your team's capabilities
• Align your sales and marketing strategies based on your target market and how they buy
• Consider implementing an Account-Based Experience (ABX) approach for enterprise sales

As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment.

Timestamped Summary of this Episode:

00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement.

00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence. 

00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background before entering the B2B sales and marketing world.

00:05:19 Evolving Lead Generation Landscape The lead generation landscape is shifting due to economic changes and emerging technologies. Key trends include niching down to target smaller, engaged audiences, leveraging AI for personalization, and adapting to the changing demographics of B2B buyers, with millennials and Gen Z now dominating.

00:08:18 Adapting to Modern Buyer Journeys Marketing and sales teams are adapting to new buyer journeys by embracing diverse media channels like podcasts, YouTube, and newsletters. The focus is on meeting buyers where they are and providing relevant content throughout their decision-making process, rather than relying solely on traditional lead generation methods.

00:10:11 Effective Sales and Marketing Tools While some companies are cutting back on tools, certain platforms like Sixth Sense and ZoomInfo continue to deliver ROI. The trend is moving towards efficiency and proven value rather than accumulating multiple tools. New opportunities in forums, Reddit, and connected TV are emerging as ways to engage buyers.

00:12:50 Key Metrics for Evaluating Tools CROs should prioritize usage and adoption rates when evaluating tools. Pipeline generation and productivity improvements are also crucial metrics. The focus should be on how tools increase efficiency and drive tangible results rather than just adding more features.

00:17:37 Intent Data and Personalized Engagement Leveraging intent data and behavioral analytics is crucial for identifying and engaging high-potential leads early in the buyer's journey. TechnologyAdvice is developing an AI-driven "intent to lead" model that creates personalized, timely outreach based on prospect behavior across their ecosystem.

00:32:40 Rethinking the Sales Funnel The traditional sales funnel concept is evolving into a two-room model: prospects are either ready to talk to a vendor or they're not. The focus is on moving prospects from "not ready" to "ready" through personalized, dynamic marketing across various channels and touchpoints.

00:36:42 Tailoring Strategies to Audiences and Verticals There's no one-size-fits-all approach to sales and marketing strategies. Leaders must consider factors like product type, sales motion, and target market to determine the most effective channels and tactics. Account-based experience (ABX) is becoming increasingly important for enterprise sales.

00:40:18 Advice for CROs: Experiment and Personalize CROs should focus on testing new approaches, leveraging AI, and personalizing experiences for target accounts. The key is to be willing to experiment, niche down, and use available tools effectively to stand out in a competitive landscape.

Follow Us on:

·         LinkedIn

·         Twitter

·         YouTube Channel

·         Instagram

·         Facebook

You might also like:

·         FlyEngage - Social media AI engagement tool.

·         FlyPosts - Thought leadership AI post generator tool.

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

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

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

Install FlyMSG for free:

·         As a Chrome Extension.

·         As an Edge Extension.

Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy.

Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies.

AI and Human Touch: The New Sales Edge

Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth.

This is Hannah Willson's story, this week's special guest:

Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape.

Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies.

Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson

About Hannah Willson

Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape.

In this episode, you will be able to:

• Master AI for outbound sales in order to revolutionize your approach and skyrocket your results.

• Cultivate a thriving calling culture that can transform your sales team's performance and boost morale.

• Embrace the human element in modern sales, a key to forming genuine connections and closing more deals.

• Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions.

• Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.

 

The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action

Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity.

Reimagining Team Structure for Results

Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success.

Building a Winning Sales Culture

The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results.

The resources mentioned in this episode are:

• Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation.

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

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

• Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research.

• Watch the movie Elf for a good laugh and a fun time.

Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th

If you're feeling like your team is losing to the competition and you can't figure out why, then you are not alone! Your efforts to build a great team might not be working as expected, and instead of improved performance, you might be experiencing disengagement and frustration among your team members. It's time to turn things around and create a winning team culture that drives success.

Uncover the surprising twist that takes employee engagement to the next level. You won't believe how a simple shift in perspective can transform teams from average to extraordinary. And the best part? It's a game-changer for any business, regardless of industry. Stay tuned to find out how this unexpected approach leads to exceptional team performance and leaves your competition in awe. You won't want to miss this!

Build Great Teams with Collaboration Creating a culture of collaboration within teams fosters innovation and productivity. By encouraging open communication and teamwork, organizations can leverage the diverse skills and perspectives of their members. Collaborative efforts lead to enhanced problem-solving and creativity, driving the team towards success.

This week's special guest is Don Yaeger

Don Yaeger, a distinguished journalist and accomplished author, boasts an extensive background in sports and business. As the author of 40 books, including 12 New York Times bestsellers, Don's expertise is widely recognized. With a focus on team dynamics and leadership, his insights are particularly valuable for business leaders and managers seeking to optimize team performance and engagement.

Don's in-depth research and comprehensive understanding of high-performance principles make him a respected authority in the realm of team building and organizational excellence. His wealth of experience positions him as a leading figure in providing practical strategies and actionable advice for enhancing team effectiveness and driving overall success in the business landscape.

