Modern Sales - B2B Selling Podcast
302 episodes - English - Latest episode: about 3 years ago - ★★★★★ - 212 ratingsSelling complicated products and services is a relatively new thing, but most sales advice isn’t up to the job. On Modern Sales, you'll get actionable advice based on the psychology, behavioral economics, and neuroscience of how people buy.
Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups.
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Episodes
103 - Sales Meetings, Part 2: How to Plan For a Great Meeting
December 11, 2019 08:00 - 24 minutes - 22.4 MBWant your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how to plan every meeting so it’s a smashing success. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings-before --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter ...
#SalesMeetings: What to Do Before Every Meeting to Make It a Success
December 11, 2019 08:00 - 24 minutes - 22.4 MBWant your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how to plan every meeting so it’s a smashing success.
#SalesMeetings: Why Bad Meetings Are Killing Your Numbers
December 04, 2019 08:00 - 24 minutes - 22 MBSales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them around asap.
102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers
December 04, 2019 08:00 - 24 minutes - 22 MBSales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them around asap. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spo...
101 - Sellers Become Marketers, Part 6: Automating Like a Marketer
November 27, 2019 08:00 - 26 minutes - 24.2 MBAre you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a better client experience. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-automation --- Get a daily sales insight sent...
#SellersBecomeMarketers - Sales Automation Like a Marketer
November 27, 2019 08:00 - 26 minutes - 24.2 MBAre you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a better client experience.
100 - Sellers Become Marketers, Part 5: How Content Is Shared Inside Companies
November 20, 2019 08:00 - 30 minutes - 27.5 MBEven if you have the most interesting and useful content in the world, it doesn’t matter if no one sees it. Knowing how that content spreads within companies and across networks can mean the difference between huge reach and obscurity. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-content-is-shared --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don'...
#SellersBecomeMarketers - How Content Is Shared (Inside Companies)
November 20, 2019 08:00 - 30 minutes - 27.5 MBEven if you have the most interesting and useful content in the world, it doesn’t matter if no one sees it. Knowing how that content spreads within companies and across networks can mean the difference between huge reach and obscurity.
#SellersBecomeMarketers - Content Marketing For Sales Teams
November 13, 2019 08:00 - 21 minutes - 19.9 MBWhy did you make the last purchase you made? Because you believed it would help you. Why did you believe that? Information. And usually that information comes from content. Learn the new content marketing imperative, and how sales teams can use it.
099 - Sellers Become Marketers, Part 4: Content Marketing For Sales Teams
November 13, 2019 08:00 - 21 minutes - 19.9 MBWhy did you make the last purchase you made? Because you believed it would help you. Why did you believe that? Information. And usually that information comes from content. Learn the new content marketing imperative, and how sales teams can use it. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/content-marketing-for-sales-teams --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales ins...
098 - Sellers Become Marketers, Part 3: Why Different Is Better Than Best
November 06, 2019 08:00 - 20 minutes - 19.2 MBWant to stand out and be noticed when you sell? You have to be different. And the truth is that different is more important than being the best. Learn why, and what you can do to stand out with product and service differentiation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/product-differentiation --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't m...
#SellersBecomeMarketers - Product Differentiation: Why Different Is Better Than Best
November 06, 2019 08:00 - 20 minutes - 19.2 MBWant to stand out and be noticed when you sell? You have to be different. And the truth is that different is more important than being the best. Learn why, and what you can do to stand out with product and service differentiation.
097 - Sellers Become Marketers, Part 2: Being a Mind Reader With Sales Copy
October 30, 2019 07:00 - 23 minutes - 21.1 MBDeveloping your mind-reading skills will help you better serve your clients, period. We’ll take a look at how sales copy is developed, the lessons you can apply to improve your sales process and bottom line results. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-copy --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subsc...
#SellersBecomeMarketers - Being a Mind Reader with Sales Copy
October 30, 2019 07:00 - 23 minutes - 31.8 MBDeveloping your mind-reading skills will help you better serve your clients, period. We’ll take a look at how sales copy is developed, the lessons you can apply to improve your sales process and bottom line results.
#SellersBecomeMarketers - Being a Mind Reader with Sales Copy
October 30, 2019 07:00 - 23 minutes - 21.1 MBDeveloping your mind-reading skills will help you better serve your clients, period. We’ll take a look at how sales copy is developed, the lessons you can apply to improve your sales process and bottom line results.
096 - Sellers Become Marketers, Part 1: The Seismic Shift In Sales
October 23, 2019 07:00 - 23 minutes - 21.5 MBSales is going through a seismic shift, and there are two core skill sets you need to stay relevant: consultation, and marketing. Learn why the change is occurring, and the core marketing skills you need to remain ahead of the curve. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-skills-from-marketers --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter ...
#SellersBecomeMarketers - The Seismic Shift Happening In Sales
October 23, 2019 07:00 - 23 minutes - 21.5 MBSales is going through a seismic shift, and there are two core skill sets you need to stay relevant: consultation, and marketing. Learn why the change is occurring, and the core marketing skills you need to remain ahead of the curve.
#SalesQuestions: Why is now the right time?
October 16, 2019 07:00 - 18 minutes - 16.7 MBHow likely is your opportunity to close? Timing is a big factor that'll determine the likelihood of success, reveal your clients' drive to change, and help you forecast a more accurate close date.
095 - Sales Questions, Part 6: Why Is Now the Right Time?
October 16, 2019 07:00 - 18 minutes - 16.7 MBHow likely is your opportunity to close? Timing is a big factor that'll determine the likelihood of success, reveal your clients' drive to change, and help you forecast a more accurate close date. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-right-time --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe...
094 - Sales Questions, Part 5: Who Else Is This Affecting?
October 09, 2019 07:00 - 20 minutes - 18.8 MBWhatever’s going on with your client that’s causing them pain, it’s causing other people pain too. You can uncover and leverage that collective hardship by asking this one question. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-who --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe...
#SalesQuestions: Who else is this affecting?
October 09, 2019 07:00 - 20 minutes - 18.8 MBWhatever’s going on with your client that’s causing them pain, it’s causing other people pain too. You can uncover and leverage that collective hardship by asking this one question.
#SalesQuestions - What have you done to fix it?
October 02, 2019 07:00 - 23 minutes - 21.2 MBThe more your client has tried unsuccessfully to fix their problems, the more pain they’ll be in. But have they tried enough yet? Learn how to find out in this episode.
093 - Sales Questions, Part 4: What Have You Done to Fix It?
October 02, 2019 07:00 - 23 minutes - 21.2 MBThe more your client has tried unsuccessfully to fix their problems, the more pain they’ll be in. But have they tried enough yet? Learn how to find out in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-fix --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Po...
092 - Sales Questions, Part 3: When Did You Notice the Problem?
September 25, 2019 07:00 - 20 minutes - 18.7 MBWhen your client notices they have a problem can be just as important as understanding what that problem is. You’ll learn how to find out in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-when-did-you-notice-this-was-a-problem --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity S...
#SalesQuestions - When did you notice this was a problem?
September 25, 2019 07:00 - 20 minutes - 18.7 MBWhen your client notices they have a problem can be just as important as understanding what that problem is. You’ll learn how to find out in this episode.
#SalesQuestions - How long has this been happening?
September 18, 2019 07:00 - 18 minutes - 16.7 MBIn Part 2 of the #SalesQuestions, we'll find out why it's so important to learn how long your client has been experiencing their pain, and what that can tell you.
091 - Sales Questions, Part 2: How Long Has This Been Happening?
September 18, 2019 07:00 - 18 minutes - 16.7 MBIn Part 2 of the #SalesQuestions, we'll find out why it's so important to learn how long your client has been experiencing their pain, and what that can tell you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-how-long-has-this-been-happening --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity ...
#SalesQuestions - What’s going on?
September 11, 2019 07:00 - 21 minutes - 19.3 MBMiscommunication is when two people have a conversation but come out with different understanding. This is the first episode for the #SalesQuestions Series in Modern Sales. "What's going on?", a simple question everyone can use to avoid miscommunication.
090 - Sales Questions, Part 1: What's Going On?
September 11, 2019 07:00 - 21 minutes - 19.3 MBMiscommunication is when two people have a conversation but come out with different understanding. This is the first episode for the #SalesQuestions Series in Modern Sales. "What's going on?", a simple question everyone can use to avoid miscommunication. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-whats-going-on --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales in...
Building a Personal Brand (Part 3)
September 04, 2019 07:00 - 27 minutes - 24.9 MBIn today’s episode, I’ll talk about how you can influence people too and do it at scale by building a personal brand. I’ll tell you why it opens the best kinds of opportunities. What it means to get advanced with your personal branding efforts and the steps you can take to start building today.
089 - Personal Branding, Part 3: Advanced
September 04, 2019 07:00 - 27 minutes - 24.9 MBIn today’s episode, I’ll talk about how you can influence people too and do it at scale by building a personal brand. I’ll tell you why it opens the best kinds of opportunities. What it means to get advanced with your personal branding efforts and the steps you can take to start building today. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/building-a-personal-brand-part-3 --- Get a daily sales insight sent straight to ...
088 - Personal Branding, Part 2: Intermediate
August 28, 2019 07:00 - 25 minutes - 23.1 MBThe idea of “personal branding” is unusual to most people. In this episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/building-a-personal-brand-part-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity ...
Building a Personal Brand (Part 2)
August 28, 2019 07:00 - 25 minutes - 23.1 MBThe idea of “personal branding” is unusual to most people. In this episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand.
Building a Personal Brand (Part 1)
August 21, 2019 07:00 - 20 minutes - 18.7 MBThe idea of “personal branding” is unusual to most people. In this episode, learn about the basics of personal branding and how you can get started.
087 - Personal Branding, Part 1: The Basics
August 21, 2019 07:00 - 20 minutes - 18.7 MBThe idea of “personal branding” is unusual to most people. In this episode, learn about the basics of personal branding and how you can get started. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/building-a-personal-brand-part-1 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts ...
How to Make Sales Training Stick
August 14, 2019 07:00 - 24 minutes - 22.1 MBGet exercises and ideas for making sales training stick for you and your team.
086 - Sales Training, Part 9: How to Make Sales Training Stick
August 14, 2019 07:00 - 24 minutes - 22.1 MBGet exercises and ideas for making sales training stick for you and your team. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-make-sales-training-stick --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you heard? Help us get the word out by leaving a rating...
085 - Sales Training, Part 8: Negotiation
August 07, 2019 00:00 - 20 minutes - 18.9 MBIn this episode of the SDS training series, we'll talk specifically about negotiating price. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/negotiating-price-dont-negotiate-price --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you heard? Help us get the word out ...
Negotiating Price, Don't Negotiate Price
August 07, 2019 00:00 - 20 minutes - 18.9 MBIn this episode of the SDS training series, we'll talk specifically about negotiating price.
084 - Sales Training, Part 7: Addressing Objections and Talking Money
July 31, 2019 07:00 - 29 minutes - 27.3 MBLearn how to talk about money and objections, including how to address the most predictable ones. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/addressing-objections --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you heard? Help us get the word out by leaving a...
Addressing Objections and Talking Money
July 31, 2019 07:00 - 29 minutes - 27.3 MBLearn how to talk about money and objections, including how to address the most predictable ones.
083 - Sales Training, Part 6: Account Planning For Complex Sales
July 24, 2019 07:00 - 20 minutes - 19 MBAccount plans bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-account-planning --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: S...
Sales Account Planning For Complex Sales
July 24, 2019 07:00 - 20 minutes - 19 MBAccount plans bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success.
082 - Sales Training, Part 5: Sales Proposals and Sales Presentations
July 17, 2019 07:00 - 23 minutes - 21.8 MBA sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/creating-winning-sales-proposals-and-sales-presentations --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like ...
Creating Winning Sales Proposals and Sales Presentations
July 17, 2019 07:00 - 23 minutes - 21.8 MBA sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.
081 - Sales Training, Part 4: Value Based Selling Done Right
July 10, 2019 07:00 - 20 minutes - 19.1 MBRelying on pricing and features to sell your services? There's a smarter way to go. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/value-based-selling-done-right --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you heard? Help us get the word out by leaving a rati...
Value Based Selling Done Right
July 10, 2019 07:00 - 20 minutes - 19.1 MBRelying on pricing and features to sell your services? There's a smarter way to go.
080 - Sales Training, Part 3: Establishing Gaols With Your Client
July 03, 2019 07:00 - 19 minutes - 17.7 MBAs a consultant, it’s important to set well-defined and measurable goals for your clients. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/establishing-goals-with-your-client --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you heard? Help us get the word out by l...
Establishing Goals With Your Client
July 03, 2019 07:00 - 19 minutes - 17.7 MBAs a consultant, it’s important to set well-defined and measurable goals for your clients.
Finding the Pain, and How Deep It Is
June 26, 2019 07:00 - 23 minutes - 21.1 MBHow to find your clients pain to motivate them to take action and buy from you.