Modern Sales - B2B Selling Podcast
Selling complicated products and services is a relatively new thing, but most sales advice isn’t up to the job. On Modern Sales, you'll get actionable advice based on the psychology, behavioral economics, and neuroscience of how people buy. Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups. Sign up for the newsletter to get the top 10 episodes emailed to you, and stay up to date on Liston's writing, podcast, and sales advice.
Episodes
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...Get a daily sales insight sent straight to your inbox:
Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard?
Help us get the word out by leaving a rating and review on Apple Podcasts.
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
...Get a daily sales insight sent straight to your inbox:
Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard?
Help us get the word out by leaving a rating and review on Apple Podcasts.
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
...Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/value-based-pricing-is-it-right-for-you
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Get a daily sales insight sent straight to your inbox:
Subscribe to the daily sales insights newsletter
Don't miss a single episode:
Like what you heard?
Help us get the word out by leaving a rating and r...
Cold email outreach continues to be the best way to exert maximum control over your lead gen process. On this episode, Brad Smith shares his approach to low volume, high conversion cold email using a surprisingly low-tech approach.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/cold-email-that-works
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There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and how it can change your whole approach to the sales.
Mike's website, Catalyst Sale
Want the full transcript? Visit the show notes page on our website:
With so many people shifting from in-person to inside selling, the future of field sales is in question. In this episode, Steve Benson, CEO of BadgerMaps, gives a rundown of what he's seeing with field sales, and how he sees it changing in the future.
Steve's company, Badger Maps
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The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades.
Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it?
Dave Shaby, COO at RAIN Group, shares his recent research on the question of how both b...
Plain ol' text-based emails can be boring, but everyone likes to get a video sent just to them. Video emails, using a tool like BombBomb, can increase your reply rates and build relationships faster. Ethan Beute, Chief Evangelist at BombBomb, shares what he knows about selling with video and how it can transform sterile, impersonal emails into relationship accelerators.
Want the full transcript? Visit the show no...
Sending cold prospecting emails still works, but it takes some careful planning and a touch of empathy. Jack Reamer from Emails That Sell pulls back the curtain and shares everything that's currently working for him and his clients when it comes to cold email.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/cold-prospecting-emails
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The world was turned upside down in March and if you weren't selling virtually before, you are now. Office space is going away, and more companies are going remote and staying that way. Learn the fundamentals of virtual selling from Jeb Blount, best-selling author and accomplished sales trainer.
Want the full transcript? Visit the show notes page on our website:
You may have thought deeply about negotiation before, but do you have a plan for it? Learn how a negotiation plan strategy can help you find a winning deal that gets you more of what you want, while still delivering what your clients needs.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/negotiation-plan
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Get Kevin Dorsey's formula for cold email based on thousands of emails he's written and sent through his work as VP of Sales at PatientPop. You'll learn how Kevin turns bland outreach into responses and meetings, the amount of research and personalization you need in order to be successful at cold outreach, and whether it'll keep working in the future.
Want the full transcript? Visit the show notes...
Even though it may seem like a stretch, it's true: the process of writing jokes can teach you a lot about sales. It forced you to think about who you're talking to, what's important to them, and what their every day life is like. In this episode, you'll hear from Jon Selig, a standup comedian and sales trainer who helps sales teams write jokes that connect with their prospects.
You might be looking for a yes every time you have a new prospect, but what if that's the exact wrong approach? Instead of seeking out a yes, go for no. That's the advice from Andrea Waltz, author of the book Go For No, and she'll tell you how to fail your way to success.
Andrea's Book, Go for No
Want the full transcript? Visit the show notes page on our website:
You have to be more empathetic and have more emotional intelligence to do well in sales. But what does that mean, and what specifically should you do to increase your empathy? David Priemer, author of Sell the Way You Buy and owner of Cerebral Selling, knows a thing or two about emotional intelligence and empathy. In this episode, we'll discuss why empathy is so important during the sale, and what you can do to increase yo...
Sales presentations are the culmination of weeks, months, or even years of work. Getting them right is critical. Brian Burkhart, CEO of Square Planet, has a method of sales presentations that's a little unusual but uber effective. In this episode, you'll learn his 8-step process to winning sales presentations.
Connect with Brian:
Brian's book, Stand for Something
Connect with Brian on LinkedIn
Want t...
How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/tony-lenhart
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Would you show your cards to the dealer during a game of blackjack? That's what Todd Caponi thinks you should do in your next sale, including your negotiation process. In this episode, you'll learn why it's best to expose your flaws openly, how it'll help you build trust, and how to use radical transparency throughout the sale.
Connect with Todd:
Want the full ...
Value planning should be done every time you interact with your prospects. It's the answer to the question: "what's in it for my prospects to talk to me?" And Andy Paul, of the Sales Enablement podcast and RingDNA, knows a thing or two about value planning for better sales calls. In this episode, he talks about how to improve your value planning during the discovery process and beyond.
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