Mastering Modern Selling
Tom Burton, Brandon Lee, Carson V Heady
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.
Episodes
Mentioned books
Jun 20, 2023 • 50min
SSFN.38 - How to use AI to turbo-charge Social and Modern Selling!
Leave your commentIn this episode we will look at how AI can be used to turbo-charge and accelerate all aspects of social and modern selling from prospecting to forecasting. 1:25- Todays Sponsor 4:49- AI in Modern Seller HQ6:56- AI being too generic 9:30- You can tell what’s AI13:00- Analyzing Content 14:48- AI in different cultures 18:01- 2 pieces of AI21:22- Repurpose old content 25:20- Danger of AI28:44- Monitor the conversation 31:49- Chat GPT 34:56- Interesting Prompt 38:40- Relational Selling 40:55- Balance AI with Relationships 44:13- Implications of AISubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
Jun 13, 2023 • 54min
SSFN.37 - Using Social Selling to Drive Predictable Revenue
Leave your commentIn this episode we will look at unique social selling tactics that can be systematized to generate a predictable revenue flywheel and more accurate sales forecasts.1:03- Todays Sponsor4:35- Why are we talking about this?7:15- Shift in Social Selling9:28- Address the Unpredictability 13:20- Ring the LinkedIn Bell15:44- Extremely buyer centric 18:30- Having fun in Selling20:46- Sales is at an all time low24:05- Learn how to funnel 27:13- Measure the Journey 30:10- The Balance 33:44- Play the Long game36:43- Figuring it out39:58- Getting to the end point43:01- Trust and Advice 46:45- Upcoming guests48:30- Unpredictable PipelineSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
Jun 5, 2023 • 56min
SSFN.36 - Social Selling from the Heart with Special Guest Larry Levine
Leave your commentIn this episode we will welcome best-selling author Larry Levine where will we look at how to utlize social selling to successfully "sell from the heart". 0:45- Today’s Sponsor 5:59- Larry’s story11:26- Learning and Growing 13:10- How you show up15:22- Technology and Relationship19:48- Older and Younger generations 23:48- Getting called out25:36- Soft Skills 28:59- Creating an inviting environment 32:00- First Impression35:29- Don’t freeze 38:00- Paying attention to your customers 41:07- Getting more from the emojis 44:03- Coming from the heart47:29- Showing up49:11- Follow your targets 52:38- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
May 31, 2023 • 50min
SSFN.35 - 5 LinkedIn Social Selling Hacks
Leave your commentIn this episode we will explore 5 (and maybe more...) Social Selling hacks you can use with LinkedIn to get more hi-quality engagement and more heathy connections. 1:50- Jokes of the Episode 5:50- Hacks of AI8:28- The Revenue Zone11:42- Finding the Actives 12:30- An LinkedIn Example16:30- Hacking the Commenting 19:42- Better version of23:35- Content for your profile 26:25- Combining hacks 29:25- Comment Workout 33:40- Learning your content 36:50- Modern Mindset39:51- Experts in their Field43:25- People connecting with youSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
May 24, 2023 • 53min
SSFN.34 - How to succeed with Social Selling - even if your prospects aren't posting on LinkedIn with Brynne Tillman
Leave your commentIn this episode we will be joined by Brynne Tillman, CEO of the LinkedIn Whisperer and Social Sales Link and we will explore how you can succeed with social selling even if your prospects are not actively engaging on LinkedIn. 1:04- Sponsored by Fist Bump5:18- Byrnne’s background 8:02- Your Prospects may be a lurker10:45- Mindset 12:46- Converting the Lurkers16:39- You can do so much in LinkedIn19:05- Looking into your shared connections 21:27- Company page in LinkedIn23:54- Reach out26:14- Bringing Value29:13- It’s not an exact recipe 31:14- Pods34:25- Links in DM’s36:45- Ring the Bell39:01- LinkedIn Order Algorithm 41:58- Commenting and Tagging 44:27- Wrapping up47:04- One on One and Leverage Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
May 16, 2023 • 57min
SSNF.33 - Real-life Newbie Case Study with Daniel Willems
Leave your commentIn this episode we will be joined by Fist Bump Co-Founder Daniel Willems who will share his "newbie story" with LinkedIn, building a personal brand and the barriers he faced in feeling comfortable with posting, commenting and liking on LinkedIn. It is a super cool real-life story that you will not want to miss! 00:54- Our Sponsor today6:15- Awakening in Social 8:40- Daniel’s Background 12:20- Daniel’s perspective of LinkedIn 15:16- Capturing the Comments 18:00- Starting out20:42- Spotlight effect24:58- Imposter Syndrome 27:55- Tactics for commenting 29:36- Dos and Dont’s for starting out33:02- Being in front 35:28- Don’t smell like a sales pitch 37:45- Starting slow42:08- Benefits of starting commenting44:55- Authenticity 48:10- Coming from a Place of Serving 52:48- Modern Seller HQSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
May 8, 2023 • 52min
SSFN.32 - Social Selling by the Numbers - Chapter 3
Leave your commentIn this episode we will share a fresh new batch of amazing social selling statistics and metrics. This is not miss episode for sure!00:50- Today’s Sponsor 5:44- Carson’s Statistics9:07- Engagement in Social Media is a substitute for Face to Face 11:06- Brandon’s Statistics 14:22- How you show up17:49- Tom’s Statistics 20:57- Hugs not Handshakes 23:53- Understanding the needs 26:16- Building a relationship 28:53- Working towards Inbounds32:22- Practice makes Progress35:40- Hesitation around Social 38:10- B2B and Social Selling 41:05- Social Selling isn’t limited 43:11- Outbound vs Inbound with Social Selling 45:28- Cold calling/emailing is dead48:07- Up up and AwaySubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
May 1, 2023 • 46min
SSFN.31 - Social Selling - Lessons Learned in 2023 (so far...)!
Leave your commentIn this episode we will look at how Social Selling has evolved in 2023 including which strategies and tactics have proved successful and which have not. We will also look ahead to the rest of 2023 and what social selling strategies we believe will continue to move the needle over the next several months. 4:55- What we having learned about social selling in 2023 so far. 6:58- What Brandon has learned so far. 9:19- LinkedIn algorithm 12:46- Chat GPT and it’s echos 14:23- More new posts? 17:30- More personal but not just for the sake of business 19:44- More permeation 22:15- Using social increases probability 25:50- Looking into the future of social selling 29:03- Authenticity 32:44- A big shift in efficiency 35:30- Quality of your relationships 37:28- What to feed the engine 40:09- Building pipeline Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
Apr 24, 2023 • 50min
SSFN.30 - Using Social Selling to Turbocharge Cold Outreach!
Leave your commentIn this episode we will examine how cold calling and cold emailing can be part of a social selling strategy and how to utilize these traditional methods with today's buyer expectations. 3:30- Today’s topic6:20- But my KPI’s are all based around numbers 8:09- Communication around Social10:40- Using Social for intel 13:33- Coming back to the Mindset17:40- Being a Hard Cookie 20:52- Moving from cold to warm23:23- Fist-bump 26:01- Commenting is the modern form of listening 28:32- Strategy of commenting 31:25- Your ultimate goal33:27- Increasing probability of success 35:57- Sales isn’t easy38:19- Sales requires thought and strategy 41:42- You don’t know who you can reach- Fist-bump44:33- More on Fist-bumpSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
Apr 18, 2023 • 48min
SSFN.29 - The Role of Modern Content in a Social Selling Strategy
Leave your commentIn this episode we are joined by Bethany Stachenfeld, the Co-founder and CEO of Sendspark and we will explore the role of video and other user-generated content as a key part of a successful social selling stratgey. 3:20- Introduction to Bethany 4:05- Sunspark7:19- Episodic Content 9:10- More on Sunspark10:58- Hybrid Approaches 11:48- Multiple videos 15:16- Screen-sharing17:24- User generated content 19:24- Creating connections 23:10- Tip on coming up with content 25:10- Relevant content at the relevant time 27:18- Role of Modern content 30:32- Being Proactive 33:05- Marketing Vs Sales in Sunspark 35:12- Using video to confirm a meeting with an agenda37:33- Modern Content uses 40:23- Sunsparks Value42:42- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community: https://socialsellinghq.com1 Don't miss out, your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter
