The Modern Selling Podcast

Building a successful sales organization from the ground up is no small feat. It requires strategic planning, data-driven decision-making, and a focus on cultivating the right mindset within your team. In this episode, I sit down with Megan Prince, Chief Revenue Officer of Zeni, to explore how she led her company to 10x their ARR in just a few years through a powerful outbound sales strategy. The Power of Outbound Sales Learn why Megan believes that a strong outbound motion is crucial for controlling your destiny and driving consistent growth. She reveals how 65% of Zeni's revenue comes from outbound efforts and explains why it's their most cost-effective customer acquisition channel. Building an Effective Tech Stack Discover the tools and technologies Zeni uses to power their outbound engine, including: · Orum for cold calling · LinkedIn Sales Navigator for social selling · AmpleMarket for data mining and email automation · Avoma for listening to cold calls · HubSpot for task management · FlyMSG.io for AI Writing, text expansion, sales prospecting training and social selling Designing High-Impact Sequences Megan breaks down their 20+ step outbound sequence that spans 20-30 days, incorporating multiple touchpoints across various channels. She emphasizes the importance of persistence, noting that it often takes 12-18 touches to convert a prospect into a customer. Data-Driven Decision Making Learn about the critical metrics Megan tracks to ensure predictable pipeline generation, including: Point of sale revenue per headcountTotal activities to convert one customerSQLs per customerPipeline to close-won rates Cultivating a Winning Mindset Explore the daily practices Megan encourages her team to adopt, such as gratitude journaling and intention-setting, to maintain a positive attitude in the face of rejection. Whether you're a sales leader looking to scale your organization or a rep aiming to improve your outbound game, this episode offers actionable strategies to elevate your sales performance. Tune in to learn how to build a data-driven, high-performing sales machine that can drive exponential growth for your business. Key Moments of This Episode 00:00:00 - The Importance of Cold Calling in Modern Sales Discusses the decline in email conversion rates and the effectiveness of cold calling for customer acquisition. Highlights the need for persistence in outreach, with 9,000 activities and 12-18 touchpoints typically required to convert a customer. Emphasizes the value of human interaction in sales processes. 00:01:30 - Introducing Megan Prince: From Door-to-Door Sales to Chief Revenue Officer Megan Prince shares her journey from door-to-door sales to becoming CRO at Zeni, a company providing automated bookkeeping for startups. She discusses her experience growing Zeni's ARR by 10x and the importance of outbound sales strategies in the company's success. 00:04:58 - Building a Successful Outbound Sales Strategy Megan explains Zeni's outbound sales approach, including their tech stack (Orum, LinkedIn Sales Navigator, etc.) and 20-step sequence over 20-30 days. She emphasizes the importance of persistence, data-driven decision making, and maintaining a 2:1 BDR to AE ratio for optimal unit economics. 00:34:10 - Key Metrics and Mindset for Sales Success Megan discusses critical metrics for tracking BDR performance, including point of sale revenue per headcount and total activities to convert customers. She emphasizes the importance of data-driven decision making and cultivating a positive mindset through gratitude journaling and intention setting for sales team success. 00:40:44 - Leadership Advice for Building a Sales Organization Megan's key advice for sales leaders: lead with care and empathy to inspire team loyalty. She stresses the importance of balancing data-driven strategies with genuine concern for team members' well-being. Megan also shares her preferred methods of contact and personal...

In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success. The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and clients. AI-Enhanced Negotiation Strategies Explore how artificial intelligence is revolutionizing the negotiation process. Tim reveals how AI can help you: Prepare more effectively for client meetings Understand your prospect's behavioral profile Receive real-time coaching during negotiations The "9 Before 9" Strategy Uncover Tim's powerful technique for creating sales momentum. By completing nine revenue-generating actions before 9 AM, you'll plant seeds for future success and start each day with a winning mindset. Believing in the Possible Tim shares his personal motto and how it can transform your approach to sales challenges. Learn to reframe obstacles as opportunities and push beyond self-imposed limits. This episode is packed with actionable strategies to elevate your negotiation skills and close more deals. Whether you're a seasoned sales professional or just starting out, you'll gain valuable insights to help you thrive in today's competitive landscape. Are you ready to unlock your full potential as a negotiator and sales expert? Listen now and discover how to create lasting value for your clients and your career. Key Moments 00:00:00 - Building Trust in Sales: The Competitive Edge Trust-building is crucial in sales, especially in the early stages. Demonstrating empathy, transparency, reliability, and capability are key components. Salespeople should focus on humanity and transparency to gain a competitive advantage, as these skills are harder to replicate and differentiate from high-quality products and consistent delivery. 00:01:11 - Introducing Tim Castle: Negotiation Expert and Author Tim Castle, CEO of Negotiators Edge and author of "The Art of Negotiation" and "The First Domino," discusses his background and expertise in negotiation. He explains his concept of being a "negotiation futurist" and the importance of leveraging AI in negotiation strategies. 00:04:48 - The First Domino: Landing Your First Client in 90 Days Tim Castle introduces his new book "The First Domino," which focuses on helping salespeople and entrepreneurs land their first flagship client within 90 days. The book covers strategies for differentiation, credibility-building, and overcoming challenges in the early stages of sales or business development. 00:14:29 - The MAGIC Framework for Sales Success Tim Castle presents the MAGIC framework for sales success: Make connections, Add value, Give value willingly, Inspire others' growth, and Connection. This approach emphasizes building relationships, providing value without expectation, and inspiring growth in others to create a strong network and sales momentum. 00:20:39 - The Negotiator's Edge: Leveraging AI in Negotiation Tim Castle discusses the Negotiator's Edge, emphasizing the importance of using AI for preparation, understanding client challenges, and improving negotiation strategies. He explains how AI can enhance EQ, simulate role-playing scenarios, and provide valuable insights for more effective negotiations. 00:33:04 - The 9 Before 9am Strategy for Sales Momentum Tim Castle shares the "9 before 9am" strategy for creating sales momentum. This approach involves completing nine revenue-generating actions before 9am each day, such as personalized outreach or business meetings. This strategy helps build a strong pipeline and creates a proactive mindset for sales success. 00:35:58 - Negotiation Strategy...

