Explorez tous les épisodes de Mastering Modern Selling
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Date
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01 Oct 2022
SSFN.1 - The Social Selling Newbie Nation Unite 🦸🏽♂️
00:34:00
There is a lot more conversation around social selling now than ever.
We are all newbies too.
We all want this show and community to become a huge resource and help anyone or any team looking for adding social selling to their outreach and sales processes.
So, we really hope this is as fun and beneficial for you all as we hope it will be for us.
We have partnered together to launch Social Selling for Newbies. Come join the conversation with your comments. Share with any of us topics that are most important to you.
We will do our best to add them to our topics list. Social Selling Newbie Nation Unite. 😀
Comment please and let us know you are joining us. We would feel really bad if no one shows up. :-)
Oh yeah, please share with your friends who could benefit from it too. We appreciate it!
SSFN.2 - The Evolution of Social Selling with Alex Low
00:40:11
In episode #2 of Social Selling for Newbies we are joined by Alexander Low (live from London, England) where we discuss the Evolution of Social Selling. Show highlights:
0:45 - Alex Low Intro 5:35 - How Alex started with Social Selling (2014) and his "ah ha" moment. 7:45 - How Carson started with Social Selling (2014) 9:30 - How Brandon started with Social Selling (2016) 12:37 - Alex's lessons learned with Social Selling. The importance of having a goal and purpose. 17:30 - Carson's lessons learned with Social Selling. Don't have to be perfect. The important of personal brand. 23:30 - Brandon's lessons learned with Social Selling. Don't focus on being perfect. Focus on building relationships. 28:00 - The future of Social Selling and the role of intent data. 32:00 - Carson discusses how to use data intelligently. 35:50 - Where to connect with Alex Low - "just do it".
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
In episode #3 of Social Selling for Newbies we discuss the benefits and amazing statistics associated with adopting a social selling strategy. Show highlights:
1:00 - How does the movie Moneyball relate to Social Selling? How to do more with less. 4:00 - Carson's provides some amazing Social Selling stats: - 3.2BN people are on social media - 78% of sellers using social media outsell their peers who are not. - 76% of buyers are willing to have a social media conversation. - Social sellers are 51% more likely to achieve sales quotas. - 84% of c-level executives use social media to make purchasing choices. 7:20 - How to buyer journey has changed. How the sales process has changed. 13:25 - Carson's .500 batting average with getting connection requests accepted. The importance of quality dialogs and relationships. 17:00 - The importance of commenting. 20:00 - Brandon's Social Selling Statistics: - 30% acceleration in sales cycles - Much less ghosting with social selling interactions ("ghost busting"). - 80% increases in conversations compared to cold calling or cold email outreach. - 150% more accepted connection requests. 27:00 - Making the "art" of social selling into more of a "science" 29:00 - Commenting is a great way to reach the lurkers. 31:30 - The bottom line: Get involved in way more details and the probabilities skyrocket. 33:30 - What is considered "good content"? 35:00 - Final thoughts and successes.
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
In episode #4 of Social Selling for Newbies we talk about How to Sell Social Selling to your Boss.
Note: If you have not checked out Episode #3 you should do so as it relates perfectly to this episode. Episode highlights:
0:00 - Intros 3:30 - Carson: Is social selling a gimmick? 5:20 - Brandon: Why is social selling misunderstood? The importance of building community and evaluating your current playbook. 7:00 - How is Social Selling different from Social Marketing? 13:04 - Brandon provides some interesting B2B buyer stats... - 86% of buyers want to be sold virtually - 70% of buyer research is done prior to talking to a sales person. 16:00 - Carson: Why you need to be doing social selling? Your competition is doing it! 18:00 - Brandon: The importance of going slow to move fast. How to handle the "I don't have time objection." 21:00 - The importance of providing value and being a guide. 24:30 - How social selling relates to going to a coffee shop. The importance of not selling too soon. 28:00 - How to use Social Selling to get "prospect intelligence". 29:00 - Brandon: "Nothing has changed, it is just different." What if we tried "social selling and it did not work?" 32:00 - Does a pilot project make sense? How to figure out what is not working. 35:00 - Final thoughts on selling the boss. 36:00 - Next weeks episode with Brian Galicia.
SSFN.5 - A Social Selling Day in the Life with Brian Galicia
00:55:04
In episode #5 of Social Selling for Newbies we talk about A Social Selling Day in the Life with special guest Brian Galicia
Note: If you have not checked out Episode #4 you should do so as it relates perfectly to this episode. Episode #5 highlights:
0:01 - Introducing Brian Galicia from Microsoft. 0:55 - Back to the Future movie trivia. 8:41 - Carson’s take on people who say they don’t have time to prospect. 11:13 - What should sellers be thinking about as they get started in social media?16:35 - Is the LinkedIn lead you’re doing through email or through email? 19:03 - Why you have to be consistent with your message and create demand. 24:51 - What have been some of the biggest lessons and learnings that you’ve had from this course? 27:41 - Why you need to surround yourself with people who can help you on your journey. 32:56 - How to use a warm connection to get into the conversation. 35:45 - How do you put the two together? How do you create people to come to you? 41:48 - What is the future of social selling? 45:18 - The future of social selling is selling. 46:28 - Social selling isn’t any different than selling -. 50:44 - Social Selling For Newbies Facebook Page.
Comment please and let us know you are joining us. We would feel really bad if no one shows up. :-)
Oh yeah, please share with your friends who could benefit from it too. We appreciate it!
SSFN.6 - Everything is the Same, It is Just Different
00:41:53
In episode #6 of Nothing has Changed in Sales, It's Just Different Show highlights:
0:00 -Introduction to today’s show. 7:24 - How the landscape has changed, but the fundamentals stay the same. 10:47 - The importance of building a relationship with your prospects. 12:18 - There’s no shortcuts here. 13:58 - How to use Tom’s experience as an example of a successful sales pitch. 20:50 - How social selling solves the problem of what you just said. 24:01 - How to use social media to connect with your community and build relationships. 28:39 - Create a conducive environment for relationships to happen. 31:34 -Social selling is just one of a few mediums that you use to communicate to people.
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.7 - Social Selling Case Study with a Salesforce BDR
00:48:31
In episode #7 of Social Selling for Newbies we are joined by special guest Skyler Radcliffe from Salesforce where we discuss a Social Selling Case Study. Show highlights:
2:00 - Skyler discusses his background and role at Salesforce as a BDR 6:00 - Using social for prospect research and homework 8:17 - How is Skyler using social to set himself apart from other BDR's? 11:36 - How to get the conversation started on LinkedIn. 16:00 - The important of numbers and scale. 19:35 - Skyler discusses his "day in the life" and what are key events that drive connections 25:00 - Using Facebook, Instagram and other channels. 29:00 - The importance of using all the tools and communication channels. 34:00 - Nothing has changed, it is just different! 34:37 - The importance of personal brand. 37:12 - Intent and the "anti-pitch slap". 40:00 - The importance of getting and showing results. 42:00 - Please join the Social Selling HQ community at socialsellinghq.com
SSFN.8 - A Social Selling Transformation with Special Guest Mariana Lima from Tricycle Europe
00:44:18
In episode #8 of Social Selling for Newbies we are joined by special guest Mariana Lima from Tricycle Europe where we discuss Social Selling Transformation. Show highlights:
2:15 - Mariana discusses her background and how she started in Social Selling. 7:20 - Sales and Marketing overlapping and becoming more human. 9:15 - Misconstructions of Social Selling. 10:55 - Traditional Selling vs Social Selling. 13:08 - Mariana discusses her research on Social Selling. 15:50 - Social Selling development through the years. 18:50 - It's about delivering value and serving people. 20:10 - The Mindset Shift of the Buyer. 27:00 - What happens when Social Selling isn't done right. 30:20 Mariana discusses her job at Tricycle Europe. 38:48 - Learning more about Mariana and how to connect with her.
SSFN.9 - Overcoming Social Insecurities and Growing your Social Cred
00:45:33
In episode #9 of Social Selling for Newbies we are joined by special guest Red Stafstrom from Broken SalesPeople where we discuss Overcoming Social Insecurities and Growing your Social Cred. Show highlights:
3:50 - Red's Background 5:20 - Introverts are great at selling 7:56 - Overcoming Social Insecurities 10:50 - Finding Social mediums you are comfortable with 15:50 - Nothing had changed, it's just different 18:30 - Facilitating Relationships helps your Relationships 21:10 - Don't be Anti-Social on a social network 25:47 - Undetanding the User Experience 29:45 - Putting together your social plan 34:05 - Anyone can have a Social Insecurities 40:15 - Figuring out how YOU want to sell
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.10 - What the heck should I be posting to help my social selling efforts?
00:45:17
In episode #10 of Social Selling for Newbies we are talking about good social strategy includes both posting and commenting. But what should I be posting and when? How should I be commenting? In this episode we will discuss these questions and more.
1:40 - What's the next step after the last episode? 3:35 - How to overcome your lack of comfort and time. 8:15 - The practicalness of Social Selling. 12:00 - Posting with a purpose. 16:09 - Post, Tag, and Praise. Never about me. 20:30 - Talking about the Algorithm 23:28 - Commenting and being seen. 28:30 - You have time to post and comment. 32:25 - Posting things that resonate with people. 37:01 - Hashtag post challenge
SSFN.11 - Social Prospecting is NOT Social Marketing
00:43:11
In episode #11 of Social Selling for Newbies we are talking about how too many people lump social marketing and social selling into one big category. But, they are not the same. Social marketing is much more passive like brand building. But, social selling and social prospecting are active, strategy and daily activities, like cold calling, designed to create customer conversations.
1:05 - Social prospecting, not Social marketing. 12:34 - Social listening. 16:55- Don’t Lean into the Easy 18:50 - How to learn how to be Comfortable. 22:56 - Understanding how to leverage Social Selling. 26:58 - Developing conversations. 29:53 - More on leveraging Social Selling. 33:45 - Strategic social media planing. 37:12 - The sales process accelerates when there’s a relationship.
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.12 - How to Start Social Selling in the New Year
00:36:36
In episode #12 of Social Selling for Newbies we are talking about how to start social selling in the new year. Is it time for you to add social selling activities to your existing sales playbook? Are you ready but uncertain what activities will benefit you the most? In today's episode Carson Heady and Alexander Low are two of the original social sellers and have been utilizing social selling actions for years. Brandon joins the conversation as well.
4:00 - Referrals in sales conversations. 10:30 - Building relationships before referrals. 14:30 - What’s the worse that can happen? 16:30 - Finding the shortest route to a conversation. 19:30 - Conversation is key. 21:50 - Each industries is different. 23:48 - Systems in creating content. 26:55 - Content Strategy 30:10 - Sales Navigator
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.14 - The Best of 2022 - Social Selling by the Numbers!
00:12:45
In episode #14 of Social Selling for Newbies this is a holiday week we decided to do a "virtual live" replay of one of the most popular episodes - Social Selling by the Numbers. The data discussed in this episode is more relevant and important than ever as we enter 2023. Enjoy and Happy New Year!
2:25 - Social Selling isn't magical, it's practical 4:37 - Social Selling can be seen as controversial 7:00 - Thriving is social settings 9:51 - Episode three 12:40 - Data in Social Selling 14:50 - Tracking your Social Selling progress 17:40 - The buyer journey has changed 20:30 - Tracking your connections 24:25 - Making social activities human 27:38- Posting is great but commenting is interactive 30:11 - 30% acceleration in the same cycle 34:55- Staying top of mind by engaging 38:38- How to deal with lurkers 42:00 - The Probability game
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.13 - From Social Selling Frustrations to Social Selling Success
00:45:53
In Episode #13 of Social Selling for Newbies Adam talks about how he used to utilize social selling activities with little succes. Then, he encountered The Revenue Zone model and changed his contnet and publishing strategy. Listen how Adam has created a new strategy and sytem for using social activities and content to leverage his social presence that produces real conversations and real sales opportunities.
1:15 - Adam Ritchie introduction 3:05 - Backstory of Adam Ritchie 5:00 - Social Selling sucks 7:10 - Tools and Processes in Social Selling 10:27- Strategy going into 2023 14:00 - Communicating your Brand 16:10 - Humans are meant to connect with one another 18:40 - Mindset of Social Selling 22:23 - How to address the let down 26:09 - Digging deeper into Social Selling 31:41 - Celebrating your connections 34:38 - Social is just another tool 38:07 - Eliminating social disappointments 40:30 - Relationships take time to form
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.15 - Out of the Box KPI's that Actually Move the Needle
00:41:11
In episode #15 of Social Selling for Newbies we will explore several interesting "out of the box" sales KPI's that you and your team should be tracking as you kick off 2023 and how these KPI's relate to effective social selling.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.16 - How to create and manage a 9 Figure Social Selling Team!
00:50:17
In this episode our special guest is our own Carson Heady! Carson is a Managing Director and the #1 social seller at Microsoft. In this episode we are going to go deep on how Carson's manages his sales team and how they use social to develop and close 8 and 9 figure deals. Be sure to join live and get your questions answered!
2:25- Carson’s introduction. 5:50- Transition from traditional sales team to a social team. 10:30- Day to day tangibles. 13:20- What campaigns mean to Carson and his role. 15:18- Virtual selling. 18:25- Social Selling culture. 22:05- Manager traits in Social Selling. 25:04- Relationship is the key in Social Selling. 27:50- Respecting the Ecosystem. 30:20- How to do more in sales. 34:10- You won’t realize your impact until you look back. 35:40- Carson’s traits that make Social Selling work. 39:05- Ways of Interacting. 41:05- Again, relationships are important. 43:45- Relationship Ecosystem and its culture. 44:58- When are relationships going to become the norm vs the exception in sales.
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
In Episode #17 of Social Selling for Newbies Tom, Brandon and Carson (along with some help from the audience) explore a batch of new 2023 social selling statistics. Key topics include:
00:33 - Today’s Topic 3:21 - Statistics and Demand 5:18 - Social Selling is modern selling. 9:14 - Statistics of 2023 12:34 - Viability of Social Selling 15:05 - Sales is about being known, liked, and trusted. 17:30 - Trust and Repetition 20:55 - Leveraging Social to be others focused. 24:30 - Driving the Pipeline 27:04 - Meeting the buyers where they are. 30:00 - Being intentional on social media. 33:34 - Social Selling is using all your mediums. 36:00 - Last Statistic 39:07 - Buyers are going their own direction. 40:35 - Our goal
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.18 - Modern Social Prospecting with Special Guests Morgan Smith and Nicholas Thicket
00:50:32
In Episode #18 of Social Selling for Newbies join us and social selling experts Morgan Smith and Nicholas Thicket from Alignd for a deep dive on how to use modern social prospecting to building healthy connections and strong business relationships that turn into sales and revenue.
1:40- Modern social prospecting 4:40- Morgan’s definition of trust in selling 7:52 - Research in Social Selling 10:10- Making assumptions in selling 13:10- Multiple Dimensions of Social Selling 16:00- Different prospect skills in Social Selling 18:50- Different Flavors of Sales 23:16- Bringing a mindset to Social Selling 25:30- Vampire Sales 28:30- Circle of Trust 31:15- The Biggest Struggle of Social Selling 34:45- After starting the conversation 38:15- Social Selling and AI 42:06- Confidence in posting with AI 45:36- Morgan and Nicholas’s podcast
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.19 - The Impact of Mindset and Story on your Social Selling Strategy
00:47:40
In Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership.
2:30- Karen Kelly's background 5:34- Women avoiding sales 7:30- Cold Calling 10:20- Understanding your why 12:38- Word Association with Sales 16:20- No sales policy 18:34- How to change bro culture 21:58- Building yourself in Sales 25:40- Corporate Selling vs Social Selling 28:43- Difference between men and women in Social Selling 31:54- Perceptions and Consequences in Sales 35:20- Getting out of your own Head 37:05- Don’t be afraid in Sales 41:15- Closing Statements 43:39- Karen Kelly’s information
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
In this episode Tom, Brandon and Carson discuss what innovative tools and technologies they are using to support their social selling and marketing efforts.
2:17- Technology and Tools in Sales 4:40- Just Share what you’re learning 7:00- Personalize your Strategy 10:40- Enterprise Functions 13:25- Hashtag Research 16:44- LinkedIn comments 19:25- Post Examples 22:40- LinkedIn Algorithm 26:12- Content Fries 29:45- Dogs and Leadership 34:07- Right person right cadence 37:45- Value of Excel 41:25- Sales is a contact sport 43:25- Knowing where to go next
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.21 - All Sales are Social! So what exactly does this mean?
00:52:53
In this episode we are joined by social selling expert Bill McCormick from Selling from the Heart where we will explore how "all sales are social" and what that means to your social selling strategy.
4:20- Bill McCormick background 9:34- Pitch Slap pre pandemic 10:49- Social elements in Sales 15:00- Showing up digitally 17:25- What’s after your profile set up 22:03- Authentic Connection Requests 25:01- Who to connect with on LinkedIn 29:19- Quantity over Quality 35:52- Social Selling Tools 38:35- Engagement is about depth 43:19- Mindset of the User 45:30- Diversity of opinion in LinkedIn 48:05- It comes down to your Mindset
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
A common question we commonly hear ‘is "Does social selling really work or does social selling suck?". In this episode we will unpack that question by looking at the various aspects of social selling and how they come together to create a highly successful social selling strategy.
3:57- Does Social Selling really work? Carson’s perspective 6:48- Does Social Selling really work? Tom’s perspective 9:40- How much time is it going to take? 12:48- What exactly do I do for Social selling? 15:51- After the first step of Social Selling 18:22- Personal brand familiarity 22:48- A social selling story 25:47- How to not be ghosted as a sales person 28:40- Buyers are humans 31:36- Find ways to stay top of mind 35:54- Enhance sales results and your personal brand 37:45- Publishing content and commenting 39:43- Intentionality in posting 42:10- Sales isn’t easy, it takes action 44:35- You can go outside your normal style
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
You have a healthy connection with a prospect, now what? In this episode we will explore strategies and techniqnues for turning your connections into customers while building your reputation as a trusted guide with the buyer.
3:23- Connecting with Prospects 5:52- Nurture the Relationship 9:03- Healthy Connections 12:37- Capturing Attention 16:22- No preconceived notions 20:06- Connection to Community 23:19- Your Introduction 26:09- Conveying Value 28:13- Stereotypes and Titles 29:47- Looking from all lenses 32:38- Community within a Community 35:04- Bringing experts together 38:20- Old ways of selling 40:20- Signs of Success 42:58- Sticking with it 46:22- Snowball to Avalanche 48:28- Statistics of Social Selling 50:42- Connection to Community
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.24 - My Prospects are Not Active on LinkedIn. Now What?
00:53:49
In this episode we will explore options and strategies for building relationships and healthy connections with prospects and customers even if they are not active on LinkedIn.
4:50- My prospects aren’t on LinkedIn 7:45- Lurkers and Viewers 10:30- Doing your research 13:48- Your relationship with the Ecosystem 17:26- Looking at it holistically 20:33- Do you CC? 23:33- Your prospects can reach out to you 27:00- Find mutual interest 30:00- Don’t be creepy 32:53- It’s about the quality, not its delivery 37:56- Making deposits 41:08- Tracking deposits 45:04- How to repurpose your content 48:27- Finding your niche
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.25 - Social Selling Efficiency with Special Guest Michael Cupps
00:51:14
In this episode we will be joined by Michael Cupps, Executive Vice President of Growth for ActiveOps. Michael is an expert in time management and productivity and we will explore strategies and best practices for maximing productivity and results with social selling and more!
4:28- Introduction 6:47- Time Bandits 9:50- Distractions, Habits, Priorities 12:30- Losing time 14:12- Down the Rabbit Hole 17:26- You can’t do everything at once 20:18- Big deals 23:24- Mindset of Control 24:43- Taking Charge 27:49- Two types of avoiding tasks 29:25- Identify the tasks you don’t like 31:58- Be disciplined 34:30- Endorphins from the Wins 36:23- Research from sales productivity 39:14- Downtime and Rest 42:28- What did you do today? 44:14- Think about the Positive 46:34- Connecting with Michael Cupps
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
Join us in our FREE social selling community: https://socialsellinghq.com1
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SSFN.26 - What is broken with traditional sales models (and what can be done about it)?
00:49:18
In this episode we will explore the different traditional sales models and why, in many cases, these sales motions are no longer effective. We will also explore how Social Selling utilizes the best parts of traditional models and how these can be applied in a modern, social selling strategy.
3:30- Traditional sales models are broken 6:48- Three buckets of Sales 9:01- Meetings aren’t as productive 11:44- Virtual meetings 14:32- Face to Face is harder now 17:48- What goes into the leads? 19:27- Fit old models into new environments 23:10- Reframing lead magnets 25:27- Conversion rates 27:45- Advantages of Social 30:36- Circle of Trust 32:58- Personal Brands 35:55- Advantages of Virtual meetings 38:13- Referencing Episode 24 41:14- The buyer is different 43:07- Embrace a buyer centric culture 45:38- Buyers and Community has changed
Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share
Follow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/
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SSFN.27 - Does your LinkedIn Profile really matter?
00:53:42
In this episode we are joined by special guest Marc Clausen who currently leads the Global Sales and Strategy Performance Coaching program at IBM. Marc works with thousands of sales professionals at IBM on improving their digital presence and strategy. We will explore the value and goals of your LinkedIn profile and what really matters on your profile. It is probably different than you think!
3:53- Marc Clausen background 6:04- What’s changing? 8:38- Buyers like their research 11:26- Carson’s three elements 14:15- Trust in your profile 16:01- What’s your role for your profile? 19:52- Headline and About section 22:02- Your profile is like your resume 24:53- What’s the first thing people look at on your profile 27:53- Telling your story through your profile 30:15- Using LinkedIn for business or more? 32:26- Creating your reputation 36:27- Using all of your social medias 38:48- Looking at your social holistically 40:51- Swiss Army knife and LinkedIn 42:50- Deserted Island is like no LinkedIn profile 45:57- Value of headline and commenting
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We frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey.
3:47- Tom’s Introduction 6:06- What do buyers don’t want? 8:25- Risks with buying 11:22- How do you find and asses the buyers problem? 13:35- Relationships and the company’s pulse 15:53- Relationship is the core 19:00- How do sellers show up for buyers better? 23:09- Looking through the lenses of the buyer 26:26- Buyer vs Sales enablement 30:12- It sounds like a lot of work 33:28- This is for Newbies 36:54- Don’t substitute activity for outcomes 39:52- Foundation of Relationships 43:58- Connecting with Tom’s community
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SSFN.29 - The Role of Modern Content in a Social Selling Strategy
00:48:07
In this episode we are joined by Bethany Stachenfeld, the Co-founder and CEO of Sendspark and we will explore the role of video and other user-generated content as a key part of a successful social selling stratgey.
3:20- Introduction to Bethany 4:05- Sunspark 7:19- Episodic Content 9:10- More on Sunspark 10:58- Hybrid Approaches 11:48- Multiple videos 15:16- Screen-sharing 17:24- User generated content 19:24- Creating connections 23:10- Tip on coming up with content 25:10- Relevant content at the relevant time 27:18- Role of Modern content 30:32- Being Proactive 33:05- Marketing Vs Sales in Sunspark 35:12- Using video to confirm a meeting with an agenda 37:33- Modern Content uses 40:23- Sunsparks Value 42:42- Wrapping up
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SSFN.30 - Using Social Selling to Turbocharge Cold Outreach!
00:49:50
In this episode we will examine how cold calling and cold emailing can be part of a social selling strategy and how to utilize these traditional methods with today's buyer expectations.
3:30- Today’s topic 6:20- But my KPI’s are all based around numbers 8:09- Communication around Social 10:40- Using Social for intel 13:33- Coming back to the Mindset 17:40- Being a Hard Cookie 20:52- Moving from cold to warm 23:23- Fist-bump 26:01- Commenting is the modern form of listening 28:32- Strategy of commenting 31:25- Your ultimate goal 33:27- Increasing probability of success 35:57- Sales isn’t easy 38:19- Sales requires thought and strategy 41:42- You don’t know who you can reach- Fist-bump 44:33- More on Fist-bump
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SSFN.31 - Social Selling - Lessons Learned in 2023 (so far...)!
00:45:46
In this episode we will look at how Social Selling has evolved in 2023 including which strategies and tactics have proved successful and which have not. We will also look ahead to the rest of 2023 and what social selling strategies we believe will continue to move the needle over the next several months.
4:55- What we having learned about social selling in 2023 so far. 6:58- What Brandon has learned so far. 9:19- LinkedIn algorithm 12:46- Chat GPT and it’s echos 14:23- More new posts? 17:30- More personal but not just for the sake of business 19:44- More permeation 22:15- Using social increases probability 25:50- Looking into the future of social selling 29:03- Authenticity 32:44- A big shift in efficiency 35:30- Quality of your relationships 37:28- What to feed the engine 40:09- Building pipeline
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SSFN.32 - Social Selling by the Numbers - Chapter 3
00:51:52
In this episode we will share a fresh new batch of amazing social selling statistics and metrics. This is not miss episode for sure!
00:50- Today’s Sponsor 5:44- Carson’s Statistics 9:07- Engagement in Social Media is a substitute for Face to Face 11:06- Brandon’s Statistics 14:22- How you show up 17:49- Tom’s Statistics 20:57- Hugs not Handshakes 23:53- Understanding the needs 26:16- Building a relationship 28:53- Working towards Inbounds 32:22- Practice makes Progress 35:40- Hesitation around Social 38:10- B2B and Social Selling 41:05- Social Selling isn’t limited 43:11- Outbound vs Inbound with Social Selling 45:28- Cold calling/emailing is dead 48:07- Up up and Away
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SSNF.33 - Real-life Newbie Case Study with Daniel Willems
00:56:58
In this episode we will be joined by Fist Bump Co-Founder Daniel Willems who will share his "newbie story" with LinkedIn, building a personal brand and the barriers he faced in feeling comfortable with posting, commenting and liking on LinkedIn. It is a super cool real-life story that you will not want to miss!
00:54- Our Sponsor today 6:15- Awakening in Social 8:40- Daniel’s Background 12:20- Daniel’s perspective of LinkedIn 15:16- Capturing the Comments 18:00- Starting out 20:42- Spotlight effect 24:58- Imposter Syndrome 27:55- Tactics for commenting 29:36- Dos and Dont’s for starting out 33:02- Being in front 35:28- Don’t smell like a sales pitch 37:45- Starting slow 42:08- Benefits of starting commenting 44:55- Authenticity 48:10- Coming from a Place of Serving 52:48- Modern Seller HQ
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SSFN.34 - How to succeed with Social Selling - even if your prospects aren't posting on LinkedIn with Brynne Tillman
00:52:32
In this episode we will be joined by Brynne Tillman, CEO of the LinkedIn Whisperer and Social Sales Link and we will explore how you can succeed with social selling even if your prospects are not actively engaging on LinkedIn.
1:04- Sponsored by Fist Bump 5:18- Byrnne’s background 8:02- Your Prospects may be a lurker 10:45- Mindset 12:46- Converting the Lurkers 16:39- You can do so much in LinkedIn 19:05- Looking into your shared connections 21:27- Company page in LinkedIn 23:54- Reach out 26:14- Bringing Value 29:13- It’s not an exact recipe 31:14- Pods 34:25- Links in DM’s 36:45- Ring the Bell 39:01- LinkedIn Order Algorithm 41:58- Commenting and Tagging 44:27- Wrapping up 47:04- One on One and Leverage
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In this episode we will explore 5 (and maybe more...) Social Selling hacks you can use with LinkedIn to get more hi-quality engagement and more heathy connections.
1:50- Jokes of the Episode 5:50- Hacks of AI 8:28- The Revenue Zone 11:42- Finding the Actives 12:30- An LinkedIn Example 16:30- Hacking the Commenting 19:42- Better version of 23:35- Content for your profile 26:25- Combining hacks 29:25- Comment Workout 33:40- Learning your content 36:50- Modern Mindset 39:51- Experts in their Field 43:25- People connecting with you
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SSFN.36 - Social Selling from the Heart with Special Guest Larry Levine
00:56:28
In this episode we will welcome best-selling author Larry Levine where will we look at how to utlize social selling to successfully "sell from the heart".
0:45- Today’s Sponsor 5:59- Larry’s story 11:26- Learning and Growing 13:10- How you show up 15:22- Technology and Relationship 19:48- Older and Younger generations 23:48- Getting called out 25:36- Soft Skills 28:59- Creating an inviting environment 32:00- First Impression 35:29- Don’t freeze 38:00- Paying attention to your customers 41:07- Getting more from the emojis 44:03- Coming from the heart 47:29- Showing up 49:11- Follow your targets 52:38- Wrapping up
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SSFN.37 - Using Social Selling to Drive Predictable Revenue
00:53:38
In this episode we will look at unique social selling tactics that can be systematized to generate a predictable revenue flywheel and more accurate sales forecasts.
1:03- Todays Sponsor 4:35- Why are we talking about this? 7:15- Shift in Social Selling 9:28- Address the Unpredictability 13:20- Ring the LinkedIn Bell 15:44- Extremely buyer centric 18:30- Having fun in Selling 20:46- Sales is at an all time low 24:05- Learn how to funnel 27:13- Measure the Journey 30:10- The Balance 33:44- Play the Long game 36:43- Figuring it out 39:58- Getting to the end point 43:01- Trust and Advice 46:45- Upcoming guests 48:30- Unpredictable Pipeline
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SSFN.38 - How to use AI to turbo-charge Social and Modern Selling!
00:49:51
In this episode we will look at how AI can be used to turbo-charge and accelerate all aspects of social and modern selling from prospecting to forecasting.
1:25- Todays Sponsor 4:49- AI in Modern Seller HQ 6:56- AI being too generic 9:30- You can tell what’s AI 13:00- Analyzing Content 14:48- AI in different cultures 18:01- 2 pieces of AI 21:22- Repurpose old content 25:20- Danger of AI 28:44- Monitor the conversation 31:49- Chat GPT 34:56- Interesting Prompt 38:40- Relational Selling 40:55- Balance AI with Relationships 44:13- Implications of AI
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SSFN.39 - Strategies for building relationships with your Buyer with guest Amelia Taylor.
00:53:01
In this episode we are joined by social selling expert Amelia Taylor and will explore out of the box, unorthodox strategies and tactics to find and build relationships with your ideal buyer.
4:51- Amelia Taylor’s background 7:15- Role of Evangelist 11:12- Amelia’s process 15:06- LinkedIn and Slack 19:42- Private conversations 24:16- Social Selling for Women 28:58- Building relationships 33:37- Common interest 37:02- How to find groups to be apart of 40:29- Groups on LinkedIn 43:52- Social Positioning 48:30- How do I know social is working?
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SSFN.40 - The Top 10 Modern Selling Mindset Shifts
00:53:43
In this episode we explore 10 key mindset shifts that together make up the foundation of a successful social and modern selling strategy and approach.
3:35- Who’s in control 6:54- You can influence the buyer 9:52- Making it obvious 13:06- Embracing the change 17:56- Earning vs Getting 22:33- Social Selling applies in large settings 28:01- 20 years ago 32:4– The buying experience is very important 38:17- Manifesting the belief in yourself 41:37- This isn’t magic but… 45:29- Accelerators
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SSNF.41 - Social Selling - Mid Year Review (and Look Ahead)!
00:53:43
In this episode we will take a look back over the last 6 months and what has changed in the world of social selling and what we expect for the next 6 months!
6:03- B2B selling has gotten harder 10:01- Sales relies on emails 12:30- Social Selling Pipeline 15:42- Active personal brand 19:53- Stretch your Commenting wings 24:36- Creating Credibility 28:14- Looking Ahead 30:39- Post quality and quantity 35:57- Buyer Centric vs Seller Centric 39:34- Multiple buyer journeys 43:48- Training 46:34- Looking for more expertise 48:07- Patience
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SSFN.42 - How to Leverage your LinkedIn Commenting Style!
00:50:08
Commenting on LinkedIn and other social channels has become the fastest and most efficient way to build connections and professional relationships. In this episode we will introduce strategies and techniques that will allow you to discover your ideal commenting style that will produce maximum results and connections including how to access a cool, new AI-driven commenting assessment tool.
3:05- Today’s Sponsor 4:05- Importance of Commenting 7:01- Leverage to build relationships 10:09- Commenting builds relationships 12:27- Commenting Styles 17:25- It can be scary 20:52- Fist Bump and Commenting 23:50- 10 commenting styles 27:01- Reflecting on your own commenting styles 30:22- Go outside your comfort zone in commenting 34:14- Commenting and Fist Bump 39:09- Process of Commenting 43:13- Final Thoughts 44:53- Upcoming guests
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In this episode we are joined by LinkedIn expert Alexander Low where we will explore the latest features, capabilities and strategies with LinkedIn Sales Navigator.
3:22- What’s new in LinkedIn Sales Navigator 4:47- Alex introduction 10:53- Necessity of Sales Navigator 14:00- It’s more than a search tool 17:15- Example of Sales Navigator 20:06- Is it worth it? 22:43- Weaknesses of Navigator 25:51- More examples of Sales Navigator 29:49- Newbie to Sales Navigator 33:06- More focused 36:15- Commenting and algorithm 40:09- You can say it again and again 45:26- New in Sales Navigator 50:58- Team Link 55:24 - Wrapping up
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SS20-44: "Social Selling 2.0. The rules have changed. Are you ready?"
00:44:57
Season 2 of Social Selling for Newbies is launching on August 2nd with an amazing guest line up that will help you take your social selling results to a whole another level! In our final Season 1 episode we will explore the good, the bad and the ugly from the past 12 months and look ahead to what's coming in Season 2.
2:16- Today’s dad joke 4:15- Moving into season 2 7:02- Practical Applications 9:21- Commenting 12:59- Research 15:33- Lessons learned 18:29- AI 25:44- Try differently 28:28- Brand Congruency 33:51- #4 on Apple 35:30- Upcoming guests 39:18- Listen today, Implement tomorrow
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SS20-45 "Social Selling 2.0 "Dark Social" Case Study with Flora Muglia"
00:51:37
Season 2 kicks off with an amazing social selling 2.0 case study featuring Lauren Marturano and Flora Muglia from Zinnia. In this episode we will discover how Lauren and Flora have leveraged "dark social" and social selling tactics to grow their early stage startup and why social selling is critical to their sales and marketing playbook.
4:30- Flora’s Background 9:38- Dark Social 13:26- Consumption of Social Media 17:04- The harder I work, the luckier I get 22:34- Creating content and SEO 29:28- Different implementations 32:54- Ask the right questions 37:10- Different types of content 39:08- Flora’s company 44:18- Wrapping up
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SS2.0 - Episode 46 "Sales is Broken - The New Revenue Blueprint with Special Guest Anthony Iannarino"
01:07:57
This week we are joined by best selling author, keynote speaker and sales expert Anthony Iannarino. Anthony specializes in complex B2B sales and will discuss why sales is broken and the framework for his new Revenue Blueprint. This is a not miss episode!
1:40- Dad joke time 4:25- Anthony Iannario background 6:55- Being effective 10:09- The Only Sales Guide 12:30- Discovery Meetings 16:26- Flash it or Flush it 20:14- Doing the Reading 24:51- Buyer Centric vs Seller Centric 30:13- It all goes back to people 33:10- Buyers are trying to be sales free 36:01- People are skittish 42:30- Go slow to move fast 46:12- Sales people are burned out 48:44- Sales Pressure 51:20- Sales approach from the 60’s 54:05- The Negativity Fast 58:35- Daily Practice of Negative Fast 1:02:38- Wrapping up
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SS20 - 47 "How to Grow Social Influence that Leads to Sales"
00:56:06
This week we are joined by LinkedIn Celebrity Darren McKee! Darren will share his secrets on how he organically grew his LinkedIn presence and influence and how that has lead to sales success as VP of Sales at Skye!
1:00- Dad jokes 3:09- Darren’s background 4:51- Darren’s LinkedIn journey 8:28- Personal LinkedIn 11:37- Showing up everyday 15:16- Creating demand 18:36- It’s more than posting 23:14- Creating content 27:08- Your LinkedIn is your reflection 30:44- Creating conversations 34:23- Moving from LinkedIn to better 37:59- You just haven’t done it long enough yet 42:12- Building relationships 46:50- Have a plan 49:12- Going into it with a good viewpoint 51:25- Wrapping up
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SS2.0 - Episode 48 "The Best Secret for Social Selling Success - Build a Community!"
00:48:22
In this week's episode we will explore a key new strategy for social selling success : community building. We will discover how community emphasizes trust and long-term relationship and transforms customers into brand ambassadors and prospects into string, healthy connections.
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SS2.0 - Episode 49 "10x Growth with Social Recruiting and Employee Advocacy"
00:57:20
In this week's episode we are joined by LinkedIn experrt Mic Adams where will explore how to harness the power of social recruiting and employee advocacy. We will explore strategies that leverage a workforce's networks, turning employees into brand ambassadors, and streamlining talent acquisition through social channels. We will also explore how employee engagement and recruitment can be a strong catalyst for a successful social selling strategy.
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SS2.0 - #50: Mastering the Future of Sales with the King of Social Selling, Daniel Disney
01:02:21
Ever wondered if social selling is truly the future of sales? Or if it's just a passing trend? Fear no more as we bring you the King of Social Selling himself, Daniel Disney. Brace yourself for a hearty conversation dripping with dad jokes, insights from Daniel's books on LinkedIn sales and messaging, and the secret sauce for garnering any meeting you desire.
Our journey traverses the varying terrains of social selling. From battling traditional salespeople on the cold calling versus social selling debate to witnessing its widespread acceptance today. Daniel dishes out wisdom on the art of creating compelling content, the power of personal branding, and maintaining a balance between soft messages and strategy. Uncover the impact social selling has on the C-suite and how to drive results using this modern sales technique.
As we venture further, we delve into the strategic use of platforms like LinkedIn, the KPIs that really matter, and the potential role of AI in social selling. Our conversation shifts gears to explore the potency of personal branding, the importance of building trust and relationships, and the compelling need for salespeople to make their mark on digital platforms. So tune in, laugh a little, learn a lot, and redefine your understanding of the art of social selling with Daniel Disney.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS2.0 - #51: Bridging the Gap between AI and Humans in Sales: A Discussion with Amarpreet Kalcat
00:45:02
Get ready for an insightful dive into the world of AI in sales with the incredibly knowledgeable Amarpreet Kalcat. You'll be captivated by Amarpreet's unique perspective on the intersection of technology and the art of selling, drawing from his extensive experience in AI, data algorithms, and product building. This promises to be an enriching exploration of how to keep sales human in an increasingly digital world.
We journey through Amarpreet's experiences at AWS and Humantic AI, shedding light on the 'Sales Innovation Paradox' and the intriguing concept of 'buyer intelligence' versus 'intent'. Amarpreet challenges the status quo, underscoring the importance of focusing on the individual behind the sale - their professional and personal goals - as opposed to merely targeting the organization. This is a compelling reminder of the value of people in the sales process in an era where technology often takes center stage.
The discussion takes an even more thought-provoking turn as we delve into the potential impact of automation on jobs and the need to strike a balance between AI and human connection. Amarpreet's insights offer a roadmap for businesses to restructure in a way that leverages AI effectively while remaining human-centric. As we wrap up, Amarpreet enlightens us on the future of 'personality AI' and its role in sales - a future where machines understand us better and interactions become more personalized. This is a must-listen for anyone navigating the evolving landscape of sales and AI. You won't want to miss it!
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS2.0 - #52: How to 3X your LinkedIn Response Rate in 30 Days with Mandy McEwen
00:50:42
In this episode we are joined by Mandy McEwen the founder of Luminetics. Mandy is a well known speaker and an expert on LinkedIn and Social Selling and we will explore Mandy's successful strategies, techniques and best practices for accelerating your response rate on LinkedIn in just 30 days.
In this week's show, Mandy takes us on her journey from entering the LinkedIn game in 2015 to becoming a pro at humanizing content marketing. Get ready to absorb her unique insights as she shares how she transforms businesses by building personal brands on LinkedIn.
In an age where digital communication often supersedes face-to-face interaction, our conversation emphasizes the need for a human touch. We explore the power of crafting a personal brand, discussing the importance of understanding your why, what, and how and sharing this information with your network. We shed light on the potential of personal engagement in networking. The value of digital deposits, like comments, can go a long way in creating lasting impressions, meaningful connections, and potential customers.
To wrap up, we delve into the realm of LinkedIn content engagement. We discuss how to kickstart your sales teams with content creation, the importance of content curation, and a practical three-step approach towards it. But that's not all. Mandy shares a golden nugget on how personal comments on profiles and posts can triple engagement. Finally, we touch base on the significance of sending connection requests on LinkedIn and tips on how to do it effectively. So, whether you are a seasoned LinkedIn user or a newbie, tune in to level up your LinkedIn game with our deep dive into humanizing content marketing.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #53: Advancing the Buyer Journey Through Videos and Events with Morgan J. Ingram
00:59:21
Join us as we chat with Morgan J Ingram, an expert in advancing the buyer journey through innovative techniques such as videos and events. Morgan shares his valuable insights on how documentation can be key in making your brand stand out and stay top of mind with potential buyers.
Morgan emphasizes the synergy between sales and marketing, and how the two can join forces to make the most out of events and reach potential customers. We also uncover the significance of educating buyers, creating demand, and the role of podcasts, videos, and live shows in establishing trust.
In our wrap-up, we explore the concept of community building within sales and marketing, and how virtual environments can be a game changer. How can you offer value and be a reliable source of information? It's not just about giving out swag, but about supplementing marketing messages with structured sales pitches. Lastly, we fast forward into the future, discussing how compelling events and understanding the buyer's journey will become crucial in enhancing the buyer's journey by 2024. Tune in to glean insights from Morgan's wealth of experience in B2B sales strategies and social selling!
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS2.0 - #54: How to Dominate the Newsfeed with Social Selling and Digital Marketing
00:58:55
Ever wondered why traditional cold outreach no longer gives desired results? Discover how capturing your audience's attention has drastically changed in today's digital age, as we move from not just capturing demand but creating it. With only 3-5% of ideal prospects actively looking to buy, we share innovative ways of getting in front of prospects early in their buying cycle, even before they're ready to make a purchase.
Turning your social media platforms from just a networking site to a powerful tool for amplifying your content and building brand awareness is no easy feat. Listen in as we discuss leveraging social media platforms like Facebook, Instagram, and TikTok to reach more prospects than ever before. We also explore the use of tools like Restream and Buzzsprout to create efficient, engaging content that can be shared across these channels. We shed light on the critical role of personal branding in social selling and how thought leadership can control or influence your reputation in the market.
Prepping for an event? We've got you covered! Unearth the secrets of maximizing event ROI through strategic pre-show planning, creating an engaging presence, and boosting your brand's reputation. Furthermore, we chat about the power of having the senior leadership active on LinkedIn, and how live events can accelerate business results. Get ready to dominate the digital space with your personal brand, thought leadership, and content. So, tune in, take notes, and revolutionize your B2B sales strategy!
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS20 - #55: How to use AI to augment and automate B2B Sales with Jeff Winter
01:02:25
Join us as we sit down with industry leader Jeff Winter, who transformed from an average LinkedIn user to a thought trailblazer in just two and a half years. Alongside Jeff, we welcome the return of Carson Heady, who updates us on his new role at Microsoft for Tech for Social Impact, and the noble pursuit of building a social selling engine for the global good.
Just imagine the possibilities when personal branding and content creation merge. Jeff gives us a crash course in authentic storytelling and shares how his personal brand has supercharged his company's visibility. But we're not just talking LinkedIn strategies - we delve into the powerful world of AI, examining how it's revolutionizing everything from lead prioritization to recruitment. And, if you're worried about automation taking over, Jeff shares his firsthand experiences of how AI can enhance and augment our creative efforts, rather than replace them.
In our final act, we go full circle, returning to the power of LinkedIn as a tool for personal brand building and sales. Jeff lets us into his tricks of the trade on how to utilize AI technologies, like ChatGPT, to increase visibility. This is not just an episode; it's a masterclass in building your brand, engaging your audience and harnessing the untapped potential of AI. So, why wait? Tune in and let us guide you into the exciting future of B2B sales.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #57: A Playbook for Setting Your Income and Owning Your Life with Kristie Jones
00:55:19
This week, we are privileged to welcome Kristie Jones, a distinguished expert in sales leadership, to share her remarkable journey from a career in retail to becoming an authority in sales leadership. We will explore Kristie's transition from a traditional corporate setting to a dynamic startup environment, highlighting her experiences in evolving from physical media distribution to digital e-learning platforms, and her progression from standard sales procedures to fostering meaningful client relationships.
Our discussion will encompass the evolving dynamics of the SaaS industry and social media, focusing on Kristie's successful strategies in building a vibrant social community and the critical importance of incorporating a personal approach in sales. Kristie will provide valuable insights into the synergistic relationship between marketing and sales, and discuss the vital role of artificial intelligence in enhancing both personal and professional efficiency.
Additionally, we will delve into the crucial aspect of establishing genuine connections with clients. Kristie will share her perspective on the effectiveness of tailored sales strategies, and the importance of data-driven decision-making, emphasizing the necessity of transcending mediocrity to achieve excellence. We conclude with Kristie's enlightening views on career transitions and the importance of self-awareness in realizing one's fullest potential. Join us for a thought-provoking and informative session that is set to significantly elevate your approach to sales.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #58: Social Selling Simplified with Special Guest Mike Weinberg
01:03:02
In this episode we welcome best-selling author Mike Weinberg! As a top performer in sales, Mike has embarked on a journey from being a stellar salesperson to a triumphant sales management culture leader. His ride, filled with trials, triumphs and a treasure trove of insights, not only makes for an engaging tale but offers a wealth of wisdom on the importance of sales management and the challenges that come with its transition.
We traverse into the details of Mike's latest book and explore the process behind its creation and the impact it's making. Furthermore, Mike shares his expertise on the necessity of traditional sales principles and the importance of rewarding salespeople who bring new business.
In addition, Mike shares his candid thoughts on how social selling has found its place in mainstream sales, emphasizing the importance of offering value and building relationships. He also underscores the significance of using social as a channel effectively and strategically.
Finally, Mike guides us through the essentials of sales management, highlighting the importance of customer-centric sales approaches and spends time discussing the shift from forecast to pipeline. Don't miss an unforgettable episode filled with expert advice, valuable insights, and a bit of humor.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #59: How to Succeed in the Face of Change and Uncertainty
00:56:54
In this episode, Tom, Brandon, and Carson engage in a comprehensive discussion to provide insights and strategies aimed at transforming uncertainties into viable opportunities. The conversation delves into interpreting the impacts of global events, the intricacies of technological advancements, and the dynamics of economic shifts. A thorough exploration is conducted to underscore the significance of adopting a customer-centric approach and making informed decisions based on data analysis.
Further, the episode explores the varied effects of uncertainty across different generations and their respective approaches to work. It highlights the significant impact of technology on communication practices and team dynamics, alongside the evolving nature of the buyer journey. The importance of staying informed, adapting rapidly to emerging priorities, and cultivating resilience in the face of change is emphasized. Additionally, innovative concepts such as Social Selling 2.0 are examined, showcasing strategies like live shows and personal branding to enhance customer comfort and knowledge.
The discussion extends to strategies for forging robust relationships, developing effective methodologies, and comprehending the buyer's viewpoint to mitigate risks in their decision-making process. Practical advice is shared on planning a successful sales year, which includes analyzing past performance, focusing on high-value activities, and setting achievable goals. The concept of "intelligent hustling" is introduced, highlighting its critical role in achieving sales success in the contemporary B2B market. Join us for an insightful journey into the dynamic and unpredictable realm of B2B sales.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #60: Social Selling from the Heart Part 2 with Larry Levine
01:04:40
In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart". Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sales professional vs. a sales rep, and why this distinction matters more than you think.
As we journey further into the world of sales, Larry helps us understand the importance of authenticity and emotional intelligence in sales. Through his insights, we challenge the transactional view of sales and advocate for a more human approach. In the digital age, how we present ourselves - in person, over the phone, or through virtual platforms - can make or break our credibility. Embracing this truth, we emphasize the need for integrating EQ into our sales strategy.
Taking inspiration from our successful journey of transforming our book, Selling from the Heart, into a thriving business, we explore the indispensable role of trust in sales. We share our potent trust formula, which involves nurturing genuine relationships, offering meaningful value, and inspiring with disciplined habits. We also discuss how discipline plays a crucial role in implementing these practices. As we wrap up, we emphasize the value of conversations in social selling and the power they hold in building deeper relationships. The evolution of B2B sales is here, and it requires a fresh, human-centric approach.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #61: The Art of Negotiation and Influence with Special Guest Mark Raffan.
01:00:23
In this episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We sift through the elements of successful negotiation, from planning and strategy to the subtle art of persuasion, and we don't shy away from the tough questions.
We also highlight the importance of reading multiple books on the subject to expand the critical aspect of negotiation strategy versus tactics and explore key milestones that can guide a smoother negotiation process and how embracing these landmarks can make the experience less daunting for all parties involved.
The world of AI is changing B2B sales negotiations. We discuss the intersection of AI and negotiations, revealing how these technologies are changing the business landscape. From AI bots tackling simpler deals to potentially assisting in complex transactions, we offer a glimpse into the future of negotiations.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #62: The Jolt Effect in Social Selling with Special Guest Matt Dixon
00:54:52
Get ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another pitch; it’s the unveiling of a groundbreaking approach that moves past fear, uncertainty, and doubt, to instead embrace strategies that challenge the norm.
Have you ever faced the frustration of a deal slipping through your fingers, not due to a competitor's edge, but because of your client's sudden cold feet? Our conversation with Matt dives into the psychological maze that traps customers in indecision, as we dissect the tactics that top sales performers use to guide clients through their inertia. We're pulling back the curtain on the sales process, sharing proven strategies to engage and lead clients from a standstill to the satisfaction of a sealed deal.
As we explore the varying landscapes of sales environments, Matt equip syou with the tools to cut through indecision, echoing back client concerns to illuminate their true needs. This conversation is more than just a discussion; it's a strategic playbook designed to empower you to transform indecision into action across any sales terrain. Join us for an episode that could redefine your sales approach and help you chart a course to success with the confidence of a seasoned navigator.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #63: From Average to Ace: Greg Laemmer's LinkedIn Leap to the Top#1 Sales Rep
00:56:33
In this episode we interview a social selling success story, Greg Laemmer. Discover how his mastery on the tennis court served as a prelude to sales success, and the undeniable impact of genuine interactions on LinkedIn. Greg dismantles the myths about traditional sectors being resistant to tech, revealing instead how these platforms can skyrocket your sales figures and foster meaningful client relationships.
Greg enlightens us with savvy strategies including the effective use of video messaging and sharing insightful content. Learn how to keep your brand visible and relevant, even when the market seems to be retracting into a shell. This narrative isn't just about keeping afloat; it's about thriving amid adversity by pivoting to more engaging and interactive ways of doing business.
Greg also talks about his transition from cold calling to strategic commenting, and how leading with value rather than pushing for a sale draws customers in. Tune in and equip yourself with the tools to become a top-tier sales professional in the digital age.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #64: A Look Ahead to the State of Sales, Social and Demand Creation in 2024
00:56:43
In this episode we journey through the past year's B2B sales landscape, discussing the triumphs and obstacles we faced. With the buyer-centric approach taking center stage, trust-building has become more important than ever.
The conversation flows from the tactical use of LinkedIn right into the relevance of quality over quantity in our social media engagements.
As we gear up for the future, the specter of AI in sales looms large, both intimidating and promising. We demystify the integration of AI, discussing tools that make it approachable, much like AOL once did for the internet and anticipate an era where AI is as routine in business as cloud technology is today. Join us for this episode full of insights and anecdotes, and don't forget to connect for a deep dive into exclusive social selling resources at socialselling20.com.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #65: A Look Ahead to the State of Sales, Social and Demand Creation in 2024
01:01:42
Discover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023. Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your approach to CRM systems, understand the significance of personal branding, and learn why being a trusted advisor is more crucial than ever.
We also explore innovative strategies for nurturing customer success and fostering strong relationships in the competitive landscape. We uncover tactics for expanding your influence within client organizations and discuss how to navigate economic uncertainties while maintaining loyalty and trust. Our conversation also delves into the importance of thought leadership and impactful communication, offering actionable insights that will help you become an indispensable asset to your clients.
Wrap up the year with a deep dive into the evolving marriage of sales and marketing, with a special look at how to use LinkedIn effectively for business growth. We also examine how AI tools like ChatGPT are revolutionizing sales efficiency, allowing for deeper customer insights and strategic decision-making.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
Welcome to the New Year! In our 2024 kickoff episode we examine the evolving realm of "social selling" and the strategic approach required for B2B success in today's fast-paced digital marketplace.
This episode is focused on redefining our understanding of relationship building in sales. We explore how the digital era has transformed the dynamics of business interactions, emphasizing the importance of personal branding and authentic engagement in a post-pandemic world.
Our discussion highlights the significance of human connections in an increasingly automated environment. We emphasize that genuine interactions and exceptional service remain fundamental to successful sales, despite the advancements in technology.
Additionally, we delve into the role of Artificial Intelligence in sales, moving beyond the usual buzzwords to offer a realistic perspective. We explore how AI can complement traditional sales skills, aiding in strategy development and content targeting and share insights on how this technology integrates into our sales approaches, enhancing our capabilities while underscoring the value of authenticity and personal touch in building relationships.
Join us as we navigate these topics, offering practical advice and insights to help you excel in the modern sales landscape.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
SS 2.0 - #68: Modern Strategies for Acquiring New Customers
01:02:37
In this episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effective sales tactics and teaching you how to adeptly handle unforeseen challenges, such as guest rescheduling.
A significant focus of this episode is on transforming LinkedIn interactions into tangible business opportunities. We move beyond mere content posting to discuss how to effectively optimize your LinkedIn profile to attract potential clients. We also explore strategies for engaging with influencers through meaningful commentary and how to turn your feed into a dynamic platform for networking and discussion.
Further, we discuss the utilization of tools like Sales Navigator and chat GPT for enhancing thought leadership and relationship building. These techniques are presented as modern alternatives to traditional cold outreach methods, offering a more effective way to connect with prospects.
As the episode concludes, we provide a comprehensive guide for leading your buyer through their decision-making process. We discuss the importance of content in this context and reveal how AI is revolutionizing content creation, even for smaller teams with ambitious goals.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #69 - Retro Selling (Relationship First) in a Digital Age with Kevin Brown
00:59:16
In this episode, we are joined by Kevin Brown from LeadSmart Technologies. We begin with a reflective journey that takes us from Kevin's early experiences to the modern sales environment influenced by AI, social media, and a customer-focused approach. We discuss LinkedIn's transformation into a vital tool for sales and share interesting anecdotes from his professional history. Kevin provides valuable advice aimed at improving engagement and attracting potential clients, especially at trade shows.
We also address the challenges of transitioning from a passive online presence to an active, impactful one in social selling. We also delve into the complexities of expanding networks, crafting appropriate messages, and overcoming self-doubt.
As we conclude, we focus on the significance of building relationships in sales. We discuss ways to position yourself as a trusted advisor in your industry and how to nurture genuine connections that lead to business opportunities. Kevin shares his experiences with successful internal networking and educational sales methods. We also address key questions on prioritizing activities to create a cascading effect in sales results.
This episode is packed with practical advice and strategies for using LinkedIn effectively, expanding your network through live engagements, and becoming an appealing brand for your target audience.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #70 - Commanding the Digital Stage: Mastering Confidence and Communication with Julie Hansen
01:02:43
Join us for an insightful discussion with Julie Hansen, an expert in virtual communication and sales, in this week’s special feature. We delve into the art of mastering digital interactions, exploring how to establish a commanding presence both on camera and in person. Our conversation will focus on practical strategies to enhance the authenticity and impact of your virtual engagements. We will examine advanced training techniques designed to align your self-perception with the way you are perceived online, addressing the complexities of contemporary B2B sales and the critical importance of digital proficiency in business interactions.
For those who find video meetings challenging, our discussion with Julie Hansen offers valuable guidance. We'll explore the nuances of nonverbal communication, the importance of energy in virtual presentations, and the effectiveness of eye contact with the camera. Hansen provides practical tips for navigating online platforms, ensuring that a lack of physical presence does not hinder your ability to establish strong connections and project confidence. Our session covers essential techniques for engaging effectively in virtual environments, whether in one-on-one negotiations or group presentations.
This episode also encourages you to stretch your boundaries in virtual expressiveness. Julie Hansen introduces her unique exercise to enhance dynamism on camera. You’ll learn how to elevate your energy levels and bring a memorable and engaging personality to your online interactions. Packed with actionable exercises and insights, this session is designed to prepare you for live presentations, ensuring you not only perform confidently but also leave a memorable impact. Join us to transform your digital communication skills and make a lasting impression in your virtual interactions.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #72 - Mastering Modern Sales Leadership with Drew Ellis
00:59:50
Join us for this week's episode featuring Drew Ellis, VP of Mid-market Sales at SAP, who brings valuable insights into modernizing B2B sales strategies. Our discussion is aimed at sales professionals eager to excel in the digital era, offering guidance for those engaging with both large enterprises and the dynamic mid-market. We will explore how to leverage LinkedIn not just for outreach but as a platform for establishing your personal brand and demonstrating thought leadership in the realm of social selling.
We address the misconception that artificial intelligence (AI) threatens sales roles, presenting instead how AI can enhance your sales approach. Discover how AI can refine your industry knowledge and provide you with advanced strategies to gain a competitive edge. We'll discuss the role of AI in improving team collaboration and enhancing sales presentations, highlighting AI's role as a supportive tool that amplifies the human element crucial in closing deals.
The episode also focuses on the importance of authentic customer interactions, sharing personal stories and strategies that underscore the value of face-to-face engagements in today's digital world. Learn about the significance of customer-centric events for building relationships and expanding networks. Furthermore, we'll examine how leading sales professionals incorporate AI to boost their teams' effectiveness without compromising their organizational culture. This episode promises to inspire you to adopt AI and innovative sales methods while reaffirming the enduring importance of personal connections in winning customers' loyalty.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #73 - Mastering Sales Fundamentals: Blending Tradition with Social Selling with Donald Kelly
01:11:01
On this episode of "Mastering Modern Selling", we delve into the integration of traditional and innovative selling strategies in the current sales landscape.
5 Key Points Discussed:
Donald's Unique Selling Philosophy: Inspired by his experiences selling mangoes in Jamaica, highlighting the importance of creativity and authenticity in sales.
Importance of Creativity: Discusses how being creative helps sales professionals stand out in a crowded market.
Role of Social Media: Explores how social media platforms, especially LinkedIn, have become vital tools for modern selling.
Engaging with Prospects: Strategies for effectively connecting with and engaging prospects on social media platforms.
Power of Personal Connection: Emphasizes the enduring value of personal connections in the sales process, despite the digital age's influence.
The episode wraps up with actionable insights for sales professionals aiming to blend traditional selling skills with modern social media engagement techniques.
Donald Kelly's experiences and strategies offer valuable lessons on differentiating oneself and succeeding in today's competitive sales environment.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #74 - Reimagining Sales: A Journey from Sales Contrarian to Sales Champion with Lee Salz
00:57:02
In this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation."
Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness.
Key Points Discussed: ◾ Value-Driven Discovery Calls: Emphasizing the importance of making discovery calls interesting and focused on the buyer rather than the sale ◾ Maturity Assessment in Sales: Introducing an innovative approach to assessing and enhancing sales team maturity for better performance. ◾ Shifting Sales Mindsets: How adopting a contrarian perspective can lead to more successful sales strategies by challenging conventional wisdom. ◾ Importance of Sales Process Over People: The critical role of a solid sales process in ensuring sustained sales success, rather than relying solely on individual sales talents. ◾ Utilizing LinkedIn for Sales: Strategies for leveraging LinkedIn effectively to establish subject matter expertise and engage potential clients without direct selling.
This episode emphasizes the need for sales professionals to adapt and innovate in their approaches. By reimagining sales from a contrarian viewpoint, there's potential to transform challenges into opportunities for growth and success.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #75 - The Sales Evolution: Digital First, Not Digital Only with David J. P. Fisher
00:53:08
In episode 75 of "Mastering Modern Selling," we delve into the evolving world of digital sales with guest David JP Fisher. Unpack the essence of digital-first approaches and human connections in sales with actionable insights from Fisher's extensive experience.
Key Points:
Digital First, Not Digital Only: Fisher emphasizes the importance of a digital-first approach while maintaining human connections. Sales at its core is about human interaction, not just technology.
Leveraging LinkedIn: Fisher shares his journey from selling knives to becoming a LinkedIn sales pioneer, highlighting the platform's role in modern selling and relationship building.
Commenting Strategy: A simple yet effective tactic Fisher recommends is engaging meaningfully with connections through comments on LinkedIn, fostering interaction and visibility.
Building Social Capital: Fisher stresses the importance of earning trust and recognition in your network before making sales pitches, advocating for building relationships over time.
Authenticity and Storytelling: Sharing genuine experiences and stories resonate more with audiences, helping build a credible and relatable online presence.
David JP Fisher's insights remind us that while digital tools are indispensable, the human element remains central to sales success. By integrating digital strategies with genuine interactions, sales professionals can navigate the modern selling landscape more effectively.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
Dive into the journey of sales transformation with Dale Dupree in this episode of Mastering Modern Selling.
Discover innovative strategies to elevate your sales approach, foster genuine customer relationships, and stand out in the competitive sales landscape.
Key Insights:
Reimagining Sales: Explore Dupree's journey from a traditional sales perspective to a groundbreaking approach, emphasizing the importance of authenticity and value-driven interactions.
Value-Driven Discovery Calls: Learn the art of making discovery calls not just informative but engaging and tailored to the buyer's needs, transforming these interactions into opportunities for meaningful connections.
Sales Process Innovation: Dupree highlights the necessity of evolving sales methodologies, urging a shift from conventional tactics to strategies that resonate with today's informed buyers.
Building a Robust Sales Culture: Understand the critical role of a supportive and dynamic sales culture in nurturing talent, fostering innovation, and driving sustainable success.
Actionable Strategies for Sales Success: Gain practical advice and actionable strategies from Dupree's experience to refine your sales approach, enhance customer engagement, and boost your sales performance.
This episode not only inspires you to think differently but also provides concrete strategies to revolutionize your sales approach.
Embrace these insights to sell more effectively, build lasting relationships, and significantly reduce the "suck" in sales.
Engage with the content, apply the insights, and join the conversation on revolutionizing modern selling practices.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #77 - How to Get Attention in an Attention-Deficit World with Erik Huberman
00:55:26
Dive into the world of sales and marketing with Erik Huberman, a maestro in attracting and retaining attention in our bustling digital age.
In a world where attention is the new currency, Erik's strategies offer a blueprint for success.
This episode offers insights for anyone looking to elevate their sales and marketing game.
Key Takeaways:
1️⃣ Event Networking as a Top Funnel Strategy: Erik emphasizes the power of attending events to meet new people and expand one's professional universe. He advocates for using these opportunities not just for direct sales but for building a broad network that can lead to diverse opportunities.
2️⃣ The Art of Follow-up: Diligent follow-up is Erik's secret sauce for nurturing relationships. He suggests touching base with contacts every 90 days, ensuring you remain top of mind without being overbearing.
3️⃣ Social Media Consistency: By posting daily across various channels, Erik maintains a steady presence, subtly reminding his network of his expertise and offerings, making it easy for them to reach out when the need arises.
4️⃣ The Three Pillars - Awareness, Nurturing, Trust: Erik breaks down his approach into these fundamental elements, focusing on building awareness, nurturing relationships, and establishing trust through third-party validations like reviews and testimonials.
5️⃣ Sales and Marketing Synergy: A unique insight Erik shares is the symbiotic relationship between sales and marketing. He views marketing as a support system for sales, with both departments collaborating closely to enhance the overall business outcome.
Whether you're in sales, marketing, or just looking to expand your professional reach, these insights are invaluable.
Remember, it's not just about grabbing attention; it's about holding it and converting it into meaningful relationships and business outcomes.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #78 - Bridging the Gap: Offline Skills in a Digital World with Moeed Amin
01:13:33
In this week's episode of Mastering Modern Selling, we were joined by the remarkable Moeed Amin, a seasoned sales professional and neuroscience expert.
As we explored the interplay between neuroscience and effective selling strategies, Moeed shared invaluable insights that are bound to transform the way you approach sales.
Key Takeaways:
◾ The Intersection of Neuroscience and Sales: Moeed delved into how understanding the human brain can significantly enhance sales strategies. By recognizing how decisions are influenced by cognitive processes, sales professionals can tailor their approaches for maximum impact.
◾Emotional Intelligence in Sales: The discussion highlighted the critical role of emotional intelligence in sales, emphasizing the importance of empathy and understanding buyer emotions to foster meaningful connections and drive decisions.
◾Strategic Questioning: Moeed emphasized the power of strategic questioning in uncovering the underlying needs and motivations of potential clients, enabling sales professionals to offer more targeted and compelling solutions.
◾Building Trust Through Authenticity: Trust is the cornerstone of effective selling, and Moeed shared strategies for building genuine relationships with clients, ensuring long-term partnerships and success.
◾Adapting to Buyer Behavior: Understanding and adapting to the evolving behaviors and preferences of buyers is crucial in today's dynamic market. Moeed provided insights on staying agile and responsive to these changes to stay ahead in the sales game.
Moeed Amin's expertise in neuroscience offers a fresh and profound perspective on sales, urging professionals to embrace a more informed and empathetic approach to their interactions.
By integrating these insights into your sales strategy, you can unlock new levels of success and customer satisfaction.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
In the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee.
This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer.
Five Essential Insights:
Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn't effective anymore. We need to change how we think about sales to succeed in the digital age.
The New Sales Strategy - The Flywheel: Learn about the "Modern Revenue Generation Flywheel," a new approach that replaces the outdated sales funnel. This strategy focuses on ongoing interaction, building relationships, and providing value online.
Building Trust Online: Discover the importance of building trust and genuine connections online, especially on platforms like LinkedIn. It's all about having real conversations, not just selling.
The Importance of Being Liked and Trusted: The episode highlights how crucial it is to be known, liked, and trusted. These are key to forming strong relationships with potential customers in the digital world.
Getting and Keeping Attention: Find out why it's vital to grab and keep your customers' attention in a busy online space. It's better to create new interest in your product than to rely on existing demand.
The episode wraps up by bringing together all the ideas and strategies discussed, showing how important it is for sales professionals to adapt to modern selling techniques.
Building relationships, engaging digitally, and focusing on the customer are essential in today's sales world.
Use these insights and strategies to improve your sales approach and make more meaningful connections with your customers online.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #80 - Credibility is Key: Harnessing Social Strategies with Mark Hunter
01:05:17
In the latest episode of Mastering Modern Selling, our hosts sat down with the renowned sales expert Mark Hunter, offering a deep dive into the world of sales and its evolving dynamics.
Here are some key takeaways from this episode:
1. The Power of Association: Mark emphasized the significance of who you associate with in the sales domain. Your circle greatly influences your professional demeanor and prospects, underscoring the old adage, "You're the average of the five people you spend the most time with."
2. Consistency is Key Mark highlighted the importance of consistency in establishing trust and credibility in sales. Whether it's how you present yourself online or your follow-through on commitments, consistency helps build a solid reputation, ensuring your potential clients know what to expect from you.
3. Understanding the Buyer's Journey The conversation delved into the necessity of aligning with the buyer's journey rather than enforcing a seller-centric approach. Understanding and supporting the buyer's needs and process fosters a more meaningful and effective sales interaction.
4. Credibility Through Value Mark stressed the need for sales professionals to focus on delivering value, not just pitching products. By truly understanding and addressing the customer's needs, a salesperson transitions from being a mere vendor to a trusted advisor.
5. Reflection and Learning The episode was a reflective journey, with Mark sharing his own experiences and transformations in the sales world. His initial challenges and subsequent learnings serve as a testament to the dynamic nature of sales and the continuous need for personal and professional growth.
The episode with Mark Hunter was a treasure trove of insights, emphasizing the essence of relationships, consistency, and genuine value in the sales process.
It's a call to action for sales professionals to introspect, adapt, and continually evolve to meet the changing landscapes of modern selling.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #81 - "Show Me You Know Me" with Samantha McKenna: LinkedIn Strategies That Create Opportunities
00:56:01
In an enlightening episode of Mastering Modern Selling, Samantha McKenna, CEO of #SamSales Consulting, brings her vibrant energy and unmatched expertise to the table.
As a veteran in enterprise sales with a rich background including leading roles at major corporations like LinkedIn, McKenna offers a fresh perspective on sales strategies that break the conventional mold.
Here are five essential insights she shared, designed to elevate the sales experience:
The Delayed Thank-You Tactic: McKenna introduces a subtle yet powerful technique called the 'delayed thank-you.' Instead of immediately responding with gratitude after a proposal submission, she suggests waiting until the promised follow-up time. This tactic ingeniously nudges the client to remember and honor their commitment, increasing the likelihood of a timely response.
Proactive Calendar Management: To combat the common issue of unresponsive prospects post-initial agreement, McKenna recommends proactively scheduling meetings for a future date, giving clients an easy way to confirm or reschedule. This assertive approach minimizes limbo and boosts the efficiency of securing important sales discussions.
Humanizing Sales Interactions: Emphasizing manners and authenticity, McKenna advises sales professionals to humanize their interactions. By prioritizing genuine communication and avoiding salesy jargon, sellers can foster better relationships and stand out in a profession often marred by stereotypes of pushiness.
Navigating LinkedIn as a Sales Tool: Leveraging her expertise from years at LinkedIn, McKenna stresses the importance of using LinkedIn not only to project thought leadership but also to engage actively with potential clients' content. This strategy helps build relationships and positions sales professionals as attentive and informed partners.
Expanding the Sandbox: McKenna shares a case study of engaging a potential client through strategic interactions on LinkedIn. By consistently engaging with the client’s posts and offering value, she was able to secure a significant business opportunity, showcasing the effectiveness of thoughtful social selling.
This episode merges traditional sales techniques with modern digital strategies, particularly in leveraging social media for meaningful business relationships.
These insights not only challenge the status quo but also invite sales professionals to refine their methods and mindset toward more effective selling.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #82 - How CMOs Can Elevate CEO Personal Brands with MJ Smith
00:52:35
In this episode of Mastering Modern Selling, our special guest, MJ Smith, a seasoned B2B marketing leader with extensive experience in the industrial sector, shared invaluable insights that are shaping the future of sales and marketing.
Below are the five key takeaways from our enlightening discussion:
Leadership and Content Synergy:
MJ underscored the critical role of aligning company leadership with marketing strategies. His approach involves creating a cohesive narrative across the organization, starting from the CEO, to ensure that the messaging resonates deeply and uniformly across all platforms.
Harnessing CEO Influence on LinkedIn:
An astonishing 19% of MJ's qualified pipeline results from the CEO's active participation on LinkedIn. This highlights the power of personal branding and direct engagement by company leaders on social platforms to drive tangible business outcomes.
Strategic Narrative Development:
The conversation emphasized the importance of crafting a compelling strategic narrative that answers "why change" and "why now" for customers. This narrative serves as a foundational piece that informs all aspects of business communication and product development, ensuring consistency and clarity in all messages.
Content Diversity and Authenticity:
MJ advocates for a mix of content types on social media, from strategic narrative posts to spontaneous, visionary insights directly from the CEO. This blend not only enriches the content stream but also maintains authenticity, keeping the audience engaged and connected.
Focused Channel Strategy:
Focusing predominantly on LinkedIn has allowed MJ's team to maximize their impact where their target audience is most active. This strategy of channel concentration rather than dilution across multiple platforms has been key to building a strong brand presence and recognition.
Engage, Inspire, and Innovate
MJ Smith’s session is a treasure trove of innovative strategies that challenge conventional sales and marketing approaches. His integration of personal leadership narratives into the company’s brand story, combined with a focused content strategy, provides a replicable model for sales leaders looking to elevate their game in the digital age.
Don't miss out—your next big idea could be just one episode away!
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MMS #83 - Reimagining Sales Leadership: Strategies for Today’s Market with David Priemer
01:06:22
In this engaging episode of Mastering Modern Selling, we had the pleasure of hosting David Priemer, a seasoned sales strategist known for his contrarian approach to modern sales practices. David shared profound insights and strategies to reimagine and revitalize sales processes, emphasizing a journey from conventional sales tactics to innovative and effective methods.
Key Takeaways:
Value-Driven Discovery Calls: David stresses the importance of transforming mundane discovery calls into value-driven interactions. He advocates for these calls to focus on the buyer, making them not just about gathering information but about providing immediate value, which engages and benefits the prospective client.
Sales as a Science: Emphasizing sales as a science rather than an art, David underscores the necessity of having a systematic approach. He believes in developing a robust sales process that can withstand the high turnover typically seen in sales roles, ensuring continuity and consistency in performance.
Challenging Old School Methods: David challenges traditional sales tactics and emphasizes the importance of a sales culture that is adaptable and continuously evolving. He advises organizations to shed outdated practices and adopt new strategies that align with modern buyers' expectations and behaviors.
Strategic Changes and Assessments: Highlighting the strategic changes necessary within organizations, David talks about his unique maturity assessment tool that helps sales leaders understand and improve their sales processes and strategies effectively.
Building a Destination Team: The concept of 'destination team' is crucial in David's strategy, where a sales team is not just about having great salespeople but about having the right processes and environment that attract and nurture talent, fostering long-term success.
David Priemer’s insights remind us that successful selling in today's market requires more than just following a script; it demands a deep understanding of the sales process, creativity in approach, and most importantly, a focus on providing genuine value to customers.
His strategies are a call to action for sales professionals and organizations to rethink their methods and align with modern expectations to achieve sustainable success.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #84 - A CEO's Guide: Using LinkedIn for 60%+ Business Opportunities with Matt Watson
00:55:58
In the latest episode of 'Mastering Modern Selling,' we had the pleasure of hosting Matt Watson, the dynamic founder and CEO of Full Scale.
This discussion is a treasure trove of practical insights on leveraging personal branding and modern selling strategies effectively.
Key Insights from the Episode:
Personal Branding on LinkedIn:
Matt emphasized the power of LinkedIn for personal branding. Regularly posting relevant content not only boosts visibility but also establishes credibility and authority in your industry.
The Importance of Networking:
The discussion underscored the importance of building a robust network. Matt shared how his extensive network was crucial in the rapid growth of his company, highlighting that your network can significantly amplify your reach and impact.
Content Consistency:
Staying consistent with content creation on LinkedIn is vital. It keeps you top of mind for your network, ensuring that when they need services you offer, your name is the first that comes to mind.
Engagement Beyond Likes:
Engagement doesn't always manifest as likes or comments. Many are silently observing and absorbing your content, which can lead to opportunities when they decide to engage more directly.
Integrating Sales and Marketing:
Matt's journey from a tech specialist to a marketing-savvy CEO illustrates the importance of integrating sales and marketing. Understanding and embracing marketing can profoundly impact business growth and sales.
Matt Watson's insights from this episode of 'Mastering Modern Selling' are invaluable for anyone looking to sharpen their sales and marketing strategies in the digital age.
His success story is a testament to the power of personal branding and network leveraging in modern selling environments.
Don't miss out—your next big idea could be just one episode away!
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Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program’s focus on real-world applications rather than traditional exams. The curriculum emphasizes role-plays, hands-on projects with CRM tools like Salesforce, and intense competition simulations that prepare students for actual sales scenarios.
The Humanistic Approach: Echoing modern selling philosophies, Victoria stresses the importance of viewing prospects as individuals rather than just business opportunities. This approach fosters genuine connections, making it easier to address their needs effectively.
Leveraging LinkedIn: The program also teaches the strategic use of LinkedIn, including maintaining a strong SSI score, to better identify and engage with potential clients. This tool is pivotal in understanding what matters to prospects at a personal and professional level.
AI in Sales: Artificial intelligence plays a crucial role in their training, with tools like ChatGPT being used to grade role-plays and provide feedback. This integration of technology is preparing students for the future landscape of sales, where AI aids in refining sales strategies.
Continuous Adaptation and Improvement: The sales program is continuously evolving, and adapting to new industry standards and technologies. This adaptability is crucial for staying relevant in the ever-changing field of sales.
Victoria's insights not only shed light on the cutting-edge methods being taught in modern sales education but also underscore the importance of continuous learning and adaptation in sales.
Her approach illustrates how blending technology, personal connection, and strategic thinking can revolutionize selling techniques. For those eager to stay ahead in the sales game, embracing these innovative strategies is key.
MMS #86 - Your Buyers Don't Want to Talk, But They Are Lurking
01:00:01
In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams.
In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment.
Here are five key takeaways to transform your sales approach:
Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously online. Recognizing and respecting this journey allows sales teams to adapt their strategies to be more aligned with modern buying behaviors.
Provide Value First: Instead of pushing for sales, focus on providing value through educational content and insightful interactions. This positions sales teams as trusted advisors, rather than mere sellers.
Leverage Digital Tools: Utilize digital tools and data analytics to gain insights into buyer behaviors without direct interaction. Tools like CRM software and AI can help predict buyer needs and timing, making engagements more timely and relevant.
Cultivate a Strong Online Presence: In the anonymous zone, your digital footprint speaks volumes. Building a robust online presence through engaging content and active participation in relevant platforms draws buyers out of anonymity.
Encourage Engagement: Foster an environment where potential buyers feel comfortable engaging. This could be through interactive webinars, online workshops, or public forums where they can interact without feeling the pressure of a sales pitch.
The Anonymous Zone need not be a barrier. Instead, it offers a unique opportunity to understand and adapt to the evolving landscape of buyer preferences.
By focusing on trust, value, and engagement, sales teams can effectively reach and convert even the most elusive prospects.
This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.
1. The Evolution of Partnership Strategies: Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations at Microsoft. He emphasizes the importance of developing a robust partnership strategy, highlighting how partnerships can drive exponential growth and success. From building influence strategies to leveraging resellers, Vince's experience underscores the critical role partnerships play in modern selling.
2. Navigating the Hyperscaler Ecosystem: A significant focus of the discussion is on the three hyperscalers: Microsoft, Google, and Amazon. Vince explains how these tech giants have reshaped the cloud landscape, emphasizing the necessity for businesses to align with them. He discusses the massive cloud commitments these companies have and how they influence decision-making at the board level. Understanding this dynamic is crucial for businesses looking to thrive in the cloud era.
3. Building Effective Influence Strategies: Vince delves into the importance of creating comprehensive influence strategies. He talks about the need to engage with all stakeholders in the decision-making process, not just the direct buyer. By developing relationships with various influencers and understanding their roles, businesses can better navigate complex sales cycles and ensure they are addressing all aspects of the customer's needs.
4. The Role of Modern Selling Techniques: In the age of digital transformation, Vince highlights the shift from traditional selling methods to modern techniques. He discusses how COVID-19 accelerated digital adoption and changed buyer behavior. Today, buyers are more informed and rely heavily on digital channels. Vince stresses the importance of building trust and credibility through consistent engagement and thought leadership, particularly on platforms like LinkedIn.
5. Partnering for Success: Vince provides actionable advice for businesses looking to partner effectively with tech giants. He emphasizes the need for partners to differentiate themselves and build a strong internal alignment around partnership goals. By showcasing success stories, maintaining clear communication, and staying agile to adapt to changing strategies, partners can position themselves as valuable allies to tech giants and drive mutual success.
This episode with Vince Menzione is a masterclass in leveraging partnerships for sales success.
Vince's insights reveal the transformative power of strategic partnerships and the importance of adapting to the evolving landscape of modern selling.
Don't miss out on these invaluable lessons.
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Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:
1. Embrace Full-Cycle Selling:
Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.
2. The Importance of Sales Processes:
One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.
3. Leveraging Communities for Prospecting:
Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.
4. Strategic Hiring:
In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.
5. Overcoming Burnout and Career Missteps:
Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.
Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.
Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.
This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
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The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.
Key Takeaways:
The Importance of Empathy in Change Management:
Bill emphasizes empathy as his greatest skill set, crucial for understanding and supporting individuals through change. Empathy counters apathy and inertia, significant risks in any organization. It helps build trust, fosters relationships, and supports the human side of technological transitions .
AI’s Role in Enhancing Sales Efficiency:
AI tools like Microsoft's Sales CoPilot (formerly Viva Sales) aim to free up time for sellers by automating administrative tasks. Bill shares statistics showing that sellers spend 70% of their time on non-selling activities. AI can reduce this burden, allowing sellers to focus on building relationships and strategic thinking .
Adapting to AI: Embracing Change:
AI is set to drastically change jobs, particularly in sales. It’s crucial to help individuals understand how their roles will evolve with AI rather than just focusing on how to use the technology. This change management should be 90% about adapting to new roles and 10% about the technology itself .
Building a Culture of Continuous Learning:
AI implementation should come with support for continuous learning and professional development. Sales leaders need to ensure their teams are not just using AI tools but are also enhancing their sales skills and adapting to new ways of working. This involves coaching and mentoring to fully leverage the benefits of AI .
The Future of Work with AI:
As AI becomes more integrated into our daily lives, it will teach us more about ourselves and our work. Leaders need to prepare their teams for this shift by fostering a culture of curiosity and adaptability. This includes encouraging critical thinking and reducing over-reliance on scripts and rigid processes .
Bill Kirst’s insights shed light on the transformative potential of AI in sales and the essential role of empathy and effective change management.
By focusing on human connections and continuous learning, organizations can successfully navigate the changes brought by AI.
Dive into the full episode to explore more about leveraging AI in sales and learn practical tips for effective change management.
Stay ahead in the game by understanding how to integrate these innovations into your sales strategies.
This Show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
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MMS #90 - Sales Success with Mindset, Mental Models, and More Meaning with Bernadette McClelland
00:54:47
In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations.
Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effectively with clients.
Key Takeaways
Embrace Change and Inspire Buyers: Bernadette emphasizes the importance of salespeople inspiring change in their buyers. She identifies three key skill sets necessary for modern sales success: creativity, complex problem-solving, and critical thinking. Sales professionals need to help buyers see new perspectives and uncover needs they might not even know they have.
From Saboteur to Sage: Salespeople often sabotage their success by not fully committing to their value and role. Bernadette introduces the "Identity Influence and Impact Index," which guides salespeople from self-sabotage to becoming trusted advisors. By owning their value and demonstrating relevance, salespeople can turn buyers from skeptics into super fans.
Internal, External, and Essential Stories: Bernadette's book outlines the importance of internal, external, and essential stories in sales. Internal stories are the narratives salespeople tell themselves about their buyers and their value. External stories involve the conversations salespeople have with buyers, focusing on bringing new insights and value. Essential stories are about deeply understanding the buyer’s needs and context.
Visual Storytelling: Effective communication in sales goes beyond verbal interactions. Bernadette highlights that 83% of communication is visual. She encourages salespeople to use visual storytelling techniques to engage buyers more deeply and make complex ideas more accessible.
Be a Consultant, Not a Salesperson: Buyers today expect more from salespeople than just product pitches. Bernadette underscores the need for sales professionals to act as consultants, helping buyers understand their own businesses better and offering solutions that truly address their challenges. This approach builds trust and fosters long-term relationships.
Bernadette McClellan's insights offer a fresh perspective on modern selling, emphasizing the need for salespeople to adapt, inspire, and truly connect with their buyers.
By focusing on internal confidence, delivering unique value, and engaging in meaningful visual storytelling, sales professionals can transform their approach and achieve greater success.
For a deeper dive into these strategies, explore Bernadette's book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom."
This Show is brought to you by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
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We had the pleasure of hosting Carl Lubbe, a renowned curiosity coach.
Carl brings a wealth of experience and unique perspectives on sales leadership and the power of curiosity in driving sales success.
This episode is packed with insightful and transformative advice for sales professionals aiming to elevate their game.
Key Points:
The Importance of Presence in Sales: Carl emphasizes the significance of being truly present during sales interactions. He introduces techniques like the "30-second micro meeting" and taking deep breaths before a call to help salespeople stay focused and engaged with their clients.
Curiosity as a Superpower: Carl believes that curiosity is a critical trait for successful salespeople. By approaching conversations with genuine interest and curiosity, sales professionals can create stronger connections and uncover deeper insights about their clients' needs and challenges.
People Over Product: One of Carl's core messages is that people, not products, are the profit in sales. He encourages sales leaders to foster a culture that prioritizes understanding and serving the people behind the transactions, leading to more meaningful and successful engagements.
Overcoming Sales Challenges: Carl discusses common pitfalls in B2B sales, such as the pressure to rush through interactions and the tendency to focus on numbers rather than individuals. He offers strategies for slowing down, being present, and truly connecting with clients to drive better outcomes.
The Eight-Year-Old Mindset: In a unique twist, Carl advises sales professionals to tap into their "inner eight-year-old" by maintaining a sense of wonder and curiosity in their interactions. This mindset helps to alleviate fear and anxiety, making sales conversations more authentic and effective.
Carl Lubbe's insights provide a refreshing and transformative approach to sales.
By emphasizing presence, curiosity, and genuine human connection, he offers practical strategies for sales professionals to enhance their effectiveness and build lasting relationships.
For a deeper dive into Carl's methods and to hear more of his valuable advice, be sure to watch the full episode!
If you found these insights valuable, don't miss the full episode for a comprehensive exploration of Carl Lubbe's innovative sales strategies.
Join the conversation and share your thoughts on how curiosity and presence have impacted your sales success!
This Show is brought to you by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
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This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #92 - Crafting Connections Using Humor: B2B Transformation with Jon Selig
01:00:45
In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales.
This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor.
Here are five key takeaways from this enlightening conversation:
The Power of Relatability:
Jon emphasizes that humor can make sales messages more relatable and memorable. By addressing common frustrations or challenges with a lighthearted touch, sales professionals can create a connection with their prospects. This relatability helps to break the ice and establish a rapport that traditional sales messages often fail to achieve.
Understanding Your Audience:
A critical element in using humor effectively is knowing your audience. Jon points out that it's essential to tailor your jokes and humorous messages to fit the specific pain points and interests of your target personas. Whether addressing C-level executives or mid-level managers, the humor should resonate with their daily experiences and challenges.
Avoiding Generic Messaging:
One of the major pitfalls in sales is the tendency to stick to bland, generic messaging. Jon argues that taking calculated risks with humor can set you apart from the competition. While it's important to remain professional, a well-crafted joke can capture attention and make your message stand out in a sea of sameness.
Balancing Humor and Professionalism:
Jon discusses the importance of striking the right balance between humor and professionalism. The goal is not to become a stand-up comedian but to use humor as a tool to engage and provoke thought. The humor should always be relevant to the sales context and should never overshadow the primary message or solution being offered.
Practical Applications and Examples:
Jon shares practical examples of how humor can be integrated into various stages of the sales process. From opening lines in cold emails to icebreakers during sales calls, he illustrates how humor can be a versatile tool. For instance, a joke about the hassle of disposing of printed programs at events can highlight the value of digital solutions in a memorable way.
Jon Selig's insights underscore the potential of humor to revolutionize sales messaging. By making interactions more enjoyable and memorable, sales professionals can build stronger connections and drive better engagement.
As the conversation wraps up, Jon encourages sales teams to embrace creativity and take measured risks in their communication strategies.
Stay tuned for more episodes, and as always, happy modern selling!
This Show is brought to you by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #93 - Why Personal Branding Matters: Lessons from the First Six Months of 2024
01:04:26
In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024.
They explore the strategies and benefits of building a strong personal brand in today's competitive market.
Key Points:
Consistency Compounds:
Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small influence into a significant impact. This approach not only builds recognition but also establishes credibility and trust within your network.
Leveraging LinkedIn:
Brandon shares insights on using LinkedIn effectively to rise above the noise. By posting content daily, engaging with others, and showing genuine interest in the community, professionals can enhance their visibility and create a sense of familiarity among their audience. This consistent presence leads to higher engagement and better business opportunities.
Personal Branding as a Career Catalyst:
Hosts discuss how a strong personal brand can significantly impact career growth. Carson recounts how his personal branding efforts have opened doors and created opportunities within his organization and beyond. He highlights that showcasing your expertise and experiences can de-risk hiring decisions and attract new prospects.
Creating Valuable Content:
The importance of producing content that resonates with your audience is underscored. Brandon talks about the strategy of generating content from interviews and transcripts, ensuring that the messages are authentic and in the voice of the individual. This method helps professionals share their knowledge without the pressure of constant content creation.
Building Trust and Relationships:
The episode highlights that personal branding is not just about self-promotion but about building genuine relationships and trust. By consistently providing value and engaging with your audience, professionals can foster meaningful connections that lead to business growth and career advancements.
The episode concludes with a powerful message about the critical role of personal branding in today's business environment.
Our hosts encourage listeners to take actionable steps towards building their brands, emphasizing that it's not about perfection but about showing up consistently and authentically.
They urge professionals to embrace personal branding as a long-term strategy for success and to leverage platforms like LinkedIn to their full potential.
To dive deeper into the insights shared in this episode and learn more about building a robust personal brand, watch the full episode of Mastering Modern Selling.
Join the conversation and start your journey towards becoming a recognized and trusted voice in your industry.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders.
The Allure and Reality of Sales Management
Keith Rosen sheds light on the common misconceptions about sales management. Many high-performing salespeople are enticed by the perceived power and authority of managerial roles but often lack the necessary training, leading to challenges in leadership and team dynamics.
The Critical Role of Coaching
Effective sales leadership goes beyond managing numbers. Keith emphasizes the importance of having a universal coaching methodology and framework. Without proper coaching, managers often revert to being super-sellers, solving problems for their team instead of fostering independence and growth.
Creating a Culture of Accountability
Keith introduces the concept of an "accountability partnership," where managers and team members hold each other responsible for maintaining high standards and core values. This approach promotes a supportive environment and encourages continuous improvement.
The Pitfalls of Being a Super Seller
Managers who take over deals and solve all the problems for their team create dependency, hindering the development of their salespeople. Keith advocates for empowering team members to become independent critical thinkers, thereby enhancing their confidence and performance.
Aligning Personal Values with Business Objectives
Understanding what motivates each team member is crucial. By aligning personal values with business goals, leaders can create a shared vision that drives both individual and organizational success. This alignment fosters a motivated and engaged workforce.
Keith Rosen's insights emphasize that great sales leadership is built on a foundation of care, accountability, and continuous coaching.
By focusing on these principles, sales managers can transform their teams into high-performing sales forces.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets.
Key Takeaways:
Embrace Authenticity:
Liz highlights the importance of being genuine in sales interactions. She recounts her early career where she succeeded by treating prospects like family, which led to her being the top salesperson despite not following traditional sales training.
Personalization Over Automation:
Avoid generic, templated messages that feel impersonal. Instead, craft emails and messages that speak directly to the recipient, making them feel valued and understood.
Ditch the Fluff:
Liz advises against starting emails with phrases like “I hope you’re doing well.” These often come off as insincere. Instead, get straight to the point and provide value from the first sentence.
Balanced Serving and Selling:
Authentic selling involves a balance between serving and selling. Liz compares it to inhaling and exhaling – you need both to survive. Being overly focused on serving without aiming to close the sale can be just as detrimental as being too pushy.
Effective Follow-Up:
Follow-up should be thoughtful and value-driven. Liz emphasizes the need to continue providing meaningful insights and addressing the prospect’s needs rather than repeatedly asking if they’re ready to buy.
Liz Wendling’s approach to sales focuses on authenticity and genuine connections.
By personalizing interactions, avoiding unnecessary fluff, and balancing serving with selling, sales professionals can build trust and ultimately achieve better results.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
This engaging conversation delved into transforming sales approaches, overcoming objections, and the importance of personal development in achieving sales success.
The Importance of Personal Development:
Bob Burg emphasizes that success in sales is deeply rooted in personal development.
He shared his journey from struggling in sales to becoming successful by devouring books from sales legends like Tom Hopkins and Zig Ziglar. The takeaway? Cultivate your inner growth to see outer success.
Understanding and Overcoming Objections:
Jeff West introduced the concept of "becoming objection-proof."
He highlighted that objections are often not the real issues but manifestations of underlying concerns. By controlling emotions, empathizing with the prospect, and asking insightful questions, salespeople can uncover and address the true objections effectively.
The Role of Empathy in Sales:
Both Bob and Jeff underscored the power of empathy in building relationships with prospects.
Validating a prospect's thought process and concerns fosters trust and opens up genuine dialogue, making it easier to address their needs and offer appropriate solutions.
Systematic Approach to Handling Objections:
Jeff elaborated on a systematic approach to handling objections: control emotions, empathize, ask questions to understand the prospect’s perspective, and then gently shift their frame to offer solutions.
This approach not only resolves objections but also strengthens the relationship with the prospect.
Merging Sales Skills with Personal Growth:
The discussion brought to light that sales skills and personal growth are intertwined.
Bob Burg shared that mastering the mechanics of selling and understanding human nature are crucial, but integrating these with continuous personal development leads to sustained success.
The episode with Bob Burg and Jeff West was a treasure trove of wisdom for sales professionals.
Their insights into personal development, empathy, and systematic objection handling provide a robust framework for enhancing sales performance.
For those looking to elevate their sales game, this episode is a must-watch.
Dive into the full episode to gain more in-depth knowledge and practical tips from these seasoned experts.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #97 - Video Prospecting: Avoiding Common Pitfalls and Achieving Success with Juan Pablo Garcia
00:57:03
Dive into the world of video prospecting with insights from Juan Pablo Garcia in the latest episode of Mastering Modern Selling.
Discover how integrating video into your sales strategy can revolutionize your outreach and engagement efforts.
The Role of Authenticity in Video Prospecting:
Juan Pablo emphasizes the importance of authenticity in video communication. By being genuine and showing your true self, you can build stronger connections and trust with potential clients. This authenticity extends to the simplicity and naturalness of your video content, making it relatable and impactful .
Strategic Use of LinkedIn for Video Outreach:
Utilizing LinkedIn as the primary platform for video prospecting allows you to connect with a highly targeted audience. Juan Pablo shares his approach of sending personalized video messages to new connections without immediately pitching a product or service, fostering a sense of genuine interest and engagement.
Balancing Automation and Personalization:
While automation can save time, Juan Pablo warns against over-reliance on automated messages. He highlights the effectiveness of personalized, non-automated video messages in maintaining human touch and relevance, which significantly reduces the chances of your messages being ignored or marked as spam .
Creating and Sharing Valuable Content:
Consistently creating and sharing valuable content tailored to your audience's interests is key. Juan Pablo's workflow involves producing short, informative videos during his daily activities, such as walking his dog. He then shares these videos directly with relevant contacts, ensuring the content is both useful and engaging .
Measuring Success and Adapting Strategies:
Tracking the effectiveness of your video prospecting efforts is crucial. Juan Pablo shares his experience of receiving direct feedback from his market, which confirmed the positive impact of his approach. Adapting based on feedback and staying updated with trends helps maintain the relevance and effectiveness of your strategy .
Juan Pablo Garcia's insights into video prospecting provide a powerful roadmap for sales professionals looking to enhance their outreach strategies.
By prioritizing authenticity, strategic use of LinkedIn, balancing automation with personalization, creating valuable content, and continuously measuring success, you can significantly improve your engagement and conversion rates.
Want to learn more about mastering video prospecting?
Watch the full episode of Mastering Modern Selling with Juan Pablo Garcia for in-depth insights and practical advice that can transform your sales approach.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #98 - Master the Complex Sale: Strategies for Sustainable Growth with Alice Heiman
01:03:17
In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways:
Don’t Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recognizing and removing these roadblocks to drive growth.
Quality Over Quantity in Outreach: In an age where inboxes are flooded, Alice stresses the significance of sending high-quality, targeted communications over mass outreach. Personalization and relevance are key.
Referrals First Approach: Alice advocates for prioritizing referrals as a cost-effective and powerful way to accelerate sales, ensuring that your team leverages existing relationships to open new doors.
CEO’s Role in Sales: She discusses how CEOs must actively lead and shape a customer-focused sales culture. This involves understanding the evolving needs of customers and ensuring that all departments align with these needs.
The Importance of Employee Experience: A delighted employee creates delighted customers. Alice underlines that a positive employee experience is foundational to achieving outstanding customer service and, ultimately, better sales outcomes.
In conclusion, this episode is packed with practical advice on how to enhance your sales leadership and culture.
Don’t miss the full episode to explore these insights in detail and start transforming your sales strategy today.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.
LinkedIn: Your Leadership Stage
LinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.
Build Trust Through Authenticity
Use LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.
Turn Activity Into Opportunity
By sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.
Expand Your Influence
Engage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.
Embrace Your Role
If LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.
This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.
Don’t miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS E#100 - The LinkedIn Playbook - Celebrating 100 Episodes with Daniel Disney
01:08:45
In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In.
Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.
1. The Role of AI in Sales: Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.
2. LinkedIn Algorithm Changes: The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.
3. Balancing Efficiency and Effectiveness: While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.
4. Kristie Jones on Personal Development in Sales: Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.
5. Avoiding the AI Trap: The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.
As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS E#101 - Leading with Influence and Mastering Partnerships with Rob Fegan
00:59:30
In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo.
In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales.
From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to hear.
Key Takeaways:
Reimagine Sales with a Contrarian Approach:
Rob Fegan introduces the idea of being a sales contrarian—questioning old-school sales methods that may no longer serve today's dynamic market. He emphasizes the need to dust off outdated processes and adopt new strategies that align better with current buyer behaviors.
Value-Driven Discovery Calls:
Traditional discovery calls are often too focused on the seller’s needs rather than the buyer's. Rob stresses the importance of making these calls more engaging and valuable for the buyer by focusing on their needs and concerns, ultimately leading to more meaningful sales conversations.
Sales Playbooks:
Rob advocates for the creation of comprehensive sales playbooks, developed in collaboration with the sales team. These playbooks are essential for standardizing best practices and ensuring that sales processes are consistently followed, even as team members come and go.
Focus on Process Over People:
Successful sales organizations are built on robust processes, not just the talent of individual salespeople. Rob challenges the notion of the "great salesperson" and suggests that companies should focus on creating strong sales processes that can withstand turnover and market fluctuations.
Effective Use of LinkedIn for Social Selling:
In today's digital age, social selling is more important than ever. Rob shares tips on how to use LinkedIn effectively by sharing industry-related content and engaging in meaningful conversations, rather than just pushing sales messages.
Rob Fegan’s contrarian approach to sales is a refreshing reminder that challenging the norm can lead to significant breakthroughs in sales performance.
By focusing on process, value-driven interactions, and leveraging social selling tools like LinkedIn, sales professionals can better navigate today’s buyer-centric market.
For a deeper dive into these insights and more, be sure to watch the full episode.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #102 - Scaling Success: Lessons from the Frontlines with Eric Watkins
00:56:28
In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales.
Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.
Challenge the Status Quo in Sales
Eric emphasizes the need to rethink outdated sales tactics that may not have ever worked.
Sales leaders must be willing to dust off traditional methods and adopt new, innovative approaches tailored to today's buyer-centric market.
Value-Driven Discovery Calls
Most discovery calls focus too much on the seller, leading to boring conversations.
Eric advocates for value-driven discovery calls, where the focus is on the buyer's needs, not on selling, leading to more meaningful engagements.
Sales Processes Over People
Eric argues that successful organizations are built on robust processes, not just hiring great salespeople.
While talented salespeople are important, having a strong, scalable process ensures success, even with turnover.
Embrace Continuous Learning and Maturity Assessments
Eric introduces his Sales Organization Maturity Assessment, a tool designed to help companies understand where they stand in terms of sales maturity.
This assessment provides actionable insights on how to transition from a basic sales department to a high-performing sales force.
AI and Social Selling as a Necessity
In a world increasingly driven by technology, Eric highlights the need for salespeople to embrace AI and social selling techniques.
Sharing relevant content and engaging with prospects online are critical for establishing thought leadership and trust.
Eric Wattkins brings a fresh perspective to modern sales, reminding us that sticking to outdated methods won’t get us where we need to go.
By focusing on process, putting the buyer first, and embracing tools like AI and social selling, we can build a sales strategy that’s not only effective but sustainable.
If you’re ready to challenge the norms and take your sales game to the next level, this episode is a must-watch.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
MMS #103 - Mastering Leadership and Communication in Sales with Richard Vickers
01:08:57
In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth.
With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation.
He discusses how effective communication, understanding personalities, and applying simple but powerful strategies can make salespeople more effective.
Communication and Personality Types:
Richard highlights the importance of tailoring your communication style to the buyer’s personality using the DISC model.
Understanding whether a client is Dominant (D), Influencer (I), Steady (S), or Conscientious (C) helps create more meaningful and impactful conversations.
Money Flows Where Needs Are Met:
Richard emphasizes that successful sales hinge on understanding and meeting client needs.
Sellers often get bogged down in systems or features when they should focus on solving the buyer’s problems.
The Power of Mock Conversations:
Role-playing and mock conversations, according to Richard, help build confidence and prepare salespeople for real-world situations.
By practicing in a "safe space," sellers can refine their approach before engaging with actual clients.
The Importance of Personal Branding:
Richard encourages everyone, including more introverted personalities, to develop their personal brand.
He shares strategies for leveraging social media and connecting authentically with your audience while staying true to your strengths.
Listening is Key to Sales Success:
One of the most crucial skills in sales, according to Richard, is the ability to listen.
By asking the right questions and truly hearing the client’s needs, sellers can build trust and create stronger connections.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump Your prospecting partner to authentically fill your pipeline with ideal customers.
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