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
057 - [Interview] Using Referral Marketing to Drive Sales with Dan Golden
January 17, 2019 08:00 - 33 minutes - 30.9 MBWith so many approaches to digital marketing, word of mouth can seem like a thing of the past. Dan Golden of Be Found Online grew his agency through referral programs and simple, friendly gestures, and he shares how you can do it, too. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/grow-your-business-through-referral-marketing-with-dan-golden-of-be-found-online --- Get a daily sales insight sent straight to your inbox: ...
Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online
January 17, 2019 08:00 - 33 minutes - 30.9 MBWith so many approaches to digital marketing, word of mouth can seem like a thing of the past. Dan Golden of Be Found Online grew his agency through referral programs and simple, friendly gestures, and he shares how you can do it, too.
056 - [Interview] Using Referral Marketing to Drive Sales with Dan Golden
January 17, 2019 08:00 - 33 minutes - 30.9 MBWith so many approaches to digital marketing, word of mouth can seem like a thing of the past. Dan Golden of Be Found Online grew his agency through referral programs and simple, friendly gestures, and he shares how you can do it, too. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/grow-your-business-through-referral-marketing-with-dan-golden-of-be-found-online --- Get a daily sales insight sent straight to your inbox: ...
055 - Overcoming Objections and the Real Meaning of "No"
January 15, 2019 08:00 - 18 minutes - 17.3 MBWhen we hear any negative statements from clients, we feel the progress of the sale is in jeopardy. Understanding what "no" really means will help in overcoming objections when serving. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/overcoming-objections-and-the-real-meaning-of-no --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode:...
Overcoming Objections, and the Real Meaning of "No"
January 15, 2019 08:00 - 18 minutes - 17.3 MBWhen we hear any negative statements from clients, we feel the progress of the sale is in jeopardy. Understanding what "no" really means will help in overcoming objections when serving.
056 - Overcoming Objections and the Real Meaning of "No"
January 15, 2019 08:00 - 18 minutes - 17.3 MBWhen we hear any negative statements from clients, we feel the progress of the sale is in jeopardy. Understanding what "no" really means will help in overcoming objections when serving. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/overcoming-objections-and-the-real-meaning-of-no --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode:...
055 - [Interview] B2B Content Marketing with Benji Hyam
January 10, 2019 08:00 - 40 minutes - 37.5 MBSome marketers believe that content marketing has no place in a consulting business because content won’t attract the clients their business needs. Benji Hyam, Co-Founder of Grow and Convert, built his agency exclusively on content marketing, and he’ll share how he did it in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/b2b-content-marketing-strategy-to-grow-your-agency-with-benji-hyam --- Get a daily sal...
054 - [Interview] B2B Content Marketing with Benji Hyam
January 10, 2019 08:00 - 40 minutes - 37.5 MBSome marketers believe that content marketing has no place in a consulting business because content won’t attract the clients their business needs. Benji Hyam, Co-Founder of Grow and Convert, built his agency exclusively on content marketing, and he’ll share how he did it in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/b2b-content-marketing-strategy-to-grow-your-agency-with-benji-hyam --- Get a daily sal...
B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam
January 10, 2019 08:00 - 40 minutes - 37.5 MBSome marketers believe that content marketing has no place in a consulting business because content won’t attract the clients their business needs. Benji Hyam, Co-Founder of Grow and Convert, built his agency exclusively on content marketing, and he’ll share how he did it in this episode.
053 - Demonstrating Leadership Through Your Sales Process
January 08, 2019 08:00 - 19 minutes - 18.2 MBThroughout the sales process, clients need leaders to take on the ups and downs that may come. Listening to the client, and providing insight with strategic thinking will set you apart as a leader. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/demonstrating-sales-leadership-to-your-client --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single...
Demonstrating Sales Leadership to Your Client
January 08, 2019 08:00 - 19 minutes - 18.2 MBThroughout the sales process, clients need leaders to take on the ups and downs that may come. Listening to the client, and providing insight with strategic thinking will set you apart as a leader.
054 - Demonstrating Leadership Through Your Sales Process
January 08, 2019 08:00 - 19 minutes - 18.2 MBThroughout the sales process, clients need leaders to take on the ups and downs that may come. Listening to the client, and providing insight with strategic thinking will set you apart as a leader. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/demonstrating-sales-leadership-to-your-client --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single...
Optimizing Your Clutch.co Listing with Ryan Stevens (Part 2 of 2)
January 04, 2019 10:00 - 21 minutes - 19.7 MBYour search rank position is critical for your agency or consulting business. Clutch.co is an online database with verified reviews, and Ryan Stevens - the #2 at Clutch - will tell you how to optimize your profile and make the most of your Clutch listing.
052 - [Interview] Part 2, Getting Professional Services Leads with Clutch
January 04, 2019 10:00 - 21 minutes - 19.7 MBYour search rank position is critical for your agency or consulting business. Clutch.co is an online database with verified reviews, and Ryan Stevens - the #2 at Clutch - will tell you how to optimize your profile and make the most of your Clutch listing. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/optimizing-your-clutchco-listing-with-ryan-stevens-part-2-of-2 --- Get a daily sales insight sent straight to your inbox...
053 - [Interview] Part 2, Getting Professional Services Leads with Clutch
January 04, 2019 10:00 - 21 minutes - 19.7 MBYour search rank position is critical for your agency or consulting business. Clutch.co is an online database with verified reviews, and Ryan Stevens - the #2 at Clutch - will tell you how to optimize your profile and make the most of your Clutch listing. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/optimizing-your-clutchco-listing-with-ryan-stevens-part-2-of-2 --- Get a daily sales insight sent straight to your inbox...
Driving Leads and Traffic to Your Agency Using Clutch.co with Ryan Stevens (Part 1 of 2)
January 03, 2019 10:00 - 20 minutes - 19 MBCredible reviews can make or break your chances of landing a client. In part 1 of my interview with Ryan Stevens, Senior Business Manager of Clutch.co, he shares how this online database can increase traffic and generate leads to your agency.
051 - [Interview] Part 1, Getting Professional Services Leads with Clutch
January 03, 2019 10:00 - 20 minutes - 19 MBCredible reviews can make or break your chances of landing a client. In part 1 of my interview with Ryan Stevens, Senior Business Manager of Clutch.co, he shares how this online database can increase traffic and generate leads to your agency. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/driving-leads-and-traffic-to-your-agency-using-clutchco-with-ryan-stevens-part-1-of-2 --- Get a daily sales insight sent straight to ...
052 - [Interview] Part 1, Getting Professional Services Leads with Clutch
January 03, 2019 10:00 - 20 minutes - 19 MBCredible reviews can make or break your chances of landing a client. In part 1 of my interview with Ryan Stevens, Senior Business Manager of Clutch.co, he shares how this online database can increase traffic and generate leads to your agency. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/driving-leads-and-traffic-to-your-agency-using-clutchco-with-ryan-stevens-part-1-of-2 --- Get a daily sales insight sent straight to ...
026 - [Rebroadcast] Sales Tactics to Scale Beyond Referrals
December 31, 2018 10:02 - 27 minutes - 25.2 MBReady to scale your sales beyond referrals? Most service providers exist strictly on referrals, but it's a risk your business can't afford. Here's how to grow beyond the referral. Want the full transcript? Visit the show notes page on our website: --- 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...
(Rebroadcast) Sales Strategy to Scale Beyond the Referral
December 31, 2018 10:02 - 27 minutes - 25.2 MBReady to scale your sales beyond referrals? Most service providers exist strictly on referrals, but it's a risk your business can't afford. Here's how to grow beyond the referral.
(Rebroadcast) Sales Questions to Ask in Discovery
December 27, 2018 10:00 - 22 minutes - 20.9 MBAsking good questions is critical in the sales process - particularly in discovery. In this episode, I'll cover the four questions you should ask in every discovery you conduct.
004 - [Rebroadcast] Sales Questions to Ask In Discovery
December 27, 2018 10:00 - 22 minutes - 20.9 MBAsking good questions is critical in the sales process - particularly in discovery. In this episode, I'll cover the four questions you should ask in every discovery you conduct. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-sales-questions-to-ask-in-discovery --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscri...
002 - [Rebroadcast] Serve Don't Sell
December 24, 2018 10:00 - 25 minutes - 23.1 MBThe key to selling your consulting expertise is to serve, not sell. It’ll unlock better relationships, more clients, and feel a lot better to you and your client. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-serve-dont-sell --- 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 P...
(Rebroadcast) Serve Don't Sell
December 24, 2018 10:00 - 25 minutes - 23.1 MBThe key to selling your consulting expertise is to serve, not sell. It’ll unlock better relationships, more clients, and feel a lot better to you and your client.
Automating Your Business to Help Scale with Greg Hickman (Part 2 of 2)
December 21, 2018 13:00 - 23 minutes - 21.2 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.
051 - [Interview] Part 2, Automating Your Business with Greg Hickman
December 21, 2018 13:00 - 23 minutes - 21.2 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/automating-your-business-to-help-scale-with-greg-hickman-part-2-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insi...
050 - [Interview] Part 2, Automating Your Business with Greg Hickman
December 21, 2018 13:00 - 23 minutes - 21.2 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/automating-your-business-to-help-scale-with-greg-hickman-part-2-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insi...
049 - [Interview] Part 1, Automating Your Business with Greg Hickman
December 20, 2018 13:00 - 24 minutes - 22.1 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/from-agency-to-productized-service-with-greg-hickman-part-1-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insight...
050 - [Interview] Part 1, Automating Your Business with Greg Hickman
December 20, 2018 13:00 - 24 minutes - 22.1 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/from-agency-to-productized-service-with-greg-hickman-part-1-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insight...
From Agency to Productized Service with Greg Hickman (Part 1 of 2)
December 20, 2018 13:00 - 24 minutes - 22.1 MBPicking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.
Social Selling with LinkedIn, Part 1
December 17, 2018 10:00 - 25 minutes - 23.6 MBSocial selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations.
049 - Social Selling with LinkedIn
December 17, 2018 10:00 - 25 minutes - 23.6 MBSocial selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/social-selling-with-linkedin-part-1 --- Get a daily sales insight sent straight to your ...
048 - Social Selling with LinkedIn
December 17, 2018 10:00 - 25 minutes - 23.6 MBSocial selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/social-selling-with-linkedin-part-1 --- Get a daily sales insight sent straight to your ...
047 - [Interview] Part 2, Trade Shows For Client Acquisition with Chris Martinez
December 13, 2018 10:00 - 17 minutes - 16.1 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder, and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/using-trade-shows-to-acquire-clients-and-scale-up-an-agency-with-chris-martinez-part-2-of-2 --- Get a daily sales insight sent straight to your inb...
Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 2 of 2)
December 13, 2018 10:00 - 17 minutes - 16.1 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder, and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.
048 - [Interview] Part 2, Trade Shows For Client Acquisition with Chris Martinez
December 13, 2018 10:00 - 17 minutes - 16.1 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder, and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/using-trade-shows-to-acquire-clients-and-scale-up-an-agency-with-chris-martinez-part-2-of-2 --- Get a daily sales insight sent straight to your inb...
046 - [Interview] Part 1, Trade Shows For Client Acquisition with Chris Martinez
December 12, 2018 13:00 - 21 minutes - 19.8 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/using-trade-shows-to-acquire-clients-and-scale-up-an-agency-with-chris-martinez-part-1-of-2 --- Get a daily sales insight sent straight to your inbo...
047 - [Interview] Part 1, Trade Shows For Client Acquisition with Chris Martinez
December 12, 2018 13:00 - 21 minutes - 19.8 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/using-trade-shows-to-acquire-clients-and-scale-up-an-agency-with-chris-martinez-part-1-of-2 --- Get a daily sales insight sent straight to your inbo...
Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 1 of 2)
December 12, 2018 13:00 - 21 minutes - 19.8 MBExecuting your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.
046 - Expanding and Derisking a Large Account
December 10, 2018 10:00 - 18 minutes - 16.7 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/expanding-and-derisking-a-large-account --- Get a daily sales insight sent straight to your inbox: Subscribe to the dai...
045 - Expanding and Derisking a Large Account
December 10, 2018 10:00 - 18 minutes - 16.7 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/expanding-and-derisking-a-large-account --- Get a daily sales insight sent straight to your inbox: Subscribe to the dai...
Expanding and Derisking a Large Account
December 10, 2018 10:00 - 18 minutes - 16.7 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.
044 - [Interview] Part 2, Delegating Work with Karl Sakas
December 07, 2018 13:00 - 28 minutes - 25.8 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-delegate-work-in-your-agency-with-karl-sakas-part-2-of-2 --- Get a daily sales insight sent straight to your i...
045 - [Interview] Part 2, Delegating Work with Karl Sakas
December 07, 2018 13:00 - 28 minutes - 25.8 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-delegate-work-in-your-agency-with-karl-sakas-part-2-of-2 --- Get a daily sales insight sent straight to your i...
How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)
December 07, 2018 13:00 - 28 minutes - 25.8 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.
044 - [Interview] Part 1, Delegating Work with Karl Sakas
December 06, 2018 10:00 - 22 minutes - 20.2 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-delegate-work-in-your-agency-with-karl-sakas-part-1-of-2 --- Get a daily sales insight sent straight to your i...
043 - [Interview] Part 1, Delegating Work with Karl Sakas
December 06, 2018 10:00 - 22 minutes - 20.2 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-delegate-work-in-your-agency-with-karl-sakas-part-1-of-2 --- Get a daily sales insight sent straight to your i...
How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)
December 06, 2018 10:00 - 22 minutes - 20.2 MBDelegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.
042 - Buying Behavior: What You Need to Know
December 03, 2018 11:00 - 32 minutes - 29.9 MBWhat you want doesn't matter when it comes to selling. What matters is what your clients want, so you have to understand why they buy and their buying behavior. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/buying-behavior-what-you-need-to-know-to-sell-more-effectively --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscrib...
043 - Buying Behavior: What You Need to Know
December 03, 2018 11:00 - 32 minutes - 29.9 MBWhat you want doesn't matter when it comes to selling. What matters is what your clients want, so you have to understand why they buy and their buying behavior. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/buying-behavior-what-you-need-to-know-to-sell-more-effectively --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscrib...