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
Jan 31, 2023 • 51min
SSFN.18 - Modern Social Prospecting with Special Guests Morgan Smith and Nicholas Thicket
Leave your commentIn Episode #18 of Social Selling for Newbies join us and social selling experts Morgan Smith and Nicholas Thicket from Alignd for a deep dive on how to use modern social prospecting to building healthy connections and strong business relationships that turn into sales and revenue. 1:40- Modern social prospecting 4:40- Morgan’s definition of trust in selling7:52 - Research in Social Selling 10:10- Making assumptions in selling 13:10- Multiple Dimensions of Social Selling 16:00- Different prospect skills in Social Selling 18:50- Different Flavors of Sales23:16- Bringing a mindset to Social Selling25:30- Vampire Sales28:30- Circle of Trust31:15- The Biggest Struggle of Social Selling 34:45- After starting the conversation 38:15- Social Selling and AI42:06- Confidence in posting with AI45:36- Morgan and Nicholas’s podcastSubscribe 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
Jan 24, 2023 • 45min
SSFN.17 - Social Selling by the Numbers - 2023!
Leave your commentIn Episode #17 of Social Selling for Newbies Tom, Brandon and Carson (along with some help from the audience) explore a batch of new 2023 social selling statistics. Key topics include: 00:33 - Today’s Topic 3:21 - Statistics and Demand 5:18 - Social Selling is modern selling. 9:14 - Statistics of 202312:34 - Viability of Social Selling 15:05 - Sales is about being known, liked, and trusted. 17:30 - Trust and Repetition20:55 - Leveraging Social to be others focused. 24:30 - Driving the Pipeline 27:04 - Meeting the buyers where they are. 30:00 - Being intentional on social media. 33:34 - Social Selling is using all your mediums. 36:00 - Last Statistic 39:07 - Buyers are going their own direction. 40:35 - Our goalSubscribe 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
Jan 18, 2023 • 50min
SSFN.16 - How to create and manage a 9 Figure Social Selling Team!
Leave your commentIn this episode our special guest is our own Carson Heady! Carson is a Managing Director and the #1 social seller at Microsoft. In this episode we are going to go deep on how Carson's manages his sales team and how they use social to develop and close 8 and 9 figure deals. Be sure to join live and get your questions answered! 2:25- Carson’s introduction.5:50- Transition from traditional sales team to a social team.10:30- Day to day tangibles. 13:20- What campaigns mean to Carson and his role. 15:18- Virtual selling. 18:25- Social Selling culture. 22:05- Manager traits in Social Selling. 25:04- Relationship is the key in Social Selling. 27:50- Respecting the Ecosystem. 30:20- How to do more in sales. 34:10- You won’t realize your impact until you look back. 35:40- Carson’s traits that make Social Selling work. 39:05- Ways of Interacting. 41:05- Again, relationships are important. 43:45- Relationship Ecosystem and its culture. 44:58- When are relationships going to become the norm vs the exception in sales.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
Jan 9, 2023 • 41min
SSFN.15 - Out of the Box KPI's that Actually Move the Needle
Leave your commentIn episode #15 of Social Selling for Newbies we will explore several interesting "out of the box" sales KPI's that you and your team should be tracking as you kick off 2023 and how these KPI's relate to effective social selling. 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
Jan 3, 2023 • 13min
SSFN.14 - The Best of 2022 - Social Selling by the Numbers!
Leave your commentIn episode #14 of Social Selling for Newbies this is a holiday week we decided to do a "virtual live" replay of one of the most popular episodes - Social Selling by the Numbers. The data discussed in this episode is more relevant and important than ever as we enter 2023. Enjoy and Happy New Year!2:25 - Social Selling isn't magical, it's practical4:37 - Social Selling can be seen as controversial 7:00 - Thriving is social settings 9:51 - Episode three 12:40 - Data in Social Selling 14:50 - Tracking your Social Selling progress 17:40 - The buyer journey has changed 20:30 - Tracking your connections 24:25 - Making social activities human 27:38- Posting is great but commenting is interactive 30:11 - 30% acceleration in the same cycle 34:55- Staying top of mind by engaging 38:38- How to deal with lurkers 42:00 - The Probability gameSubscribe 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
Dec 27, 2022 • 46min
SSFN.13 - From Social Selling Frustrations to Social Selling Success
Leave your commentIn Episode #13 of Social Selling for Newbies Adam talks about how he used to utilize social selling activities with little succes. Then, he encountered The Revenue Zone model and changed his contnet and publishing strategy. Listen how Adam has created a new strategy and sytem for using social activities and content to leverage his social presence that produces real conversations and real sales opportunities. 1:15 - Adam Ritchie introduction 3:05 - Backstory of Adam Ritchie 5:00 - Social Selling sucks 7:10 - Tools and Processes in Social Selling 10:27- Strategy going into 202314:00 - Communicating your Brand 16:10 - Humans are meant to connect with one another 18:40 - Mindset of Social Selling 22:23 - How to address the let down 26:09 - Digging deeper into Social Selling 31:41 - Celebrating your connections 34:38 - Social is just another tool 38:07 - Eliminating social disappointments 40:30 - Relationships take time to formSubscribe 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
Dec 20, 2022 • 37min
SSFN.12 - How to Start Social Selling in the New Year
Leave your commentIn episode #12 of Social Selling for Newbies we are talking about how to start social selling in the new year. Is it time for you to add social selling activities to your existing sales playbook? Are you ready but uncertain what activities will benefit you the most? In today's episode Carson Heady and Alexander Low are two of the original social sellers and have been utilizing social selling actions for years. Brandon joins the conversation as well. 4:00 - Referrals in sales conversations.10:30 - Building relationships before referrals.14:30 - What’s the worse that can happen?16:30 - Finding the shortest route to a conversation.19:30 - Conversation is key.21:50 - Each industries is different.23:48 - Systems in creating content.26:55 - Content Strategy30:10 - Sales NavigatorSubscribe 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
Dec 15, 2022 • 43min
SSFN.11 - Social Prospecting is NOT Social Marketing
Leave your commentIn episode #11 of Social Selling for Newbies we are talking about how too many people lump social marketing and social selling into one big category. But, they are not the same. Social marketing is much more passive like brand building. But, social selling and social prospecting are active, strategy and daily activities, like cold calling, designed to create customer conversations. 1:05 - Social prospecting, not Social marketing.12:34 - Social listening.16:55- Don’t Lean into the Easy 18:50 - How to learn how to be Comfortable.22:56 - Understanding how to leverage Social Selling.26:58 - Developing conversations.29:53 - More on leveraging Social Selling.33:45 - Strategic social media planing.37:12 - The sales process accelerates when there’s a relationship.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
Dec 7, 2022 • 45min
SSFN.10 - What the heck should I be posting to help my social selling efforts?
Leave your commentIn episode #10 of Social Selling for Newbies we are talking about good social strategy includes both posting and commenting. But what should I be posting and when? How should I be commenting? In this episode we will discuss these questions and more. 1:40 - What's the next step after the last episode?3:35 - How to overcome your lack of comfort and time.8:15 - The practicalness of Social Selling.12:00 - Posting with a purpose.16:09 - Post, Tag, and Praise. Never about me.20:30 - Talking about the Algorithm 23:28 - Commenting and being seen.28:30 - You have time to post and comment.32:25 - Posting things that resonate with people.37:01 - Hashtag post challenge Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/share Follow 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.com 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
Nov 29, 2022 • 46min
SSFN.9 - Overcoming Social Insecurities and Growing your Social Cred
Leave your commentIn episode #9 of Social Selling for Newbies we are joined by special guest Red Stafstrom from Broken SalesPeople where we discuss Overcoming Social Insecurities and Growing your Social Cred. Show highlights: 3:50 - Red's Background5:20 - Introverts are great at selling 7:56 - Overcoming Social Insecurities 10:50 - Finding Social mediums you are comfortable with15:50 - Nothing had changed, it's just different 18:30 - Facilitating Relationships helps your Relationships 21:10 - Don't be Anti-Social on a social network25:47 - Undetanding the User Experience 29:45 - Putting together your social plan34:05 - Anyone can have a Social Insecurities 40:15 - Figuring out how YOU want to sell 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
