Modern Sales - B2B Selling Podcast (Liston Witherill)
Explorez tous les épisodes de Modern Sales - B2B Selling Podcast
| Date | Titre | Durée | |
|---|---|---|---|
| 16 Nov 2018 | 038 - [Interview] Part 2, Building a Personal Brand with Matt Inglot | 00:25:10 | |
Personal branding is 1) hard work and 2) enormously beneficial for your business in the long run. In Part 2 of my discussion with Matt Inglot, he talks about why and how he's building his personal brand. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 24 Apr 2019 | 071 - Price Anchoring: Taking the Pain Out of High Prices | 00:25:32 | |
Learn about price anchoring and how it is commonly used in pricing to pull the negotiations toward it. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/price-anchoring-how-it-takes-the-pain-out-of-high-prices --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 09 Nov 2018 | 035 - [Interview] Part 2, Brand Story: How to Tell Yours with Raj Nathan | 00:22:51 | |
Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps startups and consulting companies tell their story so they become superheroes. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 31 Jan 2019 | 061 - [Interview] Differentiating Your Service with IP with Sean Flaherty of IX | 00:45:25 | |
Software products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 07 Feb 2019 | 062 - How to Build Authority As an Expert In Your Market | 00:24:04 | |
To be an expert in your field, you must build authority first. You have to both know what you’re doing, and be known. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-build-authority-as-an-expert-in-your-market --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 08 Oct 2018 | 021 - Podcast Marketing For Your Consulting Business | 00:24:00 | |
I'll tell you exactly why I'm so bullish on podcasting, and the 6 major ways I use it in my business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/start-a-podcast-as-content-marketing-for-your-consulting-biz --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 27 Dec 2018 | 004 - [Rebroadcast] Sales Questions to Ask In Discovery | 00:22:51 | |
Asking good questions is critical in the sales process - particularly in discovery. In this episode, I'll cover the four questions you should ask in every discovery you conduct. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-sales-questions-to-ask-in-discovery --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 11 Oct 2018 | 022 - [Interview] Part 1, Cold Email with a Sense of Humor with Jon Buchan | 00:21:49 | |
Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 1 of 2. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 08 Jan 2019 | 054 - Demonstrating Leadership Through Your Sales Process | 00:19:54 | |
Throughout the sales process, clients need leaders to take on the ups and downs that may come. Listening to the client, and providing insight with strategic thinking will set you apart as a leader. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/demonstrating-sales-leadership-to-your-client --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 07 Dec 2018 | 045 - [Interview] Part 2, Delegating Work with Karl Sakas | 00:28:08 | |
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 25 Sep 2019 | 092 - Sales Questions, Part 3: When Did You Notice the Problem? | 00:20:25 | |
When your client notices they have a problem can be just as important as understanding what that problem is. You’ll learn how to find out in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-when-did-you-notice-this-was-a-problem --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 24 Dec 2018 | 002 - [Rebroadcast] Serve Don't Sell | 00:25:11 | |
The key to selling your consulting expertise is to serve, not sell. It’ll unlock better relationships, more clients, and feel a lot better to you and your client. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-serve-dont-sell --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 15 Aug 2018 | 011 - Proposals: When to Write Them | 00:15:34 | |
Writing a proposal can take a lot of our time and can be incredibly expensive depending on the scope of the project. The problem is, not all proposals get accepted and all those hours you spend could add up to nothing. Here’s a solution that will save you a ton of time, and only write the proposals that you're most likely to win. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/when-to-write-a-consulting-proposal --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 13 Feb 2019 | 063 - Losing Clients and Building Resilience | 00:22:31 | |
How to deal with loss, and build your resilience so you can move on to the next opportunity faster. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/losing-clients-and-building-resilience --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 30 Oct 2019 | 097 - Sellers Become Marketers, Part 2: Being a Mind Reader With Sales Copy | 00:23:03 | |
Developing your mind-reading skills will help you better serve your clients, period. We’ll take a look at how sales copy is developed, the lessons you can apply to improve your sales process and bottom line results. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-copy --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 20 Feb 2019 | 064 - Sales Process: The Recipe to Make Your Own | 00:22:09 | |
You know you can improve your sale, but you're not sure how. Implementing a sales process may be your best solution. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-process-how-to-create-your-own --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 12 Jun 2019 | 077 - 9 Ways to Lose Your Client's Trust | 00:24:56 | |
Want to lose your client's trust? Just do any of these 9 things...or don't, if you want to keep their trust. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-lose-trust-with-clients --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 24 Jan 2019 | 059 - [Interview] Using SEO to Drive Sales with Dan Shure | 00:44:01 | |
Service providers often use SEO to market their business, but ranking as the top result for a search term may not be the most effective method. Dan Shure, SEO Expert at Evolving SEO, shares his tips and tricks to leverage search in marketing online. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-apply-search-marketing-to-your-business-with-dan-shure --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 27 Mar 2019 | 068 - Don't Be an Order Taker! | 00:20:43 | |
You're in the service of your client. So, it's really imperative that you're always doing what's best for them, and that takes investigation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/order-takers-in-sales-and-how-to-not-be-one --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 11 Jul 2018 | 005 - [Interview] Selling and Human Behavior - Margo Aaron Interviews Liston Witherill | 00:36:18 | |
Want to know more about me than you already do? You're in luck! Margo Aaron interviews me about my journey and how a rap career and building computers as a 12 year contributed to the Liston you know and love. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/margo-aaron-interviews-me --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 03 Sep 2018 | 015 - [Update] Monthly Update, September 2018 | 00:24:16 | |
Here's my September 2018 update of all the happenings in my business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/monthly-update-september-2018 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 31 Jul 2019 | 084 - Sales Training, Part 7: Addressing Objections and Talking Money | 00:29:49 | |
Learn how to talk about money and objections, including how to address the most predictable ones. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/addressing-objections --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 29 Aug 2018 | 014 - Proposals: How Many Options Should You Include? | 00:19:30 | |
There are two rules for presenting your proposal: 1) include options, 2) don't include too many options. I'll tell you why, and what to do about it. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-many-options-to-include-in-your-proposal --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 04 Dec 2019 | 102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers | 00:24:00 | |
Sales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them around asap. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 05 Jun 2019 | 076 - How to Gain Trust In Sales | 00:26:58 | |
Making trust your number one value isn’t just the right thing to do; it’s also good business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/gain-trust-in-sales --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 28 Jun 2018 | 001 - Welcome to Modern Sales | 00:08:20 | |
Welcome to The Liston.io Show! I want to help you build a better consulting business. Hang out here to learn about marketing, selling, and improving your consulting expertise and building your team, if you have one (or want one). Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/welcome-to-the-podcast --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 26 Oct 2018 | 029 - [Interview] Part 2, Growing an Ecommerce Agency with Ben Chafetz | 00:21:45 | |
Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share how he's done it here. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/growing-an-ecommerce-agency-with-ben-chafetz-part-2-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 07 Aug 2019 | 085 - Sales Training, Part 8: Negotiation | 00:20:41 | |
In this episode of the SDS training series, we'll talk specifically about negotiating price. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/negotiating-price-dont-negotiate-price --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 22 Aug 2018 | 013 - [Interview] Sales Prospecting on LinkedIn with Jake Jorgovan | 00:31:11 | |
LinkedIn is a powerful prospecting tool that consultants can use to find new clients. Jake Jorgovan shares his thoughts and expertise on how consultants can turn LinkedIn into a lead generating machine. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/linkedin-prospecting-for-the-win-with-jake-jorgovan --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 May 2019 | 075 - [Interview] Outbound Sales and Cold Email with Kevin Warner of Leadium | 00:36:05 | |
Let’s talk about how to sell yourself , and how inbound plays a role in this process. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 01 Aug 2018 | 008 - Lead Qualification | 00:24:12 | |
One of the challenges of being a consultant is how to spend your time wisely. Want to be sure not to waste your time, or other people's time? Find out if they're a fit or not, quickly. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/qualifying-prospects-how-much-and-how-to --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 19 Oct 2018 | 026 - [Interview] Part 2, Creating a Simple Consulting Website with Jared Gold | 00:24:45 | |
If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard? Help us get the word out by leaving a rating and review on Apple Podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. | |||
| 21 Aug 2019 | 087 - Personal Branding, Part 1: The Basics | 00:20:22 | |
The idea of “personal branding” is unusual to most people. In this episode, learn about the basics of personal branding and how you can get started. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/building-a-personal-brand-part-1 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
Don't miss a single episode:
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| 17 Dec 2018 | 049 - Social Selling with LinkedIn | 00:25:45 | |
Social selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/social-selling-with-linkedin-part-1 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Jun 2018 | 004 - Sales Questions to Ask In Discovery | 00:22:50 | |
The earliest part of your sales process is the time when your client will tell you exactly how to sell them, but only if you listen. That's the power of questions during discovery. Do it right, and you'll have happy clients who buy. Do it wrong, and...you won't. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-power-of-questions-in-discovery --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 01 Nov 2018 | 031 - [Interview] Jason Bay, Part 1: Cold Email and Outbound Marketing | 00:29:51 | |
Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the details of how he uses cold email and outbound marketing to win and build a business. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 12 Nov 2018 | 036 - How Much Can You Push On a Sale? | 00:23:40 | |
Some clients seem ready to start with you right away, but then something happens and they cool off. They want to wait a month, or even indefinitely. What to do about it? I'll give you some strategies to address this directly, and 5 ideas for updating your sales process so you have a chance at preventing it from happening in the first place. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-cycle-should-you-push-it-forward-or-stay-patient --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 15 Oct 2018 | 025 - [Interview] Part 1, Creating a Simple Consulting Website with Jared Gold | 00:18:25 | |
If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/do-you-need-more-leads-or-better-selling-skills --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 03 Oct 2018 | 020 - [Interview] Marketing Agency Growth with Brent Weaver | 00:21:55 | |
Brent Weaver of uGurus discusses the techniques he teaches to help digital marketing agencies grow and scale their businesses. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/digital-marketing-agency-growth-with-brent-weaver --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 04 Jan 2019 | 053 - [Interview] Part 2, Getting Professional Services Leads with Clutch | 00:21:32 | |
Your search rank position is critical for your agency or consulting business. Clutch.co is an online database with verified reviews, and Ryan Stevens - the #2 at Clutch - will tell you how to optimize your profile and make the most of your Clutch listing. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 17 Jan 2019 | 057 - [Interview] Using Referral Marketing to Drive Sales with Dan Golden | 00:33:45 | |
With so many approaches to digital marketing, word of mouth can seem like a thing of the past. Dan Golden of Be Found Online grew his agency through referral programs and simple, friendly gestures, and he shares how you can do it, too. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Nov 2018 | 041 - [Interview] Part 1, Growing Leads with a Podcast with Ben Shapiro | 00:23:44 | |
How to use podcasting and use personal branding to build growth within your company. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/podcast-marketing-for-agency-growth-with-ben-shapiro-part-1 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 30 Nov 2018 | 042 - [Interview] Part 2, Growing Leads with a Podcast with Ben Shapiro | 00:23:00 | |
How to use podcasting and personal branding to market and grow your B2B company. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/podcast-marketing-for-agency-growth-with-ben-shapiro-part-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 27 Nov 2019 | 101 - Sellers Become Marketers, Part 6: Automating Like a Marketer | 00:26:23 | |
Are you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a better client experience. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-automation --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 23 Oct 2019 | 096 - Sellers Become Marketers, Part 1: The Seismic Shift In Sales | 00:23:28 | |
Sales is going through a seismic shift, and there are two core skill sets you need to stay relevant: consultation, and marketing. Learn why the change is occurring, and the core marketing skills you need to remain ahead of the curve. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-skills-from-marketers --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 20 Nov 2019 | 100 - Sellers Become Marketers, Part 5: How Content Is Shared Inside Companies | 00:30:04 | |
Even if you have the most interesting and useful content in the world, it doesn’t matter if no one sees it. Knowing how that content spreads within companies and across networks can mean the difference between huge reach and obscurity. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-content-is-shared --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 12 Dec 2018 | 047 - [Interview] Part 1, Trade Shows For Client Acquisition with Chris Martinez | 00:21:38 | |
Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 18 Sep 2019 | 091 - Sales Questions, Part 2: How Long Has This Been Happening? | 00:18:12 | |
In Part 2 of the #SalesQuestions, we'll find out why it's so important to learn how long your client has been experiencing their pain, and what that can tell you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-how-long-has-this-been-happening --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 15 Jan 2019 | 056 - Overcoming Objections and the Real Meaning of "No" | 00:18:54 | |
When we hear any negative statements from clients, we feel the progress of the sale is in jeopardy. Understanding what "no" really means will help in overcoming objections when serving. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/overcoming-objections-and-the-real-meaning-of-no --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 01 Oct 2018 | 019 - [Update] Promoting a Podcast Is Hard Work | 00:30:29 | |
In my October 2018 update, I'll tell you why I'm doubling down on podcast promotion and letting it lead all of my content efforts. Plus I talk about an event I attended, my vacation, and my newfound running addiction. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 12 Sep 2018 | 017 - [Interview] Start a Podcast For Your B2B Service with Simon Thompson | 00:26:38 | |
Having a podcast is one of the best medium to show your expertise. But do you know that podcasting is also a great channel to increase the quality and number of your leads? Learn from Simon Thompson as we discuss why podcasting is a great fit for service providers like you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/why-service-providers-need-a-podcast-with-simon-thompson --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 22 Oct 2018 | 027 - Sales Strategy to Scale Beyond Referrals | 00:27:31 | |
Ready to scale your agency sales beyond referrals? Most agencies grow from existing contacts, networking, and referrals. But that's not a viable way to scale. In this episode, I'll tell you what it takes to scale your agency sales. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/scale-agency-sales-beyond-the-referral --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 11 Dec 2019 | 103 - Sales Meetings, Part 2: How to Plan For a Great Meeting | 00:24:26 | |
Want your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how to plan every meeting so it’s a smashing success. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings-before --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 03 Apr 2019 | 045 - [Rebroadcast] Expanding Large Accounts | 00:14:42 | |
Having large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/rebroadcast-expanding-and-derisking-a-large-account --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 16 Aug 2018 | 012 - Proposals: The Best Way to Present | 00:21:17 | |
Have you ever experienced being ghosted by your potential clients after sending your proposal via email? Please, don't ever send your proposal over email without presenting it first. Here's why. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 27 Feb 2019 | 065 - Sales KPIs for Consulting and Services Sales | 00:26:24 | |
Unfortunately, we are pretty bad at estimating, but we need a way to measure the impact of our actions. Enter: sales KPIs. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-kpis-for-consulting-sales --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 14 Aug 2019 | 086 - Sales Training, Part 9: How to Make Sales Training Stick | 00:24:11 | |
Get exercises and ideas for making sales training stick for you and your team. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-make-sales-training-stick --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 08 May 2019 | 072 - [Interview] Cold Email Keeps Getting More Expensive with Forster Perelsztejn of Prospect.io | 00:35:06 | |
Want to get people to respond to your cold emails? Learn tips and tricks on how to send better outreach emails that actually get a response. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 06 Aug 2018 | 009 - [Update] Monthly Update, August 2018 | 00:27:09 | |
Welcome to the first installment of my monthly update, where I'll pull back the curtain on my business and share with you how it's going. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/monthly-update-august-2018 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Jan 2019 | 060 - Can You Change a Stubborn Person's Mind? | 00:14:39 | |
When you step out of the comfort zone of selling to familiar markets, can you sell something to a client who doesn't want it? Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/can-you-change-a-stubborn-persons-mind --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 12 Oct 2018 | 023 - [Interview] Part 2, Cold Email with a Sense of Humor with Jon Buchan | 00:24:20 | |
Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 2 of 2. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 24 Jul 2019 | 083 - Sales Training, Part 6: Account Planning For Complex Sales | 00:20:42 | |
Account plans bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-account-planning --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 08 Aug 2018 | 010 - [Interview] Pricing Strategy to Raise Profitability with Jonathan Stark | 00:25:13 | |
I am a big proponent of the idea that hourly billing is a really bad way to price your services and grow your business. Learn from Jonathan Stark as he discusses why you should leave hourly billing behind forever. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/why-hourly-billing-could-be-killing-you-with-jonathan-stark --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 10 Dec 2018 | 046 - Expanding and Derisking a Large Account | 00:18:14 | |
Having large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/expanding-and-derisking-a-large-account --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 20 Dec 2018 | 050 - [Interview] Part 1, Automating Your Business with Greg Hickman | 00:24:08 | |
Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Oct 2018 | 030 - Inbound v. Outbound Leads: What's the Difference? | 00:26:00 | |
Let's talk about how to sell yourself , and how inbound v. outbound plays a role in this process. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/inbound-v-outbound-marketing-how-to-choose-the-right-mix --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Jun 2018 | 003 - [Interview] Write a Book on Pricing, Make $1M with Blair Enns | 00:45:09 | |
Write a book for $1M? Some people say you'll never make money writing a book, but Blair Enns, founder of Win Without Pitching, begs to differ. He'll tell you his plan in this can't-miss episode. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 09 Oct 2019 | 094 - Sales Questions, Part 5: Who Else Is This Affecting? | 00:20:33 | |
Whatever’s going on with your client that’s causing them pain, it’s causing other people pain too. You can uncover and leverage that collective hardship by asking this one question. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-who --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 17 Jul 2019 | 082 - Sales Training, Part 5: Sales Proposals and Sales Presentations | 00:23:50 | |
A sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/creating-winning-sales-proposals-and-sales-presentations --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 16 Oct 2019 | 095 - Sales Questions, Part 6: Why Is Now the Right Time? | 00:18:14 | |
How likely is your opportunity to close? Timing is a big factor that'll determine the likelihood of success, reveal your clients' drive to change, and help you forecast a more accurate close date. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-right-time --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 10 Jan 2019 | 055 - [Interview] B2B Content Marketing with Benji Hyam | 00:40:59 | |
Some marketers believe that content marketing has no place in a consulting business because content won’t attract the clients their business needs. Benji Hyam, Co-Founder of Grow and Convert, built his agency exclusively on content marketing, and he’ll share how he did it in this episode. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 25 Jul 2018 | 007 - [Interview] Referral Marketing for B2B Services with Steve Gordon | 00:24:22 | |
I believe that the best leads are those that come through referrals. However, getting referrals by directly asking your clients is not the best way to generate leads. There's a better way, and Steve Gordon has the answer for you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-to-get-more-referrals-with-steve-gordon --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 28 Aug 2019 | 088 - Personal Branding, Part 2: Intermediate | 00:25:14 | |
The idea of “personal branding” is unusual to most people. In this episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/building-a-personal-brand-part-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 02 Oct 2019 | 093 - Sales Questions, Part 4: What Have You Done to Fix It? | 00:23:07 | |
The more your client has tried unsuccessfully to fix their problems, the more pain they’ll be in. But have they tried enough yet? Learn how to find out in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-fix --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 26 Nov 2018 | 040 - Sales Mindset: How to Think About Selling Services | 00:24:24 | |
Doing the right things won't matter nearly as much if you're not thinking the right things when you sell. It's often referred to as "mindset," and having the right one when you sell will make an immediate difference in how you approach your process. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 22 May 2019 | 074 - The Best Closing Technique (Is Better Investigation) | 00:20:45 | |
So you have a problem: deals aren’t closing fast enough for your liking or maybe you’re just not closing enough of them. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-best-closing-technique-is-better-investigation --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 26 Jun 2019 | 079 - Sales Training, Part 2: Finding the Pain, and How Deep It Is | 00:23:03 | |
How to find your clients pain to motivate them to take action and buy from you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/finding-the-pain-and-how-deep-it-is --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 08 Nov 2018 | 034 - [Interview] Part 1, Brand Story: How to Tell Yours with Raj Nathan | 00:26:00 | |
Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps startups and consulting companies tell their story so they become superheroes. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 21 Dec 2018 | 051 - [Interview] Part 2, Automating Your Business with Greg Hickman | 00:23:08 | |
Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 19 Jun 2019 | 078 - Sales Training, Part 1: The Serve Don't Sell Method | 00:19:58 | |
If your team is operating without a sales process, you need to do something about it—right now. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-sales-process-you-need-to-win-big-clients --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 15 Nov 2018 | 037 - [Interview] Part 1, Builidng a Personal Brand with Matt Inglot | 00:22:15 | |
How is your agency different? Using special or even proprietary technology can help you stand out, which is exactly what Matt Inglot did with his agency, Tilted Pixel. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 25 Oct 2018 | 028 - [Interview] Part 1, Growing an Ecommerce Agency with Ben Chafetz | 00:17:40 | |
Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share how he's done it here. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/growing-an-ecommerce-agency-with-ben-chafetz-part-1-of-2 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 15 May 2019 | 073 - [Interview] The Future of Sales Content with Hubspot CMO Kipp Bodnar | 00:32:21 | |
Today, more companies understand the critical role that high-value content plays at every stage of the buyer’s journey, and in particular, the selling process. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-future-of-sales-content-with-hubspot-cmo-kipp-bodnar --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 02 Nov 2018 | 032 - [Interview] Jason Bay, Part 2: Productizing Your Service | 00:23:05 | |
Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the details of how he uses cold email and outbound marketing to win and build a business. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 13 Dec 2018 | 048 - [Interview] Part 2, Trade Shows For Client Acquisition with Chris Martinez | 00:17:33 | |
Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder, and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 17 Apr 2019 | 070 - [Interview] Lead Qualification Using Sales AI with Francis Brero of MadKudu | 00:34:05 | |
Exceed not only ensures that every lead receives a follow-up, but that those leads are nurtured and qualified using artificial intelligence and automation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/lead-qualification-using-ai-with-francis-brero-of-madkudu --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 31 Dec 2018 | 026 - [Rebroadcast] Sales Tactics to Scale Beyond Referrals | 00:27:31 | |
Ready to scale your sales beyond referrals? Most service providers exist strictly on referrals, but it's a risk your business can't afford. Here's how to grow beyond the referral. Want the full transcript? Visit the show notes page on our website:
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| 19 Nov 2018 | 039 - Gratitude in Sales? Yes, and Happy Thanksgiving | 00:20:53 | |
It's almost Thanksgiving, and I have a whole lot to be grateful for. But is there room for gratitude in sales? Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/gratitude-in-sales-and-happy-thanksgiving --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 18 Jul 2018 | 006 - Listening Techniques and the Consultant's Conundrum | 00:22:59 | |
Every consultant faces The Consultant’s Conundrum: you get paid for your thinking and advice, but you should listen more than talk early in the sales process. Learn the 4 tools to overcome The Consultant's Conundrum in order to be better at selling the right way. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/the-consultants-conundrum --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 06 Nov 2019 | 098 - Sellers Become Marketers, Part 3: Why Different Is Better Than Best | 00:20:59 | |
Want to stand out and be noticed when you sell? You have to be different. And the truth is that different is more important than being the best. Learn why, and what you can do to stand out with product and service differentiation. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/product-differentiation --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 06 Mar 2019 | 066 - Minimum Viable Sales Stack: The Sales Technology and Apps You Need | 00:32:50 | |
Sales tech is virtually unlimited but...what is the minimum stack you need? You'll get the answer in this episode. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-tech-you-need-for-a-minimum-viable-sales-stack-mvs --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 10 Apr 2019 | 069 - [Interview] Running Remote Sales Teams with Derek Rahn of Lead Genius | 00:44:34 | |
Managing remote sales teams creates unique challenges, but you can overcome them. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/managing-remote-sales-teams-with-derek-rahn-of-lead-genius --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 26 Sep 2018 | 018 - B2B Website to Support Your Selling | 00:25:20 | |
It seems so obvious, but it's worth saying: your website is a critical sales tool. Do it the right way, and it'll pay huge dividends. I'll tell you the 6 key functions of a website for your consulting or professional services business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-your-website-should-help-your-selling --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 03 Jan 2019 | 052 - [Interview] Part 1, Getting Professional Services Leads with Clutch | 00:20:45 | |
Credible reviews can make or break your chances of landing a client. In part 1 of my interview with Ryan Stevens, Senior Business Manager of Clutch.co, he shares how this online database can increase traffic and generate leads to your agency. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 20 Mar 2019 | 067 - Navigating Complicated Accounts and Their Decision Makers | 00:20:06 | |
Developing relationships with influencers can help to establish your decision-making processes. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 29 Jun 2018 | 002 - Serve Don't Sell | 00:25:10 | |
The key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and whole lot better feeling about every sales step you take. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/serve-dont-sell --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 06 Dec 2018 | 044 - [Interview] Part 1, Delegating Work with Karl Sakas | 00:22:01 | |
Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies. Want the full transcript? Visit the show notes page on our website: --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 05 Nov 2018 | 033 - [Update] Outsourcing, Podcasting, and Cold Email | 00:21:47 | |
In my monthly update for November 2018, you'll hear how I'm outsourcing, my podcast growth, and using cold outreach to acquire clients. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/outsourcing-podcasting-and-cold-email-oh-my-november-update --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 05 Sep 2018 | 016 - [Interview] Content Promotion with Ben Dell | 00:23:44 | |
Your content is one of the best ways to show your expertise. However, creating great content alone is not enough. Getting people to actually see it is a skill unto itself. Benjamin Dell has some advice, and a tool, for you. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/promoting-your-content-with-ben-dell --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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| 22 Jan 2019 | 058 - Is There One Right Personality For Sales? | 00:18:40 | |
Self-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/personality-for-sales-and-how-to-improve-yours --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter
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