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
025 - [Interview] Part 2, Creating a Simple Consulting Website with Jared Gold
October 19, 2018 07:00 - 24 minutes - 22.7 MBIf you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-create-a-simple-consulting-website-with-jared-gold-part-2-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter ...
How to Create a Simple Consulting Website with Jared Gold (Part 2 of 2)
October 19, 2018 07:00 - 24 minutes - 22.7 MBIf you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.
025 - [Interview] Part 1, Creating a Simple Consulting Website with Jared Gold
October 15, 2018 07:37 - 18 minutes - 16.9 MBIf you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/mo...
Do you need more leads, or better selling skills?
October 15, 2018 07:37 - 28 minutes - 26.3 MBIf you're falling short of your revenue goals, you need to make a change. Do you need more leads or better selling skills? In this episode, I'll give you some ideas for how to pinpoint the issue(s) - and there are probably more than one.
024 - [Interview] Part 1, Creating a Simple Consulting Website with Jared Gold
October 15, 2018 07:37 - 28 minutes - 26.1 MBIf you're falling short of your revenue goals, you need to make a change. Do you need more leads or better selling skills? In this episode, I'll give you some ideas for how to pinpoint the issue(s) - and there are probably more than one. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/do-you-need-more-leads-or-better-selling-skills --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales i...
024 - Do you need more leads, or better selling skills?
October 14, 2018 07:00 - 28 minutes - 26.3 MBIf you’re falling short of your revenue goals, you need to make a change. Do you need more leads, or better selling skills? In this episode I’ll give you some ideas for how to pinpoint the issue(s) – and there are probably more than one. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/do-you-need-more-leads-or-better-selling-skills --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales i...
023 - [Interview] Part 2, Cold Email with a Sense of Humor with Jon Buchan
October 12, 2018 07:10 - 24 minutes - 22.3 MBJon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 2 of 2. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/cold-email-outreach-excellence-with-jon-buchan-of-charm-offensive-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 Subs...
Cold Email Outreach Excellence with Jon Buchan of The Charm Offensive (Part 2)
October 12, 2018 07:10 - 24 minutes - 22.5 MBJon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 2 of 2.
022 - [Interview] Part 1, Cold Email with a Sense of Humor with Jon Buchan
October 11, 2018 07:01 - 21 minutes - 20 MBJon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 1 of 2. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/cold-email-outreach-excellence-with-jon-buchan-of-charm-offensive-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 Subs...
Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 1)
October 11, 2018 07:01 - 21 minutes - 20.1 MBJon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 1 of 2.
021 - Podcast Marketing For Your Consulting Business
October 08, 2018 22:23 - 24 minutes - 22 MBI'll tell you exactly why I'm so bullish on podcasting, and the 6 major ways I use it in my business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/start-a-podcast-as-content-marketing-for-your-consulting-biz --- 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 he...
Start a Podcast as Content Marketing for Your Consulting Biz
October 08, 2018 22:23 - 24 minutes - 22.2 MBI'll tell you exactly why I'm so bullish on podcasting, and the 6 major ways I use it in my business.
Digital Marketing Agency Growth with Brent Weaver
October 03, 2018 12:07 - 21 minutes - 20.1 MBBrent Weaver of uGurus discusses the techniques he teaches to help digital marketing agencies grow and scale their businesses.
020 - [Interview] Marketing Agency Growth with Brent Weaver
October 03, 2018 12:07 - 21 minutes - 20.1 MBBrent Weaver of uGurus discusses the techniques he teaches to help digital marketing agencies grow and scale their businesses. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/digital-marketing-agency-growth-with-brent-weaver --- 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 Li...
019 - [Update] Promoting a Podcast Is Hard Work
October 01, 2018 22:28 - 30 minutes - 27.9 MBIn my October 2018 update, I'll tell you why I'm doubling down on podcast promotion and letting it lead all of my content efforts. Plus I talk about an event I attended, my vacation, and my newfound running addiction. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/podcast-promotion-personal-growth-vacation-and-being-lazy-monthly-monday-october-2018-update --- Get a daily sales insight sent straight to your inbox: Subsc...
Podcast Promotion, Personal Growth, Vacation, and Being Lazy - Monthly Monday October 2018 Update
October 01, 2018 22:28 - 30 minutes - 27.9 MBIn my October 2018 update, I'll tell you why I'm doubling down on podcast promotion and letting it lead all of my content efforts. Plus I talk about an event I attended, my vacation, and my newfound running addiction.
018 - B2B Website to Support Your Selling
September 26, 2018 12:00 - 25 minutes - 23.2 MBIt seems so obvious, but it's worth saying: your website is a critical sales tool. Do it the right way, and it'll pay huge dividends. I'll tell you the 6 key functions of a website for your consulting or professional services business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-your-website-should-help-your-selling --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights ...
B2B Website to Support Your Selling
September 26, 2018 12:00 - 25 minutes - 23.2 MBIt seems so obvious, but it's worth saying: your website is a critical sales tool. Do it the right way, and it'll pay huge dividends. I'll tell you the 6 key functions of a website for your consulting or professional services business.
017 - [Interview] Start a Podcast For Your B2B Service with Simon Thompson
September 12, 2018 07:00 - 26 minutes - 24.4 MBHaving a podcast is one of the best medium to show your expertise. But do you know that podcasting is also a great channel to increase the quality and number of your leads? Learn from Simon Thompson as we discuss why podcasting is a great fit for service providers like you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/why-service-providers-need-a-podcast-with-simon-thompson --- Get a daily sales insight sent straight ...
Start a Podcast for Your B2B Service with Simon Thompson
September 12, 2018 07:00 - 26 minutes - 24.4 MBHaving a podcast is one of the best medium to show your expertise. But do you know that podcasting is also a great channel to increase the quality and number of your leads? Learn from Simon Thompson as we discuss why podcasting is a great fit for service providers like you.
Content Promotion with Ben Dell
September 05, 2018 07:20 - 23 minutes - 21.7 MBYour content is one of the best ways to show your expertise. However, creating great content alone is not enough. Getting people to actually see it is a skill unto itself. Benjamin Dell has some advice, and a tool, for you.
016 - [Interview] Content Promotion with Ben Dell
September 05, 2018 07:20 - 23 minutes - 21.7 MBYour content is one of the best ways to show your expertise. However, creating great content alone is not enough. Getting people to actually see it is a skill unto itself. Benjamin Dell has some advice, and a tool, for you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/promoting-your-content-with-ben-dell --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Do...
Monthly Update, September 2018
September 03, 2018 15:18 - 24 minutes - 22.2 MBHere's my September 2018 update of all the happenings in my business.
015 - [Update] Monthly Update, September 2018
September 03, 2018 15:18 - 24 minutes - 22.2 MBHere's my September 2018 update of all the happenings in my business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/monthly-update-september-2018 --- 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 and review o...
014 - Proposals: How Many Options Should You Include?
August 29, 2018 14:50 - 19 minutes - 17.9 MBThere are two rules for presenting your proposal: 1) include options, 2) don't include too many options. I'll tell you why, and what to do about it. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-many-options-to-include-in-your-proposal --- 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 Appl...
Consulting Proposal - How Many Options to Include
August 29, 2018 14:50 - 19 minutes - 17.9 MBThere are two rules for presenting your proposal: 1) include options, 2) don't include too many options. I'll tell you why, and what to do about it.
Sales Prospecting on LinkedIn with Jake Jorgovan
August 22, 2018 07:00 - 31 minutes - 28.5 MBLinkedIn is a powerful prospecting tool that consultants can use to find new clients. Jake Jorgovan shares his thoughts and expertise on how consultants can turn LinkedIn into a lead generating machine.
013 - [Interview] Sales Prospecting on LinkedIn with Jake Jorgovan
August 22, 2018 07:00 - 31 minutes - 28.5 MBLinkedIn is a powerful prospecting tool that consultants can use to find new clients. Jake Jorgovan shares his thoughts and expertise on how consultants can turn LinkedIn into a lead generating machine. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/linkedin-prospecting-for-the-win-with-jake-jorgovan --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't mi...
012 - Proposals: The Best Way to Present
August 16, 2018 07:59 - 21 minutes - 19.5 MBHave you ever experienced being ghosted by your potential clients after sending your proposal via email? Please, don't ever send your proposal over email without presenting it first. Here's why. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-do-a-sales-proposal-presentation-and-why-you-shouldnt-email-it --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter ...
Consulting Proposal - How to Present It
August 16, 2018 07:59 - 21 minutes - 19.5 MBHave you ever experienced being ghosted by your potential clients after sending your proposal via email? Please, don't ever send your proposal over email without presenting it first. Here's why.
Consulting Proposal - The Perfect Time to Write It
August 15, 2018 07:01 - 15 minutes - 14.3 MBWriting a proposal can take a lot of our time and can be incredibly expensive depending on the scope of the project. The problem is, not all proposals get accepted and all those hours you spend could add up to nothing. Here’s a solution that will save you a ton of time, and only write the proposals that you're most likely to win.
011 - Proposals: When to Write Them
August 15, 2018 07:01 - 15 minutes - 14.3 MBWriting a proposal can take a lot of our time and can be incredibly expensive depending on the scope of the project. The problem is, not all proposals get accepted and all those hours you spend could add up to nothing. Here’s a solution that will save you a ton of time, and only write the proposals that you're most likely to win. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/when-to-write-a-consulting-proposal --- Get ...
Pricing Strategy to Raise Consulting Revenue with Jonathan Stark
August 08, 2018 07:00 - 25 minutes - 23.1 MBI am a big proponent of the idea that hourly billing is a really bad way to price your services and grow your business. Learn from Jonathan Stark as he discusses why you should leave hourly billing behind forever.
010 - [Interview] Pricing Strategy to Raise Profitability with Jonathan Stark
August 08, 2018 07:00 - 25 minutes - 23.1 MBI am a big proponent of the idea that hourly billing is a really bad way to price your services and grow your business. Learn from Jonathan Stark as he discusses why you should leave hourly billing behind forever. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/why-hourly-billing-could-be-killing-you-with-jonathan-stark --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights news...
009 - [Update] Monthly Update, August 2018
August 06, 2018 11:44 - 27 minutes - 24.9 MBWelcome to the first installment of my monthly update, where I'll pull back the curtain on my business and share with you how it's going. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/monthly-update-august-2018 --- 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 ...
Monthly Update, August 2018
August 06, 2018 11:44 - 27 minutes - 24.9 MBWelcome to the first installment of my monthly update, where I'll pull back the curtain on my business and share with you how it's going.
Qualifying Leads - How Strict You Should Be
August 01, 2018 07:01 - 24 minutes - 22.2 MBOne of the challenges of being a consultant is how to spend your time wisely. Want to be sure not to waste your time, or other people's time? Find out if they're a fit or not, quickly.
008 - Lead Qualification
August 01, 2018 07:01 - 24 minutes - 22.2 MBOne of the challenges of being a consultant is how to spend your time wisely. Want to be sure not to waste your time, or other people's time? Find out if they're a fit or not, quickly. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/qualifying-prospects-how-much-and-how-to --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscri...
007 - [Interview] Referral Marketing for B2B Services with Steve Gordon
July 25, 2018 07:01 - 24 minutes - 22.3 MBI believe that the best leads are those that come through referrals. However, getting referrals by directly asking your clients is not the best way to generate leads. There's a better way, and Steve Gordon has the answer for you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-get-more-referrals-with-steve-gordon --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights new...
Referral Marketing for B2B Services with Steve Gordon
July 25, 2018 07:01 - 24 minutes - 22.3 MBI believe that the best leads are those that come through referrals. However, getting referrals by directly asking your clients is not the best way to generate leads. There's a better way, and Steve Gordon has the answer for you.
Listening Techniques and The Consultant's Conundrum
July 18, 2018 07:01 - 22 minutes - 21 MBEvery consultant faces The Consultant’s Conundrum: you get paid for your thinking and advice, but you should listen more than talk early in the sales process. Learn the 4 tools to overcome The Consultant's Conundrum in order to be better at selling the right way.
006 - Listening Techniques and the Consultant's Conundrum
July 18, 2018 07:01 - 22 minutes - 21 MBEvery consultant faces The Consultant’s Conundrum: you get paid for your thinking and advice, but you should listen more than talk early in the sales process. Learn the 4 tools to overcome The Consultant's Conundrum in order to be better at selling the right way. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-consultants-conundrum --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sa...
Selling and Human Behavior, aka How I Got Here
July 11, 2018 07:01 - 36 minutes - 33.2 MBWant to know more about me than you already do? You're in luck! Margo Aaron interviews me about my journey and how a rap career and building computers as a 12 year contributed to the Liston you know and love.
005 - [Interview] Selling and Human Behavior - Margo Aaron Interviews Liston Witherill
July 11, 2018 07:01 - 36 minutes - 33.2 MBWant to know more about me than you already do? You're in luck! Margo Aaron interviews me about my journey and how a rap career and building computers as a 12 year contributed to the Liston you know and love. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/margo-aaron-interviews-me --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode...
004 - Sales Questions to Ask In Discovery
June 29, 2018 02:36 - 22 minutes - 20.9 MBThe earliest part of your sales process is the time when your client will tell you exactly how to sell them, but only if you listen. That's the power of questions during discovery. Do it right, and you'll have happy clients who buy. Do it wrong, and...you won't. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-power-of-questions-in-discovery --- Get a daily sales insight sent straight to your inbox: Subscribe to the ...
Sales Questions to Ask in Discovery
June 29, 2018 02:36 - 22 minutes - 20.9 MBThe earliest part of your sales process is the time when your client will tell you exactly how to sell them, but only if you listen. That's the power of questions during discovery. Do it right, and you'll have happy clients who buy. Do it wrong, and...you won't.
Write a Book on Pricing, Make $1M with Blair Enns
June 29, 2018 00:13 - 45 minutes - 41.3 MBWrite a book for $1M? Some people say you'll never make money writing a book, but Blair Enns, founder of Win Without Pitching, begs to differ. He'll tell you his plan in this can't-miss episode.
003 - [Interview] Write a Book on Pricing, Make $1M with Blair Enns
June 29, 2018 00:13 - 45 minutes - 41.3 MBWrite a book for $1M? Some people say you'll never make money writing a book, but Blair Enns, founder of Win Without Pitching, begs to differ. He'll tell you his plan in this can't-miss episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/creating-a-1m-book-on-pricing-to-leverage-consulting-expertise-with-blair-enns --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights new...
002 - Serve Don't Sell
June 29, 2018 00:06 - 25 minutes - 23.1 MBThe key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and whole lot better feeling about every sales step you take. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/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 ...
Serve, Don't Sell
June 29, 2018 00:06 - 25 minutes - 23.1 MBThe key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and whole lot better feeling about every sales step you take.