The Modern Selling Podcast
248 episodes - English - Latest episode: 6 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!
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Episodes
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 ...
How to Choose and Implement a Sales Methodology with Paul Curto, #174
April 15, 2021 12:00 - 53 minutes - 73.1 MBWith so many sales methodologies available, sales leaders ask themselves how they can pick one and how they can actually implement it and drive adoption among their sales team. My guest in this episode of The Modern Selling Podcast is a sales strategy and methodology enthusiast who has great insights about this topic. Paul Curto is the Head of Global Sales Methodologies at Juniper Networks. He is focused on accelerating the performance of Juniper Networks’ sellers, both direct and indire...
Sales Enablement in a Digital Sales World with Kyle Healy, #173
April 08, 2021 12:00 - 51 minutes - 71.2 MBHow do you get a traditional sales team to embrace modern selling techniques and engage with prospects digitally? That is the topic of conversation in this episode of the Modern Selling Podcast with my guest Kyle Healy. Kyle is the SVP of Sales Enablement and Strategy for NFP. A dynamic leader with nearly 15 years of experience in the insurance consulting and sales space, Kyle is a core member of the leadership team at NFP tasked with driving transformation inside the functions connecte...
Product-Led Growth and the Future of the Sales Force with Doug Landis, #172
April 01, 2021 12:00 - 50 minutes - 69.7 MBSales and marketing have evolved significantly in the past few decades, especially in the SaaS space. In the 90s, for example, we had sales-led growth, with sellers doing cold calling and hitting the phones. In the 2000s, it was about marketing-led sales or marketing-led growth, with events, inbound leads and SDRs doing outbound prospecting. Now, according to my guest in this episode of the Modern Selling Podcast, we are moving into a new era of product-led sales. Doug Landis is a Gr...
Interviewing Techniques for Landing a Great Sales Job with Richard Harris, #171
March 18, 2021 12:00 - 58 minutes - 80.5 MBWhether you are a sales leader looking for a new role or an aspiring sales rep looking for your first sales job, you will want to listen closely to what my guest has to say. My guest in this episode of the Modern Selling Podcast is Richard Harris, a seasoned SaaS leader and consultant. Richard has 20 years of sales and sales training experience with companies like Google, Visa, SiriusXM, Pager Duty, Gainsight, Salesloft. He is also the author of Owning Your Job Search: Your step by step...
The Index Card Business Plan for Sales Pros and Entrepreneurs with Brian Margolis, #170
March 11, 2021 13:00 - 47 minutes - 65.1 MBMost sales professionals operate without a strategy, which results in a reduction in sales productivity. How can we fix this? That is the topic of discussion in this episode of The Modern Selling Podcast, with my guest, Brain Margolis. Brian is a former environmental/fisheries scientist turned entrepreneur. He is the founder of ProductivityGiant.com and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs. His client list ranges from individual sales reps to S...
Why your Sales Pipeline is the Headlights of your Business with Scott Walston, #169
March 03, 2021 23:01 - 53 minutes - 73.6 MB9iu Pipeline generation is one of the biggest challenges to the sales force today. No matter where you go or whatever the organization is, whether it's consulting services or SaaS, pipeline generation is the Achilles heel for most organizations. So how do we solve that problem? That is the topic of this episode of the Modern Selling Podcast with my guest, Scott Walston. Scott is the President of North American Sales at Micro Focus. In this role, he works with Senior Executives to mak...
5 Keys to Sales Success with Robert Paylor, #168
February 18, 2021 13:00 - 58 minutes - 79.7 MBOn May 6, 2017, Robert Paylor broke his neck. On national television. During the Rugby collegiate championship game. Doctors said he would never walk again and would actually be lucky if he could regain any movement below his neck. Yet, almost four years later, Robert is telling an amazing story of recovery, hope, and forgiveness. I’m super excited about having Robert Paylor as my guest in this episode of The Modern Selling podcast. Robert is an international public speaker and, in his...
Accelerating Sales Through Partnering Skills with Fred Copestake, #167
February 11, 2021 13:00 - 40 minutes - 54.9 MBOrganizations don't partner, people do. As sales leaders in a remote selling environment, we must teach our sellers how to create successful partnerships that will ultimately increase your sales pipeline. This is the topic of conversation with my guest in this episode of The Modern Selling Podcast, Fred Copestake. Fred is a sales consultant, trainer, and author of Selling Through Partnering Skills, a book that looks at the evolving world of sales and sets out what people need to do to re...
How to Go From Rep to Sales Manager with Scott Leese, #166
February 04, 2021 13:00 - 48 minutes - 66.1 MBEvery sales leader has a story of what they've learned and what they've gone through in their sales careers. From times when they thought they should have gotten a promotion but didn't get it, to times when they finally got it and then felt they were the worst managers in the world, or realized they were better reps than managers. How can salespeople advance in their careers and become better at their jobs? That is the topic of conversation of this episode of the Modern Selling podcast wit...
How Sales Leaders can Build a Model for Success with Phil Harrell
January 21, 2021 13:00 - 45 minutes - 62.9 MBThe average tenure of a sales leader is 18 months. And while there are many reasons why VPs of Sales don’t last long in their jobs, one strong reason (according to my guest) is the lack of a model for success. My guest in this episode is Phil Harrell, VP, Group Director Sales Research at Forrester. He has spoken to many sales organizations around the world and has gathered valuable insights for sales leaders that he shared with me during the podcast. Phil is an industry thought leader i...
How to Lead Sales Transformation in a Remote Selling World with Chris O’Brien
January 14, 2021 13:00 - 48 minutes - 66.9 MBLarge and small companies alike must adapt to the reality of remote selling. The sales landscape won’t fully be what it used to be, so to thrive, sales leaders must push for sales transformation in their organizations. My guest in this episode of the Modern Selling podcast is an experienced leader from a 16-billion dollar company, who has a lot to say about digital sales transformation. Don’t miss this conversation with Chris O'Brien, Chief Commercial Officer at C.H. Robinson, a global c...
Shifting your Sales Strategy to an Outcome-Based Model with Christoph Schell
December 30, 2020 19:33 - 52 minutes - 72.2 MBOne of the biggest challenges for companies in the new normal is serving B2B and B2C customers working from home. Priorities and needs have changed, so sales leaders must also change their sales strategy to match the new commercial landscape. I’m very excited to have a leader in the trenches in this episode of the Modern Selling podcast, who has the experience and the insights to help you navigate through these shifting times. So don’t miss my conversation with Christoph Schell, Chief Co...
How to Drive Predictable Sales Revenue with Kevin Knieriem
December 17, 2020 13:00 - 50 minutes - 69.5 MBOne of the most common struggles for sales leaders is forecasting, understanding what is going on with the business and how to get predictable revenue. In this episode of the Modern Selling Podcast, my guest, Kevin Knieriem, CRO at Clari, talks about using Artificial Intelligence for sales forecasting. Clari’s Revenue Operations Platform automatically gathers data from across your emails, meetings, marketing campaigns and CRM data, and then uses its AI to create dashboards and execution i...
Sales Prospecting Tools that Will ROCK your World, with Mario Martinez Jr., #161
December 04, 2020 13:00 - 40 minutes - 56.1 MBWith digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field. However, with so ...
A Successful Sales Plan Requires these 4 Pillars with Remy Piazza
November 26, 2020 01:54 - 54 minutes - 75.3 MBA sales plan or sales strategy can be the difference between an organization merely surviving and a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever. Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. The best sales manager isn't measured by how many degrees they have or accolades rec...
A Successful Sales Plan Requires these 4 Pillars
November 26, 2020 01:54 - 54 minutes - 75.3 MBA sales plan or sales strategy can be the difference between an organization merely surviving and a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever. Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. The best sales manager isn't measured by how many degrees they have or accolades rec...
The Death of Relationship Selling in a Virtual World with Marcus Jewell, #159
November 19, 2020 23:08 - 54 minutes - 75 MBIf you're a sales leader of a 21st-century business, you will not be successful unless your sellers understand how to use sales tools and engagement strategies and their impact on relationship selling. Virtual selling engagement strategies have no doubt trumped what we commonly refer to as traditional relationship selling methods, and it's not even a close second place. The art of selling and your individual "net worth" to a business used to be solely focused on how good you were at bu...
3 Virtual Selling Tips that Enable Powerful Sales Presentations
November 05, 2020 13:00 - 49 minutes - 68.4 MBA successful face-to-face seller doesn’t always translate to a virtual selling superstar. In fact, virtual selling requires a particular set of skills that will keep your customer engaged and eager to continue to connect with you. Today’s buyer is tech-savvy, digitally connected, and socially engaged. Additionally, with most buyers and sellers working from home, keeping a customer engaged in a virtual sales call can be difficult. My guest in this week’s episode of The Modern Selling Podc...
How to Prospect Using Personalization to Create Sales Engagement with Ed Calnan
October 22, 2020 12:00 - 53 minutes - 73.5 MBOne of the most important qualities a sales rep must possess is knowing how to prospect. Many argue that due to the number of tools available to sales professionals, prospecting is as easy as ever. But sadly, many still continue to call their prospect list and ask questions that could have easily been avoided had you performed proper sales prospecting. In this article, I will go through expert tips on how every salesperson should approach their ideal prospect and how by using personal...
How to Use Sales Gifts in Your Account Based Marketing Strategy with Erik Kostelnik
October 15, 2020 12:00 - 45 minutes - 63.3 MBAny modern sales strategy must include offline engagement with sales gifts. In the COVID era, prospects, customers and even employees are craving something that will break the pattern of their daily activities — and nothing beats a physical gift delivered to their home to do just that. This is the topic of this episode of the Modern Selling Podcast with my guest Erik Kostelnik, the co-founder and CEO of Postal.,io, a sales and marketing engagement platform that generates leads, increases s...
Why your B2B Sales Team Must Use Video for Sales, with Steve Pacinelli
October 08, 2020 12:00 - 59 minutes - 81.9 MBIn 2020, video for sales became more than a trend. It’s now a vital tool for remote sellers, who need to prospect digitally and maintain relationships with customers. We all know about the amazing growth of video conferencing platforms, such as Zoom and Google Meet for synchronous virtual meetings. But there are other asynchronous sales video platforms that are changing the way remote selling teams interact with customers. But, as I like to say, a fool with a tool is still a fool. Even ...
3 Prospecting Tips Sales Leaders can Teach Reps to Set More Appointments, with Tony Morris
September 24, 2020 12:00 - 45 minutes - 62.5 MBMany of today’s sales leaders developed their careers before the digital era and therefore lead their teams with traditional methods that are not relevant to the modern buyer. In this episode of the Modern Selling Podcast, my guest, Tony Morris, shares three prospecting tips that sales leaders can teach their salespeople to engage with today's tech-savvy buyer. Tony Morris is an International sales speaker, best-selling author of 5 books and MD of an International sales training company...
3 Cold Calling Tips Sales Leaders Must Teach their Sellers to Achieve Quota with David Walter
September 17, 2020 12:00 - 41 minutes - 57 MBI started my sales career cold calling, but in my mind, doing cold calls is not modern selling. It's just basic selling. However, I've decided to bring in some experts to share some cold calling tips with the listeners of the Modern Selling Podcast. Subscribe to Modern Selling on the App of Your Choice! Recently, I had Joe Pici talk about how to write a successful cold calling script, and in this episode, my guest is none other than David Walter. David's claim to fame is setting 15 a...
What Every Sales and Marketing Technology Leader Must Know About Raising Money with Mark Roberge
September 10, 2020 12:00 - 55 minutes - 76.5 MBIf you want to start a business or just take your existing sales tech company to the next level, you may be wondering, should I seek venture capital funding or just do it on my own? In this episode of the Modern Selling Podcast, I talk with venture capitalist and sales and marketing expert, Mark Roberge about how entrepreneurs can get money for their businesses, with a specific focus on tech companies. Subscribe to Modern Selling on the App of Your Choice! Mark Roberge is Managing Dire...
How Sales Leaders can Attract and Work with Millennials in a Remote Selling Environment, With Rakhi Voria
August 27, 2020 12:00 - 59 minutes - 111 MBIt is estimated that today millennials (those born between about 1980 and 2000) comprise half of the American workforce, and by 2025, will be 75% of the global workforce. For sales leaders, that means working with sales reps who have particular interests and values, sometimes different to the leader’s own generation. My guest in this episode of the Modern Selling Podcast is Rakhi Voria, Director, IBM Global Digital Sales Development. Rakhi has a strong passion for advancing women in sales...
A Modern Selling Tip: Learn to Sell the Way You Buy with David Priemer
August 20, 2020 12:00 - 47 minutes - 87.6 MBSubscribe to Modern Selling on the App of Your Choice! Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help. My guest in this episode of the Modern Selling podcast brings us the answer to the modern seller’s woes in a simple phrase: sell the way you buy. Joining me is David Priemer, the Founder and Chief Sales Scientist of Cerebral Selling. David's unique science and empathy-based approaches to driving re...
Cold Calling Scripts for Today’s Modern Seller, with Joe Pici
August 06, 2020 12:00 - 52 minutes - 95.4 MBSubscribe to Modern Selling on the App of Your Choice! Some people say cold calling is dead, that B2B prospects don’t answer the phone anymore. But my guest in this episode of the Modern Selling podcast says that he gets a 95% closing rate with the cold calling scripts he shared during our interview. Meet Joe Pici, CEO and co-founder of Pici & Pici Inc. Joe is co-author of Sell Naked on the Phone and the host for the popular SALES EDGE Podcast. Joe has functioned as a catalyst for sales...
5 Must-Have Sales Coaching Tips for Emerging and Seasoned Leaders, with Scott Miller
July 30, 2020 12:00 - 49 minutes - 90.1 MBSubscribe to Modern Selling on the App of Your Choice! We all know the mantra of sales leadership: find, recruit and retain top talent. But after recruiting, the most important role of a leader is to provide feedback and coaching. My guest in this episode of the Modern Selling podcast is an experienced leader who brings five amazing sales coaching tips you can use, whether you are a seasoned leader or just starting out as a sales leader. Dive into the fascinating conversation with Scott ...
The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black
July 16, 2020 19:10 - 41 minutes - 76.1 MBSubscribe to Modern Selling on the App of Your Choice! We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of sales look like? Are we going back to how things were before COVID or is the new normal here to stay? That is the fascinating topic of conversation I had with my guest in this episode of t...
3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows, Episode #146
July 02, 2020 12:00 - 57 minutes - 105 MBSubscribe to Modern Selling on the App of Your Choice! The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of remote selling are struggling. What is the solution? That’s the topic of conversation in this episode of the Modern Selling Podcast with John Barrows...
Building Sales Teams: How to Attract, Develop and Retain Top Talent, with Wendy Mitchell-Covington, Episode #145
June 25, 2020 12:00 - 50 minutes - 91.7 MBSubscribe to Modern Selling on the App of Your Choice! The average tenure of a sales rep is 15 months and according to a report by DePaul University replacing a sales rep costs organizations $97,690 on average. That’s why when building sales teams, sales leaders must know how to attract, develop and retain top talent. My guest in this episode of the Modern Selling Podcast is Wendy Mitchell-Covington, National Vice President of Sales Success at TriNet. She is a strategist who has succes...
How Inclusion and Diversity in Sales and Business Can Enrich the Workplace, with Sara Jones, Episode #144
June 11, 2020 22:56 - 58 minutes - 107 MBSubscribe to Modern Selling on the App of Your Choice! A large number of sales organizations in America are still dominated by white male leaders, which means they’re missing out on the great benefits of inclusion and diversity in sales. Exposure to other cultures, ethnicities and backgrounds has the potential of taking organizations to the next level, providing fresh perspectives and innovative solutions. My guest on this episode is Sara Jones, CEO of InclusionPro®, where she consults ...
Why Sales Leaders MUST Revisit their Sales Training Strategies NOW, with Mary Shea, Episode #143
June 04, 2020 10:00 - 47 minutes - 87.5 MBSubscribe to Modern Selling on the App of Your Choice! Many companies still train their sales reps with outdated methodologies from 20 or 30 years ago. But the modern buyer is very different. To teach skills that will help sellers reach digitally savvy buyers who prefer to do research on their own before engaging with them, organizations must change their sales training strategies and delivery methods. My guest on this episode is Dr. Mary Shea, Principal Analyst at Forrester. She has bee...
Thinking of Hiring an Outsourced Sales Company But Not Sure It's The Best Move?, with Benjamin Simms, Episode #142
May 07, 2020 10:00 - 54 minutes - 44 MBSubscribe to Modern Selling on the App of Your Choice! For many sales leaders, it’s unthinkable to consider an outsourced sales team, simply because it’s way outside the box we typically operate within. But my guest on this episode of #ModernSelling has many persuasive reasons outsourcing your sales team may be the absolute best way to go, both for budgetary reasons and for increasing sales. Ben Simms is Vice President of Ominchannel Sales (I LOVE that title!) at MarketSource, a leader ...
Remote Selling: Help Your Sales Team Hit Quota While Working From Home, with Chad Olds, Episode #141
April 16, 2020 16:38 - 50 minutes - 40.5 MBSubscribe to Modern Selling on the App of Your Choice! One of the most dramatic changes the sales community is having to make due to COVID-19 is the switch to remote selling VS an in-office role. Working from home is not easy for many people and even worse for those who thrive on the collaboration and energy of a corporate work environment. To address this pressing topic I invited Chad Olds, VP of Worldwide Sales at Anchore to discuss the issue with me on this episode of the #ModernSelling...
How Personalized Sales Outreach Can Increase Sales Conversions Up to 60%, with Kris Rudeegraap, Episode #140
April 09, 2020 10:00 - 41 minutes - 32.9 MBSubscribe to Modern Selling on the App of Your Choice! Sales outreach is one way to set your sellers apart because they deliver personalized experiences in a powerful way to prospects and customers to increase sales conversions. My guest on this episode of #ModernSelling is Kris Rudeegraap, CEO of Sendoso, a leading sending platform that enables sellers to outreach effectively and uniquely. Listen to hear how the company started, how technology is empowering these personalized experien...
No Upselling Strategy Means You’re Missing Up To 30% Of Sales, with Victor Antonio, Episode #139
March 31, 2020 09:59 - 43 minutes - 35.2 MBSubscribe to Modern Selling on the App of Your Choice! It may sound crazy to be talking about an upselling strategy in the midst of a world-wide crisis like Coronavirus, but the harsh reality is that companies and individuals who are not working extra hard to keep their revenue driving forward during a time like this will be left vulnerable. Upselling is one of the most powerful ways to increase revenue during lean times because it leverages the power of existing relationships with custome...
Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138
March 19, 2020 10:00 - 43 minutes - 34.7 MBSubscribe to Modern Selling on the App of Your Choice! The COVID-19 outbreak has many sales leaders scrambling to create or find virtual sales training that works. In one sense, that’s entirely understandable. As the virus spreads, more and more sales training companies are having to cancel scheduled training events and companies are requiring their sales teams to work from home. Moving forward, methods of training that do not require in-person attendance are needed. But in another s...
Building a Healthy Sales Culture in Your Company, with Mike Volpe, Episode #137
March 12, 2020 12:55 - 47 minutes - 37.7 MBSubscribe to Modern Selling on the App of Your Choice! Building a healthy sales culture is becoming more and more important in the modern selling context. It impacts everything from career paths and the success of team members to retention and churn to recruitment and even to landing big deals. This conversation touches on many of the things sales leaders need to consider when it comes to building a successful team culture within their organizations. The main point is this: the healthie...
How The Modern Seller Makes Fans Of Modern Buyers, with Meridith Elliott Powell, Episode #136
February 20, 2020 11:00 - 53 minutes - 42.9 MBSubscribe to Modern Selling on the App of Your Choice! Many sales professionals have been in the selling game for years but can’t honestly be called modern sellers. Why is that? Because they are stuck in old habits, old methods, and worse—old mindsets that don’t fit the digital selling era we’ve entered. There is a lot to learn, even for experienced sellers. On this episode of the #ModernSelling podcast I dig into what it takes to become a modern selling machine, with my friend Meridith El...
How To Make Corporate Sales Training Stick For Your Entire Team, with David Mattson, Episode #135
February 13, 2020 11:00 - 52 minutes - 41.7 MBSubscribe to Modern Selling on the App of Your Choice! By far, the biggest issue with corporate sales training is that most of what you or your sales team learns at the event is gone within days of attending. Statistics show that when stepping back into the pressure and demands of the sales arena, most sellers revert to their old, established sales practices. What can be done to ensure that the time and money invested in sales training isn’t wasted? On this episode of The Modern Selling ...
