Mastering Modern Selling

Mastering Modern Selling

At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today's market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics. In this new era of sales and marketing, success hinges on building meaningful relationships with prospects and buyers. We believe in leveraging the power of modern strategies, techniques, and technologies to foster these connections. This approach, often referred to as Modern Selling, encompasses leveraging digital and social channels to create demand and cultivate strong relationships with prospects, partners, and customers. By mastering Modern Selling, you and your team can enhance your visibility in the marketplace, establish yourselves as trusted advisors, accelerate pipeline growth and revenue, and position yourselves as the employer of choice in your industry. Join us on Mastering Modern Selling as we explore the principles, practices, and innovations driving success in today's sales landscape.


July 18, 2024 61 mins

In Episode #95 of Mastering Modern Selling, Liz Wendling joins us to share her insights on authentic sales strategies. 

With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets.

Key Takeaways:

  1. Embrace Authenticity:
    • Liz highlights the importance of being genuine in sales interactions. She recounts her ear...
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Dive into the latest episode of Mastering Modern Selling, featuring renowned sales leadership expert, Keith Rosen

This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders.

The Allure and Reality of Sales Management

Keith Rosen sheds light on the common misconceptions about sales management. Many high-performing salespeople are enticed by the per...

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In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. 

They explore the strategies and benefits of building a strong personal brand in today's competitive market.

Key Points:

  1. Consistency Compounds:
    • Carson emphasizes the power of consistency in personal branding, desc...
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In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales. 

This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor. 

Here are five key takeaways from this enlightening conversation:

  1. The Power of Re...
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Welcome to Episode 91 of Mastering Modern Selling!

We had the pleasure of hosting Carl Lubbe, a renowned curiosity coach. 

Carl brings a wealth of experience and unique perspectives on sales leadership and the power of curiosity in driving sales success. 

This episode is packed with insightful and transformative advice for sales professionals aiming to elevate their game.

Key Points:

  1. The Importance of ...
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In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations. 

Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effective...

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In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert. 

The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.

Key Takeaways:

  1. The Importance of Empathy in Change Management:
    • Bill ...
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In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.

Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:

1. Embrace Full-Cycle Sellin...

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In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.

Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.

1. The Evolution of Part...

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In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams.

In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment. 

Here are five key takeaways to transform your sales approach:

  1. Recognize t...
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In this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady.

Here are five pivotal points from the discussion:

  1. Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program’s focus ...
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In the latest episode of 'Mastering Modern Selling,' we had the pleasure of hosting Matt Watson, the dynamic founder and CEO of Full Scale. 

This discussion is a treasure trove of practical insights on leveraging personal branding and modern selling strategies effectively.

Key Insights from the Episode:

  1. Personal Branding on LinkedIn:
    • Matt emphasized the power of LinkedIn for personal branding. Regularly post...
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In this engaging episode of Mastering Modern Selling, we had the pleasure of hosting David Priemer, a seasoned sales strategist known for his contrarian approach to modern sales practices. David shared profound insights and strategies to reimagine and revitalize sales processes, emphasizing a journey from conventional sales tactics to innovative and effective methods.

Key Takeaways:

  1. Value-Driven Discovery Calls: David stresses th...
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In this episode of Mastering Modern Selling, our special guest, MJ Smith, a seasoned B2B marketing leader with extensive experience in the industrial sector, shared invaluable insights that are shaping the future of sales and marketing. 

Below are the five key takeaways from our enlightening discussion:

  1. Leadership and Content Synergy:
    • MJ underscored the critical role of aligning company leadership with marketing stra...
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In an enlightening episode of Mastering Modern Selling, Samantha McKenna, CEO of #SamSales Consulting, brings her vibrant energy and unmatched expertise to the table.

As a veteran in enterprise sales with a rich background including leading roles at major corporations like LinkedIn, McKenna offers a fresh perspective on sales strategies that break the conventional mold. 

Here are five essential insights she shared...

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In the latest episode of Mastering Modern Selling, our hosts sat down with the renowned sales expert Mark Hunter, offering a deep dive into the world of sales and its evolving dynamics.

Here are some key takeaways from this episode:

1. The Power of Association: 
Mark emphasized the significance of who you associate with in the sales domain. Your circle greatly influences your professional demeanor and prospects, undersc...

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In the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee. 

This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer.

Five Essential Insights:

  1. Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn&ap...
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In this week's episode of Mastering Modern Selling, we were joined by the remarkable Moeed Amin, a seasoned sales professional and neuroscience expert.

As we explored the interplay between neuroscience and effective selling strategies, Moeed shared invaluable insights that are bound to transform the way you approach sales.

Key Takeaways:

◾ The Intersection of Neuroscience and Sales:
Moeed delved ...

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Dive into the world of sales and marketing with Erik Huberman, a maestro in attracting and retaining attention in our bustling digital age.

In a world where attention is the new currency, Erik's strategies offer a blueprint for success.

This episode offers insights for anyone looking to elevate their sales and marketing game.

Key Takeaways:

1️⃣ Event Networking as a Top Funnel Strategy:

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Dive into the journey of sales transformation with Dale Dupree in this episode of Mastering Modern Selling.

Discover innovative strategies to elevate your sales approach, foster genuine customer relationships, and stand out in the competitive sales landscape.

Key Insights:

  • Reimagining Sales: Explore Dupree's journey from a traditional sales perspective to a groundbreaking approach, emphasizing the importan...
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