The Modern Selling Podcast

There are a host of unique account-based selling techniques that leading organizations are using to bring in millions of dollars in new sales. From how to identify the best target account...

What if you knew the exact companies or individuals who are actively looking for the products or services you offer? Imagine how much more targeted your outbound marketing or prospecting could be. 

That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game.

We welcome Mike Farrell, CEO of Green leads, ...

It’s no secret that the B2B sales game has become harder and harder. With more informed buyers, the same old sales techniques aren’t working at the same success rate to convert prospects to customers.

But, what should sales reps and leaders do to really move the sales needle? The answer is simple: better prospecting! Yet, the key to doing this successfully often comes down to your sales cadence and the specific actions you’re takin...

As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic.

Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in training is not something most sales organizations take lightly.

But, the question becomes: ...

As modern sellers have adapted to this new virtual selling environment, getting in front of and staying in front of buyers has become harder to do. From email sequences to LinkedIn messages, to video sales techniques – there’s no shortage of ways to reach the modern buyer. However, the traditional ‘spray and pray’ sales methods of the past have to be rapidly replaced with more strategic, more personalized, and more unique ways to b...

There’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers. From trying to find ideal prospects, to engaging with them through sales messages or social media, to following up to get a booked call – prospecting has become a science. And, those modern B2B sales professionals that know the right prospecting formula and have created a unique set of prospecting strateg...

In this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice Heiman, the host of Sales Talk for CEOs. We go deep into the ins and outs of how I built Vengreso to become the largest digital sales training company in the world and the unique remote selling strategies I’ve used to leverage top talent from around the globe.

If you’re a sales leader looking for cre...

In today’s overly saturated B2B sales market, standing out from the crowd and getting a “yes” from your prospect is not achieved by using traditional selling techniques. Because when modern B2B sellers understand how to leverage the intersection between human behavior and psychology, then they can evoke the emotion necessary to drive the sale.

That topic – how to get prospects to lean all the way in, without selling – is exactly th...

The science of getting to the first “hello” has become a must-know skill for today’s modern seller. With so many marketing and sales distractions, coupled with the plethora of options the modern buyer has at their fingertips – the “spray and pray” method of prospecting is quickly becoming obsolete.

In this episode of the Modern Selling Podcast, we switch things up and share a recent conversation I had with Greg Reffner in his podca...

If the past 18 months have taught us anything, it’s that virtual selling is here to stay. And, in order to master the new art of modern selling, sales leaders must tap into the prospecting power of the social selling tools at their disposal. 

Because those sales reps that know how to personalize their outreach, engage prospects in meaningful conversations, and quickly identify the most pressing pain points, will have an unfair adva...

With the pace of how we sell rapidly changing, the modern seller must perfect a host of strategies to meet the modern buyer on the platforms they frequent, with the right messages.

Using unique sales strategies like value-based selling is quickly becoming a hot topic among the top sales leaders.

The art of value-based B2B selling revolves around getting your prospect to understand the value of what you’re offering – which takes a v...

The global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers.

Traditional “spray and pray” methods that once worked, no longer have the same success rate, which has forced sales leaders to employ a new set of selling techniques.

What exactly will work in 2022 for prospecting and building sales pip...

The rise of sales enablement technology is fundamentally reshaping what sales leaders thought was possible. From providing real-time sales coaching insights to help reps improve their sales skills on the spot, to empowering sales organizations to use large volumes of data to elevate their sales processes – the sales game is changing!

And, with the emergence of proven AI-powered sales tools like Revenue.io that make mastering the a...

Prospecting has become one of the most difficult steps in the sales cycle. But, what can modern sellers do to turn the tide and get disinterested prospects to lean in and want to explore new solutions to their problems?

That’s the question we set out to answer in this episode of the Modern Selling Podcast with my special guest and prospecting guru, Tom Stanfill, as we explore the invaluable sales strategies he outlines in his new b...

I’m doing things a little differently with this episode of The Modern Selling Podcast. Because instead of me interviewing a guest, I want to share an interview I did with Ethan Beute and Steven Pacinelli of BombBomb as part of their The Customer Experience Podcast.

We had a great in-depth discussion on customer success, prospecting, and how to master the art (and science) of modern sales. Plus, I shared more insights from the book ...

When it comes to selling to the modern buyer, there are so many new and intricate complexities to navigate. From how to leverage social selling techniques, to how to craft an email that gets you a booked sales call, to the best way to handle a sales conversation without selling – modern sellers have their work cut out for them.

But, in this episode of the Modern Selling Podcast, we’re throwing in emotional dynamics into the mix and...

What separates a good customer experience from a great one that instantly attracts repeat business? That’s the question we’re diving into in this episode of The Modern Selling Podcast.

My guest, Shep Hyken, is nothing short of the Godfather of Customer Experience – having authored eight books on the subject and working with hundreds of thousands of clients to elevate their service to turn repeat customers into lifelong brand fans.

...

In the very one-dimensional sales world that many sales teams currently operate in, it’s becoming harder to increase the number of high-quality leads, book more sales calls, and boost conversion rates.

That’s why the sales conversation must shift from “spray and pray” methods to sales strategies that leverage the art of human-centered communication.

In this episode of The Modern Selling Podcast, I tackle this interesting topic of h...

To sell to the new digital consumer, sales leaders must shift the sales conversations from being focused on what they’re selling to understanding the prospect’s unique story.

But, knowing how to make this transition can be challenging for sales organizations.

In this episode of The Modern Selling Podcast, sales strategist, John Smibert and I explore this topic and cover the right strategies to use to drive this new (and more powerf...