Mastering Modern Selling

Send us a textJoin us for this week's episode featuring Drew Ellis, VP of Mid-market Sales at SAP, who brings valuable insights into modernizing B2B sales strategies. Our discussion is aimed at sales professionals eager to excel in the digital era, offering guidance for those engaging with both large enterprises and the dynamic mid-market. We will explore how to leverage LinkedIn not just for outreach but as a platform for establishing your personal brand and demonstrating thought leadership in the realm of social selling.We address the misconception that artificial intelligence (AI) threatens sales roles, presenting instead how AI can enhance your sales approach. Discover how AI can refine your industry knowledge and provide you with advanced strategies to gain a competitive edge. We'll discuss the role of AI in improving team collaboration and enhancing sales presentations, highlighting AI's role as a supportive tool that amplifies the human element crucial in closing deals.The episode also focuses on the importance of authentic customer interactions, sharing personal stories and strategies that underscore the value of face-to-face engagements in today's digital world. Learn about the significance of customer-centric events for building relationships and expanding networks. Furthermore, we'll examine how leading sales professionals incorporate AI to boost their teams' effectiveness without compromising their organizational culture. This episode promises to inspire you to adopt AI and innovative sales methods while reaffirming the enduring importance of personal connections in winning customers' loyalty. 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 textJoin us for an insightful discussion with Julie Hansen, an expert in virtual communication and sales, in this week’s special feature. We delve into the art of mastering digital interactions, exploring how to establish a commanding presence both on camera and in person. Our conversation will focus on practical strategies to enhance the authenticity and impact of your virtual engagements. We will examine advanced training techniques designed to align your self-perception with the way you are perceived online, addressing the complexities of contemporary B2B sales and the critical importance of digital proficiency in business interactions.For those who find video meetings challenging, our discussion with Julie Hansen offers valuable guidance. We'll explore the nuances of nonverbal communication, the importance of energy in virtual presentations, and the effectiveness of eye contact with the camera. Hansen provides practical tips for navigating online platforms, ensuring that a lack of physical presence does not hinder your ability to establish strong connections and project confidence. Our session covers essential techniques for engaging effectively in virtual environments, whether in one-on-one negotiations or group presentations.This episode also encourages you to stretch your boundaries in virtual expressiveness. Julie Hansen introduces her unique exercise to enhance dynamism on camera. You’ll learn how to elevate your energy levels and bring a memorable and engaging personality to your online interactions. Packed with actionable exercises and insights, this session is designed to prepare you for live presentations, ensuring you not only perform confidently but also leave a memorable impact. Join us to transform your digital communication skills and make a lasting impression in your virtual interactions. 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 episode, we are joined by Kevin Brown from LeadSmart Technologies. We begin with a reflective journey that takes us from Kevin's early experiences to the modern sales environment influenced by AI, social media, and a customer-focused approach. We discuss LinkedIn's transformation into a vital tool for sales and share interesting anecdotes from his professional history. Kevin provides valuable advice aimed at improving engagement and attracting potential clients, especially at trade shows.We also address the challenges of transitioning from a passive online presence to an active, impactful one in social selling. We also delve into the complexities of expanding networks, crafting appropriate messages, and overcoming self-doubt.As we conclude, we focus on the significance of building relationships in sales. We discuss ways to position yourself as a trusted advisor in your industry and how to nurture genuine connections that lead to business opportunities. Kevin shares his experiences with successful internal networking and educational sales methods. We also address key questions on prioritizing activities to create a cascading effect in sales results.This episode is packed with practical advice and strategies for using LinkedIn effectively, expanding your network through live engagements, and becoming an appealing brand for your target audience. 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 episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effective sales tactics and teaching you how to adeptly handle unforeseen challenges, such as guest rescheduling.A significant focus of this episode is on transforming LinkedIn interactions into tangible business opportunities. We move beyond mere content posting to discuss how to effectively optimize your LinkedIn profile to attract potential clients. We also explore strategies for engaging with influencers through meaningful commentary and how to turn your feed into a dynamic platform for networking and discussion.Further, we discuss the utilization of tools like Sales Navigator and chat GPT for enhancing thought leadership and relationship building. These techniques are presented as modern alternatives to traditional cold outreach methods, offering a more effective way to connect with prospects.As the episode concludes, we provide a comprehensive guide for leading your buyer through their decision-making process. We discuss the importance of content in this context and reveal how AI is revolutionizing content creation, even for smaller teams with ambitious goals. 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 textWelcome to the New Year! In our 2024 kickoff episode we examine  the evolving realm of "social selling" and the strategic approach required for B2B success in today's fast-paced digital marketplace.This episode is focused on redefining our understanding of relationship building in sales. We explore how the digital era has transformed the dynamics of business interactions, emphasizing the importance of personal branding and authentic engagement in a post-pandemic world.Our discussion highlights the significance of human connections in an increasingly automated environment. We emphasize that genuine interactions and exceptional service remain fundamental to successful sales, despite the advancements in technology.Additionally, we delve into the role of Artificial Intelligence in sales, moving beyond the usual buzzwords to offer a realistic perspective. We explore how AI can complement traditional sales skills, aiding in strategy development and content targeting and share insights on how this technology integrates into our sales approaches, enhancing our capabilities while underscoring the value of authenticity and personal touch in building relationships.Join us as we navigate these topics, offering practical advice and insights to help you excel in the modern sales landscape. 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 textDiscover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023.   Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your approach to CRM systems, understand the significance of personal branding, and learn why being a trusted advisor is more crucial than ever.We also explore innovative strategies for nurturing customer success and fostering strong relationships in the competitive landscape. We uncover tactics for expanding your influence within client organizations and discuss how to navigate economic uncertainties while maintaining loyalty and trust. Our conversation also delves into the importance of thought leadership and impactful communication, offering actionable insights that will help you become an indispensable asset to your clients.Wrap up the year with a deep dive into the evolving marriage of sales and marketing, with a special look at how to use LinkedIn effectively for business growth. We also examine how AI tools like ChatGPT are revolutionizing sales efficiency, allowing for deeper customer insights and strategic decision-making.  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 episode we journey through the past year's B2B sales landscape, discussing the triumphs and obstacles we faced.   With the buyer-centric approach taking center stage, trust-building has become more important than ever.  The conversation flows from the tactical use of LinkedIn right into the relevance of quality over quantity in our social media engagements. As we gear up for the future, the specter of AI in sales looms large, both intimidating and promising. We demystify the integration of AI, discussing tools that make it approachable, much like AOL once did for the internet and anticipate an era where AI is as routine in business as cloud technology is today.  Join us for this episode full of insights and anecdotes, and don't forget to connect for a deep dive into exclusive social selling resources at socialselling20.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

Send us a textIn this episode we interview a social selling success story, Greg Laemmer. Discover how his mastery on the tennis court served as a prelude to sales success, and the undeniable impact of genuine interactions on LinkedIn. Greg dismantles the myths about traditional sectors being resistant to tech, revealing instead how these platforms can skyrocket your sales figures and foster meaningful client relationships.Greg enlightens us with savvy strategies including the effective use of video messaging and sharing insightful content. Learn how to keep your brand visible and relevant, even when the market seems to be retracting into a shell. This narrative isn't just about keeping afloat; it's about thriving amid adversity by pivoting to more engaging and interactive ways of doing business.Greg also talks about his transition from cold calling to strategic commenting, and how leading with value rather than pushing for a sale draws customers in.  Tune in and equip yourself with the tools to become a top-tier sales professional in the digital age. 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 textGet ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another pitch; it’s the unveiling of a groundbreaking approach that moves past fear, uncertainty, and doubt, to instead embrace strategies that challenge the norm. Have you ever faced the frustration of a deal slipping through your fingers, not due to a competitor's edge, but because of your client's sudden cold feet? Our conversation with Matt dives into the psychological maze that traps customers in indecision, as we dissect the tactics that top sales performers use to guide clients through their inertia. We're pulling back the curtain on the sales process, sharing proven strategies to engage and lead clients from a standstill to the satisfaction of a sealed deal.  As we explore the varying landscapes of sales environments, Matt equip syou with the tools to cut through indecision, echoing back client concerns to illuminate their true needs. This conversation is more than just a discussion; it's a strategic playbook designed to empower you to transform indecision into action across any sales terrain. Join us for an episode that could redefine your sales approach and help you chart a course to success with the confidence of a seasoned navigator. 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 episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We sift through the elements of successful negotiation, from planning and strategy to the subtle art of persuasion, and we don't shy away from the tough questions.  We also highlight the importance of reading multiple books on the subject to expand the critical aspect of negotiation strategy versus tactics and explore key milestones that can guide a smoother negotiation process and how embracing these landmarks can make the experience less daunting for all parties involved.The world of AI is changing B2B sales negotiations. We discuss the intersection of AI and negotiations, revealing how these technologies are changing the business landscape. From AI bots tackling simpler deals to potentially assisting in complex transactions, we offer a glimpse into the future of negotiations.   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