The Modern Selling Podcast
247 episodes - English - Latest episode: 3 days ago - ★★★★★ - 10 ratingsThe Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Winning Content Based Marketing Strategies with Logan Lyles, #223
November 29, 2022 19:25 - 28 minutes - 22.8 MBWith the oversaturation of cold calling, messaging, sales emails – the modern buyer is savvy to all the ways that sellers reach out. That’s why, according to our poll of sales professionals, prospecting is THE most time consuming step of the sales cycle. But, there’s a loophole that sales leaders and their teams can use to not only find the ideal prospect, but to make it even easier to engage them in conversations that actually build relationships and lead to sales. It’s Content Based Ma...
Expand the Circle — Leadership Best Practices with Matt Poepsel, #222
November 18, 2022 18:56 - 48 minutes - 44.5 MBWhen it comes to hitting sales quotas, scaling companies, and retaining top sales talent – all of these areas often fall back on one thing: leadership. Without effective leadership, companies don’t grow. But the question often becomes, what makes an ‘good’ leader? In the midst of the Great Resignation and, more recently, the Quiet Quitting trend, the role of leadership cannot be ignored. In this episode of the Modern Selling Podcast we explore the ins and outs of post-pandemic leaders...
Mastering the Art of Agile Selling with Stephen Messer, #221
November 10, 2022 15:05 - 46 minutes - 42.8 MBWhen prospects stop responding, what do sales reps do? Send even more sales messages. It’s this ‘spray and pray’ approach that is sabotaging the sales success across almost every industry. But, how can you effectively reach your potential customers in a way that’s scalable without becoming part of the growing “sales noise”? That’s the question that agile selling tackles and the hot topic of this episode of the Modern Selling Podcast. We welcome one of the biggest champions of agile sell...
Sales Innovation Paradox with Dr. Howard Dover, #220
November 03, 2022 19:17 - 52 minutes - 47.9 MBWith the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? The answer isn’t at all what we would expect. Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy. But, how do sales leaders effectively close this gap is quickly becoming a hot button topic in the sales community. And, addressing wha...
Creating a Winning Sales Playbook with Shruti Kapoor, #219
October 27, 2022 14:58 - 47 minutes - 65.3 MBThe number of buying options for the average consumer has exponentially grown over the past decade. Many of the winning sales “formulas” that worked before the pandemic have now had to evolve to better reach and speak to the savvy modern buyer. But, when there are so many options in the market to choose from – especially in the technology space – how you attract, retain, and expand your customer base has become the topic of much debate within the largest sales training circles. And, that...
Selling through tough times with Paul Reilly, #218
October 20, 2022 22:01 - 45 minutes - 41.6 MBSales organizations don’t operate in an economic vacuum. Between political uprisings, economic changes, inflation concerns – there are a number of external factors that can influence the buying environment for so many industries. But, how you approach and redefine your selling process when times aren’t ideal is what often separates the companies that survive from those who routinely thrive – no matter the market conditions. With a potential recession on the horizon going into 2023 and be...
Miller Heiman Sales Methodology, Where Did it Go? Introducing Korn Ferry Sell with Christoffer Ellehuus, #217
October 13, 2022 15:16 - 49 minutes - 45.5 MBIn a B2B sales environment that is oversaturated with sales tools and technology, how sales organizations create and leverage an integrated sales approach is key. What worked pre-pandemic to attract the modern buyer isn’t always working now to turn prospects into buyers. Add to that how sales professionals are trained, there’s no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals. That’s why the question that must be answered i...
Driving Sales with Product Led Growth with Kate Ahlering, #216
September 28, 2022 16:00 - 49 minutes - 16.5 MBFrom Loom, to Dropbox, to Grammarly, and even Calendly – there are hundreds, if not thousands, of productivity management software tools on the market to choose from. Although these tools often draw millions of free users every year – the question often becomes how do product led growth companies truly scale and become profitable sales engines? That’s the topic of discussion in this episode of the Modern Selling Podcast. With our expert guest, we dive deep into the sales side of product ...
Top Strategies for Product Led Growth with Jennifer Smith, #215
September 21, 2022 19:15 - 54 minutes - 102 MBHow do you 10x your company’s growth in under a year? That’s a hot topic for debate, especially among software and technology companies. But, you won’t have to look far to find the answer. Because whether you explore the business model of leading productivity tool companies such as Slack, Grammarly, Loom, or Calendly – one thing becomes abundantly clear. Product Led Growth is THE way to rapidly scale your company to not only attract users by the hundred thousands but to position your bus...
The Top Sales Training Best Practices with Tim Strickland, #214
August 18, 2022 18:58 - 49 minutes - 20.9 MBNavigating churn has become the topic of discussion for many B2B sales organizations. So, what is a sales leader to do when new sales reps are coming and going faster than ever before? Knowing the best practices to attract top talent, to train them to be successful and to advance within your organization, and to engage them to continually improve are all discussed in this episode of the Modern Selling Podcast. Our guest, Tim Strickland, brings with him a wealth of knowledge and strategi...
Vengreso’s 5-Year Historic Pivot Begins with FlyMSG
August 09, 2022 15:12 - 42 minutes - 79.2 MBThis HUGE Vengreso announcement couldn’t come fast enough for the world’s one billion knowledge workers. Because with stats from a recent study like 49% of knowledge workers doing repetitive tasks that take them away from strategic work, resulting in over 17.3 hours in lost productivity every week – the days of copying and pasting are finally numbered! Imagine a workplace where messages follow you in the cloud and don’t stay stuck in a Google Doc, Word Doc, One Note, Evernote, Notepad, N...
How Sales Leaders Can Increase Sales Growth with Andrew Thompson, #212
July 19, 2022 23:48 - 47 minutes - 22 MBFrom missed quotas to high customer churn, to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. But, the question often becomes, as a sales leader, what should and can they do to not just motivate their sales teams, but actually drive substantial and consistent growth for their organizations. That is the topic of this episode of the M...
The Great Customer Resignation & How to Reduce Customer Churn with Craig Charlton, #211
July 12, 2022 16:19 - 48 minutes - 66.2 MBThe past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, there has been a quiet epidemic happening in the background. Getting prospective customers into the sales funnel is part of the battle, but conve...
The Real Role of a CRO in B2B Sales with Ed Porter, #210
June 28, 2022 17:45 - 49 minutes - 19 MBThe emerging role of the Chief Revenue Officer (CRO) has become one of the most talked-about topics in B2B sales this year. But, when it comes to truly knowing how to position and leverage a CRO to help a sales organization scale, this is where many modern sales companies are struggling. The key to the success of a CRO comes from not just the path they took in their career but from their ability to align teams across all departments and tap into technology to enable progress and productivi...
Email Marketing Strategies & Best Practices with William Ballance, #209
June 16, 2022 18:41 - 43 minutes - 60 MBThe B2B sales landscape has shifted from the phone to the email inbox. With the average consumer being bombarded with over 5,000 sales and marketing messages every day – knowing how to stand out in the inbox is what most sellers are struggling with. But, the key to getting your cold outreach messages read and responded to comes down to nailing a few important email strategies. And, those specific (and winning) email marketing strategies are exactly the topic of discussion in this episode...
Sell Without Selling Out with Andy Paul, #208
June 08, 2022 21:22 - 40 minutes - 55.1 MBSelling, especially in this post-pandemic space is just as much of a science as it is an art. There’s no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies, and B2B sales strategies to navigate, knowing just what you should be doing to generate higher quality leads that convert to sales can be complicated. But, mastering how to sell without being pushy or aggressive is exactly the area o...
How to Use Sales Automation to Prospect Better with Rashmi Viswanath & Mario Martinez Jr., #207
April 22, 2022 21:01 - 41 minutes - 15 MBWhen it comes to making prospecting easier, the temptation can be to turn to sales automation to reach more prospects. But, modern sellers beware – sales automation has to be implemented the right way to increase the effectiveness of prospecting. From the sales automation best practices to automation tools to use, to the mistakes to avoid – we cover them all in this episode of the Modern Selling Podcast. And, our expert guest, knows firsthand what goes into making sales automation work...