This is his story:

Don Yaeger, a seasoned journalist and author, shares his journey of discovering the elements that make great teams in business. With a career spanning big newspapers and Sports Illustrated, Don's insatiable appetite for learning led him to write 40 books, with 12 becoming New York Times bestsellers. His relentless pursuit of knowledge didn't stop there; he also hosts the Corporate Competitor podcast, where he delves into the wisdom of successful individuals.

Don's immersion in the world of great teams didn't happen overnight. Over a decade, he meticulously studied top-performing sports teams like Nick Saban's Alabama football team and the mid-90s Chicago Bulls, as well as outstanding businesses like Delta Airlines and Chick Fil A. This deep dive culminated in his book "Great Teams," where he identified 16 key differentiators of exceptional teams. Don's journey is a testament to the power of continuous learning and the relentless pursuit of excellence, inspiring leaders and managers to cultivate a culture of growth and engagement within their teams.

Great teams are committed to things that average teams aren't. They're committed to things like creating an environment where employees believe that they're locked into each other and that they're beholden to each other, that they're better because of each other. - Don Yaeger

In this episode, you will be able to:

• Uncover the secrets to building great teams that drive business success.

• Explore the crucial role of culture in achieving outstanding team performance.

• Implement powerful strategies to boost employee engagement and motivation.

• Harness the impactful leadership techniques that drive exceptional team performance.

• Discover invaluable insights from success stories in sports and business.

 

The key moments in this episode are: 00:00:00 - The Importance of Having a Sense of Purpose 00:07:36 - What Makes Great Teams Great 00:11:49 - Building a Team Others Want to Join 00:13:07 - Overcoming Complacency 00:14:28 - The Power of Coaching and Success Principles 00:16:06 - Success Leaves Clues 00:17:56 - The Role of Team Behavior 00:21:36 - Culture, Behavior, and Habits 00:27:02 - The Power of Purpose 00:29:14 - The Importance of Team Commitment 00:30:43 - Making a Difference in Business 00:34:48 - Employee Engagement and Impact 00:36:35 - What Makes Great Teams Great 00:40:26 - Don Yaeger's All-Time Favorite Movie

Timestamped summary of this episode: 00:00:00 - The Importance of Having a Sense of Purpose Don Yaeger emphasizes the importance of not just knowing, but feeling the sense of purpose within a team. He discusses how the best teams believe they are part of something bigger than themselves. 00:07:36 - What Makes Great Teams Great Don Yaeger shares his insights on what makes great teams stand out, highlighting the importance of continuous learning, mentoring culture, and a strong sense of purpose as key factors in achieving greatness. 00:11:49 - Building a Team Others Want to Join Don Yaeger discusses the significance of being the team that others aspire to join. He emphasizes the importance of being the organization that people are working to figure out how to join, rather than the team losing people to competitors. 00:13:07 - Overcoming Complacency Don Yaeger addresses the issue of complacency and its impact on organizations. He discusses how human nature can lead to complacency, and the importance of staying vigilant and continuously improving, even during times of success. 00:14:28 - The Power of Coaching and Success Principles Don Yaeger shares how he coached his son's losing team and emphasized success principles to turn the team's performance around. 00:16:06 - Success Leaves Clues Don Yaeger discusses the importance of studying successful individuals and teams to learn from their experiences and apply those lessons to achieve greatness. 00:17:56 - The Role of Team Behavior Don Yaeger emphasizes the significance of team behavior, communication, and camaraderie in achieving success, rather than solely crediting coaching for a team's victory. 00:21:36 - Culture, Behavior, and Habits Don Yaeger explains how culture shapes behaviors, which in turn form habits leading to sustained excellence, highlighting the importance of intentionally designing a positive culture within organizations. 00:27:02 - The Power of Purpose Don Yaeger shares how a sense of purpose and belonging to something bigger than oneself is crucial for team success, using the example of USA Basketball's transformation under Coach Mike Krzyzewski. 00:29:14 - The Importance of Team Commitment Don Yaeger discusses the importance of basketball players respecting and honoring members of the United States armed forces, emphasizing the responsibility they have as representatives of their country. 00:30:43 - Making a Difference in Business Yaeger shares a story about Medtronic, showing how bringing in families to thank employees for their work makes them realize the impact they have on people's lives, fostering a sense of purpose in their work. 00:34:48 - Employee Engagement and Impact The conversation highlights the significance of employees believing that their work makes a difference and the impact it has on their engagement and satisfaction, ultimately leading to better outcomes for the organization. 00:36:35 - What Makes Great Teams Great Yaeger emphasizes that great teams are committed to creating an environment where employees feel connected and responsible for each other, believing that their work changes lives and treating them differently than other organizations would. 00:40:26 - Don Yaeger's All-Time Favorite Movie Yaeger shares his favorite sports movie, "Hoosiers," emphasizing the idea of coming together to achieve amazing things, reflecting the themes of teamwork and commitment discussed in the episode.

Importance of Culture in Teams Culture forms the foundation of a team, shaping behaviors, attitudes, and values. A positive and inclusive culture cultivates trust and unity among team members, fostering a sense of belonging and shared purpose. Leaders play a crucial role in shaping and nurturing a culture that empowers individuals and drives collective success.

Effective Employee Engagement Strategies Engaged employees are more productive, motivated, and committed to the organization's goals. Implementing strategies that recognize and value employees' contributions fosters a sense of ownership and loyalty. By soliciting feedback, offering growth opportunities, and promoting a healthy work-life balance, leaders can create a work environment where employees thrive and contribute their best work.

The resources mentioned in this episode are:

• Connect with Don Yaeger on LinkedIn for more insights and inspiration on building great teams.

• Visit Don Yaeger's website at donyaeger.com to explore his work, books, and speaking engagements.

• Check out the Corporate Competitor Podcast at corporatecompetitorpodcast.com for valuable leadership and team-building content.

• Explore Leadfeeder for real-time website visitor tracking and lead engagement to revolutionize your lead generation and sales efforts.

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

Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements.

Get ready to uncover the game-changing solution that's been right under your nose this whole time. Stay tuned for the jaw-dropping insight that will revolutionize your prospecting efforts and take your sales game to the next level.

Achieve Better Prospecting Engagement

If you're feeling overwhelmed by the prospecting challenges and struggling to engage potential clients, then you are not alone! The traditional sales methods just don't seem to be cutting it and it's time to shake things up. Let's explore how to achieve greater prospect engagement and success through personalized, empathetic selling. It's time to transform your sales game and make prospecting a breeze!

In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his unorthodox entry into the sales world, transitioning from a photo finisher to a highly successful salesperson. He underscores the importance of trust-building and genuine assistance in sales, rather than aggressive tactics. Throughout the conversation, key themes such as the challenges of modern prospecting, the integration of human intelligence with AI, and the impact of personalized communication on sales strategies emerge.

Mario's personal journey serves as a testament to the resilience and dedication required in the sales profession, offering valuable insights for aspiring sales professionals. His practical advice and emphasis on adapting to the evolving sales landscape make this episode essential for those seeking to enhance their sales efforts.

The hardest part about selling is not anything but prospecting. - Mario Martinez Jr.

In this episode, you will be able to:

• Overcome Sales Prospecting Challenges: Learn effective strategies to conquer common obstacles and boost your prospecting success.

• Harness the Power of Human Assisted AI in Sales: Discover how the fusion of human touch and AI technology can supercharge your sales efforts.

• Elevate Your Sales Cadences with Referrals: Uncover the pivotal role referrals play in enhancing your sales process and driving better results.

• Master Personalization Strategies for Sales Success: Unleash the potential of personalized selling to forge stronger connections and win more deals.

• Leverage LinkedIn for Modern Sales Strategies: Explore the impactful role of LinkedIn in shaping contemporary sales approaches and expanding your reach.

The key moments in this episode are: 00:00:00 - The Power of Sales Coaches and Managers 00:00:30 - Leveraging AI in Sales 00:00:43 - Mario's Journey into Sales 00:03:39 - Overcoming Financial Challenges 00:10:40 - Hunter's Revelation 00:11:16 - Hunter Anderson's Advice 00:14:21 - Diverse Sales Experience 00:18:12 - Modern Buyer Challenges 00:20:48 - Engaging Modern Buyers 00:25:54 - The Importance of Personalization in Sales Prospecting 00:26:34 - The Limitations of AI in Sales 00:27:58 - The Role of Personal Investment in Sales 00:29:39 - Leveraging Human-Assisted AI in Sales 00:30:16 - The Power of Referral in Sales Cadences 00:39:58 - The Art of Helping in Sales 00:40:13 - Spreading Wisdom and Knowledge 00:40:30 - Elevating Each Other 00:40:47 - Podcast Rating and Productivity Tip

