Mastering Modern Selling

In this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady. Here are five pivotal points from the discussion: Integrative Sales EducationThe Humanistic ApproachLeveraging LinkedInAI in SalesContinuous Adaptation and ImprovementVictoria'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. Watch the full episode here! This Show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

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:The Importance of Networking:Content Consistency:Engagement Beyond Likes:Integrating Sales and Marketing: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.

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:Sales as a Science:Challenging Old School Methods:Strategic Changes and Assessments:Building a Destination Team: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.

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 SynergyHarnessing CEO Influence on LinkedInStrategic Narrative DevelopmentContent Diversity and AuthenticityFocused Channel StrategyEngage, 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.

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 TacticProactive Calendar ManagementHumanizing Sales InteractionsNavigating LinkedIn as a Sales ToolExpanding the SandboxThis 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.

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.

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: 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.

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.

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.

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: 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.

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:Leveraging LinkedIn:Commenting Strategy:Building Social Capital:Authenticity and Storytelling: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.

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.

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:Importance of Creativity:Role of Social Media:Engaging with Prospects:Power of Personal Connection: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.

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.

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.

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.

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.

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.

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.

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.