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
079 - Sales Training, Part 2: 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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/finding-the-pain-and-how-deep-it-is --- 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 rat...
078 - Sales Training, Part 1: The Serve Don't Sell Method
June 19, 2019 07:00 - 19 minutes - 18.3 MBIf your team is operating without a sales process, you need to do something about it—right now. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-sales-process-you-need-to-win-big-clients --- 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 th...
The Sales Process You Need to Win Big Clients
June 19, 2019 07:00 - 19 minutes - 18.3 MBIf your team is operating without a sales process, you need to do something about it—right now.
077 - 9 Ways to Lose Your Client's Trust
June 12, 2019 05:38 - 24 minutes - 22.8 MBWant to lose your client's trust? Just do any of these 9 things...or don't, if you want to keep their trust. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-lose-trust-with-clients --- 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 ...
9 Ways to Lose Your Client’s Trust
June 12, 2019 05:38 - 24 minutes - 22.8 MBWant to lose your client's trust? Just do any of these 9 things...or don't, if you want to keep their trust.
076 - How to Gain Trust In Sales
June 05, 2019 07:00 - 26 minutes - 24.7 MBMaking trust your number one value isn’t just the right thing to do; it’s also good business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/gain-trust-in-sales --- 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 ratin...
How to Gain Trust In Sales
June 05, 2019 07:00 - 26 minutes - 24.7 MBMaking trust your number one value isn’t just the right thing to do; it’s also good business.
075 - [Interview] Outbound Sales and Cold Email with Kevin Warner of Leadium
May 29, 2019 07:00 - 36 minutes - 33 MBLet’s talk about how to sell yourself , and how inbound plays a role in this process. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/using-outbound-while-still-being-human-with-kevin-warner-of-leadium --- 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? Hel...
Using Outbound While Still Being Human with Kevin Warner of Leadium
May 29, 2019 07:00 - 36 minutes - 33 MBLet’s talk about how to sell yourself , and how inbound plays a role in this process.
074 - The Best Closing Technique (Is Better Investigation)
May 22, 2019 07:00 - 20 minutes - 19 MBSo you have a problem: deals aren’t closing fast enough for your liking or maybe you’re just not closing enough of them. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-best-closing-technique-is-better-investigation --- 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 w...
The Best Closing Technique (Is Better Investigation)
May 22, 2019 07:00 - 20 minutes - 19 MBSo you have a problem: deals aren’t closing fast enough for your liking or maybe you’re just not closing enough of them.
073 - [Interview] The Future of Sales Content with Hubspot CMO Kipp Bodnar
May 15, 2019 07:00 - 32 minutes - 29.6 MBToday, more companies understand the critical role that high-value content plays at every stage of the buyer’s journey, and in particular, the selling process. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-future-of-sales-content-with-hubspot-cmo-kipp-bodnar --- 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...
The Future of Sales Content with Hubspot CMO Kipp Bodnar
May 15, 2019 07:00 - 32 minutes - 29.6 MBToday, more companies understand the critical role that high-value content plays at every stage of the buyer’s journey, and in particular, the selling process.
072 - [Interview] Cold Email Keeps Getting More Expensive with Forster Perelsztejn of Prospect.io
May 08, 2019 07:00 - 35 minutes - 32.1 MBWant to get people to respond to your cold emails? Learn tips and tricks on how to send better outreach emails that actually get a response. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-escalating-cost-of-cold-email-with-forster-perelsztejn-of-prospectio --- 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 Spotit...
The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io
May 08, 2019 07:00 - 35 minutes - 32.1 MBWant to get people to respond to your cold emails? Learn tips and tricks on how to send better outreach emails that actually get a response.
071 - Price Anchoring: Taking the Pain Out of High Prices
April 24, 2019 07:00 - 25 minutes - 23.4 MBLearn about price anchoring and how it is commonly used in pricing to pull the negotiations toward it. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/price-anchoring-how-it-takes-the-pain-out-of-high-prices --- 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...
Price Anchoring How It Takes the Pain Out of High Prices
April 24, 2019 07:00 - 25 minutes - 23.4 MBLearn about price anchoring and how it is commonly used in pricing to pull the negotiations toward it.
Lead Qualification Using AI with Francis Brero of MadKudu
April 17, 2019 07:00 - 34 minutes - 31.2 MBExceed not only ensures that every lead receives a follow-up, but that those leads are nurtured and qualified using artificial intelligence and automation.
070 - [Interview] Lead Qualification Using Sales AI with Francis Brero of MadKudu
April 17, 2019 07:00 - 34 minutes - 31.2 MBExceed not only ensures that every lead receives a follow-up, but that those leads are nurtured and qualified using artificial intelligence and automation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/lead-qualification-using-ai-with-francis-brero-of-madkudu --- 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 Spotit...
069 - [Interview] Running Remote Sales Teams with Derek Rahn of Lead Genius
April 10, 2019 07:00 - 44 minutes - 40.8 MBManaging remote sales teams creates unique challenges, but you can overcome them. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/managing-remote-sales-teams-with-derek-rahn-of-lead-genius --- 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 ...
Managing Remote Sales Teams with Derek Rahn of Lead Genius
April 10, 2019 07:00 - 44 minutes - 40.8 MBManaging remote sales teams creates unique challenges, but you can overcome them.
(Rebroadcast) Expanding and Derisking a Large Account
April 03, 2019 16:45 - 14 minutes - 13.5 MBHaving large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts.
045 - [Rebroadcast] Expanding Large Accounts
April 03, 2019 16:45 - 14 minutes - 13.5 MBHaving large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-expanding-and-derisking-a-large-account --- Get a daily sales insight sent straight to your inbox: Subscri...
068 - Don't Be an Order Taker!
March 27, 2019 07:00 - 20 minutes - 19 MBYou're in the service of your client. So, it's really imperative that you're always doing what's best for them, and that takes investigation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/order-takers-in-sales-and-how-to-not-be-one --- 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 Podcas...
Order Takers in Sales, and How to Not Be One
March 27, 2019 07:00 - 20 minutes - 19 MBYou're in the service of your client. So, it's really imperative that you're always doing what's best for them, and that takes investigation.
067 - Navigating Complicated Accounts and Their Decision Makers
March 20, 2019 07:00 - 20 minutes - 18.4 MBDeveloping relationships with influencers can help to establish your decision-making processes. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/buying-decision-making-process-and-selling-through-influencers --- 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?...
Buying Decision Making Process and Selling Through Influencers
March 20, 2019 07:00 - 20 minutes - 18.4 MBDeveloping relationships with influencers can help to establish your decision-making processes.
066 - Minimum Viable Sales Stack: The Sales Technology and Apps You Need
March 06, 2019 08:01 - 32 minutes - 30.1 MBSales tech is virtually unlimited but...what is the minimum stack you need? You'll get the answer in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-tech-you-need-for-a-minimum-viable-sales-stack-mvs --- 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 wh...
Sales Tech You Need For a Minimum Viable Sales Stack (MVS)
March 06, 2019 08:01 - 32 minutes - 30.1 MBSales tech is virtually unlimited but...what is the minimum stack you need? You'll get the answer in this episode.
065 - Sales KPIs for Consulting and Services Sales
February 27, 2019 08:00 - 26 minutes - 24.2 MBUnfortunately, we are pretty bad at estimating, but we need a way to measure the impact of our actions. Enter: sales KPIs. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-kpis-for-consulting-sales --- 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? He...
Sales KPIs for Consulting Sales
February 27, 2019 08:00 - 26 minutes - 24.2 MBUnfortunately, we are pretty bad at estimating, but we need a way to measure the impact of our actions. Enter: sales KPIs.
064 - Sales Process: The Recipe to Make Your Own
February 20, 2019 08:00 - 22 minutes - 20.3 MBYou know you can improve your sale, but you're not sure how. Implementing a sales process may be your best solution. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-process-how-to-create-your-own --- 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? Hel...
Sales Process - How to Create Your Own
February 20, 2019 08:00 - 22 minutes - 20.3 MBYou know you can improve your sale, but you're not sure how. Implementing a sales process may be your best solution.
063 - Losing Clients and Building Resilience
February 13, 2019 08:00 - 22 minutes - 20.6 MBHow to deal with loss, and build your resilience so you can move on to the next opportunity faster. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/losing-clients-and-building-resilience --- 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 wo...
Losing Clients and Building Resilience
February 13, 2019 08:00 - 22 minutes - 20.6 MBHow to deal with loss, and build your resilience so you can move on to the next opportunity faster.
062 - How to Build Authority As an Expert In Your Market
February 07, 2019 08:00 - 24 minutes - 22 MBTo be an expert in your field, you must build authority first. You have to both know what you’re doing, and be known. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-build-authority-as-an-expert-in-your-market --- 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 ...
How to Build Authority as an Expert In Your Market
February 07, 2019 08:00 - 24 minutes - 22 MBTo be an expert in your field, you must build authority first. You have to both know what you’re doing, and be known.
The Liston.io Show is Over
February 06, 2019 01:39 - 9 minutes - 8.37 MBToday we bid adieu to The Liston.io Show. Some changes are coming, and I'm excited to share them with you all here.
061 - [Interview] Differentiating Your Service with IP with Sean Flaherty of IX
January 31, 2019 08:00 - 45 minutes - 41.6 MBSoftware products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/service-differentiation-and-intellectual-property-with-sean-flaherty-of-itx --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subsc...
060 - [Interview] Differentiating Your Service with IP with Sean Flaherty of IX
January 31, 2019 08:00 - 45 minutes - 41.6 MBSoftware products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/service-differentiation-and-intellectual-property-with-sean-flaherty-of-itx --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subsc...
Service Differentiation and Intellectual Property with Sean Flaherty of ITX
January 31, 2019 08:00 - 45 minutes - 41.6 MBSoftware products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology.
Can You Change a Stubborn Person's Mind?
January 29, 2019 08:00 - 14 minutes - 13.4 MBWhen you step out of the comfort zone of selling to familiar markets, can you sell something to a client who doesn't want it?
060 - Can You Change a Stubborn Person's Mind?
January 29, 2019 08:00 - 14 minutes - 13.4 MBWhen you step out of the comfort zone of selling to familiar markets, can you sell something to a client who doesn't want it? Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/can-you-change-a-stubborn-persons-mind --- 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 ...
059 - Can You Change a Stubborn Person's Mind?
January 29, 2019 08:00 - 14 minutes - 13.4 MBWhen you step out of the comfort zone of selling to familiar markets, can you sell something to a client who doesn't want it? Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/can-you-change-a-stubborn-persons-mind --- 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 ...
059 - [Interview] Using SEO to Drive Sales with Dan Shure
January 24, 2019 08:00 - 44 minutes - 40.3 MBService providers often use SEO to market their business, but ranking as the top result for a search term may not be the most effective method. Dan Shure, SEO Expert at Evolving SEO, shares his tips and tricks to leverage search in marketing online. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-apply-search-marketing-to-your-business-with-dan-shure --- Get a daily sales insight sent straight to your inbox: Subs...
058 - [Interview] Using SEO to Drive Sales with Dan Shure
January 24, 2019 08:00 - 44 minutes - 40.3 MBService providers often use SEO to market their business, but ranking as the top result for a search term may not be the most effective method. Dan Shure, SEO Expert at Evolving SEO, shares his tips and tricks to leverage search in marketing online. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-apply-search-marketing-to-your-business-with-dan-shure --- Get a daily sales insight sent straight to your inbox: Subs...
How to Apply Search Marketing to Your Business with Dan Shure
January 24, 2019 08:00 - 43 minutes - 40.1 MBService providers often use SEO to market their business, but ranking as the top result for a search term may not be the most effective method. Dan Shure, SEO Expert at Evolving SEO, shares his tips and tricks to leverage search in marketing online.
058 - Is There One Right Personality For Sales?
January 22, 2019 07:00 - 18 minutes - 17.1 MBSelf-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/personality-for-sales-and-how-to-improve-yours --- 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 Lik...
057 - Is There One Right Personality For Sales?
January 22, 2019 07:00 - 18 minutes - 17.1 MBSelf-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/personality-for-sales-and-how-to-improve-yours --- 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 Lik...
Personality for Sales, and How to Improve Yours
January 22, 2019 07:00 - 18 minutes - 17.1 MBSelf-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships.