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
Sep 6, 2023 • 48min
SS2.0 - Episode 48 "The Best Secret for Social Selling Success - Build a Community!"
Leave your commentIn this week's episode we will explore a key new strategy for social selling success : community building. We will discover how community emphasizes trust and long-term relationship and transforms customers into brand ambassadors and prospects into string, healthy connections. Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community: https://socialsellinghq.com1Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-2.0/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
Aug 25, 2023 • 56min
SS20 - 47 "How to Grow Social Influence that Leads to Sales"
Darren McKee, LinkedIn Celebrity and VP of Sales at Skye, shares his secrets on growing social influence and how it leads to sales success. Topics include personal branding, creating demand, building relationships, and having a good viewpoint. They also discuss the impact and benefits of creating content, utilizing video to stand out, and building a community.
Aug 14, 2023 • 1h 8min
SS2.0 - Episode 46 "Sales is Broken - The New Revenue Blueprint with Special Guest Anthony Iannarino"
Leave your commentThis week we are joined by best selling author, keynote speaker and sales expert Anthony Iannarino. Anthony specializes in complex B2B sales and will discuss why sales is broken and the framework for his new Revenue Blueprint. This is a not miss episode!1:40- Dad joke time4:25- Anthony Iannario background 6:55- Being effective10:09- The Only Sales Guide12:30- Discovery Meetings 16:26- Flash it or Flush it 20:14- Doing the Reading 24:51- Buyer Centric vs Seller Centric 30:13- It all goes back to people 33:10- Buyers are trying to be sales free36:01- People are skittish 42:30- Go slow to move fast46:12- Sales people are burned out48:44- Sales Pressure51:20- Sales approach from the 60’s 54:05- The Negativity Fast58:35- Daily Practice of Negative Fast1:02:38- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-2.0/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
Aug 7, 2023 • 52min
SS20-45 "Social Selling 2.0 "Dark Social" Case Study with Flora Muglia"
Leave your commentSeason 2 kicks off with an amazing social selling 2.0 case study featuring Lauren Marturano and Flora Muglia from Zinnia. In this episode we will discover how Lauren and Flora have leveraged "dark social" and social selling tactics to grow their early stage startup and why social selling is critical to their sales and marketing playbook. 4:30- Flora’s Background 9:38- Dark Social13:26- Consumption of Social Media 17:04- The harder I work, the luckier I get22:34- Creating content and SEO29:28- Different implementations 32:54- Ask the right questions 37:10- Different types of content 39:08- Flora’s company44:18- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-2.0/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
Jul 31, 2023 • 45min
SS20-44: "Social Selling 2.0. The rules have changed. Are you ready?"
Leave your commentSeason 2 of Social Selling for Newbies is launching on August 2nd with an amazing guest line up that will help you take your social selling results to a whole another level! In our final Season 1 episode we will explore the good, the bad and the ugly from the past 12 months and look ahead to what's coming in Season 2. 2:16- Today’s dad joke4:15- Moving into season 27:02- Practical Applications 9:21- Commenting 12:59- Research 15:33- Lessons learned 18:29- AI25:44- Try differently 28:28- Brand Congruency33:51- #4 on Apple35:30- Upcoming guests39:18- Listen today, Implement tomorrowSubscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page: https://www.linkedin.com/company/social-selling-2.0/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
Jul 24, 2023 • 1h 2min
SSFN.43 - What's New in LinkedIn Sales Navigator!
Leave your commentIn this episode we are joined by LinkedIn expert Alexander Low where we will explore the latest features, capabilities and strategies with LinkedIn Sales Navigator. 3:22- What’s new in LinkedIn Sales Navigator 4:47- Alex introduction10:53- Necessity of Sales Navigator 14:00- It’s more than a search tool17:15- Example of Sales Navigator20:06- Is it worth it? 22:43- Weaknesses of Navigator 25:51- More examples of Sales Navigator 29:49- Newbie to Sales Navigator33:06- More focused36:15- Commenting and algorithm40:09- You can say it again and again 45:26- New in Sales Navigator50:58- Team Link55:24 - Wrapping up 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
Jul 17, 2023 • 50min
SSFN.42 - How to Leverage your LinkedIn Commenting Style!
Leave your commentCommenting on LinkedIn and other social channels has become the fastest and most efficient way to build connections and professional relationships. In this episode we will introduce strategies and techniques that will allow you to discover your ideal commenting style that will produce maximum results and connections including how to access a cool, new AI-driven commenting assessment tool. 3:05- Today’s Sponsor4:05- Importance of Commenting 7:01- Leverage to build relationships 10:09- Commenting builds relationships 12:27- Commenting Styles17:25- It can be scary 20:52- Fist Bump and Commenting 23:50- 10 commenting styles 27:01- Reflecting on your own commenting styles30:22- Go outside your comfort zone in commenting 34:14- Commenting and Fist Bump39:09- Process of Commenting 43:13- Final Thoughts44:53- Upcoming guestsSubscribe 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
Jul 12, 2023 • 54min
SSNF.41 - Social Selling - Mid Year Review (and Look Ahead)!
Leave your commentIn this episode we will take a look back over the last 6 months and what has changed in the world of social selling and what we expect for the next 6 months!6:03- B2B selling has gotten harder10:01- Sales relies on emails 12:30- Social Selling Pipeline 15:42- Active personal brand 19:53- Stretch your Commenting wings 24:36- Creating Credibility 28:14- Looking Ahead30:39- Post quality and quantity 35:57- Buyer Centric vs Seller Centric39:34- Multiple buyer journeys 43:48- Training 46:34- Looking for more expertise 48:07- PatienceSubscribe 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
Jul 12, 2023 • 54min
SSFN.40 - The Top 10 Modern Selling Mindset Shifts
Leave your commentIn this episode we explore 10 key mindset shifts that together make up the foundation of a successful social and modern selling strategy and approach. 3:35- Who’s in control 6:54- You can influence the buyer9:52- Making it obvious 13:06- Embracing the change17:56- Earning vs Getting 22:33- Social Selling applies in large settings 28:01- 20 years ago32:4– The buying experience is very important 38:17- Manifesting the belief in yourself 41:37- This isn’t magic but…45:29- AcceleratorsSubscribe 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 28, 2023 • 53min
SSFN.39 - Strategies for building relationships with your Buyer with guest Amelia Taylor.
Leave your commentIn this episode we are joined by social selling expert Amelia Taylor and will explore out of the box, unorthodox strategies and tactics to find and build relationships with your ideal buyer. 4:51- Amelia Taylor’s background 7:15- Role of Evangelist 11:12- Amelia’s process15:06- LinkedIn and Slack 19:42- Private conversations 24:16- Social Selling for Women 28:58- Building relationships 33:37- Common interest 37:02- How to find groups to be apart of40:29- Groups on LinkedIn43:52- Social Positioning 48:30- How do I know social is working?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
