Modern Sales - B2B Selling Podcast

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Sending cold prospecting emails still works, but it takes some careful planning and a touch of empathy. Jack Reamer from Emails That Sell pulls back the curtain and shares everything that's currently working for him and his clients when it comes to cold email. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/cold-prospecting-emails---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
The world was turned upside down in March and if you weren't selling virtually before, you are now. Office space is going away, and more companies are going remote and staying that way. Learn the fundamentals of virtual selling from Jeb Blount, best-selling author and accomplished sales trainer. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/virtual-selling-jeb-blount---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
You may have thought deeply about negotiation before, but do you have a plan for it? Learn how a negotiation plan strategy can help you find a winning deal that gets you more of what you want, while still delivering what your clients needs. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/negotiation-plan---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Get Kevin Dorsey's formula for cold email based on thousands of emails he's written and sent through his work as VP of Sales at PatientPop. You'll learn how Kevin turns bland outreach into responses and meetings, the amount of research and personalization you need in order to be successful at cold outreach, and whether it'll keep working in the future.Kevin on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/kevin-dorsey/---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Even though it may seem like a stretch, it's true: the process of writing jokes can teach you a lot about sales. It forced you to think about who you're talking to, what's important to them, and what their every day life is like. In this episode, you'll hear from Jon Selig, a standup comedian and sales trainer who helps sales teams write jokes that connect with their prospects. Jon Selig's websiteJon on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/jon-selig---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
You might be looking for a yes every time you have a new prospect, but what if that's the exact wrong approach? Instead of seeking out a yes, go for no. That's the advice from Andrea Waltz, author of the book Go For No, and she'll tell you how to fail your way to success.Andrea's Book, Go for NoWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/go-for-no-andrea-waltz---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
You have to be more empathetic and have more emotional intelligence to do well in sales. But what does that mean, and what specifically should you do to increase your empathy? David Priemer, author of Sell the Way You Buy and owner of Cerebral Selling, knows a thing or two about emotional intelligence and empathy. In this episode, we'll discuss why empathy is so important during the sale, and what you can do to increase yours.Connect with David:Cerebral SellingConnect with David on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/david-priemer-cerebral-selling---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Sales presentations are the culmination of weeks, months, or even years of work. Getting them right is critical. Brian Burkhart, CEO of Square Planet, has a method of sales presentations that's a little unusual but uber effective. In this episode, you'll learn his 8-step process to winning sales presentations. Connect with Brian:SquarePlanetBrian's book, Stand for SomethingConnect with Brian on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/brian-burkhart---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/tony-lenhart---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Would you show your cards to the dealer during a game of blackjack? That's what Todd Caponi thinks you should do in your next sale, including your negotiation process. In this episode, you'll learn why it's best to expose your flaws openly, how it'll help you build trust, and how to use radical transparency throughout the sale.Connect with Todd:Todd Caponi's LinkedInTransparency Sales WebsiteWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/todd-caponi---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Value planning should be done every time you interact with your prospects. It's the answer to the question: "what's in it for my prospects to talk to me?" And Andy Paul, of the Sales Enablement podcast and RingDNA, knows a thing or two about value planning for better sales calls. In this episode, he talks about how to improve your value planning during the discovery process and beyond. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/andy-paul-ringdna---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Should you be selling during the crisis? If so, how? The answer to the first question is yes, and the answer to the second question is more complicated. The simple version starts with one word: segmentation. In this episode, Jake Dunlap talks about his approach to segmentation, the pieces you need in place to make it work, and areas where he's seeing the most success with his own business and his clients' businesses. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/jake-dunlap---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Hiring the right people is mission-critical for all companies, of all sizes, and in every stage. Get hiring right and you'll people on board who can help you build something great, while the wrong people can sink the whole ship. Amy Volas has a lot to say about sales recruiting and sales hiring, and we talk about her approach to finding great salespeople and sales leaders. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/amy-volas-sales-recruiter---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Being seen as an authority in your market can reverse the tables. Instead of you interrupting people with prospecting messages, they may actually start coming to you. Building authority is a long process, and one that's definitely worth it. In this episode, you'll learn the basics of building authority in your market. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/build-authority---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Setting next steps is really the 80/20 of selling. To keep momentum in your deals, set next steps at the end of every meeting, every call, or any other interaction you have with prospects. In this episode, Mark Fershteyn, CEO of Recapped.io, talks about the process he uses to set next steps, and how you can start today. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/recapped---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Storytelling in sales is one of the most powerful skills available to you, especially if you sell something that represents hard change for your client. In this episode, you'll learn why stories are so powerful, what makes up a good story, and how to start using storytelling in your sales process today.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/storytelling-in-sales---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
How is expertise bought, and how should you sell yours? Hinge Marketing asks this question over and over again, and they do research on how professional services buyers make purchasing decisions. In this episode, Liston interviews Lee Frederiksen to discuss what he's uncovered in his research that we can apply to consultative selling. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/hinge-marketing-lee-frederiksen---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Sales presentations are a critical piece of your sales process, but have you ever stopped to ask how effective yours are? We can turn to the science of learning and something called cognitive load theory for the answers. What you'll find is that your sales presentations could be improved. In this episode, you'll find out how. Mentioned in this show:Guy Kawasaki's 10/20/30 rulePreziCognitive loadWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-presentations---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Can you motivate your team to reach new levels of performance, or are differences in motivation just genetic? Justin Welsh, former VP of Sales at PatientPop, talks about his approach to motivation, and what you can (and can't) do to keep your team motivated. Justin also reveals his formula for selling anything - one based on copywriting! - and discusses the differences between selling products and services.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/justin-welsh---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
The good times are easy. But how do you maintain motivation when things aren't going so well? In this episode, you'll learn the science behind motivation, how to increase your sales motivation and your team's, and what not to do, too. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-motivation---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
How do you prospect during a global pandemic? Well, think about what's going on with your prospect. That's exactly what you should do in a pandemic, and it's exactly what you should do when we're not in a pandemic. Jason Bay, a prospecting expert, gives his advice about how to prospect and lead with empathy. It's not just a way to feel better about how you do business - it's much more effective, too. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/interview-outbound-prospecting-in-a-crisis-with-jason-bay-of-blissful-prospecting---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Selling remotely means a slightly different approach to your sales process, and you'll have to make adjustments accordingly. Attempting to directly transfer your sales process from in-person to online won't work. In this episode, you'll learn some of the nuance that goes along with selling remotely, and how to update your sales process accordingly. For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/inside-sales-process---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Whether you're new to remote selling or you've been doing it for years, you know that building trust is a critical part of the process. In this episode, you'll learn how use video selling to build trust during your remote selling process, along with some other ideas about how to use video in your remote sales process.For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/video-selling-podcast---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
We're all in a time of great upheaval, and one of the biggest changes is being stuck inside. If you're new to remote selling, there's a lot to learn. In this episode, I'll cover the basics of what you need to know. For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/remote-selling-podcast---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
Relying on pricing and features to sell your services? There's a smarter way to go.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/value-based-selling-done-right-rebroadcast---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.
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Podcast Details

Created by
Liston Witherill
Podcast Status
Hiatus/Finished
Started
Jun 28th, 2018
Latest Episode
Sep 16th, 2020
Release Period
Weekly
Episodes
146
Avg. Episode Length
26 minutes
Explicit
No
Order
Episodic
Language
English

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