Modern Sales: B2B Sales 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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 using a surprisingly low-tech approach. Connect with Brad on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/cold-email-that-works---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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 how it can change your whole approach to the sales. Mike's website, Catalyst SaleConnect with Mike on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/catalyst-sale---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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 with field sales, and how he sees it changing in the future. Steve Benson on LinkedInSteve's company, Badger MapsWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/future-field-sales-badger-maps---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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it? Dave Shaby, COO at RAIN Group, shares his recent research on the question of how both buyers and sellers are adapting to the new remote selling reality. Here are some links mentioned in the show:RAIN Group's Virtual Selling StudyDave Shaby on LinkedInRemote Selling article by ListonVirtual Selling: How to Build Relationships, Differentiate, and Win Sales RemotelyPodcast Episodes:Remote Selling: An OverviewRemote Selling: Video SellingRemote Selling: The Sales Process to UseWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/virtual-selling-research---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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 faster. Ethan Beute, Chief Evangelist at BombBomb, shares what he knows about selling with video and how it can transform sterile, impersonal emails into relationship accelerators. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/selling-with-video---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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 LinkedIn

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/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.

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 them losing money, missing opportunities, or losing out to the competition. Whatever it is, they'd better have some pain. Here's how to find it. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/finding-pain-rebroadcast---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 little robots helping you sell more right now. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-ai-tools---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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. McKinsey Jobs ReportLinkedIn’s Emerging Jobs ReportWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-ai-tools-jobs---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 intelligence is...and what it’s not. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-ai-what-is-it---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 to move them to action. The results might surprise you...Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/pain-points---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 uncover the accuracy and usefulness of personality tests so you know how they can (and can’t) be helpful. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/personality-tests-sales---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 advertisers to the podcast, and the work that still needs to be done.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/cold-email-campaign-structure ---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 address these factors, the more you’ll accelerate your services sales process.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/selling-services-vs-products---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 PodcastsLike what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

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 process and how she comes to trust her vendors. Connect with Deep on LinkedInGet Liston’s daily newsletterWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/buyer-insights-deep-mahajan ---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.

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 to sell into his own organization, and has a surprising request for all sellers. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/buyer-insights-bill-ball ---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.

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-depth, step-by-step process for evaluating vendors. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/how-enterprise-clients-buy ---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 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 success, the importance of repetition, and a template you can use to close every meeting.Often we’re so focused on the goal of setting up a meeting that we overlook how to end a meeting. But in sales, I can assure you, the money is in the follow-up. How you end and follow-up from a meeting will be the ultimate determinants of your success. That’s why we’re concluding the #SalesMeetings series on Modern Sales with an episode on concluding your sales meetings. Throughout this series, we’ve been discussing the science behind good (and bad) meetings. See them all in the show notes below.Today I’ll share how to follow through on sales meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting. You’ll learn:The power of permission, repetition, and agreementThe psychology behind using this trinity in the closing moments of a meeting and the followthrough will change the way you do sales. I dive into the science behind this in this episode. The gist is asking your clients for permission and agreement throughout the sales process leads to them feeling engaged, in control, and more inclined to continue saying “yes.” Where repetition is one of the best tools for helping your clients internalize and remember the information you give them. How to end your meetingsFor one, always end on time. It sends the message that you respect everyone’s time. And if you’ve covered everything in a meeting, end it early! I’ll present a simple process that you can use as a template to end every meeting: summarize, decide, follow through. I’ll cover the dos and don’ts of each step in-depth in the episode. How to follow through after meetings for successFollowthrough is where the real meeting magic happens. After all, it’s the actions following the meeting that matter most. So, follow through on whatever you promised you’d do, including sending an email summary from your CRM so the conversation and decisions are well-documented.Mentioned:Sign up for our newsletterCheck out our training programs#SalesMeetings: Why Bad Meetings Are Killing Your Numbers#SalesMeetings: What to Do Before Every Meeting to Make It a Success#SalesMeetings: How to Run a Great MeetingThe Surprising Science of Meetings by Steven RogelburgLogan Nickelson at Music For MakersWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting ---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.

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 adversity when it comes. Running a great meeting isn’t easy. People come to meetings with other priorities on their minds -- a looming deadline, a sick pet at home, etc. It’s your job to manage people’s behaviors and moods, make your objectives clear, and keep everyone engaged. Having a plan before a meeting is important, but it can’t substitute the skills you need to set the tone and to be a good meeting facilitator. Ultimately, your ability to control the mood, pace, and flow of a meeting has a huge impact on the outcome. That’s why in the third episode of the #SalesMeetings series on Modern Sales, I’m sharing the science behind setting the tone, action steps for running a great meeting, and what to do when things go wrong. Throughout this series, I’m covering how to plan meetings, run them successfully, and what should happen afterward.You’ll learn: The psychology of emotional contagionThe mood you bring into a meeting matters -- it’s a fact. Our feelings are influenced and affected by those around us. I’ll discuss some of the research on the science behind emotional contagion and why your emotional tone is so critical to running effective meetings. Actionable steps to run your sales meeting effectivelyWhen you’re running a meeting, your job is to facilitate and manage the mood. I’ll discuss action steps you can begin implementing right away, including how to make your goals clear, build rapport, improve the mood, move forward on decisions, and much more. What to do if a meeting isn’t going wellSometimes meetings take a turn for the worse. People are distracted. It’s not a good fit. Sometimes, even you miss the mark. What’s important to know is how to handle the situation before the meeting ends. I’ll tell you how I confront and resolve the issue. MentionedSign up for our newsletterCheck out our training programs#SalesMeetings: Why Bad Meetings Are Killing Your Numbers#SalesMeetings: What to Do Before Every Meeting to Make It a SuccessThe Surprising Science of Meetings by Steven RogelburgLogan Nickelson at Music For MakersWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/how-to-run-great-sales-meeting ---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.

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 to plan every meeting so it’s a smashing success.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-meetings-before ---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 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 around asap.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-meetings ---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.

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 automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a better client experience.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-automation ---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.

Even if you have the most interesting and useful content in the world, it doesn’t matter if no one sees it. Knowing how that content spreads within companies and across networks can mean the difference between huge reach and obscurity.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/how-content-is-shared ---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.