Modern Sales - B2B Selling Podcast

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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 Li...

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 Li...

Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/value-based-pricing-is-it-right-for-you---Get a daily sales insight sent straigh...

Cold email outreach continues to be the best way to exert maximum control over your lead gen process. On this episode, Brad Smith shares his approach to low volume, high conversion cold email...

There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and ho...

With so many people shifting from in-person to inside selling, the future of field sales is in question. In this episode, Steve Benson, CEO of BadgerMaps, gives a rundown of what he's seeing ...

The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been aro...

Plain ol' text-based emails can be boring, but everyone likes to get a video sent just to them. Video emails, using a tool like BombBomb, can increase your reply rates and build relationships...

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 c...

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...

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...

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 re...

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, ...

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, a...

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, ...

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...

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 fr...

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...

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 Enableme...

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 wor...

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 ...

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 ...

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...

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 stor...

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 decisi...

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...

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 motiv...

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 motivatio...

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 w...

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 ...

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 ...

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...

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-sal...

No pain, no change. In order for your buyer to be ready to make a purchase with you, they have to be in some kind of pain right now. That could be caused by a gap in their capabilities, by th...

The promise of AI may be somewhere off in the future, but machine learning and data science can help you sell more today. Learn the main ways it’s being used, by whom, and how you can have li...

Artificial intelligence has a lot of promise, but how far it will go is up for debate. We take a look at sales AI and the potential impact it will have on jobs now and in the future. McK...

The sales AI revolution is...here? Is it? What do we even mean when we say artificial intelligence in sales? In the first episode of the sales AI series, we’ll cover what artificial intellige...

Is it better to focus on your prospect’s pain points, or what they stand to gain? In this episode, we’ll dive into the science of how buyers make decisions and which messages are more likely ...

Personality tests are a multi-billion-dollar industry because they promise to teach us more about ourselves and others - but do they work, and in what situations? In this episode, we’ll uncov...

The time has finally come to monetize Modern Sales, and how else would it be done but without sales? In this episode, you’ll learn the strategies and tactics used to bring in the first advert...

Selling services is quite different from selling products. Namely, it’s much more difficult! The differences come down to three main factors: definition, trust, and risk. The more you can add...

Trust is a critical element of every sale, especially when the stakes are high. Deep Mahajan, Senior Director and Head of People Development and Culture at Nutanix, discusses her buying proce...

Finding the gaps within an organization provides opportunity. It’s those gaps that enable a sale to take place - just ask Bill Ball. In this Buyer Insights episode, Bill shares what it takes ...

In order to know how to sell, we first must understand how buyers buy. And if you’re selling into Fortune 100 companies, you’ll definitely want to hear former IBM employee Ariel Yoffie’s in-d...

How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for succ...

No amount of planning can make up for a poorly run meeting. In this episode, I share the science behind setting the tone, action steps for running a great meeting, and advice on dealing with ...

Want your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how...

Sales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them aro...

Are you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some autom...