Timestamped summary of this episode: 00:00:00 - The Power of Sales Coaches and Managers Mario discusses the importance of sales coaches and managers who can share success stories and help their team overcome the challenges of prospecting. 00:00:30 - Leveraging AI in Sales Mario emphasizes the need to combine human intelligence with AI tools to achieve real results in sales. 00:00:43 - Mario's Journey into Sales Mario shares his inspiring journey into sales, starting from his time as a photo finisher and how he transitioned into B2B software sales. 00:03:39 - Overcoming Financial Challenges Mario recounts how he applied for numerous scholarships and worked part-time to pay for his education at UC Berkeley, showcasing his resilience and determination in the face of financial obstacles. 00:10:40 - Hunter's Revelation Mario recounts the pivotal moment when his district manager, Hunter, recognized his sales skills while working as a photo finisher, leading to a significant turning point in his career. 00:11:16 - Hunter Anderson's Advice Hunter Anderson recognized Mario Martinez Jr.'s sales potential and advised him to pursue a sales role, leading to a successful career in sales. 00:14:21 - Diverse Sales Experience Mario Martinez Jr. discusses his diverse sales experience, serving various industries and segments, managing large teams, and his journey from a sales intern to a successful sales professional. 00:18:12 - Modern Buyer Challenges Martinez highlights the challenges faced by salespeople in engaging with modern digital buyers, emphasizing the importance of omni-channel approaches and hyper-personalization in sales prospecting. 00:20:48 - Engaging Modern Buyers Martinez shares insights on the need for hyper-personalization and value-driven messaging in engaging modern buyers, emphasizing the importance of PVC sales methodology and the limitations of traditional prospecting methods. 00:25:54 - The Importance of Personalization in Sales Prospecting Mario emphasizes the importance of personalization in sales prospecting. He discusses the significance of getting a prospect to say yes and the need for human-assisted AI in the sales process. 00:26:34 - The Limitations of AI in Sales Mario talks about the limitations of AI, highlighting that AI can be two-dimensional and may not fully grasp contextual relevance. He stresses the necessity of human intelligence in sales to complement AI. 00:27:58 - The Role of Personal Investment in Sales Mario discusses the need for sales reps to invest in their own tools and technologies to enhance their effectiveness, rather than solely relying on the organization. He highlights the importance of personal initiative in sales success. 00:29:39 - Leveraging Human-Assisted AI in Sales Mario emphasizes the significance of aligning human intelligence with AI in sales. He stresses the need for real intelligence in using AI effectively to connect person-to-person, rather than solely relying on AI capabilities. 00:30:16 - The Power of Referral in Sales Cadences Mario emphasizes the importance of starting sales cadences with referrals, highlighting that 84% of buyers start their buying process with a referral. He emphasizes the need to transform LinkedIn profiles to engage buyers effectively. 00:39:58 - The Art of Helping in Sales Myra emphasizes the importance of prospecting and invites the audience to learn more. Mike emphasizes that sales is the art of helping, highlighting the need for collaboration and support in the sales world. 00:40:13 - Spreading Wisdom and Knowledge Mike encourages the audience to like, subscribe, and share the podcast to spread wisdom and knowledge in the sales world. He emphasizes the critical nature of understanding and helping each other in the industry. 00:40:30 - Elevating Each Other Mike encourages the audience to keep shining bright and have an amazing day, emphasizing the importance of lifting each other up. He highlights the need for mutual support and collaboration in the sales industry. 00:40:47 - Podcast Rating and Productivity Tip Mike asks for a 5-star rating and review for the podcast on iTunes. He also recommends downloading FlyMSG to save time and increase productivity in writing.

 

The resources mentioned in this episode are:

• Visit FlyMSG.ai to try the AI-powered sales prospecting tool for free. No credit card required.

• Check out Vengreso, Inc. at vengreso.com to learn more about their sales training and prospecting solutions.

• Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on the Membrane podcast to engage with him directly.

• Watch Vengreso, Inc.'s referral training video on YouTube for a comprehensive guide on how to ask for referrals in your sales process.

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

If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone!

Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales.

This is Gaurav Bhattacharya's story:

Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry.

I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya

Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity.

Ths week's special guest is Gaurav Bhattacharya

Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales.

As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities.

In this episode, you will be able to:

• Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness.

• Discover the significant impact AI has on improving email deliverability in sales outreach.

• Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates.

• Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales.

• Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.

 

The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies

Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation.

Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks.

Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects.

The resources mentioned in this episode are:

• Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies.

• Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting.

• Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process.

• Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity.

• Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips.

Follow Us on:

• LinkedIn

• Twitter

• YouTube Channel

• Instagram

• Facebook

You might also like:

• FlyEngage AI - Social media AI engagement tool.

• FlyPosts AI - Thought leadership AI post generator tool.

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

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

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

Install FlyMSG for free:

• As a Chrome Extension.

• As an Edge Extension.

Hey there, Sales Leaders and Professionals! Imagine a surprising twist in the world of sales culture that could skyrocket your team's performance. It's something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team's success. Ready to take your sales game to the next level? Let's dive in!

Cultivating a sales culture Cultivating a strong sales culture is essential for fostering teamwork, accountability, and continuous improvement within sales teams. It involves creating a supportive environment where team members are empowered to collaborate, learn from each other, and strive for excellence. A positive sales culture boosts morale, increases motivation, and ultimately leads to enhanced performance and success.

This is Paul Fuller's story:

In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Paul Fuller, the Chief Revenue Officer of Membrain, a B2B growth platform. Paul brings over two decades of sales experience to the table, making him an expert in driving sales culture through character, competence, and technology. He emphasizes the significance of continuous training, individual accountability, and celebrating wins while coaching privately for improvements, laying the foundation for a positive sales culture.

Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. With his deep understanding of the multi-faceted nature of sales and the impact of technology on driving sales culture, Paul offers practical advice to enhance team collaboration, accountability, and sales excellence. This engaging conversation is a must-listen for sales leaders and professionals looking to elevate their team's performance and build a strong sales culture.

Paul Fuller found his calling in sales through a journey filled with diverse experiences. His career, which includes founding a sales-as-a-service company and transitioning to his current role, reflects his unwavering dedication to the industry. Paul's view of sales as a blend of leadership, service, and wayfinding sheds light on the profound insights he has gained over the years. His story is not just about professional growth, but a testament to how a shift in mindset can turn disdain for a profession into a deep-rooted passion. Paul's narrative resonates with the challenges and triumphs many professionals encounter, making his journey an inspiration for those seeking fulfillment and purpose in their careers.

I think the biggest thing that we can help them do is be good at their job and be held accountable to doing it well. - Paul Fuller

Our special guest is Paul Fuller

Paul Fuller, the Chief Revenue Officer of Membrain, is a seasoned sales professional with over 22 years of industry experience. With a track record of leading a sales-as-a-service company and now steering Membrane's B2B growth, Paul brings a wealth of expertise to the table. His unique journey from initial skepticism about sales to recognizing its potential to transform lives gives him a distinct outlook on building a sales culture within teams. Paul's insights into leadership, service, and wayfinding in sales offer a refreshing and valuable perspective for sales leaders and professionals seeking to enhance team performance and foster a collaborative and accountable sales culture.

In this episode, you will be able to:

• Mastering LinkedIn messaging will revolutionize your sales outreach.

• Weekly sales reports can uncover hidden opportunities and boost team performance.

• Cultivating a sales culture within your team is key to achieving sales excellence.

• Choosing the right sales technology can supercharge your team's productivity.

• Effective B2B sales coaching strategies can transform your team's performance.

 

The key moments in this episode are: 00:00:00 - Importance of LinkedIn messaging and leadership in sales 00:01:56 - Introduction to Membrain and Paul Fuller 00:03:13 - Membrain's B2B growth platform 00:07:43 - Personal definition of sales and its impact on people 00:11:20 - Delicate communication in addressing areas of improvement 00:13:47 - Building a Strong Sales Culture Based on Character and Competence 00:16:31 - Accountability and Approach in Sales Leadership 00:21:03 - Creating a Systematic Sales Culture 00:23:15 - Equipping Sales Teams with the Right Technology 00:27:55 - The Pitfalls of Misguided Enablement 00:42:35 - Challenges in Training 00:43:20 - Resistance to Change 00:44:50 - Impact of Membrain 00:49:13 - Connecting with Paul 00:50:52 - All-Time Favorite Movie

Timestamped summary of this episode: 00:00:00 - Importance of LinkedIn messaging and leadership in sales The conversation starts with a discussion about the missed opportunity to reply on LinkedIn messaging and then delves into the importance of leadership in sales and the need for delicate communication in addressing areas of improvement. 00:01:56 - Introduction to Membrain and Paul Fuller Mario introduces Paul Fuller, the Chief Revenue Officer of Membrain, and they discuss Paul's background in sales and his role at Membrain. 00:03:13 - Membrain's B2B growth platform Paul explains that Membrain offers a B2B growth platform that includes a CRM and is designed to help sales experts and their customers define and execute their sales processes and methodologies. 00:07:43 - Personal definition of sales and its impact on people Paul shares his personal definition of sales as leadership, service, and wayfinding, emphasizing the impact of sales on changing people's lives beyond just financial gain. 00:11:20 - Delicate communication in addressing areas of improvement The conversation explores the challenge of providing constructive criticism in sales and the importance of building respect and trust to effectively communicate areas of improvement to sales professionals. 00:13:47 - Building a Strong Sales Culture Based on Character and Competence Paul emphasizes the importance of character and competence in building a strong sales culture. He stresses the need for true intentions and a heart of servitude in sales interactions. 00:16:31 - Accountability and Approach in Sales Leadership The discussion shifts to the approach and accountability in sales leadership. Paul talks about the importance of holding individuals accountable for their actions and celebrating wins while providing private coaching for improvement. 00:21:03 - Creating a Systematic Sales Culture Paul discusses the significance of creating a systematic approach to building a sales culture. He emphasizes the need for continual training, coaching, and the use of technology to enable sales teams to be effective in their roles. 00:23:15 - Equipping Sales Teams with the Right Technology The conversation delves into the importance of providing sales teams with the right tools and technology. Paul highlights the demoralizing effect of not arming teams with the right technology and emphasizes the need to align technology with the desired sales outcomes. 00:27:55 - The Pitfalls of Misguided Enablement The discussion covers the misconception of enabling sales teams with technology without understanding the specific job roles and desired outcomes. Paul emphasizes the need to avoid the "tech confusion gap" and align technology with the specific needs of each sales role. 00:42:35 - Challenges in Training Paul discusses the challenges he faced in training a large number of people and the lack of implementation and engagement from the trainees. 00:43:20 - Resistance to Change Paul addresses the resistance to change from the sales team, including their reluctance to use referrals and their low open rates and engagement on emails. 00:44:50 - Impact of Membrain Paul talks about the impact of Membrain on the market, including elevating the sales profession, driving excellence in the sales process, and achieving significant growth and client retention. 00:49:13 - Connecting with Paul Paul shares that the best way to connect with him is through LinkedIn and also mentions his podcast, "The Art and Science of Complex Sales." 00:50:52 - All-Time Favorite Movie In a lighthearted moment, Paul reveals that his all-time favorite movie is "The Goonies" and shares a fun memory related to it.

Mastering LinkedIn messaging Mastering LinkedIn messaging is crucial for building connections and generating leads in the digital sales landscape. It involves crafting personalized messages that resonate with prospects and drive engagement. By harnessing the power of LinkedIn, sales professionals can reach a wider audience and establish meaningful relationships with potential clients.

Unveiling the benefits of weekly sales reports Weekly sales reports offer valuable insights into team performance, allowing sales leaders to track progress, identify areas for improvement, and celebrate achievements. These reports provide a clear overview of key metrics, such as revenue goals, conversion rates, and pipeline growth, enabling data-driven decision-making. By analyzing weekly sales reports, teams can optimize strategies, enhance efficiency, and drive sales success.

The resources mentioned in this episode are:

• Connect with Paul Fuller on LinkedIn by searching for Paul Fuller, Membrain or visiting LinkedIn.com/in/paulsfuller.

• Check out the Art and Science of Complex Sales podcast created by Membrain, available on all podcast platforms.

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

• Visit Membrain's website at membrane.com to learn more about their B2B growth platform and how it can help elevate the sales profession.

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

If you're feeling overwhelmed by the endless cycle of searching for and crafting repetitive messages, only to end up spending hours on mundane tasks instead of focusing on what truly matters, then you are not alone!

Unexpectedly, this AI tool is not just for sales professionals. It's revolutionizing productivity for a wide range of professionals, from digital pharmacists to stay-at-home moms. And it's not just about automation; it's about human-assisted AI. But how exactly can this tool save 20 hours a month for you? Find out more in the full episode below.

Mastering Human Assisted AI In this episode, Mario delves into the concept of human-assisted AI, showcasing the importance of human input in leveraging technology for enhanced productivity. The discussion highlights the significance of striking a balance between automation and human creativity to maximize the potential of AI tools like FlyMSG. It emphasizes the need for personalized, contextually relevant content creation with the assistance of AI.

In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives deep into the development and impact of FlyMSG, a human-assisted AI tool designed to revolutionize productivity for sales professionals and entrepreneurs. Mario shares his initial skepticism about the tool, followed by his discovery of its innovative features and potential to enhance client productivity. Throughout the episode, Mario emphasizes the significance of preserving genuine human interaction while leveraging AI for enhanced productivity.

The conversation with guests Viveka von Rosen and Scott Waldron delves into various aspects of FlyMSG, highlighting its versatile applications across diverse professional domains. With insights into the tool's evolution, user base, and its role in streamlining communication, this episode offers valuable takeaways for anyone striving to enhance productivity and streamline communication. Mario's entrepreneurial journey and strategic insights add depth to the discussion, positioning this episode as a must-listen for sales professionals and entrepreneurs seeking to unlock the potential of human-assisted AI for productivity gains.

The world doesn't need more automation. What we do need is tools and technology that helps me do my job faster. And now I apply human thinking to ensure that it's relevant and contextually relevant to the individual. - Mario Martinez Jr.

In this episode, you will be able to:

• Master Human Assisted AI for Enhanced Productivity - Discover the power of human-assisted AI to supercharge your productivity and streamline your daily tasks.

• Unleash the Potential of FlyMSG AI Productivity Tool - Explore how FlyMSG productivity tool can revolutionize the way you communicate and manage your workflow.

• Boost Salesperson Productivity with AI - Learn how AI can elevate sales productivity, leading to more efficient processes and increased sales success.

• Elevate Your Sales Prospecting Skills and Tools - Uncover the latest sales prospecting training and tools to take your outreach to the next level and maximize your sales potential.

• Minimize Transactionality in Digital Communication - Explore effective strategies to reduce transactionality in digital communication, leading to more meaningful interactions and time-saving benefits.

 

The key moments in this episode are: 00:00:00 - The impact of digital interactions on human connection 00:01:09 - Introducing FlyMSG AI 00:03:30 - Evolution of FlyMSG and its impact 00:10:28 - Calculating time and cost savings 00:13:50 - Differentiating FlyMSG from competitors 00:16:15 - Evolution of Technology Companies 00:17:50 - Value of FlyMSG 00:20:50 - Expansion of FlyMSG 00:24:28 - Human Assisted AI 00:31:39 - FlyMSG Platform Growth 00:32:09 - User Demographics 00:32:33 - Connectivity and Feedback 00:33:06 - Connecting on LinkedIn 00:33:27 - Podcast Wrap-up

