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
Apr 13, 2023 • 50min
SSFN.28 - What Buyers Really Want?
Leave your commentWe frequently talk about the fact that the buyer's journey has changed and that the buyer is in control of the sales process. But what does that really mean? In this episode we will explore what buyers really want (and don't want) and how, as a seller, you can influence and facilitate the buter journey. 3:47- Tom’s Introduction6:06- What do buyers don’t want?8:25- Risks with buying11:22- How do you find and asses the buyers problem?13:35- Relationships and the company’s pulse 15:53- Relationship is the core 19:00- How do sellers show up for buyers better?23:09- Looking through the lenses of the buyer 26:26- Buyer vs Sales enablement 30:12- It sounds like a lot of work33:28- This is for Newbies 36:54- Don’t substitute activity for outcomes 39:52- Foundation of Relationships 43:58- Connecting with Tom’s communitySubscribe 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 4, 2023 • 54min
SSFN.27 - Does your LinkedIn Profile really matter?
Leave your commentIn this episode we are joined by special guest Marc Clausen who currently leads the Global Sales and Strategy Performance Coaching program at IBM. Marc works with thousands of sales professionals at IBM on improving their digital presence and strategy. We will explore the value and goals of your LinkedIn profile and what really matters on your profile. It is probably different than you think! 3:53- Marc Clausen background 6:04- What’s changing? 8:38- Buyers like their research 11:26- Carson’s three elements 14:15- Trust in your profile16:01- What’s your role for your profile?19:52- Headline and About section 22:02- Your profile is like your resume 24:53- What’s the first thing people look at on your profile27:53- Telling your story through your profile 30:15- Using LinkedIn for business or more? 32:26- Creating your reputation 36:27- Using all of your social medias 38:48- Looking at your social holistically 40:51- Swiss Army knife and LinkedIn42:50- Deserted Island is like no LinkedIn profile 45:57- Value of headline and commenting 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
Mar 29, 2023 • 49min
SSFN.26 - What is broken with traditional sales models (and what can be done about it)?
Leave your commentIn this episode we will explore the different traditional sales models and why, in many cases, these sales motions are no longer effective. We will also explore how Social Selling utilizes the best parts of traditional models and how these can be applied in a modern, social selling strategy. 3:30- Traditional sales models are broken 6:48- Three buckets of Sales9:01- Meetings aren’t as productive 11:44- Virtual meetings14:32- Face to Face is harder now17:48- What goes into the leads?19:27- Fit old models into new environments 23:10- Reframing lead magnets 25:27- Conversion rates 27:45- Advantages of Social 30:36- Circle of Trust32:58- Personal Brands35:55- Advantages of Virtual meetings 38:13- Referencing Episode 24 41:14- The buyer is different 43:07- Embrace a buyer centric culture 45:38- Buyers and Community has changedSubscribe 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
Mar 21, 2023 • 51min
SSFN.25 - Social Selling Efficiency with Special Guest Michael Cupps
Leave your commentIn this episode we will be joined by Michael Cupps, Executive Vice President of Growth for ActiveOps. Michael is an expert in time management and productivity and we will explore strategies and best practices for maximing productivity and results with social selling and more! 4:28- Introduction 6:47- Time Bandits9:50- Distractions, Habits, Priorities 12:30- Losing time14:12- Down the Rabbit Hole17:26- You can’t do everything at once 20:18- Big deals 23:24- Mindset of Control 24:43- Taking Charge 27:49- Two types of avoiding tasks 29:25- Identify the tasks you don’t like31:58- Be disciplined 34:30- Endorphins from the Wins 36:23- Research from sales productivity 39:14- Downtime and Rest42:28- What did you do today? 44:14- Think about the Positive 46:34- Connecting with Michael CuppsSubscribe 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
Mar 16, 2023 • 54min
SSFN.24 - My Prospects are Not Active on LinkedIn. Now What?
Leave your commentIn this episode we will explore options and strategies for building relationships and healthy connections with prospects and customers even if they are not active on LinkedIn. 4:50- My prospects aren’t on LinkedIn7:45- Lurkers and Viewers10:30- Doing your research 13:48- Your relationship with the Ecosystem17:26- Looking at it holistically20:33- Do you CC?23:33- Your prospects can reach out to you27:00- Find mutual interest30:00- Don’t be creepy 32:53- It’s about the quality, not its delivery 37:56- Making deposits 41:08- Tracking deposits 45:04- How to repurpose your content 48:27- Finding your niche 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
Mar 9, 2023 • 57min
SSFN.23 - From "Connection to Customer"
Leave your commentYou have a healthy connection with a prospect, now what? In this episode we will explore strategies and techniqnues for turning your connections into customers while building your reputation as a trusted guide with the buyer. 3:23- Connecting with Prospects 5:52- Nurture the Relationship 9:03- Healthy Connections 12:37- Capturing Attention 16:22- No preconceived notions 20:06- Connection to Community 23:19- Your Introduction 26:09- Conveying Value28:13- Stereotypes and Titles 29:47- Looking from all lenses 32:38- Community within a Community 35:04- Bringing experts together 38:20- Old ways of selling 40:20- Signs of Success 42:58- Sticking with it46:22- Snowball to Avalanche 48:28- Statistics of Social Selling 50:42- Connection to Community 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
Feb 28, 2023 • 50min
SSFN.22 - Does Social Selling Really Work?
Leave your commentA common question we commonly hear ‘is "Does social selling really work or does social selling suck?". In this episode we will unpack that question by looking at the various aspects of social selling and how they come together to create a highly successful social selling strategy.3:57- Does Social Selling really work? Carson’s perspective 6:48- Does Social Selling really work? Tom’s perspective 9:40- How much time is it going to take? 12:48- What exactly do I do for Social selling? 15:51- After the first step of Social Selling 18:22- Personal brand familiarity 22:48- A social selling story 25:47- How to not be ghosted as a sales person 28:40- Buyers are humans 31:36- Find ways to stay top of mind 35:54- Enhance sales results and your personal brand 37:45- Publishing content and commenting 39:43- Intentionality in posting 42:10- Sales isn’t easy, it takes action 44:35- You can go outside your normal style 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
Feb 22, 2023 • 53min
SSFN.21 - All Sales are Social! So what exactly does this mean?
Leave your commentIn this episode we are joined by social selling expert Bill McCormick from Selling from the Heart where we will explore how "all sales are social" and what that means to your social selling strategy. 4:20- Bill McCormick background9:34- Pitch Slap pre pandemic 10:49- Social elements in Sales15:00- Showing up digitally 17:25- What’s after your profile set up22:03- Authentic Connection Requests25:01- Who to connect with on LinkedIn29:19- Quantity over Quality 35:52- Social Selling Tools38:35- Engagement is about depth 43:19- Mindset of the User45:30- Diversity of opinion in LinkedIn 48:05- It comes down to your Mindset 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
Feb 15, 2023 • 51min
SSFN.20 - The Social Selling Tech Tool Box
Leave your commentIn this episode Tom, Brandon and Carson discuss what innovative tools and technologies they are using to support their social selling and marketing efforts. 2:17- Technology and Tools in Sales 4:40- Just Share what you’re learning 7:00- Personalize your Strategy 10:40- Enterprise Functions13:25- Hashtag Research16:44- LinkedIn comments 19:25- Post Examples 22:40- LinkedIn Algorithm26:12- Content Fries 29:45- Dogs and Leadership 34:07- Right person right cadence 37:45- Value of Excel41:25- Sales is a contact sport43:25- Knowing where to go next 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
Feb 8, 2023 • 48min
SSFN.19 - The Impact of Mindset and Story on your Social Selling Strategy
Leave your commentIn Episode #19 of Social Selling for Newbies we discuss with Karen Kelly about how women have historically avoided sales roles and sales leadership positions but that is changing slowly but surely. Join us with special guest and sales coach Karen Kelly and discover how women can use social to succeed in sales and have a long, rewarding career in sales and sales leadership. 2:30- Karen Kelly's background 5:34- Women avoiding sales 7:30- Cold Calling 10:20- Understanding your why12:38- Word Association with Sales16:20- No sales policy 18:34- How to change bro culture 21:58- Building yourself in Sales25:40- Corporate Selling vs Social Selling 28:43- Difference between men and women in Social Selling 31:54- Perceptions and Consequences in Sales35:20- Getting out of your own Head37:05- Don’t be afraid in Sales41:15- Closing Statements 43:39- Karen Kelly’s information 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
