Human-Centered Communication with Ethan Beute & Steven Pacinelli, #189

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 how to humanize the sales journey with two of the leading experts in the field, Ethan Beute and Steven Pacinelli.

Listen in to the full conversation, so you don’t miss a single sales insight from this powerhouse duo’s new book, Human-Centered Communication: A Business Case Against Digital Pollution. I recently had the privilege to be included in their book and contribute my unique perspectives on the topic of video sales strategies (see page 133!).

Here’s a little more about this episode’s expert guests:

Ethan Beute is the Chief Evangelist at the video messaging company, BombBomb, host of The Customer Experience Podcast, and co-author of the books, Rehumanize Your Business and Human-Centered Communication. For the past decade, Ethan has helped business professionals cultivate “video relationships” with their prospects to rapidly grow sales and build loyal customer followings. If Ethan’s insights weren’t already more than enough, he was joined by Steven Pacinelli, BombBomb’s Chief Marketing Officer.

Steven Pacinelli has a very diverse background where he’s served as a Sales Manager, a Vice President of Events, and the National Speaker for Realtor.com, delivering presentations to more than 1,000 audiences. Known for his innovative sales and marketing strategies, Steven has consistently been named a Top 20 Social Influencer, according to the Swanpoel Report.

Make sure to download this episode to catch the innovative personalization and human-centered strategies that Ethan and Steven recommend to move the sales needle.

What Are Sales Teams Getting Wrong?

Video messaging platforms, like BombBomb, are on the forefront of revolutionizing how sales teams accelerate prospecting and get more ‘hellos’. In fact, a Vengreso survey found that 69% of sellers reported that prospecting was the hardest part of sales. But, it doesn’t have to be that way.

I asked Ethan and Steven, “what’s the biggest issue with prospecting that you see?”

Their answer was exactly what I detailed in my chapter of Human-Centered Communication.

Ethan believes that, “Most prospects don’t know who you are or if they can trust you. Salespeople are as