Timestamped summary of this episode: 00:00:00 - The impact of digital interactions on human connection Mario discusses the impact of digital interactions on human connection and the transactional nature of social platforms like LinkedIn. He emphasizes the importance of maintaining humanity in online interactions. 00:01:09 - Introducing FlyMSG AI Mario introduces FlyMSG AI, a productivity assistant designed to save users time and increase efficiency. He shares his motivation for creating the tool and how it can benefit individuals and businesses across various industries. 00:03:30 - Evolution of FlyMSG and its impact Mario shares the evolution of FlyMSG and its unexpected impact on users from different professions, not just salespeople. He highlights specific use cases and the significant time and cost savings experienced by users. 00:10:28 - Calculating time and cost savings Mario discusses how FlyMSG calculates time and money savings for users, emphasizing its value in increasing productivity. He shares insights into the significant time and cost savings achieved by users across various industries. 00:13:50 - Differentiating FlyMSG from competitors Mario explains how FlyMSG sets itself apart from competitors, particularly in its evolution from text expansion to a comprehensive productivity tool. He discusses the transition to sales-led growth and the need for a multi-functional solution for enterprise clients. 00:16:15 - Evolution of Technology Companies Apollo's growth led to other tech companies diversifying their offerings. FlyMSG was developed as a result of Vengreso's sales prospecting training program, catering to the sales line of business. 00:17:50 - Value of FlyMSG FlyMSG's sales prospecting training was so valuable that the world's largest sales training company, Miller Hyman Sales Training, sought their help. The focus on productivity and engaging buyers led to the creation of FlyEngage. 00:20:50 - Expansion of FlyMSG FlyMSG's features expanded to include FlyEngage for writing comments on social media posts. The introduction of FlyPosts streamlined the process of writing social media posts, reducing the time from 32 minutes to less than 1 minute. 00:24:28 - Human Assisted AI The focus of FlyMSG is on human-assisted AI, not automation. The goal is to help users work faster while ensuring contextual relevance and personalization in their interactions, addressing the need for productivity without losing the human touch. 00:31:39 - FlyMSG Platform Growth Mario discusses the significant growth of the FlyMSG platform, with a focus on the sales line of business and individual entrepreneurs. The platform aims to eliminate the problem of storing and finding text snippets. 00:32:09 - User Demographics Mario shares that 60% of users are in the sales line of business, while 40% are from various other professions. The platform is designed to cater to a wide range of users, from digital pharmacists to stay-at-home moms. 00:32:33 - Connectivity and Feedback Mario highlights the importance of reaching out on LinkedIn and encourages listeners to mention the podcast when connecting. He emphasizes the platform's user-friendly approach, as it does not require credit card information. 00:33:06 - Connecting on LinkedIn Mario explains the criteria for accepting connection requests on LinkedIn and underscores the significance of personalizing requests. He also acknowledges the struggles of entrepreneurship and thanks the host for the opportunity to be on the podcast. 00:33:27 - Podcast Wrap-up The host encourages listeners to rate and review the podcast on iTunes and mentions the benefits of using FlyMSG for increased productivity. Mario expresses his gratitude for being on the podcast and looks forward to engaging with the audience.

Boosting Salesperson Productivity The conversation focuses on FlyMSG's ability to cater to sales professionals and entrepreneurs, highlighting its efficacy in streamlining communication and enhancing productivity. Mario emphasizes the platform's rapid growth and the diverse range of professionals benefiting from its features, positioning it as a valuable tool for driving efficiency and time savings. The episode underscores the importance of targeted communication tools like FlyMSG in boosting salesperson productivity and enhancing overall business performance.

Unleash the Potential of FlyMSG AI Mario introduces FlyMSG as a multifunctional AI-powered productivity tool designed to save users significant time by assisting with typing and writing tasks. The platform's evolution beyond text expansion to streamline social media engagements emphasizes its versatility and efficiency in enhancing user productivity. The episode showcases FlyMSG's potential to revolutionize communication across various professional domains, offering valuable time-saving capabilities.

The resources mentioned in this episode are:

• Visit flymsg.io to download FlyMSG for free and try the AI out every day.

• Click on the trial offer at the top of the screen to try the Business Professional plan for 14 days with no credit card required.

• Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on Unlocked with Scott Waldron to engage with him.

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

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

Want to learn how a sales professional successfully transitioned from corporate to entrepreneurial career? Discover the solution to achieving this result and hear from the expert who made it happen. Get ready to elevate your sales game and productivity. Let's dive in!

In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his journey from corporate America to entrepreneurship, highlighting pivotal moments that shaped his transition. From seizing opportunities following a LinkedIn sales conference to founding Vengreso, Martinez's insights offer valuable lessons for sales professionals seeking entrepreneurial pathways.

The episode delves into the evolution of Vengreso, emphasizing the power of focus and strategic adaptation in a competitive market. Martinez's candid and open approach provides listeners with valuable insights into his mindset, motivations, and business strategies. Whether listeners are sales professionals seeking entrepreneurial opportunities or aiming to enhance their sales prospecting skills, this episode offers a compelling narrative and a wealth of valuable takeaways, making it a must-listen for those navigating the dynamic world of modern selling.

I want to make you more productive. Whether I'm coaching you to make better calls or writing content for you, my goal is to save you time and cost, and help you cut through the noise in the sales space. - Mario Martinez Jr.

In this episode, you will be able to:

• Master the art of transitioning from corporate to entrepreneur and thrive in the new journey.

• Unlock the secrets to the importance of sales prospecting and revolutionize your sales game.

• Discover cutting-edge digital sales training strategies to stay ahead in the competitive sales landscape.

• Harness the power of AI for sales productivity and take your sales performance to the next level.

• Uncover the strategies for building a powerful sales influencer brand and becoming a force in the industry.

 

The key moments in this episode are: 00:00:00 - Starting My Own Company 00:02:08 - Importance of Prospecting 00:07:36 - Personal Development and Growth 00:09:50 - Journey to Entrepreneurship 00:15:07 - Identifying a Gap in the Sales Training Space 00:16:08 - Rapid Success with Miller Hyman 00:17:31 - The Evolution of FlyMSG 00:19:28 - Milestones and Challenges 00:21:51 - The Power of Niche Focus 00:29:30 - Crafting a Welcome Message 00:31:30 - Sales Cadences and Engagement 00:32:27 - AI in Social Selling 00:34:56 - FlyMSG for Sales Teams 00:39:21 - Acquisition and Future Offerings 00:44:38 - Mario's Relationship with Cigars 00:45:20 - Building 5, 6, 7, 1 00:45:29 - Podcast Rating and Review 00:46:00 - Conclusion and Goodbyes

Timestamped summary of this episode: 00:00:00 - Starting My Own Company Mario discusses how a presentation led to the opportunity to start his own company, emphasizing the importance of sales and delivery in a business. 00:02:08 - Importance of Prospecting The conversation delves into the significance of prospecting in sales, highlighting the challenges and the impact it has on sales success. 00:07:36 - Personal Development and Growth Mario shares his personal growth journey, reflecting on the book "What Got You Here Won't Get You There" and how it impacted his approach to leadership and relationships. 00:09:50 - Journey to Entrepreneurship Mario details his extensive corporate background, and how a blog article led to consulting and training opportunities, ultimately leading to the formation of his own company. 00:15:07 - Identifying a Gap in the Sales Training Space The speaker discusses the lack of focus on pre-hello to hello sales training and how their company aimed to fill this gap, leading to a successful partnership with Miller Hyman. 00:16:08 - Rapid Success with Miller Hyman The speaker shares the remarkable story of quickly signing a contract with Miller Hyman and successfully deploying their sales prospecting training to the entire organization. 00:17:31 - The Evolution of FlyMSG The evolution of FlyMSG from a sales productivity tool to a solution utilized by various professionals for repeatable messaging, leading to the creation of a successful sales prospecting training program. 00:19:28 - Milestones and Challenges The speaker reflects on the journey from corporate to entrepreneurship, highlighting major milestones, challenges, and the pivotal shift towards becoming a full SaaS company. 00:21:51 - The Power of Niche Focus The importance of staying focused on a niche and the value of offering a unique solution, leading to recognition as a top sales and marketing influencer and successful partnerships with major companies. 00:29:30 - Crafting a Welcome Message Mario discusses the importance of a personalized welcome message on LinkedIn, emphasizing the need for personalization, value, and a call to action. He explains the impact of engaging with the algorithm and the need for quality content. 00:31:30 - Sales Cadences and Engagement Mario highlights the flaws in traditional sales cadences, emphasizing the importance of warming up contacts before sending a connection request. He stresses the need for personalized engagement and the impact on productivity. 00:32:27 - AI in Social Selling Mario introduces FlyMSG's AI capabilities, discussing how it aids in writing posts and comments. He emphasizes the significant time savings and productivity increase for individual users. 00:34:56 - FlyMSG for Sales Teams Mario explains the relevance of FlyMSG for sales teams of all sizes, highlighting the significant productivity savings and the platform's ability to enhance prospecting and engagement. 00:39:21 - Acquisition and Future Offerings Mario shares the exciting news of Vengreso's upcoming acquisition of an AI sales role-playing software. He emphasizes the comprehensive solution the acquisition will provide for sales prospecting, messaging, and coaching. 00:44:38 - Mario's Relationship with Cigars Mario shares that he has no relationship with cigars due to being asthmatic. He enjoys the smell but has never smoked one. He expresses appreciation for being on the show despite the topic of cigars. 00:45:20 - Building 5, 6, 7, 1 The conversation shifts to Mario's business, with the host wishing him luck with the acquisition. There is mention of "building 5, 6, 7, 1," indicating future growth and expansion. 00:45:29 - Podcast Rating and Review The host asks for a favor, requesting a five-star rating and review for the podcast on iTunes. Additionally, a text expander and personal writing assistant, FlyMSG, is promoted. 00:46:00 - Conclusion and Goodbyes The episode concludes with gratitude to the listeners and a call to action to increase productivity. The host bids farewell until the next episode, ending with "good selling."

Mastering the Transition Navigating the shift from a corporate career to entrepreneurship requires strategic decisions and a clear vision. Mario Martinez Jr. shared his pivotal moment at a LinkedIn sales conference that catapulted him into entrepreneurship just three months later. This transition exemplifies the opportunities that effective presentations can unlock for aspiring entrepreneurs.

Unlocking Sales Prospecting Importance Martinez emphasized the significance of specializing in sales prospecting, a critical yet often overlooked phase in the sales cycle. By focusing on this niche, Vengreso carved out a unique position in the competitive sales training market. The collaboration with industry giants like Miller Hyman and Korn Ferry underscored the importance of effective prospecting strategies in building successful business relationships.

Cutting-Edge Digital Sales Training The evolution of Vengreso's flagship product, FlyMSG, showcases the company's commitment to leveraging technology to enhance sales productivity. By developing a comprehensive sales prospecting and engagement tool, Vengreso addressed the specific challenges faced by sales professionals across diverse industries. The upcoming acquisition of an AI sales role-playing software further demonstrates Vengreso's dedication to staying at the forefront of digital sales training innovation.

The resources mentioned in this episode are:

• Visit the website FlyMSG.ai to learn more about the FlyMSG tool and its capabilities for improving sales prospecting and engagement.

• Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on the Sales and Cigars podcast to engage with him and learn more about his expertise in sales and marketing.

• Explore the Vengreso website to access free sales training resources and learn more about their offerings for improving sales productivity and engagement.

• Check out the Vengreso YouTube channel for free sales training videos and valuable insights on modern selling techniques.

• Download FlyMSG from the Chrome store or Edge store to start using the text expander and personal writing assistant tool for free, without needing a credit card.