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era. Scaling Enterprise Sales: Key Insights · Building a robust playbook for enterprise sales success · Implementing effective hiring and onboarding processes · Leveraging AI and technology to enhance sales efficiency · Developing a strong sales culture and team dynamics The Power of People in Scaling Sales One of the core themes Adam emphasizes is the importance of hiring and developing top talent. He outlines: A comprehensive interview process, including panel interviewsAssessing candidates' resilience, accountability, and disciplineCreating a "farm system" for developing sales talent internally Develop Clear Playbooks Adam outlined three crucial elements of effective sales playbooks: Product knowledge - Understanding what you sell and how it impacts customers Clear expectations - Outlining exactly what's expected in each role Unified approach - A consistent philosophy for engaging prospects Boosting Seller Efficiency and Pipeline Growth Adam provides practical strategies for improving sales performance, including: · Focusing on pre-hello activities to secure initial conversations · Utilizing AI for account research, territory planning, and meeting assessments · Balancing technology with human touch in the sales process The Role of AI in Modern Sales While AI is transforming many aspects of sales, Adam cautions against over-reliance: · AI tools for enhancing productivity and insights · The continued importance of human connection in sales · Balancing AI automation with personalized outreach This episode offers a comprehensive look at scaling enterprise sales teams, blending time-tested strategies with cutting-edge AI applications. Whether you're a sales leader looking to grow your team or a sales professional aiming to enhance your skills, you'll find actionable insights to elevate your sales game. Key Moments 00:00:00 - Effective Sales Strategies for Market Contact 00:00:42 - Introduction to Adam Block and Motive 00:04:32 - Adam Block's Guilty Pleasure: 80s Music 00:07:19 - Scaling Enterprise Sales Organizations 00:15:36 - Finding and Assessing Top Sales Talent 00:20:58 - Panel Interview Process for Sales Candidates 00:32:46 - Boosting Seller Efficiency and AI Integration 00:47:50 - Closing Thoughts and Career Opportunities at Motive About Adam Block Adam oversees Motive’s global Revenue and Go-To-Market functions, including sales, business development, strategy, operations, sales engineering, and partnerships. Prior to Motive, he served as Vice President over the Public Sector, Healthcare, Manufacturing, High Tech, and Life Sciences teams at Medallia, the leading enterprise experience platform. During his tenure, Medallia went public and was later acquired for $6.4B. Before Medallia, Adam was Vice President, Sales and Marketing for TenMast software (now MRI software) and previously served as Partner and Vice President of Sales at Zeta Marketing, an internet marketing startup. Adam earned his Bachelor of Business Administration (BBA) in Finance and Management from the University of Kentucky. Follow Us On: · LinkedIn · Twitter · YouTube Channel · Instagram · Facebook Learn More About FlyMSG Features Like: · LinkedIn Auto Comment Generator · AI Social Media Post Generator · Auto Text Expander · AI Grammar Checker · AI Sales Roleplay and Coaching · Paragraph Rewrite with AI · Sales Prospecting Training for Individuals · FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: · As a Chrome Extension · As an Edge Extension

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique perspective on the challenges and opportunities presented by this hybrid approach, offering practical strategies for sales and marketing professionals looking to optimize their go-to-market strategies. Key Takeaways Understanding the distinctions between product-led and sales-led growth motionsLeveraging AI to enhance relevancy and personalization in customer interactionsImplementing AI-driven content refreshes to improve discoverability and SEO performanceUtilizing AI for sales enablement, including personalized onboarding and coachingAdapting metrics and KPIs to evaluate the effectiveness of blended PLG and SLG strategies As we navigate this AI-driven sales landscape, it's clear that the companies who can effectively blend PLG and SLG strategies while leveraging AI will have a significant competitive advantage. It's an exciting time to be in sales, and I'm eager to see how these strategies evolve. Innovative AI Applications in Sales and Marketing Creating AI-generated onboarding podcasts for new hiresDeveloping custom GPTs for sales reps to streamline prospecting and communicationImplementing AI-powered customer support to resolve cases faster in PLG motionsUtilizing AI for content optimization and real-time conversion rate improvements The Future of AI in Sales As AI continues to reshape the sales landscape, Adrian emphasizes the importance of maintaining authenticity and personalization. He introduces the concept of a "Go-to-Market AI Engineer" role, dedicated to reimagining sales workflows and processes through AI integration. This episode provides a wealth of actionable insights for sales leaders, marketers, and revenue operations professionals looking to harness the power of AI and create a more effective, blended approach to growth. Don't miss this opportunity to stay ahead of the curve and drive your organization's success in the AI-powered sales era. Key Moments 00:00:00 - Blending Product-Led and Sales-Led Growth Webflow successfully combines product-led and sales-led growth strategies. Few companies effectively blend these approaches into a single go-to-market engine. The key is solving for customer experience rather than separate teams, using AI to meet customers' needs faster and provide more relevant interactions across both motions. 00:04:31 - AI's Impact on Marketing and Sales AI is automating relevancy in marketing and sales. Webflow uses AI to refresh content, optimize landing pages, and personalize outreach. They've built custom GPT models to assist SDRs and automate processes. AI enables faster, more personalized customer interactions across product-led and sales-led motions. 00:23:22 - Implementing AI in Go-to-Market Strategy Webflow hired a Go-to-Market AI Engineer to reimagine workflows. They use AI for sales enablement, coaching, and onboarding. The CRO created an AI-generated podcast to onboard the new CMO. AI helps scale knowledge sharing and provides faster feedback loops for sales reps. 00:39:15 - AI Impact on Metrics and Customer Experience Webflows CRO identifies the type of metrics they measure the sales team by and how they use AI to drive a better set of KPis that drive a better customer experience. About Adrian Rosenkranz Adrian Rosenkranz is Chief Revenue Officer at Webflow, where he leads Sales, Marketing, Customer Success, Partnerships and Revenue Operations. He is helping grow Webflow...

Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways: The two biggest mistakes in sales cadences and how to avoid them Why referrals should be your starting point for prospecting The crucial difference between LinkedIn connections and follows How to earn the right to connect with potential buyers Mario also introduces FlyMSG.io, a suite of AI assistants designed to streamline the sales process and increase productivity by up to 33 hours a month! From AI-powered social media posts to role-playing for cold calls, these innovations aim to solve common pain points for sales professionals to book more meetings and grow the sales pipeline. Discover How to: Leverage LinkedIn notifications to your advantageImprove your prospecting efficiency with cutting-edge toolsAdapt your sales cadence and approach to the modern selling age Whether you're new to sales or a seasoned professional, this episode offers valuable insights to enhance your prospecting strategy and boost your success rate. Learn how to focus on helping customers and watch your sales soar. "Sales is the art of helping." - Mario Martinez Jr. Don't miss this opportunity to refine your sales approach and stay ahead in the competitive world of B2B sales. Tune in now to transform your prospecting game! Key Moments 00:00:00 Earning the Right to Connect on LinkedIn Mario emphasizes the importance of earning the right to connect with someone's network on LinkedIn. He discusses the difference between following and connection requests, highlighting common mistakes salespeople make in their outreach strategies. 00:07:42 The Power of Referral in Sales Mario stresses that referrals are the most effective way to get a first conversation with potential buyers. He explains that 82% of buyers start their buying process with a referral, making it crucial for sellers to leverage their network connections. 00:14:08 From Retail to Software Sales: Mario's Journey Mario shares his career journey, starting from his time at Ritz Camera Centers. He explains how his approach to helping customers naturally translated into successful sales techniques, leading to his transition into software sales. 00:27:48 Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople. 00:27:29 Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and potentially being acquired by a larger company in the next five years. 00:37:00 The Future of FlyMSG and Sales Tools Mario discusses the future of FlyMSG, predicting potential acquisitions and explaining upcoming product releases. He emphasizes the importance of comprehensive sales tools that cover the entire workflow of a salesperson. Follow Us On: · LinkedIn · Twitter · YouTube Channel · Instagram · Facebook Learn More About FlyMSG Features Like: · LinkedIn Auto Comment Generator · AI Social Media Post Generator · Auto Text Expander · AI Grammar Checker · AI Sales Roleplay and Coaching · Paragraph Rewrite with AI · Sales Prospecting Training for Individuals · FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: · As...

Have you ever wondered why your sales team's performance doesn't match their enthusiasm for training? I found myself in this exact predicament, puzzling over a 97% customer satisfaction rate for our program, yet only 15% of participants were implementing what we taught. This disconnect led to a fascinating journey of discovery and innovation in the world of sales technology. Key Insights: The unexpected pivot from service to software, driven by market demands and investor feedback How we leveraged our sales training expertise to create AI-powered writing and engagement tools The importance of understanding your users' workflow to build truly valuable solutions Strategies for transitioning from a service-based model to a product-led growth approach The Productivity Paradox Here at Vengreso, we uncovered a fascinating paradox in sales training. Despite a 97% satisfaction rate with our training programs, only 15% of reps were actually implementing what they learned. Why? The answer lies in the time-consuming nature of sales activities. Their research showed that on average: It takes 6-12 minutes to write a LinkedIn comment.Creating a social media post consumes 32 minutes. No wonder reps weren't putting their training into practice! This insight led to the development of two new features within FlyMSG, an AI-powered writing and sales engagement tool designed to streamline these processes. Exciting Features on the Horizon: FlyGrammar: An AI-powered writing assistant to rival established players AI Sales Roleplay and Coaching: FlyMSG now includes an AI-driven sales roleplay and practice session with personalized feedback for cold calling. AI Paragraph Rewriter: FlyMSG can now rewrite, humanize, and improve any paragraph or sentence instantly and it works everywhere online. Whether you're a sales manager or above looking to enhance your team's performance or an entrepreneur interested in the journey from service to SaaS, this episode offers valuable insights into the future of sales technology and the power of understanding your users' needs. "A fool with a tool is still a fool." - Learn why combining powerful technology with effective training is the key to sales success. Join me as we explore the challenges, triumphs, and lessons learned in building a sales productivity platform that's reshaping how modern sales teams operate. Discover how we're addressing the pain points in the sales workflow and why our approach might just be the future of sales enablement. Key Moments 00:00:00 The Perplexing Customer Satisfaction Paradox Mario Martinez Jr. discusses the puzzling situation of having 97% customer satisfaction but only 15% of people implementing their training. This led to the development of AI-powered tools to address the time-consuming nature of social media engagement for salespeople. 00:01:37 Introducing Mario Martinez Jr. and Vengreso Mario shares his background, including his family nickname "Sonny," and introduces Vengreso, creators of Fly Message. He explains how the company evolved from a service-based business to a SaaS company focused on sales productivity and engagement tools. 00:05:54 From Service to SaaS: Vengreso's Transformation Mario details the transition from a service-based company to a SaaS business. He discusses the challenges faced, including raising funds and pivoting their strategy to focus on enterprise sales prospecting training alongside their Fly Message tool. 00:19:30 Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople. 00:27:29 Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and...

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing. Adapting to the New B2B Buyer Journey One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that: 75% of the buyer journey now happens before someone wants to talk to sales 86% of buyers start with a shortlist of vendors 92% of purchases come from that initial shortlist This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels. The Rise of AI in Sales and Marketing Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic: There's been a 240% increase in page views from ChatGPT to their websites since January This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape. From Funnel to Rooms: A New Perspective on Lead Nurturing Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms: Prospects who are ready to talk to a vendor Prospects who are not ready The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect. Actionable Takeaways for Sales Leaders Experiment with new technologies and strategies – don't be afraid to break things Focus on niching down and segmenting your audience for more personalized outreach Leverage AI tools to level the playing field and enhance your team's capabilities Align your sales and marketing strategies based on your target market and how they buy Consider implementing an Account-Based Experience (ABX) approach for enterprise sales As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment. Timestamped Summary of this Episode: 00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement. 00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence. 00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background...

Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Wilson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base. The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 -...

If you're feeling like your team is losing to the competition and you can't figure out why, then you are not alone! Your efforts to build a great team might not be working as expected, and instead of improved performance, you might be experiencing disengagement and frustration among your team members. It's time to turn things around and create a winning team culture that drives success. Uncover the surprising twist that takes employee engagement to the next level. You won't believe how a simple shift in perspective can transform teams from average to extraordinary. And the best part? It's a game-changer for any business, regardless of industry. Stay tuned to find out how this unexpected approach leads to exceptional team performance and leaves your competition in awe. You won't want to miss this! Build Great Teams with Collaboration Creating a culture of collaboration within teams fosters innovation and productivity. By encouraging open communication and teamwork, organizations can leverage the diverse skills and perspectives of their members. Collaborative efforts lead to enhanced problem-solving and creativity, driving the team towards success. This week's special guest is Don Yaeger Don Yaeger, a distinguished journalist and accomplished author, boasts an extensive background in sports and business. As the author of 40 books, including 12 New York Times bestsellers, Don's expertise is widely recognized. With a focus on team dynamics and leadership, his insights are particularly valuable for business leaders and managers seeking to optimize team performance and engagement. Don's in-depth research and comprehensive understanding of high-performance principles make him a respected authority in the realm of team building and organizational excellence. His wealth of experience positions him as a leading figure in providing practical strategies and actionable advice for enhancing team effectiveness and driving overall success in the business landscape. This is his story: Don Yaeger, a seasoned journalist and author, shares his journey of discovering the elements that make great teams in business. With a career spanning big newspapers and Sports Illustrated, Don's insatiable appetite for learning led him to write 40 books, with 12 becoming New York Times bestsellers. His relentless pursuit of knowledge didn't stop there; he also hosts the Corporate Competitor podcast, where he delves into the wisdom of successful individuals. Don's immersion in the world of great teams didn't happen overnight. Over a decade, he meticulously studied top-performing sports teams like Nick Saban's Alabama football team and the mid-90s Chicago Bulls, as well as outstanding businesses like Delta Airlines and Chick Fil A. This deep dive culminated in his book "Great Teams," where he identified 16 key differentiators of exceptional teams. Don's journey is a testament to the power of continuous learning and the relentless pursuit of excellence, inspiring leaders and managers to cultivate a culture of growth and engagement within their teams. Great teams are committed to things that average teams aren't. They're committed to things like creating an environment where employees believe that they're locked into each other and that they're beholden to each other, that they're better because of each other. - Don Yaeger In this episode, you will be able to: Uncover the secrets to building great teams that drive business success. Explore the crucial role of culture in achieving outstanding team performance. Implement powerful strategies to boost employee engagement and motivation. Harness the impactful leadership techniques that drive exceptional team performance. Discover invaluable insights from success stories in sports and business. The key moments in this episode are: 00:00:00 - The Importance of Having a Sense of Purpose 00:07:36 - What Makes Great Teams Great 00:11:49 - Building a Team Others Want to...

Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements. Get ready to uncover the game-changing solution that's been right under your nose this whole time. Stay tuned for the jaw-dropping insight that will revolutionize your prospecting efforts and take your sales game to the next level. Achieve Better Prospecting Engagement If you're feeling overwhelmed by the prospecting challenges and struggling to engage potential clients, then you are not alone! The traditional sales methods just don't seem to be cutting it and it's time to shake things up. Let's explore how to achieve greater prospect engagement and success through personalized, empathetic selling. It's time to transform your sales game and make prospecting a breeze! In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his unorthodox entry into the sales world, transitioning from a photo finisher to a highly successful salesperson. He underscores the importance of trust-building and genuine assistance in sales, rather than aggressive tactics. Throughout the conversation, key themes such as the challenges of modern prospecting, the integration of human intelligence with AI, and the impact of personalized communication on sales strategies emerge. Mario's personal journey serves as a testament to the resilience and dedication required in the sales profession, offering valuable insights for aspiring sales professionals. His practical advice and emphasis on adapting to the evolving sales landscape make this episode essential for those seeking to enhance their sales efforts. The hardest part about selling is not anything but prospecting. - Mario Martinez Jr. In this episode, you will be able to: Overcome Sales Prospecting Challenges: Learn effective strategies to conquer common obstacles and boost your prospecting success. Harness the Power of Human Assisted AI in Sales: Discover how the fusion of human touch and AI technology can supercharge your sales efforts. Elevate Your Sales Cadences with Referrals: Uncover the pivotal role referrals play in enhancing your sales process and driving better results. Master Personalization Strategies for Sales Success: Unleash the potential of personalized selling to forge stronger connections and win more deals. Leverage LinkedIn for Modern Sales Strategies: Explore the impactful role of LinkedIn in shaping contemporary sales approaches and expanding your reach. The key moments in this episode are: 00:00:00 - The Power of Sales Coaches and Managers 00:00:30 - Leveraging AI in Sales 00:00:43 - Mario's Journey into Sales 00:03:39 - Overcoming Financial Challenges 00:10:40 - Hunter's Revelation 00:11:16 - Hunter Anderson's Advice 00:14:21 - Diverse Sales Experience 00:18:12 - Modern Buyer Challenges 00:20:48 - Engaging Modern Buyers 00:25:54 - The Importance of Personalization in Sales Prospecting 00:26:34 - The Limitations of AI in Sales 00:27:58 - The Role of Personal Investment in Sales 00:29:39 - Leveraging Human-Assisted AI in Sales 00:30:16 - The Power of Referral in Sales Cadences 00:39:58 - The Art of Helping in Sales 00:40:13 - Spreading Wisdom and Knowledge 00:40:30 - Elevating Each Other 00:40:47 - Podcast Rating and Productivity Tip Timestamped summary of this episode: 00:00:00 - The Power of Sales Coaches and Managers Mario discusses the importance of sales coaches and managers who can share success stories and help their team overcome the challenges of prospecting. 00:00:30 - Leveraging AI in Sales Mario emphasizes the need to combine human intelligence with AI tools to achieve real results in sales. 00:00:43 - Mario's Journey into Sales Mario shares his inspiring journey into sales, starting from his time as a photo finisher...

If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency. The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales...

Hey there, Sales Leaders and Professionals! Imagine a surprising twist in the world of sales culture that could skyrocket your team's performance. It's something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team's success. Ready to take your sales game to the next level? Let's dive in! Cultivating a sales culture Cultivating a strong sales culture is essential for fostering teamwork, accountability, and continuous improvement within sales teams. It involves creating a supportive environment where team members are empowered to collaborate, learn from each other, and strive for excellence. A positive sales culture boosts morale, increases motivation, and ultimately leads to enhanced performance and success. This is Paul Fuller's story: In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Paul Fuller, the Chief Revenue Officer of Membrain, a B2B growth platform. Paul brings over two decades of sales experience to the table, making him an expert in driving sales culture through character, competence, and technology. He emphasizes the significance of continuous training, individual accountability, and celebrating wins while coaching privately for improvements, laying the foundation for a positive sales culture. Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. With his deep understanding of the multi-faceted nature of sales and the impact of technology on driving sales culture, Paul offers practical advice to enhance team collaboration, accountability, and sales excellence. This engaging conversation is a must-listen for sales leaders and professionals looking to elevate their team's performance and build a strong sales culture. Paul Fuller found his calling in sales through a journey filled with diverse experiences. His career, which includes founding a sales-as-a-service company and transitioning to his current role, reflects his unwavering dedication to the industry. Paul's view of sales as a blend of leadership, service, and wayfinding sheds light on the profound insights he has gained over the years. His story is not just about professional growth, but a testament to how a shift in mindset can turn disdain for a profession into a deep-rooted passion. Paul's narrative resonates with the challenges and triumphs many professionals encounter, making his journey an inspiration for those seeking fulfillment and purpose in their careers. I think the biggest thing that we can help them do is be good at their job and be held accountable to doing it well. - Paul Fuller Our special guest is Paul Fuller Paul Fuller, the Chief Revenue Officer of Membrain, is a seasoned sales professional with over 22 years of industry experience. With a track record of leading a sales-as-a-service company and now steering Membrane's B2B growth, Paul brings a wealth of expertise to the table. His unique journey from initial skepticism about sales to recognizing its potential to transform lives gives him a distinct outlook on building a sales culture within teams. Paul's insights into leadership, service, and wayfinding in sales offer a refreshing and valuable perspective for sales leaders and professionals seeking to enhance team performance and foster a collaborative and accountable sales culture. In this episode, you will be able to: Mastering LinkedIn messaging will revolutionize your sales outreach. Weekly sales reports can uncover hidden opportunities and boost team performance. Cultivating a sales culture within your team is key to achieving sales excellence. Choosing the right sales technology can supercharge your team's productivity. Effective B2B sales coaching strategies can transform your team's...

If you're feeling overwhelmed by the endless cycle of searching for and crafting repetitive messages, only to end up spending hours on mundane tasks instead of focusing on what truly matters, then you are not alone! Unexpectedly, this AI tool is not just for sales professionals. It's revolutionizing productivity for a wide range of professionals, from digital pharmacists to stay-at-home moms. And it's not just about automation; it's about human-assisted AI. But how exactly can this tool save 20 hours a month for you? Find out more in the full episode below. Mastering Human Assisted AI In this episode, Mario delves into the concept of human-assisted AI, showcasing the importance of human input in leveraging technology for enhanced productivity. The discussion highlights the significance of striking a balance between automation and human creativity to maximize the potential of AI tools like FlyMSG. It emphasizes the need for personalized, contextually relevant content creation with the assistance of AI. In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives deep into the development and impact of FlyMSG, a human-assisted AI tool designed to revolutionize productivity for sales professionals and entrepreneurs. Mario shares his initial skepticism about the tool, followed by his discovery of its innovative features and potential to enhance client productivity. Throughout the episode, Mario emphasizes the significance of preserving genuine human interaction while leveraging AI for enhanced productivity. The conversation with guests Viveka von Rosen and Scott Waldron delves into various aspects of FlyMSG, highlighting its versatile applications across diverse professional domains. With insights into the tool's evolution, user base, and its role in streamlining communication, this episode offers valuable takeaways for anyone striving to enhance productivity and streamline communication. Mario's entrepreneurial journey and strategic insights add depth to the discussion, positioning this episode as a must-listen for sales professionals and entrepreneurs seeking to unlock the potential of human-assisted AI for productivity gains. The world doesn't need more automation. What we do need is tools and technology that helps me do my job faster. And now I apply human thinking to ensure that it's relevant and contextually relevant to the individual. - Mario Martinez Jr. In this episode, you will be able to: Master Human Assisted AI for Enhanced Productivity - Discover the power of human-assisted AI to supercharge your productivity and streamline your daily tasks. Unleash the Potential of FlyMSG AI Productivity Tool - Explore how FlyMSG productivity tool can revolutionize the way you communicate and manage your workflow. Boost Salesperson Productivity with AI - Learn how AI can elevate sales productivity, leading to more efficient processes and increased sales success. Elevate Your Sales Prospecting Skills and Tools - Uncover the latest sales prospecting training and tools to take your outreach to the next level and maximize your sales potential. Minimize Transactionality in Digital Communication - Explore effective strategies to reduce transactionality in digital communication, leading to more meaningful interactions and time-saving benefits. The key moments in this episode are: 00:00:00 - The impact of digital interactions on human connection 00:01:09 - Introducing FlyMSG AI 00:03:30 - Evolution of FlyMSG and its impact 00:10:28 - Calculating time and cost savings 00:13:50 - Differentiating FlyMSG from competitors 00:16:15 - Evolution of Technology Companies 00:17:50 - Value of FlyMSG 00:20:50 - Expansion of FlyMSG 00:24:28 - Human Assisted AI 00:31:39 - FlyMSG Platform Growth 00:32:09 - User Demographics 00:32:33 - Connectivity and Feedback 00:33:06 - Connecting on LinkedIn 00:33:27 - Podcast Wrap-up Timestamped summary of this episode: 00:00:00...

Want to learn how a sales professional successfully transitioned from corporate to entrepreneurial career? Discover the solution to achieving this result and hear from the expert who made it happen. Get ready to elevate your sales game and productivity. Let's dive in! In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his journey from corporate America to entrepreneurship, highlighting pivotal moments that shaped his transition. From seizing opportunities following a LinkedIn sales conference to founding Vengreso, Martinez's insights offer valuable lessons for sales professionals seeking entrepreneurial pathways. The episode delves into the evolution of Vengreso, emphasizing the power of focus and strategic adaptation in a competitive market. Martinez's candid and open approach provides listeners with valuable insights into his mindset, motivations, and business strategies. Whether listeners are sales professionals seeking entrepreneurial opportunities or aiming to enhance their sales prospecting skills, this episode offers a compelling narrative and a wealth of valuable takeaways, making it a must-listen for those navigating the dynamic world of modern selling. I want to make you more productive. Whether I'm coaching you to make better calls or writing content for you, my goal is to save you time and cost, and help you cut through the noise in the sales space. - Mario Martinez Jr. In this episode, you will be able to: Master the art of transitioning from corporate to entrepreneur and thrive in the new journey. Unlock the secrets to the importance of sales prospecting and revolutionize your sales game. Discover cutting-edge digital sales training strategies to stay ahead in the competitive sales landscape. Harness the power of AI for sales productivity and take your sales performance to the next level. Uncover the strategies for building a powerful sales influencer brand and becoming a force in the industry. The key moments in this episode are: 00:00:00 - Starting My Own Company 00:02:08 - Importance of Prospecting 00:07:36 - Personal Development and Growth 00:09:50 - Journey to Entrepreneurship 00:15:07 - Identifying a Gap in the Sales Training Space 00:16:08 - Rapid Success with Miller Hyman 00:17:31 - The Evolution of FlyMSG 00:19:28 - Milestones and Challenges 00:21:51 - The Power of Niche Focus 00:29:30 - Crafting a Welcome Message 00:31:30 - Sales Cadences and Engagement 00:32:27 - AI in Social Selling 00:34:56 - FlyMSG for Sales Teams 00:39:21 - Acquisition and Future Offerings 00:44:38 - Mario's Relationship with Cigars 00:45:20 - Building 5, 6, 7, 1 00:45:29 - Podcast Rating and Review 00:46:00 - Conclusion and Goodbyes Timestamped summary of this episode: 00:00:00 - Starting My Own Company Mario discusses how a presentation led to the opportunity to start his own company, emphasizing the importance of sales and delivery in a business. 00:02:08 - Importance of Prospecting The conversation delves into the significance of prospecting in sales, highlighting the challenges and the impact it has on sales success. 00:07:36 - Personal Development and Growth Mario shares his personal growth journey, reflecting on the book "What Got You Here Won't Get You There" and how it impacted his approach to leadership and relationships. 00:09:50 - Journey to Entrepreneurship Mario details his extensive corporate background, and how a blog article led to consulting and training opportunities, ultimately leading to the formation of his own company. 00:15:07 - Identifying a Gap in the Sales Training Space The speaker discusses the lack of focus on pre-hello to hello sales training and how their company aimed to fill this gap, leading to a successful partnership with Miller Hyman. 00:16:08 - Rapid Success with Miller Hyman The speaker shares the remarkable story of quickly signing a contract with Miller Hyman...

Want to know how to attract and retain top sales talent? I've got the solution to help you build a killer sales team. It's time to reveal the unexpected! What if I told you that the key to attracting top sales talent lies in creating a welcome box for their family? Imagine the impact of a virtual welcome receiving line or a 30-minute presentation where new hires get to teach you something they're passionate about. But here's the twist: the onboarding starts before they're even hired. Intrigued? Stay tuned to find out how these creative onboarding strategies can transform your hiring process and keep those top salespeople engaged. Conquer Sales Challenges To conquer sales challenges, leaders must adopt a disruptive mindset when hiring sales talent. Challenging candidates during the interview process and thinking critically can help in identifying top performers. Avoiding common hiring mistakes, such as not showcasing value or focusing solely on industry experience, is crucial in overcoming sales challenges and attracting the right talent. This is Walter Crosby' story, this week's special guest: Walter Crosby's journey into the world of sales began with a pivotal encounter in high school, where his guidance counselor doubted his ability to apply to the University of Michigan. This moment ignited a fierce determination within him, propelling him to defy expectations and pursue his aspirations. With over four decades of experience in sales, Walter's passion for elevating sales professionals stems from his own journey of resilience and growth. His unique perspective on hiring salespeople emphasizes the significance of assessing a candidate's selling prowess over their industry experience. Walter's story serves as a powerful reminder that motivation and tenacity are crucial in both sales and the hiring process, and that the art of selling transcends specific industries and markets. "Hiring salespeople is similar to how we go out and sell, go sell to our customers. We need to qualify these people. We need to make sure they're the right people that we should be talking to." - Walter Crosby Walter Crosby, the CEO of Helix Sales Development, boasts an extensive four-decade career in sales leadership and management. With a background deeply rooted in hands-on sales roles and leading sales teams, Walter's expertise is honed in elevating the performance of sales professionals, managers, and leaders. His significant decision to venture into entrepreneurship with Helix Sales Development underscores his strategic vision and entrepreneurial spirit. Hosting the Sales and Cigars Podcast, Walter's insights and industry acumen make him a compelling guest, offering a fresh perspective on the essential strategies for sourcing top-tier sales talent. In this episode, you will be able to: Master the Art of Hiring Top Sales Talent: Learn Winning Strategies. Revolutionize Your Sales Team Onboarding for Unprecedented Results. Conquer Sales Challenges with Proven Tactics and Expert Guidance. Cultivate a Phenomenal Sales Culture and Watch Your Team Flourish. Ignite Your Sales Team's Motivation for Unparalleled Performance. The key moments in this episode are: 00:00:00 - The Drive to Succeed 00:01:28 - Background and Passion 00:09:29 - Challenges in Sales Hiring 00:13:10 - The Trap of Industry Experience 00:13:49 - Hiring for Industry Experience 00:14:44 - Buyer Level Experience 00:16:54 - Industry Experience Trap 00:19:04 - Selling Skills Over Product Knowledge 00:22:27 - Mistakes in Hiring Salespeople 00:27:38 - Dealing with Employee Feedback 00:28:13 - The Hiring Process 00:30:44 - Social Media Presence 00:31:30 - Panel Interview Process 00:37:54 - Mindset Shift in Hiring 00:41:12 - Importance of Onboarding Process 00:43:17 - Pre-Onboarding and Engagement 00:44:48 - Retention through Onboarding 00:46:39 - Virtual Onboarding Creativity 00:50:18 - Personal Favorite...

Imagine a private equity advisor turned author who's also a licensed food sanitation manager. Sounds unexpected, right? Well, JD Miller, the executive advisor for Five Arrows, just launched his new book, "The CRO's Guide to Winning in Private Equity," and you won't believe the valuable insights he shares. But that's not all – he's got a surprising connection to the food industry that you'd never guess. Want to find out the secret ingredient to his success? Stay tuned to discover more about this intriguing journey. If you're feeling overwhelmed by the constant struggle to align your sales and marketing teams, constantly missing your forecast, and struggling to hit your revenue targets, then you are not alone! This is JD Miller's story: JD Miller's journey in tech sales began 25 years ago when he joined a small company as employee number 26. Over the years, he climbed the ranks from sales engineer to CRO and CMO, experiencing six private equity exits along the way. His passion for replicating success led him to co-author a book, providing practical advice and templates for sales leaders in tech companies. Beyond his professional endeavors, JD's involvement in a homeless organization led him to become a licensed food sanitation manager, a role that intertwines his love for cooking and community service. His extensive experience in sales, marketing, and serving the community has shaped his belief in the importance of creating a "Smarketing" culture within organizations, emphasizing the alignment of sales and marketing teams to achieve collective success. JD's unique blend of professional expertise and personal experiences adds a distinctive perspective to the conversation on building collaboration and alignment within sales and marketing teams. You have always had the power. You just had to see it for yourself. - Glenda the Good Witch My special guest is JD Miller JD Miller, an executive advisor at Five Arrows, a prominent private equity company, brings over 25 years of experience in tech sales to the table. With a rich background that includes roles like CRO, CMO, and country president, JD has navigated through six PE exits, providing him with a deep understanding of the intricacies of sales and marketing strategies. His recent accomplishment involves the launch of his latest book, "The CRO's Guide to Winning in Private Equity," offering valuable insights and practical advice for sales leaders in the tech industry. JD's expertise and hands-on experience make him an ideal guest to delve into the essential aspects of fostering a smarketing culture within organizations. In this episode, you will be able to: Mastering Strategies for Sales and Marketing in Private Equity: Uncover the winning formula for driving growth in private equity firms through effective sales and marketing strategies. Unlocking Key Metrics for CRO Success: Discover the essential metrics that propel Chief Revenue Officers to achieve unprecedented success in their roles. Embracing a Smarketing Culture in Organizations: Learn how to foster seamless collaboration between sales and marketing teams to maximize organizational effectiveness. Overcoming Challenges for New Leaders in CRO Roles: Navigate the unique hurdles faced by new leaders in Chief Revenue Officer positions and emerge victorious. Navigating Sales Team Attrition and Quota Setting: Gain insights into effectively managing sales team attrition and setting realistic yet ambitious sales quotas for optimal performance. The key moments in this episode are: 00:00:00 - The Challenge of Leading a Sales Organization 00:01:55 - JD Miller's Background and New Book 00:07:27 - Creating a Smarketing Culture 00:11:45 - Aligning Sales and Marketing Efforts 00:13:08 - Measuring Success and Alignment 00:13:58 - Aligning on Sales Velocity Metrics 00:15:05 - Aligning Sales and Marketing Efforts 00:16:24 - Challenges of High Growth Companies 00:17:52 -...

Want to know the secret to increasing your visibility and engagement on LinkedIn? I've got the solution to help you achieve that result. Let's dive in and uncover the LinkedIn algorithm hacks that will take your visibility to the next level. Are you tired of hearing conflicting advice on how to increase your visibility on LinkedIn? You've probably been told to just send a connection request without personalizing it, but let's face it, that approach isn't getting you the results you need. It's frustrating, isn't it? But what if I told you there's a better way to cut through the noise and get noticed on LinkedIn? Let's dive into some effective LinkedIn algorithm hacks that will transform your visibility and engagement. Say goodbye to the outdated advice and hello to real, actionable strategies that work. Get ready to take your LinkedIn game to the next level! Discover the unexpected LinkedIn algorithm hacks for visibility with this casual, laid-back, and personable content marketing expert. Get ready to boost engagement and visibility on LinkedIn with insights from the Modern Selling podcast. This week's special guest: Richard Van der Blom, a LinkedIn aficionado with a wealth of experience, recounted his fascinating journey from founding a broader social media agency to establishing a thriving 100% dedicated LinkedIn agency. Hailing from the Netherlands and currently based in Spain, his LinkedIn expertise dates back to 2005. Richard's unique background, including co-owning a diving shop in Zanzibar, adds an intriguing layer to his story. His emphasis on consistency and timing in content creation, alongside the pivotal role of the human audience in driving content visibility on LinkedIn, provides an enlightening perspective. Richard's insights into employee advocacy programs, centered on empowering individuals to achieve personal goals while contributing to the company's reach, offer a refreshing take on leveraging LinkedIn effectively. With a blend of practical wisdom and real-world experiences, Richard's narrative serves as an invaluable guide for those seeking to enhance their visibility and engagement on LinkedIn. You need to think Google. What are 10 words that my client Googles if he needs to talk with me? Maybe he doesn't know me yet, but he needs to talk me. And those 10 words, they need to be in your about section, in your skill set, maybe in your work experience. - Richard van der Blom Richard Van der Blom, a LinkedIn expert with over a decade of experience, is the go-to person for mastering the LinkedIn algorithm. Based in Spain, Richard's journey into the social media realm began in 2005, culminating in the establishment of his own training and consultancy agency in 2010. Specializing exclusively in LinkedIn since 2015, his firm, now a team of 15, provides international clients with top-tier training and consultancy services. With his wealth of expertise, Richard shares invaluable insights into LinkedIn visibility and algorithm hacks on this episode of The Modern Selling Podcast. In this episode, you will be able to: Unlock the secrets of the LinkedIn algorithm for skyrocketing visibility and engagement. Master the art of personalized connection requests to build meaningful relationships and expand your network. Elevate your content creation game to drive sales and connect with your audience on a deeper level. Optimize your LinkedIn profile to stand out in the sales world and attract potential clients effortlessly. Overcome the challenges of launching and managing an employee advocacy program for maximum impact. The key moments in this episode are: 00:00:00 - Misconnection in Marketing 00:01:07 - LinkedIn Algorithm Insights 00:05:57 - Impact of Content Quality and Consistency 00:09:27 - Factors Affecting Post Visibility 00:14:12 - Scheduling Posts and Engagement 00:15:16 - The Challenges of Employee Advocacy Solutions 00:16:01 - The Impact of Content...

If you're feeling overwhelmed by the daily tasks and struggling to stay organized, then you are not alone! Are you spending hours searching for important files and documents, only to end up frustrated and stressed? It's time to enhance your productivity and business efficiency. Let's find effective strategies to overcome these challenges and take your business to the next level! Uncover the unexpected twist in this business owner's journey that will leave you inspired and rethinking your approach to challenges. Get ready to witness a transformation that defies all odds and sets the bar high for business resilience. Find out how this entrepreneur's unique experiences have shaped his approach to problem-solving and business success. Stay tuned to discover the powerful lesson that changed everything and propelled him to new heights. Don't miss out on this game-changing insight that will reshape your perspective on business and personal growth. In this part 2 of 2 episodes of The Modern Selling Podcast, Mario Martinez Jr. discusses with Trebot Johns topics such as overcoming business challenges and seizing opportunities. Drawing from his experience as the founder of Vengreso and FlyMSG, Mario infuses the conversations with a personal touch, making the content highly relatable and practical for small business owners. From the significance of reframing setbacks to the implementation of AI-driven solutions for increased productivity, the episode offers a diverse range of insights. Through a blend of personal narratives, pragmatic approaches, and forward-thinking perspectives, the episode equips small business owners with enhanced problem-solving abilities and resilience. Whether it's gaining insights into organizational methods, capitalizing on opportunities, or embracing innovative technologies, this episode presents a wealth of valuable takeaways for navigating the complexities of modern business. Whatever you do, you better do that 110% or don't expect to win. That's just how I view things. - Mario Martinez Jr. In this episode, you will be able to: Master Strategies for Overcoming Business Challenges: Learn how to navigate and conquer common hurdles in business to achieve long-term success. Harness the Benefits of AI in Lead Generation: Discover how AI can revolutionize your lead generation efforts, leading to increased efficiency and higher quality leads. Streamline Sales Prospecting Automation: Uncover tips for automating your sales prospecting process to save time and increase productivity. Embrace the Importance of Organization in Business Success: Explore the vital role of organization in achieving sustainable growth and efficiency in your business. Navigate the Transition from Service to SaaS Model: Gain insights on successfully transitioning your business from a service-based model to a SaaS model for enhanced scalability and profitability. The key moments in this episode are: 00:00:00 - Opportunity over Why Me 00:00:31 - Leadfeeder: The Secret Weapon 00:01:08 - Revolutionizing Lead Generation 00:01:44 - Part Two of Trebor Johns Interview 00:02:24 - Organizational Strategies 00:15:03 - The Shift to SaaS 00:16:32 - Overcoming Adversity 00:18:22 - Seizing Opportunities 00:24:12 - Embracing Challenges 00:27:56 - Personal Growth and Parenting 00:28:40 - The Impact of Childhood Experiences on Entrepreneurial Mindset 00:30:26 - Instilling Work Ethic in the Next Generation 00:33:05 - Teaching Responsibility and Value 00:36:01 - Homeschooling and Career Exposure 00:39:47 - Collaborative Podcast Opportunity 00:41:20 - Challenges of SMMAs 00:42:25 - Benefits of AI Solutions 00:43:17 - Importance of AI in Business 00:45:36 - Building Scalable Solutions 00:46:43 - Conclusion and Call to Action Timestamped summary of this episode: 00:00:00 - Opportunity over Why Me Grant Cardone's message about putting in effort and seizing opportunities over...

Tired of constantly struggling to generate leads and make your content stand out? Have you been told to automate everything, but still find yourself drowning in ineffective marketing strategies? The frustration of not getting the results you need is real, but there's a better way to achieve success. Let's break the cycle and discover the strategies that will truly elevate your lead generation and content marketing game. Get ready to turn things around and achieve the success you've been striving for. Want to enhance your lead generation and content marketing success? we've got the solution to help you save 20 hours or more in a month and increase your productivity. In this episode, we'll be sharing the strategies and tools you need to achieve that result. Get ready to take your digital selling game to the next level! In this episode of The Modern Selling Podcast, host Mario Martinez Jr. dives into everything from the challenges of digital selling to the future of AI in sales and marketing. Mario's genuine curiosity and experience in the field make for engaging and insightful discussions that shed light on valuable strategies for effective digital selling. From the transition from a service-based company to a SaaS model to leveraging AI for streamlined sales processes and the importance of content marketing and analytics, each episode offers practical takeaways for sales professionals and business owners looking to enhance their digital selling strategies. Mario's knack for asking the right questions and his passion for sales and marketing make this podcast a must-listen for anyone looking to level up their digital selling game. So, if you're keen on improving your lead generation and content marketing success, buckle up and tune in to The Modern Selling Podcast for some game-changing insights! You've got to solve a very specific business problem. And that very specific business problem has to be big enough that it causes enough pain that either an individual for product led growth or company for sales led growth are interested in buying and procuring for solving that business problem. - Mario Martinez Jr. In this episode, you will be able to: Transform your business model with a seamless shift to a SaaS company. Master the art of sales training to supercharge your entrepreneurial success. Harness the power of AI for effortless business automation. Elevate your sales game with cutting-edge digital selling strategies. Drive sustainable growth by mastering long-term SEO tactics for organic traffic. The key moments in this episode are: 00:00:01 - Introduction and Background 00:02:10 - Evolution of the Company 00:04:27 - Transition to SaaS 00:05:53 - Advice for Business Owners 00:11:27 - Future of SaaS and AI 00:14:35 - Challenges of Manual Commenting on Profiles 00:17:07 - Internal vs. External Hiring for AI Teams 00:22:31 - Importance of Sales Training 00:23:31 - LeadFeeder as a Lead Generation Tool 00:29:23 - Evolution of Prospect Engagement 00:30:11 - The Challenge of Prospecting 00:31:13 - Importance of Content Creation 00:33:01 - The Future of Sales Training 00:34:48 - Pitfalls of Automation 00:37:29 - Long-Term Lead Generation Strategy 00:44:58 - Importance of Playing the Long Tail Game in SEO 00:46:25 - Utilizing Tools for SEO Success 00:47:59 - Building Domain Authority and Monetizing Website Traffic 00:49:40 - Leveraging AI for Customer Sentiment Analysis 00:50:11 - Challenges and Importance of Analytics in Marketing Timestamped summary of this episode: 00:00:01 - Introduction and Background Mario introduces the guest, Trevor, and they discuss his background in sales and marketing, as well as the history of his company's development. 00:02:10 - Evolution of the Company Trevor talks about merging seven companies to form the largest digital sales prospecting training company and developing FlyMSG, a text expansion software...

Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership. If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation! Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes. This is Jon Freeman's story: Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance. In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams. Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills. Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman This week's special guest is Jon Freeman Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales...