The Modern Selling Podcast (Mario Martinez Jr)
Explore every episode of The Modern Selling Podcast
| Pub. Date | Title | Duration | |
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| 04 Jun 2024 | Streamlining RFPs: AI Tools to Automate Responses | 00:55:54 | |
Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result. Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal. This is Mark Shriner's story: Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements. In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales. The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs.
My special guest is Mark Shriner Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering Winning Strategies Boosting Sales Efficiency Harnessing AI for Optimization The resources mentioned in this episode are:
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| 08 Feb 2022 | The Art of Persuasive Selling with Jeremy Miner, #199 | 00:52:54 | |
In 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 as I dive deep into neuro-emotional persuasion with one of the world’s leading sales trainers. Jeremy Miner is the Founder of 7th Level Communications and is an internationally recognized sales guru who has taught thousands of people how to go from just getting average results in selling to becoming a high 6-figure and even 7-figure sales earner and be viewed as the “Trusted Authority” in their market. Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson. His company, 7th Level Communications was created to take any salesperson, no matter their experience, from wherever they’re at in selling to getting them to a high 6-figure and 7-figure annual income in sales. Be sure to download my full conversation with Jeremy to get an equivalent to an MBA in sales that will undoubtedly help you book more meetings and close more sales. What is the biggest mistake salespeople make?Jeremy has worked with thousands of sales teams and organizations, so I was curious to know from his perspective where he thinks the industry is falling short. His response was spot on with what I tell my sales teams, here at Vengreso, “A lot of entrepreneurs and salespeople are so excited about what they do and truly believe that their offering is the latest and greatest. And, somehow, they believe that this excitement alone will persuade prospects to want to buy what they’re selling. But, the reality is, many times without even realizing it, we’re giving off subconscious nonverbal and verbal cues that are creating more sales resistance in the conversation – not less.” That’s why it’s so important, as sales professionals, to come across in our sales conversations with prospects as being neutral. Of course, we want to make the sale. But, I always say that in order to sell, you must be interested – not interesting. So sales reps must seek to first understand the prospect’s problem in a way that’s not interrogative and triggers a fight or flight response. For example, Jeremy recommends not going into the sales call assuming that your B2B offering is what the prospect needs. Rather, be open and honest with the prospect upfront as a way to disarm their initial sales resistance, so you can gather the information you need. Here’s a script Jeremy uses: “I’m not sure if we are the right fit yet for you. In order to determine that, I need to understand a little bit more about…” In this way, Jeremy is not looking to close the sale immediately by claiming to have the right product for his prospect. Instead, he’s finding a way to probe for more information without setting off red flags. Jeremy and I do an entire sales conversation role play that can help your sales team nail their sales conversations. Using just one technique Jeremy explains in the first 15 minutes of this episode is worth trying on your next sales call. Tune into the full conversation to get all of the proven sales strategies Jeremy uses to help even the most inexperienced sales teams crush their quotas. The NEPQ Sales MethodologyWhen it comes to mastering the art of selling, I’m always interested in learning new methodologies and frameworks. Here, at Vengreso, we teach the PVC Sales Methodology for prospecting which is rooted in personalizing every sales interaction and leading with value in every prospect touchpoint. Jeremy uses a slightly different approach that has been widely successful for the sales teams that he works with. It’s called NEPQ which stands for Neuro-Emotional Persuasion Questioning. This unique method moves the sales rep from the boiler room type selling approach (think Wolf of Wall Street) where urgency is forced into the prospect’s face to an approach that focuses more on building dialogue. In this way, prospects won’t feel like they’re being sold to and will have less sales resistance. This in turn enables sales reps to build immediate rapport and trust. Jeremy explains, “What many sales reps don’t realize is, we're the most persuasive when we allow others to persuade themselves through dialogue. The key here is we have to think about what questions we need to ask, when we ask them, how we ask them, with what tone will we ask them, and with what pauses will we include to make the conversation feel natural? If you can nail this, then you will pull the prospect in, rather than push them away.” Listen to the full conversation, particularly at the 28-minute mark to see exactly how Jeremy puts his NEPQ sales methodology into action. Why do buying decisions stall?I’ve been in sales for over 20+ years, but even I have had some large sales opportunities stall unexpectedly. I wanted to pick Jeremy’s brain to see what he thought is driving this trend, especially within digital sales. I found his response to be quite interesting, “Buying decisions only stall because sales teams are using sales techniques that work against human behavior and trigger sales resistance. I’m a big proponent that sales is about change. It’s about how good you are at helping your prospect view in their own mind – not by telling them – but by the questions you ask that they’re ready to change their situation.” I always say that selling is the art of helping. If we’re not helping our prospects solve a problem or achieve a desired outcome, then getting to a sale will be impossible. Jeremy shared what he calls “consequence questions” which are a powerful framing tool that he teaches sales teams to help prospects get to that critical point in the conversation where they’re ready to say “yes” to change and to buying from you. Download the episode to hear how these incredibly simple questions work to help sales teams book more meetings and close more sales. This episode of the Modern Selling Podcast is brought to you by Leadfeeder. Imagine if you could identify companies and decision makers that are already engaging with your website and send them to your CRM for your sales team to follow up with? That's exactly what Leadfeeder does to help you capture high intent prospects that are already browsing your website right now. Visit www.leadfeeder.com to claim your 14-day free trial of Leadfeeder today and see what prospects are visiting your website, how they found you, and what they're interested in. | |||
| 05 Mar 2024 | Getting the Last Laugh: Using Comedy Skills to Kill it in Sales | 00:47:07 | |
If you're feeling frustrated and stuck in a cycle of repetitive sales approaches that just aren't getting results, then you are not alone! Are you tired of feeling like your sales efforts are falling flat, and you're not making the impact you know you're capable of? It's time to break free from the ineffective methods and unleash your true sales potential! In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Jason Hartz, author of The Hartz Method: A Sales Performance Playbook and Director of Demand Services Development Programs at Oracle. Jason's unique background, transitioning from stand-up comedy to sales enablement, offers a fresh perspective on sales methodologies. He draws parallels between sales and performance, emphasizing the importance of preparation, rehearsal, and creating engaging experiences for prospects. The conversation explores the intersection between confidence, experience, and performance-based selling, highlighting the need for sellers to exude confidence and continuously evolve their sales approaches. Jason's insights on leveraging technology, understanding audience cues, and embracing innovative solutions provide actionable strategies for enhancing sales productivity and efficiency. If you're a sales professional looking to elevate your performance and drive meaningful conversations with clients, this episode offers valuable tips and perspectives to help you navigate the evolving sales landscape.,
This week's special guest is Jason Hartz: Jason Hartz is an accomplished sales professional and the author of "The Hart's Method: A Sales Performance Playbook." With a rich career history encompassing stand-up comedy, fitness franchising, and sales training, Jason has garnered a wealth of diverse experiences. His notable roles at Oracle and within the fintech sector have contributed to his deep understanding of demand services and sales methodologies. Jason's book showcases his expertise in sales performance, offering a comprehensive guide to enhancing productivity and efficiency. Through his practical insights and strategic approach, Jason has established himself as a respected figure in the sales domain, providing valuable perspectives for sales professionals aiming to elevate their performance. In this episode, you will find:
The key moments in this episode are: Timestamped summary of this episode: Sales Performance Playbook and Methodology Confidence vs Experience in Sales Performance-Based Selling Strategies The resources mentioned in this episode are:
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| 25 Feb 2022 | 3 Unique Social Selling Strategies with Mario Martinez Jr., #201 | 00:26:11 | |
There’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. How to prospect in today’s post-pandemic business environment is the topic of today’s episode of the Modern Selling Podcast. I share a recent in-depth conversation I had with Jose {last name}, host of the {name} podcast where I detail some rarely used prospecting strategies that work for us to get more “hellos” and close more deals. Whether you’re an up and coming sales rep, a seasoned sales leader, or leading your organization’s sales enablement team – this episode is jam-packed with new things for you to implement to get in front of your target buyer more often. Download the full conversation to hear the ins and outs of how and why these prospecting strategies work. A New Approach to Prospecting in 2022The world has changed drastically over the past two years. The sudden shift to online has not only given buyers more access to information, but it has actually given the modern seller more opportunities to reach their target audiences. Fifteen years ago the number of people on social media was a mere fraction of what it is today. Even video platforms like YouTube were still in their infancy. Today, whether it’s LinkedIn, email, paid ads, SMS messages – there are many more ways that the modern seller can engage with buyers. But, this also introduces the challenge of how to do it the right way. With more channels to find buyers, the amount of what I call “digital pollution” has also exponentially increased. Buyers are more skeptical and are willing to do their due diligence before ever reaching out to a sales rep. Sales teams are no longer the “gatekeeper of information”. Buyers generally know what 3-5 companies they want to buy from by the time they reach out to book a sales call. That’s why what’s really working in this post-pandemic environment is to prospect through thought leadership. Consider your buyer persona – what problem are they trying to solve? How do you solve this problem? What articles, posts, or videos can you share online that showcase how you solve this problem? The goal with 21st century prospecting is to be at the beginning of the buyer’s information journey so that they come to you for recommendations on what best next step to take (ideally it’s buying your product/service!) Listen to this episode to hear how I suggest every sales organization leverage LinkedIn to rapidly increase their sales pipeline with customers who are ready to buy. The Importance of Mastering the Art of Video SellingHere at Vengreso, we work with small business owners, entrepreneurs, individual sellers, all the way up to large Fortune 100 sales organizations – with one goal: to help sales leaders create more sales conversations and grow their sales pipeline by teaching them how to prospect better and sell more. Although there are lots of sales channels to choose from, our channels of choice are: LinkedIn and video. Our digital training teaches sales leaders and individuals how to create engagement with prospects at every stage of the sales cycle. That way, when your buyer is looking for a solution, you stay top of mind (and top of timeline) and are their first destination. Over the past 6 years of Vengreso, we have amassed a significant amount of thought leadership, whether it be blogs, podcasts, free video courses, etc. So when someone is searching for sales training online, we have a pretty good chance to be ranked very high on Google. (In fact, our Prospecting Guide is currently ranked #3 in search). Of course, this strategy took time, but I highly recommend that all sales organizations invest in creating video content. Post it on YouTube, on your website, use it in sales email nurtures, and share it on LinkedIn. Video is one of THE top five global marketing tactics being used to capture people’s attention and lure them in for a sale, especially in this digital sales space. Most other forms of outreach – whether it’s email, text message, direct message, or phone call only engage one of the senses. Video messages are multi-sensory experiences for your prospect to hear, see, and experience your personality, your sincerity and start to build immediate rapport and trust with you. If you’re not maximizing your use of video in your prospecting process, then download this episode to get some actionable ideas to follow. How to Prospect on LinkedInWith the average buyer being bombarded with over 5,000 marketing and sales messages every day – it makes it even harder for yours to stand out from the crowd. That’s why I always say that in order to be interesting you must be interested. In other words, prospects are not usually going to instantly want to book a sales meeting with you just because you reach out to them. They need to know that there is something in it for them to even give a sales rep the time of day. So, whether you’re leading with value by sending them a free resource, sharing something that could help them solve a problem, or even crafting a personalized sales message – you have to make it more about your prospect and less about you. At Vengreso, we teach the PVC Sales Methodology for prospecting and it is how we have been able to become the largest digital sales training company in the world. Everything we do is personalized to our prospect, from how we research leads using LinkedIn Sales Navigator, to how we write the initial sales messages we send, to the sequence of our email campaigns that nurture our pipeline. We also use a “3 by 3” approach, whereby each sales rep spends 3 minutes on a prospect’s LinkedIn profile to find 3 unique or interesting things to bring up in conversation to get them to lean in (and at least respond to our initial message). If used right, LinkedIn can easily become your digital rolodex and your way to attract, engage, and sell to millions of modern buyers. The challenge, however, is how to maximize your prospecting efforts using LinkedIn, without coming across as selling. Join the conversation I have with Jose and you’ll learn how you can tap into the networking (and sales power) of LinkedIn to streamline your prospecting and get more booked calls. | |||
| 09 May 2023 | Pitching To Investors: Strategies for Success and Growth with Angela Lee, #236 | 00:46:44 | |
The Modern Selling Podcast Episode #236: Pitching To Investors: Strategies for Success and Growth with Angela Lee Our guest speaker for today is the amazing Angela Lee, who shares her valuable experience on what investors look for in startups. Some key takeaways include the 4 P's of pitching - People, Problem, Progress, and Price - and how to get a meeting with investors through Angel lists, warm vs. cold intros, and more. Angela also sheds light on the common mistakes founders make when pitching, including the importance of clarity, understanding your customers, and avoiding over-smartness. | |||
| 13 Oct 2022 | Miller Heiman Sales Methodology, Where Did it Go? Introducing Korn Ferry Sell with Christoffer Ellehuus, #217 | 00:49:43 | |
In 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 is: What’s the best approach to not only get sales reps the resources they need to know how to sell, but how can organizations achieve an integrated solution that also provides important sales data? This is the topic up for discussion in this eye-opening episode of the Modern Selling Podcast. Our guest leads one of the most iconic sales training organizations in the world, so you know his insights will be both actionable and proven. Christoffer Ellehuus is the President of Korn Ferry Digital. He has a proven track record as a CEO/business leader of tech-enabled service and subscription-based businesses. He has extensive experience leading large established businesses, scaling new business launches, and turnaround situations. With a core speciality in packaging and scaling tech-enabled service and IP businesses into fast-growing subscription platforms – Christoffer is known for turning a multi-year double digit revenue decline into impressive, growing revenues in key markets within 24 months. As part of Korn Ferry Digital, he is leading a digital transformation of the traditional advisory business into a more packaged and technology-enabled global service business. Download the full episode to learn what new sales data is saying is the best way to book more sales calls and increase win rates. What’s the biggest challenge with sales training?If you’ve been listening to the Modern Selling Podcast for awhile, then you know that Vengreso had an amazing partnership for years with the Miller Heiman group (who was acquired by Korn Ferry). In fact, Vengreso was the first outside sales training company in its 40 year history that Miller Heiman ever hired. But, with the pandemic and a rapid shift to online sales, how sales professionals are trained has had to evolve with the times. So, I was curious to her Christoffer’s take on how sales training is changing and what he sees is the greatest obstacle sales leaders are facing. His insights were very insightful, “The biggest challenge in sales across all industries is that training isn’t being done in a way that will get measurable results. Often sales reps are put in a room and given a bunch of strategies and methodologies to use. But the truth is, we know that 87% of people will forget what they were taught, in that type of one-off format.” That’s why integrated technology like Korn Ferry Sell is so important. Now, sales leaders and teams don’t have to manually track sales touch points – across multiple sales technologies. Instead, the data is tracked, in one place, enabling sales professionals to take a more tactical and strategic approach to sales that will result in higher win rates and an overall more efficient sales process. Listen in to the full conversation to hear what Christoffer believes is another key sales obstacle that B2B companies must overcome to truly increase their sales conversions. Why has sales engagement become less effective today?The sales data doesn’t lie! And, at Korn Ferry, Christoffer has millions of sales data points he can use to draw some powerful sales conclusions from. I wanted to pick his brain and understand, from the data, what could be the reason that sales conversations aren’t as effective as they once were in moving a buyer to a sale. What he shares truly puts a new perspective on how sales conversations should be structured. He identifies three core reasons why buyers aren’t buying.
Download the full episode to hear what specific strategies Christoffer recommends that sales reps take to meet their buyers where they are and speak the right language to lead to a sale. How can sales organizations increase win rates?Korn Ferry has such a unique methodology that addresses this very question that I had to make sure it was discussed in this episode. Christoffer breaks down the two most important components all sales organizations should be implementing to powerfully move the sales needle to get immediate and lasting results. The two parts are: Alignment – this is centered around who is on your sales teams. From the skills, personalities, and team dynamics – all of these pieces have to be carefully considered to ensure that who you hire is in alignment with your organizational culture and goals. Execution – implementing sales playbooks, strategies, and methodologies all comes down to execution. Are processes being followed? Is sales technology being leveraged the right way? Are the right questions being asked during sales conversations? These are all important things to consider to make sure sales teams are going through the most proven motions that will lead to consistent sales. Download the episode and listen in to hear how Christoffer suggests sales teams can revamp their approach to win customers faster – with less effort. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 25 Apr 2023 | Sales Leadership: Inspiring Teams and Driving Results with Mike Cabot, #235 | 00:46:43 | |
The Modern Selling Podcast Episode #234 featuring Mike Cabot, CRO at Moogsoft. Sales Leadership: Inspiring Teams and Driving Results. Critical leadership success expectations and sales culture best practices for sales or revenue enablement organizations | |||
| 21 Sep 2022 | Top Strategies for Product Led Growth with Jennifer Smith, #215 | 00:54:37 | |
How 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 business to secure funding and next-level sales. But, the larger question becomes, what’s the best strategy to implement a product lead growth strategy that truly enables a company to scale and enhances the user experience to create consistent sales. That’s the focus of this episode of the Modern Selling Podcast, with a CEO guest who is one of the leading experts in the industry. Jennifer Smith is the cofounder and CEO of Scribe, a modern software solution that helps to capture, document, and streamline processes in minutes. With a background in sales and marketing, having worked with McKinsey, she has helped the largest companies redefine information sharing. With a passion and gift for efficiency and productivity, Jennifer searched for a solution that would make it easier for people to share multi-step processes within teams and organizations. How do you define product led growth?Even though product led growth has been a buzzphrase for over a decade, how it often is defined may change depending on who you ask. I was curious to hear Jennifer’s take on what product lead growth is and why it’s such a powerful strategy to scale. She shares, “With product led growth, you're focused on the end user, which is oftentimes not the buyer. It's not the person who holds the budget, instead it’s the person using the product on a continuous basis who can share it with others which helps to spread the individual user base even faster.” This is such an important distinction that has even powered the rapid growth of our productivity tool, FlyMSG.io. We’ve gone from a few beta users to over 5,000 active users in a little over a year with no marketing. That’s the power that a compelling product can have in driving adoption and quickly positioning a tool as a must-use across a host of different industries. If you have a product and you’re not at least tripling the size of your user base every three to six months, then you’ll want to download this episode and listen carefully to the growth strategies Jennifer outlines. How does product led growth really drive sales?It’s clear that product led growth does just that… leverage your product to grow your user base. However, unless a monetization strategy is used, having a large user base won’t translate into overall sales growth for the organization. With FlyMSG.io, our text expander and personal writing assistant, we’ve been able to offer upgrades for paid users as well as enterprise contracts to generate consistent (and sizable) revenue from those who use our tool. But, I wanted to hear the strategies that Jennifer uses to convert Scribe users into long-term and loyal customers. She shares, “It’s one thing to see your user base grow exponentially, but then the challenge is, you have to shift your focus from user growth to sales growth. In other words, how do you turn an individual user into a bigger contract or get free users to want to swipe their credit card. For us, we looked at our user data. What companies were users coming from? Where were our Scribes being shared? How could we find large groups of individual users that made it worth us reaching out to their companies to pitch an enterprise solution?” This is a brilliant strategy and one we’ve used at Vengreso with great success as well. In fact, in one day alone we saw over 20 free users from a single online pharmacy sign up for FlyMSG.io. That told us immediately that there was a potential sales opportunity there to create a corporate account. Listen into the conversation to see what other “signs” you should be looking out for when trying to monetize a product led growth strategy. What specific strategies turn users into buyers?It’s one thing to build a product, but it’s another to create a product that users want to use and will pay for. Jennifer is the expert in this field and was clear on how she was able to position Scribe to quickly scale users and sales. She outlines three specific strategies:
Want more product led growth strategies and how you can use them to drive sales? Tune into the full conversation with Jennifer and get ready to take notes! And, if you want to try Scribe out for free, head over to: https://scribehow.com/home and use promo code: ModernSelling to experience this robust tool. And, while you’re at it, make sure to download FlyMSG.io so you can type less and do more! This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 21 May 2024 | Growth-Stage Venture Capital Strategies | Matt Melymuka #269 | 00:50:29 | |
Want to make better investment decisions and strategic growth plans? I've got the solution for you to achieve that. Get ready to improve your venture capital investment strategies and take your business to the next level. Let's dive in and uncover the key to successful growth-stage investment strategies. Does this sound familiar? You've been bombarded with templatized outreach from investors who don't seem to know anything about your business? You're left feeling frustrated and disrespected, wondering if anyone took the time to understand your unique needs. It's time to change the game and experience a more strategic and tailored approach. Say goodbye to generic pitches and hello to a personalized, value-driven connection. It's time to engage with investors who truly understand your vision and goals. Discover the unexpected sales technology revolution that's reshaping the industry. Unveil the inside secrets of how a venture capitalist is transforming growth-stage investment strategies. Learn how AI and automation are augmenting the human touch in sales. Find out the surprising movie choice of a Boston native turned New York investor. Stay tuned for the jaw-dropping insights that will change the way you approach sales tech forever. This is Matt Melymuka's story: Matt Melymuka, co-founder and managing partner at Peakspan Capital, offers a unique perspective on venture capital investment strategies. His journey into the world of growth-stage investment began over 15 years ago, focusing on B2B software. His passion for this niche led him to establish Peakspan Capital, a firm dedicated solely to B2B software. Matt's approach emphasizes specialization and strategic partnerships, aiming for a collaborative, domain-specific engagement with companies. His commitment to a focused, growth-driven investment strategy has not only shaped his professional journey but also reflects his dedication to creating impactful, sustainable partnerships. This journey showcases Matt's unwavering dedication to the B2B software industry and his passion for strategic, growth-focused investment strategies.
This week's special guest is Matt Melymuka, the co-founder and managing partner of Peakspan Capital. He brings over a decade of expertise in growth-stage investment strategies. With a focus on late-stage growth companies, Matt's leadership at Peakspan has resulted in managing $2 billion across three funds and a $600 million active investment vehicle. His specialized approach centers on B2B software, encompassing sales, marketing, and hospitality technology. Matt's philosophy of maintaining alignment with ambitious yet pragmatic objectives has led to a remarkably low capital loss ratio of 1.4%, demonstrating his commitment to collaborative and sustainable growth for entrepreneurs. As a guest on the Modern Selling Podcast, Matt promises an insightful conversation on venture capital investment strategies that will undoubtedly enlighten and inspire entrepreneurs, business leaders, and investors. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering Venture Capital Investment Navigating Sales Technology Trends Elevating B2B SaaS Marketing The resources mentioned in this episode are:
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| 25 Jun 2024 | Listen to Sell: Active Listening Skills to Build Trust and Close More Deals | 00:49:19 | |
Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result. We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve? Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story. Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions. This is Mike Esterday's story: The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace. He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship. Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities.
Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers. In this episode, you will learn how:
The key moments in this episode are: Timestamped summary of this episode: Mastering Active Listening Overcoming Self-Limiting Beliefs Elevating Sales Leadership The resources mentioned in this episode are:
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| 30 Nov 2021 | Getting Unreceptive Prospects to Say Yes with Tom Stanfill, #193 | 00:50:09 | |
Prospecting 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. Tom Stanfill is the CEO and Co-Founder of ASLAN Training, a global sales enablement company that provides sales training to a wide range of Fortune 500 clients including household names such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries. For eight years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN as one of the nation’s top sales training companies. Mastering the art of sales conversations in an age when prospects are constantly experiencing information overload is why many tout Tom’s book, unReceptive: A Better Way to Sell, Lead, and Influence, as being the must-read in this post-pandemic marketplace. Be sure to listen in to the full conversation as we dive deeper into Tom’s sales methodologies that work to help modern sellers book more sales meetings, close more deals, and better engage modern buyers. Whether you’re a sales leader, a sales enablement manager, or an individual seller, there are lots of sales gems in this episode. Download it now to start listening. Why Is Traditional Selling Not Working?How we sell to modern buyers has drastically changed over the past two years. From in-person meetings having to quickly pivot to online Zoom calls, getting your prospect to open your sales emails or respond to your cold outreach attempts has become even more difficult. That’s why nearly 70% of sales reps acknowledge that prospecting is the most time-consuming part of the sales cycle. With buyers having so many options to choose from and the growing presence of what I call, digital pollution, bombarding B2B prospects with an endless drip of sales messages simply won’t work to more book sales meetings. So, to get to the heart of why traditional sales techniques are obsolete, I asked Tom to share some of his insights on the topic. “The research is really eye-opening because a customer’s willingness to work with a seller to evaluate their solution has declined 120% in the last three years. When a customer is emotionally closed, the traditional approach to selling and influencing doesn't work – it actually backfires. Because of the explosion of information, people are more isolated and they’re less receptive to any type of sales message,” Tom explains. Also, according to Tom, just 8% of sales reps have consistently met their quota over the last 24 months. So, the question then becomes: what should modern sellers be doing to move the sales needle to get the attention of the unreceptive prospect? His detailed answer is quite telling, so be sure to tune for the full conversation to hear his response and the strategy he says works to 2x the number of booked sales meetings. How Do You Win Over Unreceptive Prospects?I wanted to get to the heart of what’s working to get the disengaged prospect to at least be open to an initial conversation. At Vengreso, with our Modern Sales Mastery program, we teach sales leaders and reps to lead with personalization and value – not hardcore selling, if they want to authentically engage and build relationships with their prospects and customers. However, what’s equally important is to leverage the art of social selling to reach prospects where they are with messages that speak to what they are trying to achieve or what problem they are looking to solve. Tom adds to this methodology, with an insightful piece of sales advice, “There’s a natural amount of tension in a sales conversation, just by the nature that you are trying to sell them something. But, when you ‘drop the rope’ as I call it and acknowledge that maybe your solution isn’t the best fit for them, now you’ll start to see them open up because they don’t feel like you’re selling them anymore.” We take a similar approach in our PVC sales methodology, where we teach sellers that the goal isn’t to pitch your product and to convince the prospect to buy. Rather, the real goal of a sales conversation is to listen, gather information about their pain points, and equip the prospect with the key information they need to see that your offering can address their needs. Download and listen to the entire episode to hear how Tom applies his ‘drop the rope’ method to a real-world selling scenario. Even this part of the conversation alone can help sales teams get better results. How Should Modern Sellers Approach the Sales Conversation?I wanted to get Tom’s point of view on what sales reps really should be saying and doing to book more sales meetings, if prospects are more unreceptive now than ever before. “Here's a simple thing that makes it super easy to get a meeting. If you want to get a meeting, you get somebody's attention, you lead with what's on their whiteboard... It’s either something they want or a problem they have in getting what they want that will always get their attention. But here's the hard part, you may not know what's on their whiteboard. So, that’s where the real work starts.” Tom’s insights were music to my sales ears! With our digital sales methodology, we teach that effective prospecting is all about doing good research. Modern sellers must know what keeps their prospects up at night and what pressing problems are they looking to solve right now. The more tuned in you are to your prospect’s needs, the more equipped you’ll be to craft sales messages that get replies and have sales conversations that turn into closed deals. Tom also shares his unique “Because You” strategy that works to reposition the sales conversation away from selling and more toward solution providing. According to Tom, implementing this one technique has resulted in sales reps doubling their number of closed deals. Want to get in on the sales action? Be sure to pay close attention around the 35-minute mark to hear how Tom’s “Because You” sales strategy works. Click here to download the full episode and join the conversation now. This episode of The Modern Selling Podcast was brought to you by OrgChartHub. The B2B purchasing process can be quite complex. OrgChartHub seamlessly integrates into your existing HubSpot account, giving your sales team the ability to immediately map out the key decision makers, so you can get to a “Yes!” – even faster. It takes just two clicks to get set up – try out OrgChartHub today! | |||
| 09 Jul 2024 | The CEO's Playbook for Enterprise Selling Success | 00:52:29 | |
Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets! If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions? It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency! Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.
My special guest is Henry Schuck Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies. Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process. Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments. The resources mentioned in this episode are:
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| 28 Sep 2022 | Driving Sales with Product Led Growth with Kate Ahlering, #216 | 00:49:05 | |
From 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 led growth, what it means, what metrics sales leaders should be tracking, and the proven strategies to use to not just scale – but to grow efficiently and profitably as an organization. In this episode we welcome Kate Ahlering, the Chief Revenue Officer at Calendly – the modern scheduling platform for high-performing teams and individuals. Kate currently leads sales, partnerships, and revenue operations for one of the fastest growing product led growth companies in the world. Prior to joining Calendly, Kate was the Chief Sales Officer for Glassdoor, one of the world's largest jobs and recruiting sites. She led a team of 600+ globally across new business acquisition, account management, customer success & support, channel sales, and revenue operations. Reporting directly to the CEO, she was responsible for Glassdoor’s go-to-market vision, strategy, and execution. Download the episode to hear the proven sales strategies Calendly and other large product led growth companies are using to drive sales. What are the challenges that sales teams are facing?With such a digital world, sales teams have had to transition rapidly to meet the modern buyer on a host of online platforms. I wanted to get Kate’s perspective on what sales teams are facing right now in the post-pandemic space. Kate shares, “Now, more than 80% of transactions of the B2B buying process have some sort of digital component or online touchpoint. This has made the sales experience and expectations far more complex. I think the challenges that a lot of sales teams face are around how to interact with prospects and customers. How do you engage with your audience and bring value to them as often as you can? That’s a constant question sales teams are trying to answer every day.” I’ve seen this too, with Vengreso, over the past two years. Instead of relying on face to face communication, our sales teams now have to figure out what is the best route to reach out to and engage with prospects. Is it by phone? Video chat? Email? Text message? Social media? These are all avenues now that we have to explore when we reach out to modern buyers. Join in the conversation with Kate to hear what other challenges she sees sales teams facing and how she recommends sales leaders help them move beyond the obstacles. How does Product Led Growth differ from Sales Led Growth?We often throw out these “buzzwords” without truly defining them. So, I wanted to spend time with Kate getting clear on the difference between product led growth (PLG) and sales led growth (SLG). Product led growth is all about getting more users into your product to rapidly grow your user base. The focus here is on building value to get people into your product. Whereas sales led growth is just that – focused on monetizing your products or services to grow revenue. Once you’ve grown your product to a critical mass of users, now the conversation has to shift to getting these users to pay. At Vengreso, we experienced this transition ourselves when we made the major decision to move away from being a video sales training company to becoming a SaaS company, with the rollout of FlyMSG.io – our innovative, text expander tool for knowledge workers. It’s in this transitional period that we had to focus on how to bring value to our FlyMSG users to both grow our audience base AND to convince them to upgrade to a paid subscription, to ultimately drive sales. I know Kate has had a similar experience with Calendly, so we spent some time diving into the details of how to make this transition from PLG to SLG and what that means exactly. Her insights are spot on, “With PLG, the salesperson’s job has to evolve from solely focusing on outbound, prospecting strategies to instead focusing on looking at the user data for actionable trends. For example, if we see that an organization has 100 free users, then it’s the salesperson’s responsibility to find the key decision maker at that organization, reach out to them, and clearly convey the value in an Enterprise account.” Listen into the full conversation to hear what specific user data points Kate highly recommends that every salesperson tracks to know when and how to drive sales. What are the steps to transition from PLG to SLG?This transition often takes time and a strategic approach. For example, even though Calendly has been around for a decade, their monetization model is still in its infancy. In fact, when Kate joined Calendly, they had not yet monetized their product. I was curious to know what steps she took to help Calendly make the transition to sales led growth to get a large portion of their free users to upgrade. According to Kate, there are three key steps to take:
Want to know more about making this transition? Tune into this episode to get the sales gems that Kate shares related to how she’s scaling sales within Calendly. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 22 Apr 2022 | How to Use Sales Automation to Prospect Better with Rashmi Viswanath & Mario Martinez Jr., #207 | 00:41:01 | |
When 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 to expand sales pipelines and lead to more booked meetings. Rashmi Viswanath, is the Director of Growth and Sales at Apollo.io where she is responsible for expanding the reach of the 150-person company. Rashmi has 10+ years of extensive sales and growth experience, generating rapid and consistent pipeline growth within mid-market and enterprise target areas. She has quickly risen through the ranks in various roles in sales automation and development, strategic sales, retention and SDR management. Download the full conversation to hear what sales leaders need to do today to implement the most proven sales automation tools and strategies to help their sales teams hit quota – every month! What Are Sales Automation Best Practices?With so many sales enablement tools flooding the market every week – it can be challenging to know what to use and what really moves the needle to find and engage with higher quality leads. I wanted to hear Rashmi’s thoughts on what she saw as the best practices B2B sellers should be following to maximize the success of any sales automation tool or strategy they deploy. She shares, “The goal with any sales automation tool you use is to take what you’re already doing that’s working and scale it faster and more efficiently. The problem usually is that sales leaders don’t know what’s working and they inadvertently scale a broken prospecting system.” The key to sales automation is not to make the sales rep obsolete. Instead, sales automation is designed to simply make sellers more productive at doing the same work. If there are repetitive steps that are done, then this is where sales automation can shine. But, the important thing to consider is that you must first understand your prospecting process and then look for ways to get more done, faster. That’s where tools like FlyMSG can be really useful in scaling how you communicate with prospects to book more meetings, with less time and energy spent. Listen into the conversation and hear how exactly sales leaders should use sales automation to enhance their outreach cadences. What Are the Drawbacks of Sales Automation?As I always say, “a fool with a tool, is still a fool.” And, the same thing rings true for sales automation. Sales reps must be well trained in prospecting and then add in sales automation as a way to empower them to do their work more efficiently. But, all too often, sales enablement leaders looking to implement sales automation in an effort to compensate for lackluster sales results. That’s why at Vengreso we follow the PVC methodology and use sales automation strategically to not cut steps out, but to make the steps flow faster. I wanted to get Rashmi’s take on the good, the bad, and the ugly of sales automation. Her insights are quite telling, “Automation shouldn’t replace using what we know works to get prospects to respond. When we pull in data from automation software, it’s so important to vet it before you use that data in sales outreach. Missing and misspelled names are always a dead giveaway that sales teams haven’t reviewed the data beforehand.” Jump into this episode and listen carefully about 8 minutes in to hear the “must-avoid” mistakes of sales automation that could derail your prospecting efforts. What Role Does Personalization Play with Sales Automation?The short answer is: EVERYTHING! Sales automation is a tool to help you be more efficient, but it should never replace using your brain. At Vengreso, we leverage sales automation to help us find prospects, but our sales teams still do their due diligence and find ways to personalize every interaction we make with potential customers. Rashmi shares her view on this, “At Apollo.io we do a host of hyper-personalization techniques that help to boost our prospecting success. It comes down to knowing your buyer persona and honing in on specific things that make them unique that you can mention in your initial outreach messages.” And, with personalization – the proof is in the data! Over the past two years of our prospecting research, we’ve found that:
The power of personalization is that you can never do ‘too much’ of it. If your sales teams are not already investing time in looking on LinkedIn at prospect and buyer profiles before reaching out, then you could be sabotaging your results. At Vengreso, we follow a “3x3” rule of prospecting. Our SDRs spend three minutes online, looking for three specific things unique about the prospect. Then those items are woven into the sales message that is super personalized and speaks directly to the prospect. We go much deeper into this and how to use sales automation and personalization to prospect and sell more! Download the episode now and listen until the end to hear exactly what’s working to move the sales needle. | |||
| 16 Nov 2021 | The Art and Science of Selling to Business Consumers with Mario Martinez Jr., #192 | 00:52:31 | |
I’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 Communication: A Business Case Against Digital Pollution. Be sure to listen in to the full conversation to hear some actionable strategies that work to elevate your customer experience and even some tips on how to find results-driven salespeople. Why is the customer experience so important?Here at Vengreso, we go above and beyond to make sure our customers are taken care of. For one simple reason: sales isn’t just about closing a deal. The art of modern selling is about understanding the feelings, the experiences, and the perceptions that your customers have about your brand. And, customer experience doesn’t start when they reach out to ask a question. Every touchpoint you have with your customer and every opportunity you have to engage with them is a chance to build a relationship. I always say that customer experience is the sum of all interactions that a customer has, with an organization and its people over the life of that relationship – starting from the first time they visit your website, all the way through to becoming an actual customer. But, it gets even deeper than that. In this episode, I explain one commonly overlooked component of the customer experience and why it’s so critical not to ignore it, if you want to have customers come back again and again. Download this episode and listen until the end so you don’t miss a single important insight. Where is customer experience headed in the future?Ethan and Steven asked me to share my thoughts on the future of customer service, what it is now, and what it will likely evolve into over the next decade. Here at Vengreso we recently hired a new Chief Customer Officer who oversees the entire customer journey and looks for ways to enhance every single touchpoint we have with our customers. When I break down the structure of most sales organizations, the sales teams focus on finding prospects, while the customer service teams often are tasked to oversee all of the post-sales activities and onboarding. In most structures, the customer service department is not required to sell but rather just nurture and maintain the customer relationship. I see this changing where the Chief Customer Officer will be involved in account management and to be successful they’ll need to know how to sell to either get customers to renew or upgrade. Check out the conversation, particularly around 21:30 to hear a rather unique perspective I share on the difference between the art and the science of selling. Plus, I walk through an example to illustrate why customer service will need to become a hybrid support and selling position. What is a prosumer?If you haven’t heard this term before, then welcome to the new age of the prosumer. A prosumer is a professional consumer. That means they will do their due diligence, read reviews, ask for personal recommendations, scour through your website – all before they ever reach out for a sales call. In essence, the prosumer has already carefully vetted and narrowed down their options, so they know who can help them and exactly what they’re looking for. The prosumer has quickly become the new norm. Information sharing and fact-checking is how people shop now and it won’t change anytime in the near future. But, it’s also how sales teams and sales organizations will need to adapt. We’re living in a world that’s heavily driven by data, so we know when people click, where they click – now we just need to perfect our understanding of how to pitch them based on what they may already know about us. The key here will always be in bringing value to the sales conversation, especially with prosumers. If they’ve reached out then you’ve likely made their shortlist. Now, it’s the salesperson’s chance to wow them with personalization and follow up. About halfway through this episode, I share a key strategy I have my sales reps do right before they get on a call to talk with an inbound lead that makes sure they position the conversation to close the deal. How do you identify good sales reps in the hiring process? What should sales managers be looking for?These are probably THE most important questions a sales leader can ask, especially now as you consider expanding your sales teams. When we hire a new salesperson, we take them through a detailed group panel style interview that I like to refer to as “reverse selling”. This is a critical part of our recruiting process that allows us to determine if, in fact, the sales candidate has the sales skills, the acumen, and the proactive attitude we need on our team. Here’s how it works… Before the group interview, we send the candidate a detailed 4-5 paragraph write up of what to expect and what they will be required to do. Essentially, we aren’t asking them questions, they have to present themselves to us answering the single most important question: “Why should we hire you?” We often pull between 10-20 people from our companies, across all departments, to have them sit in and rate the candidate because they have a vested interest in who we hire as well. It’s always fascinating to me how poorly people perform in this step of the interviewing process. Especially because there’s a clear way to ‘hack’ our panel interview and know exactly what criteria or parts of their presentation to hit to do well. I won’t share the details here, but you can find how a candidate could (and should) follow the digital bread crumbs we put out to beat us at our own reverse selling game. You can find that cool tip right around the 27-minute mark. But, don’t skip any of the conversation because Ethan, Steven, and I go deep into this much-needed discussion so you can have what you need to enhance your customers’ experience. | |||
| 12 Dec 2023 | AI Secrets for Elevating Sales and Customer Service Productivity | 00:40:34 | |
Do you desire to enhance your business's efficiency and effectiveness? Discover how to achieve increased focus and productivity in your business operations as I share the solution with you. Learn how to attain heightened performance and output in your entrepreneurial pursuits. Join me to unlock the key to maximizing productivity in your business endeavors. Driven entrepreneur Sebastian Schieke defies distractions to achieve laser-focused productivity, despite the ever-changing business landscape and financial constraints. Does it sound familiar to struggle with maximizing sales and providing exceptional customer service? You may have been told to simply increase your sales team or customer service staff without considering the underlying issues. This can result in a lack of efficiency, wasted resources, and ultimately, a disappointing impact on your business performance.
For this episode, Mario Martinez Jr. was interviewed by Sebastian Schieke Sebastian Schieke is the CEO and founder of a notable company focused on productivity software. With a specialization in AI and its applications in business operations, Sebastian brings a wealth of expertise to the table. His insights into leveraging AI for enhanced workflow processes and increased productivity have made a significant impact in the realm of sales and customer service. Sebastian's role in implementing AI technologies has been instrumental in reshaping the landscape of business operations, providing valuable solutions for entrepreneurs and business owners seeking to streamline their processes. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Human Involvement in AI Conversations AI Integration for Sales Responsible Usage of AI The resources mentioned in this episode are:
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| 17 Sep 2024 | Leveraging AI to Understand Buyers on a Deeper Level | 00:51:36 | |
Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result. Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now. Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach. Uncover the Power of AI for Sales Success Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender. Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation.
My special guest is Amarpreet Kalkat Amarpreet Kalkat is the CEO and founder of Humantic AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Embrace Buyer-First Selling Strategy Gain Humantic AI Sales Insights The resources mentioned in this episode are:
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| 23 Apr 2024 | Reprogramming Your Subconscious for Quantum Sales Growth | 00:47:37 | |
If you're feeling stuck in a cycle of underwhelming sales results, working harder but not seeing the growth you desire, then you are not alone! Despite putting in the effort, the results just don't seem to match the vision you have for success. It's frustrating and demotivating, right? In this episode of The Modern Selling Podcast, we are joined by Elyse Archer, the founder of the Superhuman Selling and She Sells movements. She shares her journey of transforming her sales career by reprogramming her subconscious mind for success. Having struggled internally despite external success, she discovered the impact of aligning self-identity with sales goals. This is Elyse Archer's story: Elyse Archer's introduction to the power of reprogramming the subconscious mind for sales success stemmed from a pivotal moment in her own professional journey. Despite her unyielding efforts and dedication, she found herself consistently hitting a ceiling in her earnings, always reaching the same financial plateau. This realization ignited a deep curiosity within her, propelling her into an immersive exploration of neuroscience and subconscious beliefs. Her quest for transformation was not merely about acquiring new strategies, but about fundamentally shifting her internal narrative and self-perception. Elyse's story embodies the universal human yearning to transcend self-imposed limitations and embrace a life aligned with one's true essence. It's a narrative of resilience, self-discovery, and the relentless pursuit of a reality that resonates with one's authentic self. Through her experiences and revelations, Elyse becomes a guiding force, illuminating the path for individuals seeking to rewrite their own stories and unleash their fullest potential in the realm of sales and beyond. Elyse's insights on the power of subconscious beliefs, her personal transformation after investing in coaching, and the practical exercise of the Y board highlight the role of identity in achieving sales success. Her emphasis on reprogramming the subconscious mind and embodying the identity of a successful individual offers a unique perspective for sales professionals and entrepreneurs seeking to elevate their sales performance. Elyse's experience and expertise make this episode a must-listen for those looking to understand the profound impact of mindset and belief systems on sales and business success, and seeking actionable strategies to reprogram their subconscious for quantum leaps in sales growth. Be the person you want to be... Start being that person you want to be now. - Elyse Archer Elyse Archer, the CEO and founder of She Sells, brings more than two decades of sales experience to the forefront. Her journey from corporate sales to entrepreneurship is marked by a commitment to redefining the sales process. By aligning sales strategies with individual energy cycles and embracing a more empathetic approach, Elyse has facilitated significant quantum leaps in sales growth for her clients. While her work primarily supports women in achieving their sales and business goals authentically, the principles she advocates are universally applicable. Elyse's mission is to help clients unlock their full potential in both sales and life, making a lasting impact on their professional and personal growth. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Quantum Sales Growth Strategies Integrating Masculine and Feminine Energies in Sales Reprogramming Subconscious for Sales Success The resources mentioned in this episode are:
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| 24 Oct 2023 | Drive Better Results through Personalization in Sales with Jeffrey Gitomer, #251 | 00:49:56 | |
Drive Better Results through Personalization in SalesJeffrey Gitomer, the charismatic King of Sales, challenges the notion that sales professionals should solely focus on selling by delving into the world of Taylor Swift's extraordinary success, igniting a lively football rivalry with the host, and introducing an AI tool, all while exploring the importance of personalization and emotional connection in driving sales. Jeffrey, a renowned sales expert and best selling author, believes that the key to success in modern selling lies in understanding the past and building genuine relationships. In a conversation with Vengreso's CEO Mario Martinez Jr. on The Modern Selling Podcast, Gitomer emphasizes the importance of personalization in sales and the value of turning relationships into friendships. He shares how he has made more sales after midnight than anyone else by focusing on being a value provider, not just a product pitcher. Gitomer challenges young salespeople to embrace the depth of personalization and move away from relying on shortcuts like AI. He encourages them to go back to their roots, tap into their family and business values, and invest time in truly understanding their customers' needs and desires. According to Gitomer, sales are made by engaging customers emotionally and proving their credibility socially. By customizing and personalizing their approach, salespeople can build trust and win more deals.
Jeffrey Gitomer is not your typical sales expert. With a charismatic personality and a no-nonsense approach, he has earned the title of the "King of Sales." As an international sales trainer, President of Buy Gitomer, keynote speaker, and bestselling author, Jeffrey has revolutionized the way sales professionals approach their craft. His most recent book, "Get Sh*t Done," is a testament to his belief in the power of productivity. Jeffrey understands that success in sales is not just about closing deals, but about building genuine connections and providing value to customers. With a deep understanding of the history of sales and the importance of personalization, Jeffrey challenges salespeople to go beyond the convenience of technology and truly connect with their customers. His insights and strategies have proven to be game-changers for countless sales professionals, making him one of the most sought-after voices in the industry. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Tap into Cultural Preferences Boost Sales with Personalization Build Strong Relationships and Trust The resources mentioned in this episode are:
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| 11 Jan 2022 | Value-Based Selling 101 with Sumit Mahajan, #196 | 00:54:07 | |
With 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, how should sales teams navigate the world of value-based selling when there are multiple personas? That is the topic of discussion in this episode of the Modern Selling Podcast. My special guest for this episode is one of the world’s leading sales practitioners who has spent decades studying what works to attract, nurture, and close global deals – even in the most complex selling environments. That’s why this episode is a must-listen for all sales leaders looking for a competitive edge in selling in 2022. Sumit Mahajan, Chief Sales Officer of Datamatics, brings more than 25 years of industry experience in successfully leading global sales organizations to rapid levels of growth. His eclectic background, starting his career as an engineer, gives him a unique view of sales that has enabled him to lead Datamatics Business Solutions to continue to expand and deepen their industry offerings. Sumit’s passion for client success, together with his pragmatic and strategic perspective, has driven his global sales teams to focus on how to personalize their sales techniques to master the art of value-based selling. Join in the full hour-long conversation to get what could be equivalent to an accelerated MBA in sales by one of the most brilliant minds in the sales industry. What are the Steps of Value-based Selling?To set the context for our discussion, I wanted to hear from Sumit how he defines value-based selling and what keys to success he teaches his sales teams to attract and engage with today’s modern buyers. His insights are spot on when he says, “On the services side, especially, when you’re not selling a tangible thing, value-based pricing and selling is all about making sure that you’re able to get the client to understand the value of your offering. To do this requires sellers to take a very different approach. You must change the way you pitch and the way you land sales.” With our PVC Sales Methodology for prospecting, at Vengreso, we teach the importance of personalizing your sales outreach for every buyer interaction. This is critical if you have very different buyer personas that you engage with and at different times in the sales cycle. Sumit agrees and with his work at Datamatics, they often have to navigate up to four different buyer personas with different buying needs, ranging from the lead generation side, to interfacing with accounting executives, all the way up to the Chief Operating Officer. To navigate this process, by driving value for each persona, Sumit recommends using a three-step approach that involves:
Jump in the conversation to hear exactly how Sumit teaches his sales teams to implement these strategies to attract all of their modern B2B buyer personas. How do you Train Sellers to Succeed With Value-based Selling?In my 25+ years in sales, I’ve had my fair share of deals that fell through because the prospect couldn’t see the value in what we were offering. That’s where doing your research before reaching out to a prospect is so important. The more you know about their specific pain points or business goals, the better positioned you will be to craft sales outreach messages that speak their language. You can read some of our best tips for cold emails! I wanted to get Sumit’s unique perspective to see how he trains his sales teams to convey value in their sales conversations. He shares, “If you’re selling a service, then the buyer has to have a very high level of trust in the seller to feel comfortable taking that risk. They’re not buying something they can easily compare to a competitor. So, they have to believe that the seller can deliver on their promise. This is where storytelling can be so important. If you can tell a compelling story that is tailored to your buyer persona, to show them how you can change their world, then that gives you the upper hand.” Download the full discussion to hear what other specific strategies and resources Sumit shares that are a must for sales leaders in 2022. How Should Your Sales Team be Organized for Value-based Selling?At Vengreso, we invest heavily in the development and training of our sales team. And, we study the structure of our department to ensure that we have the right incentives in place to drive performance. As we enter into Q1 of 2022, I was curious to know what Sumit’s top value-based selling principles were for the year. From his perspective, he sees four key things being critical to enhancing how sales organizations master value-based selling:
Listen to the full episode to hear the stealth value-based selling strategy I used to land a $50M deal with one of the largest oil and gas companies in the world! It’s a story you don’t want to miss. Plus, Sumit shares more key insights regarding what sales metrics you need to track to see if you’re really using value-based selling the right way. This episode of the Modern Selling Podcast is brought to you by Leadfeeder, the leader in website visitor identification. Leadfeeder helps grow your sales pipeline by identifying and qualifying anonymous prospects visiting your website so you can spend less time prospecting and more time selling. | |||
| 23 Mar 2022 | Sales Recruiting & Training Best Practices with Priya Sachdev, #203 | 00:57:17 | |
As 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 practices that top sales organizations are using to retain their top talent? That’s the question we answer in this episode of the Modern Selling Podcast, with my guest, Priya Sachdev. Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso’s Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital transformation services as well as serving for 13 years at Miller Heiman Group, where she was the Enterprise Sales Transformation Leader, responsible for consulting with clients globally in sales transformation. In addition, she served as the Vice President of APAC where she was instrumental in overseeing, accelerating, and delivering sales training, methodology, and consulting to the APAC region. If that wasn’t enough, Priya has been named as one of the top 25 Most Influential Women in India by CEO Magazine and recognized as one of the 10 Successful Women to Watch by Insights Success. Be sure to download my full conversation with Priya to learn what sales leaders can do to attract the right talent and get them to stay. What are the major challenges with hiring sales staff?I think most sales leaders of sales organizations would agree – it has become increasingly difficult to find sales reps that will stand the test of time. As the CEO of Vengreso, I’ve experienced the high churn rate among new sales reps – with some of our new BDRs staying for under 9 months, before being recruited by larger sales organizations. To properly train a BDR requires a minimum of six months for them to be at a place where they can start to independently prospect in a way that actually benefits the company. And, the same is true for an SDR. That’s why, we easily pour over $50,000 in sales training and coaching in each of our sales reps within their first year. And, we do this because we believe in them having the right tools, the right systems, and the right strategies to perform – and to perform well. However, you can imagine the toll this takes, when that talent you trained leaves your organization shortly after that year of training. I wanted to get Priya’s insight on the topic and see what she thought could be done to help slow (or ideally stop) the sales ‘brain drain’ that’s happening. She shares, “The challenge is there are more people looking to hire salespeople, than there are people looking for sales jobs. So, many sales organizations are being forced into a place where they will hire whoever they can find with the hopes that they will train them to be an ‘okay’ salesperson. The problem with this is that you have people in high-paying roles that were never groomed (or qualified) to be there. And, in some cases, companies aren’t figuring this out until months have passed and thousands in training have been invested.” If you’re finding it difficult to find qualified salespeople, make sure to listen to our conversation and hear what Priya shares should be done to better vet applicants. How does the sales hiring process need to change?I’ve been in sales for 25+ years and I’ve had my fair share of star employees leave, even after I invested in their professional development. This isn’t to say you aren’t ‘allowed’ to transition to other companies or new roles. But, the struggle for sales leaders today is in how to properly assess if an applicant is a right fit for your open sales position(s). At Vengreso, we have a very extensive and thorough hiring process. We take all new applicants, regardless of their previous sales experience and require them to go through our multi-step hiring protocol. Not only does this weed out those who are not fully committed, but it helps us to also see how well they can learn and implement parts of our prospecting model. Since Priya has seen firsthand what goes into grooming an excellent SDR, during her time as a sales enablement leader for one of the largest sales organizations in the world, and now with Vengreso – I wanted to hear her thoughts on what the sales hiring process should include. Priya’s insights were spot on, “We have a very different generation of workers. Many times people come into a role with an exit strategy already in mind, if things don’t work out. We really need to be hiring for people that are willing to invest as much time and effort in developing their career as we are in training them to be successful.” Tune into this episode of the Modern Selling Podcast to learn what red flags you should be looking out for, before you hire your next BDR or SDR. What are the characteristics of a great sales rep?I always champion the saying that “selling is the art of helping”. If we’re not helping our customers solve a problem, then they’re not going to buy. We train our sales reps to get to know their prospect as much as they can before they even attempt a single sales message. Whether that’s looking at their LinkedIn profile, reading their posts, researching their company or their specific role within the organization – we train them to find a human touchpoint to use. That way when they do reach out, they can do so with a highly personalized message. I ask Priya what her take was on what makes an exceptional sales rep. She shares, “We’ve become so immersed in sales technologies and automation to make the sales reps job easier. But, these tools are only effective when sales reps know how to use them to improve their prospecting. It’s not enough to send an automated message. We need personalization, we need sales reps that know how to engage with a prospect. And, we need sales reps that will do the work to make each outreach successful.” Be sure to download this episode to hear the major shift that Priya believes must happen if sales organizations are going to find and train top talent to stay. | |||
| 18 Jan 2022 | LinkedIn Prospecting Strategies and Trends with Alyssa Merwin, #197 | 00:44:21 | |
If 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 social media to close deals better than my guest on this episode of the Modern Selling Podcast. Alyssa Merwin is the global Vice President of LinkedIn Sales Solutions, one of the company’s fastest-growing lines of business. In her role, Alyssa leads the global sales organization to help companies around the world engage with LinkedIn’s community of nearly 800 million members, connecting buyers and sellers to support organizations’ business objectives. With more than 20 years of experience in the sales industry, Alyssa has a proven track record of achieving strong business results and managing high-performing teams. Since joining LinkedIn in 2011, she has held numerous leadership positions, and most recently served as Vice President of Sales Solutions for North America, during which time the business experienced tremendous growth. Outside of LinkedIn, Alyssa is a member of the Sales Impact Academy's Advisory Board, an investor and advisor to Black Star Fund, and an investor in Stage 2 Capital. Prior to joining LinkedIn, Alyssa spent nine years at CEB, now Gartner, and held various sales positions during her tenure. When it comes to keeping the pulse on sales – what works and what trends to look out for – Alyssa’s genius is truly unmatched. If you’ve been looking for proven strategies to get more “hellos” and make your prospecting more efficient and effective, then tune into this strategy-rich conversation with Alyssa. You’ll walk away with at least 5 actionable LinkedIn prospecting strategies to use by the end of this episode – guaranteed! How has prospecting changed in a post-COVID world?Since early 2020, I’ve personally witnessed radical shifts in how sales organizations are both reaching out to their prospects AND how they’re training their sales teams. When you study the effectiveness of strategies like cold email outreach, it starts to paint a very different sales picture that all sales leaders must be aware of. In my research, I’ve found that the number of sales emails sent has increased by 60% since 2020, however, the response rates have plummeted over 30%. So, it’s not just about having more touchpoints with your prospects. Selling in this new virtual environment is all about having the right touchpoints, that convey the right value and that address the right pain points. I asked Alyssa to share what she’s seen as the sales leader of LinkedIn in terms of how the pandemic has reshaped the sales industry: “Virtual selling will be core to how we all go to market from here on out. We’ve found that 70% of people go through the entire sales process without ever talking to a salesperson. They’re able to find the information they need, make the decisions that work best for them, and feel more productive as a result – all in this virtual space. Like many organizations have, we will continue to need to adapt and evolve in this particular environment. At best we are looking at a hybrid approach, but we have to recognize and accept the importance of virtual selling.” I couldn’t agree more with Alyssa! As the world’s largest digital sales training company, we're constantly reading the market to see how we can better position our courses, find new topics to offer, and ways to better engage our prospects and customers. Many sales organizations have tried to shift to this virtual selling space by sending more emails or making more cold calls. As Alyssa suggests in our conversation, the shift that’s needed has to go well beyond just doing more of the same tactical sales strategies and really get at the heart of buyer intent. Join the full conversation to hear specifically what unique prospecting strategy Alyssa recommends using to get a response back on the first outreach. How can sales organizations take a buyer first approach?Today’s modern buyer is well informed. They’re well researched and they know what options are available to them even before they ever get on a sales call. That’s why tailoring your sales process to your prospect is so important. From how you write your outreach messages, to identifying their pain points, to the way you speak about your offering – everything has to feel personalized. I was curious to get Alyssa’s take on this “buyer first” approach and how she would recommend a sales organization go about implementing this model. Her insights are spot on, “We know that our buyers are getting further through the sales decision or the buying decision before we even walk in the door. There's just so much more information available – we can easily hop onto a website, we can look at a demo, we can reach out on LinkedIn. As sales leaders, we have to recognize this new playing field and truly get clear on how we have to show up differently. Part of that is getting smart about the industry, the company, the individual you're meeting with and do it in a very detailed way that puts them at the center of the conversation.” Taking this time to do the research is such a critical step that so many sales reps overlook. That’s why at Vengreso our sales team follows the “Three by Three” method before we ever reach out to a prospect. Want to hear what it is and how we use it to 10x our response rates? Download the episode and pay particular attention around the 20-minute mark. What are the most important sales trends to watch?We have to move away from the “smile and dial” prospecting strategies of the past and start to build a new level of buyer engagement. I wanted to get Alyssa’s expert opinion on the state of the sales industry and where she saw the focus shifting in 2022. The way she sees it, there are three emerging trends that sales leaders need to keep a pulse on:
This is just the tip of the sales iceberg that Alyssa shares in this episode. Make sure you listen all the way until the end to hear the best digital referral process to follow. [Hint: We use it and it works wonders!] | |||
| 08 Aug 2023 | Decoding the Power of Intent Data in B2B Sales Strategies with David Fortino, #243 | 00:43:21 | |
Get ready to unlock a treasure trove of B2B sales insights with the Modern Selling Podcast! Join Mario Martinez Jr. and David Fortino as they dive deep into the world of Intent Data and its game-changing impact on B2B Sales strategies!
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| 20 Feb 2024 | From No to Go: Turning VC Rejections into Rocket Fuel for Your Startup | 00:55:57 | |
Getting to Yes: A VC Reveals His Step-by-Step Framework for Assessing and Investing in Startups. If you're feeling frustrated and overwhelmed by the endless cycle of VC rejections, and finding it hard to break through the fundraising barriers, then you are not alone! Navigating Startup Fundraising Stages This is Brian Bell's story: Brian Bell's journey into venture capital fundraising is a fascinating tale of a lifelong sales career that seamlessly transitioned into the world of startups and investments. From humble beginnings selling door-to-door as a sixth-grader to delving into commercial real estate and leading the AI category for AWS, Brian's diverse background laid the foundation for his venture into the world of venture capital. His candid revelation about navigating a quarter-life crisis due to working full-time in college, showcases the grit and determination that ultimately led him to where he is today. Brian's story is a testament to the fact that the path to success is often filled with unexpected twists and turns, and it's this authenticity and relatability that makes his insights into venture capital fundraising challenges so compelling.
this week's special guest is Brian Bell Brian Bell serves as the Managing Partner and Founder of Team Ignite Ventures. With a background rooted in sales, AI, and venture capital, his professional journey reflects a diverse range of experiences, from selling electronics at Sears to leading the AI category for AWS. Under his leadership, Team Ignite has expanded to include over 2000 members, partners, and mentors, aligning with the vision to ignite startups as a team. Leveraging his extensive expertise, Brian offers invaluable insights into venture capital fundraising challenges and early-stage investments, providing a pragmatic and informed perspective for entrepreneurs navigating the intricacies of fundraising. Key elements you will learn in this episode:
The key moments in this episode are: Timestamped summary of this episode: Mastering Venture Capital Fundraising Challenges Evaluating Founders - Key Factors The resources mentioned in this episode:
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| 05 Oct 2021 | How to Leverage Tech Powered Sales with Justin Michael, #186 | 00:39:26 | |
Automation 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 in the industry is talking about (or even using). Justin Michael, Co-founder of HYPCCCYCL & Salesborgs, is the automation consultant companies call for highly-targeted RevOps and GTM strategies that work. Having coined the term ‘Technology Quotient’, his ingenious approaches have helped Fortune 100 companies like Salesforce and LinkedIn crack the top funnel with tech stack optimization. His 20+ years of experience revolutionizing sales development itself, has exploded the growth of hundreds of cutting-edge technology startups. That’s why I’m so excited to bring his Technology Quotient brilliance to The Modern Selling Podcast and have him share the incredible insights from his new book, Tech Powered Sales. Listen to this episode to get an inside scoop into what’s really working in automation and what key principles you should be applying right now to put your sales results on autopilot. Where’s the Gap in Sales Automation Right Now?What I love about Justin is that he’s a practitioner, not just a theorist. So, the automation strategies he shared in this episode come backed with vetted research and real B2B market testing. That’s important because one of the biggest challenges that sales organizations are having today is that they buy technology, but they struggle in leveraging and implementing it. Or, they blindly rely on tools like LinkedIn Sales Navigator to make superficial connections that don’t lead to sales meetings or better prospect engagement. That’s why I always say, “a fool with a tool is still a fool.” Because it’s not always about what high tech system you have for automation, if you’re not maximizing how you use it. So, I asked Justin what trend he sees emerging in the market and why Tech Powered Sales is such a timely read for sales companies looking to win the automation game. “Automation is getting very elaborate. I do a lot of hyper-customizing, but I realized that there weren’t many resources out there available to companies that provided real examples of sequences and cadences that worked. Tech Powered Sales has everything you need to know what to do and how.” Listen to the full conversation to hear where Justin recommends getting free tech stack resources and what sales companies should be putting in automation sequences to get better results. How Do You Nail a Cold Outreach Email?At Vengreso, we have an innovative omnichannel strategy, we call it the PVC Sales Methodology, to how we approach cold outreach and prospecting. I was curious to hear Justin’s thoughts on our process and what he found that works to drive higher sales engagement. Justin says, “The problem with automation is that you're telling your prospect that they’re getting a sequence from a machine, when all you need to do is hyper-personalize… then people will believe that you're a human and be more willing to take the meeting.” I think that’s such an important point! Today’s modern buyer expects to receive computer generated responses and emails. So, when we can break through the ‘robotic white noise’ with a message that feels “human”, the results can be incredible. But, what really surprised me was Justin’s recommendation on the length of a cold email. In our sales training and virtual sales programs, we teach students that 111 words or less, for an email, is the optimal length to shoot for. That’s because it takes 40 seconds to read, which is the average time span spent on a digital task. However, Justin found that the sweet spot for his automation systems is under 100 words and no more than three sentences! Now that’s hard. Join in the eye-opening conversation to see what other key insights Justin shares that will help sales teams land more meetings even with the coldest audiences. How Do You Nail the Right Email Sequence?Getting through SPAM filters and into your prospects inbox is just one small part of the sales outreach battle. Because driving clicks and booking meetings is a much harder science to master. Justin shares, “The human brain, the neuroscience, the persuasion, the social proof, the relationship building, and the personalization elements haven’t changed. You need to understand these components to know what to put into automations.” That’s why we teach sales psychology specifically in our LinkedIn training programs because sales teams need to know and appreciate the science behind why certain tactics work. I wanted to dive deeper into Justin’s approach to see what sales-generating gems he uses to transform sales emails into powerful sales tools for his clients. He’s studied a lot of different sequence and cadence techniques over the years that he has this down to a science. For cold outreach sequences, Justin uses a highly-targeted email sequence structure that involves five key principles:
His insights around the use of Venn Diagrams is particularly interesting as well (he gets into the details of what he calls, ‘Venn Selling” about halfway in the episode). Be sure to listen to the entire conversation to learn how sales teams should be using email templates or LinkedIn message templates and what Justin suggests is the best way to quickly automate sequences. Plus, if you’re ever looking to connect with Justin on anything AI or sales automation related, then be sure to check out his Salesborgs platform. He shares a host of free tips and strategies there that are designed to trigger hypergrowth. | |||
| 08 Dec 2022 | How to Motivate Your Sales Team & Improve Your Customer Service Experience with Dionne Mejer, #224 | 00:43:41 | |
There’s a seismic, yet quiet, shift that’s taking place within the sales industry. Not only are modern buyers becoming more sophisticated and harder to sell to, but the modern seller is also evolving. The demographics of who is entering the sales industry is quickly changing, which is making it clear that a one-size-fits all approach to sales training won’t work. That’s why those B2B organizations that have been able to enhance how their sales leaders show up in the workplace and how they keep their sales teams continually motivated are silently carving out an impressive competitive advantage. Because when you have a highly motivated (and effective) sales team, then the customer experience is often better streamlined and supportive – helping to turn first-time customers into lifetime customers. And, what sales leaders must do to keep their sales teams motivated and improve their customer service experience are exactly what we dive into in this episode of The Modern Selling Podcast. Our guest is not only an expert in this field, but her insightful new book is poised to give sales leaders a much-needed new perspective and tangible strategies to use to elevate how they lead and inspire their teams. Dionne Mejer is the Founder & CEO of Inside Sales by Design and author of the highly anticipated book, The Stepped Approach: Onboard Better, Systemize Smarter, and Bring Out the Best in Your Sales Team. Her innovative inside sales training tactics and proven approach gets her clients results every time. As a 20+-year Inside Sales veteran and executive, Dionne specializes in establishing and growing inside sales teams at mid-sized companies. Her intimate work with sales teams of all sizes and experience levels allows each of her clients to thrive as they discover their own voice in leading their Inside Sales team or rep in shepherding clients to a positive outcome. Her global client Rolodex is equally long as it is impressive, with her clients consistently enjoying a 25% uptick in their funnel activities and a 30% increase in deal closings, as a result of working with her. Listen to the full conversation to hear what Dionne recommends sales leaders do today to revamp how they’re onboarding, training and motivating their staff. What should sales leaders be doing today?The pandemic has, in many ways, fundamentally shifted how modern buyers buy. The modern buyer is more informed, harder to reach, and is not easily sold on just features alone. All of these buying complexities make the job of a salesperson even harder. I wanted to hear Dionne’s perspective on what sales leaders can and should be doing right now to combat the high sales rep attrition that’s taking place. She shares, “The challenge is that we have multiple generations of sales people within our organizations. So, the question must become: How do we take this diverse group of folks with different experiences, different perspectives, different mindsets, and different experience levels, and bring everybody together to have a really, really good customer experience?” But, the key here is that to have a great customer experience, requires that every customer touchpoint (even with sales) is strategic, aligned, and productive. I’ve had my fair share of “sales fumbles”, where as a potential customer, my needs were never asked or even remotely acknowledged. So, in many ways, if B2B organizations aren’t careful how their prospecting and sales processes are set up, they could easily (and accidentally) be working against both their sellers and their potential buyers. I asked Dionne to dive deeper into what challenges she’s seeing right now in this space. Her insights were so good, “A lot of what needs to happen now is around how do we, as sales leaders, manage in a remote environment? How do we have a good customer experience? How do we have conversations? How do we set the stage and have expectations for our teams in this new world order, where we have four generations in the workplace and everyone may be working remotely?” Tune into this episode to hear what Dionne says sales leaders can do to answer all of those questions and craft a seamless sales training experience that empowers sales teams to improve how they handle prospects and customers. How should sales leaders train to improve the customer experience?This is a hot topic in many of the sales leadership circles that I’m in, which is why I had to ask Dionne her perspective. In many cases, B2B organizations are leaning in on following sales processes and protocols which often leaves little to no room for actual, valuable conversations that nurture the prospect. Instead, the focus is solely formulaic and too rigidly linear that it leaves many buyers turned off from the sale, with even the first email outreach. I know this space is Dionne’s zone of genius, so I ask her to share what she’s seeing right now: “In order to give a good customer experience, you have to review and often change your internal processes and/or your external ones. Too often sales teams are told to follow a specific sales cadence – without fail. The problem with that is if you start to systematize too much, then you make it harder for your sales teams to have the value-driven conversations they need to provide an exceptional customer experience.” Download this episode and listen in for the powerful example of what not to do during a demo call and why how you handle a sales rep switch is so important for building trust. What can companies do to create a motivating sales environment that benefits customers?It’s one thing to “talk” about what a good customer experience is, but it’s an entirely different story to define what that looks like for your sales leaders and reps. Here at Vengreso, our employees are spread out across the globe, so keeping those authentic touchpoints can be hard. We’re very initial with building a rock solid team atmosphere – even virtually – where everyone feels supported and personally developed toward their individual career goals. But, I know this is not the case with many other B2B and B2C companies. I ask Dionne to walk us through what companies can do to build truly engaging, inspiring, and motivating environments so that their sales teams want to sell and enhance the customer experience. She explains, “This doesn’t have to be complex. Building the right environment to promote positive customer experiences, starts with being clear with expectations. Sales leaders need to have that conversation with their team: What does a good customer experience look like and how do we consistently achieve it?” Dionne teaches sales organizations and leaders to take these three steps:
Listen into the full conversation to hear what other key steps and actions sales leaders need to take to uplevel their team interactions to skyrocket their customer service experience. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 10 Oct 2023 | Boost Your Sales with ROI and Payback: Ian Campbell's Expert Advice | 00:44:11 | |
Boost Your Sales with ROI and Payback: Ian Campbell's Expert AdviceDoes this sound familiar? You've been told to bombard your customers with a laundry list of product features and hope that it somehow convinces them to buy. But all you're left with is a frustrated audience and lackluster sales results. The pain of spending valuable time and effort crafting complex messages that fail to resonate is all too real. Isn't it time you learned a more effective approach to drive sales success? Our guest for this episode: Ian Campbell, the guest for this week's The Modern Selling Podcast, is the CEO of Nucleus Research, a leading research firm focused on helping organizations understand and articulate the value and return on investment (ROI) of technology. With over 20 years of experience in the tech industry, Ian brings a wealth of knowledge and expertise to the table. He is also the author of the book "The Value Sale," which provides sales professionals with a simple and effective process for building a business case and delivering a value message that resonates with buyers. Ian's insights and practical strategies make him a valuable resource for sales professionals looking to drive sales success through effective communication of value and ROI. He has a rich background in the tech industry. Starting as a software programmer, he later transitioned into research, where he found his passion for understanding the ROI from technology. As the founder and CEO of Nucleus Research, Ian and his team focus on helping vendors and end users articulate the value of technology through ROI studies. With a wealth of experience in teaching value and ROI at the college level, Ian recognized the need to simplify the process of building a business case for salespeople. His goal in writing a book was to provide sales professionals with a clear and straightforward approach to showcasing value and ROI to their customers. By breaking down the concept into easily understandable terms, Ian believes that salespeople can confidently communicate the benefits of their products, ultimately leading to increased sales success.
Mastering Communication for Sales Success Simplifying and Communicating Value Proposition In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Leveraging ROI and Payback to Close Deals The resources mentioned in this episode are:
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| 09 Jan 2024 | The 5 Pillars of Mental Toughness That Make Top Salespeople Unstoppable | 00:50:36 | |
Get ready to uncover the secrets of mental toughness in sales with expert Matt Phillips. Discover the key to overcoming challenges, achieving success, and reaching your full potential. But what happens when the pressure is on, and the quotas must be met? Stay tuned to find out. This is Matt Phillips's story: Matt Phillips' journey is a testament to the transformative power of embracing discomfort and seizing unexpected opportunities. His encounter with Ruben Gonzalez, a four-time Olympian, sparked a life-altering proposition - co-writing a book. Although initially hesitant, Matt's decision to step out of his comfort zone and accept the challenge led to personal and professional growth. This experience not only tested his confidence but also provided a platform to share valuable insights. It's a story of resilience, courage, and the profound impact of venturing into uncharted territory. Matt's narrative serves as a poignant reminder that growth often blossoms from embracing discomfort and seeking new challenges. His journey embodies the essence of mental toughness and the unwavering spirit required to navigate uncertainties.
Matt Phillips is the CEO of Matt Phillips Leadership Coaching, specializing in elevating sales professionals and teams to achieve peak performance. With over eleven years of experience, Matt's expertise lies in nurturing mental toughness and resilience, crucial for success in the competitive sales environment. His approach combines coaching, workshops, and online programs to instill the necessary skills for achieving sales goals. Beyond his professional pursuits, Matt's passion for gravel bike riding reflects his commitment to personal growth and embracing new challenges. His unique blend of leadership coaching and personal experience brings a fresh perspective to the crucial topic of mental toughness in sales. In this episode, you will be able to:
The key moments in this episode are: Learn Leadership's Impact on Sales Strengthen Mental Toughness for Sales Boost Confidence and Break Through The resources mentioned in this episode are:
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| 23 May 2023 | 7 Effective Selling Techniques for Sales Success with David Kurkjian, #237 | 00:46:01 | |
Salespeople and business owners aiming to expand their profits and businesses need powerful selling tactics. In this blog post, we will explore various strategies that can help you improve your sales process, engage prospective clients, and ultimately close more deals. We'll start by discussing the importance of unique value propositions in differentiating your product or service from competitors. Next, we'll delve into leveraging behavioral psychology to better understand how emotions influence purchasing decisions and create contrast through effective communication. Furthermore, we will cover building high-value discovery calls using open-ended questions and communicating challenges effectively. We will also discuss mastering early-stage selling conversations by building rapport with prospects while showcasing your product's unique value. Lastly, we'll provide tips on encouraging prospects to connect beyond the initial sales call through social media platforms like LinkedIn and Twitter as well as sharing valuable resources to keep them engaged throughout the sales cycle. By implementing these effective selling techniques in your approach, you're sure to see improvements in both client relationships and overall success rates. Understanding the Importance of Unique Value PropositionsSales professionals often struggle with effectively communicating their product or service's unique value propositions during early-stage selling conversations. In a commoditized market, it is crucial to identify and emphasize these distinctive aspects that set your offering apart from competitors. This section will discuss the importance of uniqueness in sales messaging and how to discover those key differentiators. Identifying Unique Features in Your Product or ServiceTo stand out among countless similar products, you need to pinpoint what makes yours truly special. Start by conducting a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) on your offerings compared to others in the market. By doing so, you'll uncover elements that differentiate your product from competitors - whether it be an innovative feature or exceptional customer support.
The Role of Product Development in Understanding UniquenessYour product development team plays a significant role in shaping its unique characteristics; after all, they're responsible for bringing ideas into reality. Collaborate closely with them throughout each stage of development - this way, you can ensure everyone understands what sets the final output apart from other options available within today's competitive landscape (research shows this greatly improves overall success rates). Above all, remember that effective selling techniques involve more than just listing features; they require a deep understanding of how those aspects genuinely benefit prospective clients. By mastering the art of conveying your product or service's unique value propositions, you'll be well on your way to transforming sales pitches into powerful purchasing decisions. Understanding the importance of unique value propositions is essential for successful selling; by leveraging behavioral psychology, sales professionals can maximize their success. Next, we will explore how to use psychological principles in order to effectively communicate and create contrast with buyers. "Maximize your sales potential by identifying and emphasizing your unique value propositions. Learn how in our guide to effective selling techniques." #sales #productivityClick to Tweet Leveraging Behavioral Psychology for Effective SellingResearch has shown that individuals make decisions based on emotion and justify them with logic and reason. By incorporating principles from behavioral psychology into your sales approach, you can create a contrasting world view for prospects, making it easier for them to perceive the value of your offering. This section will explore techniques derived from studies like Antonio Damasio's work on decision-making processes. How Emotions Influence Buying DecisionsEmotions play a significant role in our purchasing decisions. In fact, research shows that people rely more on their feelings than rational thought when making choices about products or services. Understanding this emotional component is crucial for developing effective selling techniques.
Creating Contrast Through Effective CommunicationTo leverage these emotional drivers effectively, it's essential to communicate clear contrasts between life without your product/service versus life with it. Paint vivid pictures illustrating both scenarios so prospective clients understand what they stand to gain - or lose - by choosing one option over another.
Incorporating behavioral psychology principles into your sales techniques allows you to tap into powerful emotional drivers that influence purchase decisions. By doing so, you're better equipped to persuade prospective clients and close deals more effectively. By leveraging the power of behavioral psychology, knowledge workers can create more effective selling strategies and increase their chances for success. Building high value discovery calls is an important step in this process; it requires careful communication techniques to ensure that challenges are accurately conveyed and understood. Key Takeaway: To be an effective salesperson, it is important to understand that emotions play a significant role in purchasing decisions. By leveraging principles from behavioral psychology such as fear of missing out (FOMO), happiness, and pride, along with effective communication techniques like showcasing benefits instead of features and using storytelling, you can create clear contrasts between life without your product/service versus life with it to persuade prospective clients and close deals more effectively. Building High Value Discovery CallsA successful discovery call requires more than just knowing what questions to ask; it involves painting a picture of a better world with your product or service at its core. To achieve this, focus on identifying elements within your offering that are truly unique and relevant to potential customers' challenges. In this section, we'll provide insights into structuring high-value discovery calls by emphasizing solutions over features. Techniques for Asking Open-Ended QuestionsThe key to unlocking the full potential of any conversation lies in asking open-ended questions that encourage prospects to share their thoughts and feelings freely. Try posing queries such as, "What difficulties are you experiencing at present?" or "How do you see our solution aiding in the accomplishment of your objectives?". These types of queries allow prospective clients to dive deeper into their pain points while giving you valuable insight into how best to tailor your pitch accordingly. Communicating Challenges EffectivelyTo ensure that prospects fully understand the value proposition behind what you're selling, it's crucial not only to present them with facts but also to paint an emotional picture they can easily relate to. One effective technique is utilizing storytelling as a means for illustrating real-life scenarios where others have faced similar issues and found success through using products/services such as yours - ultimately driving home the point about why choosing your company will make all the difference when it comes to overcoming obstacles standing in the way of achieving desired outcomes. In addition, research shows that people tend to retain information much better when presented visually rather than textually alone - so don't be afraid to incorporate visual aids (e.g., slides) during sales presentations in order to reinforce key points being made throughout the discussion. Lastly, always remember to stay focused on addressing the prospect's specific needs rather than simply rattling off a list of features included within your offering - this way, you'll be able to demonstrate genuine understanding of their situation and build the trust necessary to move forward in the sales cycle successfully. Maintaining Momentum Beyond the CallA high-value discovery call is just the beginning of your relationship with a prospective client. To keep that momentum going and increase the likelihood of closing deals, it's essential to follow up promptly after each interaction by sending personalized messages summarizing the main takeaways from the conversation along with any additional resources that might be helpful in making a purchasing decision (e.g., case studies). Moreover, don't forget to leverage the power of social media platforms like LinkedIn or Twitter in order to stay connected with prospects even when not actively engaged in the selling process - doing so will enable you to continue nurturing leads until they're ready to make a purchase decision and ultimately grow your sales pipeline over time. By asking open-ended questions and effectively communicating challenges, you can build high value discovery calls. Moving on to the next step in effective selling techniques, mastering early stage conversations is key for building rapport and trust with prospects while showcasing your product or service's unique value. Key Takeaway: To have a successful discovery call, focus on identifying unique elements of your offering that are relevant to potential customers' challenges. Use open-ended questions to encourage prospects to share their thoughts and feelings freely, communicate challenges effectively by utilizing storytelling and visual aids, and maintain momentum beyond the call by promptly following up with personalized messages summarizing key takeaways from the conversation. Mastering Early Stage Selling ConversationsEngaging prospects early in the sales process is critical when converting leads into customers. By using strategic questioning techniques combined with an understanding of emotional drivers behind purchasing decisions, you can establish trust while showcasing how your solution addresses their needs directly - ultimately leading towards higher conversion rates overall. Let's delve deeper into mastering these vital initial discussions between sellers and buyers alike. Building rapport and trust with prospectsThe foundation of any successful sales relationship lies in building rapport and trust with prospective clients. Start by doing your homework - research shows that salespeople who are well-prepared for meetings have a significantly higher success rate. Make sure to understand the prospect's industry, company, role, challenges they face, and recent news or developments related to their business. In addition to being knowledgeable about the prospect's world, focus on active listening during conversations. This means asking open-ended questions that encourage them to share more information about themselves and their needs. Be genuinely interested in what they have to say - this will help build credibility as someone who truly cares about finding solutions for them. Showcasing your product or service's unique value
To truly master early-stage selling conversations, it is essential to combine a genuine interest in helping prospects with a deep understanding of your unique value proposition. This approach will not only help you build trust but also showcase how your solution directly addresses their needs - ultimately increasing conversion rates. Having a solid foundation of early stage selling conversations will set you up for success and help build trust with prospects. With this in mind, it's important to continue the conversation by utilizing social media platforms like LinkedIn and Twitter to encourage further connection beyond the sales call. Key Takeaway: To effectively sell your product or service, it's important to engage prospects early on by building rapport and trust through active listening and tailored pitches. By showcasing the unique value of your offering while addressing potential objections, you can establish credibility as someone who cares about finding solutions for their needs - ultimately leading towards higher conversion rates overall. Encouraging Prospects to Connect Beyond the Sales CallStrengthening relationships with potential customers goes beyond a single discovery call. By providing opportunities for further engagement, such as connecting on social media platforms or sharing relevant content, you can continue nurturing leads until they are ready to make a purchase decision. This section will discuss strategies for maintaining connections after initial sales conversations. Utilizing LinkedIn and Twitter for Follow-up CommunicationUsing LinkedIn and Twitter, salespeople can foster lasting relationships with potential customers by providing updates on their company, industry news, and thought leadership pieces that demonstrate expertise. These platforms allow you to stay connected by sharing updates about your company, industry news, and thought leadership pieces that demonstrate your expertise in the field.
Sharing Valuable Resources to Keep Prospects EngagedBeyond social media interactions, another effective selling technique is offering helpful content tailored specifically towards addressing buyer's attention areas identified throughout the course of earlier conversations. This not only demonstrates genuine interest but also showcases how well-equipped your selling solutions are at tackling those very issues head-on. Here are some ideas:
Incorporating these effective selling techniques into your sales cycle will not only help you maintain connections with prospective clients but also position you as a trusted resource who understands their needs and is dedicated towards helping them make informed purchase decisions. Research shows that these techniques can help you close more deals and improve your sales pipeline. So go ahead, start selling like never before. Key Takeaway: To maintain connections with potential customers, salespeople should utilize social media platforms like LinkedIn and Twitter to share updates and engage in discussions. Additionally, offering personalized resources such as email newsletters or webinars can showcase the effectiveness of selling solutions while demonstrating genuine interest in addressing buyer's pain points. These techniques can improve a salesperson's pipeline and help close more deals. FAQs in Relation to Effective Selling TechniquesWhat are Effective Selling Techniques?Effective selling techniques include understanding your unique value proposition, leveraging behavioral psychology, building high-value discovery calls, mastering early-stage conversations, and encouraging prospects to connect beyond the sales call. These methods help build rapport with clients and showcase your product or service's distinctive features. What are the 5 Selling Techniques?The five key selling techniques are:
What are the 4 Basic Selling Techniques?The four basic selling techniques involve:
What are the 3 Basic Selling Techniques?Three fundamental selling strategies consist of:
These approaches ensure a customer-centric sales process that fosters trust and drives results. ConclusionIn conclusion, effective selling techniques involve identifying unique value propositions, leveraging behavioral psychology to influence buying decisions, building high-value discovery calls, and mastering early-stage selling conversations. It also includes encouraging prospects to connect beyond the sales call by utilizing social media platforms like LinkedIn and Twitter. By utilizing these approaches in your sales procedure, you can increase the likelihood of catching a purchaser's consideration and at last shutting more arrangements. To learn more about how Vengreso can help you master effective selling techniques for your business or organization, visit our website. | |||
| 28 Sep 2021 | Sales Management That Works with Frank Cespedes, #185 | 00:51:13 | |
As 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-use strategies to consistently get sales results. Frank Cespedes is one of Harvard Business School’s best-kept secrets. He spent 12 years as a Managing Partner of a professional services firm, where he helped countless companies navigate go-to-market and strategy issues. He has written for numerous publications, and is the author of six books, including, Aligning Strategy and Sales, which was cited as “The Best Sales Book of the Year” by Strategy & Business, “A Must Read” by Gartner, and “Perhaps the Best Sales Book Ever” by Forbes. Listen to this episode to hear the most important sales lessons from Frank’s newest book, Sales Management That Works: How to Sell in a World That Never Stops Changing. Grab your copy here on Amazon. Did the Pandemic Change How We Sell?The short and very surprising answer is: NO. With so many B2B and B2C companies shifting to expand their digital offerings (Vengreso included!), most sales leaders rushed to invest in growing their online infrastructure – making the role of the traditional salesperson obsolete. Well, so we thought. However, when you examine the data as closely as Frank has, it reveals that many sales leaders are misallocating sales resources based on unsubstantiated assumptions. So, I asked Frank to share some of his findings. “The percentage of total retail sales that were done via e-commerce at the beginning of 2020, when the pandemic hit, was 11.4%. But, when I ask executives, I typically get estimates from 30% to 60%. In other words, people are not just a little bit off, they’re orders of magnitude off!” What’s even more startling is the small impact on online retail sales that the pandemic restrictions actually had. Frank says, “During those maximum lockdown conditions, e-commerce as a percentage of total retail sales only went up to 15.1% – and it’s been trending down since then.” Listen to the episode to hear his unique B2B insights and the major ‘allocation’ mistake Frank found that’s sinking B2B sales. What is Affecting Sales Right Now?The buying journey is much more complex, as customers can navigate seamlessly between offline and online channels to buy a single product. And, these buying behaviors must inform and influence the tasks of the sales team. But, are companies really adapting to this shift Frank doesn’t think so. “The most important thing about selling is the buyer who buys – why they buy, and how they buy. This is where technology online has had its biggest impact.” In his new book, Sales Management That Works, he outlines the three most important questions that sales teams need to be asking right now to position themselves for growth:
Join in to hear what Frank believes are the right answers to these pressing sales questions. How to Hire The Right Sales Staff in Today’s MarketSales hiring comes with a host of inherent challenges that aren’t present in other industries. Unlike other positions, Frank found that less than 300 out of the 5,000 colleges and universities in the country even offer a sales course. “This is an occupation, where the vast majority of people start out knowing very, very little about what they're going to get paid for.” Frank shares an interesting perspective of how the hiring process should be approached. I was happy to hear that Vengreso’s ‘hiring template’ is checking all of his boxes. According to his research, sales hiring must include:
This can seem like a lot of time invested to hire one sales rep, however, as Frank points out, “If you add up the amount of money that is spent on hiring and the opportunity costs inherent to training, that number annually, is bigger than the biggest CapEx decisions.” So, with this amount of money at stake, nailing the sales hiring process is key to every company's success. Be sure to listen to the entire episode to hear the ‘bizarre’ sales hiring story I share that illustrates the power of having the right hiring process in place. How Sales Leaders Can Improve Sales TrainingI wasn’t surprised when Frank shared that, “most sales reps forget about 80% of what they learn in sales training seminars within 60 to 70 days.” In fact, this is what we have been preaching for the last 3.5 years even before the pandemic and what became the cornerstone of our evangelizing a virtual sales program. This is why highly-targeted sales training that is designed for adult learners and that will continually reinforce the right selling behaviors is so important. We predicted this at Vengreso, in 2018, when we began to move our sales training from in-person to online. We figured out early on that online sales training would only be effective if it was focused on how to change our client’s sales team’s behavior(s), so they could become better modern sellers. But, is sales training the only way to improve your sales team’s performance? That’s a question I asked Frank and his answer wasn’t what I expected. Join the conversation to hear what Frank’s data suggests is the most powerful tool to explode your sales team's potential. | |||
| 13 Aug 2024 | The Seed & Soil Method: A New Approach to Sales Optimization | 00:44:43 | |
What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business. Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset. If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone! The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire. Mastering Strategies for Growing Sales Numbers This is Stephen Oommen's story: In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance.
My special guest is Stephen Oommen Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes. In this episode, you will get the skills to:
The key moments in this episode are: Timestamped summary of this episode: Transitioning from Enterprise Sales to Strategic Advising Leveraging the Importance of People, Process, and Tools The resources mentioned in this episode are:
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| 16 Jun 2022 | Email Marketing Strategies & Best Practices with William Ballance, #209 | 00:43:38 | |
The 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 of the Modern Selling Podcast. My guest, William Ballance is not just the expert in everything email marketing, but his company is leading the way in how B2B sellers are crafting sales messages and engaging with prospects in new and innovative ways. William Ballance is the CEO of Lavender.ai, a psychology-driven tool designed to help sellers write better emails faster by leveraging cutting-edge AI insights on individuals’ personalities. So, if you’ve ever wondered how to get in the inbox and stay there – this is the episode to download and listen to all the way to the end! In our in-depth discussion we dive deep into what’s working now to draw in the distracted, post-pandemic buyer, what sales teams should be saying in their email outreach, and the “sales formula” to get a response – every time! Be sure you download this episode and pay particular attention to what William says is really driving response rates! How has email marketing changed since the pandemic?The B2B selling environment today is very different than it was three years ago. I wanted to pick William’s brain and get a better understanding of what he’s seeing in the market and why it’s becoming harder to get sales meetings via email. What he shares gave me a whole new perspective on the topic, “Many sales teams did a lot of selling by phone. But with COVID and the world immediately going online or working remotely, office numbers suddenly didn’t work. So, if you didn’t have mobile numbers, you had no choice but to shift to email. Data shows that there has been a 16% immediate increase in outbound sales emails and an 8% decline in response rates. Why? Because overnight there was immediately more noise.” This is spot-on as researchers have found that the number of emails being sent is at an all-time high. Microsoft found that between 2021 and 2022, some 40 billion more emails have been sent. With this astronomical increase in what I call “digital pollution” there’s no wonder that so many sales outreach messages go unread. Listen to the full conversation to hear what William suggests sales teams do to break through the email noise and land in front of prospects at the right time with the right messages. Should B2B sellers send more emails to get more responses?This is a common question we hear a lot in B2B sales circles. Does sending more email outreach messages actually equate to better response rates? I wanted to see what William’s data shows, “Even though we're using email more, it's not necessarily increasing our results. Where it normally took 8 to 12 touches to get a response. It's now taking anywhere between 12 to 16 touches to get a response by a buyer. So, we are sending more emails but with fewer results. Why not shift how we do things and send the right messages that get immediate responses?” This sales mindset shift is exactly what we teach at Vengreso in our PVC Methodology. The goal is not to arbitrarily send emails to eventually get a response, but, instead to send messages that are hyper-personalized and designed to pull prospects in – even with the first outreach. When B2B buyers get hundreds, if not thousands of sales messages every week, it’s easy to get lost in the flood of emails in their inbox. What modern sellers do well is they know how to draw prospects in with their subject lines, what to say in the email opener, and how to make their messages so succinct and compelling that prospects want to read them and take action. I ask William to explain the process he teaches sales teams to take to craft winning and (highly readable) emails. His approach involves what he calls a “one scroll” method. That is you want to include your entire outreach message in no more than one scroll so that prospects get the information they need without having to read for more than 15 seconds. To hear other must-dos when it comes to your email marketing, listen to the entire episode and pay close attention to the “new” word count William suggests you hit with every email. What are B2B sales emails best practices?Depending on who you ask, this could be a loaded question. The important thing to note when crafting a sales email is to think first about who you’re sending it to. I find that so often sales professionals send generic, copy-and-paste sales emails that lack personality or any form of personalization. This makes it easy for them to go unread because they’re like the hundreds of other emails vying for attention in your buyers’ inbox. I wanted to see what unique strategies or best practices William uses and sees that work thanks to his innovative email AI technology. He highly recommends that B2B sellers do the following:
William shares even more tips and tricks that are moving the sales email needle in the episode. Download the full conversation to get all of his psychology-based principles and proven email strategies. Should you include your Calendly link in your sales emails? Listen in to find out what it could really be doing to your response rate! | |||
| 01 Aug 2023 | Revolutionizing SaaS Sales Training: A Success Journey #242 | 00:51:04 | |
Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. You know it's crucial for your business growth, but where do you even start? The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. It's what sets apart those SaaS businesses that succeed from those having difficulty making it. Finding the right strategies and implementing them effectively... well, it’s no walk in the park. Consider this: You've just onboarded a new sales rep who promises to skyrocket your revenues. But within weeks they're struggling with product demos and failing to close deals. This leaves you frustrated and questioning whether investing in hiring was worth it at all. Sounds familiar? But here’s some real talk... Evolution from Sales Training to SaaS CompanyIn the dynamic world of business, transformation is often key to survival and growth. One such compelling story of metamorphosis comes from Vengreso, which has impressively transitioned from a sales training firm into an influential Software as a Service (SaaS) technology enterprise. The role of FlyMSG in the transitionA pivotal player in this journey was our innovative product - FlyMSG. This tool served not just as a game-changer but also provided momentum for change within Vengreso's operational model. FlyMSG revolutionized communication processes by enabling users to manage messages across various online platforms efficiently. It played an instrumental part in enhancing productivity levels and overall efficiency within organizations that adopted it. Charging strategies for growth planBeyond products, pricing strategy can be equally transformative, especially when transitioning towards becoming a SaaS company like Vengreso. A well-structured charging system impacts revenue generation positively while ensuring customer retention rates remain high over time. In response to these dynamics, we at Vengreso implemented strategic pricing tiers based on usage patterns, providing customers with flexible options suitable for different budget ranges. From small-scale enterprises seeking cost-effective solutions to larger corporations requiring comprehensive features - all were catered to effectively under this new structure leading toward sustained growth. [bctt tweet="Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution. Their tool, FlyMSG revolutionized communication and their strategic pricing ensured growth. #SaaSSuccessStory" username="GoVengreso"] Features of FlyMSGIn the ever-evolving world of SaaS sales, tools like FlyMSG are making a significant impact. This unique text expander and writing assistant goes beyond just storing and organizing messages into various categories or subfolders. It's all about deploying these saved messages anywhere online with ease. How does it work?FlyMSG operates on a principle that can be summed up in one word: simplicity. Users create custom shortcuts for their frequently used texts and phrases - everything from simple greetings to complex customer service responses. The software offers an intuitive interface where users can sort stored messages into different categories based on personal preference or business needs. The result? Quick access when you need it most. To deploy these stored messages across multiple platforms online, simply type the designated shortcut key combination assigned during setup phase . Instantly , full message replaces this shortcut saving precious time & reducing chances errors significantly - perfect way to boost SaaS sales results . Deploying Messages with EaseAn integral feature of FlyMSG lies within its deployment capabilities . Having pre-written content ready for instant usage irrespective platform being operated upon greatly enhances efficiency & speed - two critical factors determining success outcome especially while dealing shorter SAAS sales cycle situations. This seamless integration ensures consistency brand messaging as same set responses/communication pieces utilized throughout diverse platforms eliminating risk associated ad-hoc replies which may confuse customers dilute overall brand image. Beyond merely serving handy productivity tool though embracing technology solutions like FlyMSG indicates forward-thinking approach towards modern workplace demands something resonates well among progressive businesses seeking competitive edge through smarter workflows. Key Takeaway: With FlyMSG, you're not just storing and categorizing messages but deploying them with ease across platforms. It's a game-changer in SaaS sales training, offering custom shortcuts for frequently used texts, seamless integration across digital channels, and consistent brand messaging. Embrace this forward-thinking tool to boost your business efficiency. Customer Education Process in SaaS BusinessesIn the competitive world of SaaS, customer education is a must for success; it helps customers make the most out of your product or service and ultimately leads to higher satisfaction and retention rates. It's not enough to simply provide excellent software solutions, businesses must ensure their customers can effectively use these services. This necessitates teaching users how to take advantage of the full capability of your product or service, which in turn leads to enhanced user contentment and loyalty. It can be argued that this educational aspect is one of the most essential factors in promoting growth within SaaS businesses. Importance of Customer Education ProcessThe digital age has brought with it countless innovative products and platforms - each vying for consumer attention. Amidst all this noise, standing out requires something special: delivering value beyond what's expected. A well-executed customer education program does exactly that by empowering clients with knowledge about your product/service while reducing support costs associated with common user errors. The end result? Loyal customers who contribute significantly towards lifetime value, thereby propelling business success forward. Case Study - VengresoVengreso serves as an ideal example when discussing effective customer education strategies leading to substantial increases in adoption rates over short periods. We implemented self-paced onboarding processes allowing new users to learn at their own pace without feeling overwhelmed - resulting in a significant surge within a mere 30 days post-implementation.
Note: While the above-mentioned practices have proven successful in many instances, they should serve merely as guidelines rather than absolute rules set in stone; every organization has unique needs depending upon factors like audience demographics/product complexity, etc. Always strive to create customized strategies best suited under specific circumstances you're dealing with. Key Takeaway: Customer education isn't just a nice-to-have in the SaaS world, it's a must. Teaching users to maximize your product not only boosts satisfaction and retention but drives business growth. Just look at Vengreso; their self-paced onboarding skyrocketed adoption rates within 30 days. Remember though, there's no one-size-fits-all strategy - LinkedIn Sales Navigator Success StoryThe journey of our partnership with LinkedIn Sales Navigator is an exciting tale. Our collaboration with LinkedIn Sales Navigator, a testament to innovation and partnership, has yielded amazing results. Collaboration details with LinkedIn Sales NavigatorVengreso's alliance with one of the industry's most popular sales tools was born out of shared goals - streamlining sales processes and boosting productivity through cutting-edge technology. Our text expander tool, FlyMSG, became an integral part of their platform by providing users access to its unique features directly within their workflow. This integration led to significant time savings as it allowed for swift storage, categorization, and deployment of messages across various online platforms. This not only reduced repetitive tasks but also improved overall communication efficiency - a win-win situation for all involved parties. Rapid success factorsA combination of strategic planning coupled with effective execution played pivotal roles in achieving rapid success post-integration. We delved deep into understanding the user base before integrating FlyMSG into their system, which ensured tailored solutions meeting specific needs leading towards high adoption rates among end-users. Beyond technological compatibility, another key factor contributing significantly towards this rapid growth phase was continuous customer support during implementation stages. By addressing queries or issues promptly, we were able to ensure smooth transitions while simultaneously building strong relationships based on trust and reliability. Pondering upon these past events makes us realize that commitment towards innovation when combined with effective problem-solving strategies can indeed lead down the path of accelerated transformational growth. [bctt tweet="Discover the power of collaboration. Vengreso's partnership with #LinkedIn Sales Navigator has revolutionized #sales processes and boosted #productivity. #Innovation #SalesTech" username="GoVengreso"] Inside Our Learning Library - Comprehensive Prospecting Training ContentWe've put together a rich trove of sales prospecting training content in our learning library. This resource is meticulously designed to cater to the needs of modern selling, offering more than 16 hours' worth of material. Components Covered Under the Training ProgramThe curriculum spans an array of topics vital for successful sales prospecting. These include understanding and leveraging social triggers, mastering negotiation techniques, and honing effective communication strategies. Besides these core areas, we also delve into advanced concepts such as building relationships in today's digital age and utilizing data analytics for strategic decision making. All this information is presented through interactive modules that promote active learning. Explore our course offerings here. Benefits Gained from Comprehensive CourseThis extensive training program offers numerous benefits to participants. First off, it arms them with practical skills necessary for efficient prospecting, which can lead to increased conversion rates. In addition to skill development, learners gain access to an invaluable network of like-minded professionals who share their experiences and insights - a networking opportunity often leading beyond classroom interactions towards fruitful collaborations. Last but not least, investing time in professional development through our courses demonstrates your commitment towards career growth - something highly beneficial during performance evaluations or job interviews. So why wait? Dive right into our programs now: FlyMSG Sales Pro for Teams. [bctt tweet="Dive into our comprehensive #SalesProspecting training program. Master negotiation techniques, leverage social triggers, and build digital relationships. Boost your conversion rates and network with like-minded professionals. Invest in your career growth today. #SaaSSalesTraining" username="GoVengreso"] Pre-seed Funding Round InsightsThe pre-seed funding round is a pivotal phase in the life cycle of any startup. For Vengreso, it was an opportunity to secure initial capital that would drive innovation and growth. Details regarding pre-seed fund campaignVengreso's goal for its pre-seed funding round was to raise $650k. This ambitious target wasn't just about securing funds; it served as inspiration for other small businesses, showing how even modest investments can spark significant changes. Apart from fueling internal development, these funds were allocated towards marketing efforts designed to increase visibility within the SaaS industry. The strategy involved targeted campaigns on various platforms where potential investors could learn more about what makes Vengreso stand out in the crowded field of SaaS companies. Future prospects post successful fund-raisingHitting our fundraising goal opened up new possibilities for us here at Vengreso. With sufficient resources now at hand, plans were set into motion geared towards revenue generation and sustained growth - critical components when you rethink SAAS sales training strategies. An essential part of this plan revolved around leveraging our proprietary product - FlyMSG - as a primary source of income through effective sales training programs offered by our learning library. They anticipated increased adoption rates which would translate into steady revenue streams over time, thereby boosting SAAS sales results significantly. Beyond immediate financial gains, successful fundraising had another crucial implication - It validated Vengreso's business model before external stakeholders, thereby increasing investor confidence and setting the stage perfectly well for future rounds too. A noteworthy example being collaboration with LinkedIn Sales Navigator, which proved instrumental in accelerating company-wide success and evolution towards becoming a full-fledged SaaS enterprise. Launch of Training Academy for Aspiring EntrepreneursWe're delighted to introduce our unique training academy, a revolutionary opportunity for those wishing to start their own SaaS business. This initiative is perfectly aligned with our vision and mission, focusing on empowering aspiring entrepreneurs. What's Offered Under Academy Curriculum?The heart of this endeavor lies in its comprehensive curriculum. Crafted by industry veterans, it covers all aspects crucial for starting and successfully running a SaaS business. From market research techniques that help identify potential opportunities to financial management strategies essential for sustainable growth - we've got you covered. Apart from theoretical knowledge transfer sessions, hands-on learning experiences are also incorporated through case studies based on real-world scenarios faced by startups in the tech industry. These practical insights provide an invaluable understanding of how to navigate common challenges encountered during early stages. Potential Benefits Aspirants Can Look Forward ToBeyond acquiring extensive product knowledge about managing a successful SaaS enterprise, participants will find ample networking opportunities within their reach at our training academy. Engaging with like-minded individuals and experienced professionals opens doors towards collaborations that could potentially fuel future success stories. Mentorship forms another key component here as well. Our seasoned experts provide ongoing guidance, ensuring students not only learn but effectively apply what they've learned when they venture out independently after completing SaaS sales training program. Continuous support goes hand-in-hand with continuous learning - something we strongly believe in fostering amongst budding entrepreneurs who may face unexpected hurdles along their journey. This new venture aligns seamlessly with Vengreso's overall vision and mission: nurturing innovation among small businesses like ours. By equipping tomorrow's leaders today, we aim not just at individual triumphs but envision creating an ecosystem where every entrepreneur thrives, leading them towards boosting SaaS sales results significantly over time. FAQs in Relation to SaaS Sales TrainingWhat is the importance of SaaS training?SaaS training equips sales reps with the necessary skills to sell subscription-based software products effectively, understand customer needs, and manage long-term client relationships. What are the key SaaS sales skills?Critical SaaS sales skills include understanding complex technical concepts, effective communication, relationship building, problem-solving abilities, and a consultative selling approach. How can I improve my SaaS sales?To boost your SaaS sales: enhance product knowledge, build strong customer relationships, leverage data analytics for decision-making, offer personalized solutions, and invest in continuous team training. How much do SaaS sales reps make?The average salary of a SaaS Sales Representative ranges from $50k to $150k annually depending on experience level and location. This doesn't include potential commissions or bonuses. ConclusionEmbarking on the journey from a sales training firm to a SaaS company is no small feat. It requires strategic planning, innovative products like FlyMSG, and an unwavering commitment to growth. SaaS Sales Training plays a pivotal role in this transformation process. With it comes unique features that revolutionize communication and productivity among teams. Customer education becomes more than just an add-on; it's integral for business success. Case studies such as ours, here at Vengreso, underline its importance. A collaboration with giants like LinkedIn Sales Navigator can fuel rapid growth and further solidify your position in the market. The comprehensive prospecting training content offered by us covers everything from social triggers to negotiation techniques - all designed keeping modern selling needs in mind. Raising funds successfully not only validates your vision but also opens up avenues for future innovation and sustained growth. The launch of our academy dedicated exclusively towards teaching aspiring entrepreneurs ways to start & run successful SAAS companies aligns perfectly well with our overall mission. Our SaaS Sales Training, offers you an opportunity not just to learn about SaaS Sales Training but actually implement it effectively into your businesses saving valuable time thereby increasing productivity manifold. | |||
| 06 Jun 2023 | Top Sales Strategies for Becoming a 1% Earner with Doug C. Brown, #238 | 00:58:27 | |
Top earners in sales use certain approaches to attain their success, and this Modern Selling Podcast episode will examine the top sales strategies needed to become a 1% earner. By adopting these proven techniques, you can elevate your own skills and propel your team to new heights. We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Additionally, we will discuss how leveraging referrals can lead to higher-value deals and greater customer satisfaction. Furthermore, understanding the traits that set top-performing salespeople apart from their peers is crucial when hiring or nurturing talent within your organization. Lastly, we'll examine lessons gleaned from record-breaking achievements in sales to provide valuable insights on persistence and collaboration. By incorporating these top sales strategies into your playbook, you're setting yourself up for success as you work towards exceeding your company's sales goals. Becoming a Top 1% Earner in SalesWant to join the elite club of top 1% earners in sales? Here's how: Adopt a Winning Mindset As a Sales StrategyBelieve in yourself, set ambitious goals, and keep learning through sales coaching and training best practices, for a better sales mindset. Consistently Prospect for New Opportunities
Engage in Meaningful Conversations As a Sales Strategy
By adhering to these tactics, you can maximize your potential for achieving maximum success in sales conversations. Remember, persistence and dedication are key. [bctt tweet="Unlock your potential as a top earner in #sales with these winning #strategies. Adopt the right mindset, #prospect consistently, and engage meaningfully. #salesstrategies #productivitytips @M_3Jr" username="GoVengreso"] The Power of Referrals For Top Sales StrategiesWant to close more deals? Focus on sales referrals from satisfied customers - they have higher close rates because they come from trusted sources who already see value in your product or service. Dedicate Time to Engage with Existing CustomersAllocate time to nurture relationships with current clients through regular check-ins, providing valuable insights and resources, or simply showing appreciation for their business. Ask for Warm Introductions As a Sales StrategyTake the initiative and ask happy clients if they know anyone who might benefit from your products or services. Approach this conversation tactfully and emphasize that you're looking out for their contacts' best interests. Pricing Referred Leads Higher
Consider pricing your offerings slightly higher for referred leads to reflect their increased value and incentivize existing clients to provide even more high-quality referrals in the future. [bctt tweet="Boost your #sales with these top strategies: prioritize #Salesreferrals, engage with existing #customers, and ask for warm introductions. #salesstrategy #productivitytips" username="GoVengreso"] Traits of Top 1%-ers in SalesHere are the traits you need: resilience, innovation, consistency, and adaptability. Resilience: Bounce back from setbacksTop salespeople don't let rejection get them down; they learn from it and use it as fuel for future success. Innovation: Think outside the boxThe top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Consistency: Stick to daily routines, prioritize, and keep learning
Adaptability: Embrace changeTop sales professionals understand that staying stagnant can lead to missed opportunities and decreased performance. Learn more about adapting to change in sales. Emulate the success of top 1%-ers in sales by incorporating these traits into your approach. Hiring Top Performers As a Top Sales StrategyAs a sales leader looking to recruit top-tier talent, how can you best identify potential candidates? Listen to the episode to get the best sales hiring tips. Identifying Potential Candidates through Networking Events & Industry ConnectionsExpand your search beyond traditional job boards and recruitment agencies by attending industry conferences, networking events, and engaging with professional communities on LinkedIn. Creating Room within Organizational Structures for Mavericks' Personal Growth & Performance
Encouraging Innovation and Adaptability within the Sales TeamProvide ongoing training resources and create a sales culture that values innovation by encouraging team members to share new ideas, experiment with different effective selling techniques, and learn from both successes and failures. Incorporate hiring strategies to draw in the best-of-the-best and ensure their commitment, leading to an elite sales team that can reach the peak of success. [bctt tweet="Increase your #sales team's #productivity with these top strategies for #hiring and retaining high-performing sales #talent. #salesstrategies #modernselling" username="GoVengreso"] Lessons from Record-Breaking Sales AchievementsLearn from those who have already achieved this level of success, like the salesperson who closed a $2.1 million software deal. Persistence Pays Off for Top Sales StrategiesDon't give up when faced with challenges or setbacks - push forward until you reach your goal. Salesforce shares tips on developing persistence skills. Collaboration is KeyWork closely with experienced mentors and colleagues to draw upon their collective knowledge and expertise. Inc Magazine suggests ways to build strong professional networks for meaningful collaborations. Leverage Existing Connections
Nurture your connections and provide value to others in your network to uncover new opportunities. Forbes Coaches Council offers additional tips on leveraging your network for business growth. By incorporating these lessons into your sales methodology, you can join the elite 1% earners club in no time. [bctt tweet="Learn from top #sales achievers and incorporate persistence, collaboration, and leveraging connections into your #strategy to join the 1% earners club. #salesstrategies @M_3Jr" username="GoVengreso"] FAQs in Relation to Top Sales StrategiesWhat are the 4 most common sales strategies?The four most common sales strategies are: (1) Solution selling, which addresses a customer's specific needs and pain points; (2) Consultative selling, where the salesperson acts as an expert advisor to help customers make informed decisions; (3) Relationship selling, which prioritizes building long-term connections with clients for repeat business; and (4) Inbound selling, leveraging content marketing and SEO to attract potential buyers. What is the most effective sales strategy?The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies?The five key selling strategies are: (1) Solution Selling - focusing on solving customer problems; (2) Consultative Selling - acting as an expert advisor for clients; (3) Relationship Selling - nurturing long-term connections with customers; (4) Inbound Selling - attracting prospects through valuable content marketing efforts; and (5) Cold Calling - proactively reaching out to potential clients via phone or email. What are the three most commonly used sales strategies?The three most commonly used sales strategies are: Solution Selling - addressing client-specific needs; Consultative Selling - providing expertise in guiding customer decisions; and Relationship Selling - fostering long-term connections for repeat business. ConclusionWant to become a top earner in sales? Adopt a winning mindset, consistently prospect for new opportunities, and engage in meaningful conversations. Don't underestimate the power of referrals - allocate time to engage with existing customers, ask satisfied clients for warm introductions, and price referred leads higher based on their perceived value. Top performers are resilient under pressure, innovative when faced with obstacles, and consistent in their performance despite external factors. Hiring top performers requires identifying potential candidates through networking events and industry connections, creating room for personal growth and performance, and encouraging innovation and adaptability within the sales team. Learn from record-breaking sales achievements by persistently pursuing high-value deals and collaborating with experienced mentors or colleagues to leverage existing connections for new opportunities. | |||
| 07 Nov 2023 | Cracking the Code to Business Growth: Embracing Community and Connection w/ Lloyed Lobo, #252 | 00:45:36 | |
Have you ever heard these common myths about building connections and creating a sense of purpose in sales? Myth #1: Networking is just about exchanging business cards. Myth #2: Purpose is a fluffy concept that doesn't impact bottom-line results. Myth #3: Building strong connections is only for extroverts. In this episode, our guest Lloyed Lobo will debunk these myths and share the truth about how these strategies can accelerate sales success. Lloyed Lobo, the accidental entrepreneur turned Wall Street Journal bestselling author, has a unique journey that has always revolved around the power of community. Growing up in Kuwait to Indian parents who faced educational barriers, Lloyed experienced the importance of connection and unity firsthand. Spending summers in the slums of Mumbai, he witnessed how communal activities like pumping water and sharing meals brought people together. Later, during the Gulf War, Lloyed saw how a shared purpose could unite even in the face of adversity. These experiences shaped his belief that great leaders should cascade purpose, not just goals, and that when people are united by a common purpose, they can move mountains. Lloyed's entrepreneurial spirit was ignited by these experiences, as he learned that entrepreneurship is not just about making money, but about taking an idea and executing it with extreme risk and uncertainty. Building communities became Lloyed's DNA, and it played a vital role in the success of his company, where he realized the true power of connection and the impact it has on mental well-being. His journey is a testament to the transformative power of building connections and creating a sense of purpose. When people are united by a common purpose, they can move mountains. - Lloyed Lobo My special guest is Lloyed Lobo Lloyed Lobo is a renowned author, known for his Wall Street Journal bestseller, "From Grassroots to Greatness." Alongside his writing achievements, Lloyed is also the co-founder of Boast.AI and Traction, showcasing his entrepreneurial expertise. With a unique background that includes being a refugee of the Gulf War, Lloyed brings a fresh perspective to the table. Growing up in a community-driven environment, he witnessed firsthand the power of unity and purpose in overcoming challenges. This experience has shaped his belief in the importance of cascading purpose as a leader and the ability of a strong community to achieve exceptional results. Lloyed's extensive knowledge in community-led growth makes him a sought-after guest for discussions on building connections and driving sales success. Prepare to gain valuable insights from his wealth of experience and expertise in this episode of The Modern Selling Podcast. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode:
Accelerate sales growth Accelerating sales growth relies heavily on building a strong community around your business. Lloyed Lobo emphasizes that this community-building prevents a business from becoming just another commodity. When achieved effectively, it results in creating a solid foundation that helps to accelerate sales growth and drives the success of a business. Empower sales leaders Lloyed’s story inspires and empowers sales leaders to focus on creating a sense of purpose and genuine engagement with their audience. He goes on to highlight the importance of consistency and communication in attaining this purpose. Empowered sales leaders equipped with these insights have the potential to transform their business performance and achieve higher levels of success. Create strong connections Creating strong human-to-human connections and fostering a robust community is at the heart of Lloyed’s message in this episode. He emphasizes that businesses need to own relationships beyond algorithms and platforms, enforcing the importance of a two-way interaction. By doing so, businesses can build stronger, long-lasting connections which eventually lead to sustainable growth and success. The resources mentioned in this episode are:
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| 08 Jun 2022 | Sell Without Selling Out with Andy Paul, #208 | 00:40:06 | |
Selling, 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 of expertise that my guest on this episode of the Modern Selling Podcast is known for. Andy Paul is one of the Top 50 Global Sales Experts and award-winning author of Zero-Time Selling, Amp Up Your Sales, and his recent bestseller, Sell Without Selling Out. His popular and long-running sales podcast, Sales Enablement with Andy Paul, was acquired by Revenue.io in 2020 and continues to inspire thousands of sales professionals every week. His client list is as long as it is impressive and includes some of the biggest businesses in the world including Square, Philips, and Grubhub – making Andy one of the leading voices in the sales industry today. Download this entire conversation to get the inside scoop on what sales strategies are really working to get prospects to lean in with interest and actually stay engaged through the entire buying process. What Are Most B2B Sellers Getting Wrong?We jumped right into the conversation to identify where and how Andy believes sellers are missing the mark. His insights were spot on with my own observations. Andy explains, “The biggest thing that is flawed with so many sales professionals is their mindset. It’s this idea that their job is to persuade somebody to buy their product. When this becomes the sole focus, then we lose the human element of truly understanding the needs, wants, and desires of the prospect.” That’s why I always say, “Sales is the art of helping.” It’s our goal as sales professionals to first seek to understand our prospects, so we can determine the right solution for their needs. Otherwise, as Andy asserts, we’re more focused on closing the deal rather than truly helping the customer. It’s that subtle shift in a seller’s mindset that can make the world of a difference. That means sellers can go from blindly selling, to getting prospects to lean in and want to know more about the solution they have to offer. If you’ve been struggling on how to make this transition – from selling to helping – listen to this episode and be sure to pay particular attention to the strategies Andy recommends using to make this mindset shift. In B2B Sales, What Does It Mean to Sell Out?
In Andy’s book, he introduces this idea of “selling out” in sales. I was curious to know what he meant by that and, more importantly, how modern sellers can identify if they’re selling out in the prospecting process. He provides some invaluable advice, “Selling out starts when you put your interest (as the seller) ahead of the buyer. We often call this ‘commission breath’ because it becomes very clear to the buyer that you’re only there to sell them your product. In this space, their needs become secondary. So many sellers automatically jump straight to their pitch, rather than asking questions to understand what the buyer really needs.” In my 20+ years of experience in sales, I find that this ‘commission breath’ Andy talks about often comes from how sales professionals are trained. Here at Vengreso, we follow the PVC Methodology for prospecting and as part of this multi-step process, we teach our sales reps to always lead with thought-provoking questions to get the prospect talking about their needs and goals. With this structure, our sales reps can quickly identify if and specifically how they can bring value to the prospect. Then the entire sales conversation is shaped around helping them achieve their goals, not just pitching our product. Join the conversation and hear other ways that Andy differentiates “selling out” from “selling in” and what sales leaders should be doing today to train their teams to build curiosity from the first outreach message. What’s The Right Way to Engage a Prospect During a Sales Call?
When it comes to the ‘how’ of sales calls, there seem to be dozens of methods out there. Based on Andy’s extensive research, I wanted to know what he finds works to draw the B2B buyer into the conversation. His answer was something I hadn’t heard of before. Andy explains that there are four human attributes that we all evolutionarily seek. They are:
The goal, according to Andy, is to align these human attributes with how we approach and conduct the sales call. If done right, this will help to build positive sales experiences that make B2B buyers want to buy. These four attributes were spot on with the types of prospecting questions we teach sales reps to ask in our PVC methodology. In our discussion, Andy outlines six types of questions B2B sellers must ask now if they want to truly engage their buyers and get prospects to lower their guard and lean into the sales conversation. Make sure to download the full episode and get a pen and paper ready because the sales gems that Andy drops are worth writing down (and implementing) immediately! | |||
| 28 Jun 2022 | The Real Role of a CRO in B2B Sales with Ed Porter, #210 | 00:49:53 | |
The 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 productivity at all levels. What CROs should be doing and how companies can strategically use this role to scale is the topic of discussion in this episode of the Modern Selling Podcast. My guest, arguably one of the best CRO experts and consultants in the industry, shares his incredible insights to prove that when done ‘right’ a CRO can be the winning advantage to take your sales organization to the next level. Ed Porter is the Chief Revenue Officer of Blue Chip CRO. His stellar 20+ year career has led him to manage teams of varying sizes from 5 to 1,000+ people with responsibilities for sales, customer experience, revenue operations, and marketing functions. Ed has worked for service, software, and distribution companies learning the foundations of delivering a powerful customer experience while driving value and effectiveness in the sales and development channels. He has participated in, facilitated, and chaired several executive groups centered on sales management, contact center management, and technology innovation. As a keynote speaker and guest speaker focused on several key sales strategies and customer management programs, Ed has been recognized as a two-time Top 25 Most Influential Sales Leader, Executive of the Year, Excellence in Execution, Top 100 Sales Coaches to Watch, and a two-time Chapter of the Year award winner for AA-ISP. Currently, Ed is a fractional chief revenue officer providing coaching and strategic planning services for executives and startups, helping them rethink and refocus revenue strategies to accelerate growth. He helps clients align their revenue teams — marketing, sales, enablement, and customer success — to build accountability at every step of their organization, leading to accelerated and sustainable growth. Download the full conversation to get clear on what and how a CRO should be contributing to the growth of your sales organization. What is the Real Role of a Chief Revenue Officer?We often hear CRO thrown around, but few have truly defined what the role is and, more importantly, what they should be responsible for. I wanted to get Ed’s perspective on what he believes makes a CRO role work and if every B2B sales company needs one, in order to thrive in this post-pandemic environment. His insights are spot on, “The CRO must own everything revenue. Not just one part, but all parts. Because in order to really be the one that owns all parts of revenue, you need to own the full buyer lifecycle. Which means owning marketing, owning sales, and owning everything post-sales too like customer success.” There has always been a growing divide (I’ve seen) between sales, marketing, and customer success. So, it was interesting to hear that Ed believes they must all live under the same C-Suite role in order to drive the customer forward. In my 20+ year career in B2B and B2C sales, I’ve found that even for CROs that may not have robust marketing or sales or customer success background, they’re still able to build amazing synergy within their organizations as long as they know how to leverage the right training, technology, and systems to bring their teams together. And, technology and training are a large part of what Ed shares in the first half of our conversation. Listen in to hear what he suggests every CRO do to ensure that their teams are successful. How Do You Actually Align Sales, Marketing, and Customer Success Teams Together? At Vengreso, we intentionally build in alignment between the teams. We have regular huddles and syncs for the departments to share what’s working respectively, so we can establish a cohesive collaborative approach. Based on Ed’s experience working as a fractional CRO, I wanted to hear his insights on what works to align teams for a CRO to be successful and what skills he believes a CRO must have that they can’t necessarily be taught. Ed explains, “Traditionally, CROs have sales experience and come from that world. But, that often means they’re light on understanding marketing and customer success. And, that’s ok. I would argue that the path someone takes to become a CRO is irrelevant. It has less to do with their area(s) of expertise and everything to do with the person. You don't have to have run sales, marketing, or customer success departments to be a highly effective CRO. But, you DO have to be a great leader.” I found this point to be quite interesting. Here at Vengreso, we often cross-train our sales teams to be involved in not just one department, but in several. We’ve found that this enables our sales reps to approach the sales process very differently. They’re able to think about the impact that marketing has on sales, or that sales have on customer success. This is such a powerful alignment (when done right), that would enable any sales organization to work as a seamless machine, rather than a bunch of separated silos. Join the conversation and get even more insight on how Ed recommends sales, marketing, and customer success teams work together. How Does Technology Empower the CRO?This is always an area of interest, especially for sales leaders. As I always say, “a fool with a tool, is still a fool.” I’ve found that all too often, B2B sales organizations implement a host of different pieces of technology across each functional area. So, what the sales and marketing teams may be using may not be integrated. And, the customer success teams could be using something entirely different. It’s this disconnect between teams (further exacerbated by the technology stack they’re using), which makes it hard for anyone to truly talk to one another and gain key insights. That’s why with our FlyMSG text expander plugin, we’ve seen users achieve tremendous growth and synergy. Now, they’re able to have a way to send consistent messaging across departments and be in better alignment to attract prospects and convert them into customers. FlyMSG is just one tool Ed and I discuss in this conversation that can catapult sales teams to a new level. Listen in to the entire episode to see what other technology and tools we see working to bring teams together. | |||
| 14 Mar 2023 | Unleashing the Power of AI for Sales with Oleg Bilozor #231 | 00:43:22 | |
| 10 Jan 2023 | Be In the Know: Investing in Vengreso’s FlyMSG with Mario Martinez Jr., #225 | 00:43:12 | |
Efficiency and productivity have become major buzzwords in the business world. From sales teams who are looking to increase the number of outreach messages they can send, to customer service departments seeking to streamline communications, to online pharmacies wanting to quickly address customer FAQs – every industry needs tools to be more productive. Coupled with over 52% of the standard workweek being spent doing repetitive tasks, that distract knowledge workers from strategic work – over $16 billion in productivity is lost every week. That’s why our FlyMSG text expander is on pace to completely revolutionize how teams communicate, how customers are engaged, and how productivity is finally achieved in B2C and B2B businesses. In this episode of the Modern Selling Podcast, we dive into the problem that FlyMSG solves, what the market potential looks like, and how eager investors can get access to an incredible investment opportunity. Download the entire episode to hear the ins and outs of how FlyMSG works and what industries are already lining up to use this productivity tool to save time. What is FlyMSG?FlyMSG is a personal writing assistant and text expander platform that helps today's modern knowledge worker replace the copy and paste. When we started on this journey over two years ago, we had no idea that FlyMSG would evolve into the powerhouse tool that it is today. As you may know, Vengreso, was started as an online sales company, pro But, after working with thousands of sellers, we found that many sellers had sets of scripts that were stored all over the place. Some scripts might be in a Google document, others might be in Notepad, and others might even be stored in a draft email. With all of these different scripts in different places, we saw sellers sinking tons of time just trying to track things down. So we launched FlyMSG to take all those prospecting messages, customer engagement messages, LinkedIn messages – you name it and put them in one cloud-based solution that they could tap into in seconds. Fast forward to today, FlyMSG is far more than a sales productivity tool. It has evolved into a business productivity tool – across nearly every industry! Our now 2,000+ users span sales, customer service, marketing, human resources, education, pharmaceutical, real estate, and even the tech industry! We have Google developers who leverage FlyMSG to call up repetitive code, online customer service teams that use FlyMSG to quickly respond to customer questions, HR Managers who incorporate FlyMSG to send out onboarding emails to new staff members. The number of use cases for FlyMSG has expanded exponentially – and is showing no signs of slowing down. Tune into the full episode to hear why FlyMSG is positioned to take a large share of this $42 billion productivity management software market and how you can be a part of this exciting new venture. What is the growth trajectory of FlyMSG?FlyMSG is positioned to penetrate the Productivity Management Software market, which to date stands at $42 billion but is estimated to balloon to $122 billion in the next six years, at an impressive 14.5% compounded annual growth rate. Since the pandemic, the demand on productivity tools has exploded and has become a growing need for every knowledge worker on the planet. According to our research, the average knowledge worker is spending at least 25 hours a week doing manual repetitive tasks between email and data entry. This topic of how to increase productivity has become a hot topic across all business verticals and industries. Which is why FlyMSG has the potential to attract millions of users, very quickly. Plus, unlike other productivity tools, FlyMSG has 200+ built-in templates that users can immediately use when they download the plugin. From 60 different HR scripts to 40 different sales scripts – you name it, we’re building it out in FlyMSG to make the need for copy and paste to become nonexistent. Join the conversation and hear the exciting stats of the industry and FlyMSG’s growth plan for early stage investors. What is FlyMSG’s competitive advantage?We’ve studied what our initial FlyMSG users are looking for and how they’re using it to build in a host of unique features including the ability to:
Plus, from the investor’s perspective, FlyMSG is the only productivity tool that offers $10+ monthly plans, which puts our Average Revenue Per Unit (ARPU) 3-5x higher than our competitors. By leveraging Vengreso’s previous success as a Sales Training company, we have a solid marketing and influencer foundation to get traction quickly and to tap into a prospective customer audience of more than 5,000,000 that we already have access to. Because of our existing thought leadership position in the market, we can get more traffic to our website just through social posts than other businesses can using Pay Per Click ads. Listen in to the full episode to hear the impressive bios of our leadership team and get an inside scoop into who is on our Board of Advisors. What’s the investment opportunity with FlyMSG?We forecast FlyMSG will have 2 million active users in the next five years and will be valued at $65 million. We’re confident we can hit these user numbers because we have a global team of developers who are actively working to scale FlyMSG and bring in highly unique integrations with AI copywriting, Behavior Analysis, CRM integrations, and much more! For this round, early stage investors can get in with an investment as low as $100. However, if you invest $5,000 or more you’ll receive lifetime access to FlyMSG as well as a host of other benefits. This is an amazing opportunity – and I don't just say this as the Co-Founder. We have been contacted by several large tech giants who are closely watching the growth of FlyMSG and would be interested in an acquisition in the near future. And, for all angel investors – regardless of the investment, we’re offering a 20% discount on all future rounds and a $7 million cap – whichever is greater. If you’re an interested investor, you can learn more about this FlyMSG investment round on our WeFunder page or feel free to email me directly at mario@vengreso.com! | |||
| 03 Oct 2023 | Unleashing the Power of the Omnichannel Prospecting Strategy | 00:51:10 | |
Does this sound familiar? You've been told to send countless generic emails, hoping that one will catch the attention of your prospects. But instead, you're left feeling frustrated and defeated as your inbox remains empty and your sales winrates plummet. It's time to break free from ineffective actions and address the pain of wasted time and missed opportunities. Discover the power of an omnichannel approach tailored to individual prospect preferences and unlock the key to enhanced prospecting and increased sales deals. You Will Learn in this Episode:
About our guest:David Kreiger, founder of SalesRoads, has been in the sales game for nearly 17 years. He started his company with a vision to create a distributed workforce and build a remote inside sales team. With a belief that the core of selling lies in connecting with people, David aimed to recruit the best salespeople regardless of where they lived. Over the years, SalesRoads has worked with a wide range of companies, from seed stage startups to established organizations, helping them accelerate their sales and generate more top-of-the-funnel appointments. David's experience has taught him that while an omnichannel approach to prospecting is important, the phone remains the most powerful tool for connecting with prospects on a human level and truly understanding their pain points. In a cluttered digital landscape, the personal touch of a phone call can break through the noise and lead to meaningful conversations. By developing a solid strategy, understanding buyer personas, and crafting tailored messaging, sales professionals can enhance their prospecting efforts and drive more sales. So, if you're looking to improve your prospecting game, take a page from David's book and start dialing.
The key moments in this episode are:00:00:08 - Introduction, 00:01:33 - About SalesRoads 00:04:23 - Impressive Case Studies 00:05:46 - Fun Fact 00:06:27 - The Power of Phone Calls 00:15:23 - Understanding Persona-Based Messaging 00:16:41 - The Importance of Preparation and Practice 00:18:36 - The Role of Data in Sales Prospecting 00:21:44 - Creative Lead Generation Strategies 00:23:16 - Prospecting for Small Businesses 00:30:57 - The Importance of Personalization in Sales Outreach 00:32:24 - Customization vs Personalization Based on Team Size 00:34:10 - The PVC Sales Methodology 00:37:13 - The Importance of Patience in Sales Outreach 00:44:12 - The Power of Building Relationships 00:45:52 - The Challenges of Virtual Communication 00:46:21 - The Hardest Job in Sales 00:46:55 - Emerging Trends in Sales Development 00:49:26 - Best Way to Connect with the Guest Timestamped summary of this episode:00:00:08 - Introduction, 00:01:33 - About SalesRoads, 00:04:23 - Impressive Case Studies, 00:05:46 - Fun Fact, 00:06:27 - The Power of Phone Calls, 00:15:23 - Understanding Persona-Based Messaging, 00:16:41 - The Importance of Preparation and Practice, 00:18:36 - The Role of Data in Sales Prospecting, 00:21:44 - Creative Lead Generation Strategies, 00:23:16 - Prospecting for Small Businesses, 00:30:57 - The Importance of Personalization in Sales Outreach, 00:32:24 - Customization vs Personalization Based on Team Size, 00:34:10 - The PVC Sales Methodology, 00:37:13 - The Importance of Patience in Sales Outreach, 00:44:12 - The Power of Building Relationships, 00:45:52 - The Challenges of Virtual Communication, 00:46:21 - The Hardest Job in Sales, 00:46:55 - Emerging Trends in Sales Development, 00:49:26 - Best Way to Connect with the Guest, Build Lasting Relationships and Close More SalesThe podcast episode highlights the importance of forging strong relationships to achieve sales success. David Kreiger shares his experiences of gaining access to decision-makers by developing good rapport with key individuals such as executive assistants and receptionists. This rapport builds trust and paves the way for a deeper connection with potential clients, reducing the sales cycle time and increasing conversion rates. Maximize Prospecting Efforts with an Omnichannel ApproachAn omnichannel approach to prospecting is discussed throughout this podcast, emphasizing the need to tailor communication channels to each prospect's preferences for optimal results. The shift towards virtual phone systems and digital communication platforms like LinkedIn has created new opportunities for initial contact. Balancing these tools with traditional phone calls, according to David and Mario, can significantly maximize outreach and engagement efforts. The resources mentioned in this episode are:
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| 30 Jan 2024 | Lessons on Building a Strong Team Culture | 00:51:25 | |
Does it sound familiar to struggle with building a strong team culture within your sales team? You may have been told to simply focus on individual sales performance without considering the impact of team dynamics. This approach often leads to a lack of collaboration, communication breakdowns, and a decrease in overall sales success, leaving you feeling frustrated and unable to achieve your desired results. Do you want to create a team environment where collaboration and productivity thrive? Manoj Ramnani will reveal the key to establishing a cohesive and high-performing team culture. Discover the solution to fostering an atmosphere of unity and success within your sales team. Unlock the secret to cultivating a strong and effective team culture. Our gues today is Manoj Ramnani. His journey to building a successful company without taking any VC money is a testament to his resilience and determination. From the early stages of his career, Manoj recognized the value of fostering a strong team culture. It was during his first foray into entrepreneurship that he truly grasped the impact of a positive and driven team environment. Through the ups and downs of founding multiple companies, Manoj honed his ability to bring people together, instilling a sense of ownership and accountability within his teams. His approach to team culture goes beyond the conventional, as he seeks individuals who not only understand their failures but also learn and grow from them. Manoj's story is one of unwavering commitment to building a company where every team member is invested in the collective success, and his insights are invaluable for sales leaders navigating the complexities of team dynamics and culture.
Manjoj Ramnani, the CEO and founder of Sales Intel, has a proven track record of successfully establishing and growing businesses, with Sales Intel marking his fourth venture. Headquartered in the Washington, DC metro area, Sales Intel has achieved notable success without relying on venture capital funding. Specializing in providing data and intelligence solutions for go-to-market teams, Manjoj is committed to enabling businesses to build strong pipelines, increase win rates, and expand their account sizes. With a team of around 150 professionals, he is known for fostering a collaborative and innovative team culture. Beyond his professional pursuits, Manjoj's passion for flying and being a recreational pilot adds a unique dimension to his persona, reflecting his multifaceted expertise and interests. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Cultivating a strong team culture Understanding product market fit Overcoming early-stage challenges The resources mentioned in this episode are:
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| 06 Feb 2024 | From Lead to Loyalist: Effective Sales Email Communication, with Jason Kramer #259 | 00:57:45 | |
Attention Sales Professionals: Want to skyrocket your email response rates and engagement with prospects? Get ready for a game-changing solution that will revolutionize your sales email communication and drive incredible results. Stay tuned to discover how you can achieve this and transform your sales game. Uncover the shocking truth about the common mistakes in email communication that could be costing you valuable leads. Learn how to transform your approach and skyrocket your response rates. Stay tuned to uncover the unexpected secrets that will revolutionize your sales game. This is Jason Kramer's story: Jason Kramer's journey into mastering effective sales email communication stems from his early passion for communication, which he elevated to graphic design and verbal communication. With a robust background in marketing, communication, and advertising, he ventured into the realm of web development and marketing, where he gained invaluable experience in handling leads and managing the sales process. Jason's unique approach involves layering communication and advertising on top of data, particularly CRM, to drive enhanced results for companies. His focus on helping companies navigate the challenges of lead management and data segmentation has led to remarkable improvements in response rates and prospect engagement. Emphasizing the importance of a defined process and the right tools to manage it effectively, Jason's insights resonate with sales professionals seeking to elevate their email communication skills. Through personalized and customized strategies, Jason has effectively adapted to the evolving dynamics of sales communication, making him a trusted advisor for sales professionals looking to optimize their email outreach and engagement.
This week's special podcast guest is Jason Kramer Jason Kramer, the founder of Cultivize, brings a wealth of experience in marketing, communication, and advertising to the table. His expertise lies in leveraging data within CRM to help businesses effectively manage their lead nurturing process. With a focus on establishing meaningful connections with prospects, Jason's insights are invaluable for sales professionals looking to build stronger relationships with buyers. Through his practical approach and emphasis on defined processes, Jason provides actionable strategies that resonate with sales leaders and professionals. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering Email Communication Optimizing Sales Outreach Establishing Meaningful Connections The resources mentioned in this episode are:
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| 05 Jul 2023 | Maximizing Success with Digital Sales Referrals: A Guide with Mario M. Martinez Jr., #240 | 00:25:15 | |
Maximizing Success with Digital Sales Referrals: A Guide with Mario M. Martinez Jr., #240 As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. This shift from traditional methods towards more modern approaches has revolutionized how we engage with potential customers and generate leads. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies. We delve into the concept of digital referrals, emphasizing their importance in making warm introductions. We'll also explore how platforms like LinkedIn can be used effectively for networking and expanding your reach through personal connections. You’ll learn about securing successful digital referrals by establishing rapport before asking favors and tactfully expressing intent during communication exchanges. Finally, we'll provide tips on leveraging shared connections using LinkedIn's Sales Navigator tool and crafting strategic follow-up messages that resonate with your target audience. With these insights at hand, you're well-equipped to maximize the benefits of Digital Sales Referrals in your business strategy. The Evolution of Sales TechniquesSales techniques have come a long way in the digital age. Traditional methods are out, and modern strategies are in. It's a whole new ballgame. Transition from Traditional to Modern Selling MethodsGone are the days of face-to-face sales and cold calling. Gone are the days of face-to-face sales and cold calling, now replaced by a digital world where technology is king - from social media networking to email marketing, content creation, and SEO; connecting with customers online has become paramount. Say hello to social media networking, email marketing, content creation, and SEO. It's all about connecting with customers online. Impact of COVID on Sales StrategiesCOVID-19 turned the sales world upside down. With physical meetings and travel on hold, businesses had to adapt fast. Video calls and emails became the new norm. It's a virtual sales revolution. Research shows that video conferencing skyrocketed during lockdowns. We had to find new ways to connect. Sales pros had to level up their digital game to keep up with the times. Harnessing the Power of Digital ReferralsIn the digital era, sales techniques have had to adapt. Enter digital referrals. These online recommendations can help you secure new clients and expand your business network. Understanding Digital ReferralsDigital referrals are word-of-mouth recommendations made online. They come from satisfied customers, professional contacts, or even friends who believe in your product or service enough to recommend it to others. These endorsements carry weight because they're based on personal experiences and relationships. The process usually involves an existing customer sending a referral link or code to someone else. This person then uses the link when making a purchase or signing up, linking the referral back to its source. Importance of Warm IntroductionsA warm introduction is more effective than cold outreach methods like unsolicited emails or calls. A recommendation from someone trusted by both parties helps build immediate credibility. Salesforce suggests warm introductions can increase success rates by 80%. In today's interconnected world, leveraging our existing connections for growth opportunities has never been easier, thanks to social media platforms like LinkedIn. Tips For an Effective Digital Referral Strategy:
These strategies, combined with diligent follow-up actions, can greatly enhance the effectiveness of any digital referral program, leading to increased conversions and overall growth for businesses. Building Personal Connections OnlineIn today's digital age, building personal connections online is as important as in-person networking. The internet has revolutionized the way we communicate and interact with others, providing us with unprecedented access to potential clients or partners worldwide. Using LinkedIn as Your Digital RolodexLinkedIn, a professional networking platform, serves as an excellent tool for maintaining your business contacts - essentially serving as your digital Rolodex. With over 700 million users globally, LinkedIn is a great way to make contacts in multiple industries and locations. To make meaningful connections on LinkedIn:
Expanding Network Reach through Personal ConnectionsBeyond just adding people on LinkedIn, it's crucial to nurture these relationships. Engage with their posts or reach out directly via messages or emails. You never know when one of these connections might lead to a valuable referral. A study by LinkedIn Sales Solutions revealed that salespeople who excel at social selling are creating more opportunities - they're 51% more likely to hit quota than those who lag behind. This shows how powerful personal connections can be when used in sales strategies. Tips for expanding network reach:
The key here is authenticity. Genuine interactions will build trust and increase chances of receiving referrals because people prefer doing business with individuals they know and trust. Key Takeaway: Building personal connections online is essential in today's digital age, and LinkedIn serves as a valuable tool for maintaining business contacts. By creating a killer profile, engaging regularly, and nurturing relationships with existing connections, professionals can expand their network reach and increase the likelihood of receiving valuable referrals. Steps Towards Securing A Successful Digital ReferralIn this digital age, achieving a referral necessitates more than simply requesting one. You gotta build trust, establish rapport, and express your intent tactfully. Here's how: Establishing Rapport Before Asking For FavorsFirst, butter 'em up. Construct a rapport predicated on reciprocal esteem and comprehension. Engage with their content, join discussions, or slide into their DMs on LinkedIn. People help those they like, so make 'em like you. Expressing Intent Tactfully In Communication ExchangesNow, time to ask for that referral. Be polite, not pushy. Show appreciation, be clear about what you want, and offer something in return. It's all about respect and making your request crystal clear.
This approach shows respect and makes it clear what you're asking for. Win-win. Tips For Effective Communication On LinkedInLinkedIn is the place to be for professionals worldwide. To maximize the effectiveness of your LinkedIn presence, craft personalized connection requests. Here are some tips:
Check out this article titled "5 Templates That'll Make Writing the Perfect LinkedIn Message Easier" for more help. Remember, it's not just about one referral. It's about nurturing relationships for the long term. Keep 'em beneficial for both parties. Utilizing LinkedIn Sales Navigator For Effective NetworkingThe digital age has transformed the way we do business, and LinkedIn Sales Navigator is at the forefront of this revolution. This powerful tool allows you to tap into your existing network, expand your reach, and secure more referrals than ever before. Leveraging Shared Connections On LinkedIn Sales NavigatorReferral programs are essential in today's competitive landscape. With LinkedIn Sales Navigator, you can identify mutual contacts between yourself and potential customers. This feature provides a unique opportunity for warm introductions that make referral marketing programs essential. A referred customer often comes with an inherent level of trust, shortening sales cycles. By leveraging shared connections, you're not only reaching out to new prospects but also strengthening relationships with your existing customers who are making those introductions. Crafting Strategic Follow-Up MessagesIn addition to identifying shared connections, it’s crucial to craft strategic follow-up messages as part of your referral process. Personalize your messages based on what you know about each prospect from their profile or any prior interactions.
To maximize success using LinkedIn Sales Navigator (or any other networking platform), always offer incentives when asking for referrals from existing contacts. Motivate them towards action with discounts on future purchases or exclusive access to new products/services. And don’t forget, provide exceptional customer service throughout every stage of engagement to foster long-term loyalty among both current and prospective clientele alike. Key Takeaway: LinkedIn Sales Navigator is a valuable tool for networking and securing referrals in the digital age. By leveraging shared connections, crafting strategic follow-up messages, and offering incentives to existing contacts, knowledge workers can maximize their success in generating sales leads. FAQs in Relation to Digital Sales ReferralsWhy use referrals in digital marketing?Referrals are a powerful tool in digital marketing because they leverage the trust and credibility established between individuals, leading to higher conversion rates. Learn more about the power of referral marketing. What are the statistics about referrals in sales?Sales statistics show that referred customers have a 16% higher lifetime value and are four times more likely to refer others. Check out these referral marketing statistics. What is a digital referral?A digital referral is an online recommendation from one person to another, often facilitated through social media platforms or email. Learn more about Digital Referrals. What is the referral rate for digital marketing?The average referral rate for businesses using online programs ranges from 2% - 5%. Read this article on Digital Marketing Referral Rates. ConclusionUnderstanding the evolution of sales techniques and harnessing the power of digital referrals are essential for success in today's business landscape. Build personal connections online through platforms like LinkedIn and secure successful digital referrals to tap into a vast network of potential clients and partners. Utilize tools such as LinkedIn Sales Navigator to enhance networking efforts by leveraging shared connections and crafting effective follow-up messages. Embrace digital sales referrals to expand your reach and generate more opportunities in the modern marketplace. | |||
| 28 Dec 2021 | Modern Selling Tips for 2022 with Dan Tyre, #195 | 00:43:19 | |
The 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 genius, Dan Tyre, in this episode of the Modern Selling Podcast. Dan Tyre, Director at HubSpot is one of the leading inbound marketing and sales experts on the planet. As a member of the original team in May of 2007, Dan has led the recruiting, training, and growth of HubSpot's sales team with vigor. Before HubSpot, Dan worked at four other startups of note: Businessland, as Area Director; ALI Technologies, as Founder & CEO; CelebraTech, as Co-Founder and VP of Sales; and Groove Networks, as Regional Manager. Dan’s infectious high energy, especially when he talks about ‘marketing’ is why I am so excited to welcome him as a guest on the Modern Selling Podcast. Download the full episode and get a taste of Dan’s genius as he discusses the top sales strategies to use in 2022 to crush prospecting and better convert leads into loyal customers. How has Sales changed since 2020?I’ve seen a rapid evolution, here at Vengreso, with more and more companies seeking out our digital sales training courses such as Modern Sales Mastery for Teams. However, I wanted to hear Dan’s insights and better understand the shifts he’s seen happening and what he anticipates to come next in the world of sales. Dan shares, “I’ve read that over 1M sales jobs will disappear in the next 18 months. With the Great Resignation, the way that companies do business will have to change. Sales are no exception to this either. So, it’s a must now than ever before to know how to be a better salesperson in 2022.” With my own sales teams, I’ve placed a heavy emphasis on making our sales calls, even if they are through Zoom, as interactive and engaging as possible. Modern buyers are much more sophisticated and skeptical than before, so finding ways to connect digitally with leads is critical to the success of the modern seller. Dan agrees, “Today we have to contend with the empowered buyer. This is someone who has done their research before they ever talk to a salesperson. They're going to know more about the basics of what they're looking to buy than they've ever had before and salespeople have to be ready to field in-depth questions.” Listen in to the conversation to hear what free sales resources Dan suggests that sales leaders have their teams complete to be successful in 2022. How to Win with Inbound SalesWhen it comes to finding data-driven ways to improve the sales process, Dan is the leading expert on what works and what will work well into the future. So, I asked him to share his expertise and insights on how sales teams can master the inbound sales process. Dan’s unique six characteristics of a winning sales process is something we all should study and look to implement as soon as possible:
Dan provides a host of other tips and strategies you won’t want to miss. Tune into the full episode to hear his sales advice and what you should be doing now to stand out in your sales conversations. Strategies for Prospecting in 2022While we were on the discussion of what’s likely to work in the future, I wanted Dan to share his perspective on prospecting. I know at Vengreso, over the past four years when we surveyed sales professionals, prospecting has continually been ranked as the hardest part of the sales cycle. In fact, out of 1,295 sales reps polled in November 2021, 69% of them said that prospecting was the most time-consuming step. So, I was curious to hear Dan’s advice based on his 40+ years of sales experience. The guidance he shared is very similar to what I teach our new sales reps in their onboarding training. Dan suggests that when prospecting, especially during cold calling to:
Be sure to download this episode of the Modern Selling Podcast to learn more about the Sales Flywheel and why it can be a key differentiator for your sales teams in 2022. | |||
| 31 Jan 2023 | Hyper Growth Enablement with Jerry Brooner, #228 | 00:45:25 | |
What’s the formula for building a hyper growth organization? This has been a hot topic for debate in many business circles. Because the key to tapping into accelerated growth often starts with understanding your audience, your market, and where you can enable your teams to exploit competitive advantages. All of this is easier said than done, but when done right, building in the key pieces you need to unlock hypergrowth can empower your sales teams to close more deals and transform passive buyers into lifelong superfans. In this episode of The Modern Selling Podcast we explore the concept of hypergrowth enablement, what it is, how leaders can effectively spark it within their organizations, and what specific strategies are needed to build a hypergrowth focused company. Our guest for this episode, Jerry Brooner, is the leading thought leader in this space and has worked with top technology companies to help them tap into incredible, exponential growth – while also serving their customers well. Jerry Brooner is the President of Global Field Operations at Enable, a collaborative rebate management platform that helps manufacturers, distributors, and retailers take control of their rebate programs and turn them into an engine for growth. He has over two decades of experience as a high-growth global enterprise SaaS technology executive. Previously, he was the former Chief Revenue Officer at Scout RFP, and has built high growth teams at Dropbox, SAP, Callidus, and Siebel Systems. Download the full episode to hear firsthand what Jerry believes is the winning formula to spur hypergrowth for any organization. Why is hyper growth enablement important?Enablement is a word that is often thrown around, especially in sales circles. I wanted to hear Jerry’s take on what the real power in enablement is and why he sees it as the core of being able to create hyper growth. His insights are eye-opening, “ I think enablement is very underutilized and often overlooked, especially at startups. Companies are spending tens of millions of dollars to recruit top talent, but once they’re hired they get very little support to be successful. This model is flawed. Enablement is about getting your people excited about their work and equipped with the right tools, resources, and support to be successful on day one – if not before.” And, it’s this concept of what you do before a new hire starts that sheds new light on the onboarding process for me. Jerry follows a simple, yet highly effective onboarding process that goes as follows:
This is such an effective strategy – Education, Expectations, and Empowerment – because here at Vengreso we employ a similar model and find that it accelerates onboarding and our reps and SDRs that do this are much more successful – faster. How does diverse hiring drive enablement?We hear it all the time – increase diversity in hiring to produce a more innovative organization. I was curious to get Jerry’s perspective on the role that diverse hiring has for enablement and establishing a hyper growth company. He shares, “Diversity in hiring is super important. But, the key is not just racial, ethnic, or gender diversity. You want to also have diversity in where and what industries you hire from. We recruit people from a much wider industry background than most companies do – by design. For example, if we know we’re going after a lot of manufacturing customers, we’ll go out and hire people who have worked in manufacturing because they understand the industry.” This is such a novel approach to diverse hiring. Jerry makes a powerful point! If you want to better serve or prospect a particular customer or industry, it would make total sense to recruit sales people who may have worked in those industries because they will know that industry, inside and out. Listen into the full conversation to hear what other unique ways Jerry recommends hiring so that your team will be primed for hyper growth. What key metrics and KPIs should you track for hyper growth?In sales, metrics are everything. My motto is: If you’re not tracking it, then you can’t improve it. Jerry agrees and outlines some key metrics he monitors within his organization to ensure that they’re exponentially growing. “The most important part about metrics is that they need to apply to everyone in the organization. Your KPIs need to also make sense for each position or role within your company – all the way up to the VP level as well. Because the power of metrics is it helps you to keep the pulse on what’s working, what’s not and where exactly you need to focus your attention to see improvements.” One thing that Jerry highlighted that I found to be profound was the lack of VP or Director level interactions with customers. He finds (and my experience also validates this) that when more levels of your sales team get involved with a prospect, you’re more likely to close the deal. I mean imagine what it would mean to a prospect to have the company CEO personally reach out to answer their questions. It seems like a simple task – but so many companies don’t do it. In our conversation, Jerry also goes through the six high value activities he focuses on to spark rapid growth. Be sure to listen to the full episode to hear these gems and hear why Jerry says it takes 98 of these high value activities to close a single deal. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 23 Jul 2024 | How to Craft Memorable and Effective Slide Decks | 00:52:12 | |
If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone! Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever. Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth. This is Tom Martin's story, our special guest for this week: Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations. In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches. The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers. Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention. His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Sales Presentation Design and Delivery In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches. Enhance Your Professional Presentations The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills. The resources mentioned in this episode are:
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| 01 Oct 2024 | Email Expert tells you what you're doing WRONG with your Email Strategy | 00:53:50 | |
Discover the unexpected family connection behind the email marketing expertise. Dive into Sujan Patel's journey to success and how he and his cousin are taking the entrepreneurial world by storm. Don't miss this surprising revelation! Want to enhance your cold email strategies and increase engagement? I've got the solution to help you achieve just that. Let's dive deep into optimizing your email game for maximum impact. Get ready to level up your email engagement like never before! Outbound Prospecting Best Practices This is Sujan Patel's story: Sujan Patel's journey into the world of modern cold email strategies is a testament to his fearless approach to life. From breaking bones in high school to skydiving and even jumping out of a crashing plane, Sujan embodies the spirit of perseverance and fearlessness. His introduction to the power of effective cold email strategies came through his extensive experience as an entrepreneur and his role at Mailshake. With over 20 years of experience in marketing, working with numerous SaaS, e-commerce, and tech companies, Sujan recognized the need for a different approach to reaching potential clients. This realization led him to delve into the world of cold email strategies, leveraging his expertise to navigate the evolving landscape of email engagement. Sujan's unique journey not only showcases his adventurous spirit but also serves as an inspiring backdrop to his mastery of modern email engagement techniques.
My special guest is Sujan Patel Sujan Patel, the co-founder of Mailshake, joins me in this episode. With over nine years of experience, Mailshake has engaged with 60,000+ users and sent hundreds of millions of emails. Sujan's expertise in sales, productivity, and sales messaging makes him a domain thought leader. Apart from being an entrepreneur for the last 20 years, he has worked with various SaaS, e-commerce, and tech companies. Sujan's insights and data-driven strategies promise to enhance your cold email game. So, get ready to dive into optimizing your cold email strategies with us. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering Cold Email Strategies Harnessing AI for Personalized Email The resources mentioned in this episode are:
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| 01 Apr 2022 | Catch The Big Fish with the Right Sales Cadence with Priya Sachdev, #204 | 00:52:50 | |
It’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 episode of the Modern Selling Podcast with one of the greatest minds in sales. Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso’s Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital transformation services as well as serving for 13 years at Miller Heiman Group, where she was the Enterprise Sales Transformation Leader, responsible for consulting with clients globally in sales transformation. In addition, she served as the Vice President of APAC where she was instrumental in overseeing, accelerating, and delivering sales training, methodology, and consulting to the APAC region. If that wasn’t enough, Priya has been named as one of the top 25 Most Influential Women in India by CEO Magazine and recognized as one of the 10 Successful Women to Watch by Insights Success. Make sure to tune in to the full conversation to see the specific sales cadence and prospecting strategies are working now to book more meetings, fill pipelines, and get to a sale even faster! How Do You Get to the First Sales Conversation?Going from a cold outreach message to a sales call is often the hardest part of the entire sales cycle. That’s why when we polled almost 1,300 sales professionals, 69% of them acknowledged that the most challenging part of their work was getting the first conversation. At Vengreso, we created a full prospecting guide with our unique PVC methodology that walks through the secret formula we’ve found that works to engage prospects with EVERY message. So, I was curious to hear Priya’s perspective on what sales reps can do to lower the barrier to entry and get to a sales call faster. She shares, “we’re in a sales pandemic and the biggest problem with prospecting is that sales reps are not following through. The sales cadence and the sales channels used are not right for the target audience.” I’ve seen in my 20+ years of sales that follow-through is everything if you want to close big deals. But, all too often, sales leaders overemphasize quantity over quality, which leaves lots of money left on the table. Join the conversation and download this episode to learn more about what’s working to get prospects to lean in with the first message. What Are the Best Channels for Prospecting?In today’s hyperconnected world, there are so many ways that we can reach and engage with prospects. From social media to email, to SMS, to phone calls – we’re not short on channels to choose from. However, so many sales reps focus on one channel and never diversify their approach. Studies have found that when you use one channel you can expect about 10% engagement. If you add a second, third, or fourth channel to reach prospects, then you can increase your engagement by 400%! That’s why at Vengreso, we take a multi-channel strategy that includes four key parts of our sales cadence:
In my conversation with Priya, we dive deeper into how to implement each of these channel strategies to increase prospecting success. This part of the conversation alone can be game-changing if you’ve been struggling to get higher prospect engagement with your current sales cadence. Get a pen and paper ready and listen to the episode now. Pay particular attention to the first 15 minutes for actionable insights that you can apply today to your sales cadence to produce better results – without adding extra work. How Should You Use Sales Automation Tools?This can be a tricky question to answer. Because although automation can help to streamline processes and increase your sales productivity, it can also be the reason sales reps aren’t closing deals. Modern B2B buyers are savvy enough to know a personalized message from an automated response. Personalized messages get responses back. Automated, generic messages do not. It’s really that simple. But, automation does still have its place in the sales process. Using powerful tools like FlyMSG can be great to make it easier for you to quickly personalize your sales messages. In addition, leveraging LinkedIn’s Sales Navigator can give your sales teams incredible insights into which connections to make, who to engage to get to a sales call, and what personalized bits of information you can insert into your messages. Modern seller beware! Sales tools are only effective when you know how to use them properly. As I always say, “a fool with a tool, is still a fool.” This is why having the right sales training and using sales tools in the right parts of your sales cycle are so critical. Make sure to listen to this episode to hear what unique strategies we’re using at Vengreso to land bigger deals, increase our prospecting success, and make the B2B selling process seamless! | |||
| 11 Jun 2024 | How the Best SDR Programs Develop Top Talent | 00:58:02 | |
If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone! Have you heard the myths about building successful SDR BDR teams? Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team. In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals. From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration.
Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams. Skills you will learn in this Episode:
The key moments in this episode are: Timestamped summary of this episode: Crafting Irresistible Sales Email Frameworks for Maximum Impact Mastering the Art of Building High-Performing SDR BDR Teams Accelerating Your Sales Development Career Progression The resources mentioned in this episode are:
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| 16 Jan 2024 | Sales Compensation That Drives Results: Elements of Winning Plans | 00:51:53 | |
If you're feeling frustrated because your current hiring process is only bringing in mediocre sales talent, then you are not alone! You may already be spending countless hours sifting through resumes and conducting interviews, only to end up with sales professionals who lack the drive and results you need. Instead of seeing a boost in sales team performance, you're stuck dealing with underperformers who are holding your team back. It's time to make a change and attract the A-level sales talent your team needs to succeed. In this episode of The Modern Selling Podcast, Doug Dvorak, Motivational Sales Speaker, Trainer & Sales Performance Coach, shares his insights on attracting A-level sales talent. Doug is one of the most well-traveled keynote motivational speakers available today. Doug has earned his spot in the motivational speaking hall of fame. He has also been inducted into the International Who’s Who of Professional Speaking. Doug Dvorak's journey from being a seasoned sales representative to a leader in sales talent acquisition is a compelling narrative of resilience and vision. His career spans the burgeoning era of the Internet, selling data communication products, to leading global sales teams in the realm of manufacturing enterprise software. Doug's story is a testament to the fact that attracting A-level sales talent is not just about skill; it's about creating an environment that resonates with top performers. His journey encapsulates the essence of perseverance and a relentless pursuit of excellence in sales talent acquisition.
This week's special guest is Doug Dvorak, the founder and managing principal of the Sales Coaching Institute, bringing with him a wealth of experience as a professional sales representative and keynote speaker. Having spearheaded sales of data communication products, web browser technology, and enterprise software to global giants such as IBM and John Deere, Doug's expertise in attracting and retaining A-level sales talent is unparalleled. In this episode you will learn to:
The key moments in this episode are: Hire and Retain Top Sales Talent Attract A-Level Sales Professionals Power of Sales Assessments
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| 16 Apr 2024 | Integrating AI to Automate Tedious Tasks | 00:53:08 | |
Are you ready for this? You won't believe what our CEO and founder revealed about the unexpected secrets behind successful sales processes. Find out how integrating AI has transformed the way sales professionals engage with customers and boosted their efficiency. But that's not all—there's a game-changing tool that's revolutionizing sales prospecting. Want to know what it is? Keep listening to unlock the full scoop on this modern selling podcast. AI Integration for Sales Efficiency In this episode of The Modern Selling Podcast, Mario Martinez Jr. shares his journey from a Ritz camera center to becoming a leading sales professional. Through his personal experiences, Mario emphasizes the importance of customer-centric sales and the evolving landscape of sales tools, particularly the integration of AI. He delves into the significance of using AI-assisted tools for personalized and efficient sales engagement, shedding light on the value of human-assisted AI in sales interactions. Mario's insights and practical examples offer valuable lessons for sales professionals seeking to enhance their processes and drive improved efficiency. His genuine enthusiasm for the field of sales and dedication to embracing new challenges serve as an inspiration and testament to the potential for growth and success in the dynamic world of sales. If you're looking to integrate AI into your sales processes for improved efficiency and personalized customer engagement, this episode provides valuable insights and practical strategies to help you navigate the evolving sales landscape and enhance your sales efforts.
In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Effective Sales Prospecting Techniques Productivity with Text Expander The resources mentioned in this episode are:
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| 15 Dec 2021 | AI-Powered Sales Enablement with Howard Brown, #194 | 00:55:16 | |
The 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 equipped with more customized sales solutions than ever before. Exactly how innovative sales enablement technology can be leveraged to shift the capabilities of sales teams is the topic of discussion in this episode of the Modern Selling Podcast. My guest, Howard Brown isn’t just a sales visionary, but his company is truly redefining how we collect, process, and analyze sales data to generate higher customer engagement and ultimately sales revenue. If you’re a sales enablement leader who is looking for ‘that’ next level tool or strategy to accelerate the development of your sales team, then this is not an episode to miss! Howard Brown is the founder and CEO of Revenue.io, a technology solution that powers sales, customer success and marketing teams, to deliver better performance with real time guidance and intelligence. As a three-time entrepreneur and former clinical psychologist, Howard's thought leadership on sales, entrepreneurship and artificial intelligence has been featured on Bloomberg TV, FOX Business, Forbes, Cheddar and elsewhere. Howard is also a faculty member of the Revenue Enablement Institute and was named one of the 100 Most Intriguing Entrepreneurs by Goldman Sachs. That’s why I couldn’t be more excited to bring his incredible sales genius to the Modern Selling Podcast. Listen in to the full conversation to see how AI-powered tools like Revenue.io are giving sales teams an unshakable advantage to not just sell better, but to also be more effective with their sales training. How to Create The Exceptional Customer ExperienceIn previous episodes of the Modern Selling Podcast, we covered the importance of creating an exceptional customer experience. But, I was curious to hear Howard’s perspective as it relates to the data that his company sees everyday. Howard explains, “I think that companies have lost focus on putting the buyer at the center of the sales conversation. After all, they have unlimited choices, so everything usually comes down to an exceptional customer experience. But, the challenge becomes how do you provide your sellers, your support team, your marketing team, and your employees with the tools and insights they need to make an exceptional customer experience possible – every time?” That’s the precise question that at Vengreso we strive to answer with our Modern Sales Mastery Course for Teams. It’s our view that by honing in on your customer personas that you can craft highly personalized customer interactions that not just convert prospects into customers, but that also nurtures and builds amazing customer relationships. The key, like Howard alludes to, is in building a robust and shared sales enablement strategy to coordinate all the pieces of data, insights, tools, and resources across all of your customer-facing departments. Jump into the episode and pay close attention to the 13-minute mark in the conversation to hear how Revenue.io meets the unique new challenges facing today’s modern seller. The Emerging Role of Revenue OperationsAs the selling landscape has changed over the past 18 months during the pandemic, it has been interesting to see how sales organizations have tried to adapt. Here at Vengreso, as a digital sales training company, we were able to easily expand our video trainings, like our Video Sales Mastery, to help companies make the pivot from in-person to virtual sales training. However, there is still a growing challenge for so many organizations related to translating new training into new selling behaviors that move the needle and get results. This is no different as we go up the sales hierarchy to the C-level teams. So, I wanted to get Howard’s perspective on the growing importance of the Chief Revenue Officer and where he sees this role going in the near future. “To be successful, a Chief Revenue Officer (CRO) must have a strong grasp of sales, marketing, operations, and customer success and how they all work together,” Howard shares. “Too often, companies promote someone to CRO without ever considering if they fully understand all of the components that drive and can influence revenue.” That’s why in my perspective, the best CROs are those that have been VPs of sales and have an intimate understanding of the customer, the sales and marketing process, and how precisely to enhance everyone in the process to perform. Download and listen to the full episode to hear the three things Howard says every CRO must do to remove siloed reporting and analytics to scale their sales growth. The Biggest Sales Enablement Challenge & How to Solve ItIt’s always difficult to find qualified sales professionals that have the skills they need coming in the door to dominate in a virtual selling environment. Add to that the extensive onboarding and training process that goes into getting a new sales rep ready to sell – there’s never enough time for sales coaching. I’ve seen here, at Vengreso, even with the extensive amount of coaching and on-the-job training we provide with our Modern Sales Mastery program, it still takes us 4-6 months to get a sales rep ready to handle the entire sales cycle from prospecting to deal close, on their own. But, with new AI-powered technology like Revenue.io, I wanted to hear Howard’s insights into what sales enablement leaders and sales managers can do to lower the sales learning curve. Howard shares, “In order to do this ‘right’, you can’t just have anyone coach your sales reps. You want to look at ALL of the engagement data, the supervisory data, the coaching data, and take the outcome data to truly optimize and figure out what’s working and what’s not working. With Revenue.io, we get so granular with our data that we can tell you which coaches or sales managers are actually making their sales reps better and which ones are doing more harm.” This is such an incredible level of visibility that hasn’t been available before! And, by tracking coaching effectiveness across your organization, this becomes a much-needed resource that sales enablement leaders can use to maximize their team’s success. Join the full conversation and hear the unique coaching strategy we use at Vengreso to get our sales reps onboarded faster and ready to book more meetings and close more deals. | |||
| 24 Jan 2023 | Building Resilient Leaders & Performance Teams with Sebastian Schieke, #227 | 00:49:21 | |
What do you do when faced with change? How do you handle conflict? What ways do you nurture the different personalities on your team? All of these are questions that sales leaders must navigate on their journey to inspire and motivate their teams. But, all too often, the focus for sales is on meeting quotas or constantly outperforming the competition, that the “softer” skills of leadership get left by the wayside. And, with trends like Quiet Quitting becoming the norm, how sales leaders manage and lead are quickly becoming a hot topic of conversation to curb employee turnover. In this episode of the Modern Selling Podcast we dive into the importance that sales leadership plays and what sales leaders should be doing to build up their teams for success. Our guest, Sebastian Schieke, is one of the leading experts in understanding the new era of leadership and the best way to engage, motivate, and train teams to not just hit quotas but to excel as sales professionals. Sebastian Schieke is a leadership mentor, entrepreneur, speaker, author, and angel investor. As a digital enthusiast, he has witnessed disruption in businesses in the past twenty-five years, and seen the need for more great leaders in the ever-changing world. Sebastian is dedicated to making a positive impact by empowering motivated individuals and organizations to become exceptional entrepreneurs. Tune into this episode to hear firsthand what Sebastian recommends leaders do today to step up to the new leadership challenge and position their sales teams to thrive. What Is Resilient Leadership?Sebastian is most known for the concept of “Resilient Leadership”. So, I wanted to better understand what it is and how it can be applied to B2B and B2C organizations. According to Sebastian, resilient leadership involves responding to what he refers to as VUCA: Volatility – we live in a world of constant changes that require us to adapt in new ways. Uncertainty – we have to learn how to expect and accept uncertainty as a permanent way of life. Complexity – we operate in environments that are integrated, interconnected, and highly complex networks of connections and relationships. Ambiguity – we must learn how to get things done when we don’t always have the best data, the right answers, or the needed resources. Bottom line… As leaders, it is our responsibility to remain agile and flexible to adapt to what changes come our way, not only in the world, but also within our businesses and teams. And, it is within this space of needing to accept and be comfortable with change that leaders must develop a strong sense of resilience, so they can adapt while also reaching their goals. Download the full episode to hear how you can elevate your leadership style to be more resilient and aligned to excel even in the face of change. Why Is Resilient Leadership Needed?A recent McKinsey survey found that 86% of employees turn to their leaders more than public officials for guidance on how to navigate times of uncertainty. That means that as a leader, you truly do set the tone for the type of culture you have within your team and larger organization. And, since your teams are looking to you for continual guidance, support, and direction, how you respond is super critical. Sebastian shares his thoughts, “A resilient leader shows that even despite uncertainty, they always know how to find a way to get access to the resources they need. When you set this as the standard or example, it trickles down throughout all the levels within your company – from your executive teams, to your team leads, down to your individual employees.” Another way of looking at this is that resilient leaders are not afraid of change because they recognize that it is change that creates productivity, growth, and innovation. And, it is through this understanding of knowing why uncertainty and change is such a blessing that sets resilient leaders apart. As Sebastian adds, “It's so important to make sure to do things wrong because only through failure can we learn and can we build our muscle of resilience and persistence. Knowing the power of failure and giving your teams the space to make mistakes is how you build high-performing teams.” Listen into the full episode to dive deeper into the key benefits that resilient leaders bring to their teams and the role all of this plays in enhancing your team’s performance. How do you build high performance teams?In my 20+ years as a sales leader, knowing how to lead teams effectively has been one of my strongest assets and skill sets. Sebastian has a unique perspective on high performance teams and what it takes in this resilient leadership model to build teams that are positioned for success. He shares his insight, “As a resilient leader who wants to create high performance as a standard, you must be a great communicator so you can generate buy-in. Buy-in is critical to all you do as a leader.” In addition, Sebastian outlines three (3) key components to nurture, as a leader, in order to create high performing teams. They are: Behaviors – Identifying the behaviors and personalities in your team makes it easier for you to know how to navigate team dynamics to meet each person where they are. This is essential so that as the leader, you’re able to bring people together in a synergistic way to reach your goals. Motivators – Understanding what motivates the people within your team is how and why high performing teams are so successful. Motivators can be money, prestige, recognition, community service, etc. The important thing is to get clear on what motivates people within your team to take action and build this into your overall team structure. Critical Thinking – Giving your team members (individually and collectively) the ability to make mistakes and reason through decisions is such a much-needed skill that so many leaders don’t allow their teams to acquire. It is through this that you’re able to build a sense of independence so that your team won’t only be high performing, but also self-governing. Download the full conversation to learn more about resilient leadership and hear the 3-step system Sebastian recommends using to increase your team’s performance. | |||
| 11 Apr 2023 | The Evolution of Selling: Buying, AI and the Impact of Enablement on Sales with Ketan Karkhanis, #234 | 00:46:41 | |
The Modern Selling Podcast Episode #234: The Evolution of Selling: Buying, AI and the Impact Enablement on Sales with Ketan Karkhanis. In recent years, the world has witnessed a tremendous shift towards an all-digital way of doing things, especially after the Pandemic. From remote work to virtual meetings, the digital age has changed the way we do business. In this new era, web pages have become the main selling point for any company. With the rise of Artificial Intelligence (AI), web pages can now be personalized to cater to the specific needs of individual buyers. This personalized approach to selling has proven to be highly effective, and it is revolutionizing the way companies approach sales. | |||
| 13 Feb 2024 | The Art of "And": Using Language to Build Agreement in Sales | 00:53:21 | |
Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game! Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away. Meet our guest: This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales. Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations. I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape. Enhance sales conversations In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Master Neat Selling technique Ace negotiations with procurement The resources mentioned in this episode are:
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| 29 Aug 2023 | Mastering Leadership in a Changing Business Landscape with Brad Eisenthuth, #244 | 00:51:37 | |
In a world where career paths are often linear and predictable, one man's journey took an unexpected twist. From the rough and tumble world of rugby league to the intricate world of business operations, Brad Eisenthuth's path was anything but conventional. But it was this winding road that led him to discover his true passion: leadership and culture. Now, he uses his unique experiences and broad knowledge to help organizations navigate the complexities of leadership in a rapidly changing business environment. Curious to know how this unexpected twist shaped his perspective and ultimately led him to where he is today? Stay tuned for the surprising revelations ahead. If you're feeling frustrated and overwhelmed by the constant changes in the business landscape, and finding it difficult to navigate the complexities of leading in such a rapidly changing environment, then you are not alone! Many business leaders like yourself are struggling to achieve the desired results despite their best efforts. They may be relying on outdated strategies and approaches that no longer work, and as a result, they are unable to effectively lead their teams and drive organizational success in this new era. My special guest is Brad Eisenthuth. Welcoming the dynamic Brad Eisenthuth, a business leader with a rich and varied professional repertoire. Tracing his journey from a professional rugby player to the realm of executive search and now, entrepreneurship, Brad brings a wealth of knowledge to the table. As the Founder and CEO of The Outperformer, he develops and deploys strategies for global organizations and SMEs, optimizing corporate culture and operational effectiveness. Brad’s approach to leadership is distinguished by his focus on maintaining resourceful thinking amid constant change – a testament to his ability to navigate and lead in an ever-evolving business environment.
In this episode, you will be able to:
Explore Leadership Dynamics Discern Leadership Difficulties Grasp Impacts of Unaddressed Biases The resources mentioned in this episode are:
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| 28 Feb 2023 | Navigating B2B Sales in Uncertain Times with Kate Kesby #230 | 00:46:19 | |
| 16 Jul 2024 | From Photo Finisher to Sales Star: Mario Martinez's Journey to Sales Leadership | 00:35:50 | |
Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for. Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode. On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks. His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity. You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement.
Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems. In this episode, you will be able to:
From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths. The key moments in this episode are: Timestamped summary of this episode: Want to increase your productivity by saving 20 hours a month and boost your sales engagement? We've got the solution to help you achieve just that. Let's dive into the game-changing productivity tool that's revolutionizing the way sales professionals work. Mario Martinez Jr., the visionary behind Vengreso and FlyMSG.io, shared an intriguing anecdote about his unconventional entry into the world of sales during this recent podcast episode. Recalling his days at Ritz Camera Centers, Mario vividly recounted a pivotal conversation with his regional manager, Hunter Anderson. This insightful exchange unveiled Mario's natural flair for sales, as Hunter scrutinized his remarkable sales figures and recognized his innate ability to empathize with customers and provide effective solutions. Mario's journey, from a part-time photo finisher to a sales associate, highlights the profound impact of recognizing and nurturing innate talents. This captivating narrative delves into the idea that sometimes, our true calling unfolds unexpectedly, revealing latent abilities that shape our professional trajectories. Mario's story serves as a testament to the transformative power of recognizing and leveraging inherent skills, leading to an inspiring career journey that resonates with aspiring sales professionals. The resources mentioned in this episode are:
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| 18 Jun 2024 | Supercharge Your Sales Cadence with AI-Assisted Prospecting | 00:57:22 | |
Struggling to book more sales meetings and increase productivity? Tired of ineffective prospecting methods that don't yield results, leaving you feeling frustrated and overwhelmed? If you're ready to boost your productivity and engagement, it's time to discover the game-changing AI tool that's transforming sales workflows. Join us as we uncover the secrets to streamlining your sales process and boosting your results. Want to know how to supercharge your sales productivity and engagement? We've got the solution for you to achieve just that. Let's dive into the game-changing AI tools that will skyrocket your sales success. Sound good? In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives into the benefits of using AI to enhance sales productivity. Mario draws from his extensive 27 years of experience in B2B sales to shed light on the challenges faced by sales teams and the potential of AI in addressing these obstacles. He emphasizes the importance of personalization and value-driven engagements in the prospecting process, urging sales professionals to prioritize referrals and relationship-building. Mario also delves into the role of AI in streamlining workflows, highlighting the need for a balanced approach that leverages technology while maintaining human-to-human interaction. Throughout the episode, Mario shares practical insights and actionable strategies, making it a valuable resource for sales professionals looking to boost their productivity with AI. Whether you're seeking to refine your prospecting efforts, optimize sales engagement, or explore the possibilities of AI in sales, this episode offers a fresh perspective and practical advice to help you elevate your sales game.
In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Master Effective B2B Sales Prospecting Uncover the Power of AI Unlock the Secrets to Building Connections The resources mentioned in this episode are:
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| 12 Oct 2021 | The New Wave of Modern Sales Engagement with Michael Labate, #187 | 00:49:43 | |
Sinking 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 with the one and only Michael Labate to get a digital front row seat to the incredible social selling tools, strategies, and insights he’s using to 3x the sales conversations of his team. Michael Labate, North American President of Intellias has a remarkable career spanning over two decades in various industries including Technology, Banking, and Sales & Marketing, serving midsize and large enterprise clients. Combining his extensive business background with his Executive MBA from Northwestern University’s Kellogg School of Management, Michael was instrumental at SAP, and, now Intellias, in establishing profitable revenue-enabling and revenue-generating business activities across regions with a focus on digital sales strategy, innovation, go-to-market, and operational excellence. The incredible insights Michael shares in this episode are exactly what sales leaders need to quickly gain an insider's advantage to master the art of social selling. Download this episode so you can hear how mastering social selling can land sales teams 100% better leads for 50% of the cost. How to adapt to remote selling the right way.The pandemic has changed how sales leaders are approaching customer touchpoints, for the first time in some organizations. So, I was curious to know what Michael has seen emerging in this space and what Intellias, a global enterprise, has done to adapt to remote selling. Michael shares, “If the pandemic did anything, it accelerated what I call social selling – it's broader than just social – it also includes the social tools and technologies behind doing this… For Intellias, it was a major adaptation we had to make. There was some of this in place, but never implemented in the North American market.” Even for sales teams with large technology budgets, it can be challenging to make that shift to more social-driven outreach in the current virtual selling world. Plus, without the right digital transformation training, many sales leaders have a host of remote sales tools and strategies but lack the clear vision to know how to execute. Michael encountered a similar challenge with moving Intellias into leveraging social selling. He solved that with mandatory sales leadership training, like the courses we offer here at Vengreso, for example, our Modern Sales Mastery program. “We had to establish baselines to see how well we were actually doing. We noticed very quickly, with doing online engagement, that being proactive and moving the conversation from email or phone call to social platforms that we started seeing a significant uplift in our results. But, we had to invest in training first.” Tune into the full episode to hear what Michael recommends that sales leaders and executives do before making the remote selling leap. Does remote selling work for every customer segment?At Vengreso, we always promote hyper-personalization in sales – no matter the client, like we do following our PVC sales methodology. And, I was curious to hear Michael’s approach and if he saw Intellias moving back toward using more traditional sales methods, at some point in the future. His answer is exactly why selecting the right sales strategy for your customer segments is so important. “We have both SMB and enterprise clients. On the SMB side, social selling drives these important interactions, especially since we are doing a lot of cross-border outreach. But, on the enterprise side, the initial outreach is not happening on LinkedIn, it's happening very differently…” Listen to the episode (particularly around the 15-minute mark) to hear Michael’s actionable advice on how to approach enterprise prospects in the digital age to consistently nail sales meetings. What are sales leaders really missing?Sales data proves that the fastest way to get into someone’s office is not through a cold call or a cold email, but rather through a referral. Yet, despite 60% of referrals resulting in a sales conversation, it always amazes me how many sales leaders don't start an outbound cadence with the referral. This is such an important sales tool that so many teams aren’t using that could powerfully move the needle on their company’s growth. At Vengreso, our longest article is about prospecting and it outlines why the first step of any outbound cadence must be securing a digital referral. After all, why go after new business with cold outreach, when you can easily tap into the network you have at your fingertips? I wanted to pick Michael’s brain and see what he believed was holding sales leaders back from using the power of referral. His insight was very telling, “When I ask sales leaders this same question, I often hear that it takes time to try to find that referral… sales executives are up against quota, so they’d rather ‘spray and pray’ because they think it’s easier or faster.” That’s why Michael highly recommends that sales leaders take a very unique approach to get better sales referrals. Check out the episode to hear the strategy Michael uses to get more quality referrals – in less time. How do you win the cold outreach game?I knew if anyone could answer this question, it would be Michael. In our conversation, I asked him to share some of the data he’s collected within a global sales engine that points to what’s really working in cold outreach. Because I’m always surprised when I speak to experienced sales leadershow much emphasis they place on the number of dials they can make in a day. That’s not what we consider modern selling at Vengreso. Instead, we focus on targeting specific accounts, with varied buyer personas and using that to make hyper-personalized outreach to a highly selective group. The data Michael shares validates that point too, “We tracked the likelihood that an outreach method would produce a strong lead over an entire year. The data says it all. Our cold calls had a 0.15% success rate, generic automated emails bumped up to 0.3%, highly personalized emails jumped up to 1% success rate, but LinkedIn was closer to 2.5-3%!” This new discussion around social selling is so powerful and immediately relevant for ALL sales leaders. We dive deeper into conquering cold outreach on LinkedIn throughout this entire episode. So, make sure to tune in to hear Michael’s approach to social selling and how you can use it to consistently book more sales meetings. What’s the modern selling wave of the future?Almost by accident, Michael shared this powerful statistic, “This method was 50% cheaper but it produced 100% more inbound responses.” So, naturally, I had to know what he was referencing. Michael calls it intent- or signal-based outreach and according to his results, it is THE best way to win the remote selling game. His approach to intent-based outreach follows five key steps:
In today’s technology-driven world, it seems like a straightforward framework to follow, especially when you deploy tools like Bombora and Zoominfo. When you look closely at the sales data – intent-based outreach becomes even more of a no-brainer approach to at least try. According to Michael, “When you use this targeted approach and reach out with messages that are hyper-personalized to people that you know have a problem that you can solve, then I’ve seen response rates shoot up another 1-2%.” But, this is just the tip of the social selling iceberg. Listen to the entire episode to hear Michael’s top 10 must-have sales tools that he’s used to quickly expand Intelllias into North America and beyond – using powerful social selling. If you get anything out of this episode, the 10 minutes on this topic alone is well worth the listen! | |||
| 25 Jan 2022 | Three Methods for Better Prospecting with Mario Martinez Jr., #198 | 00:31:34 | |
The 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 prospecting to explore what’s working, what’s not, and how modern sellers can leverage innovative new techniques to reach more prospects on the platforms they use. Make sure to download and listen to the full episode to get a front row seat to the winning prospecting strategies we use, here at Vegrenso, to get more hellos. What’s the current state of prospecting?In this new digital world, selling has become harder than ever before. To better understand the current challenges facing today’s sales leaders, we asked 1,295 sales professionals a simple, yet powerful question: What is the hardest part of the sales cycle? Over the past 2 years that we have asked this question, the hardest part of the sales cycle has consistently been: prospecting. In fact, according to our October 2021 survey, 69% of sellers say that getting the first sales conversation is the most time-consuming part of the entire sales cycle. This reveals that we have a major problem when it comes to sellers being able to earn the right to even get a response back from a prospect. Join the conversation to hear what new sales enablement tools that I recommend sales leaders use to improve the prospecting of their sales teams. Why is prospecting so hard?With prospecting being the most challenging part of the sales cycle, the question then becomes: why is this the case? In my 25 years in B2B sales, I’ve found that there are a few reasons why prospecting is so challenging for today’s modern seller:
Listen in to the conversation to hear the specific personalization strategy I share that could be an absolute game-changer for your sales team. How to Master the Art of ProspectingEven just two years ago, how we prospected was almost completely different. The COVID-19 pandemic has ushered in a whole new virtual selling environment that so many companies have been slow to adapt to. Many people are working remotely, so getting someone on the phone has become even more challenging. Even the level of technology your prospect has access to, to prevent calls and sales emails, has exploded. People can re-route unknown phone numbers to voicemail or block them altogether and SPAM filters have become sophisticated enough to prevent your outreach messages from reaching your prospect’s inbox. That’s why to sell to today’s modern buyer, you need to master a very different approach. Sales reps have to be willing to meet their B2B buyers where they are, on the platforms they choose to interact on. For example, some buyers may be more responsive via email, others may prefer to communicate through LinkedIn messenger (or even leaving LinkedIn voice messages), and others may be easier to reach by phone. The point is that sales organizations have to understand this new cluttered sales space we’re in and be flexible to accommodate the modern buyer’s communication preferences. Tune into the full discussion and listen for the eight different connection points sales teams need to be focusing on to reach prospects. The Three Steps of Effective ProspectingTo reach and engage with the modern B2B buyer, sales teams must follow a proven prospecting formula. It’s not about sending out more emails or more messages because what really moves the needle is to send the right messages, written in the right way, that will speak to your prospect’s pain points in a new way. At Vengreso, we teach the PVC Sales Methodology for Prospecting that shows sales teams how to master the art of cold outreach. We emphasize the importance of quality over quantity, so that sales organizations can get the most out of their prospecting efforts. The strategy of sending out hundreds of generic messages or making hundreds of cold calls won’t help you get traction with today’s modern buyer. Instead, to attract and engage with B2B buyers effectively, I strongly advocate using the PVC Method of: personalization, value, and call-to-action in every sales message that is sent to all of your prospects. When your sales team knows how to personalize messages and include value-driven content in not just what they send to prospects, but also in what they post on social media, then you will be able to attract prospects that want and need what you have to offer. So, no matter if you focus on sales calls, emails, or social selling – using the PVC approach will help to increase the level of engagement and responses from your prospects. Listen to the conversation and hear the highly tailored prospecting methods Vengreso’s sales team uses to increase our sales pipeline and prospect better (and faster)! | |||
| 03 Nov 2022 | Sales Innovation Paradox with Dr. Howard Dover, #220 | 00:52:16 | |
With 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 what this all means, why there is a widening gap, and how to efficiently turn the sales tide are exactly the areas of expertise of this episode’s guest, Dr. Howard Dover. Dr. Howard Dover is the Founder and Director of the Center for Professional Sales at the University of Texas at Dallas, renowned speaker, and the Amazon best-selling author of The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. Over the past decade, he has trained some of the top entry-level sales producers and regularly shares his findings and modern methods via various conferences and publications. Before working in academia, Dr. Dover founded several companies, including a sales contracting company that he operated for a decade. During his start-up years and government work, he developed the ability to harness technology to increase both the efficiency of business processes and the effectiveness of sales efforts. Download this episode of the Modern Selling Podcast to hear Dr. Dover’s impactful insights and recommendations to sales leaders to close the gap. What is the sales innovation paradox?I wanted to kick off our discussion with a term that many aren’t familiar with. Over the past three years, no one will argue that we have seen a radical shift in how selling is done. With the pandemic, pushing modern sellers to embrace more virtual selling options, the number of tools at sales professional’s disposal has dramatically increased. Yet, sales haven’t followed the same trend. Which is why I always say, “a fool with a tool is still a fool.” I wanted to get Dr. Dover’s take and better understand what this sales paradox is, how it started, and the implications it could have on the buying/selling process. His unique perspective is quite telling, “How is it possible that we live in a day where we have technology that was designed to make us better at sales, and yet somehow we find ourselves in a place where we are decidedly worse at selling. That is the Sales Paradox. When we look at the research, buyers overwhelmingly are saying they want a sales rep free experience. But, we keep pushing for more and more sales reps to sell.” I’ve seen the same trend in the industry over the past few years. Like The Sales Paradox asserts, the number of SDRs has increased by 1,300%, but their productivity and success rates are dismal at best. In other words, customers have gotten smarter about buying faster than sellers have gotten smarter at selling. And, this isn’t unique for a particular industry. This is a growing trend that is on pace to continue to worsen, if left unaddressed. Listen to the full conversation to hear what sales leaders could be doing to make matters worse and what they should be doing instead to drive more sales conversations. How can sales reps book more sales calls?If there is a sales paradox at play that isn’t leading to more sales, then how can sales reps truly book more calls with prospects? Here at Vengreso, we have a very specific method that we follow to personalize all of our outreach messages to increase the chances of building an authentic relationship with potential customers. Many sales reps take the ‘spray and pray’ approach and bombard prospects with lots of generic messages that don’t speak to their direct pain points or needs. I wanted to hear Dr. Dover’s insights as they relate to what he believes is the “secret sauce” to move the sales needle. What he shares was very interesting, “We're giving the customer a phenomenal opportunity to go find defensive mechanisms to run and hide because the sales messaging they’re receiving is extremely irrelevant to what they need. What sales reps need to be doing is building relevance into their messages. That’s why doing your research before you reach out is so key. Then you’ll know more about your prospect and can add that into your outreach to increase your chances to get a response back.” Relevance, like Dr. Dover mentions, is a key part that seems to be missing from the sales motion. With prospects receiving thousands of sales and marketing messages, mastering how to stand out is science. And, building in relevance and personalization is critical to landing a sales meeting. What is a sales disrupter?When it comes to excelling in sales, it often takes unconventional ways. Dr. Dover coined the term “sales disrupter” and I was curious to know what traits embody that title. “A sales disrupter is somebody that doesn't follow the classic Sales Machine. They’re willing to break the mold and try new things to personalize and customize the sales experience for potential customers.” This innovative thinking is so important, especially in today’s day and age when prospects are leery of getting put into a sales funnel and being aggressively sold to. Dr. Dover finds that sales disrupters do two things extremely well:
Be sure to download and listen to the full conversation to learn how you can cultivate sales disrupters in your organization to improve sales. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness | |||
| 26 Sep 2023 | Boost Your Sales Performance: Strategies to Overcome Stalled Deals with Ryan Maggio, #247 | 00:47:55 | |
If you're feeling frustrated and defeated because your attempts to close deals are constantly getting stalled, then you are not alone! It can be disheartening when you put in all the effort but still face resistance from prospects who are not moving forward. Despite your best efforts to engage and persuade, you might be experiencing a lack of commitment or a fear of making decisions from your potential clients. This is Ryan Maggio's story: Ryan Maggio's journey is a tale of resilience and growth. A Silicon Valley native, he had a unique start in the corporate world. As a young man, he cleverly navigated a loophole in his college's reimbursement program, managing to save and invest in experiences that would shape his future. This early display of entrepreneurial spirit was a sign of his grit, a quality that would serve him well in his future role in Xactly, a leading software company. Here, he weathered the company's evolution, from its initial VC funding stages to its private equity ownership. The fluidity of the company, coupled with his own dynamism, allowed him to thrive in an ever-changing ecosystem. Ryan's understanding of stalled deals and the challenges faced by sales professionals was born not just from his experiences but also from his passion for understanding the intricacies of the field.
My special guest is Ryan Maggio Introducing Ryan Maggio, a stalwart in intelligent revenue sales with a notable career spanning nearly 15 years at Xactly Corporation. Rising from an individual contributor to his current position as Vice President of North American Sales, Ryan's career trajectory is commendable. He has been a pivotal force during the venture-capitalist backed early days, the IPO phase and the current private equity-owned era of the company. His acumen in driving value sales and deep-rooted understanding of dealing with common sales hurdles such as stalled deals sets him apart. Ryan’s insights on navigating turbulent selling environments and thoughtful engagement strategies are truly enriching. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mitigate Buyer Apprehensions The resources mentioned in this episode are:
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| 17 Jan 2023 | The Art of Creating Superfans with Brittany Hodak, #226 | 00:46:00 | |
With research showing that it can cost 5x more to acquire a new customer than to retain an existing one, learning the art of customer retention should be the top priority of every business. Add that to the statistic that even a 5% increase in customer retention can yield a 75% increase in profitability – there’s no wonder the power that creating superfans can have on B2B and B2C companies. But, the key is to understand how exactly to transform a hesitant prospect, into a confident buyer, and ultimately into a lifelong customer. No one understands this process better than our guest, Brittan Hodak – the mastermind behind the best-selling book, Creating Superfans: How to Turn Your Customers into Lifelong Advocates. If you’ve been struggling with keeping your customers engaged, perfecting your referral strategy, or increasing your customer lifetime value, then this is the episode of the Modern Selling Podcast to download! Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker who has delivered keynotes across the globe to organizations including American Express and the United Nations. She has worked with some of the world’s biggest brands and entertainers, including Walmart, Disney, Katy Perry, and Dolly Parton. She founded and scaled an entertainment startup to eight figures before exiting and is the former Chief Experience Officer of Experience.com. In this episode, we dive into all things customer engagement and retention to give you a true competitive advantage on how to give your customers such an incredible experience that they become superfans – for life! How should B2B and B2C companies engage with their customers?I wanted to jump right into the meat of Brittany’s book and understand, from her perspective, what she believes is the “secret sauce” to creating superfans. She shares, “I think one of the biggest mistakes companies are making right now is that everyone is siloed. In other words, we have ‘over-compartmentalized’ employees away from customers. So much so that many times employees are losing track of how their work affects customer retention. I say that it does not matter what department you're in – everybody is in the customer experience department.” Brittany also outlines a powerful “Supermodel Framework” that companies should be following to ensure that their customer experience is building superfans. The framework breaks down as follows: S – Story – It’s important to make it clear to even prospects what your true superpower is and why they should be interested. U – Understand – Sales teams must fully understand their customers’ stories and find that intersectionality between what their customers are looking for and what they can provide. P – Personalization – Prospects and customers alike now expect that all communications and interactions are personalized to their preferences and needs. E – Exceed Expectations – In a world where your customers could easily go to a competitor, you have to be in the business of meeting and exceeding their expectations every time. R – Repeat – Creating Superfans requires consistency in your customer experience. What leads them to stay is the experience and reputation you build. Listen into the full conversation to hear what Brittany says is the best way to nail the SUPER Framework and why she believes it will revolutionize how we approach our customers. How do you understand what your customers need?I was curious to know what Brittany recommends sales teams do to truly connect with prospects and customers in new ways by leveraging “stories.” She walks through a powerful framework – in her famous acronym style – that sheds a lot of light on the right way to engage and resonate with your ideal audience(s) in new ways. S – Struggles – Know what pain points your potential customers have and how you can speak to them in your outreach. T – Transformation – Getting clear on the transformation that your product/service can provide makes it easier for the prospect to envision working with you. O – Options – Understanding that every prospect and customer has multiple options is key so that you can always lead with value and become a trusted source of information for them. R – Reservations – Customers (even when they buy from you) may have reservations about making a repeat purchase. Be sure to make every touch point memorable and address any objections or concerns they have upfront. Y – YOU – Think about if what you offer is the best solution for your customer. All too often salespeople focus on the sale with no regard to if their solution can actually solve their customer’s problem. If you’re not best suited to help your customer achieve the transformation they’re seeking – then be okay with communicating that! Join the full conversation to hear Brittany’s story gems and how sales leaders should be training their teams to tell the right stories at the right times to convert prospects into repeat customers. What’s the best way to ask for referrals?Part of Brittany’s book, Creating Superfans, dives deeply into referrals – when to ask, how to ask, and also how to reward your customers for sharing your business with their network. What she explains was spot on and similar to what we do, here at Vengreso, “People ask me all the time ‘how can I get more referrals?’ And, something that I've found to be true over the years is, if somebody has never worked in sales, referring business to you is not top of mind. So, many times, unless you ask, you won’t get the referral.” This can seem very simple to just ask for the referral, however, I’ve seen it throughout my sales career – so many companies never actually ask their customers for referrals. Brittany details a practical system to follow to not only get referrals but to acknowledge and thank your superfans for giving them. I find her work absolutely fascinating and her quick tips to thank customers is why the people she works with get such incredible results! Jump into this episode and pay particular attention at the 37-minute mark to get her gems on referrals. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 28 May 2024 | Sales led growth strategies for SaaS | 00:54:19 | |
Have you heard these myths about SaaS sales led growth strategies? Myth 1: Product led growth is the only way to scale. Myth 2: Cold emails are ineffective for SaaS sales. Myth 3: Scaling a SaaS business requires massive funding. I'll reveal the truth about these myths, but brace yourself for some eye-opening strategies. Hey there! In this podcast episode, Mario Martinez Jr. was interviewed by Joana Inch for the SaaS stories podcast, and he shares his journey from a service-based company to a SaaS organization, shedding light on the challenges and dynamics of the SaaS industry. He delves into the transition of FlyMSG from product led growth to sales led growth, offering valuable insights into the pivotal moments and strategic considerations that shaped our approach. Mario emphasizes the significance of adaptability and the willingness to pivot in response to market dynamics and customer behavior. By discussing the challenges of engaging with enterprise clients and the importance of personalization in sales and marketing efforts, he offers actionable insights for SaaS founders and sales leaders. If you're keen on enhancing sales and marketing alignment and implementing growth strategies, this episode provides a wealth of knowledge and practical advice to navigate the ever-evolving landscape of SaaS. So, grab your headphones and tune in to gain valuable insights for driving growth in the SaaS industry! It's better to have 50% of something than 100% of nothing. - Mario Martinez Jr. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Unraveling the Power of Sales Led Growth Mastering Sales Led Growth Strategies Harnessing the Potential of LinkedIn The resources mentioned in this episode are:
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| 10 Nov 2022 | Mastering the Art of Agile Selling with Stephen Messer, #221 | 00:46:48 | |
When 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 selling to learn from him what it is, how it works, and why it is the future of how modern sellers should be selling. Stephen Messer is a serial entrepreneur, inventor, investor, and the co-founder of Collective[i]. Prior to Collective[i], he served as LinkShare's CEO and chairman of the board, helping to create the sector of online marketing commonly referred to as affiliate marketing. Under his leadership, LinkShare expanded its network of websites to become one of the largest of its kind with its global reach extending from the United States to Japan, Canada and Europe. Now, with Collective[i], Stephen has helped to create one of the world’s largest networks capturing data around B2B sales activities. Using artificial intelligence and predictive analytics, Collective[i] merges client CRM and other relevant sources of data into our network to generate intelligence used by the world’s leading sales organization to generate revenue, streamline/automate non-revenue producing activities, and enable enterprises to be customer centric and data driven. Their patent-pending technology and applications designed for sales managers, operators and professionals are essential to the modern sales force. That’s why this is one episode of the Modern Selling Podcast you do not want to miss. Download the full conversation and hear firsthand how agile selling can transform your sales process and win rates. How has the modern buyer changed?Before we jump into our discussion of agile selling and the power behind this method, I wanted to get clear from Stephen on how he’s seen buyer behavior change through the years. From his perspective, there are three core shifts that have taken place:
As so many sales leaders have seen, our modern buyers are going into “hiding” so to speak to get away from the somewhat intrusive sales cadences. But, if sales cadences are largely being ignored and buyers are going underground – what can sales reps do to truly get buyers to be open for a sales call? That’s the very question that agile selling is able to answer. Listen to the full conversation to get access to these sales gems from, Stephen Messer, one of the top data-driven sales gurus in the world. What’s the importance of personalization?Personalization in modern selling is everything! I have a folder in my email that I titled, “Emails that suck” and I can’t tell you how many I get on a daily basis. And, they all have one glaring thing in common – they’re never personalized. In essence, I and so many other prospects have just become a “Dear First Name”. These emails aren’t written to speak to my exact pain points, they’re not conveying value that’s relevant to me, and they’re clearly written in a way that makes me feel just like any other buyer I was curious to hear Stephen’s take on personalization and its impact on engagement rates based on the sales data he sees everyday. Stephen shares, “The question with personalization really is: can we improve productivity in how we reach buyers while at the same time giving them higher value interactions? This is where analyzing the data is so important. Personalization doesn’t have to just be in the messaging. It can be in knowing the best time to send the email, or the right platform to reach out to, or knowing who to send the email to in the organization. Personalization comes back to one thing: research. We have to take the time to research who we’re trying to sell to, if we’re ever going to be effective.” Jump into this episode, and listen to the end, to hear what Stephen says is the best way to personalize your sales messages to stand out. What is agile sales?Agile sales is being offered as an alternative to the traditional approach of people, process, and technology. According to Stephen, agile sales is all about moving away from making sales decisions based on opinions and “intuition” and, instead, using data to drive substantive changes to the sales process. It’s through agile selling that the modern seller will be better positioned to know how, what, and when to reach out to modern buyers and actually get a response. Stephen shares a powerful point in this episode that reminds us all that we can’t look at our prospects in a vacuum. We must consider the entire landscape of the world around them to understand their buying behavior and it is agile selling that makes this possible. If you’ve been looking for a new approach to sales to help increase your win rates and better engage with your prospects, then this is THE episode to listen to. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com. | |||
| 16 Feb 2022 | Building a Remote Sales Organization with Mario Martinez Jr., #200 | 00:39:54 | |
In 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 sales reach, or to empower your sales reps with new strategies to book more meetings – then this episode is for you. Download the full conversation to learn how I recruit, onboard, and train the best sales professionals for a fraction of the cost. Laying the Foundation for Remote SellingI’ve been in sales for over 20+ years now and when people ask how I got into sales, they’re usually amused by the story. But, the same key principle I learned as a college student new to sales is the same key principle I instill in my sales team, now at Vengreso. My sales career started accidentally, when I was working as a photo finisher for Ritz Camera Center. Paying my way through college, I asked my Regional Manager at the time for a transfer to a store closer to campus. Although he did transfer me, he didn’t grant my transfer as a photo finisher – he transferred me as a salesperson. For the two years I worked as a photo finisher, I consistently placed in the top 3 for sales for my entire region. It was because early on I realized that sales was the art of helping. As I helped my customers get the best quality photos, I was able to upsell them to services that were not just meeting their needs, but were solving their problems. That is why, some 20+ years later, I teach all of my remote sellers that to master sales you need to focus on helping (not selling). When everyone in your organization understands this point then it makes it easier to get your whole company involved in sales and engaged with the customer. And, when sales leaders have the understanding and the vision that sales is helping and that is how sales organizations can rapidly grow by helping their customers grow. It’s important to ask questions like: What's the business problem that we're solving? How are we helping our customers? How are we going to prove that we're helping them? If you can focus everything around these core questions, then you’ll position your sales organization for success. Tune into the full conversation with Alice to hear the full story of how Vengreso was started and what three questions catapulted my career as a sales entrepreneur. The 3 Keys to Remote SellingIn today’s virtual selling era, most sales organizations have pivoted to offer some form of digital or remote selling. However, what separates those organizations who do it “okay” from those who do it well comes down to three key components. I share with Alice my take on what you really need to win the digital sales game, in this new post-pandemic environment.
Listen to the entire conversation I had with Alice because I dropped some ‘interesting’ sales gems that could help your sales team increase their conversions. How to Hire Remote SellersFinding qualified salespeople, in general, can be challenging. But, once you add the complexity of needing that sales rep to work (and sell) remotely – this can introduce a new layer of challenges. That’s why when I started Vengreso, I knew I needed a unique model to help me both attract and retain top talent as a fast-growing startup. Being able to afford the salary of US-based sales reps would put a strain on the company’s finances, but I needed a pool of talent that I could pull from that could master the remote selling process we teach. So, I looked overseas to find highly qualified sales professionals who could learn the sales skills, the strategies, and the sales methodology needed to not just excel as a SDR, but to even advance to become AEs. That’s how Vengreso’s remote selling culture was born. For nearly a decade, we have leveraged the outsourced market to get top-performing sales reps from South America, Europe, and Asia. Hiring remotely is different and requires a different recruiting and vetting approach. We’ve created an entire remote selling playbook for sales leaders to follow to replicate our model with great success. Make sure to download the full episode to hear how we source our sales reps and the exact process we follow before bringing on a new remote sales rep. | |||
| 16 Mar 2022 | Strikingly Different Selling Strategies with Jennifer Colosimo, #202 | 00:43:27 | |
As 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 sales organizations and sales teams can truly differentiate themselves to get a “hello” and to close a sale is what my guest, Jennifer Colosimo, knows inside and out. Jennifer Colosimo is the President of FranklinCovey’s enterprise division, where she is accountable for generating profitable growth globally by building leaders, teams, and cultures that get results in 160+ countries. With a storied sales career, Jennifer served previously as FranklinCovey’s Senior Vice President of Sales & Operations in the United States, Canada, and Australia. She has also led IT, learning and development, and corporate social responsibility teams while working for Accenture, DaVita, and several private equity-backed organizations. Her sales training and innovative strategies have been featured on a number of stages worldwide and reached over 50,000 people across 45 states and 12 countries. It is her recent book, Strikingly Different Selling, that she co-authored that is set to change the way we look at and approach modern selling. This book, through six years of focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Download our full conversation to get a front-row seat to Jennifer’s insights to learn what skills and techniques are really moving the sales needle. What are sales reps missing during prospecting?Having been in sales now for over 20+ years, I know firsthand that prospecting is often the most time-consuming and challenging part of the B2B sales cycle. I was curious to get Jennifer’s take on what she believes is missing and why prospecting seems to be yielding such low results. Here’s Jennifer’s take, “I’ve done a lot of research around what’s really working with sales. What I’ve found so often is that there is a major disconnect. The salesperson generally leaves the conversation believing that things went well. However, on the other hand, the buyer feels that they didn’t get what they needed or wanted out of the conversation. Buyers want to buy based on differentiation.” This is exactly what we teach, here at Vengreso. Selling is the art of helping. And, if your sales teams are not clearly communicating what problems they solve for prospects, then they could be leaving lots of lost deals on the table.
Listen in to the 10-minute mark to hear the ‘interesting’ research Jennifer uncovered that points to some specific strategies sales teams should be using to differentiate their services with the very first outreach message. How can sales reps win in an online selling environment?In early 2020, we saw a radical shift in not just sales, but in how we all did business. As the world’s largest digital sales training company, we were able to quickly pivot our processes to favor the new virtual environment. But, for many sales organizations that relied heavily on building in-person relationships with their B2B buyers, this seemingly dramatic shift has left many sales teams reeling. Strikingly Different Selling details six vital skills that today’s seller must master, so I wanted to get Jennifer’s ideas around how sales teams can better connect with prospects across a digital screen. She shares, “A lot of the same rules of selling still apply, in this new virtual space. You still need to connect with people, but rather than getting a business card at a tradeshow, you need to pay attention to your social media profiles. Sellers must consider how and where they show up online and what prospects will see when they research them and their companies. In the same way you want to catch someone’s attention in person, sellers have to think about how to do this online.” Listen into the conversation to hear what strategies Jennifer sees are working right now to build relationships with B2B prospects. What are must-dos during a sales call?We teach the PVC methodology for prospecting that leads with the importance to personalize every touchpoint you have with a prospect. From the initial outreach conversation to the sales call and any subsequent follow-ups, you want to show your prospect that you understand what they need and want. I know Jennifer has done extensive research in this space and she teaches her teams and clients the most successful strategies that work to get buyers to lean in. The three-part sales call framework she shares is quite simple – yet very profound. Here’s how it works: According to Jennifer, sales call should be entirely focused on answering these three questions for the prospect:
This is just the tip of the sales iceberg, be sure to download and listen to our entire conversation to learn more about the six vital skills every salesperson must master to win the new digital selling game. | |||
| 18 Aug 2022 | The Top Sales Training Best Practices with Tim Strickland, #214 | 00:49:53 | |
Navigating 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 strategies that will help all sales leaders – from the CRO to the sales enablement manager – more effectively motivate, communicate, and train their sales teams. Tim Strickland is the Chief Revenue Officer for ZoomInfo – a suite of modern go-to-market software, data, and market intelligence used by thousands of sales and marketing teams worldwide to uncover new opportunities and accomplish their goals by leveraging prospect and customer engagement insights and drivers. In his role at ZoomInfo, Tim leads their new business sales, new customer sales, emerging product sales, sales development, partnerships and alliances, and sales enablement. Through his stellar 15+ year career, Tim has perfected the formula to help sales reps and sales teams alike to skyrocket their productivity, success, and careers to the next level. Download the full episode to hear the most proven strategies that are working right now to help sales reps – of all experience levels – increase their effectiveness and close more deals. How Can B2B Sales Organizations Motivate the Modern Seller?In today’s post-pandemic business landscape, it’s not uncommon for sales reps to “career hop” from organization to organization within a few months. Whether it is chasing a larger base salary or commission, it’s become harder for sales leaders to keep their sales teams staffed. I wanted to see Tim’s take on this and what he believes sales organizations should be doing to help mitigate this mass exodus that’s happening within the sales industry. He proposes four key elements that every sales organization should have in order to attract and retain top talent from the sales rep level all the way to the CRO.
Listen into the full conversation to hear what other key elements Tim recommends sales organizations build into their culture to keep sales reps and sales leaders well-positioned to thrive (and stay)! How Do B2B Sales Organizations Create a “Modern Sales Playbook”?Having been in sales for over 20+ years, I understand the power of having a sales plan or strategy for your sales teams to follow. I was curious to get Tim’s perspective on what makes a ‘good’ sales playbook, how sales leaders should be using it, and what other considerations are at play to advance the effectiveness of sales teams. His insights are quite interesting, “I look at a sales playbook as a constantly moving target. It’s not something you make and forget. It has to be continuously evolved, added to, refined, etc. What’s important is to create a solid sales foundation that is at the core of your strategy and then from there you might emerge hundreds, if not thousands of sales plays.” Here at Vengreso, we are always looking for ways to improve our prospecting and sales win rates. And, the best way to do this is through the use of metrics. How many prospects make it to a call? How many prospects are we closing? How long is the sales cycle? How has our win rate changed over the last 90 days? All of these data points help us to hone in on what part of our prospecting and sales process has to be refined so that we’re executing the right plays, for the right buyer personas, at the right times. If improving how your sales teams are winning deals is a top priority, then make sure to download this episode to get an inside scoop into what sales plays and strategies you should be running. What Specific Training Strategies Are Working to Increase Sales Productivity?One key thing I’ve found that separates average sales organizations from those that can consistently outpace their competition is… training! Those sales leaders that focus on training their sales reps and build in continual training opportunities are not only able to improve sales success, but they’re also able to retain top talent. Yet, despite this, some 75% sales leaders acknowledge that they’re not spending enough time each week providing coaching and training to their sales teams. Here, at Vengreso we use an “OGC” model that revolves around providing on-demand coaching, group feedback, and sales leader coaching. In this way, every sales rep receives advice, ideas, suggestions, and feedback from both their sales leader and their peers. Tim shares a unique framework that he uses at ZoomInfo to keep the feedback loop open with his sales teams to help them increase MQLs, win rates, and land more key decision makers on sales calls. Join the conversation and listen in to hear what’s working right now to help sales leaders close the coaching gap and significantly boost their sales team’s effectiveness and productivity. | |||
| 05 Sep 2023 | Revolutionizing Sales Training: Breaking the Cycle of Forgetting | 00:42:25 | |
Does this sound familiar? You invest time and resources into sales training programs, only to see little improvement in your team's performance. You've been told that simply providing more information and content will lead to better results. But the pain you're feeling is the frustration of seeing your team struggle to apply what they've learned, resulting in missed sales opportunities and stagnant growth. It's time to break free from ineffective methods and discover the key to truly impactful sales training. In this episode, Mario Martinez Jr. invites sales leader and consultant Chet Lovegren to discuss the challenges of traditional sales training. Lovegren emphasizes the need for a different approach to onboarding and training that focuses on making information stick and turning it into a habit. He suggests structuring onboarding programs in a week-by-week format, focusing on singular topics each week. Lovegren also highlights the importance of covering essential topics such as company culture, mission, and values during onboarding to help reps build trust and connect with customers. He further recommends understanding target audiences and using problem-centric language to engage with potential customers at the right time. Lovegren stresses the need for collaboration between sales enablement and sales teams to create effective onboarding programs, as well as the importance of one-on-one conversations to reinforce training content. Mario Martinez Jr. adds insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller sections spread over a period of 60 to 90 days. Listen to this episode to gain valuable insights on how to improve your sales onboarding and training programs, Discover the key insights and strategies for transforming your sales onboarding and training programs with sales leader and consultant, Chet Lovegren, on this episode of The Modern Selling Podcast. Lovegren highlights the alarming statistics that reveal how easily sales reps forget the information they learn during traditional training sessions. He suggests a new approach that focuses on making information stick and turning it into a habit. Lovegren recommends structuring onboarding programs with a week-by-week approach, covering singular topics each week. He emphasizes the importance of including essential topics like company culture and values during onboarding to help reps connect with customers and build trust. Lovegren also emphasizes understanding the target audience and using problem-centric language to engage with potential customers at the right time. Mario Martinez Jr. adds his insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller chunks and spacing them over a 60-to There's an archaic way we do sales enablement and coaching... I wanted to solve for that with the Sales Doctor. - Chet Lovegren Introducing Chet Lovegren, a seasoned sales maven who has spent more than a decade mastering the art of sales and sales leadership. Known as the Sales Doctor, he has built an impressive reputation through his strategic counsel to various startup ventures. Besides being a pivotal driving force behind Pavilion’s top-notch sales course content, Chet founded Sales Doctor. His strong viewpoints on traditional sales training sparked revolutionary changes in the field. Chet's relatability and expertise make him a go-to resource for organizations seeking to overhaul their sales strategies.
Timestamped summary of this episode: 00:04:11 - Fun Fact about Chet, 00:06:20 - Why Traditional Sales Training Doesn't Work, 00:09:23 - Emulating Onboarding for Effective Training, 00:12:04 - Importance of Intentional Training, 00:13:07 - The Problem with Onboarding Programs, 00:13:54 - Improving Onboarding Programs, 00:16:35 - Building the Right Onboarding Program, 00:18:49 - The Flaws of Traditional Sales Training, 00:21:26 - Importance of Ongoing Coaching, 00:25:24 - Effective Measurement of New Hires, 00:29:36 - Challenges in Building a Culture of Accountability, 00:30:57 - Importance of Engaging Sales Teams, 00:34:31 - The Role of Stack Ranking and Accountability, 00:37:53 - The Importance of Leadership in Sales, 00:38:26 - Promoting Salespeople with Leadership Skills, 00:39:13 - Beware of Wildly Successful Salespeople, 00:40:05 - Connecting with Chet Lovegren, 00:41:00 - Chet's All-Time Favorite Movie, Confronting Barriers in Sales Training
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| 09 Apr 2024 | Lessons on Becoming an Elite Performer in Sales | 00:53:21 | |
If you're feeling frustrated and overwhelmed by ineffective sales strategies that aren't getting you the results you want, then you are not alone! Trying to juggle multiple tasks and approaches without seeing the sales success you deserve can be disheartening. It's time to break free from the cycle of frustration and find a more effective path to achieving your sales goals. Let's explore new strategies together to elevate your sales game and achieve the success you've been striving for. Master Sales Career Development StrategiesIn this episode of The Modern Selling Podcast, Tony Morando provides valuable insights on mastering sales career development strategies. He emphasizes the importance of continuous learning, refining sales skills, and staying updated with industry trends. Morando's career journey serves as a testament to the dedication and perseverance required to excel in the sales industry. Throughout the episode, Tony's emphasis on perseverance, consistency, and the drive to become elite in sales emerges as a central focus, providing practical guidance for sales professionals navigating the modern selling landscape. His valuable insights on career development, effective sales techniques, and the importance of personalized communication make this episode a must-listen for sales professionals aiming to enhance their skills and achieve improved sales success. This Week's Special Guest:For this week's episode, Tony Morando, Chief Sales Officer of World Emblem, shares his 18-year sales career journey, offering valuable insights into sales leadership and career development strategies. He emphasizes the significance of being coachable, setting measurable goals, and the impact of industry expertise in pursuing leadership roles. Tony's experience of six promotions in 18 years highlights the importance of deliberate learning and expertise in career advancement. The conversation also delves into the evolving dynamics of the competitive marketplace, emphasizing the need for adaptability and agility in meeting customer demands.
In This Episode, You Will Hear All About:
The Key Moments in this Episode are:00:00:08 - Introduction to the Podcast 00:01:24 - Welcoming Tony Morando 00:04:46 - Overcoming Fear 00:07:09 - Career Progression and Patience 00:13:21 - Navigating Increased Competition 00:14:14 - Building a Unique Value Proposition 00:15:14 - Becoming Elite 00:16:29 - Personal Experience in Sales 00:22:30 - Overcoming Objections 00:25:19 - Consistency and Persistence 00:27:26 - Effective CRM Usage and Time Management 00:33:57 - Inbox Management and Time Management 00:35:58 - Effective Sales Techniques 00:37:42 - Bringing Value to Calls 00:39:25 - Voicemail Strategy 00:40:19 - Importance of First 15-20 Seconds in a Voicemail 00:41:27 - Analyzing a Sales Voicemail 00:46:31 - Short and Sweet Voicemail Strategy 00:49:06 - Leveraging Social Selling Triggers 00:51:48 - Tony's Favorite Movie Timestamped Summary of this Episode:00:00:08 - Introduction to the Podcast 00:01:24 - Welcoming Tony Morando 00:04:46 - Overcoming Fear 00:07:09 - Career Progression and Patience 00:13:21 - Navigating Increased Competition 00:14:14 - Building a Unique Value Proposition 00:15:14 - Becoming Elite 00:16:29 - Personal Experience in Sales 00:22:30 - Overcoming Objections 00:25:19 - Consistency and Persistence 00:27:26 - Effective CRM Usage and Time Management 00:33:57 - Inbox Management and Time Management 00:35:58 - Effective Sales Techniques 00:37:42 - Bringing Value to Calls 00:39:25 - Voicemail Strategy 00:40:19 - Importance of First 15-20 Seconds in a Voicemail 00:41:27 - Analyzing a Sales Voicemail 00:46:31 - Short and Sweet Voicemail Strategy 00:49:06 - Leveraging Social Selling Triggers 00:51:48 - Tony's Favorite Movie Hone Effective Sales Objection Handling TechniquesMorando discusses the importance of honing effective sales objection handling techniques in the competitive sales landscape. He highlights the significance of addressing objections and consistently training to overcome them. By mastering objection handling, sales professionals can enhance their ability to navigate challenges and close deals successfully. Cultivate Strong Client Relationships in SalesBuilding strong client relationships is crucial in sales success, as highlighted by Morando in the podcast. He emphasizes the need for genuine and authentic communication to engage prospects and build lasting connections. Cultivating strong client relationships not only fosters trust but also paves the way for continued sales success and business growth. The resources mentioned in this episode are:
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| 29 Nov 2022 | Winning Content Based Marketing Strategies with Logan Lyles, #223 | 00:28:26 | |
With 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 Marketing and when done right it can turn online content into a consistent pipeline of prospects. In this episode of the Modern Selling Podcast, we dive into the ins and outs of how this stealth prospecting strategy works, how to get started, and the best way to position your online content to sell. Our guest, Logan Lyles is a pioneer in this field and comes with a wealth of knowledge to share to help sales teams, sales leaders, and sales organizations scale their visibility through Content Based Marketing. Logan Lyles is the Head of Partnerships at Teamwork, a project management platform built for scaling client work. Logan previously served in several leadership roles at Sweet Fish, a B2B podcast agency serving mid-market SaaS companies. Taking over sales from the agency founder in 2018, Logan helped triple the business in his first 6 months. He also played a key role in landing the agency on the Inc 5,000 List (twice), while helping the company both 10x headcount & increase ARR by 1,283%. Logan works from his home office (that’s slowly becoming a mini video studio) alongside his labradoodle, Mack, in Castle Rock, CO. If you’ve been looking for a way to enhance your prospecting effectiveness, this episode is the one to listen to. Download the full conversation now and see how easily you can start posting online to attract your ideal prospects. Does Content Based Marketing Work?The short answer is: absolutely! This podcast is a prime example of that. When you reach out to a cold buyer and ask for a sales meeting, you’re often met with objections – that’s if you can even get through to them. However, if you take a Content Based Marketing approach, you can showcase your expertise through posts, establish yourself as a thought leader in the industry, and have prospects come to you to learn more. I’ve used this strategy for almost seven years now to land some of our biggest accounts, here at Vengreso. I’m going into the fifth season of the Modern Selling Podcast and this strategy has enabled me to connect with hundreds of CEOs and key decision makers from startups through Fortune 500 companies. And, in my case, you could start your Content Based Marketing strategy with podcasting. Logan agrees, “Content Based Marketing or Networking is like a Trojan Horse. If you take the podcast route, it is actually a gift if you do the work to promote the person you’ve interviewed to create the content. Then if they share it on their social media platforms, it helps you, as the interviewer, get more visibility.” Join the conversation now and hear why Content Based Marketing is so effective in lowering the objection barrier and helping you establish key relationships with stakeholders. How do you start with content based marketing?The beauty of Content Based Marketing is, you don’t need expensive equipment or a marketing team to get started. Whether it’s short social media posts, blogs, or videos – the lift and the skills needed to create content is minimal. I was curious to hear Logan’s take on the best way to get started and what he shares is spot on, “After every sales call, there is at least one content creation opportunity. Write down the questions you answered and after the call take a few minutes to either write your response or hit record and make a quick video answering the question.” The way I see it, every sales call should create at least three pieces of content, a written post, a short video, and a possible blog article. Whether you're in sales or partnerships, or running a business, there is a strategy that can be leveraged in Content Based Networking or Account Based Podcasting by creating content with the people you want to know. You get to highlight their work and they get the recognition – and either way, you’re creating a relationship that could lead to a sale. To make it even easier to capture this content, Logan suggests recording your sales call, getting it transcribed and using the transcription to create the content so you don’t have to spend much time producing content. What equipment should I use for Content Based Marketing?Getting started with Content Based Marketing doesn’t require a lot. The goal is to produce content that your prospect wants to read. Whether it’s common questions, addressing problems, sharing new perspectives, or even highlighting new solutions – you get to decide the type and frequency of content you post. If it’s video content, we walk through the best pieces of equipment to start with like: Logitech C 920 – this inexpensive HD webcam can record high quality content without much editing needed. Ring Light – make sure you have stellar lighting and this setup will help you create content in minutes. Audio Technica 2100 – get crystal clear audio with this affordable mic and have instant radio booth quality. Listen to the conversation and get the inside scoop of the must-have equipment to get to start producing content that will get your prospects to lean in. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 04 Apr 2023 | Startup Culture: the Pursuit of Sales Success with David Weiss, MSP #233 | 00:43:55 | |
Host Mario Martinez Jr. sat down with sales expert David Weiss to discuss how early-stage companies can crush it in today's market
This episode is a MUST-LISTEN for any startup or entrepreneur looking to scale their business and achieve sales success. Tune in to the Modern Selling Podcast now! | |||
| 20 Oct 2022 | Selling through tough times with Paul Reilly, #218 | 00:45:28 | |
Sales 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 beyond, mastering the art of selling in a down market will be a clear strategic advantage. In this episode of the Modern Selling Podcast, we dive into the new and very insightful book, Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn by Paul Reilly. Paul Reilly is a speaker, sales trainer, co-author of the sales book, Value-Added Selling, and the host of The Q and A Sales Podcast, where he answers the most pressing questions facing sales professionals. Paul works closely with world-class sales organizations to help them compete more profitably, despite the market conditions. Paul is a regular expert contributor and writer for several business publications. Prior to starting his own company, Tom Reilly Training, Paul spent over ten years in professional sales. Join the conversation to hear what sales strategies are truly helping companies weather the storm and still hit quota even in tough economic times. Why are Tough Times Important in Sales?This may seem counterintuitive, but tough times make for better sellers. Not only does the competition dramatically increase during times of “sales famine”, but with fewer sales to go after, this forces sales teams to get more creative and personalized in their approach. I wanted to hear Paul’s take on this question since this is the core focus of his new book. “One of the things about tough times is that they’re always happening. Whether it’s the pandemic or inflation or a recession – you can’t escape having to sell through these times. Tough times reveal our weak points or those parts of our sales process that need to be improved or changed altogether. And, we create more authentic conversations and relationships with our customers when it becomes critical that we don’t lose them because we don’t know when our next sale may come.” I’ve seen in my own experience, here at Vengreso, the level of innovation that can be created when you have to operate in a space of scarcity. If there are fewer sales to go after, then you have to get really crafty in your sales process, in your marketing messaging, and even in how you position the value you offer. Listen into the full episode to hear exactly why and how the best sales companies in history often emerged out of the hardest economic times. How does the sales conversation need to shift?There are some timeless sales strategies and approaches that are always important to implement in your sales process. However, when times are good, we often start to cut corners and get disconnected from the real mission of selling: to help our customers. In tough economic conditions, sales teams must take the time necessary to build authentic and meaningful conversations with prospects. I was curious to hear Paul’s perspective on what key shifts sales teams have to make to close more sales during hard times. What he shares is spot on, “During tough times, we have to remember that customers are the ones who define the value for what we’re selling. And it’s their definition of value that truly matters. We have to be better at conveying what problem(s) we solve and how we can help customers reach their goals.” Many times in financial straits, companies’ goals shift and as a result the sales conversation has to match. For example, if our target audience is looking to cut costs, then it is our job, as sales professionals, to show them how our product can help them reach that end goal. What I’ve found is that many sales companies never refine their messaging to meet the new goals of their potential customers and as a result their sales conversations feel “tone deaf” in the midst of what’s going on in the market. What sales habits are important to have during tough times?If you’ve been in sales for as long as I have then you know that selling is a largely mental process. You can follow the sales playbooks or methodologies to a “t”, but you have to build a strong sense of mental resilience to be able to do this line of work and show up powerfully (and positively) every day. Paul knows this all too well and dedicated several chapters in his book on how to create the mental resilience or toughness you need to be a highly successful seller even during tough times. In his framework, there are what he calls, “Daily Mental Flexs”, which are a collection of six exercises that are key to add into your everyday life to build mental resilience. Three of the six are:
Download and listen to the full episode to get the other three Daily Mental Flex activities and hear the seven characteristics sales leaders need to cultivate to thrive in rough economic environments.
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| 02 Nov 2021 | How to Get Customers to Come Back Again and Again with Shep Hyken, #190 | 00:51:02 | |
What 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 actionable advice and strategies Shep shares that can keep your customers wanting to come back for more. Shep Hyken, is a Hall of Fame speaker, New York Times and Wall Street Journal best-selling author, and the CAO (Chief Amazement Officer) of Shepard Presentations. As a customer service and experience expert and keynote speaker, Shep works with companies that want to build loyal relationships with their customers and employees. His focus is on delivering amazing customer service, customer engagement, managing the customer experience and creating customer loyalty. In his newest book, I’ll Be Back: How to Get Customers to Come Back Again and Again Shep outlines the must-have tools, tactics, and strategies companies need to recession-proof their business by providing unmatched customer experiences. Make sure to download this episode to get the inside scoop on what you should be doing to build a raving tribe of extremely loyal customers. The New Era of Customer ServiceIn sales we’ve experienced a shift in how we reach and engage with prospects in this new modern buyer’s market. But, I wanted to get clear on what Shep saw as the transition that’s happening (or needs to happen) in order to nurture customers along their buying journey. He shares, “Things haven't changed the customers that we service, they still want to be taken care of. And, when they're finished with whatever the interaction is, they want to be happy.” At Vengreso, we teach the art of modern selling and how these sales principles can cut across all departments within your organization. Because when you are “selling with service” many of the ideas and techniques that work in prospecting and sales can (and should) be translated to the customer service teams. For example, if your prospects have a stellar experience with the sales team and then commit to buy from you. But, then experience lackluster customer service and decide to never buy from you again, then your teams are in essence working against each other. That’s why Shep says, “Sales leaders need to recognize that no matter what business they’re in, customers are always benchmarking their experiences based on the best service or experience they've had from other businesses in the marketplace.” So, if they’re accustomed to fast, overnight delivery (thanks to Amazon) or superior flight experiences (à la Southwest), then these become the new standards by which your business is judged on in terms of customer service. Tune into the entire conversation to hear what Shep says differentiates a mediocre customer experience from one that will instantly turn customers into brand champions. And, why videos are a great strategy to connect with your customers on an intimate level. What’s the Most Important Customer Service Metric?For sales leaders, key metrics and data reign supreme! Which is why, here at Vengreso, our prospecting process is rooted in knowing our sales numbers and looking at what is really driving more booked calls and more sales conversions. But, I wanted to get Shep’s take on what data is the most important for customer service to track and analyze. His answer wasn’t what most people think, “So many customer service people focus on Net Promoter Scores by asking the question: On a scale from 1 to 10, are you likely to recommend us? However, the key metric to track is rather customer behavior – did they actually recommend you?” Studying customer behavior is such a critical component, not just for customer service but also for sales. I always champion that it’s important to know who your best customers are, what they are buying from you, and why they choose you over your competitors. That way you can infuse those key differentiators into your prospecting scripts on the front end and on the back end, when they’re customers, you can keep giving them more of what they love about you. Shep agrees,“When you look at it, typically 80% of business comes from 20% of your customers. So, study their behavior and get clear on what you need to do to move as many customers into that top 20% because that's where you’ll get repeat customers that become loyal customers.” Make sure to listen in to the full conversation – especially around the 17 minute mark – to hear the perfect way to handle a customer complaint. What Really Shapes The Customer Service Experience?How you treat your customers is often what can propel a company to become an industry leader. However, so many organizations fail to do what it takes to deliver an exceptional customer experience. I wanted to see what Shep thought separates those who struggle to keep customers from those who can instantly attract them and keep them coming back for more. “Amazement in terms of customer experience is within reach for every company – big and small. It’s not about being over the top, it's about providing consistent and predictable experiences that customers can depend on.” It’s what Shep calls knowing how to master the “moments of magic” that wins customers over again and again. But, how you handle the “moments of misery” will also define your ability to retain those top 20% of customers. Tackling those “moments of misery” is what Shep has studied for years and why he recommends using this easy 5-step approach:
This is such a great example of a framework that may require actions from various departments. Which is why I say the customer journey must be owned by not just sales, or the customer service team – but by all levels of the organization. Download the episode to hear the “train wreck” customer service story I share and what Shep recommends should have been done. This episode of The Modern Selling Podcast was brought to you by OrgChartHub, a sales tool that integrates into HubSpot, giving your sales team the ability to be more strategic, map out buyers, reporting structures, and identify the role of each buying influencer within an account. | |||
| 07 Feb 2023 | Maximizing Your Success Rate: The Art of Selling to Sellers with Tom Rowe #229 | 00:53:35 | |
Maximizing Your Success Rate: The Art of Selling to Sellers with Tom Rowe #229
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| 26 Oct 2021 | Human-Centered Communication with Ethan Beute & Steven Pacinelli, #189 | 00:54:03 | |
In 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 experts in the field, Ethan Beute and Steven Pacinelli. Listen in to the full conversation, so you don’t miss a single sales insight from this powerhouse duo’s new book, Human-Centered Communication: A Business Case Against Digital Pollution. I recently had the privilege to be included in their book and contribute my unique perspectives on the topic of video sales strategies (see page 133!). Here’s a little more about this episode’s expert guests: Ethan Beute is the Chief Evangelist at the video messaging company, BombBomb, host of The Customer Experience Podcast, and co-author of the books, Rehumanize Your Business and Human-Centered Communication. For the past decade, Ethan has helped business professionals cultivate “video relationships” with their prospects to rapidly grow sales and build loyal customer followings. If Ethan’s insights weren’t already more than enough, he was joined by Steven Pacinelli, BombBomb’s Chief Marketing Officer. Steven Pacinelli has a very diverse background where he’s served as a Sales Manager, a Vice President of Events, and the National Speaker for Realtor.com, delivering presentations to more than 1,000 audiences. Known for his innovative sales and marketing strategies, Steven has consistently been named a Top 20 Social Influencer, according to the Swanpoel Report. Make sure to download this episode to catch the innovative personalization and human-centered strategies that Ethan and Steven recommend to move the sales needle. What Are Sales Teams Getting Wrong?Video messaging platforms, like BombBomb, are on the forefront of revolutionizing how sales teams accelerate prospecting and get more ‘hellos’. In fact, a Vengreso survey found that 69% of sellers reported that prospecting was the hardest part of sales. But, it doesn’t have to be that way. I asked Ethan and Steven, “what’s the biggest issue with prospecting that you see?” Their answer was exactly what I detailed in my chapter of Human-Centered Communication. Ethan believes that, “Most prospects don’t know who you are or if they can trust you. Salespeople are asking them to book an appointment, but there’s instant resistance because they don’t know anything about you, your product, or your service. So, it really becomes, how do you break through this increasingly noisy and polluted digital environment?” This is why part of our Vengreso prospecting method is to intentionally build trust first to foster engagement before shifting to focus on building the relationship and then generating revenue. The only challenge I’ve found is that many sales teams are not intentional or conscious about what they're doing and as a result they inevitably frustrate, confuse, or annoy their prospects. Instead, we teach our sales leaders to start with empathy and consider what the prospect’s major pain points are, so they can deploy a host of personalization strategies to better engage and drive more value-driven sales conversations. Steven has a lot to share on this topic of prospecting, “The goal in sales should be to answer the question: How can we approach our work in such a way that we put our prospects’ wants and needs on a level playing field as our desires, as the sellers?” To hear Steven’s detailed answer, join the conversation to hear what he says are THE best tactical, mindset, and sales strategies to produce better outcomes, forge stronger relationships, and produce more sales revenue. What Is Digital Pollution?This is a unique concept introduced in the first chapter of Human-Centered Communication. So, I had to ask Ethan and Steven to clarify what is and how sales teams can avoid polluting their prospect pools. According to Ethan, “digital pollution” is something we all have experienced, as consumers. Digital pollution is the onslaught of irrelevant, unsolicited, and impersonal sales messages from a company you likely have never heard from, trying to convince you to buy a ‘thing’ you’re not even sure you have a need for. I asked Ethan to explain more about the impact that digital pollution is having on buyer behavior. He shares, “All of this digital pollution leaves consumers in a place of constant distrust. Can they really click on the link in the email without their data being compromised? So, they live with their guards up all the time. As sales professionals, we don’t want to intentionally pollute this digital sales space. Instead, we want to drive value during every sales touchpoint.” This points back to the importance of knowing how to personalize your sales communications. We go deep into the topic of hyper-personalization in my interview with Michael Labate. To tune into this episode with Ethan and Steven to hear firsthand what they recommend sales professionals do to not be digital polluters. Is Video Communication Critical in Sales & Marketing?I’m a big proponent of sales enablement technology, especially tools like our auto text expander FlyMSG. However, unless proper sales training is conducted, many sales teams lack the understanding to effectively use the tools and technology at their fingertips. And, one of those sales strategies that is being severely underutilized is video. This is why we created an entire suite of training to help sales teams build Video Sales Mastery that drives more sales conversations. Because according to Cisco, 80% of the world’s web traffic is driven by video consumption. However, although marketers identify video-based messaging as being a top marketing initiative, sales leaders aren’t dedicating time or resources to using this medium. I was curious to get the duo’s perspective on what may be causing the marketing and sales disconnect and why video was such an important part of prospecting that every modern seller could use. Steven explains, “Video puts a face in front of your prospects, which gives your message a more human feel. And, if you have a solid message, that's welcomed by the recipient, that's valuable to them, and you do it through video with passion and conviction – then video can easily move the sales conversation forward.” Make sure to listen to the full episode to hear Steven’s unique example of how sales teams can use personalized videos to get prospects to lean in and ready to book a sales call. | |||
| 03 Sep 2024 | Merging Tech Companies: 4 Strategies for Sales Success | Casey George | MSP #281 | 00:52:15 | |
Want to learn the solution for smoothly integrating two companies into one, and achieve a seamless transition for sales teams? We're sharing the key to achieving that result. Let's dive into the solution together! Have you been told to follow a certain strategy to merge companies, but it's not producing the results you need? The pain of facing uncertainty and disruption during company mergers is all too real. If you've been feeling this frustration, it's time to learn a new approach that empowers you to navigate company integrations smoothly. Elevating Sales Leadership This is Casey George's story: Casey George's journey into the industry is a testament to the power of experience and resilience. With a career spanning 20+ years, including leadership roles at IBM and a stint at Talend, now the EVP of Global Sales at Qlick, Casey's insight into the world of sales is unmatched. As he shares his experiences and strategies for integrating merging companies, his passion for music and love for the '80s shine through, adding a personal touch to his professional wisdom. Casey's approach of moving fast and embracing imperfection resonates with the challenges of merging companies, capturing the essence of adapting and learning in the face of change. His four pillars of financial, people and culture, enablement, and systems provide a roadmap for companies navigating integration, offering a blend of practical advice and personal anecdotes. Casey's narrative style creates a relatable and engaging journey, making his insights not just informative, but also inspiring.
In this episode of The Modern Selling Podcast, Casey George, the Executive Vice President, Global Sales at Qlik, shares his extensive 20+ year career experience, including leading sales teams through company mergers. With a focus on integration strategies and the challenges of merging companies together, Casey's insights offer practical advice for sales leaders navigating similar situations. He emphasizes the need to anticipate challenges, prioritize the sales team in the integration process, and the importance of an adaptive approach. Casey's personal anecdotes and practical takeaways provide valuable insights for professionals in the tech and sales industries, making this episode a must-listen for sales leaders looking to drive smoother company integrations. Don't miss out on learning from Casey's experience and gaining actionable strategies for successful company mergers! In this episode, you will be able to:
Key Moments: Timestamped summary of this episode: Mastering Integration Strategies Maximizing Sales Team Performance The resources mentioned in this episode are:
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| 17 Oct 2023 | Boost Your Sales with Personalized Communication Strategies - David Graswick | 00:47:50 | |
Boost Your Sales with Personalized Communication Strategies - David GraswickIn a world where sales influencers typically write books to establish their expertise, Mario Martinez Jr. took a different path. Instead, he embarked on a journey that led to the creation of The Modern Selling Podcast, ultimately making him a sales influencer without ever writing a book. But what Mario didn't expect was the incredible impact he would have, with nearly seven years and 250 episodes of wisdom shared. And now, as he welcomes David Graswick, Vice President of Global Sales at DataBook, they uncover the unexpected key to sales success in the digital landscape. Brace yourself for a twist that will revolutionize the way you approach personalized communication, leaving you hungry for more. Today's special guest is David Graswick, Vice President of Global Sales at DataBook. He joins host Mario Martinez Jr. on the 250th episode of The Modern Selling Podcast. Reflecting on his journey, Mario shares that he started the podcast to become a sales influencer without writing a book, a task he wasn't particularly fond of. Instead, he opted for the medium of podcasts and short videos. With almost seven years and 250 episodes under his belt, Mario is thrilled to have David as a special guest. David, who has been with Data Book for three years, is praised for his impressive three-year tenure as a VP of Sales, which is quite rare in the industry. Mario and David delve into the importance of securing C-suite meetings and the value they bring. They emphasize the need for sellers to understand the business problems they solve, as well as the different buyer personas within an organization. Articulating these solutions effectively is crucial to capturing the attention of executives. They also discuss the significance of personalized messaging, keeping it concise and attention-grabbing. With their combined expertise, Mario and David provide valuable insights for sales professionals in the digital landscape, aiming to improve sales outcomes through personalized communication.
Meet David Graswick, the Vice President of Global Sales at DataBook. With over 21 years of experience in software sales, David is a seasoned professional who understands the value of personalized communication in the sales process. He believes that connecting with C-level executives is worth the extra effort, as it opens the door to uncovering additional budget and unlocking new opportunities. David's strategic approach involves tailoring sales campaigns to address the unique needs and pain points of different buying personas, from top-level decision-makers to the doers in the middle and the end-users. His wealth of knowledge and expertise has helped countless sales professionals achieve success by focusing on personalized engagement and building meaningful relationships with key stakeholders. We are thrilled to have David join us on the podcast to share his insights and strategies for leveraging personalization in sales. Get ready to gain valuable tips and techniques that will elevate your sales game to new heights. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: AI-powered Writing Assistant Master Selling to the C-suite Personalization The resources mentioned in this episode are:
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| 14 May 2024 | From Introvert to Sales Leader | 00:49:06 | |
From Introvert to Sales LeaderHey, sales pros! Tired of feeling like you're just not cut out for sales because you're an introvert? Have you been told to just "fake it till you make it" and it's only left you feeling drained and ineffective? If you're ready to tap into your natural strengths and see real results, it's time to leverage your introverted superpowers in sales. Get ready to unlock your full potential and transform your approach to sales effectiveness. Unleash the Power of Introverts This is Matthew Pollard's story: Matthew Pollard's sales journey began unexpectedly after losing his job right before Christmas, thrusting him into the world of sales as an introverted individual. Despite initially feeling overwhelmed by the thought of sales, he persevered, teaching himself through online resources and quickly rising to become the top salesperson in his company. As he continued to excel and take on leadership roles, his focus shifted towards empowering introverted sales professionals, challenging the belief that introverts are at a disadvantage in sales. His introduction to Mario Martinez Jr.'s brand occurred at the AI SP leadership summit, sparking thought-provoking conversations about introversion, extroversion, and the unique strengths introverts bring to the sales arena. This encounter laid the groundwork for a deeper exploration of sales and leadership, leading to the creation of Matthew's book, "The Introvert's Edge to Selling," and his unwavering commitment to reshaping the narrative around introverted success in sales.
My special guest is Matthew Pollard Matthew Pollard, also known as the Rapid Growth Guy, is an award-winning and best-selling author of The Introvert's Edge series. As an introverted individual who discovered his sales prowess through self-teaching, he's driven to revolutionize the way introverts are perceived in sales. With over a decade of experience and a track record of fostering five multimillion-dollar success stories, Matthew is passionate about empowering introverted sales professionals to leverage their strengths and achieve unparalleled success. His refreshing approach to sales leadership and his belief in the power of personalized storytelling has made him a sought-after influencer in the sales community. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering the Art of Networking The Art of Persuasion The resources mentioned in this episode are:
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| 20 Jun 2023 | AI in Business Growth: Leveraging Strategies and Tools, with Ryan Staley #239 | 00:56:08 | |
AI in Business Growth: Leveraging Strategies and Tools, with Ryan Staley #239 Artificial Intelligence (AI) has become a game-changer in driving business growth. AI is transforming the way businesses run, giving them access to solutions and systems that can greatly enhance their performance and effectiveness. In this blog post, we delve into how AI enhances SaaS sales and the role of text expanders in business communication. We also discuss the phases of implementing an AI tool, from understanding the four-phase approach to preparing your organization for AI integration. We explore how SEO combined with AI aids in content creation at scale and ways to overcome challenges associated with large-scale content production. Furthermore, we shed light on common mistakes made by SAS CEOs during customer base expansion and provide effective strategies for growth. The final part of our discussion focuses on the pivotal role B2B sales and marketing executive leadership plays in company growth. Stay tuned as we unravel how experience impacts executive leadership roles and ways to leverage product-led strategies along with outbound events for company expansion. Join us as we navigate through these critical aspects of leveraging AI for business growth - a journey towards increased automation, better decision-making process, enhanced customer experience while gaining a competitive edge in today's dynamic business world. Leveraging AI for Business GrowthIt's revolutionizing various sectors, including sales and marketing, by automating tasks and providing valuable insights into customer behavior. One area where AI has made significant strides is in enhancing SaaS sales. How AI Improves SaaS SalesIn the realm of SaaS sales, most leaders struggle with efficiency and productivity. That's where tools like Fly Message, an innovative text expander powered by artificial intelligence, come into play. By deconstructing complex processes such as email communication or LinkedIn messaging, Fly Message enables swift responses, thereby improving productivity.
The Role of Text Expanders in Business CommunicationApart from boosting efficiency and speed in replying to emails or messages on platforms like LinkedIn, text expanders also improve accuracy and consistency across all communication channels within an organization. They allow users to create shortcuts for frequently used phrases or sentences, thus saving time spent typing repetitive content while ensuring uniformity across all company correspondence. AI is the future of business growth, and companies that embrace it will have a competitive edge. If you wish to stay on the cutting edge, start taking advantage of AI now. Leverage AI for business growth with tools like Fly Message, an innovative text expander that boosts efficiency and productivity. #AIinBusiness #ProductivityBoostClick to Tweet Phases of Implementing an AI ToolIntroducing an AI tool to your business operations is not a one-step process. It involves several phases that require careful planning, development, integration, and evaluation. Understanding the Four-phase ApproachThe four-phase approach for implementing an AI tool typically includes planning, development, integration, and evaluation stages. For instance, Fly Message, a text expander that aids in replying to emails and LinkedIn messages swiftly, is currently in its first phase out of these four planned stages.
Preparing Your Business for an AI Tool IntegrationTo ensure seamless integration of an AI solution into your company's workflow without disrupting productivity requires careful preparation. Everyone involved should understand why this new technology is being introduced, whether it's about increasing efficiency or improving customer service, so they can fully support its implementation. Additionally, consider conducting training sessions for employees who will be using the software daily so they can get familiar with its functionalities before going live. Remember that just because something works during testing doesn't mean there won't be hiccups when rolled out at scale; hence continuous monitoring post-implementation is crucial too. "Boost your business productivity with AI tools. Learn the four-phase approach for seamless integration and prepare your team for success. #AIinBusinessGrowth #ProductivityHacks"Click to Tweet Content Creation at Scale with SEO and AIThe rise of technology has revolutionized various industries, and content creation is no exception. AI and SEO make it possible for companies to produce a large amount of excellent content quickly. Advantages of Using SEO and AI Tools for Content CreationBy utilizing SEO tools, businesses can create content tailored to their target audience's search habits, thus increasing website visibility and traffic. Meanwhile, AI tools, such as natural language generation software, automate the content creation process, producing unique and engaging content at scale. Overcoming Challenges in Large-Scale Content ProductionProducing quality content consistently can be a difficult task, especially when there are time constraints or limited personnel. However, AI-powered writing assistants can help overcome these hurdles by speeding up the writing process without compromising quality.
By leveraging the power of SEO and AI, businesses can create high-quality content at scale, driving traffic to their websites and boosting their online presence. "Revolutionize your content creation process with the power of SEO and AI. Produce high-quality, engaging content at scale and boost your online presence. #AIinBusinessGrowth #ProductivityHacks"Click to Tweet Common Mistakes Made by SaaS CEOs During Customer Base ExpansionMany SaaS CEOs make critical mistakes that hinder growth while expanding their customer base. One of these is focusing all resources on acquisition channels responsible for only 20% growth within their client profile. Pitfalls to Avoid During Customer Base Expansion
Effective Strategies for Growing a Customer Base
The key takeaway here is balance - while pursuing new leads is crucial for expansion, nurturing relationships with current clientele forms an equally essential part of a sustainable growth strategy. Key Takeaway: SaaS CEOs often make mistakes when expanding their customer base, such as over-relying on a single channel or neglecting existing customers. To effectively grow a customer base, businesses should diversify marketing channels, foster relationships with current customers through loyalty programs and exclusive deals, and mitigate risk by analyzing potential risks associated with each client or sector served. The key takeaway is to balance pursuing new leads while nurturing relationships with current clientele for sustainable growth. Role of B2B Sales and Marketing Executive Leadership in Company GrowthThe success of a company, especially in the SaaS industry, heavily relies on its leadership. B2B sales and marketing executive leaders play a critical role in driving growth and expansion. These individuals bring years of experience, extensive knowledge, unique perspectives, and tested strategies that can propel a business forward. The Importance of Experience in Executive Leadership RolesExperience plays an indispensable role in leading a business towards growth. A seasoned leader like Martinez Jr., with over 25 years as a B2B sales marketing executive leader, exemplifies this perfectly. His vast experience has equipped him with invaluable insights into market trends, customer behavior patterns, and effective strategies for sustainable growth. Martinez's tenure saw significant strides made by companies such as Fathom video - achievements attributed largely to his expertise and innovative approach. This clearly illustrates how experienced leadership can steer an organization towards achieving their goals effectively. Leveraging Product-Led Strategies and Outbound Events for Company GrowthSuccessful leaders understand the importance of leveraging various tactics for maximum impact on business performance. Martinez Jr., for instance, used product-led strategies alongside outbound events led growth tactics while growing Fathom video.
Savvy use of these approaches helps create robust pipelines capable of delivering consistent results over time, ensuring sustained company growth. Key Takeaway: Experienced B2B sales and marketing executive leaders like Martinez Jr. play a crucial role in driving company growth by leveraging their extensive knowledge, unique perspectives, and tested strategies. Their use of product-led strategies and outbound events can create robust pipelines for consistent results over time, ensuring sustained business expansion. FAQs in Relation to Ai in Business GrowthHow AI Boosts Business GrowthAI streamlines tasks, provides data-driven insights, and personalizes customer experiences, driving business growth. The Impact of AI on BusinessesAI revolutionizes businesses by improving decision-making, operational efficiencies, and enabling predictive analytics. Built In has a comprehensive guide on this. How AI Will Shape the Future of BusinessAI's advanced automation and data analysis capabilities will redefine the future of businesses. Learn more from this article by Wharton Knowledge. The Dark Side of AIAI's negative impact on jobs is a growing concern. Learn more about the ethical concerns related to AI in business from this article by Forbes Tech Council. How AI Algorithms WorkCurious about how AI algorithms work? This article by Investopedia explains the specifics. ConclusionImplementing AI tools can greatly benefit businesses looking to grow, improving SaaS sales and content creation at scale. However, it's important to approach implementation strategically and avoid common mistakes made by SAS CEOs during customer base expansion. Effective leadership from B2B sales and marketing executives is crucial for company growth through product-led strategies and outbound events. By properly integrating AI into your business strategy, you can take advantage of significant growth opportunities. Utilizing the advantages of SEO and text expanders while avoiding common pitfalls can help businesses succeed in AI for business growth. For more information on the benefits of AI in business growth, check out these credible sources:
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| 14 Nov 2023 | Negotiation Ninja Secrets: Leveraging Procurement for Sales Success - Mark Raffan, #253 | 00:53:06 | |
Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to:
The key moments in this episode are:
Timestamped summary of this episode:
Understand the Procurement Process Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth. Master Negotiation Strategies Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization. Achieve Balance in Negotiations Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations. The resources mentioned in this episode are:
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| 12 Jul 2022 | The Great Customer Resignation & How to Reduce Customer Churn with Craig Charlton, #211 | 00:48:09 | |
The 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 converting them and keeping them as customers is a whole other challenge. With so many options on the market and an oversaturation of generic sales and marketing messages, the retention strategies and personalization techniques used to retain customers must also evolve. But, exactly how to prevent what one sales expert calls the “Great Customer Resignation” is the topic of this episode of the Modern Selling Podcast. I’m excited to welcome a phenomenal guest who spends quite a bit of time researching the ins and outs of customer satisfaction and retention. Craig Charlton, CEO of SugarCRM has spent over 25 years building and running high-growth businesses. Prior to joining SugarCRM in 2019, he was CEO of Oildex, a provider of financial automation software and services for the oil and gas industry, where he helped the company achieve 150% bookings growth, leading to the company’s acquisition by Drillinginfo. Before joining Oildex, Craig was CEO of Abila, a provider of financial and CRM software and services to associations, nonprofit organizations, and governmental entities. Abila, which was acquired by Community Brands, grew its revenues threefold and transformed its revenue base to a subscription-based (SaaS) model over a three-year period. Prior to that, Charlton was senior vice president and general manager of Asia Pacific at Epicor Software Corporation, an industry-leading ERP solution provider, where he developed and executed the company’s regional strategy, achieving consistent revenue and profit growth. Craig’s insights into what B2B sales organizations should be doing to boost customer retention is why this is a must-listen-to episode! We’ll dive into the recent stats from SugarCRM’s Impact Report and decipher what the data tell us about what customers are looking for and how sales teams should be positioning their prospecting efforts. Download the full episode now and listen until the end to get every customer retention nugget! How Has Customer Churn Changed Since The Pandemic? As most sales leaders have seen, there have been noticeable shifts in how we are approaching and interacting with both prospects and customers. Here at Vengreso, our specialty is in helping B2B sales leaders and teams prospect better. Over the past 18 months, through our own research, we’ve found that 69% of sales professionals agree that prospecting is the hardest and most time-consuming part of their role. I wanted to know what Craig is seeing on the other side, once a prospect becomes a customer, and what’s the current trend with customer churn. The data he shares is truly eye-opening, “Last year, the Global Research survey revealed that customer churn was costing midmarket companies $5.5 million a year. Our research, this year, shows that 58% of sales and marketing leaders say that churn has gotten worse over the last 12 months. This is now likely costing companies even more than $5.5 million a year! For every two customers coming in the door, one of them is leaving.” This is a remarkable number – $5.5 million in lost revenue! Join the conversation to hear what Craig says is really causing churn rates to explode and what sales leaders must do now to stop the bleeding. What Role Can CRMs Play in Reducing Customer Churn?As a sales evangelist by trade, I’m always curious to know what technology can do to help right the tide and get sales teams back on track. At Vengreso, we use a host of automation tools and systems to help us not only streamline how we prospect, but also to leverage key data that tells us how we can personalize each customer touchpoint. I wanted to hear Craig’s perspective on what CRMs can do to mitigate this growing customer churn rate, especially since his company’s findings suggest that 56% of sales organizations don’t have the customer data they need to be effective. He shares three key insights:
What’s Holding Sales Teams Back From Keeping Customers?
This is a rather loaded question, but Craig and I dive deep into what the real solution may be. In my view, there are a host of factors at play. However, I’m a big proponent of the importance of providing world-class training to all sales reps that focuses on how to prospect with intention, personalization, and communicating value in mind. Our PVC Methodology for Prospecting outlines each one of these critical steps to engage with prospects in a way that makes them want to become customers. I have Criag walk through his ideas on the topic, “The biggest drawback to reducing customer churn is CRM adoption. Many sales teams have a CRM of some sort, but they’re usually not properly trained on how to use its automation and are often unaware of the full features their CRM may offer. Sales teams should be leveraging AI as much as possible to know exactly which customers are at risk of leaving and how to best engage with them. Sadly, so many B2B sales teams aren’t doing this.” Automation is a BIG productivity driver for us at Vengreso. This is why we’ve created THE best business productivity tool on the planet – FlyMSG. With it, sales teams (and other teams too) can reduce the time waste copying and pasting messages to customers and free up their time to focus on other strategic tasks. But, FlyMSG is just one tool we talk about. Towards the end of our conversation, Craig shares a host of actionable tools and steps sales leaders can take right now to get the most out of the CRM to instantly boost customer retention. Download the full episode to get in on this valuable insight. Want access to the full 2022 CRM Impact Report: The Great Customer Resignation and the Path Forward? Click here to download your complimentary copy. | |||
| 18 Jul 2023 | A Guide to Enhancing Generative AI for Sales Prospecting with Jason Tan, #241 | 00:50:54 | |
Generative AI for Sales Prospecting is an uncharted territory for many. Sure, it sounds like a tech buzzword that's been thrown around lately... But when it comes to implementing Generative AI in your sales strategy... Most are at a loss when it comes to incorporating Generative AI into their sales tactics. Utilizing Generative AI in your sales strategy could be the key to unlocking success. But if you don't understand how to harness its power effectively, you might as well be throwing darts blindfolded. The Role of Engage AI in Enhancing LinkedIn EngagementLet's dive into the world of artificial intelligence, where Jason Tan's company, Engage AI, is making waves. This innovative tool addresses a common challenge - maintaining regular interaction with prospects and clients on LinkedIn. Overcoming Writer's Block with Engage AIWe've all been there; staring at an empty screen, struggling to craft compelling prospect outreach messages. No more. With its embedded generative AI technology designed for sales professionals like you, writer's block becomes a thing of the past when writing sales content or repurposing existing ones. A Comprehensive Outreach Strategy Facilitated by Engage AI
Yes indeed. This comprehensive approach makes it easier than ever before to engage your audience through multiple channels. And guess what? You don't have to be a seasoned Sales Operations Manager or tech guru. No matter if you're just beginning your AI journey, Engaging AI has the resources to get you started. Now that we've explored how this powerful tool can change sales as Prabhakant Sinha envisioned, let us delve deeper into understanding Generative Artificial Intelligence (AI) in our next section. Stay tuned. Understanding Generative Artificial Intelligence (AI)Exploring the distinction between generative AI and other types of AI, let's delve into the details. Generative AI, like DeepAI explains, is a branch of artificial intelligence that uses statistical models to generate new data similar to the input it receives. It's not your everyday chat GPT or Google Bard. Difference Between Generative AI & Other FormsThe key differentiator? Its ability to create. This embedded generative ai technology designed for creativity can do more than just respond; it generates entirely new content based on patterns learned from existing information. Think writing sales content with an artistic twist. A Recent AI Survey - A Quick Lookindicates how businesses are increasingly leveraging this tech innovation. Moving Beyond The Basics With Machine LearningWhile machine learning provides algorithms that learn from data inputs, generative ai tools run deeper by generating recommendations akin to human-like brainstorming. The Role Of Human Intelligence In Using These TechnologiesLet me be clear: these technologies aren't replacing us anytime soon. Instead, they're here as our digital assistants. The real magic happens when we combine them with human ingenuity - creating powerful synergies for problem-solving and idea generation. For instance, imagine launching Viva Sales a tool incorporating this cutting-edge techa into your business operations. As a sales operations manager or even someone who teaches sales executives regularly you could use such advanced tools effectively. From repurposing existing sales content into engaging prospect outreach messages without breaking a sweat to customizing scoring criteria using HubSpot's predictive lead scoring software the possibilities seem endless. Remember though an artificial intelligence learning path requires patience and persistence. So keep exploring because change is inevitable in fact it might even change 'sales' prabhakant sinha style someday. Now isn't that something worth looking forward too? Key Takeaway: Generative AI, unlike everyday chatbots, uses statistical models to generate new data based on existing information. Businesses are increasingly leveraging this technology for creativity and problem-solving. While these tools can generate recommendations, they are meant to assist humans rather than replace them. Combining generative AI with human ingenuity creates powerful synergies for sales prospecting and idea generation. So keep exploring because change is inevitable - it might even revolutionize the way we do sales someday. With the help of generative artificial intelligence tools like Lavender, sales teams can now streamline their prospecting efforts and increase their chances of success. Strategies For Effective Digital Sales ProspectingLeveraging generative artificial intelligence for prospecting is a game-changer in the sales world. Generative AI tools run, analyzing and repurposing existing sales content to create personalized outreach messages that resonate with your target audience. Leveraging Generative Artificial Intelligence For ProspectingThe modern HubSpot's predictive lead scoring software, an embedded generative AI technology designed specifically for this purpose, can change sales prospects' engagement dramatically. This tool uses machine learning algorithms and custom scoring criteria to rank leads based on their likelihood of becoming customers.
Balancing Automation And Personalization On Platforms Like LinkedinTo truly harness the power of platforms like LinkedIn, we must strike a balance between automation and personalization when commenting or engaging with posts. This is where writing prospect outreach content becomes crucially important. Using pre-written templates or automated responses might seem efficient but often lacks genuine human touch needed for building relationships. Change Sales Prabhakant Sinha, one of the pioneers who teaches sales executives how leveraging tech can enhance results emphasizes this point strongly. While having unique selling points (USPs) are essential; knowing how you're different from competitors isn't enough anymore - being able to communicate those differences effectively through well-crafted prospect outreach messages sets successful brands apart from others. So next time you write a message remember: Be real. Show empathy. Make connections. Exploring Fly Message As A Text Expander And Engagement Insight ToolIn the world of sales, every second counts. Fly Message is a game-changer in this arena, serving as an effective text expander and engagement insight tool. Achieving Better Results With Fly MessageThe primary goal for any sales team is to drive revenue growth. To achieve this, they need access to key sales data and tools that can streamline their processes. This is where artificial intelligence can help to produce results. FAQs in Relation to Generative Ai for Sales ProspectingWhat is generative AI in sales forecasting?Generative AI in sales forecasting leverages machine learning to generate predictive models, providing insights into future customer behavior and market trends, thus enhancing strategic decision-making. How does generative AI affect sales?Generative AI impacts sales by automating prospecting tasks, personalizing outreach strategies, improving writing efficiency and offering predictive analytics. This leads to increased engagement rates and revenue growth. How can generative AI help in marketing?Generative AI aids marketing efforts by creating personalized content for target audiences, predicting consumer behaviors based on past data patterns and optimizing ad campaigns through real-time adjustments. How will generative AI change retail?Generative AI will revolutionize retail by offering personalized shopping experiences, optimizing inventory management through demand forecasting, and enhancing customer service with automated responses. ConclusionIt's the future of sales. It breaks down barriers, enhancing LinkedIn engagement and transforming how we connect with prospects. This technology doesn't replace human intelligence but complements it, creating a powerful synergy that drives success in the digital world. Tools like Grammarly and Lavender aren't just about correcting grammar; they're about improving understanding within teams to attract enterprise deals. The right strategies can balance automation with personalization, making your outreach on platforms like LinkedIn more effective than ever before. Fly Message isn't merely an engagement insight tool; it's a revenue growth engine powered by generative AI. If you're ready to take your sales prospecting game to new heights, consider exploring Vengreso.com. We are dedicated to helping knowledge workers save on productivity through innovative solutions such as Generative AI. Start harnessing this cutting-edge technology today for transformative results tomorrow! | |||
| 27 Oct 2022 | Creating a Winning Sales Playbook with Shruti Kapoor, #219 | 00:47:31 | |
The 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 is the exact topic we dive into in this episode of the Modern Selling Podcast. We welcome a leading expert in customer acquisition for technology startups to learn firsthand what works, what doesn’t, and the right way to leverage sales data to build a rockstar sales playbook. Shruti Kapoor is the former CEO and Co-Founder at Wingman (now Wingman by Clari) which is an actionable conversation intelligence platform that unlocks insights from every sales interaction. She loves IronMan, and wants every sales team to have their own Jarvis! As the founder of Wingman, Shruti, as Wingman’s official first salesperson, single-handedly sold their first million dollars in revenue. With an eclectic background with expertise in a wide range of industries, including life sciences research, investment banking, technology investing, commercialization, product development, fin-tech, and sales – Shruti brings a breadth of knowledge and unique perspectives to how she approaches startup scaling. Download the full episode to her the top sales best practices that Shruti has used to transform a technology startup from just an idea into a reputable and highly profitable enterprise. Top Customer Acquisition Best Practices for B2B StartupsAcquiring your first 100 customers is not for the faint of heart. Because once you’ve already tapped into your immediate network to leverage those friends and/or family that may support you, then your attention has to shift to more sustainable and scalable customer acquisition strategies. No one knows how to do this better than Shruti, so I picked her brain to hear what approach she took to grow her technology startup in the early stages. Shruti shares, “With a startup, the biggest lesson that we learned was that the first thing we had to do was to gain people’s trust. And, as your business grows and you hit different stages in your company's lifecycle, you have different levers for building trust. When you’re starting out, you may not have testimonials or reviews to lean on, but that’s where you start small and build up over time.” We did this exact thing in our early days with Vengreso. Even though Vengreso was born from the merger of seven companies, we didn’t have any Vengreso-specific customers. But, once we had a few customers, we leveraged their experiences with the company and recorded testimonials that we could use in our sales and marketing efforts to build trust with potential new customers. Listen to the full conversation to hear how Shruti suggests you ask for customer referrals and get an inside scoop into what you can do to quickly acquire new customers with minimal lift. Proven Sales Coaching Best PracticesHaving a steady stream of prospects is only part of the sales battle. The other component is having a solid sales team that is properly trained. In my 20+ years in sales, I’ve seen it all when it comes to the do’s and don'ts of sales training. And, like I always say, “buyers have gotten smarter at buying faster than reps are at selling.” So, without a proven and consistent way to train sales reps, many companies, especially technology startups could be leaving lots of money on the table. I ask Shruti what her view is on sales coaching – how to do it the right way and what to look out for. Her insights are spot on and shed a valuable lesson for B2B and B2C companies to learn from. She explains, “Sales training often doesn’t happen because of impatience. Sales managers may train their reps once and never revisit upleveling their skills. Or, they’ll try to fit in a large amount of training in a short period of time which doesn’t truly get results. The key is to be consistent with your training and to leverage technology when you can to build in the discipline and repetition it requires to truly teach sales reps.” I couldn’t agree more, which is why, here at Vengreso we follow the OGC approach – on-demand and group coaching. In this model, every sales rep listens to several sales calls each week and provides feedback to one another. In this way, it takes the burden off of the sales manager to be the only one providing coaching or support. Download this episode to learn more about the best way to structure sales training to help boost conversions to hit quota every time. Strategies to Increase Sales Call ConversionsWith the pandemic and the shift to virtual selling, closing sales has become much more of an art. Finding ways to connect with someone on the other side of a digital screen and move them to buy takes a certain level of skill and craft that many sales professionals have not perfected. Shruti has a wealth of knowledge (and the sales data to back it up) in regards to what truly works to move the sale on an initial sales call. I ask her to share her insights and give us several actionable strategies that we can use to instantly boost sales conversions. She explains, “The most interesting thing the data shows us is that when people set an agenda at the start of the call, the win rate doubles. Yet, despite the data, only 10% of sales reps do this. Setting an agenda gives both parties the opportunity to make sure what they want to be covered is actually discussed.” At Vengreso, our sales reps’ meeting invites always include three key components that we refer to as PAL – purpose, agenda, and length. In this way, all attendees know upfront the expectations and structure of the meeting. Download the conversation to hear a host of other sales call gems that can improve win rates and streamline the entire sales process. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 26 Mar 2024 | Keys to Creating Impactful Buyer Personas | 00:42:20 | |
If you're feeling frustrated because your sales strategies are falling flat and you're not seeing the results you want, then you are not alone! Are you tired of putting in effort without reaping the rewards? Let's change that together. In this episode of The Modern Selling Podcast, Jim Kraus, President of the Buyer Persona Institute, brings a wealth of knowledge on buyer personas and their impact on sales and marketing strategies. His expertise stems from conducting in-depth interviews with recent buyers, enabling him to uncover specific buying insights that influence purchasing decisions. By emphasizing the importance of aligning marketing and sales efforts with buyer personas and addressing potential buyer concerns, Kraus provides valuable insights for sales and marketing professionals. His practical guidance on tailoring sales strategies and messaging to meet the needs of different buyer segments underscores the significance of understanding buyer personas. Through a casual and engaging conversation with host Mario Martinez Jr., Jim's personal touch and relatable experiences, such as his love for favorite movies, Bull Durham and The Shawshank Redemption, create a light-hearted and authentic atmosphere, making this episode a must-listen for sales and marketing professionals seeking to enhance their understanding of buyer personas and improve their sales and marketing strategies.
Discover impactful buyer personas Jim Kraus has over 15 years of experience in developing impactful buyer personas to optimize marketing and sales strategies. With a specific focus on influencing buying decisions, Jim is a recognized authority in understanding buyer insights to streamline sales processes. As the author of the upcoming second edition of the Buyer Personas book, Jim's expertise lies in transforming individual profiles to resonate with target buyer personas, making him an invaluable resource for empowering sales professionals. Jim's dedication to online personal training adds a unique perspective to his extensive expertise, offering a fresh and dynamic approach to leveraging buyer personas for effective marketing and sales. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode:
Influence with deep buyer insights Seamlessly integrate buyer personas The resources mentioned in this episode are:
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| 12 Sep 2023 | Building a Personal Brand in Sales: Lessons from Alison Mullins | 00:39:52 | |
In a world of sales and personal branding, one woman's journey took an unexpected turn. From the tranquil landscapes of southwest Virginia to the bustling markets of Italy and Brazil, Alison Mullins was on a path of growth and expertise. But it was a fateful encounter with Hurricane Wilma in Cancun, Mexico, that would change everything. Surviving the storm became more than just a test of strength for Alison - it ignited a fire within her, a passion that transformed her approach to sales. But what happened next? How did she turn adversity into triumph? Stay tuned to uncover the remarkable twist in Alison's story. This is Alison Mullins's story: Alison Mullins' journey towards becoming an expert in sales and personal branding can be traced back to her roots in southwest Virginia and her experiences in some of the most competitive markets around the world. As a small-town girl, she began her career in the construction industry specializing in natural stone surfaces. With time, Alison ventured into sales and marketing, exploring architectural, interior design, and luxury residential sectors. From working in Italy to quarries in Brazil, her experiences have shaped her unique expertise. However, the most pivotal of her experiences was surviving Hurricane Wilma in Cancun, Mexico. This event pushed her to a road of self-discovery, where she transformed her hardship into a resilient spirit, becoming a survivor with an undying passion for her work.
My special guest is Alison Mullins. With a rich background in sales and marketing, Alison Mullins has spent two vibrant decades leaving imprints in various sectors, including construction and natural stone surfaces. Her passion and dedication are reflected in her global work travel, from the United States and Canada to Italy and Brazil. Now as the founder of Rep Methods, her deep-rooted sales wisdom continues to bloom, helping countless professionals transform their sales strategies. Alison's approachable personality also adds a warm touch to her expertise, making her insights more relatable yet powerful. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: The resources mentioned in this episode are:
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| 18 Nov 2022 | Expand the Circle — Leadership Best Practices with Matt Poepsel, #222 | 00:48:36 | |
When 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 leadership, what it means for sales organizations, and what strategies leaders should be using to expand their circle. This episode’s guest, Matt Poepsel is one of the leading experts in the field and brings a highly unique perspective that makes this one of my absolute favorite episodes. Matt Poepsel, PhD is a tireless champion of human potential. A shameless self-improvement fanatic, he enjoys sharing his observations, advice, and humor through his writing and workshops. His professional life has been shaped by his business, military, and academic experiences. Dr. Poepsel currently serves as the Vice President of Professional Serves for The Predictive Index where he serves 1,000+ Talent Optimization Consultants around the world, develops highly scalable programs and tools that produce business results, and designs strategic talent optimization solutions for clients. Prior to The Predictive Index, Matt founded Covocative – a next-generation sales development platform and served as the Vice President of Professional Services at Gomez, Inc. – a Boston-based software startup that was later acquired by Compuware Corporation. If you’re a sales leader or leader of any kind, this is the episode to listen to so you can walk away with the right strategies that work now to inspire, ignite, and explode your team’s performance. What role does leadership play in sales?With any organization, the leader is at the helm of how things operate and the leader is responsible for setting the tone of the workplace culture. I wanted to get Matt’s perspective on what he sees is the role that leaders play in business. Matt shares, “Leaders have the opportunity and I would say a responsibility to make sure that the individuals on their team can see themselves in the company's mission. It’s up to the leader to connect the dots for them and to create alignment between the needles they're moving so that as a sales person they know what their contributions mean to the team and the overall mission.” But, what are the things that leaders “should” be doing to help not just retain their top talent, but to keep everyone inspired and motivated to take action. Matt outlines three key things sales leaders can focus on: Being – sales reps want to feel that they’re treated like a human being. That’s why leaders taking time out to connect with their individual sales people is so important. Because if you don’t know about their life and interests outside of work, it will be easy for them to feel disconnected from the team and just like “another worker”.
Belonging – If the Great Resignation taught us one thing, it’s that people no longer want to just be a number. They want to feel like they belong and their work matters to their leaders, to their team, and to the larger organization. As a leader, you can sow into this sense of belonging by recognizing your sales people, working with them to outline their goals, and by acknowledging their efforts when they go above and beyond. Bigger – Even in sales, understanding the “mission” is an important part of helping people connect to their work. What is it that your company represents? What are the problems your company is helping other businesses or people solve? According to Matt, if you’re not showing your teams how they’re contributing to a larger mission (than just hitting quota), you could be missing out on an opportunity to inspire your teams to reach higher levels of performance. Download the full episode to learn what sales leaders can do to start infusing the 3 “B’s” of leadership into how they lead their teams. What leadership traits are missing in the workplace?We often hear about trends like “Quiet Quitting” and other things that are redefining how people are showing up in their roles. I was curious to hear what Matt’s view of this was and what fundamental leadership traits we need to close the growing gap. Matt explains, “The biggest missing pieces are trust and psychological safety. These things are not just nice to have, they’re a requirement to build work environments where people want to perform at their best. The reality is trust and psychological safety are what drive real business results. When these are present we see higher levels of innovation, higher levels of profitability, higher levels of creativity, and problem solving.” I think this points to a large and very important point – when we build environments on trust and psychological safety, we, as leaders, give our teams the permission to take risks, make mistakes, and try new things. Listen into the full conversation to hear what Matt believes sales leaders should be doing to consistently create highly innovative sales environments. What is Enlightened Leadership?There are dozens of different leadership styles and doctrines – all with their own unique perspective of what they believe makes a “good leader”. This leadership space is Matt’s area of expertise, so I wanted to hear how he differentiates the various leadership styles. Matt outlines, “We've seen leadership in different theories progress over time, which is great. We’ve gone from the authoritarian type, with the ‘do what I say’ style to now what I call the ‘enlightened leader’ who is able to uniquely meet the needs of today's modern worker. Enlightened leaders take a human centric and more business performance approach to leadership. ” According to Matt, an Enlightened Leader knows and communicates their vision and is not only open to giving feedback but requires it for their own leadership development. If you’ve been challenged with keeping your team motivated, then be sure to listen to this episode to hear the exact steps Matt says to become an Enlightened Leader. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness. | |||
| 21 Mar 2023 | Innovative Tactics for Effective B2B Marketing and Sales with Camela Thompson, #232 | 00:39:23 | |
Vengreso's Modern Selling Podcast Episode: Innovative Tactics for Effective B2B Marketing and Sales with Camela Thompson, #232 | |||
| 06 Aug 2024 | Implementing Effective Sales Enablement: Key Strategies from a Top Leader | 00:48:52 | |
Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading. Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen! This is Teri Long's story: Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling.
Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach. In this episode, you will be able to:
The key moments in this episode are: Timestamped summary of this episode: Mastering effective sales enablement Unleashing the power of digital presence Aligning customer success and sales The resources mentioned in this episode are:
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| 09 Nov 2021 | The Emotional Dynamics of Selling with Dan Hill, #191 | 00:55:27 | |
When 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 intelligence (EQ) to better engage buyers. This conversation will go deeper than just reading body language. Because my expert guest, Dan Hill, will review all of the incredible distinctions you need to know to not miss a single emotional cue in your next sales conversation. Dan Hill, is the Founder of Sensory Logic, market researcher, podcast host of the New Books Network (NBN), and the world’s leading emotional dynamics expert. Dan pioneered the use of facial coding in business which has become a game-changer for sales organizations worldwide. For the past 20+ years, Sensory Logic has used facial coding to capture and quantify emotional responses in conducting market research for the world’s largest B2C companies. Dan’s industry-changing insights have been routinely featured in annual conferences, spanning now 25 different countries, where he has provided expert guidance to everyone from leading politicians, athletes, and cultural figures, to analyzing England's royal family. So, when it comes to knowing the emotional language of selling – Dan’s genius is truly unmatched!
How Does Emotional Intelligence (EQ) Apply to Sales?
With so much to cover this episode, I jumped right in to get Dan’s thoughts on emotional intelligence and if it really played an important role in how we sell to the modern buyer. Dan breaks down emotional intelligence – or aptly termed ‘EQ’ – into three crucial questions:
The key is to master #3 so you can carve out an unshakable advantage over your competition. Because when the emotions around you are intense (i.e. an angry customer), you’re able to read the room, know what the emotions mean, and respond in a way that de-escalates the situation to achieve a faster resolution. The important thing to note here is that EQ is equally important even in completely digital environments where you may be meeting someone for the first time across a computer screen. To illustrate how enhancing your EQ skills can help you navigate a tense customer situation, listen in around the 10-minute mark for a story I share about a recent (and unexpected) customer interaction and how I used EQ principle #3 to keep my cool. How Does the EQ Approach Apply to Interacting with Customers?I wanted to get clearer on how Emotional Intelligence can (and should) shape how we interact with customers, especially in a digital environment. At Vengreso, we often teach a lot about setting the right tone early on in a sales conversation and giving prospects numerous touchpoints to get to know who we are. That’s why leveraging videos in your sales emails can be such an effective sales tool. Videos enable the buyer to see who you are and to create an instant connection with you. But, what Dan shared in regards to EQ and its role in the sales call was so important, “People have observable patterns that we can look out for. If I’m a salesperson on a call, I’m immediately looking for any patterns that tell me who I might be dealing with. I might pick up on cues that tell me about who they are or I could be picking up on cues that tell me how they’re feeling at that moment. That way I can narrow down my emotional playbook to know how to respond and to adjust my emotional cues in the conversation.” As a sales leader, it’s so critical to be able to take that emotional temperature really quickly and pivot however you need to, to meet your prospect where they are. Make sure to tune into the full conversation to hear the specific visual cues to look out for that could quickly indicate that your prospect is uncertain or questioning moving forward. Plus, at 23:50, I share an easy way to instantly build trust in a Zoom conversation. It literally takes just 3 seconds to do, but many sales professionals aren’t doing it – and missing out on converting skeptical prospects into trusted customers. Does EQ Change How We Write Sales Emails?At Vengreso, we’re advocates of short emails that drive value for the prospect. In fact, our research has found that subject lines with fewer than six words and emails no longer than 111 words perform consistently better than longer sales emails.
In our prospecting article, we dive into a host of other important nuisances to consider when writing sales emails to engage prospects to set up an initial sales call.
It was refreshing to hear Dan’s guidance from an emotional dynamics perspective, “I’m always surprised at how many people misread emails. They’re likely in a hurry or don’t read the entire email, which can be very problematic because there are no other emotional cues for them to pick up on in an email. The average person looks at a printed ad for 1.7 seconds, which is why I always tell my clients don't assume that people read past the first 4 words of an email.”
That’s why we’re big champions of personalization at every communication touchpoint. Even adding the prospect’s name to the subject line of an email is a highly effective way to grab their attention and get them to open and read what you’ve sent. To learn more personalization tips and strategies, be sure to check out our The PVC Sales Methodology.
And, don’t miss out on the full discussion with Dan Hill as we dive even deeper into what sales organizations can do to incorporate more emotional intelligence into the sales prospecting process to book more calls and to close more deals.
This episode of The Modern Selling Podcast was brought to you by OrgChartHub. The B2B purchasing process can be quite complex. OrgChartHub seamlessly integrates into your existing HubSpot account, giving your sales team the ability to immediately map out the key decision makers, so you can get to a “Yes!” – even faster. It takes just two clicks to get set up – try out OrgChartHub today!
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| 05 Dec 2023 | Boost Sales Productivity with AI-Powered FlyMSG.io | Mario M. Martinez Jr. | 00:33:45 | |
If you're feeling frustrated by the lack of response to your personalized sales messages, where your efforts to connect with prospects seem to fall flat, then you are not alone! Despite your attempts to craft tailored messages and engage with potential clients, you may find that your outreach process is inefficient and unproductive. Instead of seeing increased engagement and con, you may be experiencing a cycle of wasted time and missed opportunities. In this episode of The Modern Selling Podcast, Mario Martinez Jr., the CEO and founder of Vengreso, delves into the challenges faced by sales professionals in creating personalized engagement with buyers. He introduces FlyMSG.io, an innovative tool developed by his company, designed to streamline the process of crafting customized messages. Mario's expertise in digital sales prospecting and his company's focus on enhancing sales messaging for prospecting make him a credible source on this topic. The episode covers the inefficiencies of traditional outreach methods, the importance of personalization, and the introduction of AI-powered tools like FlyEngage AI and FlyPost AI to scale engagement efforts. The conversation emphasizes the significance of contextual relevance, personalization, and maintaining visibility across various touchpoints to improve buyer engagement. Sales professionals struggling with personalized messaging and seeking to enhance their outreach process should tune in to gain insights on leveraging AI tools like FlyMSG.io to save time and increase productivity while maintaining a personal touch in their buyer interactions.
In this episode, you will be able to:
The key moments in this episode are: Streamline Personalized Messaging Engage Buyers with AI Overcome Email Marketing Challenges The resources mentioned in this episode are:
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| 19 Jul 2022 | How Sales Leaders Can Increase Sales Growth with Andrew Thompson, #212 | 00:47:28 | |
From 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 Modern Selling Podcast – which is a must-listen for any sales leader currently struggling to hit quota or keep their sales teams focused on results. In this episode, we welcome Andrew Thompson. He is the VP of Sales, Americas for Agora.io – a leading API platform for real-time engagement for video, audio, and chat communications. Agora’s Real-time Engagement Platform as a Service (RTE PaaS) allows everyone to interact with anyone, in any application, anytime and anywhere. Their platform provides developers with simple, flexible, and powerful APIs to embed real-time video, audio, and chat experiences into their applications. Andrew leads a large group of managers and sales reps worldwide in driving customer growth and international expansion to help grow profitable revenue streams, while also delighting Agora’s customers. What Can Sales Leaders Do To Stimulate Revenue Growth?When it comes to new sales leaders, I wanted to know from Andrew’s perspective what he sees are the most critical things to do to drive sales. Here at Vengreso, all of our sales leaders play an integral role in understanding our buyer personas, and partnering with marketing – really immersing themselves in as many aspects of the business so they’re clear on the entire buyer journey. According to Andrew, studying the buyer is THE most important thing that B2B sales leaders should be doing, but often overlooked, “I think with new sales leaders there tends to be misalignment because they put forth sales strategies without thinking through the buyer personas. I would go to my top five customers and just talk to them. Understand how they’re using the product, and why they selected your company – just get clear on what value it was and what they see in your company. Then use that intel to improve how you sell to other similar-sized companies.” This is such a critical component – understanding your buyer personas – is why personalization throughout the entire sales cycle is so key. When sales leaders and sales reps know who they’re talking to, their specific pain points, and how your company solves them (specific to each buyer persona), that’s when you can really win in prospecting and sales. Tune into the full conversation to hear what strategies and tools Andrew recommends to use to segment your customers to do a thorough buyer persona analysis. How Should Sales Leaders Be Working With Their Teams?This can be a loaded question, depending on who you ask. In my 20+ years of sales, I’ve found that the most effective sales leaders are those that listen first and always seek to understand. That’s why at Vengreso, we have a very open communication structure. Whether you want to talk to the CEO, COO, sales manager, or a sales rep – everyone is 100% accessible. In this way, we create a transparent culture where communication, ideas, and honest feedback are welcomed. As the VP of Sales for Agora, I was interested in hearing Andrew’s insights as someone who is tasked with not only driving sales, but also getting global teams to work together. Andrew shares three key points for sales leaders to remember:
Join the conversation and learn what Andrew says is the most important thing to do to boost your sales culture so your sales teams can consistently hit quota – effortlessly. How Has Sales Team Dynamics Changed Since The Pandemic?We’ve all heard it in the news… “The Great Resignation”. For many B2B sales companies, this is a real challenge as sales reps are being poached (or choosing to leave) for the lure of making more money. Even at Vengreso, an employee was recently offered $48,000 MORE for the same role, if he left our company. But, he chose to stay! (I mean we do have an awesome sales culture here!) The point is, with so many options in the market for sales reps, I wanted to know what Andrew thought were important “must-dos” to get salespeople to stay. He was spot on with my own observations, “Sales have become more competitive in this virtual selling environment which is why training is so key. Without the right training and support, sales reps may feel that pull to go somewhere else, especially if they can make more for the same role.” This is so true. This is why when we onboard a new SDR, we take them through an extensive six-month training process and show them the ins and outs of how to prospect. We leverage tools like Gong to evaluate our sales calls to see how we can improve as a team and as individual sellers, plus we use these recorded calls as a coachable opportunity to give specific feedback to help the SDRs become more effective sellers. If sales training is a critical area that you’re struggling to provide for your sales team, then you’ll want to tune into the conversation and pay particular attention to the discussion that Andrew and I have at the 22-minute mark. | |||
| 10 Sep 2024 | Sales Secrets to Landing a Lucrative Compensation Plan | Devon Hennig | MSP #282 | 01:04:35 | |
Are you ready to uncover the unexpected key to maximizing your sales compensation? Get ready to dive into a conversation that will transform the way you negotiate your compensation packages. You won't believe the game-changing strategies shared in this episode. Stay tuned to discover the secrets that will elevate your sales career to new heights. If you're feeling frustrated by missed opportunities and leaving money on the table, then you are not alone! Are you tired of negotiating compensation packages that don't reflect your true value and potential? It's time to enhance your negotiation skills and optimize your compensation packages to maximize your earnings. Let's dive in and unlock the secrets to getting the compensation you deserve. This is Devon Hennig's story: Devin Hennig, an experienced author, seasoned executive and negotiation expert, candidly shared his journey of learning about compensation through trial and error. As a former VP of marketing in various startups and public companies, he admitted to making costly mistakes in negotiating his own compensation, leaving substantial sums on the table. Drawing from his personal experiences, Devin recognized the common pitfalls that leaders encounter in negotiations, emphasizing the importance of understanding what, how, and why when it comes to compensation. His refreshing approach, devoid of traditional HR perspectives, resonates with those seeking to navigate the complexities of compensation packages. Devin's journey serves as an inspiring reminder that even seasoned professionals have faced the challenges of underselling themselves and not fully comprehending the intricacies of negotiation. His down-to-earth storytelling and relatable experiences create an engaging narrative, offering valuable insights and a fresh perspective on optimizing compensation packages.
My special guest is Devon Hennig Devon Hennig, an accomplished author with eight books under his belt, including "The Senior Compensation Bible" and "How to Be a VP," brings a unique perspective to sales compensation negotiations. With a background as a VP of marketing at various startups and public companies, Devon learned from firsthand experiences, having left millions on the table due to negotiation mishaps. His approachable style and focus on helping others avoid similar pitfalls make him a valuable resource for understanding the intricacies of compensation packages and negotiation strategies. Devon's insights cater to both sales leaders and individual contributors, making him a relatable and trusted guide in the realm of optimizing compensation packages. In this episode, you will be able to:
Key Moments: Timestamped summary of this episode: Harnessing Equity and Stock Options Mastering Sales Compensation Negotiation Optimizing Severance Packages The resources mentioned in this episode are:
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| 20 Aug 2024 | Product Development Collaboration | Tim Condon | MSP #280 | 00:43:42 | |
Hey there, did you know that a CEO and a CRO walk into a podcast and reveal an unexpected secret about driving business outcomes? Their collaboration led to a 12-month transformation that boosted revenue by 150%. Want to know how they did it? Stay tuned for the surprising strategy they used. If you're feeling the frustration of sales teams not aligning with product development, and your efforts are not driving better business outcomes, then you are not alone! This is Tim Condon's story: Tim Condon's foray into the realm of sales and product development collaboration unfolded during his tenure as CRO at Clutch, a prominent B2B services marketplace. Drawing from his extensive background at Home Snap and The Washington Post Company, Tim shares compelling insights into the intricacies of working with product leaders. He delves into the distinctive challenges and victories encountered, offering a captivating narrative that resonates with professionals seeking to elevate revenue generation and streamline product development processes. Tim's unique storytelling approach and wealth of experiences provide an engaging and relatable perspective, shedding light on the critical importance of fostering seamless collaboration between sales and product teams for achieving unparalleled success in today's competitive landscape.
Our special guest is Tim Condon Tim Condon serves as the Chief Revenue Officer at Clutch, where he leverages his extensive experience in marketplace and software businesses to provide valuable insights into sales and product development collaboration. With a proven track record of successful initiatives, Tim brings a wealth of expertise to the table, offering practical perspectives on driving business outcomes and revenue growth through effective collaboration. His strategic approach and deep understanding of the dynamics between sales and product development make him an invaluable guest for this episode's exploration of enhancing collaboration in the modern selling landscape. As the CRO at Clutch, Tim Condon's extensive experience in both marketplace and software businesses provides a unique vantage point on the collaboration between sales and product development. With a track record of successful initiatives, Tim brings valuable insights into driving business outcomes and revenue growth through effective collaboration. His expertise and innovative approach make him an exceptional guest for this episode's deep dive into the dynamics of sales and product development collaboration. In this episode, you will be able to:
Key Moments: Timestamped summary of this episode: Customer-Centric Product Design Revenue Generation Collaboration Winning Sales Strategies The resources mentioned in this episode are:
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| 14 Apr 2022 | The Power of Account-Based Selling with Jaakko Paalanen, #206 | 00:43:24 | |
Over 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 personalized strategies to use to book more meetings – we cover it all (and more) in this episode of the Modern Selling Podcast. And, my guest is one of THE industry leaders in helping companies redefine how they prospect to keep their pipelines full and their calendars booked. In this episode, I welcome Jaakko Paalanen, the Chief Sales Officer of Leadfeeder. Under his guidance, Jaakko has grown his global team across 9 different countries and propelled the company from $0 - $2M ARR within 2 years. The sales insights he shares in this conversation are equivalent to an elite MBA in sales! Be sure to download the episode, grab a pen and paper, and get ready to learn some of the industry’s best kept sales and prospecting secrets. What is Account-Based Selling?Many people have often heard of Account-Based Marketing (ABM) as a function of driving new leads to sales teams. However, Account-Based Selling (ABS) goes beyond just the marketing arm and focuses on who to target. Rather than looking for individual seller profiles, ABS relies on identifying those target accounts or companies that are most interested in your offering. At Vengreso, we leverage Leadfeeder to get insights on what companies are visiting our website. From there, we narrow down the list to zero in on specific companies that fit our audience parameters. That way we know exactly where to focus our attention, so we can dig deeper into the buyer personas within those companies to prospect on. I wanted to get Jaakko’s take on ABS and the importance he saw in using this as one of your prospecting strategies. Listen into the full conversation to hear how Jaakko recommends sales teams implement a robust account-based sales approach. Is Account-Based Selling For Every Sales Organization?Like with other prospecting strategies, when it comes to sales – it is not a one-size-fits-all model. The same thing is true for account-based sales. I was curious to hear Jaakko’s perspective on what it takes to do account-based sales effectively and what organizations he thought were best suited for this sales strategy. He shares an interesting set of criteria:
Join the episode now to hear his fourth criteria or “rule” and what you should do first to get your winning account-based sales strategy off the ground. What Are the Best Practices for Account-Based Selling?When it comes to kicking off an account-based sales strategy, it’s important to consider the best practices to put your sales organization on a path toward success. I ask Jaakko what best practices he recommends based on his extensive experience with Leadfeeder. He outlines four specific steps:
Jump in the episode now to hear how Jaakko implements these steps with his team to close more deals using their highly unique account-based sales strategy. What’s the importance of personalization with account-based selling?I always say that in order for sales reps to be ‘interesting’ to a prospect, they must first be ‘interested.’ Because the difference between an account-based sales process that gets minimal results and one that helps your sales team consistently hit their quota comes down to the level of personalization done. At Vengreso, our PVC prospecting model is centered around the need to customize our sales messages to fit the person we are reaching out to. There are a number of automated tools that can quickly scale your prospecting efforts, but it is through personalization that will get you more booked sales calls. Here, we leverage a host of sales enablement tools such as Leadfeeder, LinkedIn Sales Navigator, Seamless.ai, and HubSpot – but our secret sauce is in how we tailor our prospecting to our prospects. I go into this in more detail as well as our 18-step prospecting process in this episode. Make sure you listen in today to also get the inside scoop on the one prospecting strategy we use to close millions in NEW sales revenue like clockwork. (It’s not at all what you think… be sure to listen to the end to get this sales gem!) | |||
| 20 Oct 2021 | Redefining the Sales Conversation with John Smibert, #188 | 00:48:18 | |
To 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 full episode to get all of the important ‘storytelling’ recommendations John shares that can help sales organizations get better sales results. John Smibert is the Founder of Sales Leader Forum, Sales Masterminds APAC, and the author of The Wentworth Prospect, a page-turning sales novel written to help organizations achieve B2B sales mastery. As a global sales leader for almost 40 years, and the creator of the Authentic Selling program and the EDVANCE sales model – John is passionate about enhancing the professionalism of salespeople and sales teams. His peer-to-peer network, Sales Leader Forum, hosts a variety of online events designed to bring together sales leaders to share ideas, collaborate, and to get expert mentorship. In our conversation, we dive into his book, get John’s insights on the world of complex B2B selling, and learn more about what he believes sales leaders must do to get prospects leaning in and ready to buy. Download this episode to hear what actionable strategies you can implement today to generate big wins for your sales team. What’s Complex B2B Selling?Getting to the key decision maker is as much about research as it is about crafting the right sales strategy. In our Modern Sales Mastery course, we teach how to do prospecting, the power of video selling, and what modern B2B sales really looks like. Although B2B sales is a popular sales training topic, the idea of “complex B2B” was a brand new concept that John shared in our conversation. I was curious to know what makes ‘complex B2B’ different and what specific implications it has on how modern sales teams should be trained. John’s perspective is quite interesting, “Complex B2B is selling business-to-business, where the buyer has 4+ decision makers and as a result, the seller has to bring together different components to create a multifaceted solution.” Sounds tricky? It absolutely is! This is why sales leaders are flocking to John’s book, The Wentworth Prospect, to learn the unique approaches to mastering complex B2B sales. Make sure to join the conversation to hear how John’s unique approach to sales conversations and what most salespeople accidentally do that often sabotages the sale. How Do You Really Master the B2B Sales Game?Knowing the ins and outs of sales is what we do here at Vengreso. We offer a wide range of digital sales training programs to help individuals and sales teams have more conversations, increase sales engagement, and get higher conversions. But, I wanted to get John’s take on what he sees working in B2B sales right now. “Customers do not want to hear about your product until the time is right. Sales leaders must develop the skills and capability to have the right conversation with prospects. A conversation that doesn’t make their product the focal point.” Which is why one of the biggest struggles I see is that sales professionals often don’t know how to shape the sales conversations without pitching what they’re selling. However, if the sales conversation is restructured in a way to lead the prospect toward the solution on their own, the sales outcome can and will be very different. So, I asked John how he suggested the initial conversation be handled. “Salespeople must take the customer through a discovery process to think through their problem and their issues first. Then lead the customer to consider a new way of thinking that later will spark the miraculous ‘AHA’ moment and make the seller’s product the hero of the story.” That’s just the beginning of our in-depth conversation on this topic, be sure to tune in to hear the 3 key steps salespeople must take to do discovery the right way. How do you structure a ‘good’ sales conversation?In my experience, especially during the pandemic, sales organizations have struggled to implement modern selling techniques that meet their buyers’ demands. Rather than using hyper-personalization strategies, many sales leaders continue to fall back on outdated sales methods that are making it even easier for prospects to say “NO!” So, to get to the heart of what really works to move prospects along the buyer’s journey, I ask John to share his EDVANCE sales framework. His sales conversation process has three main ‘phases’: E – Engage. Sales reps must fully understand the prospects' problems or challenges. This can be pulled out through open-ended questions designed to get at the core of the prospect’s story. VA – Value. Up until this stage of the sales conversation, the product has not been discussed. If the other steps of the sales process have been executed correctly, then the prospect will naturally see the value that the seller’s solution can offer. This portion of our conversation is a must-listen because John breaks down exactly what modern sales teams need to do to move the needle. [HINT: It’s not talking about their product!] Pay particular attention to what I share at 27:33 so you can get the inside scoop on Vengreso’s sales conversation questions that get our prospects to lean all the way in. Make sure to download the full episode and start listening right now. This episode of The Modern Selling Podcast was brought to you by OrgChartHub, a sales tool that integrates into HubSpot, giving your sales team the ability to be more strategic, map out buyers, reporting structures, and identify the role of each buying influencer within an account. | |||
| 07 Apr 2022 | How to Use Intent-Based Data to Maximize Sales with Mike Farrell, #205 | 00:41:03 | |
What 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 over 30+ years in the IT Channel and BPO-service industries with both start-up and public companies. He has direct leadership experience with seven M&A events and has expertise in leading integration teams. With Green Leads, Mike leads business growth by focusing on strategic differentiation, customer acquisition, and providing a high-touch, high-quality client experience. Prior to Green Leads, Mike did sales consulting work, helping B2B companies optimize their digital marketing and build internal SDR teams. In addition, he served as the Chief Operating Officer of BAO and was the driving force behind their growth to become a category-leading, 200+ employee, $20M+ Outsourced SDR firm (BPO). Listen to this cutting-edge conversation as we explore intent-based data, how to leverage its predictive power and what SDRs can do today to use it to improve their prospecting results. Download the full episode now and jump in to hear what’s really working to give sales organizations a competitive edge on the market. What really is intent data?Before we discussed specific intent-based data strategies, it was important to understand what intent data is. I wanted to hear Mike’s perspective on the topic and what he sees is the growing trend in the area. He shares, “Intent-based data is a type of digital forensics. It helps you zone in on the companies and people who are actively looking for your offering on the web. We get all sorts of buyer intent signals that let us know who is searching our keywords, reading our content, etc. From there, we can study to help us perfect our prospecting and hone in on the best time to reach out to get buyers right when they’re ready to buy.” At Vengreso, we use a host of intent-based data tools to help us pinpoint target accounts to focus on with our prospecting efforts. But, like I always say, “a fool with a tool is still a fool,” meaning if SDRs aren’t equipped with the right training, they still may not maximize the full prospecting power of intent signals. Using intent-based data is still a relatively new strategy among B2B sellers, but when put to use in the right way, SDRs can get more prospects on the phone – faster. Mike explains the prospecting process they use at Green Leads that is getting their client's impressive results (it’s not at all what I even thought was possible.) Join in the conversation and listen to the specific ways that Mike recommends sales leaders analyze and use intent data to determine how to reach out to increase prospecting response rates. How does that intent data impact conversion rates into meetings?In my experience, intent-based data can be helpful to help you identify target companies. However, most intent-based tools don’t give you great insight into the individuals who are within those companies who control the buying decisions. So, the question ultimately becomes: How do you leverage intent-based data to actually increase your prospecting efforts? Mike had some important insights to share, “Finding companies who may be searching for what you offer is just one small part of the puzzle. Intent-based data gets us a powerful head start, so you’re not prospecting from scratch. But, that’s where you must have a robust sales process in place, once you’ve identified these target accounts. We teach our clients how to create specific content based on intent signals to draw those prospects in to book a call. In other words, we look for triggers or entry points and nurture the prospect from there.” It’s also important for sales leaders and sales organizations to consider all of the data privacy regulations and how using intent-based data sources could play into this. Mike has a very unique perspective on this, so be sure to listen in right around the 24-minute mark. Although intent-based data is one part of the prospecting toolkit, at Vengreso, we teach the importance of taking an omnichannel approach to prospecting, using LinkedIn, email, text messages, and videos to get your prospect to lean in. So, once intent-based data is collected, the goal is to put your prospecting process into play – reaching your B2B buyer in as many channels as possible – always with highly personalized messages. Download this episode and get the inside scoop on the best intent-based tools to use and what important steps you should be taking to maximize various B2B buyer intent signals. What are the best intent-based data tools?There are a host of sales technologies that not only help SDRs improve their productivity, but also change how we can find and engage with B2B prospects. The key is to find tools that can easily be integrated into the prospecting process to increase prospect engagement (ideally across a host of channels). We created FlyMSG, a text expander to help sales teams type less, so they can prospect more. A tool like this could help SDRs take the intent-based data they receive from other platforms and start to reach out and engage with prospects. To get the full scope of how we should be getting the most out of intent-based signals, I wanted to get Mike’s rundown of the must-try tools to win the intent signal game. I won’t spill the beans here, so be sure to download and listen to the full episode to get his Top 3 Intent-Based Data Tools to use. | |||
| 09 Aug 2022 | Vengreso’s 5-Year Historic Pivot Begins with FlyMSG | 00:42:45 | |
This 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, Notebook or a draft email. A “personal writing app” that with a few keystrokes, and in a few seconds, can easily populate a message that would have taken you 3-15 minutes to find and then copy and paste. A productivity workflow that enables you to save not just an hour a day, but empowers you to consistently reclaim your energy to focus on other strategic tasks that actually move the needle in sales, customer engagement, HR, operations, marketing, etc. The great news is… You don’t have to imagine anymore because Vengreso is leading the way with a new business productivity tool called FlyMSG. It’s instantly saving global knowledge workers significant time and boosting their companies’ bottom line. But, how did the world’s largest digital sales training company ‘stumble’ upon what could be the biggest time saver and productivity driver of a generation? Two words: Observation and Luck. What does that mean exactly? The Evolution of Vengreso and Birth of FlyMSGAs you know we invested over 10,000 hours in creating best-in-class, digital sales prospecting education to drive more sales calls and help them consistently hit their sales quotas became our core specialty for the past 5 years. We were the first sales training company to launch a virtual sales training and remote selling program for B2B sellers starting in 2018. During this incredible journey in serving the amazing B2B sellers and business owner community, we noticed a common trend in how these sellers were using the sales email templates and messages that were part of our digital sales courses. Whether it was a cold email outreach message to a prospect, a LinkedIn prospecting message, or an email template – sellers were spending countless hours constantly copying and pasting the same messages over and over again. The more we observed how sellers were using our messages, the more it became clear that they needed a highly efficient and automated way to get sales messages out faster and with more consistency. It is through this desire to help B2B sellers become more efficient in their sales prospecting that FlyMSG.io was born! FlyMSG.io is an innovative text expander that stores thousands of message templates (called FlyPlates) that can instantly be retrieved using shortcodes (called FlyCuts) and used anywhere online. From Gmail, Slack, Outlook, LinkedIn, Facebook, HubSpot, or Salesforce – sales reps could pull in their “greatest hits” of messages without ever needing to copy and paste. Well, that’s what we thought. Little did we know that FlyMSG wasn’t just a “sales productivity” tool. What it would become was much bigger than what we forecasted! Want to see the power of FlyMSG.io in action? Check out the quick demo video below. https://youtu.be/tFpyIWWtoLc?t=101 The Growth of FlyMSG.io – The First Productivity Tool of Its KindInitially when we released FlyMSG, in December 2020, we set out to increase sales productivity to empower sales teams and leaders to free themselves from the incessant copy and paste time drain. Afterall, our focus for half a decade has entirely been on improving sales prospecting. But, it turns out that we didn't have just a sales productivity tool, we actually created a business productivity tool. Not just any business productivity tool either! While FlyMSG had immediate value for sales teams, sales professionals, what the stats showed us was that nearly any professional in every industry in the world could benefit from it and was in fact using it. From sales enablement, to HR teams, to medical professionals, to marketers, to customer service managers, to teachers, to operations specialists, the list is virtually endless. Which is why FlyMSG, in under 18 months, has been able to powerfully save thousands of professionals valuable time – ultimately increasing productivity, efficiency, and sales within their organizations. Whether it is…
FlyMSG is changing how people are connecting with customers, building engagement, and saving time from having to copy and paste templated messages or snippets of messages. That’s why in under two years (with NO marketing at all), FlyMSG has grown from no users to over 3,000 users worldwide. And, as a result, our focus, as a company, has shifted from just enabling sales teams to reclaim their time and teaching how to prospect, to continuing to build out FlyMSG to empower the billions of knowledge workers worldwide. The reality is FlyMSG became a personal writing assistant and auto text expander application to everyone outside of sales. In fact, as of today sales represents only 33% of our total user community! In other words, if there is a repeatable message or snippet being sent anywhere online, FlyMSG is the automated business productivity tool that can help! The Name Vengreso – Past and FutureOur company name, Vengreso, comes from the combination of the Spanish words Ventas and Ingreso which translate to Sales and Revenue, respectively. Our focus from the beginning was to help sellers drive more sales and increase revenue for the company – thus the words Ventas and Ingreso.
We thought FlyMSG in it’s original form would continue to drive the same for sellers. And… It did in fact do that, but it did more as you know. It began saving 1/hour a day or more for the non-sellers. In fact, 67% of our users are non sellers! So does the name still apply today even though we aren’t just focused on sellers? Yes! It sure does. Because FlyMSG can help a knowledge worker increase their productivity, this in turn boosts their time savings and efficiency, which improves their job satisfaction, and ultimately helps the company hit their financial goals. And, as our name implies, FlyMSG continues to position Vengreso to empower companies to increase their sales and revenue! The Future of Vengreso & FlyMSG.ioAfter 5 years as a digital sales training company, we’ve decided to pivot Vengreso into a SaaS-based, productivity management software company with a focus on providing education to every knowledge worker in the world. Because we don’t focus on the just sales anymore rather every vertical, this puts us into the PLG category. As a result now of focusing on every knowledge worker, across every vertical we are now considered a PLG or product-led-growth company. Our goal with FlyMSG? To save knowledge workers at least an hour every day. And with FlyMSG, as your personal writing assistant and a productivity tool, it’s now part of the rapidly-growing Productivity Management Software space – a space that is expected to grow to $122 billion by 2028. Which puts Vengreso in prime position to capture a significant share of this market. (After all we’ve reached 3,000 active FlyMSG users without spending anything on advertising) Now, you may be wondering… What does this mean for the 10,000+ hours invested into our award-winning, digital sales training? It won’t go anywhere! In fact, we’ve structured FlyMSG’s paid subscription plans to be able to add on for $15.00 extra per month, it can include our entire library of sales prospecting courses. Who would leverage it? If you combine business owners, entreprenuers, with sellers, it represents about 50% of our total user population! So there is plenty of people that still need to know how to prospect. So, whether you want to learn how to master LinkedIn for prospecting or leverage video to get more sales calls booked – FlyMSG users will also have full access to our proven content. Not only does this major pivot give knowledge workers a leg up to save time, but it also opens up an incredible and truly unique opportunity for investors. A Rare Opportunity for The Right InvestorCurrently the Productivity Management Software space is sitting at $42 billion dollars. But, this market is expected to balloon to over $122 million by 2028. So, with the right financial backing and technology build out of new features and tools for knowledge workers – FlyMSG could be a $65M+ company in just 5 years! To achieve this level of growth, we’re actively seeking investors who are willing to fund the vision we have for FlyMSG. That brings me to the MOST exciting part of this article. We’ve officially opened up a crowdfunding round to any investor who is looking to be a part of FlyMSG.io history. Whether you want to invest $100, $1,000, $10,000 or more – this is just the beginning of what we’ll achieve with FlyMSG over the coming years. In this Modern Selling Podcast episode, I go into a lot more details about what this transition means for Vengreso’s growth trajectory, what we anticipate the return for FlyMSG investors to be (it’s significant!), and why we chose now to go full force with this pivot. Want to skip the line and invest in FlyMSG.io now? Visit https://wefunder.com/vengreso to grab your share of this historic technology deal. If you know an angel investor or venture capitalist who invests in early stage technology, feel free to send them my way at mario@vengreso.com. And, if you haven’t already, download the free version of FlyMSG to give it a try today. Trust me… you’ll be saving at least 5 hours a week! While you’re at it, be sure to schedule a free 30-minute onboarding call with one of our Productivity Specialists so you can maximize all the incredible built-in features of FlyMSG! | |||
| 19 Mar 2024 | An AI-Powered Approach to Modern Selling | 00:54:46 | |
Have you ever heard these myths about AI in sales and marketing? Myth 1: AI will replace sales professionals. Myth 2: AI is too complex and expensive for small businesses. Myth 3: AI can't personalize interactions like humans can. We will share the truth about AI's impact on sales and marketing, so you won't want to miss it! Stay tuned. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a dynamic discussion with guest Brian Bell, shedding light on the benefits of leveraging AI in sales and marketing. Brian Bell brings his extensive experience and insights into the challenges faced by sales professionals, emphasizing the importance of embracing innovative tools and techniques to stay ahead in the modern sales landscape. As a seasoned expert in the field, Bell shares practical advice on the use of AI-driven features for personalized engagement, the significance of an omnichannel approach to prospecting, and the potential impact of using text expanders and personal writing assistants to enhance productivity and communication in sales. His valuable insights and real-world examples make this episode a must-listen for sales professionals seeking to improve efficiency and effectiveness in the ever-evolving landscape of sales and marketing. AI Benefits in Sales
Today's conversation is shared with Brian Bell, a seasoned venture capitalist with a focus on pre-seed companies. His expertise lies in the integration of AI technology and the human-assisted AI concept, providing valuable insights into the realm of sales and marketing. With a strong entrepreneurial background, Brian offers practical advice on strategic marketing spend, resource allocation, and navigating technological challenges. Leveraging his extensive experience in sales, marketing, and executive leadership, Brian's contributions shed light on the tangible benefits of AI in enhancing selling efficiency and effectiveness. In this episode, you will be able to:
The key moments in this episode are: 00:00:48 - Twist in the Episode Timestamped summary of this episode:
Effective Social Selling Strategies Successful SaaS Secrets The resources mentioned in this episode are:
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Get ready for an EPIC episode of the Modern Selling Podcast!
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With 20 years of experience in the technology and professional services industry, Weiss knows what it takes to build a successful sales team. As the CRO of The Sales Collective and founder of DealDoc, he shared his top tips on hiring your first salesperson and VP of sales, achieving product-market fit, and transitioning from founder-led growth to sales-led growth. 