Sales Is About Relationships. Have You Forgotten? With Dale Dupree, Episode #134
February 06, 2020 11:00 - 47 minutes - 38.1 MBSubscribe to Modern Selling on the App of Your Choice! I’ve had a few experiences lately that have reminded me how much sales is about relationships. From prospecting, all the way up to serving as a leader of a sales team, the relationships with people are what matter most. To speak on this issue I asked my friend, Dale Dupree, leader of The Sales Rebellion to be my guest on this episode of The #ModernSelling Podcast. Dale shares openly about his struggles in life and as a sales profession...
Sales Methods: The What, When, Why, and How, with Steve Maxwell, Episode #133
January 30, 2020 11:00 - 48 minutes - 38.7 MBSubscribe to Modern Selling on the App of Your Choice! There are so many sales methods available in the modern sales environment - perhaps too many. How do you select one that will drive your sales team’s productivity in a way that enables them to reach sales goals? I invited sales leader Steve Maxwell on this episode of the #ModernSelling podcast to give us his take on this hot-button issue. Steve is a 30+ year Silicon Valley technology sales veteran who has served in many roles - direc...
Overcoming No Decision In The B2B Buying Process, with Jon Perera and Matt Weil, from Highspot, #133
January 23, 2020 11:00 - 42 minutes - 33.9 MBSubscribe to Modern Selling on the App of Your Choice! The B2B buying process is filled with challenges. One of the most frustrating is when a promising sales conversation falls into the “no decision” category. What’s the problem? Is it really a “no decision” situation or is something else going on? On this episode of the #ModernSelling podcast, I speak with not one, but two guests who work together on the B2B buying process within their company. Their approach is to address the entire b...
Building A Sales Team That Closes More Deals, with Kraig Kleeman, Episode #131
January 16, 2020 11:00 - 45 minutes - 36.8 MBSubscribe to Modern Selling on the App of Your Choice! What would happen to your company’s sales revenue if you were actively building a sales team where every member was progressively becoming a top performer? You know the answer - your company’s overall success would skyrocket. On this episode of The #ModernSelling Podcast, Kraig Kleeman joins me to discuss how he consistently helps sales organizations level up their entire team’s performance. Kraig is recognized as an expert on the sal...
Creating A Profitable Fanocracy For Your Brand, with David Meerman Scott, Episode #130
January 09, 2020 11:00 - 52 minutes - 42.3 MBSubscribe to Modern Selling on the App of Your Choice! Have you ever heard the term “Fanocracy?” Probably not, unless you’ve already picked up a copy of the new book by my guest, David Meerman Scott. David is a master marketer, keynote speaker, and a keen observer of the way we operate as human beings. His latest book, “Fanocracy,” co-authored with his daughter Reiko Scott, is a dissection of how true fans of any group or organization develop their “fandom” and how we as business and sales...
Your Sales Mindset Needs An Overhaul - Here’s How To Start, with Bernadette McClelland, Episode #129
November 07, 2019 11:00 - 46 minutes - 37.4 MBSubscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the first place. To help us think through the obstacles to a healthy sales mindset that every salesperson faces, I’ve invited Bernadette McClelland t...
How To Get The Meeting Every Time, with Stu Heinecke, Episode #128
October 03, 2019 10:51 - 43 minutes - 35.4 MBSubscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts When you really, really need to get the meeting with that high-level exec you’re hoping to build a business relationship with, what do you do? Email? Cold call? Outreach on LinkedIn? Each of those has their place, but nothing is more effective than what my friend Stu Heinecke refers to as “Contact Marketing.” Why am I talking about something with the word "marketing" in the name on #SellingWithSocial...
Driving Modern Sales Through Customer Success and Implementation, Episode #127
September 20, 2019 09:03 - 55 minutes - 44.7 MB^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^CODE SECTION^^^^^^^^^^^^^^^^^^^^^^^^^ Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ The creation of a Customer Success Program is a powerful approach to delivering results for customers. On this episode of #SellingWithSocial, I invited the Vengreso Customer Success Team - Ivonne Ribeiro, Mike O’Brien, and Wendy Gertridge to walk us through the customer...