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.
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Top 10 Mastering Modern Selling Episodes
Goodpods has curated a list of the 10 best Mastering Modern Selling episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to Mastering Modern Selling for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite Mastering Modern Selling episode by adding your comments to the episode page.
MMS #116 - Driving Profitable Change: Sales Leadership with Don Barden
Mastering Modern Selling
12/12/24 • 74 min
In this episode of Mastering Modern Selling, Don Barden, a seasoned sales expert and academic, delves into the evolving sales landscape.
Barden emphasizes a critical shift from a focus on results to one centered on relevance.
In today’s competitive market, adapting to these changes is key to staying ahead, those who don’t risk becoming obsolete.
- The Changing Sales Landscape
As consumers face more choices than ever, the sales game has changed.
Buyers can easily find multiple great options for nearly any product or service, making it harder for salespeople to stand out with just product features or competitive pricing.
- From Results to Relevance
Barden explains that the traditional focus on sales numbers is being replaced by relevance.
With many options available, standing out means demonstrating true value and understanding customer needs.
This shift requires sales professionals to move beyond just pitching products and instead become partners in the client’s success.
- Understanding the Buyer: The Social Buyer Pyramid
Barden introduces the "Social Buyer Pyramid," which outlines how buying decisions are influenced by the buyer’s role:
- Price Buyers: Focus on affordability and are at the base of the pyramid.
- Perception Buyers: Middle managers who prioritize brand reputation to maintain a positive image.
- ROI Buyers: C-Suite executives focused on return on investment (ROI) and long-term value.
- "Here Come the Girls" – The Rise of Women Leaders
In his book, Barden discusses the growing influence of women in leadership, predicting that by 2028, women will dominate global leadership.
He emphasizes that women leaders foster more engaged and productive environments by expressing:
- Sympathy and Empathy: Concern for both the problem and the individuals.
- Empowerment: Encouraging team members to take ownership of problem-solving.
- A Looming "Extinction Event" for Outdated Sales Practices
Barden warns that businesses clinging to outdated sales tactics will struggle. To succeed, organizations must:
- Embrace relevance by understanding customer needs.
- Build genuine relationships.
- Focus on delivering true value instead of just sales targets.
- Diversity vs. Inclusion
While diversity is important, Barden stresses that inclusion drives growth. Inclusive environments foster collaboration and create greater opportunities, making them essential for success.
Barden encourages listeners to embrace change, adapt to market dynamics, and prioritize relevance and inclusion in their sales strategies.
By focusing on customer value and building authentic relationships, sales professionals and organizations will thrive in the evolving market.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #107 - From Doorsteps to Digital: Leveraging Offline Skills for Online Success
Mastering Modern Selling
10/10/24 • 65 min
This week's episode of Mastering Modern Selling we’re thrilled to have Jeff Kirchick, author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, and an experienced sales leader who has guided teams to success at multiple tech companies.
Jeff shares his journey, insights on authenticity in sales, and how modern sellers can balance traditional techniques with today's digital tools.
Whether you're a seasoned sales pro or just starting out, Jeff’s advice will give you new perspectives on building genuine relationships and succeeding in sales.
- Embrace Authenticity:
Jeff emphasizes the importance of being honest and true to yourself in every interaction, which builds trust and credibility with customers.
- Balancing AI and Human Touch:
He highlights how AI can assist with data and research, allowing salespeople to focus on the human elements that build rapport and relationships.
- Frameworks, Not Scripts:
Jeff advocates for using frameworks to guide sales conversations while allowing flexibility for salespeople to bring their unique style and personality.
- Slow Down to Speed Up:
In sales, sometimes taking a step back for deeper discovery can lead to better long-term outcomes, such as finding the right stakeholders or identifying the best opportunities for pilots.
- The Role of Vulnerability:
Sharing personal experiences and admitting mistakes can make you more relatable and build stronger connections, both with customers and within your team.
This episode dives into the evolving world of sales, where authenticity and technology intersect.
Jeff Kerchick shares how staying true to oneself and leveraging AI can make a significant difference in today's competitive market.
By using technology to handle the tedious aspects of sales, professionals can focus more on building genuine relationships.
The conversation reminds us that the key to standing out is maintaining a human touch, even as the tools around us continue to change.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
SSFN.4 - How to Sell Social Selling to your Boss
Mastering Modern Selling
10/25/22 • 41 min
In episode #4 of Social Selling for Newbies we talk about How to Sell Social Selling to your Boss.
Note: If you have not checked out Episode #3 you should do so as it relates perfectly to this episode. Episode highlights:
0:00 - Intros
3:30 - Carson: Is social selling a gimmick?
5:20 - Brandon: Why is social selling misunderstood? The importance of building community and evaluating your current playbook.
7:00 - How is Social Selling different from Social Marketing?
13:04 - Brandon provides some interesting B2B buyer stats...
- 86% of buyers want to be sold virtually
- 70% of buyer research is done prior to talking to a sales person.
16:00 - Carson: Why you need to be doing social selling? Your competition is doing it!
18:00 - Brandon: The importance of going slow to move fast. How to handle the "I don't have time objection."
21:00 - The importance of providing value and being a guide.
24:30 - How social selling relates to going to a coffee shop. The importance of not selling too soon.
28:00 - How to use Social Selling to get "prospect intelligence".
29:00 - Brandon: "Nothing has changed, it is just different." What if we tried "social selling and it did not work?"
32:00 - Does a pilot project make sense? How to figure out what is not working.
35:00 - Final thoughts on selling the boss.
36:00 - Next weeks episode with Brian Galicia.
The Revenue Zone Book: https://therevenuezone.com
Comment please and let us know you are joining us. We would feel really bad if no one shows up. :-)
Oh yeah, please share with your friends who could benefit from it too. We appreciate it!
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Carson V. HeadyTom BurtonBrandon Lee
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Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #112 - Strategic Sales Mastery: Building Scalable Growth with Liz Heiman
Mastering Modern Selling
11/14/24 • 66 min
In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father’s seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations.
Here’s a breakdown of her expert advice on building robust sales systems that drive sustainable growth.
- Sales Strategy Over Process:
Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy.
For an effective sales operating system, it’s crucial to first define your business strategy. Understand your goals, target audience, and market positioning.
Without a well-defined strategy, any process you put in place is just guesswork.
- Lead Generation & Pipeline Clarity:
A successful sales system combines marketing and sales efforts to generate quality leads.
Liz highlights that organizations need to understand where their leads are coming from (inbound, cold calls, trade shows, etc.) and have a clear plan for lead generation.
It’s not just about setting revenue targets but knowing how many leads, proposals, and conversations are required to hit those numbers.
- Sales Management as a Support Function:
Effective sales management isn't about controlling salespeople but rather supporting them.
Liz points out that management often falls into the trap of funnel reviews that lack substance.
Instead, managers should focus on providing clear meeting agendas, timelines, and coaching sessions tailored to individual needs. This creates a supportive environment that helps salespeople thrive.
- Sales Compensation and Alignment:
Misalignment between sales strategies and compensation structures can lead to salespeople prioritizing short-term wins over long-term goals.
Liz stresses the importance of incentivizing behaviors that align with company objectives.
If your salespeople are not following the strategy, it's often due to a lack of clear expectations and reinforcement.
- Leveraging Technology Wisely:
While technology can enhance efficiency, Liz warns against overwhelming sales teams with multiple tools that create chaos.
The goal is to streamline processes, making it easier for salespeople to focus on selling rather than managing tools.
Implement technology that truly supports the sales journey and integrates seamlessly into daily workflows.
Liz Heiman’s insights are a masterclass in designing sales systems that are strategic, scalable, and supportive. By focusing on strategy first, aligning compensation, and using technology judiciously, companies can build a sales ecosystem that drives consistent growth.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #90 - Sales Success with Mindset, Mental Models, and More Meaning with Bernadette McClelland
Mastering Modern Selling
06/13/24 • 54 min
In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations.
Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effectively with clients.
Key Takeaways
- Embrace Change and Inspire Buyers: Bernadette emphasizes the importance of salespeople inspiring change in their buyers. She identifies three key skill sets necessary for modern sales success: creativity, complex problem-solving, and critical thinking. Sales professionals need to help buyers see new perspectives and uncover needs they might not even know they have.
- From Saboteur to Sage: Salespeople often sabotage their success by not fully committing to their value and role. Bernadette introduces the "Identity Influence and Impact Index," which guides salespeople from self-sabotage to becoming trusted advisors. By owning their value and demonstrating relevance, salespeople can turn buyers from skeptics into super fans.
- Internal, External, and Essential Stories: Bernadette's book outlines the importance of internal, external, and essential stories in sales. Internal stories are the narratives salespeople tell themselves about their buyers and their value. External stories involve the conversations salespeople have with buyers, focusing on bringing new insights and value. Essential stories are about deeply understanding the buyer’s needs and context.
- Visual Storytelling: Effective communication in sales goes beyond verbal interactions. Bernadette highlights that 83% of communication is visual. She encourages salespeople to use visual storytelling techniques to engage buyers more deeply and make complex ideas more accessible.
- Be a Consultant, Not a Salesperson: Buyers today expect more from salespeople than just product pitches. Bernadette underscores the need for sales professionals to act as consultants, helping buyers understand their own businesses better and offering solutions that truly address their challenges. This approach builds trust and fosters long-term relationships.
Bernadette McClellan's insights offer a fresh perspective on modern selling, emphasizing the need for salespeople to adapt, inspire, and truly connect with their buyers.
By focusing on internal confidence, delivering unique value, and engaging in meaningful visual storytelling, sales professionals can transform their approach and achieve greater success.
For a deeper dive into these strategies, explore Bernadette's book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom."
This Show is brought to you by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMM #115 - From Data to Decisions: Digital Transformation Strategies
Mastering Modern Selling
12/05/24 • 59 min
In this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results.
With the abundance of data available today, it's not enough to simply collect it—sales leaders and reps must learn to harness it effectively.
- The Power of Data in Sales
Denise stresses that in today’s competitive sales landscape, using data isn’t optional—it’s essential.
Sales professionals must learn how to interpret data to uncover insights that drive smarter decisions and improve sales outcomes.
- Adopt a "Moneyball" Approach
Drawing inspiration from the book Moneyball, Denise explains how data can be used to make more precise decisions in sales, just like baseball teams use analytics to pick players.
By focusing on the right metrics, sales teams can identify high-value prospects and increase conversions.
- Sales Tools are Evolving
As technology evolves, so do the tools available to salespeople.
Denise highlights how these tools have become more accessible and user-friendly, making it easier for sales teams to gather, analyze, and act on data, thus improving their decision-making in real time.
- Data-Driven Coaching for Sales Teams
It’s not just about tracking data; it’s about using it for development.
Sales leaders should use data to guide their coaching efforts, offering personalized insights to each team member.
This data-backed coaching helps improve performance across the board.
- Continuous Evolution is Key
The sales landscape is constantly changing, and staying ahead means evolving with it.
Denise encourages sales teams to continually adapt to the tools and data available, ensuring they remain competitive and capable of responding to market shifts.
This episode reinforces the importance of adopting a data-driven mindset in modern sales.
By embracing data, leveraging the right tools, and continuously evolving, sales teams can unlock new opportunities and drive success.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #77 - How to Get Attention in an Attention-Deficit World with Erik Huberman
Mastering Modern Selling
03/15/24 • 55 min
Dive 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 Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #106 - Lead with Your Brand: Mark Hunter’s Guide to Sales and Leadership Success
Mastering Modern Selling
10/04/24 • 59 min
In this episode of Mastering Modern Selling, we had the pleasure of hosting Mark Hunter for the second time, and he did not disappoint.
Mark, also known as "The Sales Hunter," shared his journey from struggling salesperson to a world-class sales coach, revealing powerful lessons that can redefine how you approach your prospects and close deals.
- Sales Mindset is Everything:
Mark emphasizes that your mindset going into a sales call determines your outcome.
A positive, customer-focused attitude allows you to genuinely engage and listen, leading to better results.
- Selling For People, Not To People:
Mark learned the hard way that selling isn’t about bulldozing through the customer.
Instead, it's about understanding, serving, and building meaningful relationships that offer real solutions. Always focus on the customer’s needs.
- Stop Selling the Product, Start Solving Problems:
The right sales mindset moves away from focusing on the product itself and instead emphasizes understanding the client's real issues.
Mark says, “Customers don’t want to buy, they want a solution." Shift your focus to discover and solve your client's problems, not just to push your product.
- The Power of Personalization:
Building rapport and demonstrating you know your prospect can be a game changer.
Mark shared how referencing personal insights (like the Pac-12 college sports league in a voicemail) can significantly boost response rates. It’s about showing you’re human, that you care.
- Quality Over Quantity in Prospecting:
Mark advises slowing down to move fast—doing deep research and reaching out thoughtfully will break through the noise.
He shared an example of a prospect he pursued with 46 touches over 18 months before finally closing.
Consistent, targeted follow-up beats high-volume, generic outreach every time.
Mark Hunter's insights remind us that successful selling isn’t just about techniques—it’s about the mindset, persistence, and genuine curiosity.
Crafting solutions for your clients and taking time to understand their unique needs not only closes deals but also builds lasting relationships.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
SSFN.10 - What the heck should I be posting to help my social selling efforts?
Mastering Modern Selling
12/07/22 • 45 min
In 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 Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
MMS #92 - Crafting Connections Using Humor: B2B Transformation with Jon Selig
Mastering Modern Selling
06/27/24 • 60 min
In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales.
This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor.
Here are five key takeaways from this enlightening conversation:
- The Power of Relatability:
- Jon emphasizes that humor can make sales messages more relatable and memorable. By addressing common frustrations or challenges with a lighthearted touch, sales professionals can create a connection with their prospects. This relatability helps to break the ice and establish a rapport that traditional sales messages often fail to achieve.
- Understanding Your Audience:
- A critical element in using humor effectively is knowing your audience. Jon points out that it's essential to tailor your jokes and humorous messages to fit the specific pain points and interests of your target personas. Whether addressing C-level executives or mid-level managers, the humor should resonate with their daily experiences and challenges.
- Avoiding Generic Messaging:
- One of the major pitfalls in sales is the tendency to stick to bland, generic messaging. Jon argues that taking calculated risks with humor can set you apart from the competition. While it's important to remain professional, a well-crafted joke can capture attention and make your message stand out in a sea of sameness.
- Balancing Humor and Professionalism:
- Jon discusses the importance of striking the right balance between humor and professionalism. The goal is not to become a stand-up comedian but to use humor as a tool to engage and provoke thought. The humor should always be relevant to the sales context and should never overshadow the primary message or solution being offered.
- Practical Applications and Examples:
- Jon shares practical examples of how humor can be integrated into various stages of the sales process. From opening lines in cold emails to icebreakers during sales calls, he illustrates how humor can be a versatile tool. For instance, a joke about the hassle of disposing of printed programs at events can highlight the value of digital solutions in a memorable way.
Jon Selig's insights underscore the potential of humor to revolutionize sales messaging. By making interactions more enjoyable and memorable, sales professionals can build stronger connections and drive better engagement.
As the conversation wraps up, Jon encourages sales teams to embrace creativity and take measured risks in their communication strategies.
Stay tuned for more episodes, and as always, happy modern selling!
This Show is brought to you by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Don't miss out—your next big idea could be just one episode away!
This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
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FAQ
How many episodes does Mastering Modern Selling have?
Mastering Modern Selling currently has 114 episodes available.
What topics does Mastering Modern Selling cover?
The podcast is about Marketing, Podcasts, Technology and Business.
What is the most popular episode on Mastering Modern Selling?
The episode title 'SSFN.8 - A Social Selling Transformation with Special Guest Mariana Lima from Tricycle Europe' is the most popular.
What is the average episode length on Mastering Modern Selling?
The average episode length on Mastering Modern Selling is 55 minutes.
How often are episodes of Mastering Modern Selling released?
Episodes of Mastering Modern Selling are typically released every 7 days.
When was the first episode of Mastering Modern Selling?
The first episode of Mastering Modern Selling was released on Oct 1, 2022.
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