Mastering Modern Selling

B2B marketing leader MJ Smith shares insights on elevating CEO personal brands through LinkedIn engagement, strategic narrative development, and content diversity. Key topics include harnessing CEO influence, aligning marketing with sales, and strategies for expanding audience reach on LinkedIn.

Send us a textIn 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, designed to elevate the sales experience:The Delayed Thank-You Tactic: McKenna introduces a subtle yet powerful technique called the 'delayed thank-you.' Instead of immediately responding with gratitude after a proposal submission, she suggests waiting until the promised follow-up time. This tactic ingeniously nudges the client to remember and honor their commitment, increasing the likelihood of a timely response.Proactive Calendar Management: To combat the common issue of unresponsive prospects post-initial agreement, McKenna recommends proactively scheduling meetings for a future date, giving clients an easy way to confirm or reschedule. This assertive approach minimizes limbo and boosts the efficiency of securing important sales discussions.Humanizing Sales Interactions: Emphasizing manners and authenticity, McKenna advises sales professionals to humanize their interactions. By prioritizing genuine communication and avoiding salesy jargon, sellers can foster better relationships and stand out in a profession often marred by stereotypes of pushiness.Navigating LinkedIn as a Sales Tool: Leveraging her expertise from years at LinkedIn, McKenna stresses the importance of using LinkedIn not only to project thought leadership but also to engage actively with potential clients' content. This strategy helps build relationships and positions sales professionals as attentive and informed partners.Expanding the Sandbox: McKenna shares a case study of engaging a potential client through strategic interactions on LinkedIn. By consistently engaging with the client’s posts and offering value, she was able to secure a significant business opportunity, showcasing the effectiveness of thoughtful social selling.This episode merges traditional sales techniques with modern digital strategies, particularly in leveraging social media for meaningful business relationships. These insights not only challenge the status quo but also invite sales professionals to refine their methods and mindset toward more effective 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

Send us a textIn 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, underscoring the old adage, "You're the average of the five people you spend the most time with."2. Consistency is KeyMark highlighted the importance of consistency in establishing trust and credibility in sales. Whether it's how you present yourself online or your follow-through on commitments, consistency helps build a solid reputation, ensuring your potential clients know what to expect from you.3. Understanding the Buyer's JourneyThe conversation delved into the necessity of aligning with the buyer's journey rather than enforcing a seller-centric approach. Understanding and supporting the buyer's needs and process fosters a more meaningful and effective sales interaction.4. Credibility Through ValueMark stressed the need for sales professionals to focus on delivering value, not just pitching products. By truly understanding and addressing the customer's needs, a salesperson transitions from being a mere vendor to a trusted advisor.5. Reflection and LearningThe episode was a reflective journey, with Mark sharing his own experiences and transformations in the sales world. His initial challenges and subsequent learnings serve as a testament to the dynamic nature of sales and the continuous need for personal and professional growth.The episode with Mark Hunter was a treasure trove of insights, emphasizing the essence of relationships, consistency, and genuine value in the sales process. It's a call to action for sales professionals to introspect, adapt, and continually evolve to meet the changing landscapes of modern 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

Send us a textIn 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:Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn't effective anymore. We need to change how we think about sales to succeed in the digital age.The New Sales Strategy - The Flywheel: Learn about the "Modern Revenue Generation Flywheel," a new approach that replaces the outdated sales funnel. This strategy focuses on ongoing interaction, building relationships, and providing value online.Building Trust Online: Discover the importance of building trust and genuine connections online, especially on platforms like LinkedIn. It's all about having real conversations, not just selling.The Importance of Being Liked and Trusted: The episode highlights how crucial it is to be known, liked, and trusted. These are key to forming strong relationships with potential customers in the digital world.Getting and Keeping Attention: Find out why it's vital to grab and keep your customers' attention in a busy online space. It's better to create new interest in your product than to rely on existing demand.The episode wraps up by bringing together all the ideas and strategies discussed, showing how important it is for sales professionals to adapt to modern selling techniques. Building relationships, engaging digitally, and focusing on the customer are essential in today's sales world.Use these insights and strategies to improve your sales approach and make more meaningful connections with your customers online. 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

Send us a textIn 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 into how understanding the human brain can significantly enhance sales strategies. By recognizing how decisions are influenced by cognitive processes, sales professionals can tailor their approaches for maximum impact.◾Emotional Intelligence in Sales:The discussion highlighted the critical role of emotional intelligence in sales, emphasizing the importance of empathy and understanding buyer emotions to foster meaningful connections and drive decisions.◾Strategic Questioning:Moeed emphasized the power of strategic questioning in uncovering the underlying needs and motivations of potential clients, enabling sales professionals to offer more targeted and compelling solutions.◾Building Trust Through Authenticity:Trust is the cornerstone of effective selling, and Moeed shared strategies for building genuine relationships with clients, ensuring long-term partnerships and success.◾Adapting to Buyer Behavior:Understanding and adapting to the evolving behaviors and preferences of buyers is crucial in today's dynamic market. Moeed provided insights on staying agile and responsive to these changes to stay ahead in the sales game.Moeed Amin's expertise in neuroscience offers a fresh and profound perspective on sales, urging professionals to embrace a more informed and empathetic approach to their interactions.By integrating these insights into your sales strategy, you can unlock new levels of success and customer satisfaction. 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

Send us a textDive 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:Erik emphasizes the power of attending events to meet new people and expand one's professional universe. He advocates for using these opportunities not just for direct sales but for building a broad network that can lead to diverse opportunities.2️⃣ The Art of Follow-up:Diligent follow-up is Erik's secret sauce for nurturing relationships. He suggests touching base with contacts every 90 days, ensuring you remain top of mind without being overbearing.3️⃣ Social Media Consistency:By posting daily across various channels, Erik maintains a steady presence, subtly reminding his network of his expertise and offerings, making it easy for them to reach out when the need arises.4️⃣ The Three Pillars - Awareness, Nurturing, Trust:Erik breaks down his approach into these fundamental elements, focusing on building awareness, nurturing relationships, and establishing trust through third-party validations like reviews and testimonials.5️⃣ Sales and Marketing Synergy:A unique insight Erik shares is the symbiotic relationship between sales and marketing. He views marketing as a support system for sales, with both departments collaborating closely to enhance the overall business outcome.Whether you're in sales, marketing, or just looking to expand your professional reach, these insights are invaluable.Remember, it's not just about grabbing attention; it's about holding it and converting it into meaningful relationships and business outcomes. 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

Send us a textDive 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 importance of authenticity and value-driven interactions.Value-Driven Discovery Calls: Learn the art of making discovery calls not just informative but engaging and tailored to the buyer's needs, transforming these interactions into opportunities for meaningful connections.Sales Process Innovation: Dupree highlights the necessity of evolving sales methodologies, urging a shift from conventional tactics to strategies that resonate with today's informed buyers.Building a Robust Sales Culture: Understand the critical role of a supportive and dynamic sales culture in nurturing talent, fostering innovation, and driving sustainable success.Actionable Strategies for Sales Success: Gain practical advice and actionable strategies from Dupree's experience to refine your sales approach, enhance customer engagement, and boost your sales performance.This episode not only inspires you to think differently but also provides concrete strategies to revolutionize your sales approach.Embrace these insights to sell more effectively, build lasting relationships, and significantly reduce the "suck" in sales.Engage with the content, apply the insights, and join the conversation on revolutionizing modern selling practices. 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

Send us a textIn episode 75 of "Mastering Modern Selling," we delve into the evolving world of digital sales with guest David JP Fisher. Unpack the essence of digital-first approaches and human connections in sales with actionable insights from Fisher's extensive experience.Key Points:Digital First, Not Digital Only: Fisher emphasizes the importance of a digital-first approach while maintaining human connections. Sales at its core is about human interaction, not just technology.Leveraging LinkedIn: Fisher shares his journey from selling knives to becoming a LinkedIn sales pioneer, highlighting the platform's role in modern selling and relationship building.Commenting Strategy: A simple yet effective tactic Fisher recommends is engaging meaningfully with connections through comments on LinkedIn, fostering interaction and visibility.Building Social Capital: Fisher stresses the importance of earning trust and recognition in your network before making sales pitches, advocating for building relationships over time.Authenticity and Storytelling: Sharing genuine experiences and stories resonate more with audiences, helping build a credible and relatable online presence.David JP Fisher's insights remind us that while digital tools are indispensable, the human element remains central to sales success. By integrating digital strategies with genuine interactions, sales professionals can navigate the modern selling landscape more effectively. 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

Send us a textIn this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation."Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness.Key Points Discussed:◾ Value-Driven Discovery Calls: Emphasizing the importance of making discovery calls interesting and focused on the buyer rather than the sale◾ Maturity Assessment in Sales: Introducing an innovative approach to assessing and enhancing sales team maturity for better performance.◾ Shifting Sales Mindsets: How adopting a contrarian perspective can lead to more successful sales strategies by challenging conventional wisdom.◾ Importance of Sales Process Over People: The critical role of a solid sales process in ensuring sustained sales success, rather than relying solely on individual sales talents.◾ Utilizing LinkedIn for Sales: Strategies for leveraging LinkedIn effectively to establish subject matter expertise and engage potential clients without direct selling.This episode emphasizes the need for sales professionals to adapt and innovate in their approaches. By reimagining sales from a contrarian viewpoint, there's potential to transform challenges into opportunities for growth and success. 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

Send us a textOn this episode of "Mastering Modern Selling", we delve into the integration of traditional and innovative selling strategies in the current sales landscape.5 Key Points Discussed:Donald's Unique Selling Philosophy: Inspired by his experiences selling mangoes in Jamaica, highlighting the importance of creativity and authenticity in sales.Importance of Creativity: Discusses how being creative helps sales professionals stand out in a crowded market.Role of Social Media: Explores how social media platforms, especially LinkedIn, have become vital tools for modern selling.Engaging with Prospects: Strategies for effectively connecting with and engaging prospects on social media platforms.Power of Personal Connection: Emphasizes the enduring value of personal connections in the sales process, despite the digital age's influence.The episode wraps up with actionable insights for sales professionals aiming to blend traditional selling skills with modern social media engagement techniques. Donald Kelly's experiences and strategies offer valuable lessons on differentiating oneself and succeeding in today's competitive sales environment. 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