The Power of Account-Based Selling with Jaakko Paalanen, #206
April 14, 2022 16:03 - 43 minutes - 16.4 MBOver the past two years, the business landscape has dramatically shifted. The days of taking a ‘spray and pray’ approach are long gone and have been replaced with much more targeted sales tactics to attract an eager and ready-to-buy B2B audience. There are a host of unique account-based selling techniques that leading organizations are using to bring in millions of dollars in new sales. From how to identify the best target accounts, to pinpointing the buyer personas to engage, to the highly...
How to Use Intent-Based Data to Maximize Sales with Mike Farrell, #205
April 07, 2022 21:26 - 41 minutes - 56.4 MBWhat if you knew the exact companies or individuals who are actively looking for the products or services you offer? Imagine how much more targeted your outbound marketing or prospecting could be. That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game. We welcome Mike Farrell, CEO of Green leads, to the show. Mike is a proven high-growth leader with o...
Catch The Big Fish with the Right Sales Cadence with Priya Sachdev, #204
April 01, 2022 13:51 - 52 minutes - 72.6 MBIt’s no secret that the B2B sales game has become harder and harder. With more informed buyers, the same old sales techniques aren’t working at the same success rate to convert prospects to customers. But, what should sales reps and leaders do to really move the sales needle? The answer is simple: better prospecting! Yet, the key to doing this successfully often comes down to your sales cadence and the specific actions you’re taking and when. This is the topic we cover in a special episo...
Sales Recruiting & Training Best Practices with Priya Sachdev, #203
March 23, 2022 15:42 - 57 minutes - 78.7 MBAs we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic. Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in training is not something most sales organizations take lightly. But, the question becomes: What are the best sales recruitment and training practice...
Strikingly Different Selling Strategies with Jennifer Colosimo, #202
March 16, 2022 21:57 - 43 minutes - 59.7 MBAs modern sellers have adapted to this new virtual selling environment, getting in front of and staying in front of buyers has become harder to do. From email sequences to LinkedIn messages, to video sales techniques – there’s no shortage of ways to reach the modern buyer. However, the traditional ‘spray and pray’ sales methods of the past have to be rapidly replaced with more strategic, more personalized, and more unique ways to break through the crowded B2B sales space. And, exactly how ...
3 Unique Social Selling Strategies with Mario Martinez Jr., #201
February 25, 2022 20:45 - 26 minutes - 12.1 MBThere’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers. From trying to find ideal prospects, to engaging with them through sales messages or social media, to following up to get a booked call – prospecting has become a science. And, those modern B2B sales professionals that know the right prospecting formula and have created a unique set of prospecting strategies are in a prime position to ultimately win the sales game....
Building a Remote Sales Organization with Mario Martinez Jr., #200
February 16, 2022 21:05 - 39 minutes - 54.9 MBIn this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice Heiman, the host of Sales Talk for CEOs. We go deep into the ins and outs of how I built Vengreso to become the largest digital sales training company in the world and the unique remote selling strategies I’ve used to leverage top talent from around the globe. If you’re a sales leader looking for creative ways to grow your sales team, to expand your digital ...
The Art of Persuasive Selling with Jeremy Miner, #199
February 08, 2022 15:23 - 52 minutes - 72.7 MBIn today’s overly saturated B2B sales market, standing out from the crowd and getting a “yes” from your prospect is not achieved by using traditional selling techniques. Because when modern B2B sellers understand how to leverage the intersection between human behavior and psychology, then they can evoke the emotion necessary to drive the sale. That topic – how to get prospects to lean all the way in, without selling – is exactly the focal point of this episode of the Modern Selling Podcast...
Three Methods for Better Prospecting with Mario Martinez Jr., #198
January 25, 2022 16:07 - 31 minutes - 43.4 MBThe science of getting to the first “hello” has become a must-know skill for today’s modern seller. With so many marketing and sales distractions, coupled with the plethora of options the modern buyer has at their fingertips – the “spray and pray” method of prospecting is quickly becoming obsolete. In this episode of the Modern Selling Podcast, we switch things up and share a recent conversation I had with Greg Reffner in his podcast, The Abstrakt Podcast. We dive deep into the state of pr...
LinkedIn Prospecting Strategies and Trends with Alyssa Merwin, #197
January 18, 2022 21:23 - 44 minutes - 61 MBIf the past 18 months have taught us anything, it’s that virtual selling is here to stay. And, in order to master the new art of modern selling, sales leaders must tap into the prospecting power of the social selling tools at their disposal. Because those sales reps that know how to personalize their outreach, engage prospects in meaningful conversations, and quickly identify the most pressing pain points, will have an unfair advantage well into the future. No one knows how to leverage ...
Value-Based Selling 101 with Sumit Mahajan, #196
January 11, 2022 23:48 - 54 minutes - 74.4 MBWith the pace of how we sell rapidly changing, the modern seller must perfect a host of strategies to meet the modern buyer on the platforms they frequent, with the right messages. Using unique sales strategies like value-based selling is quickly becoming a hot topic among the top sales leaders. The art of value-based B2B selling revolves around getting your prospect to understand the value of what you’re offering – which takes a very different approach than traditional selling. But, h...
Modern Selling Tips for 2022 with Dan Tyre, #195
December 28, 2021 21:56 - 43 minutes - 59.5 MBThe global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers. Traditional “spray and pray” methods that once worked, no longer have the same success rate, which has forced sales leaders to employ a new set of selling techniques. What exactly will work in 2022 for prospecting and building sales pipeline is the main topic of discussion I had with sales ge...
AI-Powered Sales Enablement with Howard Brown, #194
December 15, 2021 15:13 - 55 minutes - 76 MBThe rise of sales enablement technology is fundamentally reshaping what sales leaders thought was possible. From providing real-time sales coaching insights to help reps improve their sales skills on the spot, to empowering sales organizations to use large volumes of data to elevate their sales processes – the sales game is changing! And, with the emergence of proven AI-powered sales tools like Revenue.io that make mastering the art of selling even easier, today’s modern seller is being ...
Getting Unreceptive Prospects to Say Yes with Tom Stanfill, #193
November 30, 2021 21:46 - 50 minutes - 16.9 MBProspecting has become one of the most difficult steps in the sales cycle. But, what can modern sellers do to turn the tide and get disinterested prospects to lean in and want to explore new solutions to their problems? That’s the question we set out to answer in this episode of the Modern Selling Podcast with my special guest and prospecting guru, Tom Stanfill, as we explore the invaluable sales strategies he outlines in his new book, unReceptive: A Better Way to Sell, Lead, and Influence...
The Art and Science of Selling to Business Consumers with Mario Martinez Jr., #192
November 16, 2021 22:25 - 52 minutes - 72.2 MBI’m doing things a little differently with this episode of The Modern Selling Podcast. Because instead of me interviewing a guest, I want to share an interview I did with Ethan Beute and Steven Pacinelli of BombBomb as part of their The Customer Experience Podcast. We had a great in-depth discussion on customer success, prospecting, and how to master the art (and science) of modern sales. Plus, I shared more insights from the book I co-authored with this dynamic duo called Human-Centered C...
The Emotional Dynamics of Selling with Dan Hill, #191
November 09, 2021 13:00 - 55 minutes - 76.2 MBWhen it comes to selling to the modern buyer, there are so many new and intricate complexities to navigate. From how to leverage social selling techniques, to how to craft an email that gets you a booked sales call, to the best way to handle a sales conversation without selling – modern sellers have their work cut out for them. But, in this episode of the Modern Selling Podcast, we’re throwing in emotional dynamics into the mix and exploring how sales leaders must use emotional intelligenc...
How to Get Customers to Come Back Again and Again with Shep Hyken, #190
November 02, 2021 20:00 - 51 minutes - 70.1 MBWhat separates a good customer experience from a great one that instantly attracts repeat business? That’s the question we’re diving into in this episode of The Modern Selling Podcast. My guest, Shep Hyken, is nothing short of the Godfather of Customer Experience – having authored eight books on the subject and working with hundreds of thousands of clients to elevate their service to turn repeat customers into lifelong brand fans. Listen in to the in-depth conversation, to hear the actio...
Human-Centered Communication with Ethan Beute & Steven Pacinelli, #189
October 26, 2021 20:05 - 54 minutes - 23.9 MBIn the very one-dimensional sales world that many sales teams currently operate in, it’s becoming harder to increase the number of high-quality leads, book more sales calls, and boost conversion rates. That’s why the sales conversation must shift from “spray and pray” methods to sales strategies that leverage the art of human-centered communication. In this episode of The Modern Selling Podcast, I tackle this interesting topic of how to humanize the sales journey with two of the leading ...
Redefining the Sales Conversation with John Smibert, #188
October 20, 2021 19:18 - 48 minutes - 66.4 MBTo sell to the new digital consumer, sales leaders must shift the sales conversations from being focused on what they’re selling to understanding the prospect’s unique story. But, knowing how to make this transition can be challenging for sales organizations. In this episode of The Modern Selling Podcast, sales strategist, John Smibert and I explore this topic and cover the right strategies to use to drive this new (and more powerful) sales conversation. Make sure to listen to the ful...
The New Wave of Modern Sales Engagement with Michael Labate, #187
October 12, 2021 12:00 - 49 minutes - 68.3 MBSinking time and money into outdated sales techniques is why so many organizations are struggling to increase their results. That’s why the question should shift to focus on how to implement the most cutting-edge sales tools to identify prospects faster and nurture deeper relationships. My guest in this episode of The Modern Selling Podcast is a tech-savvy sales leader who has his finger on the pulse of modern sales in the digital age. Make sure to tune into my in-depth conversation ...
How to Leverage Tech Powered Sales with Justin Michael, #186
October 05, 2021 16:28 - 39 minutes - 54.2 MBAutomation is the path of the future, especially for sales companies. But, knowing how to automate sales outreach the right way is where so many companies are falling short. My guest on this episode of The Modern Selling Podcast is an avid technologist and sales futurist who has mastered the science of fully automating fast-growing sales. Make sure to listen to the entire conversation with Justin ‘TQ’ Michael as he walks us through the most proven automation strategies that no one else i...
Sales Management That Works with Frank Cespedes, #185
September 28, 2021 17:33 - 51 minutes - 17.1 MBAs the world enters into a new and ever-evolving post-pandemic landscape, sales leaders are hyper-focused now more than ever on mastering the art of selling. My guest in this episode of The Modern Selling Podcast is a Harvard Business School professor, market researcher, and best-selling author who has spent decades studying the data behind what really drives sales. Don’t miss this eye-opening conversation with Frank Cespedes, as he dispels the biggest sales myths and explains the must-u...
Why Sales Coaching Is Critical in Today’s Selling Environment with Nicholas Gregory, #184
September 07, 2021 15:57 - 42 minutes - 58.4 MBSales coaching is critical to your organization’s success. These days, businesses are focused more and more on learning and developing frameworks for sales enablement to support coaching. So, what’s all the hype about sales coaching anyway – and why is it getting so much attention? I asked Nicholas Gregory, a seasoned, globally recognized sales enablement leader with 13 years of sales and sales enablement strategy development experience, about his thoughts. Nick is currently the Vice P...
How Digital Tools Have Changed Selling with Amit Bendov, #183
September 03, 2021 22:28 - 41 minutes - 56.7 MBAs you’re aware, the speed of innovation is only getting faster in today’s dynamic market. Understanding the trends, and quickly responding to them, is the key to success. Are you paying attention? New data-driven sales technologies help sellers who are wanting to stay ahead of the curve, make the right decision at the right time Today, I’m joined by my friend and mentor, Amit Bendov. the co-founder and CEO of Gong.io. Amit’s company has created a software solution in the category of R...
How SDR Teams Drive Growth With Lars Nilsson, #182
August 13, 2021 21:18 - 51 minutes - 71 MBThe digitization of the world’s economy has accelerated in recent years. The changes brought about by the information age have revolutionized marketing and advertising. A crucial aspect of the sophisticated pipeline structures used by modern businesses is sales development. Pipelines are instrumental to a company’s growth, and my guest today has a record of building SDR teams that maximize pipeline potential. With over 25 years of sales and operations experience in the technology sector, L...
Sales Negotiation Best Practices with Petek Hawkins - #181
August 06, 2021 22:21 - 56 minutes - 77 MBNegotiation isn’t just a tool that turns potential buyers into customers. The best negotiators create an ongoing partnership. My returning guest on this episode of The Modern Selling Podcast is a good friend of mine, Petek Hawkins. She says that you’ve already begun negotiations before you first reach out to a potential buyer. Petek is Head of Enablement at Melio, where she works to keep small businesses going. In this role, she ensures customer success by delivering tools, skills, knowl...
Sales Negotiation Best Practices with Petek Hawkins, #181
August 03, 2021 15:49 - 57 minutes - 79.7 MBNegotiation isn’t just a tool that turns potential buyers into customers. The best negotiators create an ongoing partnership. My returning guest on this episode of The Modern Selling Podcast is a good friend of mine, Petek Hawkins. She says that you’ve already begun negotiations before you first reach out to a potential buyer. Petek is Head of Enablement at Melio, where she works to keep small businesses going. In this role, she ensures customer success by delivering tools, skills, kno...
Integrating Sales and Customer Success for a Better Customer Experience with Dan Burkland, #180
June 24, 2021 12:00 - 54 minutes - 75.4 MBSales and Customer Success are essential to the growth and expansion of any organization. So, how you think about them and how well they work together will shape the future of your company. How can you improve your client’s customer experience so there are no gaps between sales and customer success? That is the topic of this episode of The Modern Selling Podcast with my guest, Dan Burkland, President of Five9. As President of Five9, Dan manages the entire customer lifecycle from sale...
Why Modern Sellers Should Become Expert Problem-Finders with Greg Alexander, #179
June 10, 2021 18:23 - 47 minutes - 65.3 MBThe sales profession is evolving at a fast pace because of the changes in consumer behavior. B2B sales are becoming more and more like B2C sales in many aspects. That is why modern sellers need to level up their sales skills and adapt to the modern buyer. One of those skills is the ability to find latent problems that prospects are unaware of. How? Well, you have to listen to this episode of The Modern Selling Podcast to learn what my guest, Greg Alexander, has to say. Greg is the Ch...
What Sales Leaders Can Do Today to Create More Sales Conversations with Mario Martinez Jr., #178
June 03, 2021 12:00 - 46 minutes - 64.3 MBThis episode of The Modern Selling Podcast is a little bit different. Instead of me interviewing a guest, I want to share an interview I did with Rob Jeppsen on the Sales Leadership Podcast, where we talked about creating more sales conversations and how to prospect. Our own research at Vengreso has shown that the hardest part of the sales cycle, according to both sales leaders and sellers, is getting the first conversation. The longest part of the sales cycle is that from “hello” t...
How to Become a Better Sales Manager with Charles Forsgard, #177
May 20, 2021 12:00 - 48 minutes - 66.9 MBAre you coaching your sales team or are you just making sure they hit quota? According to my guest in this episode of The Modern Selling Podcast, sales leaders today have moved from providing sales coaching to reporting on numbers. And that is not helping sellers grow. Listen to this interview with Charles Forsgard, the Vice President of Global Sales for Honeywell’s Advanced Sensors Technology business. In this role, he leads 300 salespeople, applications engineers, and managers deliver...
The New Challenges of Buying and Selling with Andee Harris, #176
May 13, 2021 12:00 - 49 minutes - 68.3 MBFor those of us in the trenches, it is obvious that buying and selling has changed significantly due to Covid and the shift to virtual selling. But what does the research say about these changes and what can we do to overcome the new challenges? To answer this question, I have an amazing guest in this episode of The Modern Selling Podcast, Andee Harris. Andee is the CEO of Challenger, a global leader in training, technology, and consulting, and the creators of the Challenger sales metho...
How to Use Behavioral Psychology to Sell More Effectively with Perry Carpenter, #175
May 06, 2021 12:00 - 41 minutes - 57.4 MBWhat can sales leaders learn from cybersecurity awareness? A lot! My guest in this episode of the Modern Selling Podcast is Perry Carpenter, author of Transformational Security Awareness: What Neuroscientists, Storytellers, and Marketers Can Teach Us About Driving Secure Behaviors, and he brings some great insights for sales leaders and marketers. He currently serves as Chief Evangelist and Strategy Officer for KnowBe4, the world's most popular security awareness and simulated phishing ...