MMS #132 - Prospect Smarter, Present Better, Win More

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 In this episode of Mastering Modern Selling, where Brandon, Tom, and Carson were joined by the legendary Tim Wackel. With four decades of experience and stories from the trenches, Tim unpacked the habits and strategies that consistently deliver sales success—regardless of changing tools or trends.

In a world overwhelmed by automation and AI-generated pitches, Tim reminds us that the core of selling hasn’t changed: it’s still about people, curiosity, and meaningful conversations.

1. Sales Fundamentals Never Go Out of Style

 Tim kicked things off by emphasizing the importance of sticking to basics. 

From having a clear prospecting list to refining your follow-up approach, success in sales comes from doing the simple things consistently—and doing them well.

2. Your Sales Story Needs a Makeover

 Forget the "me, me, me" pitches. Tim laid out a five-part framework for creating sales stories that resonate with your specific buyer. 

This includes understanding their role, desired outcomes, challenges, emotional drivers, and how your solution uniquely helps.

3. Follow-Up that Doesn’t Annoy

 Checking in with “just touching base” is a surefire way to get ignored. Tim advocated for follow-ups that provide insight, spark curiosity, and deliver value turning your name into something prospects look forward to seeing in their inbox.

4. Plan and Block or Bust

 Top performers don’t “wing it.” They plan their week in advance, time block their days and protect space for proactive selling. 

Tim recommends structuring your time into three two-hour focus blocks to maintain momentum and pipeline health.

5. Be a Sponge and Stay Curious

 Success favors those who constantly learn and adapt. Tim encouraged sales pros to watch others, ask questions, and stay hungry for improvement. 

Listening and curiosity, he says, are still the most underrated skills in sales.

This episode was a masterclass in sustainable sales. Tim’s refreshing take? Success isn't about chasing the newest trend; it’s about mastering what works and doing it better than anyone else. In a world chasing hacks, discipline is your edge.

Don't miss out, your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

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