Selling With Social Sales Podcast

  Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.   The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity. Reimagining Team Structure for Results Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success. Building a Winning Sales Culture The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results. The resources mentioned in this episode are: Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help others discover the valuable content. Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research. Watch the movie Elf for a good laugh and a fun time. Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th  

  If you're feeling like your team is losing to the competition and you can't figure out why, then you are not alone! Your efforts to build a great team might not be working as expected, and instead of improved performance, you might be experiencing disengagement and frustration among your team members. It's time to turn things around and create a winning team culture that drives success. Uncover the surprising twist that takes employee engagement to the next level. You won't believe how a simple shift in perspective can transform teams from average to extraordinary. And the best part? It's a game-changer for any business, regardless of industry. Stay tuned to find out how this unexpected approach leads to exceptional team performance and leaves your competition in awe. You won't want to miss this! Build Great Teams with Collaboration Creating a culture of collaboration within teams fosters innovation and productivity. By encouraging open communication and teamwork, organizations can leverage the diverse skills and perspectives of their members. Collaborative efforts lead to enhanced problem-solving and creativity, driving the team towards success. This week's special guest is Don Yaeger Don Yaeger, a distinguished journalist and accomplished author, boasts an extensive background in sports and business. As the author of 40 books, including 12 New York Times bestsellers, Don's expertise is widely recognized. With a focus on team dynamics and leadership, his insights are particularly valuable for business leaders and managers seeking to optimize team performance and engagement. Don's in-depth research and comprehensive understanding of high-performance principles make him a respected authority in the realm of team building and organizational excellence. His wealth of experience positions him as a leading figure in providing practical strategies and actionable advice for enhancing team effectiveness and driving overall success in the business landscape. This is his story: Don Yaeger, a seasoned journalist and author, shares his journey of discovering the elements that make great teams in business. With a career spanning big newspapers and Sports Illustrated, Don's insatiable appetite for learning led him to write 40 books, with 12 becoming New York Times bestsellers. His relentless pursuit of knowledge didn't stop there; he also hosts the Corporate Competitor podcast, where he delves into the wisdom of successful individuals. Don's immersion in the world of great teams didn't happen overnight. Over a decade, he meticulously studied top-performing sports teams like Nick Saban's Alabama football team and the mid-90s Chicago Bulls, as well as outstanding businesses like Delta Airlines and Chick Fil A. This deep dive culminated in his book "Great Teams," where he identified 16 key differentiators of exceptional teams. Don's journey is a testament to the power of continuous learning and the relentless pursuit of excellence, inspiring leaders and managers to cultivate a culture of growth and engagement within their teams. Great teams are committed to things that average teams aren't. They're committed to things like creating an environment where employees believe that they're locked into each other and that they're beholden to each other, that they're better because of each other. - Don Yaeger In this episode, you will be able to: Uncover the secrets to building great teams that drive business success. Explore the crucial role of culture in achieving outstanding team performance. Implement powerful strategies to boost employee engagement and motivation. Harness the impactful leadership techniques that drive exceptional team performance. Discover invaluable insights from success stories in sports and business.   The key moments in this episode are: 00:00:00 - The Importance of Having a Sense of Purpose 00:07:36 - What Makes Great Teams Great 00:11:49 - Building a Team Others Want to Join 00:13:07 - Overcoming Complacency 00:14:28 - The Power of Coaching and Success Principles 00:16:06 - Success Leaves Clues 00:17:56 - The Role of Team Behavior 00:21:36 - Culture, Behavior, and Habits 00:27:02 - The Power of Purpose 00:29:14 - The Importance of Team Commitment 00:30:43 - Making a Difference in Business 00:34:48 - Employee Engagement and Impact 00:36:35 - What Makes Great Teams Great 00:40:26 - Don Yaeger's All-Time Favorite Movie Timestamped summary of this episode: 00:00:00 - The Importance of Having a Sense of Purpose Don Yaeger emphasizes the importance of not just knowing, but feeling the sense of purpose within a team. He discusses how the best teams believe they are part of something bigger than themselves. 00:07:36 - What Makes Great Teams Great Don Yaeger shares his insights on what makes great teams stand out, highlighting the importance of continuous learning, mentoring culture, and a strong sense of purpose as key factors in achieving greatness. 00:11:49 - Building a Team Others Want to Join Don Yaeger discusses the significance of being the team that others aspire to join. He emphasizes the importance of being the organization that people are working to figure out how to join, rather than the team losing people to competitors. 00:13:07 - Overcoming Complacency Don Yaeger addresses the issue of complacency and its impact on organizations. He discusses how human nature can lead to complacency, and the importance of staying vigilant and continuously improving, even during times of success. 00:14:28 - The Power of Coaching and Success Principles Don Yaeger shares how he coached his son's losing team and emphasized success principles to turn the team's performance around. 00:16:06 - Success Leaves Clues Don Yaeger discusses the importance of studying successful individuals and teams to learn from their experiences and apply those lessons to achieve greatness. 00:17:56 - The Role of Team Behavior Don Yaeger emphasizes the significance of team behavior, communication, and camaraderie in achieving success, rather than solely crediting coaching for a team's victory. 00:21:36 - Culture, Behavior, and Habits Don Yaeger explains how culture shapes behaviors, which in turn form habits leading to sustained excellence, highlighting the importance of intentionally designing a positive culture within organizations. 00:27:02 - The Power of Purpose Don Yaeger shares how a sense of purpose and belonging to something bigger than oneself is crucial for team success, using the example of USA Basketball's transformation under Coach Mike Krzyzewski. 00:29:14 - The Importance of Team Commitment Don Yaeger discusses the importance of basketball players respecting and honoring members of the United States armed forces, emphasizing the responsibility they have as representatives of their country. 00:30:43 - Making a Difference in Business Yaeger shares a story about Medtronic, showing how bringing in families to thank employees for their work makes them realize the impact they have on people's lives, fostering a sense of purpose in their work. 00:34:48 - Employee Engagement and Impact The conversation highlights the significance of employees believing that their work makes a difference and the impact it has on their engagement and satisfaction, ultimately leading to better outcomes for the organization. 00:36:35 - What Makes Great Teams Great Yaeger emphasizes that great teams are committed to creating an environment where employees feel connected and responsible for each other, believing that their work changes lives and treating them differently than other organizations would. 00:40:26 - Don Yaeger's All-Time Favorite Movie Yaeger shares his favorite sports movie, "Hoosiers," emphasizing the idea of coming together to achieve amazing things, reflecting the themes of teamwork and commitment discussed in the episode. Importance of Culture in Teams Culture forms the foundation of a team, shaping behaviors, attitudes, and values. A positive and inclusive culture cultivates trust and unity among team members, fostering a sense of belonging and shared purpose. Leaders play a crucial role in shaping and nurturing a culture that empowers individuals and drives collective success. Effective Employee Engagement Strategies Engaged employees are more productive, motivated, and committed to the organization's goals. Implementing strategies that recognize and value employees' contributions fosters a sense of ownership and loyalty. By soliciting feedback, offering growth opportunities, and promoting a healthy work-life balance, leaders can create a work environment where employees thrive and contribute their best work. The resources mentioned in this episode are: Connect with Don Yaeger on LinkedIn for more insights and inspiration on building great teams. Visit Don Yaeger's website at donyaeger.com to explore his work, books, and speaking engagements. Check out the Corporate Competitor Podcast at corporatecompetitorpodcast.com for valuable leadership and team-building content. Explore Leadfeeder for real-time website visitor tracking and lead engagement to revolutionize your lead generation and sales efforts. Download Fly Message for free to save time and increase productivity with a personal writing assistant and text expander.

  Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements. Get ready to uncover the game-changing solution that's been right under your nose this whole time. Stay tuned for the jaw-dropping insight that will revolutionize your prospecting efforts and take your sales game to the next level. Achieve Better Prospecting Engagement If you're feeling overwhelmed by the prospecting challenges and struggling to engage potential clients, then you are not alone! The traditional sales methods just don't seem to be cutting it and it's time to shake things up. Let's explore how to achieve greater prospect engagement and success through personalized, empathetic selling. It's time to transform your sales game and make prospecting a breeze! In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his unorthodox entry into the sales world, transitioning from a photo finisher to a highly successful salesperson. He underscores the importance of trust-building and genuine assistance in sales, rather than aggressive tactics. Throughout the conversation, key themes such as the challenges of modern prospecting, the integration of human intelligence with AI, and the impact of personalized communication on sales strategies emerge. Mario's personal journey serves as a testament to the resilience and dedication required in the sales profession, offering valuable insights for aspiring sales professionals. His practical advice and emphasis on adapting to the evolving sales landscape make this episode essential for those seeking to enhance their sales efforts. The hardest part about selling is not anything but prospecting. - Mario Martinez Jr. In this episode, you will be able to: Overcome Sales Prospecting Challenges: Learn effective strategies to conquer common obstacles and boost your prospecting success. Harness the Power of Human Assisted AI in Sales: Discover how the fusion of human touch and AI technology can supercharge your sales efforts. Elevate Your Sales Cadences with Referrals: Uncover the pivotal role referrals play in enhancing your sales process and driving better results. Master Personalization Strategies for Sales Success: Unleash the potential of personalized selling to forge stronger connections and win more deals. Leverage LinkedIn for Modern Sales Strategies: Explore the impactful role of LinkedIn in shaping contemporary sales approaches and expanding your reach. The key moments in this episode are: 00:00:00 - The Power of Sales Coaches and Managers 00:00:30 - Leveraging AI in Sales 00:00:43 - Mario's Journey into Sales 00:03:39 - Overcoming Financial Challenges 00:10:40 - Hunter's Revelation 00:11:16 - Hunter Anderson's Advice 00:14:21 - Diverse Sales Experience 00:18:12 - Modern Buyer Challenges 00:20:48 - Engaging Modern Buyers 00:25:54 - The Importance of Personalization in Sales Prospecting 00:26:34 - The Limitations of AI in Sales 00:27:58 - The Role of Personal Investment in Sales 00:29:39 - Leveraging Human-Assisted AI in Sales 00:30:16 - The Power of Referral in Sales Cadences 00:39:58 - The Art of Helping in Sales 00:40:13 - Spreading Wisdom and Knowledge 00:40:30 - Elevating Each Other 00:40:47 - Podcast Rating and Productivity Tip Timestamped summary of this episode: 00:00:00 - The Power of Sales Coaches and Managers Mario discusses the importance of sales coaches and managers who can share success stories and help their team overcome the challenges of prospecting. 00:00:30 - Leveraging AI in Sales Mario emphasizes the need to combine human intelligence with AI tools to achieve real results in sales. 00:00:43 - Mario's Journey into Sales Mario shares his inspiring journey into sales, starting from his time as a photo finisher and how he transitioned into B2B software sales. 00:03:39 - Overcoming Financial Challenges Mario recounts how he applied for numerous scholarships and worked part-time to pay for his education at UC Berkeley, showcasing his resilience and determination in the face of financial obstacles. 00:10:40 - Hunter's Revelation Mario recounts the pivotal moment when his district manager, Hunter, recognized his sales skills while working as a photo finisher, leading to a significant turning point in his career. 00:11:16 - Hunter Anderson's Advice Hunter Anderson recognized Mario Martinez Jr.'s sales potential and advised him to pursue a sales role, leading to a successful career in sales. 00:14:21 - Diverse Sales Experience Mario Martinez Jr. discusses his diverse sales experience, serving various industries and segments, managing large teams, and his journey from a sales intern to a successful sales professional. 00:18:12 - Modern Buyer Challenges Martinez highlights the challenges faced by salespeople in engaging with modern digital buyers, emphasizing the importance of omni-channel approaches and hyper-personalization in sales prospecting. 00:20:48 - Engaging Modern Buyers Martinez shares insights on the need for hyper-personalization and value-driven messaging in engaging modern buyers, emphasizing the importance of PVC sales methodology and the limitations of traditional prospecting methods. 00:25:54 - The Importance of Personalization in Sales Prospecting Mario emphasizes the importance of personalization in sales prospecting. He discusses the significance of getting a prospect to say yes and the need for human-assisted AI in the sales process. 00:26:34 - The Limitations of AI in Sales Mario talks about the limitations of AI, highlighting that AI can be two-dimensional and may not fully grasp contextual relevance. He stresses the necessity of human intelligence in sales to complement AI. 00:27:58 - The Role of Personal Investment in Sales Mario discusses the need for sales reps to invest in their own tools and technologies to enhance their effectiveness, rather than solely relying on the organization. He highlights the importance of personal initiative in sales success. 00:29:39 - Leveraging Human-Assisted AI in Sales Mario emphasizes the significance of aligning human intelligence with AI in sales. He stresses the need for real intelligence in using AI effectively to connect person-to-person, rather than solely relying on AI capabilities. 00:30:16 - The Power of Referral in Sales Cadences Mario emphasizes the importance of starting sales cadences with referrals, highlighting that 84% of buyers start their buying process with a referral. He emphasizes the need to transform LinkedIn profiles to engage buyers effectively. 00:39:58 - The Art of Helping in Sales Myra emphasizes the importance of prospecting and invites the audience to learn more. Mike emphasizes that sales is the art of helping, highlighting the need for collaboration and support in the sales world. 00:40:13 - Spreading Wisdom and Knowledge Mike encourages the audience to like, subscribe, and share the podcast to spread wisdom and knowledge in the sales world. He emphasizes the critical nature of understanding and helping each other in the industry. 00:40:30 - Elevating Each Other Mike encourages the audience to keep shining bright and have an amazing day, emphasizing the importance of lifting each other up. He highlights the need for mutual support and collaboration in the sales industry. 00:40:47 - Podcast Rating and Productivity Tip Mike asks for a 5-star rating and review for the podcast on iTunes. He also recommends downloading FlyMSG to save time and increase productivity in writing.   The resources mentioned in this episode are: Visit FlyMSG.ai to try the AI-powered sales prospecting tool for free. No credit card required. Check out Vengreso, Inc. at vengreso.com to learn more about their sales training and prospecting solutions. Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on the Membrane podcast to engage with him directly. Watch Vengreso, Inc.'s referral training video on YouTube for a comprehensive guide on how to ask for referrals in your sales process. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

  If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.   The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation. Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks. Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects. The resources mentioned in this episode are: Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies. Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting. Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process. Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity. Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.

  Hey there, Sales Leaders and Professionals! Imagine a surprising twist in the world of sales culture that could skyrocket your team's performance. It's something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team's success. Ready to take your sales game to the next level? Let's dive in! Cultivating a sales culture Cultivating a strong sales culture is essential for fostering teamwork, accountability, and continuous improvement within sales teams. It involves creating a supportive environment where team members are empowered to collaborate, learn from each other, and strive for excellence. A positive sales culture boosts morale, increases motivation, and ultimately leads to enhanced performance and success. This is Paul Fuller's story: In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Paul Fuller, the Chief Revenue Officer of Membrain, a B2B growth platform. Paul brings over two decades of sales experience to the table, making him an expert in driving sales culture through character, competence, and technology. He emphasizes the significance of continuous training, individual accountability, and celebrating wins while coaching privately for improvements, laying the foundation for a positive sales culture. Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. With his deep understanding of the multi-faceted nature of sales and the impact of technology on driving sales culture, Paul offers practical advice to enhance team collaboration, accountability, and sales excellence. This engaging conversation is a must-listen for sales leaders and professionals looking to elevate their team's performance and build a strong sales culture. Paul Fuller found his calling in sales through a journey filled with diverse experiences. His career, which includes founding a sales-as-a-service company and transitioning to his current role, reflects his unwavering dedication to the industry. Paul's view of sales as a blend of leadership, service, and wayfinding sheds light on the profound insights he has gained over the years. His story is not just about professional growth, but a testament to how a shift in mindset can turn disdain for a profession into a deep-rooted passion. Paul's narrative resonates with the challenges and triumphs many professionals encounter, making his journey an inspiration for those seeking fulfillment and purpose in their careers. I think the biggest thing that we can help them do is be good at their job and be held accountable to doing it well. - Paul Fuller Our special guest is Paul Fuller Paul Fuller, the Chief Revenue Officer of Membrain, is a seasoned sales professional with over 22 years of industry experience. With a track record of leading a sales-as-a-service company and now steering Membrane's B2B growth, Paul brings a wealth of expertise to the table. His unique journey from initial skepticism about sales to recognizing its potential to transform lives gives him a distinct outlook on building a sales culture within teams. Paul's insights into leadership, service, and wayfinding in sales offer a refreshing and valuable perspective for sales leaders and professionals seeking to enhance team performance and foster a collaborative and accountable sales culture. In this episode, you will be able to: Mastering LinkedIn messaging will revolutionize your sales outreach. Weekly sales reports can uncover hidden opportunities and boost team performance. Cultivating a sales culture within your team is key to achieving sales excellence. Choosing the right sales technology can supercharge your team's productivity. Effective B2B sales coaching strategies can transform your team's performance.   The key moments in this episode are: 00:00:00 - Importance of LinkedIn messaging and leadership in sales 00:01:56 - Introduction to Membrain and Paul Fuller 00:03:13 - Membrain's B2B growth platform 00:07:43 - Personal definition of sales and its impact on people 00:11:20 - Delicate communication in addressing areas of improvement 00:13:47 - Building a Strong Sales Culture Based on Character and Competence 00:16:31 - Accountability and Approach in Sales Leadership 00:21:03 - Creating a Systematic Sales Culture 00:23:15 - Equipping Sales Teams with the Right Technology 00:27:55 - The Pitfalls of Misguided Enablement 00:42:35 - Challenges in Training 00:43:20 - Resistance to Change 00:44:50 - Impact of Membrain 00:49:13 - Connecting with Paul 00:50:52 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:00 - Importance of LinkedIn messaging and leadership in sales The conversation starts with a discussion about the missed opportunity to reply on LinkedIn messaging and then delves into the importance of leadership in sales and the need for delicate communication in addressing areas of improvement. 00:01:56 - Introduction to Membrain and Paul Fuller Mario introduces Paul Fuller, the Chief Revenue Officer of Membrain, and they discuss Paul's background in sales and his role at Membrain. 00:03:13 - Membrain's B2B growth platform Paul explains that Membrain offers a B2B growth platform that includes a CRM and is designed to help sales experts and their customers define and execute their sales processes and methodologies. 00:07:43 - Personal definition of sales and its impact on people Paul shares his personal definition of sales as leadership, service, and wayfinding, emphasizing the impact of sales on changing people's lives beyond just financial gain. 00:11:20 - Delicate communication in addressing areas of improvement The conversation explores the challenge of providing constructive criticism in sales and the importance of building respect and trust to effectively communicate areas of improvement to sales professionals. 00:13:47 - Building a Strong Sales Culture Based on Character and Competence Paul emphasizes the importance of character and competence in building a strong sales culture. He stresses the need for true intentions and a heart of servitude in sales interactions. 00:16:31 - Accountability and Approach in Sales Leadership The discussion shifts to the approach and accountability in sales leadership. Paul talks about the importance of holding individuals accountable for their actions and celebrating wins while providing private coaching for improvement. 00:21:03 - Creating a Systematic Sales Culture Paul discusses the significance of creating a systematic approach to building a sales culture. He emphasizes the need for continual training, coaching, and the use of technology to enable sales teams to be effective in their roles. 00:23:15 - Equipping Sales Teams with the Right Technology The conversation delves into the importance of providing sales teams with the right tools and technology. Paul highlights the demoralizing effect of not arming teams with the right technology and emphasizes the need to align technology with the desired sales outcomes. 00:27:55 - The Pitfalls of Misguided Enablement The discussion covers the misconception of enabling sales teams with technology without understanding the specific job roles and desired outcomes. Paul emphasizes the need to avoid the "tech confusion gap" and align technology with the specific needs of each sales role. 00:42:35 - Challenges in Training Paul discusses the challenges he faced in training a large number of people and the lack of implementation and engagement from the trainees. 00:43:20 - Resistance to Change Paul addresses the resistance to change from the sales team, including their reluctance to use referrals and their low open rates and engagement on emails. 00:44:50 - Impact of Membrain Paul talks about the impact of Membrain on the market, including elevating the sales profession, driving excellence in the sales process, and achieving significant growth and client retention. 00:49:13 - Connecting with Paul Paul shares that the best way to connect with him is through LinkedIn and also mentions his podcast, "The Art and Science of Complex Sales." 00:50:52 - All-Time Favorite Movie In a lighthearted moment, Paul reveals that his all-time favorite movie is "The Goonies" and shares a fun memory related to it. Mastering LinkedIn messaging Mastering LinkedIn messaging is crucial for building connections and generating leads in the digital sales landscape. It involves crafting personalized messages that resonate with prospects and drive engagement. By harnessing the power of LinkedIn, sales professionals can reach a wider audience and establish meaningful relationships with potential clients. Unveiling the benefits of weekly sales reports Weekly sales reports offer valuable insights into team performance, allowing sales leaders to track progress, identify areas for improvement, and celebrate achievements. These reports provide a clear overview of key metrics, such as revenue goals, conversion rates, and pipeline growth, enabling data-driven decision-making. By analyzing weekly sales reports, teams can optimize strategies, enhance efficiency, and drive sales success. The resources mentioned in this episode are: Connect with Paul Fuller on LinkedIn by searching for Paul Fuller, Membrain or visiting LinkedIn.com/in/paulsfuller. Check out the Art and Science of Complex Sales podcast created by Membrain, available on all podcast platforms. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Visit Membrain's website at membrane.com to learn more about their B2B growth platform and how it can help elevate the sales profession. Listen to the Modern Selling Podcast and give it a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.

  If you're feeling overwhelmed by the endless cycle of searching for and crafting repetitive messages, only to end up spending hours on mundane tasks instead of focusing on what truly matters, then you are not alone! Unexpectedly, this AI tool is not just for sales professionals. It's revolutionizing productivity for a wide range of professionals, from digital pharmacists to stay-at-home moms. And it's not just about automation; it's about human-assisted AI. But how exactly can this tool save 20 hours a month for you? Find out more in the full episode below. Mastering Human Assisted AI In this episode, Mario delves into the concept of human-assisted AI, showcasing the importance of human input in leveraging technology for enhanced productivity. The discussion highlights the significance of striking a balance between automation and human creativity to maximize the potential of AI tools like FlyMSG. It emphasizes the need for personalized, contextually relevant content creation with the assistance of AI. In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives deep into the development and impact of FlyMSG, a human-assisted AI tool designed to revolutionize productivity for sales professionals and entrepreneurs. Mario shares his initial skepticism about the tool, followed by his discovery of its innovative features and potential to enhance client productivity. Throughout the episode, Mario emphasizes the significance of preserving genuine human interaction while leveraging AI for enhanced productivity. The conversation with guests Viveka von Rosen and Scott Waldron delves into various aspects of FlyMSG, highlighting its versatile applications across diverse professional domains. With insights into the tool's evolution, user base, and its role in streamlining communication, this episode offers valuable takeaways for anyone striving to enhance productivity and streamline communication. Mario's entrepreneurial journey and strategic insights add depth to the discussion, positioning this episode as a must-listen for sales professionals and entrepreneurs seeking to unlock the potential of human-assisted AI for productivity gains. The world doesn't need more automation. What we do need is tools and technology that helps me do my job faster. And now I apply human thinking to ensure that it's relevant and contextually relevant to the individual. - Mario Martinez Jr. In this episode, you will be able to: Master Human Assisted AI for Enhanced Productivity - Discover the power of human-assisted AI to supercharge your productivity and streamline your daily tasks. Unleash the Potential of FlyMSG AI Productivity Tool - Explore how FlyMSG productivity tool can revolutionize the way you communicate and manage your workflow. Boost Salesperson Productivity with AI - Learn how AI can elevate sales productivity, leading to more efficient processes and increased sales success. Elevate Your Sales Prospecting Skills and Tools - Uncover the latest sales prospecting training and tools to take your outreach to the next level and maximize your sales potential. Minimize Transactionality in Digital Communication - Explore effective strategies to reduce transactionality in digital communication, leading to more meaningful interactions and time-saving benefits.   The key moments in this episode are: 00:00:00 - The impact of digital interactions on human connection 00:01:09 - Introducing FlyMSG AI 00:03:30 - Evolution of FlyMSG and its impact 00:10:28 - Calculating time and cost savings 00:13:50 - Differentiating FlyMSG from competitors 00:16:15 - Evolution of Technology Companies 00:17:50 - Value of FlyMSG 00:20:50 - Expansion of FlyMSG 00:24:28 - Human Assisted AI 00:31:39 - FlyMSG Platform Growth 00:32:09 - User Demographics 00:32:33 - Connectivity and Feedback 00:33:06 - Connecting on LinkedIn 00:33:27 - Podcast Wrap-up Timestamped summary of this episode: 00:00:00 - The impact of digital interactions on human connection Mario discusses the impact of digital interactions on human connection and the transactional nature of social platforms like LinkedIn. He emphasizes the importance of maintaining humanity in online interactions. 00:01:09 - Introducing FlyMSG AI Mario introduces FlyMSG AI, a productivity assistant designed to save users time and increase efficiency. He shares his motivation for creating the tool and how it can benefit individuals and businesses across various industries. 00:03:30 - Evolution of FlyMSG and its impact Mario shares the evolution of FlyMSG and its unexpected impact on users from different professions, not just salespeople. He highlights specific use cases and the significant time and cost savings experienced by users. 00:10:28 - Calculating time and cost savings Mario discusses how FlyMSG calculates time and money savings for users, emphasizing its value in increasing productivity. He shares insights into the significant time and cost savings achieved by users across various industries. 00:13:50 - Differentiating FlyMSG from competitors Mario explains how FlyMSG sets itself apart from competitors, particularly in its evolution from text expansion to a comprehensive productivity tool. He discusses the transition to sales-led growth and the need for a multi-functional solution for enterprise clients. 00:16:15 - Evolution of Technology Companies Apollo's growth led to other tech companies diversifying their offerings. FlyMSG was developed as a result of Vengreso's sales prospecting training program, catering to the sales line of business. 00:17:50 - Value of FlyMSG FlyMSG's sales prospecting training was so valuable that the world's largest sales training company, Miller Hyman Sales Training, sought their help. The focus on productivity and engaging buyers led to the creation of FlyEngage. 00:20:50 - Expansion of FlyMSG FlyMSG's features expanded to include FlyEngage for writing comments on social media posts. The introduction of FlyPosts streamlined the process of writing social media posts, reducing the time from 32 minutes to less than 1 minute. 00:24:28 - Human Assisted AI The focus of FlyMSG is on human-assisted AI, not automation. The goal is to help users work faster while ensuring contextual relevance and personalization in their interactions, addressing the need for productivity without losing the human touch. 00:31:39 - FlyMSG Platform Growth Mario discusses the significant growth of the FlyMSG platform, with a focus on the sales line of business and individual entrepreneurs. The platform aims to eliminate the problem of storing and finding text snippets. 00:32:09 - User Demographics Mario shares that 60% of users are in the sales line of business, while 40% are from various other professions. The platform is designed to cater to a wide range of users, from digital pharmacists to stay-at-home moms. 00:32:33 - Connectivity and Feedback Mario highlights the importance of reaching out on LinkedIn and encourages listeners to mention the podcast when connecting. He emphasizes the platform's user-friendly approach, as it does not require credit card information. 00:33:06 - Connecting on LinkedIn Mario explains the criteria for accepting connection requests on LinkedIn and underscores the significance of personalizing requests. He also acknowledges the struggles of entrepreneurship and thanks the host for the opportunity to be on the podcast. 00:33:27 - Podcast Wrap-up The host encourages listeners to rate and review the podcast on iTunes and mentions the benefits of using FlyMSG for increased productivity. Mario expresses his gratitude for being on the podcast and looks forward to engaging with the audience. Boosting Salesperson Productivity The conversation focuses on FlyMSG's ability to cater to sales professionals and entrepreneurs, highlighting its efficacy in streamlining communication and enhancing productivity. Mario emphasizes the platform's rapid growth and the diverse range of professionals benefiting from its features, positioning it as a valuable tool for driving efficiency and time savings. The episode underscores the importance of targeted communication tools like FlyMSG in boosting salesperson productivity and enhancing overall business performance. Unleash the Potential of FlyMSG AI Mario introduces FlyMSG as a multifunctional AI-powered productivity tool designed to save users significant time by assisting with typing and writing tasks. The platform's evolution beyond text expansion to streamline social media engagements emphasizes its versatility and efficiency in enhancing user productivity. The episode showcases FlyMSG's potential to revolutionize communication across various professional domains, offering valuable time-saving capabilities. The resources mentioned in this episode are: Visit flymsg.io to download FlyMSG for free and try the AI out every day. Click on the trial offer at the top of the screen to try the Business Professional plan for 14 days with no credit card required. Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on Unlocked with Scott Waldron to engage with him. Give the Modern Selling Podcast a five-star rating and review on iTunes. Download FlyMSG to save 20 hours or more in a month and increase your productivity.

  Want to learn how a sales professional successfully transitioned from corporate to entrepreneurial career? Discover the solution to achieving this result and hear from the expert who made it happen. Get ready to elevate your sales game and productivity. Let's dive in! In this episode of The Modern Selling Podcast, Mario Martinez Jr. recounts his journey from corporate America to entrepreneurship, highlighting pivotal moments that shaped his transition. From seizing opportunities following a LinkedIn sales conference to founding Vengreso, Martinez's insights offer valuable lessons for sales professionals seeking entrepreneurial pathways. The episode delves into the evolution of Vengreso, emphasizing the power of focus and strategic adaptation in a competitive market. Martinez's candid and open approach provides listeners with valuable insights into his mindset, motivations, and business strategies. Whether listeners are sales professionals seeking entrepreneurial opportunities or aiming to enhance their sales prospecting skills, this episode offers a compelling narrative and a wealth of valuable takeaways, making it a must-listen for those navigating the dynamic world of modern selling. I want to make you more productive. Whether I'm coaching you to make better calls or writing content for you, my goal is to save you time and cost, and help you cut through the noise in the sales space. - Mario Martinez Jr. In this episode, you will be able to: Master the art of transitioning from corporate to entrepreneur and thrive in the new journey. Unlock the secrets to the importance of sales prospecting and revolutionize your sales game. Discover cutting-edge digital sales training strategies to stay ahead in the competitive sales landscape. Harness the power of AI for sales productivity and take your sales performance to the next level. Uncover the strategies for building a powerful sales influencer brand and becoming a force in the industry.   The key moments in this episode are: 00:00:00 - Starting My Own Company 00:02:08 - Importance of Prospecting 00:07:36 - Personal Development and Growth 00:09:50 - Journey to Entrepreneurship 00:15:07 - Identifying a Gap in the Sales Training Space 00:16:08 - Rapid Success with Miller Hyman 00:17:31 - The Evolution of FlyMSG 00:19:28 - Milestones and Challenges 00:21:51 - The Power of Niche Focus 00:29:30 - Crafting a Welcome Message 00:31:30 - Sales Cadences and Engagement 00:32:27 - AI in Social Selling 00:34:56 - FlyMSG for Sales Teams 00:39:21 - Acquisition and Future Offerings 00:44:38 - Mario's Relationship with Cigars 00:45:20 - Building 5, 6, 7, 1 00:45:29 - Podcast Rating and Review 00:46:00 - Conclusion and Goodbyes Timestamped summary of this episode: 00:00:00 - Starting My Own Company Mario discusses how a presentation led to the opportunity to start his own company, emphasizing the importance of sales and delivery in a business. 00:02:08 - Importance of Prospecting The conversation delves into the significance of prospecting in sales, highlighting the challenges and the impact it has on sales success. 00:07:36 - Personal Development and Growth Mario shares his personal growth journey, reflecting on the book "What Got You Here Won't Get You There" and how it impacted his approach to leadership and relationships. 00:09:50 - Journey to Entrepreneurship Mario details his extensive corporate background, and how a blog article led to consulting and training opportunities, ultimately leading to the formation of his own company. 00:15:07 - Identifying a Gap in the Sales Training Space The speaker discusses the lack of focus on pre-hello to hello sales training and how their company aimed to fill this gap, leading to a successful partnership with Miller Hyman. 00:16:08 - Rapid Success with Miller Hyman The speaker shares the remarkable story of quickly signing a contract with Miller Hyman and successfully deploying their sales prospecting training to the entire organization. 00:17:31 - The Evolution of FlyMSG The evolution of FlyMSG from a sales productivity tool to a solution utilized by various professionals for repeatable messaging, leading to the creation of a successful sales prospecting training program. 00:19:28 - Milestones and Challenges The speaker reflects on the journey from corporate to entrepreneurship, highlighting major milestones, challenges, and the pivotal shift towards becoming a full SaaS company. 00:21:51 - The Power of Niche Focus The importance of staying focused on a niche and the value of offering a unique solution, leading to recognition as a top sales and marketing influencer and successful partnerships with major companies. 00:29:30 - Crafting a Welcome Message Mario discusses the importance of a personalized welcome message on LinkedIn, emphasizing the need for personalization, value, and a call to action. He explains the impact of engaging with the algorithm and the need for quality content. 00:31:30 - Sales Cadences and Engagement Mario highlights the flaws in traditional sales cadences, emphasizing the importance of warming up contacts before sending a connection request. He stresses the need for personalized engagement and the impact on productivity. 00:32:27 - AI in Social Selling Mario introduces FlyMSG's AI capabilities, discussing how it aids in writing posts and comments. He emphasizes the significant time savings and productivity increase for individual users. 00:34:56 - FlyMSG for Sales Teams Mario explains the relevance of FlyMSG for sales teams of all sizes, highlighting the significant productivity savings and the platform's ability to enhance prospecting and engagement. 00:39:21 - Acquisition and Future Offerings Mario shares the exciting news of Vengreso's upcoming acquisition of an AI sales role-playing software. He emphasizes the comprehensive solution the acquisition will provide for sales prospecting, messaging, and coaching. 00:44:38 - Mario's Relationship with Cigars Mario shares that he has no relationship with cigars due to being asthmatic. He enjoys the smell but has never smoked one. He expresses appreciation for being on the show despite the topic of cigars. 00:45:20 - Building 5, 6, 7, 1 The conversation shifts to Mario's business, with the host wishing him luck with the acquisition. There is mention of "building 5, 6, 7, 1," indicating future growth and expansion. 00:45:29 - Podcast Rating and Review The host asks for a favor, requesting a five-star rating and review for the podcast on iTunes. Additionally, a text expander and personal writing assistant, FlyMSG, is promoted. 00:46:00 - Conclusion and Goodbyes The episode concludes with gratitude to the listeners and a call to action to increase productivity. The host bids farewell until the next episode, ending with "good selling." Mastering the Transition Navigating the shift from a corporate career to entrepreneurship requires strategic decisions and a clear vision. Mario Martinez Jr. shared his pivotal moment at a LinkedIn sales conference that catapulted him into entrepreneurship just three months later. This transition exemplifies the opportunities that effective presentations can unlock for aspiring entrepreneurs. Unlocking Sales Prospecting Importance Martinez emphasized the significance of specializing in sales prospecting, a critical yet often overlooked phase in the sales cycle. By focusing on this niche, Vengreso carved out a unique position in the competitive sales training market. The collaboration with industry giants like Miller Hyman and Korn Ferry underscored the importance of effective prospecting strategies in building successful business relationships. Cutting-Edge Digital Sales Training The evolution of Vengreso's flagship product, FlyMSG, showcases the company's commitment to leveraging technology to enhance sales productivity. By developing a comprehensive sales prospecting and engagement tool, Vengreso addressed the specific challenges faced by sales professionals across diverse industries. The upcoming acquisition of an AI sales role-playing software further demonstrates Vengreso's dedication to staying at the forefront of digital sales training innovation. The resources mentioned in this episode are: Visit the website FlyMSG.ai to learn more about the FlyMSG tool and its capabilities for improving sales prospecting and engagement. Connect with Mario Martinez Jr. on LinkedIn and mention that you heard him on the Sales and Cigars podcast to engage with him and learn more about his expertise in sales and marketing. Explore the Vengreso website to access free sales training resources and learn more about their offerings for improving sales productivity and engagement. Check out the Vengreso YouTube channel for free sales training videos and valuable insights on modern selling techniques. Download FlyMSG from the Chrome store or Edge store to start using the text expander and personal writing assistant tool for free, without needing a credit card.

  Want to know how to attract and retain top sales talent? I've got the solution to help you build a killer sales team. It's time to reveal the unexpected! What if I told you that the key to attracting top sales talent lies in creating a welcome box for their family? Imagine the impact of a virtual welcome receiving line or a 30-minute presentation where new hires get to teach you something they're passionate about. But here's the twist: the onboarding starts before they're even hired. Intrigued? Stay tuned to find out how these creative onboarding strategies can transform your hiring process and keep those top salespeople engaged. Conquer Sales Challenges To conquer sales challenges, leaders must adopt a disruptive mindset when hiring sales talent. Challenging candidates during the interview process and thinking critically can help in identifying top performers. Avoiding common hiring mistakes, such as not showcasing value or focusing solely on industry experience, is crucial in overcoming sales challenges and attracting the right talent. This is Walter Crosby' story, this week's special guest: Walter Crosby's journey into the world of sales began with a pivotal encounter in high school, where his guidance counselor doubted his ability to apply to the University of Michigan. This moment ignited a fierce determination within him, propelling him to defy expectations and pursue his aspirations. With over four decades of experience in sales, Walter's passion for elevating sales professionals stems from his own journey of resilience and growth. His unique perspective on hiring salespeople emphasizes the significance of assessing a candidate's selling prowess over their industry experience. Walter's story serves as a powerful reminder that motivation and tenacity are crucial in both sales and the hiring process, and that the art of selling transcends specific industries and markets. "Hiring salespeople is similar to how we go out and sell, go sell to our customers. We need to qualify these people. We need to make sure they're the right people that we should be talking to." - Walter Crosby Walter Crosby, the CEO of Helix Sales Development, boasts an extensive four-decade career in sales leadership and management. With a background deeply rooted in hands-on sales roles and leading sales teams, Walter's expertise is honed in elevating the performance of sales professionals, managers, and leaders. His significant decision to venture into entrepreneurship with Helix Sales Development underscores his strategic vision and entrepreneurial spirit. Hosting the Sales and Cigars Podcast, Walter's insights and industry acumen make him a compelling guest, offering a fresh perspective on the essential strategies for sourcing top-tier sales talent. In this episode, you will be able to: Master the Art of Hiring Top Sales Talent: Learn Winning Strategies. Revolutionize Your Sales Team Onboarding for Unprecedented Results. Conquer Sales Challenges with Proven Tactics and Expert Guidance. Cultivate a Phenomenal Sales Culture and Watch Your Team Flourish. Ignite Your Sales Team's Motivation for Unparalleled Performance.   The key moments in this episode are: 00:00:00 - The Drive to Succeed 00:01:28 - Background and Passion 00:09:29 - Challenges in Sales Hiring 00:13:10 - The Trap of Industry Experience 00:13:49 - Hiring for Industry Experience 00:14:44 - Buyer Level Experience 00:16:54 - Industry Experience Trap 00:19:04 - Selling Skills Over Product Knowledge 00:22:27 - Mistakes in Hiring Salespeople 00:27:38 - Dealing with Employee Feedback 00:28:13 - The Hiring Process 00:30:44 - Social Media Presence 00:31:30 - Panel Interview Process 00:37:54 - Mindset Shift in Hiring 00:41:12 - Importance of Onboarding Process 00:43:17 - Pre-Onboarding and Engagement 00:44:48 - Retention through Onboarding 00:46:39 - Virtual Onboarding Creativity 00:50:18 - Personal Favorite Movie Timestamped summary of this episode: 00:00:00 - The Drive to Succeed Walter Crosby shares his passion for helping sales professionals elevate their game and talks about his motivation to start his own business. 00:01:28 - Background and Passion Mario Martinez Jr. and Walter Crosby discuss their backgrounds in sales and the passion they have for helping salespeople succeed. 00:09:29 - Challenges in Sales Hiring Walter Crosby talks about the unique challenges of hiring salespeople and how they are wired differently, requiring a different approach to hiring. 00:13:10 - The Trap of Industry Experience Walter Crosby and Mario Martinez Jr. discuss the trap of hiring based solely on industry experience and emphasize the importance of focusing on other qualities when hiring salespeople. 00:13:49 - Hiring for Industry Experience Walter discusses the common mistake of hiring based on industry experience. He emphasizes the importance of understanding the buyer and their problems rather than just industry knowledge. 00:14:44 - Buyer Level Experience The conversation shifts to the significance of buyer level experience. It's highlighted that having a Rolodex full of relevant contacts and understanding the buyer's mindset is more critical than industry experience. 00:16:54 - Industry Experience Trap Walter warns about the industry experience trap, noting that top performers with industry experience are usually expensive and hard to recruit. He suggests looking for individuals with buyer level experience and a drive to prove themselves. 00:19:04 - Selling Skills Over Product Knowledge The focus shifts to the importance of selling skills over product knowledge. It's emphasized that the ability to sell and understand the sales process is essential, and product knowledge can be taught. 00:22:27 - Mistakes in Hiring Salespeople Mario asks Walter about common hiring mistakes. Walter points out the lack of clarity in job descriptions, poor job postings, and the premature selling of the company and job role as key errors. He also emphasizes the importance of online reputation on platforms like Glassdoor. 00:27:38 - Dealing with Employee Feedback Walter discusses the importance of correcting, dealing with, or removing feedback from disgruntled employees. He emphasizes the need to address this issue in the workplace. 00:28:13 - The Hiring Process Walter highlights the importance of understanding that candidates are also evaluating the company during the hiring process. He emphasizes the need to showcase value, promotional opportunities, and focus on candidates in the hiring process. 00:30:44 - Social Media Presence The discussion focuses on the significance of a sales leader's social media presence, including LinkedIn profile, in showcasing their ability to help their team grow and progress. The importance of recognizing the two-way street in the hiring process is emphasized. 00:31:30 - Panel Interview Process The panel interview process is introduced as a way to allow candidates to present themselves and demonstrate their skills in a simulated sales scenario. The process includes a 30-minute presentation and allows candidates to showcase their abilities. 00:37:54 - Mindset Shift in Hiring The conversation shifts to the mindset of hiring managers, emphasizing the need to challenge and push back on candidates to truly evaluate their fit for the role. The focus is on digging into candidates' achievements and quantifiable outcomes in sales. 00:41:12 - Importance of Onboarding Process Walter discusses the challenges of onboarding new salespeople and shares his experience of a lackluster onboarding process at a previous company. He emphasizes the need for a well-planned onboarding process that focuses on messaging, differentiation, and techniques for success. 00:43:17 - Pre-Onboarding and Engagement Walter emphasizes the importance of pre-onboarding engagement, such as sending a welcome package to the new hire and involving their family. He stresses the need for a structured onboarding plan that maps out the first two weeks and helps the new hire understand the company's expectations. 00:44:48 - Retention through Onboarding Walter discusses the critical role of onboarding in retaining top sales talent. He shares his personal experience of almost leaving a company due to a poor onboarding process. He emphasizes the need for ongoing career development and mentorship to support the new hire's growth. 00:46:39 - Virtual Onboarding Creativity The conversation shifts to creative onboarding strategies in a virtual environment. Walter shares the idea of a virtual welcome receiving line and emphasizes the importance of creating a positive culture through innovative onboarding practices. 00:50:18 - Personal Favorite Movie The conversation ends with a lighthearted question about Walter's all-time favorite movie, "A Bronx Tale." Walter shares his enthusiasm for the film and highlights its compelling storyline set in the 1950s with a mob influence. Maximize Sales Team Success In order to maximize sales team success, it is vital to focus on hiring the right salespeople with the necessary skills and mindset for the role. Creating clear job descriptions and conducting thorough qualifications can help in attracting top sales talent. By emphasizing value, growth opportunities, and showcasing a positive company culture, leaders can ensure long-term success for their sales teams. Elevate Sales Performance Elevating sales performance begins with a strategic onboarding process that goes beyond just product knowledge. Providing new salespeople with messaging, differentiation, and questioning techniques can help improve their performance from day one. Additionally, creating a welcoming and supportive environment, whether in person or virtually, can boost morale and drive sales success. The resources mentioned in this episode are: Connect with Walter Crosby on LinkedIn to learn more about his expertise and insights in sales and leadership. Visit Walter Crosby's website to explore more resources and connect with him directly for personalized advice and guidance. Download FlyMSG for free to save time and increase productivity with a text expander and writing assistant. Watch A Bronx Tale to experience a coming-of-age movie set in the 50s with a compelling mob influence and a great storyline. Subscribe to the Modern Selling Podcast and leave a 5-star rating and review on iTunes to support the show and stay updated on the latest episodes.

  Imagine a private equity advisor turned author who's also a licensed food sanitation manager. Sounds unexpected, right? Well, JD Miller, the executive advisor for Five Arrows, just launched his new book, "The CRO's Guide to Winning in Private Equity," and you won't believe the valuable insights he shares. But that's not all – he's got a surprising connection to the food industry that you'd never guess. Want to find out the secret ingredient to his success? Stay tuned to discover more about this intriguing journey. If you're feeling overwhelmed by the constant struggle to align your sales and marketing teams, constantly missing your forecast, and struggling to hit your revenue targets, then you are not alone! This is JD Miller's story: JD Miller's journey in tech sales began 25 years ago when he joined a small company as employee number 26. Over the years, he climbed the ranks from sales engineer to CRO and CMO, experiencing six private equity exits along the way. His passion for replicating success led him to co-author a book, providing practical advice and templates for sales leaders in tech companies. Beyond his professional endeavors, JD's involvement in a homeless organization led him to become a licensed food sanitation manager, a role that intertwines his love for cooking and community service. His extensive experience in sales, marketing, and serving the community has shaped his belief in the importance of creating a "Smarketing" culture within organizations, emphasizing the alignment of sales and marketing teams to achieve collective success. JD's unique blend of professional expertise and personal experiences adds a distinctive perspective to the conversation on building collaboration and alignment within sales and marketing teams. You have always had the power. You just had to see it for yourself. - Glenda the Good Witch My special guest is JD Miller JD Miller, an executive advisor at Five Arrows, a prominent private equity company, brings over 25 years of experience in tech sales to the table. With a rich background that includes roles like CRO, CMO, and country president, JD has navigated through six PE exits, providing him with a deep understanding of the intricacies of sales and marketing strategies. His recent accomplishment involves the launch of his latest book, "The CRO's Guide to Winning in Private Equity," offering valuable insights and practical advice for sales leaders in the tech industry. JD's expertise and hands-on experience make him an ideal guest to delve into the essential aspects of fostering a smarketing culture within organizations. In this episode, you will be able to: Mastering Strategies for Sales and Marketing in Private Equity: Uncover the winning formula for driving growth in private equity firms through effective sales and marketing strategies. Unlocking Key Metrics for CRO Success: Discover the essential metrics that propel Chief Revenue Officers to achieve unprecedented success in their roles. Embracing a Smarketing Culture in Organizations: Learn how to foster seamless collaboration between sales and marketing teams to maximize organizational effectiveness. Overcoming Challenges for New Leaders in CRO Roles: Navigate the unique hurdles faced by new leaders in Chief Revenue Officer positions and emerge victorious. Navigating Sales Team Attrition and Quota Setting: Gain insights into effectively managing sales team attrition and setting realistic yet ambitious sales quotas for optimal performance.     The key moments in this episode are: 00:00:00 - The Challenge of Leading a Sales Organization 00:01:55 - JD Miller's Background and New Book 00:07:27 - Creating a Smarketing Culture 00:11:45 - Aligning Sales and Marketing Efforts 00:13:08 - Measuring Success and Alignment 00:13:58 - Aligning on Sales Velocity Metrics 00:15:05 - Aligning Sales and Marketing Efforts 00:16:24 - Challenges of High Growth Companies 00:17:52 - Adapting to Growth as a Founder 00:24:06 - Extending CRO Tenure 00:26:28 - Forecasting and Goal Setting 00:28:27 - Sales Metrics and Forecasting 00:30:01 - Average Closing Rate and Pipeline Size 00:34:56 - Managing Attrition and Setting Quotas 00:37:51 - Challenges and Mistakes for New CROs 00:38:33 - Importance of Building Processes and Systems in Leadership 00:39:23 - Book Availability and Contact Information 00:39:44 - Connecting with JD 00:40:16 - Life Lesson from a Classic Movie 00:41:11 - Podcast Wrap-Up and Call to Action Timestamped summary of this episode: 00:00:00 - The Challenge of Leading a Sales Organization JD Miller discusses the challenges of leading a sales organization, emphasizing the need for a mindset shift and the importance of relying on qualified team members to handle sales calls and help desk inquiries. 00:01:55 - JD Miller's Background and New Book Mario Martinez Jr. introduces JD Miller and his new book, "The CRO's Guide to Winning in Private Equity." JD shares his background in tech sales and his experience working with private equity firms. 00:07:27 - Creating a Smarketing Culture JD Miller explains the importance of creating a "smarketing" culture within an organization, where sales and marketing teams work together as a unified team with aligned goals, metrics, and incentive plans. 00:11:45 - Aligning Sales and Marketing Efforts The discussion focuses on the alignment of sales and marketing efforts, emphasizing the need for a shared understanding of the customer journey and the collaboration between the two functions to drive success. 00:13:08 - Measuring Success and Alignment The conversation delves into the importance of aligning success metrics between sales and marketing, with a focus on achieving the company's overall goals rather than individual departmental achievements. 00:13:58 - Aligning on Sales Velocity Metrics JD discusses the importance of aligning on sales velocity metrics in organizations. He emphasizes the need for everyone to understand and work towards the company's sales velocity goal, despite individual responsibilities. 00:15:05 - Aligning Sales and Marketing Efforts JD shares a story about aligning sales and marketing efforts based on sales velocity metrics. He highlights the importance of understanding changes in the business environment and adjusting the target audience to achieve revenue goals. 00:16:24 - Challenges of High Growth Companies JD explores the challenges faced by go-to-market professionals in high-growth companies, such as the need to adapt strategies as the company grows. He emphasizes the importance of shifting mindset and approaches as the organization scales. 00:17:52 - Adapting to Growth as a Founder JD discusses the challenges faced by founders as their companies grow, emphasizing the need to adapt to new roles and responsibilities as the organization expands. He shares insights on navigating the transition from startup to larger enterprise. 00:24:06 - Extending CRO Tenure JD sheds light on the short tenure of CROs and the importance of effective communication with the board. He emphasizes the need for CROs to forecast numbers and show the roadmap for achieving targets to extend their tenure in the role. 00:26:28 - Forecasting and Goal Setting JD discusses the importance of early communication with the board about sales goals and the need for foresight in forecasting to give time for adjustments. 00:28:27 - Sales Metrics and Forecasting The conversation delves into the importance of setting up a forecast cadence and using AI tools to improve forecasting accuracy. They also emphasize the need for a 4x pipeline size to meet sales targets. 00:30:01 - Average Closing Rate and Pipeline Size The discussion covers the average closing rate for sellers, which is revealed to be around 23%. JD emphasizes the importance of understanding one's business metrics and building an annual plan based on reality. 00:34:56 - Managing Attrition and Setting Quotas JD talks about managing attrition by setting achievable quotas and using sales kickoffs to lay out the roadmap for sellers to achieve their goals. The conversation focuses on the importance of providing metrics to help sellers understand how to reach their quotas. 00:37:51 - Challenges and Mistakes for New CROs JD reflects on the challenges new leaders face when promoted to the role of CRO, especially for those transitioning from a seller role. He emphasizes the need to learn from mistakes and provides insights from his own experience in the industry. 00:38:33 - Importance of Building Processes and Systems in Leadership JD emphasizes the importance of building processes, systems, and training others to scale the organization. He highlights the need to empower and create environments for organizational growth. 00:39:23 - Book Availability and Contact Information JD shares that his book is available in multiple formats and provides his website for purchase. He also encourages connecting with him through his website and social platforms. 00:39:44 - Connecting with JD JD recommends reaching out through his website and provides links to his LinkedIn and other social platforms. He emphasizes the importance of personalized connection requests. 00:40:16 - Life Lesson from a Classic Movie JD shares his favorite movie, "The Wizard of Oz," and the life lesson he learned from it about realizing one's own power and capability, relating it to leadership and empowerment. 00:41:11 - Podcast Wrap-Up and Call to Action Mario Martinez Jr. thanks the listeners for tuning in and encourages them to leave a rating and review for the podcast. He also promotes the use of Fly Message to increase productivity. Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success. Embracing a Smarketing Culture The conversation underscores the importance of creating a smarketing culture within organizations. JD Miller and Mario Martinez highlight the need for collaboration, alignment, and a shared understanding of the company's goals between sales and marketing teams. They discuss the benefits of a unified approach where both departments work together towards collective success. Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success. Unlocking Key Metrics for CRO Success JD Miller discusses the significance of accurate forecasting and goal setting for CROs. He stresses the importance of providing clear and measurable metrics at every level of the sales process. Understanding the actual win rate and setting realistic expectations based on historical data are essential for CRO success. The resources mentioned in this episode are: Visit JD Miller's website at JDmillerphd.com to purchase his new book The CRO's Guide to Winning in Private Equity available in paperback, hardcover, and ebook formats. Connect with JD Miller on LinkedIn to stay updated on his latest insights and content related to sales leadership and private equity strategies. Download Fly Message at FlyMSG.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.  

  Want to know the secret to increasing your visibility and engagement on LinkedIn? I've got the solution to help you achieve that result. Let's dive in and uncover the LinkedIn algorithm hacks that will take your visibility to the next level. Are you tired of hearing conflicting advice on how to increase your visibility on LinkedIn? You've probably been told to just send a connection request without personalizing it, but let's face it, that approach isn't getting you the results you need. It's frustrating, isn't it? But what if I told you there's a better way to cut through the noise and get noticed on LinkedIn? Let's dive into some effective LinkedIn algorithm hacks that will transform your visibility and engagement. Say goodbye to the outdated advice and hello to real, actionable strategies that work. Get ready to take your LinkedIn game to the next level! Discover the unexpected LinkedIn algorithm hacks for visibility with this casual, laid-back, and personable content marketing expert. Get ready to boost engagement and visibility on LinkedIn with insights from the Modern Selling podcast. This week's special guest: Richard Van der Blom, a LinkedIn aficionado with a wealth of experience, recounted his fascinating journey from founding a broader social media agency to establishing a thriving 100% dedicated LinkedIn agency. Hailing from the Netherlands and currently based in Spain, his LinkedIn expertise dates back to 2005. Richard's unique background, including co-owning a diving shop in Zanzibar, adds an intriguing layer to his story. His emphasis on consistency and timing in content creation, alongside the pivotal role of the human audience in driving content visibility on LinkedIn, provides an enlightening perspective. Richard's insights into employee advocacy programs, centered on empowering individuals to achieve personal goals while contributing to the company's reach, offer a refreshing take on leveraging LinkedIn effectively. With a blend of practical wisdom and real-world experiences, Richard's narrative serves as an invaluable guide for those seeking to enhance their visibility and engagement on LinkedIn. You need to think Google. What are 10 words that my client Googles if he needs to talk with me? Maybe he doesn't know me yet, but he needs to talk me. And those 10 words, they need to be in your about section, in your skill set, maybe in your work experience. - Richard van der Blom Richard Van der Blom, a LinkedIn expert with over a decade of experience, is the go-to person for mastering the LinkedIn algorithm. Based in Spain, Richard's journey into the social media realm began in 2005, culminating in the establishment of his own training and consultancy agency in 2010. Specializing exclusively in LinkedIn since 2015, his firm, now a team of 15, provides international clients with top-tier training and consultancy services. With his wealth of expertise, Richard shares invaluable insights into LinkedIn visibility and algorithm hacks on this episode of The Modern Selling Podcast. In this episode, you will be able to: Unlock the secrets of the LinkedIn algorithm for skyrocketing visibility and engagement. Master the art of personalized connection requests to build meaningful relationships and expand your network. Elevate your content creation game to drive sales and connect with your audience on a deeper level. Optimize your LinkedIn profile to stand out in the sales world and attract potential clients effortlessly. Overcome the challenges of launching and managing an employee advocacy program for maximum impact.   The key moments in this episode are: 00:00:00 - Misconnection in Marketing 00:01:07 - LinkedIn Algorithm Insights 00:05:57 - Impact of Content Quality and Consistency 00:09:27 - Factors Affecting Post Visibility 00:14:12 - Scheduling Posts and Engagement 00:15:16 - The Challenges of Employee Advocacy Solutions 00:16:01 - The Impact of Content Sharing 00:17:08 - Employee Advocacy Strategy 00:21:23 - The Power of Personalized Messages 00:23:32 - Leveraging the Algorithm 00:29:54 - Multi-channel Engagement Strategy 00:32:02 - Content Creation Challenges 00:33:29 - Five Content Pillars 00:38:39 - Optimizing LinkedIn Profiles 00:41:53 - Biggest Mistakes on LinkedIn 00:45:06 - Pitfalls of Modern Selling Strategies 00:47:38 - Personalized Connection Requests 00:51:36 - Bad Advice on Connection Requests 00:55:26 - Connecting with Richard 00:56:21 - Favorite Movie and Closing Timestamped summary of this episode: 00:00:00 - Misconnection in Marketing The misconnection between marketing and salespeople is highlighted, with an emphasis on the difference in goals and expectations. The importance of focusing on accepted connection requests and shutting down irrelevant email outreach is also discussed. 00:01:07 - LinkedIn Algorithm Insights Richard shares key factors that influence the LinkedIn algorithm, including dwell time, clicks, and social media engagement. Consistency in posting, engagement, and timing are highlighted as crucial elements for content performance. 00:05:57 - Impact of Content Quality and Consistency The impact of content relevance and consistency on reach and engagement is emphasized. Richard discusses the importance of training the human audience to engage with content regularly and consistently. 00:09:27 - Factors Affecting Post Visibility Mario explores the impact of consistency in posting frequency and engagement on post visibility. Richard emphasizes the role of human audience engagement in triggering the LinkedIn algorithm to boost content reach. 00:14:12 - Scheduling Posts and Engagement The impact of scheduling posts on reach is discussed, with a focus on the importance of actively engaging on the platform before and after post publication. The combination of post scheduling and active engagement is highlighted as crucial for maximizing reach. 00:15:16 - The Challenges of Employee Advocacy Solutions Richard and Mario discuss the challenges companies face when using employee advocacy solutions. They talk about the disconnect between marketing and sales goals and the importance of personalized content for salespeople. 00:16:01 - The Impact of Content Sharing They delve into the impact of content sharing through employee advocacy solutions and the lack of results seen by sales teams. Richard emphasizes the need to focus on personal content strategies tailored to individual salespeople's goals. 00:17:08 - Employee Advocacy Strategy Richard shares his approach to employee advocacy, emphasizing the importance of understanding what individual salespeople want to achieve on LinkedIn. He stresses the need for a personalized approach to content creation and leveraging employee advocacy tools. 00:21:23 - The Power of Personalized Messages Both Richard and Mario highlight the significance of personalized messages in engaging potential clients on LinkedIn. They discuss the importance of soliciting engagement through valuable content and the impact of consistent communication over time. 00:23:32 - Leveraging the Algorithm Richard and Mario talk about the algorithm on LinkedIn and how to leverage it to maintain top-of-mind presence with potential clients. They discuss the rule of three and the importance of timing in converting initial connections into meaningful conversations. 00:29:54 - Multi-channel Engagement Strategy Richard discusses the importance of a multi-channel approach to engaging with buyers, using email, social, and voice/text/video channels to stay top of mind and drive conversion. 00:32:02 - Content Creation Challenges Richard addresses the time-consuming nature of writing social media posts, highlighting the need for a clear content strategy and the use of AI writing tools like FlyPosts AI to streamline the process. 00:33:29 - Five Content Pillars Richard explains the importance of having five content pillars - personal storytelling, thought leadership, event content, industry-related content, and unique value proposition - to guide content creation and provide value to the audience. 00:38:39 - Optimizing LinkedIn Profiles Richard emphasizes the need to optimize LinkedIn profiles for both humans and algorithms, focusing on keywords, first impressions, customer-centric messaging, and a compelling about section to stand out to potential clients. 00:41:53 - Biggest Mistakes on LinkedIn Richard quickly rattles through common mistakes on LinkedIn, including self-centered profiles, lack of customer-centric messaging, and neglecting key profile elements like the about section and featured content. 00:45:06 - Pitfalls of Modern Selling Strategies Richard discusses the pitfalls of modern selling strategies, including the increase in people looking for shortcuts, the focus on going viral instead of converting, and the risk of losing authenticity by being too corporate. 00:47:38 - Personalized Connection Requests Mario and Richard delve into the debate around personalized connection requests. They discuss the acceptance rates of personalized versus non-personalized requests and the importance of authenticity and value in connection requests. 00:51:36 - Bad Advice on Connection Requests Mario and Richard express their frustration with influencers giving bad advice on connection requests. They emphasize the importance of personalization and value-based requests, rather than using automation and pitch-slapping tactics. 00:55:26 - Connecting with Richard Richard shares the best way to connect with him, highlighting the need for personalized and motivated connection requests. He also encourages listeners to follow his content on LinkedIn for valuable insights. 00:56:21 - Favorite Movie and Closing Richard shares his favorite movie, "The Usual Suspects," and Mario encourages listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes. Content Creation Mastery Mastery in content creation on LinkedIn involves developing a personalized content strategy with pillars like personal storytelling, thought leadership, and industry-related content. Sales professionals can humanize their brand, build trust, and engage potential clients by creating valuable and relevant content. Optimizing profiles with relevant keywords and providing value through content can enhance visibility and credibility on the platform. LinkedIn Algorithm Secrets LinkedIn algorithm secrets play a crucial role in boosting visibility on the platform for sales and marketing professionals. Understanding elements like dwell time, engagement metrics, and publishing consistency is key to maximizing reach. Leveraging these secrets can help optimize content strategy and increase engagement with the target audience. Personalized Connection Requests Sending personalized connection requests on LinkedIn is essential for building genuine relationships with potential clients. Hyper-personalization and authentic messaging are more effective in establishing trust and credibility than automated or generic outreach. Doing the homework and crafting personalized messages tailored to the prospect's interests can lead to higher acceptance rates and meaningful connections. The resources mentioned in this episode are: Connect with Richard van der Blom on LinkedIn to gain valuable insights and content related to sales and marketing. Follow Richard van der Blom on LinkedIn to access his six weekly posts filled with valuable insights and industry knowledge. Download FlyPosts AI, a feature set of FlyMSG, to speed up the process of writing social media posts and increase productivity. Visit LeadFeeder.com for a free demo and revolutionize your approach to leads and deals with detailed insights into visitor behavior. Follow Mario Martinez Jr. on LinkedIn for more valuable content and insights on modern selling and marketing strategies.

  If you're feeling overwhelmed by the daily tasks and struggling to stay organized, then you are not alone! Are you spending hours searching for important files and documents, only to end up frustrated and stressed? It's time to enhance your productivity and business efficiency. Let's find effective strategies to overcome these challenges and take your business to the next level! Uncover the unexpected twist in this business owner's journey that will leave you inspired and rethinking your approach to challenges. Get ready to witness a transformation that defies all odds and sets the bar high for business resilience. Find out how this entrepreneur's unique experiences have shaped his approach to problem-solving and business success. Stay tuned to discover the powerful lesson that changed everything and propelled him to new heights. Don't miss out on this game-changing insight that will reshape your perspective on business and personal growth. In this part 2 of 2 episodes of The Modern Selling Podcast, Mario Martinez Jr. discusses with Trebot Johns topics such as overcoming business challenges and seizing opportunities. Drawing from his experience as the founder of Vengreso and FlyMSG, Mario infuses the conversations with a personal touch, making the content highly relatable and practical for small business owners. From the significance of reframing setbacks to the implementation of AI-driven solutions for increased productivity, the episode offers a diverse range of insights. Through a blend of personal narratives, pragmatic approaches, and forward-thinking perspectives, the episode equips small business owners with enhanced problem-solving abilities and resilience. Whether it's gaining insights into organizational methods, capitalizing on opportunities, or embracing innovative technologies, this episode presents a wealth of valuable takeaways for navigating the complexities of modern business. Whatever you do, you better do that 110% or don't expect to win. That's just how I view things. - Mario Martinez Jr. In this episode, you will be able to: Master Strategies for Overcoming Business Challenges: Learn how to navigate and conquer common hurdles in business to achieve long-term success. Harness the Benefits of AI in Lead Generation: Discover how AI can revolutionize your lead generation efforts, leading to increased efficiency and higher quality leads. Streamline Sales Prospecting Automation: Uncover tips for automating your sales prospecting process to save time and increase productivity. Embrace the Importance of Organization in Business Success: Explore the vital role of organization in achieving sustainable growth and efficiency in your business. Navigate the Transition from Service to SaaS Model: Gain insights on successfully transitioning your business from a service-based model to a SaaS model for enhanced scalability and profitability. The key moments in this episode are: 00:00:00 - Opportunity over Why Me 00:00:31 - Leadfeeder: The Secret Weapon 00:01:08 - Revolutionizing Lead Generation 00:01:44 - Part Two of Trebor Johns Interview 00:02:24 - Organizational Strategies 00:15:03 - The Shift to SaaS 00:16:32 - Overcoming Adversity 00:18:22 - Seizing Opportunities 00:24:12 - Embracing Challenges 00:27:56 - Personal Growth and Parenting 00:28:40 - The Impact of Childhood Experiences on Entrepreneurial Mindset 00:30:26 - Instilling Work Ethic in the Next Generation 00:33:05 - Teaching Responsibility and Value 00:36:01 - Homeschooling and Career Exposure 00:39:47 - Collaborative Podcast Opportunity 00:41:20 - Challenges of SMMAs 00:42:25 - Benefits of AI Solutions 00:43:17 - Importance of AI in Business 00:45:36 - Building Scalable Solutions 00:46:43 - Conclusion and Call to Action Timestamped summary of this episode: 00:00:00 - Opportunity over Why Me Grant Cardone's message about putting in effort and seizing opportunities over asking "why me" is emphasized. The focus shifts to taking action and making the most of opportunities. 00:00:31 - Leadfeeder: The Secret Weapon A brief introduction to Leadfeeder, a tool for identifying website visitors, tracking behavior, and integrating with CRMs for efficient lead engagement. The focus is on providing detailed insights and prioritizing sales efforts. 00:01:08 - Revolutionizing Lead Generation A call to revolutionize lead generation with Leadfeeder for targeted and successful lead engagement. The emphasis is on leveraging customizable notifications and lead scoring to change the game for sales. 00:01:44 - Part Two of Trevor Johns Interview Mario Martinez Jr. introduces part two of the podcast interview with Trebor Johns. He highlights the importance of listening to part one, which covers various topics related to business ownership, sales challenges, and prospecting. 00:02:24 - Organizational Strategies Mario Martinez Jr. shares insights into his organized approach to file structures, email management, and workflow organization. The focus is on creating a highly structured system to facilitate efficient storage and retrieval of information. 00:15:03 - The Shift to SaaS Mario discusses the changing landscape of software development, the speed of development, and the importance of having a sellable SaaS product before investing. 00:16:32 - Overcoming Adversity Mario shares his personal story of being the first in his family to go to college and the challenges he faced in the college application process. 00:18:22 - Seizing Opportunities Mario reflects on the moment he got accepted into UC Berkeley and the valuable lesson he learned about making the most of opportunities. 00:24:12 - Embracing Challenges Mario discusses the importance of focusing on what to do with an opportunity rather than questioning why it was given, emphasizing the need to give 110% in all aspects of life. 00:27:56 - Personal Growth and Parenting Mario shares his experience as a single father and his efforts to guide his son's focus on education, business, and extracurricular activities for the future. 00:28:40 - The Impact of Childhood Experiences on Entrepreneurial Mindset Mario Martinez Jr. shares how his upbringing and family struggles shaped his strong work ethic and entrepreneurial mindset. He emphasizes the importance of experiencing hardship to build character and determination in young entrepreneurs. 00:30:26 - Instilling Work Ethic in the Next Generation Martinez discusses the challenge of instilling a strong work ethic in his privileged sons and shares his decision to let go of their gardener, opting to do yard work as a family. He believes in not paying for household tasks but incentivizing learning and creativity. 00:33:05 - Teaching Responsibility and Value Martinez discusses the importance of not paying children for basic family responsibilities but offering incentives for learning and creativity. He emphasizes the value of teaching children about hard work, responsibility, and the real-life skills needed for success. 00:36:01 - Homeschooling and Career Exposure Martinez shares his approach to homeschooling his son and exposing him to diverse career opportunities. He discusses the decision to allow his son to explore business and marketing courses as an alternative to a challenging cybersecurity course, emphasizing the importance of early exposure to different career paths. 00:39:47 - Collaborative Podcast Opportunity Martinez proposes republishing the conversation on his podcast, highlighting the value he sees in the discussion. He also offers to share the episode on his platforms and encourages ongoing collaboration. 00:41:20 - Challenges of SMMAs The speaker discusses the challenges of social media marketing agencies (SMMAs), such as inability to guarantee results and high client turnover within 90 days. 00:42:25 - Benefits of AI Solutions The conversation shifts to the benefits of AI solutions, including the potential to reduce employee count and improve efficiency in lead generation and outreach. 00:43:17 - Importance of AI in Business The speaker emphasizes the importance of AI in optimizing business processes and staying ahead of competitors who are already leveraging these technologies for maximum ROI. 00:45:36 - Building Scalable Solutions The focus is on building scalable solutions using engineering blueprints and pods, with an emphasis on automating and optimizing different aspects of the business. 00:46:43 - Conclusion and Call to Action The podcast episode concludes with a call to action for listeners to connect on LinkedIn and engage with the host, Mario Martinez Jr., while also promoting the host's SaaS product and encouraging listeners to leave a review on iTunes. Mastering Strategies for Overcoming Business Challenges Effective problem-solving skills are crucial for small business owners to navigate challenges successfully. By mastering strategies for overcoming obstacles, entrepreneurs can enhance their resilience and adaptability in the ever-changing business landscape. With the right approach, businesses can turn setbacks into opportunities for growth and innovation. Harnessing the Benefits of AI Incorporating AI technologies can revolutionize business operations, offering efficiency and accuracy in various processes. Small business owners can harness the benefits of AI to streamline tasks, improve decision-making, and enhance customer experiences. By embracing AI, companies can stay competitive and expand their capabilities in the digital age. Streamlining Sales Prospecting Automation Automating sales prospecting can significantly boost efficiency and productivity for small businesses. By streamlining processes through automation, owners can save time, reduce errors, and focus on high-value tasks. Leveraging technology for sales prospecting can result in improved lead generation, better customer relationships, and ultimately, increased sales revenue. The resources mentioned in this episode are: Connect with Mario on LinkedIn for more engaging content related to the Modern Selling podcast, for more insights, and discussions related to sales and marketing. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. Give the Modern Selling podcast a five-star rating and review on iTunes to show your support. Reach out to Viking AI Solutions for automation solutions and AI-driven services to optimize your business processes.  

  Tired of constantly struggling to generate leads and make your content stand out? Have you been told to automate everything, but still find yourself drowning in ineffective marketing strategies? The frustration of not getting the results you need is real, but there's a better way to achieve success. Let's break the cycle and discover the strategies that will truly elevate your lead generation and content marketing game. Get ready to turn things around and achieve the success you've been striving for. Want to enhance your lead generation and content marketing success? we've got the solution to help you save 20 hours or more in a month and increase your productivity. In this episode, we'll be sharing the strategies and tools you need to achieve that result. Get ready to take your digital selling game to the next level! In this episode of The Modern Selling Podcast, host Mario Martinez Jr. dives into everything from the challenges of digital selling to the future of AI in sales and marketing. Mario's genuine curiosity and experience in the field make for engaging and insightful discussions that shed light on valuable strategies for effective digital selling. From the transition from a service-based company to a SaaS model to leveraging AI for streamlined sales processes and the importance of content marketing and analytics, each episode offers practical takeaways for sales professionals and business owners looking to enhance their digital selling strategies. Mario's knack for asking the right questions and his passion for sales and marketing make this podcast a must-listen for anyone looking to level up their digital selling game. So, if you're keen on improving your lead generation and content marketing success, buckle up and tune in to The Modern Selling Podcast for some game-changing insights! You've got to solve a very specific business problem. And that very specific business problem has to be big enough that it causes enough pain that either an individual for product led growth or company for sales led growth are interested in buying and procuring for solving that business problem. - Mario Martinez Jr. In this episode, you will be able to: Transform your business model with a seamless shift to a SaaS company. Master the art of sales training to supercharge your entrepreneurial success. Harness the power of AI for effortless business automation. Elevate your sales game with cutting-edge digital selling strategies. Drive sustainable growth by mastering long-term SEO tactics for organic traffic.   The key moments in this episode are: 00:00:01 - Introduction and Background 00:02:10 - Evolution of the Company 00:04:27 - Transition to SaaS 00:05:53 - Advice for Business Owners 00:11:27 - Future of SaaS and AI 00:14:35 - Challenges of Manual Commenting on Profiles 00:17:07 - Internal vs. External Hiring for AI Teams 00:22:31 - Importance of Sales Training 00:23:31 - LeadFeeder as a Lead Generation Tool 00:29:23 - Evolution of Prospect Engagement 00:30:11 - The Challenge of Prospecting 00:31:13 - Importance of Content Creation 00:33:01 - The Future of Sales Training 00:34:48 - Pitfalls of Automation 00:37:29 - Long-Term Lead Generation Strategy 00:44:58 - Importance of Playing the Long Tail Game in SEO 00:46:25 - Utilizing Tools for SEO Success 00:47:59 - Building Domain Authority and Monetizing Website Traffic 00:49:40 - Leveraging AI for Customer Sentiment Analysis 00:50:11 - Challenges and Importance of Analytics in Marketing Timestamped summary of this episode: 00:00:01 - Introduction and Background Mario introduces the guest, Trevor, and they discuss his background in sales and marketing, as well as the history of his company's development. 00:02:10 - Evolution of the Company Trevor talks about merging seven companies to form the largest digital sales prospecting training company and developing FlyMSG, a text expansion software to aid sales prospecting. 00:04:27 - Transition to SaaS Trevor explains how he pivoted his company from a service-based model to a SaaS-based model, raising funding and adopting a sales-led growth model. 00:05:53 - Advice for Business Owners Mario and Trevor discuss the transition from a service-based agency to a SaaS product, emphasizing the need to solve a specific business problem and make a strategic choice between service and software. 00:11:27 - Future of SaaS and AI Trevor shares his thoughts on the future of SaaS with AI advancements in coding, emphasizing the importance of a technical co-founder and understanding the workflow of users to implement productivity gains using AI. 00:14:35 - Challenges of Manual Commenting on Profiles Sellers spend 6-12 minutes per profile writing comments. AI reduces this to less than 45 seconds, maintaining context relevance and individual control over the final output. 00:17:07 - Internal vs. External Hiring for AI Teams Business owners should identify the problem they are trying to solve before considering AI. Hiring internally vs. externally depends on expertise. It's easier to hire talent globally post-COVID, reducing costs. 00:22:31 - Importance of Sales Training Early investment in Miller Hyman sales training program helped Mario accelerate sales performance. Collaboration with the company led to Vengreso training 300 of their sellers. Sales training is essential for competitive edge and industry respect. 00:23:31 - LeadFeeder as a Lead Generation Tool LeadFeeder provides detailed insights into visitor behavior, helping prioritize sales efforts and close deals faster. Customizable notifications and lead scoring are changing the game in lead generation and engagement. 00:29:23 - Evolution of Prospect Engagement Prospect engagement has drastically changed over the years, making it harder to connect and have conversations with target buyers. Cold calling and email blasts are less effective, and technological features like automatic voicemail screening have impacted outreach effectiveness. 00:30:11 - The Challenge of Prospecting Sales prospecting has become more difficult, with a 3% hit ratio for emails. To engage with target buyers, it's crucial to figure out their preferred communication channel, be it text, email, phone, video, social media, events, or gift marketing. 00:31:13 - Importance of Content Creation Content creation, including blogs, white papers, ebooks, webinars, and YouTube videos, is essential for optimal performance and business growth. By leveraging a variety of content assets, the company has seen significant growth. 00:33:01 - The Future of Sales Training The latest trend in sales training is guided assistance through AI, which provides real-time objection handling and response suggestions during conversations. However, maintaining up-to-date training, content, and AI systems is crucial for success. 00:34:48 - Pitfalls of Automation Over-automation can lead to decreased response rates and a "spray and pray" approach, diminishing the effectiveness of outreach efforts. While AI is transforming sales, personalization and genuine research still hold significant value in client interactions. 00:37:29 - Long-Term Lead Generation Strategy While short-term lead generation strategies like referrals and social media outreach are important, playing the long tail is crucial. Utilizing competitor research, AI writing tools, and SEO optimization can significantly impact website traffic and lead generation. 00:44:58 - Importance of Playing the Long Tail Game in SEO Mario emphasizes the need to play the long tail game in SEO and cautions against using AI writers without human input. He stresses the importance of creating content in a pillar cluster model and mentions the use of URL Monitor to speed up content indexing. 00:46:25 - Utilizing Tools for SEO Success Mario discusses his use of URL Monitor to expedite content indexing and ensure it complies with Google's guidelines. He highlights the value of small tools and techniques in enhancing SEO efforts and emphasizes the need for a long-term SEO strategy. 00:47:59 - Building Domain Authority and Monetizing Website Traffic Mario explains the significance of building domain authority through high website traffic, making it a valuable asset for potential sale or monetization. He mentions selling backlinks and the importance of distinguishing short-term and long-term marketing strategies for lead development. 00:49:40 - Leveraging AI for Customer Sentiment Analysis Mario discusses the role of AI in analyzing customer sentiment and the importance of optimizing strategies with data. He emphasizes the need for businesses to leverage customer sentiment analytics and optimize their approaches based on feedback and data insights. 00:50:11 - Challenges and Importance of Analytics in Marketing Mario shares his challenges with data inconsistencies across multiple analytics platforms and the importance of analyzing key performance indicators (KPIs) for small businesses. He stresses the need to focus on organic traffic, lead conversion, and revenue growth for effective marketing strategies.   The resources mentioned in this episode are: Check out the Miller Hyman sales training program for comprehensive sales training and education. Type in sales referral to find a great article from Vengreso on how to get referrals from within your network. Visit the Vengreso YouTube channel for videos on sales referral strategies and other valuable sales training content. Explore Surfer SEO for optimizing your website content and improving your search engine ranking. Consider using URL Monitor to expedite the indexing of your website pages on Google for faster visibility and traffic growth.

  Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership. If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation! Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes. This is Jon Freeman's story: Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance. In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams. Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills. Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman This week's special guest is Jon Freeman Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales professionals seeking to navigate the challenges of objection coaching. In this episode, you will be able to: Master objection handling techniques to close more sales and boost team performance. Cultivate lasting customer connections that drive loyalty and repeat business. Navigate the fine line between managing a team and being a successful salesperson. Leverage cutting-edge technology to supercharge your sales approach and stay ahead of the competition. Embrace integrity as the cornerstone of successful and sustainable sales relationships.   The key moments in this episode are: 00:00:00 - Overcoming Objections in Sales Coaching 00:01:38 - Jon's Background and Innerspace.io 00:06:45 - Juicy Personal Story 00:09:56 - Coaching Sales Teams to Overcome Objections 00:13:33 - Practical Strategies for Sales Coaching 00:14:37 - Importance of Sales Guide and FAQ Document 00:15:26 - Dealing with Objections and Rejections 00:17:32 - Identifying Ideal Customers 00:20:23 - Testing and Iterating in Sales 00:25:49 - Selling New and Innovative Solutions 00:28:16 - The turning point in sales and statistics 00:33:24 - Importance of emotion in sales 00:35:09 - Building long-term relationships 00:36:56 - Balancing quotas and relationships 00:40:36 - Focus on the customer 00:41:33 - Challenges in Enterprise Sales 00:42:00 - Measuring Sales Team Performance 00:43:31 - Industry-Specific KPIs 00:44:15 - Tracking KPIs 00:45:04 - Connecting with Jon Timestamped summary of this episode: 00:00:00 - Overcoming Objections in Sales Coaching Jon discusses the challenge of coaching sales teams to overcome objections and emphasizes the importance of understanding individual mental maps and using the Socratic method to help sales reps navigate objections effectively. 00:01:38 - Jon's Background and Innerspace.io Jon shares his accidental journey into sales and introduces Innerspace.io, a company specializing in locationing using existing wifi systems to solve organizational challenges and improve productivity. 00:06:45 - Juicy Personal Story Jon reveals his background as a figure skater and being invited to the first U.S. luge team, highlighting his early competitive spirit and the decision not to pursue the opportunity due to family attachment. 00:09:56 - Coaching Sales Teams to Overcome Objections Jon emphasizes the need for sales leaders to understand and respect individual sales reps' unique mental maps, use the Socratic method, and focus on the prospect's point of view to effectively coach them in overcoming objections. 00:13:33 - Practical Strategies for Sales Coaching Jon provides practical strategies for sales coaching, including creating a list of common questions and answers, leveraging the knowledge of top sales reps, and encouraging active listening and empathy to understand the prospect's perspective. 00:14:37 - Importance of Sales Guide and FAQ Document Jon emphasizes the importance of including a QA document in the sales guide for coaching sales reps. He also highlights the misconception CEOs have about the sales guide. 00:15:26 - Dealing with Objections and Rejections Jon shares a humorous yet frustrating experience of facing objections and rejections, including an instance where a prospect responded with a rude message. Mario empathizes with the challenges of handling such situations. 00:17:32 - Identifying Ideal Customers The discussion shifts to the importance of not wasting time on "dumb" customers and using judgment to recognize unproductive interactions. Jon emphasizes the need to recognize when to give up on certain prospects. 00:20:23 - Testing and Iterating in Sales Jon draws insights from statistics and marketing courses, highlighting the significance of testing, especially when selling a new product or targeting a new audience. He stresses the need for continuous iteration and adaptation in the sales process. 00:25:49 - Selling New and Innovative Solutions Jon shares his experience of selling new, innovative solutions and highlights the unique skill set required for such sales. He advises managers to carefully select sales reps for selling new products and emphasizes the importance of early adoption in such scenarios. 00:28:16 - The turning point in sales and statistics Mario shares his experience of struggling in statistics and how it led him to realize his path in sales. He also talks about the importance of perseverance and seeking help when facing challenges. 00:33:24 - Importance of emotion in sales Jon emphasizes the significance of conveying genuine care and emotion in sales interactions. He discusses the impact of sincerity and emotional connection on customer relationships and decision-making. 00:35:09 - Building long-term relationships Mario reflects on the importance of building long-term relationships with clients, highlighting the lasting impact of genuine appreciation and maintaining contact with individuals, even beyond immediate sales transactions. 00:36:56 - Balancing quotas and relationships Jon discusses the balance between meeting sales quotas and building long-term relationships with clients. He underscores the importance of integrity, efficiency, and assertiveness in sales interactions, while also prioritizing long-term value and connections. 00:40:36 - Focus on the customer The conversation concludes with a focus on prioritizing the customer and recognizing the significance of understanding the sales cycle. Mario emphasizes the need to align sales efforts with addressing customer needs, while Jon highlights the role of prospecting, engagement, and problem-solving in sales leadership. 00:41:33 - Challenges in Enterprise Sales Jon discusses the challenges of selling to large enterprise customers, highlighting the lengthy sales process and the complexity of B2B sales. He questions the effectiveness of current sales metrics in this environment. 00:42:00 - Measuring Sales Team Performance Jon emphasizes the importance of tailoring metrics to the experience level and situation of sales reps. He suggests measuring prospecting for new reps and various funnel stages for different types of sales. 00:43:31 - Industry-Specific KPIs Jon stresses the importance of industry-specific KPIs, such as measuring contacts in a company for big ticket items or tracking funnel stages for single transaction sales. He advocates for competition and coaching based on KPI performance. 00:44:15 - Tracking KPIs Jon advocates for tracking as many KPIs as possible and ensuring transparency with reps. He advises using dashboards and discussing KPIs in weekly calls. Jon also emphasizes the need to promote good behavior and take responsibility for underperforming reps. 00:45:04 - Connecting with Jon Jon shares his contact information and willingness to connect with sales professionals. He encourages personalized connection requests and emphasizes the importance of reaching out with a clear purpose. Winning Customer Loyalty Building strong relationships with clients is essential for long-term success in sales, as loyal customers are more likely to make repeat purchases and recommend your business to others. Overcoming objections through effective coaching helps to establish trust and credibility with customers, ultimately winning their loyalty. Sales leaders must focus on coaching their teams to prioritize customer relationships over short-term gains. Leading vs. Selling Sales coaching should emphasize the importance of leading prospects through the sales process rather than simply focusing on making a sale. By guiding prospects with empathy and understanding, sales teams can create meaningful interactions that lead to conversions. Coaching sales reps to adopt a leadership mindset helps them build rapport, address objections, and ultimately close more deals. The resources mentioned in this episode are: Connect with Jon Freeman on LinkedIn and mention that you heard him on the Modern Selling podcast with Mario Martinez Jr. to establish a personalized connection request. Check out Jon Freeman's Twitter profile and follow him for valuable insights and updates on sales and sales management. If you're interested in reaching out to Jon Freeman, make sure to personalize your connection request on LinkedIn and mention whether you liked or hated the movie Megalopolis. Download FlyMSG at flymsg.io for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant. Watch the movie The Graduate for a classic coming-of-age story and immerse yourself in the timeless tale that Jon Freeman enjoys.

  Are you ready for a mind-blowing revelation that will completely change your perspective on modern selling techniques? Get ready to uncover the unexpected truth that will revolutionize the way you engage with your customers and close more deals. Stay tuned to find out how to transform your sales approach and elevate your success to new heights. Do you want to increase your sales effectiveness and build stronger relationships with your customers? If you're ready to discover the solution to achieving that result, stay tuned for an engaging and insightful approach that will transform your selling techniques and resilience. Let's dive in and elevate your sales game together! Have you ever felt like you're putting in all the effort but not getting the results you want? Maybe you've been told to smile and push through, but deep down, you're feeling the frustration of not making real connections and closing deals. If this sounds familiar, you're not alone. Let's break through the ineffective advice and turn your sales game around for increased effectiveness and stronger relationships. It's time to shake off the old ways and embrace a new approach that brings real results. Are you ready to transform your sales game? This is Gail Kasper's story: Gail Kasper's initiation into the world of sales was an unexpected fusion of family influence and personal experiences. Growing up with a father who possessed a natural knack for sales, Gail observed and absorbed the art of selling from a young age. However, it was her hands-on experience on the front lines, starting as a receptionist and later evolving into a managerial role, that truly cemented her understanding of the sales process. From selling appliances in California to navigating the complex world of training programs, Gail's journey is a testament to perseverance and adaptability. Overcoming abrupt career transitions, including a sudden leap into entrepreneurship after being let go from a job, Gail learned firsthand the significance of agility and continuous growth in the fast-paced realm of modern sales. Her narrative not only showcases her sharpened sales acumen but also underscores the pivotal role of effective leadership in driving sales success. Gail's compelling journey serves as a guiding light, illustrating how embracing change and unwavering commitment can pave the way for triumph in the dynamic landscape of sales. Stop selling. Back up. Slow down. Take control of the call. Position yourself as not ready to jump, but actually pulling back on the sale. - Gail Kasper My special guest is Gail Kasper Gail Kasper, an accomplished TV host, author, and master sales trainer, brings her dynamic expertise to the Modern Selling Podcast. She has empowered teams within Fortune 500 and multibillion-dollar companies, enhancing their sales and public speaking skills. Gail's journey, which began with her dropping out of college at 19 and working her way up the corporate ladder through resilience and determination, provides a unique perspective on the sales profession. Her recent book, "Sell Like a Cockatoo," showcases her innovative approach to sales techniques, offering valuable insights for sales professionals seeking to strengthen engagement and resilience. With her blend of experience, authenticity, and success, Gail Kasper is poised to offer a fresh and impactful perspective on effective sales techniques for modern selling. In this episode, you will be able to: Master modern selling techniques to close more deals and boost your sales performance. Cultivate genuine customer relationships that drive loyalty and repeat business. Overcome sales objections with savvy strategies that turn challenges into opportunities. Harness the power of personalization to make your sales outreach stand out and resonate with prospects. Adapt your sales strategies for virtual environments to thrive in the digital marketplace.   The key moments in this episode are: 00:00:00 - The Importance of Genuine Communication in Sales 00:01:11 - Gail's Background and Expertise 00:03:18 - Gail's Book "Sell Like a Cockatoo" 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story 00:07:04 - The Evolution of Sales and the Modern Buyer 00:13:14 - Building Strong Relationships in Sales 00:14:26 - Climbing the Ladder in Sales 00:15:34 - Utilizing Modern Sales Techniques 00:20:10 - The Concept of "Sell Like a Cockatoo" 00:25:14 - Overcoming Sales Challenges 00:26:30 - The Art of Sales as the Art of Helping 00:28:38 - Selling to the Business Pain 00:29:02 - Helper Mode in Sales 00:31:53 - Sales Process on Steroids 00:37:44 - The Future of Selling 00:40:53 - Impact of Automation on Social Media Platforms 00:42:27 - Functioning vs. Engaging in Sales 00:43:20 - How to Connect with Gail Kasper 00:44:11 - Favorite Movie Discussion 00:46:18 - Conclusion and Call to Action Timestamped summary of this episode: 00:00:00 - The Importance of Genuine Communication in Sales Gail emphasizes the need for genuine communication in sales, advising salespeople to listen actively to customers to understand their needs and provide tailored solutions. 00:01:11 - Gail's Background and Expertise Gail shares her journey from dropping out of college to becoming a TV host, author, and master sales trainer. She highlights her experience working with Fortune 500 companies to enhance their sales and communication skills. 00:03:18 - Gail's Book "Sell Like a Cockatoo" Gail discusses her recent book release, "Sell Like a Cockatoo," and encourages listeners to explore its insights into modern sales strategies and techniques. 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story Gail reveals her surprising introverted nature despite her public persona and shares the intriguing story of meeting her first husband through a wrong number call, leading to a unique relationship. 00:07:04 - The Evolution of Sales and the Modern Buyer Gail and Mario discuss the changing landscape of sales, highlighting the need for sales reps to adapt to the preferences of modern buyers and engage with them through various channels to build meaningful connections and secure sales opportunities. 00:13:14 - Building Strong Relationships in Sales Gail discusses the importance of building strong relationships with customers and suppliers, emphasizing the need to elevate relationships, focus on building rapport, and maintain a positive mindset towards sales interactions. 00:14:26 - Climbing the Ladder in Sales Gail emphasizes the importance of getting educated in sales leadership and management, highlighting the shift in responsibilities from pursuing business to managing people. She stresses the need for leaders to relate to their teams and provide the necessary tools for growth. 00:15:34 - Utilizing Modern Sales Techniques Gail discusses the importance of adapting to modern sales techniques, such as personalized communication on LinkedIn and the use of prospecting videos. She emphasizes the significance of visual and auditory cues in video communication. 00:20:10 - The Concept of "Sell Like a Cockatoo" Gail explains the concept of "Sell Like a Cockatoo," drawing parallels between cockatoos and sales professionals. She highlights the importance of adaptability, building long-term relationships, and maintaining consistency in sales efforts. 00:25:14 - Overcoming Sales Challenges Gail emphasizes the need to shift from a sales-focused approach to a customer-focused approach. She advises sales professionals to take control of sales calls, prioritize understanding the customer's needs, and engage in genuine conversations to build rapport and trust. 00:26:30 - The Art of Sales as the Art of Helping Sales is about building strong relationships and solving business problems. Gail emphasizes the importance of understanding and addressing the customer's needs and pain points. 00:28:38 - Selling to the Business Pain Gail discusses the significance of selling to the business pain and problem-solving approach. She emphasizes the importance of understanding the value proposition and addressing objections with value statements. 00:29:02 - Helper Mode in Sales Gail highlights the challenge of maintaining a helper mindset while dealing with financial pressures and stresses the importance of focusing on the bigger picture to foster a helpful approach in sales. 00:31:53 - Sales Process on Steroids Gail emphasizes the need for elevating the sales process and incorporating patience in the process. She stresses the importance of multiple touchpoints, building relationships, and maintaining positive energy momentum throughout the sales cycle. 00:37:44 - The Future of Selling Gail predicts a shift towards emphasizing live human interaction, communication skills, and relationship-building in the future of selling. She warns against excessive automation and advocates for personalized touchpoints and genuine engagement in sales efforts. 00:40:53 - Impact of Automation on Social Media Platforms Gail and Mario discuss how automation has reduced the effectiveness of social media platforms. They talk about the saturation of social media with seemingly perfect lives and the need for personalization in sales. 00:42:27 - Functioning vs. Engaging in Sales Gail shares a social media post about "functioning" and relates it to sales, emphasizing the need to move beyond just functioning and truly engage with buyers in a meaningful way. 00:43:20 - How to Connect with Gail Kasper Gail provides her social media handles and website for connecting with her. She also offers a special download for the audience related to closing more deals. 00:44:11 - Favorite Movie Discussion Gail and Mario discuss their all-time favorite movies, with Mario revealing his love for "The Goonies" and Gail mentioning "Shawshank Redemption." They talk about the impact and inspiration from these movies. 00:46:18 - Conclusion and Call to Action Mario wraps up the podcast, encouraging listeners to leave a review and download FlyMSG for productivity. He thanks the audience and signs off with a "good selling." Building Genuine Customer Relationships Building genuine customer relationships is crucial in today's sales environment. Gail Kasper emphasized the importance of personalization and authenticity, stressing the need for effort and the absence of shortcuts in connecting with potential clients. Understanding the customer's needs, providing value, and maintaining strong relationships are key elements in effective sales techniques. Mastering Effective Sales Techniques In the realm of modern selling, mastering effective sales techniques is essential for success. Sales professionals must adapt and continuously learn to stay ahead in the ever-evolving sales landscape. Gail Kasper's experiences highlighted the challenges of sales, emphasizing the need for resilience and determination in building a successful business. Overcoming Sales Objections Overcoming sales objections is a critical aspect of successful selling. Sales professionals need to be resilient and persistent in their approach, similar to a broken sink that keeps functioning. Gail Kasper's insights on perseverance and consistency underscore the importance of resilience in addressing challenges and objections in the sales process. The resources mentioned in this episode are: To connect with Gail Kasper, visit her on Facebook and Twitter at Gail Kasper Fans, and on Instagram at Gail Kasper. For a special download of The Three Most Overlooked Sales Tools That Close More Deals, visit offer.GailKasper.com/podcast-gift. To save 20 hours or more in a month and increase productivity, download FlyMSG for free at flymsg.io.

  If you're feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! Are you using the right tools to measure your sales team's success? Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It's time to rethink your sales tool strategy. Are you tired of spending hours crafting personalized messages only to get minimal results? Let's turn that frustration into success. Keep reading to find out how. In a captivating narrative, Mike Curliss, the VP of Sales, shares his eye-opening journey of grappling with the daunting task of improving email engagement rates. He paints a vivid picture of the challenges faced when buyers questioned his location during conference calls, igniting a quest for innovative solutions. With a hint of nostalgia, Mike reflects on the timeless advice from his mentor about the significance of personal connections, drawing parallels to the modern virtual world. Through engaging storytelling, he unveils the pivotal role of virtual backgrounds in sparking conversations and establishing rapport in the digital landscape. As he delves into the art of personalization and delivering value in email prospecting, Mike's insights resonate deeply, offering a compelling narrative of the struggles and triumphs in the realm of modern sales strategies. His tale serves as an inspiring beacon for sales professionals, offering valuable tips and lessons learned from navigating the complexities of prospecting and fostering genuine engagement in an ever-evolving digital landscape. A fool with a tool is still a fool. - Mario Martinez Jr. In today's episode, we feature a webinar between our CEO Mario Martinez Jr, and Mike Curliss is the Vice President of Sales at Maximizer, bringing extensive experience in CRM utilization and sales strategy development. With a career spanning over two decades, Mike has established himself as a seasoned professional in leveraging collaboration tools to enhance sales team productivity and customer engagement. His expertise lies in driving successful prospecting efforts and improving email engagement rates, making his insights crucial for sales professionals aiming to elevate their prospecting effectiveness and communication strategies. In this episode, you will be able to: Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects' inboxes. Elevate Sales Call Presence: Uncover the power of using virtual backgrounds to create a professional and engaging environment in sales calls. Streamline Sales Strategy: Discover the seamless integration of CRM systems to supercharge your sales strategy and drive better results. Maximize Omnichannel Engagement: Master the art of omnichannel sales engagement strategies to connect with prospects across various touchpoints. Measure Sales Tool Impact: Uncover effective ways to measure the ROI of your sales tools and optimize your sales efforts for success.   The key moments in this episode are: 00:00:00 - Challenges with Email Prospecting 00:03:29 - Importance of Virtual Backgrounds 00:04:18 - Using Teams for Collaboration 00:07:34 - Enhancing Email Engagement 00:13:46 - Efficient CRM Integration with Outlook 00:14:15 - Maximizing CRM Integration with Outlook 00:15:14 - Leveraging LinkedIn for Sales Outreach 00:17:50 - Applying Sales Methodology to Multiple Channels 00:19:22 - Building Effective Referral Networks 00:23:31 - Balancing Automation and Personalization 00:28:58 - Applying Sales Principles to Social Media Channels 00:29:56 - Role of TikTok in B2B Sales 00:31:35 - Integrating Tools with CRM for Sales Leaders 00:35:24 - Strategies for Increasing Sales Rep Productivity 00:42:31 - Improving Buyer Engagement through Omnichannel Strategy 00:43:11 - Importance of Multi-Channel Selling 00:44:14 - Evolving Touch Point Strategies 00:45:49 - Utilizing Video for Engagement 00:47:28 - Importance of Inbound Leads and Follow-up Timestamped summary of this episode: 00:00:00 - Challenges with Email Prospecting Mario discusses the challenges of email prospecting, with less than 3% engagement rate. Personalization, value, and a call to action are highlighted as key factors to improve email response rates. 00:03:29 - Importance of Virtual Backgrounds Mario emphasizes the importance of virtual backgrounds in sales conversations, sharing how it can engage buyers and start conversations. Personalization to the individual and value delivery are key elements for successful engagement. 00:04:18 - Using Teams for Collaboration Mike shares insights on using Teams for communication and integration, both internally and externally. He emphasizes the importance of visibility, quick information sharing, and integration with CRM for effective collaboration. 00:07:34 - Enhancing Email Engagement Mario provides tips for enhancing email engagement, including the PBC sales methodology, with personalization, value delivery, and a call to action. Efficient use of emails within a CRM and meeting users where they work are also highlighted. 00:13:46 - Efficient CRM Integration with Outlook Mike discusses efficient CRM integration with Outlook to meet users where they work. He emphasizes the importance of syncing up information and allowing sales reps to operate in their preferred workspace for maximum efficiency. 00:14:15 - Maximizing CRM Integration with Outlook Mike discusses the importance of integrating CRM with Outlook to streamline sales reps' administrative tasks. He emphasizes the need for sales leaders to see all activities in the CRM for better oversight and productivity. 00:15:14 - Leveraging LinkedIn for Sales Outreach The conversation delves into the significance of using LinkedIn for B2B sales outreach. Mike highlights the need for personalized and targeted communication on LinkedIn to warm up potential buyers and increase engagement. 00:17:50 - Applying Sales Methodology to Multiple Channels The discussion focuses on the application of the PVC sales methodology to different communication channels. Emphasizing the need to personalize and engage across various platforms, the conversation underscores the importance of understanding buyer preferences. 00:19:22 - Building Effective Referral Networks The conversation emphasizes the power of referrals in sales and the significance of earning the right to make requests on LinkedIn. Mike and Mario discuss the benefits of utilizing referrals and introductions to enhance sales effectiveness. 00:23:31 - Balancing Automation and Personalization Mario provides insights into striking the right balance between automation and personalization in sales outreach. The conversation highlights the importance of leveraging automation tools while ensuring a personalized touch to stand out from the crowd. 00:28:58 - Applying Sales Principles to Social Media Channels The conversation discusses how the sales tips shared are applicable to various social media channels like Facebook, TikTok, and Instagram. The key takeaway is that building relationships with customers remains crucial regardless of the platform. 00:29:56 - Role of TikTok in B2B Sales The conversation delves into the influence of platforms like TikTok, Instagram, and Facebook on B2B purchasing decisions. It emphasizes the need for businesses to leverage these channels to warm up buyers and influence their buying decisions. 00:31:35 - Integrating Tools with CRM for Sales Leaders The discussion focuses on the importance of integrating tools directly with CRM to drive increased outcomes and revenue. It highlights the core functionalities of a CRM and the tools that can be added for enhanced functionality. 00:35:24 - Strategies for Increasing Sales Rep Productivity The conversation addresses the challenge of sales reps not having enough selling time and emphasizes the need to reduce non-strategic activities. It introduces the concept of using tools like FlyMSG to increase productivity. 00:42:31 - Improving Buyer Engagement through Omnichannel Strategy The conversation emphasizes the importance of omnichannel engagement and prospecting strategy for improving buyer engagement. It highlights the need to go beyond traditional channels like phone and email to engage buyers where they are. 00:43:11 - Importance of Multi-Channel Selling Using multiple channels can increase buyer engagement by up to 40%. Cadence, content, and engagement strategies are crucial for soliciting a response from buyers. 00:44:14 - Evolving Touch Point Strategies Pre-Covid, 8-12 touch points were needed for a response. Now, it's 12-18 touch points due to increased digital communication channels. It's essential to adapt and experiment with touch point strategies. 00:45:49 - Utilizing Video for Engagement Video is a powerful tool for engaging buyers, utilizing visual and auditory senses. It's important for sales reps to use video effectively, including positioning the play button strategically and making a positive first impression. 00:47:28 - Importance of Inbound Leads and Follow-up Responding to inbound leads within the first five minutes is crucial for success. Additionally, following up at least six times increases engagement by 90%. Personalized and sincere interactions with prospects are essential for standing out from competitors. Streamline Sales Strategy Streamlining sales strategy involves integrating CRM tools with various communication platforms and leveraging AI to enhance sales processes and efficiency. Effectively measuring the ROI of sales tools requires proper integration, user adoption, and leveraging tools to their full potential to drive efficiencies in sales strategies. Adapting sales strategies to align with changing buyer behaviors, utilizing video for personalized selling, and emphasizing human intent in sales activities are key components of streamlining sales strategy Elevate Sales Call Presence Enhancing sales call presence involves leveraging various communication channels, including email, LinkedIn, voicemails, text messaging, and video messages, to engage with potential buyers effectively. Utilizing CRM tools, social media platforms, and AI can optimize sales team productivity and enhance engagement with potential buyers during sales calls. Understanding buyer cadence and tailoring sales approaches across different channels can elevate sales call presence and improve buyer engagement in a competitive digital landscape. Boost Email Engagement Elevating email engagement rates is crucial for successful prospecting efforts, as low response rates hinder sales teams' ability to connect with potential buyers effectively. Implementing personalized, value-driven, and concise email communication strategies can significantly boost email engagement and capture the attention of recipients. By focusing on personalization, value, and clear calls to action in emails, sales professionals can increase their chances of eliciting responses and driving meaningful conversations with target buyers. The resources mentioned in this episode are: Download the 43-page prospecting guide for an interactive prospecting guide to improve buyer engagement. The guide provides valuable insights and strategies to enhance your prospecting efforts. Check out the article on the ROI of sales tools to learn how to measure the return on investment of the tools you're using. Gain valuable insights on identifying tools that drive results and how to effectively measure their impact. Explore FlyMSG, a free text expander and personal writing assistant that can help you save 20 hours or more in a month and increase your productivity. Download it now to experience its benefits. Access the guide on LinkedIn commenting to learn effective strategies for engaging on LinkedIn. Enhance your social selling skills and improve your engagement with potential buyers on the platform. Utilize the prospecting guide and the article on the ROI of sales tools to optimize your sales strategies and improve buyer engagement. These resources offer practical insights and actionable steps to drive better results in your sales efforts.

  If you're feeling frustrated by the long sales cycle and struggling to convince potential clients of the value of your complex solution, then you are not alone! Many sales leaders are facing the challenge of helping their sales teams navigate this complex environment and close deals effectively. Unexpected twist: Imagine a sales leader who's also a reserve deputy and a private pilot! Sounds like a character straight out of a movie, right? But this leader is real, and his insights are just as thrilling as his adventures. Want to know more about his unique approach to sales? Stay tuned to discover the unexpected secrets of this extraordinary sales leader's journey. Overcoming Complex Sales Environment Challenges Overcoming challenges in a complex sales environment involves understanding outcome-based desires and offering integrated solutions. Identifying and engaging with various buying influencers, such as economic buyers and technical influencers, is crucial for closing deals successfully. Navigating through gatekeepers to access key decision-makers requires earning trust and guidance for progress in the sales process. This is Stephen Kowal's story: Stephen Kowal's journey into effective sales leadership strategies is a captivating story of transition and passion. After spending 35 years in sales, including a significant tenure at a Fortune 500 company, Stephen's life took an unexpected turn during the pandemic. Moving his family to Montana, he initially thought he was done with selling. However, the allure of a remarkable company, Nextivity, reignited his passion. Nextivity's innovative technology and the potential to make a substantial impact in the industry drew Stephen back in from what he humorously refers to as a "midlife sabbatical." His enthusiasm for the company's work is palpable, and his dedication to the role shines through as he describes their solutions for enhancing cellular coverage in buildings. Stephen's story is one of resilience, adaptation, and an unwavering commitment to driving positive change, making him a truly inspiring figure in the world of sales leadership. I view change as excitement. I hire people that view changes as excitement. - Stephen Kowal With over 35 years in sales, Stephen Kowal, the chief commercial officer at nextivity, boasts a wealth of experience in driving sales team performance and navigating complex sales environments. His impressive background includes leading a large sales team at a Fortune 500 company and making a significant impact in the telecommunications industry. Beyond his professional achievements, Stephen's passion for adventure, including being an Ironman and a reserve deputy in Montana, adds a unique and dynamic perspective to his expertise. As a guest, his insights promise to offer a refreshing blend of practical wisdom and real-world experience in sales leadership strategies. In this episode, you will be able to: Master effective sales leadership strategies that can transform your team's performance and drive unprecedented growth. Discover the key elements of building a successful channel sales model that can exponentially expand your reach and revenue. Overcome the most complex challenges in the sales environment and emerge victorious with powerful strategies and insights. Uncover the undeniable importance of sales methodology training and how it can revolutionize your team's approach to closing deals. Learn how to motivate your sales teams to consistently achieve and exceed their quotas, fostering a culture of success and high performance.   The key moments in this episode are: 00:00:00 - Importance of Alignment and Delegation 00:01:00 - Background and Role of Stephen Kowal 00:03:19 - Collaborating with Major Carriers 00:06:28 - Evolving Sales Strategies in Complex Solution Selling 00:11:48 - Importance of Establishing a Coach 00:13:18 - Understanding the Personal Lens in Sales Pitch 00:14:57 - Utilizing CRM for Sales Accountability 00:17:31 - Leadership Lessons for Managing Diverse Global Teams 00:19:22 - Transparency and Communication in Unsettled Times 00:23:30 - Scaling Sales Organizations for Growth 00:27:09 - Negotiating a Contract 00:29:06 - Lessons for Sales Leaders 00:33:59 - Investing in Current Sales Team 00:37:41 - Challenges in Selling Complex Solutions 00:40:52 - Embracing Change and Building a Dynamic Sales Team 00:41:10 - Adapting to New Technology and Generational Differences 00:42:08 - Success in Mentoring Early Sellers 00:43:01 - Connecting Through LinkedIn and Professional Networking 00:43:50 - Personal Interests and Building Rapport Timestamped summary of this episode: 00:00:00 - Importance of Alignment and Delegation Stephen emphasizes the importance of speaking the same language internally and being aligned around the same goal. He also highlights the value of delegating decision-making to other people rather than doing it all yourself. 00:01:00 - Background and Role of Stephen Kowal Stephen shares his background as a 35-year veteran of sales and his current role as the Chief Commercial Officer at Nextivity. He also provides an overview of Nextivity's focus on providing coverage solutions for buildings. 00:03:19 - Collaborating with Major Carriers Stephen discusses Nextivity's partnership with major carriers to provide simple, easy-to-deploy solutions for in-building cellular coverage. He emphasizes the importance of ensuring that cell phones work seamlessly both inside and outside buildings. 00:06:28 - Evolving Sales Strategies in Complex Solution Selling Stephen reflects on the evolving complexities in selling strategies, particularly in complex solution selling. He highlights the need to focus on outcome-based desires and the increasing number of people with veto power in the decision-making process. 00:11:48 - Importance of Establishing a Coach Stephen emphasizes the importance of establishing a coach within an organization, particularly when the decision-making process involves multiple buying influences. He highlights the significance of finding someone with a personal problem that aligns with the solution being offered. 00:13:18 - Understanding the Personal Lens in Sales Pitch Stephen discusses the importance of understanding people's personal wins and aligning sales pitches to their incentives and measurements for quicker responses. 00:14:57 - Utilizing CRM for Sales Accountability Stephen emphasizes the need for a CRM that allows sellers to track key roles in opportunities and underscores the importance of managerial reviews for accountable sales practices. 00:17:31 - Leadership Lessons for Managing Diverse Global Teams Stephen highlights the importance of speaking the same language internally and sharing a common vision that aligns with the organization's goals for effective leadership in diverse global teams. 00:19:22 - Transparency and Communication in Unsettled Times Stephen stresses the significance of transparent communication, even in challenging times, and the need to put a plan in front of employees to foster trust and collaboration. 00:23:30 - Scaling Sales Organizations for Growth Stephen discusses the role of channels as a great multiplier for scaling sales organizations and driving growth, along with the use of contract sellers to enter specific markets and verticals for effective expansion. 00:27:09 - Negotiating a Contract Stephen recounts negotiating a $30,000 contract and the importance of knowing when to stop negotiating. 00:29:06 - Lessons for Sales Leaders Stephen shares the importance of training, aligning leadership around vision and goals, and learning from wins and losses to manage and motivate the sales team. 00:33:59 - Investing in Current Sales Team Stephen emphasizes the value of investing in the current sales team for faster profitability, rather than constantly hiring new hot shots who may not stay long-term. 00:37:41 - Challenges in Selling Complex Solutions Stephen discusses the challenges of selling complex solutions, such as convincing enterprises of their need and responsibility in a complex sales process with long cycles. 00:40:52 - Embracing Change and Building a Dynamic Sales Team Stephen shares his perspective on change, hiring people who view change as excitement, and the importance of a diverse sales team to stay energized in a complex sales environment. 00:41:10 - Adapting to New Technology and Generational Differences Stephen discusses the cultural shift in technology and the generational gap in the sales industry, emphasizing the value of diverse perspectives and learning from each other. 00:42:08 - Success in Mentoring Early Sellers Stephen highlights the success of mentoring early sellers and seeing them thrive in their careers, showcasing the impact of bringing in fresh perspectives and knowledge to an organization. 00:43:01 - Connecting Through LinkedIn and Professional Networking Stephen talks about the benefits of using LinkedIn for professional networking, staying updated with industry trends, and the value of connecting with like-minded professionals on the platform. 00:43:50 - Personal Interests and Building Rapport Stephen shares his love for the movie "Tombstone" and its reflection of his interest in the old west, offering a personal insight into his hobbies and background. Mastering Effective Sales Leadership Effective sales leadership involves aligning the sales team around a common sales methodology to drive unity and success. Transparent and empathetic communication is crucial in leadership to build trust and rally the team towards common goals. Leveraging channel partnerships can be a great multiplier for scaling a sales organization and driving growth. Building a Successful Channel Sales Model Building a successful channel sales model requires enabling and incentivizing channel partners for mutual success. Managing indirect sales channels differs from direct sales employee management, necessitating tailored strategies. Channel partnerships can play a pivotal role in scaling a sales organization and reaching diverse markets efficiently. The resources mentioned in this episode are: Connect with Stephen Kowal on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast. Download FlyMSG for free at Flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

  If you're feeling lost in a sea of automated sales communication, following generic scripts and hoping for results, then you are not alone! Sales professionals are struggling to stand out and make authentic connections in a world dominated by AI and automation. It's time to break free from the mold and rediscover the power of genuine, personalized communication. Discover the unexpected reason why authentic sales communication is the key to success. Join me as we unveil the surprising connection between personalization, AI, and the lost art of effective communication. You won't want to miss this eye-opening revelation that will transform the way you approach sales. Stay tuned to uncover the truth behind authentic sales communication and its impact on your success. The Pitfalls of Automated Sales: Why Personalization Matters In today's sales landscape, many professionals rely on automation to handle outreach, often leading to generic and impersonal messages. Chris Caldwell points out that poorly targeted personalization can cause more harm than good, as it fails to connect with prospects on a meaningful level. By simply inserting a name or generic data into a template, sales reps risk dehumanizing the conversation, making the outreach feel robotic. Authenticity, Caldwell stresses, comes from truly understanding your prospect's needs and providing personalized value, not just superficial details. This is Chris Caldwell's story: In this episode of The Modern Selling Podcast, host Mario Martinez Jr. welcomes Chris Caldwell, founder and CEO of Sell As You Are, a sales training and coaching company. Chris's journey from teaching to sales and ultimately founding his own company provides a unique perspective on the challenges facing sales professionals. He emphasizes the crisis of authenticity in sales, shedding light on the impact of dehumanization through technology and the importance of personal agency in maintaining one's unique voice and power in a sales role. The conversation delves into the significance of authentic and courageous selling, highlighting the need for genuine connections, problem-solving, and personalized communication in today's sales landscape. Chris's insights, drawn from his diverse background and professional expertise, offer valuable lessons for sales professionals, making this episode a must-listen for those seeking to navigate the evolving sales environment with authenticity and success. The easiest way to define courage or authenticity is the courage to tell the truth. - Chris Caldwell My special guest is Chris Caldwell Chris Caldwell, the founder and CEO of Sell as You Are, brings a refreshing blend of teaching and sales expertise to the table. With a background in high school education and coaching, Chris transitioned into the sales realm, where he recognized the critical need for authentic communication in the sales process. Leveraging his experiences, he has developed a keen understanding of the challenges faced by sales professionals and leaders. Chris is dedicated to empowering individuals to infuse their sales strategies with authenticity and conscious awareness, addressing the dehumanization of outreach and the loss of personal agency. His unique perspective and commitment to bridging the gap between structured processes and genuine, powerful communication make him a compelling voice in the sales arena. In this episode, you will be able to: Master Authenticity in Sales Communication: Learn how to build genuine connections with prospects and clients, leading to stronger relationships and increased sales. Leverage AI for Personalized Outreach: Discover how artificial intelligence can revolutionize your sales approach, enabling tailored and impactful communication with potential leads. Embrace Courage in Professional Sales Conversations: Uncover the power of confidence and bravery in sales interactions, empowering you to navigate challenging discussions with ease. Navigate the Impact of Technology on Sales Effectiveness: Explore the influence of technological advancements on modern sales practices and how to adapt for optimal performance. Cultivate Trust and Respect in Sales: Uncover strategies to establish trust and respect with clients, paving the way for long-term, mutually beneficial partnerships.   The key moments in this episode are: 00:00:00 - Defining Courage and Authenticity 00:00:20 - Personalization in Sales 00:01:23 - Chris' Background and Unique Fact 00:04:00 - Starting Sell as You Are 00:09:35 - Challenges in Sales 00:15:18 - The Lost Art of Communication 00:19:40 - Authenticity and Courage in Sales 00:22:41 - Tough Conversations in Sales 00:27:30 - The Power of Uncomfortable Conversations 00:29:56 - Prospects Knowing What They Want vs. What They Need 00:30:31 - The Power of Personalization in Sales 00:31:08 - Remaining Effective with Technology 00:33:43 - The Pitfalls of Poorly Targeted Personalization 00:40:04 - The Power of Authenticity in Sales 00:43:07 - Favorite Movie and Comedy Influence 00:45:39 - Appreciating the Genius 00:45:50 - Importance of Ratings and Reviews 00:46:09 - Productivity Tool Recommendation 00:46:40 - Conclusion and Gratitude Timestamped summary of this episode: 00:00:00 - Defining Courage and Authenticity Chris discusses the definition of courage and authenticity as the courage to tell the truth and the importance of showing up in your power to help others. 00:00:20 - Personalization in Sales Chris talks about the importance of relevant personalization in sales, highlighting the need for genuine personalization and the impact of first impressions on buyers. 00:01:23 - Chris' Background and Unique Fact Mario asks Chris about his background as a teacher and his unique experience with improv and stand-up comedy, shedding light on Chris's journey to the sales world. 00:04:00 - Starting Sell as You Are Chris shares his motivation for starting Sell as You Are, emphasizing the need to blend the energy of process and structure with authenticity and personal power in sales training. 00:09:35 - Challenges in Sales Chris identifies the challenges faced by sales professionals, including the dehumanization of outreach, the loss of personal agency, and the struggle to be authentic in sales interactions. 00:15:18 - The Lost Art of Communication Chris discusses the impact of electronic communication on effective communication, influence, and sales. He emphasizes the importance of having real conversations and guiding them effectively to solve problems in the sales industry. 00:19:40 - Authenticity and Courage in Sales Chris highlights the role of authenticity in sales success and defines it as the courage to tell the truth. He explains how sales professionals often become inauthentic in their behavior to cater to perceived expectations, losing their power in the process. 00:22:41 - Tough Conversations in Sales Mario shares a challenging experience with a client's disengagement, emphasizing the importance of addressing tough issues authentically. Chris adds to the discussion by sharing his own experiences of having tough conversations with clients and the importance of courage in telling clients the truth. 00:27:30 - The Power of Uncomfortable Conversations Chris emphasizes the need for sales professionals to appropriately make people uncomfortable in order to help them. He highlights the value of honest, authentic conversations in expanding perspectives and solving problems effectively for prospects. 00:29:56 - Prospects Knowing What They Want vs. What They Need Chris discusses how prospects often know what they want but may not know what they need. He draws parallels to parenting, emphasizing the role of sales professionals in offering their expertise and expanding prospects' perspectives to help them identify their true needs. 00:30:31 - The Power of Personalization in Sales Chris explains the importance of bringing a personalized approach to sales, using the analogy of maps to illustrate how combining perspectives leads to greater understanding for the prospect. 00:31:08 - Remaining Effective with Technology Mario asks Chris about the changing landscape of technology and how sales professionals can remain effective. Chris emphasizes the need to personalize messages in a genuine way and stand out from the competition. 00:33:43 - The Pitfalls of Poorly Targeted Personalization Chris shares an example of poorly targeted personalization in an email he received, highlighting the importance of relevant personalization and authentic communication to truly connect with prospects. 00:40:04 - The Power of Authenticity in Sales Chris discusses the impact of authenticity in sales messages, emphasizing the need for sellers to be more casual and authentic in their communication to differentiate themselves from AI-generated content. 00:43:07 - Favorite Movie and Comedy Influence Chris shares his all-time favorite movie, "Dumb and Dumber," and discusses how Jim Carrey's comedic genius transformed the genre, influencing a new wave of dumb comedies in the industry. 00:45:39 - Appreciating the Genius Mario and Chris discuss the genius of certain lines in a movie, highlighting the importance of appreciating creativity and wit in storytelling. 00:45:50 - Importance of Ratings and Reviews Mario encourages listeners to give the podcast a five-star rating and review on iTunes, emphasizing the value of feedback in improving the podcast's visibility and reach. 00:46:09 - Productivity Tool Recommendation Mario recommends FlyMSG as a tool to save time and increase productivity, emphasizing the importance of leveraging technology to optimize work efficiency. 00:46:40 - Conclusion and Gratitude Mario expresses gratitude to the listeners and encourages them to tune in to the next episode, emphasizing the importance of continuous learning and improvement in the sales profession.   The Courage to Be Authentic: How Sales Leaders Can Stand Out Chris Caldwell emphasizes the importance of authenticity in sales by defining it as “the courage to tell the truth.” Sales professionals often feel the pressure to conform to customer expectations, losing their personal voice in the process. Caldwell encourages sales leaders to be courageous in their interactions by embracing their unique style and offering genuine solutions. By doing so, they build trust with their clients and create deeper, more meaningful relationships, which are essential for long-term success in an increasingly automated world. How AI and Technology Can Support, Not Replace, Salespeople As technology continues to evolve, the role of AI in sales is becoming more prominent. However, Chris Caldwell explains that while AI can assist with tasks like data analysis and streamlining processes, it cannot replace the human element needed for effective sales communication. Caldwell believes that technology should be used as a tool to enhance personalization, not automate it. By leveraging AI to gather insights and tailor messages, salespeople can craft more thoughtful, impactful outreach, standing out from competitors who rely solely on automated tactics. The resources mentioned in this episode are: Connect with Chris Caldwell on LinkedIn to learn more about his sales training company, Sell As You Are, and engage in valuable sales discussions. Reach out to Chris Caldwell via email at Chris@sellersur.com to inquire about sales training and coaching services for sales professionals and sales leaders. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Watch the movie Dumb and Dumber for a hilarious comedy experience that has influenced a whole genre of dumb comedies. Give the Modern Selling Podcast a five-star rating and review on iTunes to support Mario Martinez Jr. and the podcast.

Discover the unexpected family connection behind the email marketing expertise. Dive into Sujan Patel's journey to success and how he and his cousin are taking the entrepreneurial world by storm. Don't miss this surprising revelation! Want to enhance your cold email strategies and increase engagement? I've got the solution to help you achieve just that. Let's dive deep into optimizing your email game for maximum impact. Get ready to level up your email engagement like never before! Outbound Prospecting Best Practices Outbound prospecting requires adaptability and creativity to navigate changing email deliverability landscapes. Sales reps should focus on reply rates and personalization to increase engagement with prospects. Employing omni-channel strategies and continuous testing and iteration are crucial for successful outbound prospecting efforts in today's fast-paced sales environment. This is Sujan Patel's story: Sujan Patel's journey into the world of modern cold email strategies is a testament to his fearless approach to life. From breaking bones in high school to skydiving and even jumping out of a crashing plane, Sujan embodies the spirit of perseverance and fearlessness. His introduction to the power of effective cold email strategies came through his extensive experience as an entrepreneur and his role at Mailshake. With over 20 years of experience in marketing, working with numerous SaaS, e-commerce, and tech companies, Sujan recognized the need for a different approach to reaching potential clients. This realization led him to delve into the world of cold email strategies, leveraging his expertise to navigate the evolving landscape of email engagement. Sujan's unique journey not only showcases his adventurous spirit but also serves as an inspiring backdrop to his mastery of modern email engagement techniques. I think I would urge people to just start A/B testing more of their subject lines. And one, at the very least, what it does is it gives you more unique emails, again, counts for less. It's more personalization, effectively. - Sujan Patel My special guest is Sujan Patel Sujan Patel, the co-founder of Mailshake, joins me in this episode. With over nine years of experience, Mailshake has engaged with 60,000+ users and sent hundreds of millions of emails. Sujan's expertise in sales, productivity, and sales messaging makes him a domain thought leader. Apart from being an entrepreneur for the last 20 years, he has worked with various SaaS, e-commerce, and tech companies. Sujan's insights and data-driven strategies promise to enhance your cold email game. So, get ready to dive into optimizing your cold email strategies with us. In this episode, you will be able to: Mastering Cold Email Strategies: Unlock the secrets to captivating cold email content and skyrocket your response rates. Harnessing AI for Personalized Email: Discover how AI is revolutionizing email personalization and boosting engagement with your prospects. Outbound Prospecting Best Practices: Learn the top tactics for finding and connecting with high-quality leads to supercharge your sales pipeline. Elevating Email Deliverability: Uncover the key strategies to ensure your emails reach the right inbox and avoid the dreaded spam folder. Embracing Omnichannel Sales: Explore the power of omnichannel approaches to connect with prospects across multiple touchpoints and drive conversions.   The key moments in this episode are: 00:00:00 - The Impact of Email Providers on Outbound Prospecting 00:00:47 - Introduction to Mailshake and Sujan Patel's Background 00:03:32 - Thrill-Seeking Side of Sujan Patel 00:09:48 - Challenges in Outbound Prospecting 00:13:16 - Important Strategies for Email Engagement 00:14:10 - Importance of Email Deliverability 00:17:42 - Maximizing Email Volume 00:20:37 - Ideal Email Length 00:25:01 - Personalization Strategies 00:28:27 - Best Time to Schedule Calls 00:28:43 - The Importance of Personalization in Email Outreach 00:30:05 - Subject Line Length and Performance 00:34:08 - Tracking and Permission-based Emails 00:38:58 - Continuous Optimization and Testing 00:41:37 - Outbound Cadence and Touch Points 00:43:13 - Multi-channel Omni Channel Touch Points 00:44:07 - LinkedIn Engagement Strategy 00:45:37 - Power of LinkedIn Follow Button 00:49:59 - Flypos AI and FlyEngage AI Timestamped summary of this episode: 00:00:00 - The Impact of Email Providers on Outbound Prospecting Sujan Patel discusses how major email providers have cracked down on spam, leading to email throttling and the need for lower volume per email address. He emphasizes the importance of unique copy and the necessity of personalization in emails to increase deliverability. 00:00:47 - Introduction to Mailshake and Sujan Patel's Background Mario Martinez Jr. introduces Sujan Patel as the co-founder of Mailshake and a domain thought leader in sales and productivity. Sujan shares his entrepreneurial journey and experience in sales and B2B go-to-market strategies. 00:03:32 - Thrill-Seeking Side of Sujan Patel Sujan Patel reveals his passion for thrill-seeking activities and shares a harrowing experience of jumping out of a crashing plane during a skydiving trip. His fearlessness and resilience tie into his entrepreneurial mindset. 00:09:48 - Challenges in Outbound Prospecting Sujan Patel addresses the current challenges in outbound prospecting, highlighting the low response rates for emails and the difficulty in reaching buyers, especially with the majority working from home. He emphasizes the need for adjusting email strategies to adapt to these changes. 00:13:16 - Important Strategies for Email Engagement Sujan Patel provides key strategies for improving email engagement, including the importance of personalization, unique copy, and minimizing links and tracking in emails. He emphasizes the need for emails to be tailored to 00:14:10 - Importance of Email Deliverability Sujan emphasizes the significance of the percentage open rate and optimizing against replies rather than clicks. He also mentions the importance of omnichannel outreach for sales effectiveness. 00:17:42 - Maximizing Email Volume Sujan discusses the optimal number of emails to send per day and the use of multiple email addresses and domain names to increase email volume while maintaining deliverability. 00:20:37 - Ideal Email Length Sujan recommends keeping outbound campaign emails between 50 to 75 words for optimal performance. He underscores the importance of brevity for higher engagement and shares his approach to using AI to streamline email content. 00:25:01 - Personalization Strategies Sujan delves into the significance of personalization beyond just using the recipient's name, highlighting the inclusion of job titles and industry-specific pain points. He also emphasizes the need for clear call-to-action and direct communication. 00:28:27 - Best Time to Schedule Calls Sujan shares his insight on the best time to schedule calls and the impact of the day of the week on email response rates. He provides practical tips for effective scheduling to maximize response rates. 00:28:43 - The Importance of Personalization in Email Outreach Sujan emphasizes the need for personalization in email outreach, urging the customization of emails for different segments of people. He stresses the importance of identifying pain points and addressing them in the emails to resonate with the recipients. 00:30:05 - Subject Line Length and Performance Sujan discusses the performance of subject lines, highlighting the shift from one to three word subject lines to longer ones in email marketing. He advises testing different subject line lengths and formats to find what resonates best with the audience. 00:34:08 - Tracking and Permission-based Emails The conversation delves into the issue of tracking and permission-based emails. Sujan expresses his frustration with the overuse of permission-based emails and emphasizes the importance of providing value to recipients. He suggests avoiding links in the first email and only introducing them in subsequent follow-ups after establishing initial engagement. 00:38:58 - Continuous Optimization and Testing Sujan advocates for continuous optimization and A/B testing from the start of an email campaign. He stresses the need for rapid testing and tweaking, making small iterations based on the performance of each batch of emails. Additionally, he discusses the impact of leveraging omni-channel approaches to increase engagement. 00:41:37 - Outbound Cadence and Touch Points The conversation explores the optimal length of an outbound cadence, with Sujan recommending a 45 to 60 day range. He emphasizes the 00:43:13 - Multi-channel Omni Channel Touch Points Sujan and Mario discuss the use of at least four different mediums to achieve successful sequences or cadences, with more than ten touch points being effective. 00:44:07 - LinkedIn Engagement Strategy Sujan shares his strategy for engaging with prospects on LinkedIn, emphasizing the importance of being a thought leader and utilizing multiple touch points before sending a connection request. 00:45:37 - Power of LinkedIn Follow Button Mario highlights the power of the follow button on LinkedIn and the importance of warming up prospects before sending a connection request, as well as the use of AI for social media posts. 00:49:59 - Flyposts AI and FlyEngage AI Sujan and Mario discuss the benefits of using AI tools like Flyposts AI for creating native content and FlyEngage AI for writing comments on LinkedIn, emphasizing the need for contextual relevance in social selling. Mastering Cold Email Strategies Effective cold email strategies are crucial for engaging with prospects in today's competitive sales landscape. Personalization, brevity, and value-driven content are key elements in crafting successful cold emails. Testing and iterating on different elements such as subject lines, email length, and call-to-action are essential for optimizing email engagement. Harnessing AI for Personalized Email Utilizing AI technology can enhance the personalization and effectiveness of cold emails. AI tools can analyze data to personalize emails based on recipient preferences and behavior. Automated AI responses can help sales professionals save time and improve engagement with prospects by providing relevant and timely information. The resources mentioned in this episode are: Connect with Sujan Patel on LinkedIn to learn more about his expertise in outbound sales and email deliverability. Download Mailshake to optimize your outbound sales cadences and improve your email deliverability. Explore Flypost AI to create native content for LinkedIn and engage with your audience effectively. Check out FlyMSG to save time and increase productivity with a free text expander and personal writing assistant. Watch The Dark Knight, Sujan Patel's all-time favorite movie, for some action-packed entertainment.

  Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result. Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now. Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach. Uncover the Power of AI for Sales Success AI in sales is a significant step change, providing valuable insights beyond data. Utilize AI wisely to gain a deeper understanding of buyer psychology and engagement. The potential of AI lies in providing insights and enhancing sales strategies thoughtfully. Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender. Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation. Buyer intelligence is nothing but a way of building that buyer first approach. Because when you walk into a meeting, you spend 30 seconds looking at someone's profile and say, okay, this is what matters to this person. This is what doesn't matter. Hence I should say this, not say that, right? Simple things. It's not about you. Your process, your qualification methodology, your medics, your med pics. No buyer doesn't care. - Amarpreet Kalkat   My special guest is Amarpreet Kalkat Amarpreet Kalkat is the CEO and founder of Human tech AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach. In this episode, you will be able to: Maximize sales potential with AI-driven strategies. Tailor your sales approach to prioritize the buyer's needs. Gain valuable insights on leveraging human touch in AI-powered sales. Craft personalized messages to resonate with your prospects. Uncover the impact of personality insights on driving sales success.   The key moments in this episode are: 00:00:09 - Introduction to AI in Sales 00:03:29 - Buyer First Approach 00:07:34 - Nuanced Approach to AI in Sales 00:10:10 - Leveraging AI for Thoughtful Engagement 00:13:45 - The Challenge of AI SDRs 00:14:49 - The State of AI in Sales 00:16:10 - The Future of AI in Sales 00:17:28 - The Role of AI in Message Preparation 00:19:13 - Risks of AI in Sales 00:27:34 - Importance of Buyer Intelligence 00:29:36 - Importance of Putting Buyers First 00:31:01 - Applying Buyer-First Approach 00:34:55 - Challenges and Solutions in Buyer Insight 00:36:21 - Understanding Buyer's Personality 00:39:38 - Personalized Engagement with Buyers 00:42:36 - Importance of Buyer Intelligence 00:43:07 - Subject Line Performance 00:45:01 - Tactics vs. Concepts 00:46:33 - Generalization in Advice 00:48:35 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:09 - Introduction to AI in Sales Mario Martinez introduces Amaprit Kalkat, CEO and founder of Human Tech AI, to discuss AI and sales personality insights for better buyer engagement. 00:03:29 - Buyer First Approach Amaprit emphasizes the importance of a "buyer first" approach in sales, focusing on understanding buyers at a deeper level and shifting the sales conversation to be more about the buyer. 00:07:34 - Nuanced Approach to AI in Sales Amaprit highlights the need for a nuanced approach to leveraging AI in sales, emphasizing the importance of thoughtful and intelligent automation over "spray and pray" tactics. 00:10:10 - Leveraging AI for Thoughtful Engagement Amaprit discusses the potential of combining multiple signals and insights to personalize sales engagement, moving beyond traditional ICP targeting and focusing on understanding user psychology and psychometrics. 00:13:45 - The Challenge of AI SDRs Mario Martinez and Amaprit discuss the challenges and implications of AI-driven SDRs in sales, addressing the issues of spammy and unthoughtful messaging, and the need for more thoughtful engagement strategies. 00:14:49 - The State of AI in Sales Amarpreet discusses the current state of AI in sales, mentioning that AI STR is not fully ready but is better than most bad STRs. 00:16:10 - The Future of AI in Sales The discussion shifts to the future of AI in sales, with Amarpreet emphasizing the importance of human-assisted AI and the potential for AI to coexist with human sales representatives. 00:17:28 - The Role of AI in Message Preparation Amarpreet explores the idea of AI preparing messages for sales outreach, suggesting the possibility of human validation based on personality insights before sending out automated messages. 00:19:13 - Risks of AI in Sales The conversation delves into the risks of AI in sales, including the potential for leaders to replace people with AI without fully understanding its impact on the sales process and the disillusionment surrounding AI's predicted economic impact. 00:27:34 - Importance of Buyer Intelligence Amarpreet introduces the concept of buyer intelligence, emphasizing the significance of understanding buyers at a deeper level and the potential for salespeople to drive revenue by helping buyers buy more effectively. 00:29:36 - Importance of Putting Buyers First Amarpreet emphasizes the significance of prioritizing the buyer's needs and interests in sales. He highlights the effectiveness of a buyer-first approach and shares insights on understanding what matters to each individual buyer. 00:31:01 - Applying Buyer-First Approach Amarpreet illustrates how a seller can apply the buyer-first approach using Humanic's insights. He shares a real-life example of tailoring his communication to align with the specific needs and preferences of a potential customer. 00:34:55 - Challenges and Solutions in Buyer Insight Mario discusses the challenges faced when there are no buyer insights available. Amarpreet acknowledges the limitations and shares how Humanic is working on expanding its data catchment area to capture dynamic buyer intelligence. 00:36:21 - Understanding Buyer's Personality Amarpreet explains the importance of understanding a buyer's personality and how it influences decision-making. He emphasizes the value of dynamic buyer intelligence in capturing real-time insights into a buyer's mood and behavior. 00:39:38 - Personalized Engagement with Buyers Mario and Amarpreet discuss the power of personalized engagement based on a buyer's personality. They highlight the need to tailor communication and interactions to suit individual buyer preferences for effective sales engagement. 00:42:36 - Importance of Buyer Intelligence Amarpreet discusses the necessity of buyer intelligence and optimizing messages before sending them out. The focus is on word count and subject line construction for better engagement. 00:43:07 - Subject Line Performance Amarpreet shares insights into subject line performance, highlighting the impact of longer subject lines on engagement and click rates, contrary to the popular belief of shorter subject lines being more effective. 00:45:01 - Tactics vs. Concepts The conversation shifts to the distinction between tactics and concepts, emphasizing the importance of fundamental concepts over temporary tactics for long-term success in sales engagement. 00:46:33 - Generalization in Advice The discussion delves into the issue of generalized advice and statistics, emphasizing the value of specific and contrary approaches for real success in sales engagement. 00:48:35 - All-Time Favorite Movie Amarpreet shares his all-time favorite movie, "Man of Honor," and reflects on the impact of the movie's true story and its memorable scenes. Embrace Buyer-First Selling Strategy Prioritizing the buyer's needs and interests is crucial in sales success. Tailoring sales approaches to align with buyer preferences leads to higher engagement. Top sellers excel at putting buyers first, achieving higher win rates and success. Gain Human Tech AI Sales Insights Amarpreet shares insights on human-assisted AI, emphasizing assistive AI over the replacement. Buyer intelligence tools enhance understanding buyers' characteristics for personalized engagement. The episode highlights the role of technology in supporting a buyer-first approach in sales. The resources mentioned in this episode are: Connect with Amarpreet Kalkat on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast. Follow Amarpreet Kalkat on Twitter for more insights and updates. Download FlyMessage IO for free to save 20 hours or more in a month and increase your productivity. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support.

  Are you ready to uncover the unexpected key to maximizing your sales compensation? Get ready to dive into a conversation that will transform the way you negotiate your compensation packages. You won't believe the game-changing strategies shared in this episode. Stay tuned to discover the secrets that will elevate your sales career to new heights. If you're feeling frustrated by missed opportunities and leaving money on the table, then you are not alone! Are you tired of negotiating compensation packages that don't reflect your true value and potential? It's time to enhance your negotiation skills and optimize your compensation packages to maximize your earnings. Let's dive in and unlock the secrets to getting the compensation you deserve. This is Devon Hennig's story: Devin Hennig, an experienced author, seasoned executive and negotiation expert, candidly shared his journey of learning about compensation through trial and error. As a former VP of marketing in various startups and public companies, he admitted to making costly mistakes in negotiating his own compensation, leaving substantial sums on the table. Drawing from his personal experiences, Devin recognized the common pitfalls that leaders encounter in negotiations, emphasizing the importance of understanding what, how, and why when it comes to compensation. His refreshing approach, devoid of traditional HR perspectives, resonates with those seeking to navigate the complexities of compensation packages. Devin's journey serves as an inspiring reminder that even seasoned professionals have faced the challenges of underselling themselves and not fully comprehending the intricacies of negotiation. His down-to-earth storytelling and relatable experiences create an engaging narrative, offering valuable insights and a fresh perspective on optimizing compensation packages. Severance is a protection piece, especially at a higher title and more senior roles. It's making things right. - Devon Hennig My special guest is Devon Hennig Devon Hennig, an accomplished author with eight books under his belt, including "The Senior Compensation Bible" and "How to Be a VP," brings a unique perspective to sales compensation negotiations. With a background as a VP of marketing at various startups and public companies, Devon learned from firsthand experiences, having left millions on the table due to negotiation mishaps. His approachable style and focus on helping others avoid similar pitfalls make him a valuable resource for understanding the intricacies of compensation packages and negotiation strategies. Devon's insights cater to both sales leaders and individual contributors, making him a relatable and trusted guide in the realm of optimizing compensation packages. In this episode, you will be able to: Master the art of negotiating sales compensation packages to maximize your earnings. Unlock the potential of equity and stock options for startup employees to build your financial future. Learn how to maximize severance in executive roles, ensuring a safety net for your career. Craft a compelling career story in sales that captivates potential employers and clients alike. Discover strategies for long-term career growth in sales, paving the way for sustained success. Key Moments: 00:00:00 - Intro

Want to learn the solution for smoothly integrating two companies into one, and achieve a seamless transition for sales teams? We're sharing the key to achieving that result. Let's dive into the solution together! Have you been told to follow a certain strategy to merge companies, but it's not producing the results you need? The pain of facing uncertainty and disruption during company mergers is all too real. If you've been feeling this frustration, it's time to learn a new approach that empowers you to navigate company integrations smoothly. Elevating Sales Leadership The episode highlights the importance of strong sales leadership in navigating company mergers. Leaders like Casey George emphasize the need for aligning financial metrics with sales objectives. Hiring the right people, empowering them, and fostering a culture of transparency and open communication are key aspects of effective sales leadership. This is Casey George's story: Casey George's journey into the industry is a testament to the power of experience and resilience. With a career spanning 20+ years, including leadership roles at IBM and a stint at Talend, now the EVP of Global Sales at Qlick, Casey's insight into the world of sales is unmatched. As he shares his experiences and strategies for integrating merging companies, his passion for music and love for the '80s shine through, adding a personal touch to his professional wisdom. Casey's approach of moving fast and embracing imperfection resonates with the challenges of merging companies, capturing the essence of adapting and learning in the face of change. His four pillars of financial, people and culture, enablement, and systems provide a roadmap for companies navigating integration, offering a blend of practical advice and personal anecdotes. Casey's narrative style creates a relatable and engaging journey, making his insights not just informative, but also inspiring. The more mature reps know that the money will follow if they're successful, and successful to them is hitting that target. Driving value for their clients on a consistent basis, and therefore hitting their targets. And then the money follows. - Casey George In this episode of The Modern Selling Podcast, Casey George, the Executive Vice President, Global Sales at Qlik, shares his extensive 20+ year career experience, including leading sales teams through company mergers. With a focus on integration strategies and the challenges of merging companies together, Casey's insights offer practical advice for sales leaders navigating similar situations. He emphasizes the need to anticipate challenges, prioritize the sales team in the integration process, and the importance of an adaptive approach. Casey's personal anecdotes and practical takeaways provide valuable insights for professionals in the tech and sales industries, making this episode a must-listen for sales leaders looking to drive smoother company integrations. Don't miss out on learning from Casey's experience and gaining actionable strategies for successful company mergers! In this episode, you will be able to: Master Integration Strategies for Merging Companies: Learn the secrets to successful company mergers and how to navigate the complexities with finesse. Elevate Sales Leadership During Company Transitions: Discover how to lead your sales team through company mergers with confidence and effectiveness. Maximize Sales Team Performance: Uncover the strategies to boost your sales team's productivity and success during a company integration. Learn the Importance of Sales Enablement in Mergers: Explore the critical role of sales enablement in ensuring a smooth transition and sustained sales growth post-merger. Navigate Corporate Cultures Post-Merger: Gain insights into effectively managing the merging of corporate cultures to foster a harmonious and productive environment.   Key Moments: 00:00:00 - Intro

  Hey there, did you know that a CEO and a CRO walk into a podcast and reveal an unexpected secret about driving business outcomes? Their collaboration led to a 12-month transformation that boosted revenue by 150%. Want to know how they did it? Stay tuned for the surprising strategy they used. If you're feeling the frustration of sales teams not aligning with product development, and your efforts are not driving better business outcomes, then you are not alone! This is Tim Condon's story: Tim Condon's foray into the realm of sales and product development collaboration unfolded during his tenure as CRO at Clutch, a prominent B2B services marketplace. Drawing from his extensive background at Home Snap and The Washington Post Company, Tim shares compelling insights into the intricacies of working with product leaders. He delves into the distinctive challenges and victories encountered, offering a captivating narrative that resonates with professionals seeking to elevate revenue generation and streamline product development processes. Tim's unique storytelling approach and wealth of experiences provide an engaging and relatable perspective, shedding light on the critical importance of fostering seamless collaboration between sales and product teams for achieving unparalleled success in today's competitive landscape. You want to build a big successful company and you're just taking two different views and lenses on how to get there. But if you sort of think about this as just one big giant sales call, right, like, and build that sales relationship and do it in the right ways where you're trying to help and build something together, that's how you be successful with a product leader. - Tim Condon Our special guest is Tim Condon Tim Condon serves as the Chief Revenue Officer at Clutch, where he leverages his extensive experience in marketplace and software businesses to provide valuable insights into sales and product development collaboration. With a proven track record of successful initiatives, Tim brings a wealth of expertise to the table, offering practical perspectives on driving business outcomes and revenue growth through effective collaboration. His strategic approach and deep understanding of the dynamics between sales and product development make him an invaluable guest for this episode's exploration of enhancing collaboration in the modern selling landscape. As the CRO at Clutch, Tim Condon's extensive experience in both marketplace and software businesses provides a unique vantage point on the collaboration between sales and product development. With a track record of successful initiatives, Tim brings valuable insights into driving business outcomes and revenue growth through effective collaboration. His expertise and innovative approach make him an exceptional guest for this episode's deep dive into the dynamics of sales and product development collaboration. In this episode, you will be able to: Master sales and product development collaboration for enhanced revenue generation. Build successful sales strategies to drive business growth and customer satisfaction. Harness the power of customer feedback in product design for market-leading innovations. Streamline the onboarding process for SaaS products to boost user adoption and satisfaction. Leverage marketplace platforms for B2B services to expand reach and increase sales opportunities.   The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:16 - Introducing Tim Condon and Clutch 00:04:21 - Tim's Passion for Stephen King 00:08:09 - Types of Product Leaders 00:09:49 - Success Stories in Working with Product Counterparts 00:14:24 - Implementing Variable Technology 00:15:33 - Prioritizing FlyConnect over Variables 00:17:31 - Business Outcome Over Customer Requests 00:21:18 - Understanding Product Usage 00:26:01 - Collaboration Between Sales and Product 00:27:44 - Reducing Product Complexity for Additional Revenue 00:32:52 - Learning from Customer Feedback 00:37:39 - Building a Strong Relationship with Product Leaders 00:39:32 - Connecting with Tim Condon 00:41:15 - Tim's Favorite Movie 00:41:33 - Movie Mix-up 00:41:52 - Lead Actor 00:42:16 - Movie Recommendation 00:42:28 - Podcast Promotion 00:43:00 - Conclusion Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander application. 00:01:16 - Introducing Tim Condon and Clutch Tim Condon, CRO at Clutch, shares his background and the services provided by Clutch, a B2B services marketplace with over 350,000 companies across 157 countries. 00:04:21 - Tim's Passion for Stephen King Tim shares his passion for Stephen King and being a hardcore fan of his work, showcasing a personal side that many may not know about him. 00:08:09 - Types of Product Leaders Tim discusses the three types of product leaders he has encountered—those who see revenue as the enemy, those who prioritize revenue, and those who strike a balance between buyer and seller perspectives. 00:09:49 - Success Stories in Working with Product Counterparts Tim shares a success story about collaborating with a product team to automate a process, which resulted in a better product and increased productivity for the sales team. 00:14:24 - Implementing Variable Technology Tim discusses the need to implement variable technology in their fly messages, similar to first name tokens in email marketing. This technology would personalize the messages based on the recipient's name, enhancing customer engagement. 00:15:33 - Prioritizing FlyConnect over Variables Tim evaluates the time and effort required to build variable technology versus flyconnect. He emphasizes the importance of automating the seller's process, reducing time spent on personalization, and prioritizes building fly connect first. 00:17:31 - Business Outcome Over Customer Requests Mario highlights the importance of understanding the business outcome before fulfilling customer requests. He emphasizes the need for sales leaders to question the impact of building a product on the business and suggests tying it to a live deal to justify investment. 00:21:18 - Understanding Product Usage Tim emphasizes the importance of understanding the product team's focus on product usage and the impact of building unused features. He advises sales leaders to align their requests with the product team's goals and commit to a specific value when requesting new products. 00:26:01 - Collaboration Between Sales and Product Tim and Mario discuss the importance of collaboration between sales and product teams. Tim suggests inviting product teammates to client meetings and exposing them to the sales process, fostering mutual understanding and effective communication. 00:27:44 - Reducing Product Complexity for Additional Revenue Tim discusses a product at Clutch that was hastily put together, resulting in a complicated and hard-to-sell offering. By simplifying the product and providing clear guidance, revenue increased from 8% to 20%. 00:32:52 - Learning from Customer Feedback Tim shares his experience with Fly Message and the challenges faced due to lack of customer onboarding. Through customer feedback and research, they optimized the onboarding process, reducing it to five minutes and improving customer retention. 00:37:39 - Building a Strong Relationship with Product Leaders Tim emphasizes the importance of treating the relationship with product leaders as a sales process. Understanding their goals, pain points, and building rapport can lead to successful collaboration and alignment towards common goals. 00:39:32 - Connecting with Tim Condon Mario Martinez Jr. encourages listeners to connect with Tim on LinkedIn and acknowledges the personalized connection request as a good practice. 00:41:15 - Tim's Favorite Movie Tim shares that his all-time favorite movie is "300" for its strategic storyline of using pressure situations to compete effectively. 00:41:33 - Movie Mix-up Tim and Mario discuss a movie, with Tim confusing the lead actor in 300 with Russell Crowe. They try to remember the name of the female character in the movie. 00:41:52 - Lead Actor The conversation shifts to the lead male actor in the movie, with Tim realizing that it wasn't a big name like Russell Crowe. They struggle to recall the actor's name. 00:42:16 - Movie Recommendation Mario recommends the movie "300" to the listeners and encourages them to watch it. He then transitions to a promotional message for the podcast. 00:42:28 - Podcast Promotion Mario asks for a 5-star rating and review for the podcast on iTunes. He also promotes the text expander and personal writing assistant, "flymessage" for increased productivity. 00:43:00 - Conclusion Mario thanks the listeners for tuning in and encourages them to keep selling. Customer-Centric Product Design Simplifying products based on customer feedback and understanding their pain points can lead to significant revenue growth. Aligning product development with customer needs and behaviors is crucial for driving revenue through customer-centric strategies. Fostering open communication and mutual understanding between sales and product teams can lead to impactful product development that meets both sales team and customer needs. Revenue Generation Collaboration Working closely with product development to drive revenue requires finding a balance between focusing on revenue and creating products that serve both buyers and sellers. Collaborating with product leaders who understand the importance of revenue generation can lead to successful product development. Aligning productivity with outcomes and focusing on customer needs can result in better business outcomes and successful products. Winning Sales Strategies Emphasizing the need to understand business outcomes before investing time and resources into product development can lead to strategic decision-making. Tying product development to live deals and leveraging new features in sales negotiations can drive revenue growth. Building credibility and collaboration with product counterparts through understanding their perspective and product workflows can enhance sales strategies. The resources mentioned in this episode are: Connect with Tim Condon on LinkedIn to discuss sales strategies and product development. Download FlyMSG for free to save 20 hours or more in a month and increase productivity. Reach out to Tim Condon via email at xpcondon to discuss sales and product development strategies. Follow Tim Condon on Instagram for business-related updates and insights.

  What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business. Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset. If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone! The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire. Mastering Strategies for Growing Sales Numbers In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively. This is Stephen Oommen's story: In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance. I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen My special guest is Stephen Oommen Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes. In this episode, you will get the skills to: Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team. Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance. Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams. Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever. Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results.   The key moments in this episode are: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast 00:01:01 - Introduction to Stephen Oommen 00:04:16 - Personal Revelation of Stephen Oommen 00:07:55 - Seed and Soil Analogy 00:11:23 - Addressing Attitude and Mindset Issues 00:12:58 - Setting Expectations for In-Office Attendance 00:15:16 - Contract Review and Decision Making 00:17:01 - Talent Management and Organizational Culture 00:20:58 - Assessing the Impact of Office Attendance 00:24:21 - Identifying Seed vs. Soil Problems 00:25:47 - Talent Misalignment Issue 00:26:50 - Skills and Sales Cycles 00:29:32 - Leadership Philosophy 00:31:10 - Soil Dynamics 00:33:44 - Fixing Challenges 00:40:56 - Importance of Tilling the Soil 00:41:23 - Connecting with Stephen 00:42:13 - All-Time Favorite Movie 00:42:46 - Request for Ratings and Review Timestamped summary of this episode: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast Mario Martinez Jr. introduces FlyMSG and the Modern Selling Podcast, highlighting the focus on helping sales leaders and practitioners grow their sales numbers at scale. 00:01:01 - Introduction to Stephen Oommen Mario Martinez Jr. welcomes Stephen Oommen, former VP of Enterprise Sales at Outreach, and discusses the importance of people, processes, systems, and tools in sales and marketing. 00:04:16 - Personal Revelation of Stephen Oommen Stephen Oommen shares a personal story of overcoming a challenging time during the recession, highlighting resilience and determination in the face of adversity. 00:07:55 - Seed and Soil Analogy Stephen Oommen discusses the concept of "seed" as the people or talent in an organization, and "soil" as the environment or infrastructure where people are placed. Emphasizes the importance of evaluating both aspects when addressing organizational growth and performance. 00:11:23 - Addressing Attitude and Mindset Issues Mario Martinez Jr. shares a personal experience of addressing attitude and mindset issues within a sales team, highlighting the significance of cultural alignment and team dynamics in achieving sales goals. 00:12:58 - Setting Expectations for In-Office Attendance Mario discusses the importance of getting to know his team and sets the expectation for in-office attendance. He confronts an employee who refuses to come into the office and questions the director about the employee's contract. 00:15:16 - Contract Review and Decision Making Mario contacts HR to review the employee's contract and discovers that there is no requirement for remote work. His boss advises him to fire the employee, but Mario decides to coach him first. 00:17:01 - Talent Management and Organizational Culture Stephen shares his belief in the importance of talent and the impact of an individual's circumstances on their performance. He emphasizes the need for creating an environment that attracts top talent and aligning skills with the company's needs. 00:20:58 - Assessing the Impact of Office Attendance Mario explains that the office attendance requirement was not solely about work but also about building rapport and getting to know the team. He emphasizes the impact of an individual's attitude on the entire team and the importance of reasonableness in expectations. 00:24:21 - Identifying Seed vs. Soil Problems Stephen discusses the complexity of identifying whether a problem lies with the individual (seed) or the organization (soil). He highlights the need to align an individual's skills with the company's processes and emphasizes the role of the leader in optimizing the environment for the team's success. 00:25:47 - Talent Misalignment Issue Stephen discusses the trend of misalignment in the marketplace, highlighting the importance of full cycle AE's and the skills required for enterprise sales. 00:26:50 - Skills and Sales Cycles Stephen explains the challenges in enterprise sales, emphasizing the need for specialized skills in creating pipeline due to longer sales cycles. 00:29:32 - Leadership Philosophy Stephen shares his management philosophy, focusing on potential, capability, and effort, while also discussing the nurture potential of skills. 00:31:10 - Soil Dynamics Stephen delves into the various components of the soil in sales, including historical evidence, marketing, leads, and investment in training and career growth. 00:33:44 - Fixing Challenges Stephen emphasizes the importance of starting with the soil to fix challenges, focusing on product-market fit, awareness, and driving demand in today's economy. He uses the analogy of nurturing a fig tree to illustrate the need for time and investment in the seed. 00:40:56 - Importance of Tilling the Soil Stephen and Mario discuss the analogy of changing out the seed versus tilling the soil in a sales context. They emphasize the impact of putting in the work to till the soil and fertilize it for more effective results. 00:41:23 - Connecting with Stephen Mario asks Stephen how listeners can connect with him. Stephen suggests reaching out to him on LinkedIn with a specific message, as he gets a lot of requests. He also provides his name spelling for reference. 00:42:13 - All-Time Favorite Movie Mario asks Stephen about his all-time favorite movie, and Stephen reveals it to be "Love and Basketball," a sports-related film. Mario expresses interest in the movie and plans to look it up. 00:42:46 - Request for Ratings and Review Mario asks listeners to give the podcast a five-star rating and review on iTunes. He also promotes the FlyMSG app for productivity. He concludes by thanking the audience for listening. Transitioning from Enterprise Sales to Strategic Advising Stephen shares his insights on transitioning from a role in enterprise sales to strategic advising, emphasizing the importance of understanding the holistic approach to sales leadership. The conversation delves into the significance of evolving from a focus on sales numbers to strategic advising, where sales leaders must balance people, Leveraging the Importance of People, Process, and Tools Stephen emphasizes the importance of aligning talent with the right processes and tools within the sales organization to optimize performance and drive better results. The discussion highlights the need for sales leaders to evaluate the alignment between individual salespeople, organizational processes, and tools to ensure synergy and effectiveness in achieving sales objectives. By leveraging the alignment of people, process, and tools, sales leaders can create a harmonious and efficient sales environment that maximizes the potential of their team and drives success in sales initiatives. The resources mentioned in this episode are: Connect with Stephen Oommen on LinkedIn and mention that you heard him on The Modern Selling Podcast to establish a specific connection. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. This is a free text expander and personal writing assistant. Give The Modern Selling Podcast a five-star rating and review on iTunes to show your support and help the podcast reach a wider audience.

  Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading. Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen! This is Teri Long's story: Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling. Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach. In this episode, you will be able to: Mastering effective sales enablement programs for exponential growth. Unleashing the power of a digital presence to supercharge sales success. Aligning customer success and sales strategies for unstoppable growth. Boosting sales productivity through cutting-edge technology solutions. Harnessing personal brand prowess to skyrocket sales performance.   The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:18 - Welcoming Teri Long 00:08:09 - Implementing Sales Enablement Programs 00:12:36 - Identifying the Biggest Problems 00:14:02 - Effective Enablement Leadership 00:14:58 - Challenging Assumptions in Sales Training 00:18:30 - Impact of Operationalizing Processes 00:20:44 - Fundamental Challenges in Sales 00:24:34 - Sales as the Art of Helping 00:28:55 - Balancing Customer Experience and Sales 00:29:35 - Restructuring Customer Success Compensation Model 00:30:39 - Misalignment Between Sales and CS 00:34:28 - Bridging the Gap Between Sales and CS 00:39:48 - Digital Presence and Relationship Building 00:43:55 - Blog Content and Social Media 00:44:35 - Connecting with Teri 00:45:16 - Personalized Connection Requests 00:45:48 - Favorite Movies 00:47:22 - Closing Remarks Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale. 00:01:18 - Welcoming Teri Long Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies. 00:08:09 - Implementing Sales Enablement Programs Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics. 00:12:36 - Identifying the Biggest Problems Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of testing hypotheses to pinpoint the reasons behind sales performance issues. 00:14:02 - Effective Enablement Leadership Teri underscores the role of enablement leaders as investigators who test and validate hypotheses to identify the root causes of sales performance issues, emphasizing the need for a test and validate approach to problem-solving. 00:14:58 - Challenging Assumptions in Sales Training Teri Long discusses the common assumption that sales teams need more training when they're not selling. She challenges this by delving into the reasons behind the lack of sales and emphasizes the importance of digging through processes before jumping to training as a solution. 00:18:30 - Impact of Operationalizing Processes Teri shares a real-life example of how operationalizing the sales process and creating a playbook led to significant impact for a BDR team. By removing roadblocks, setting clear expectations, and creating repeatable enablement programs, they saw an improvement in sales productivity and performance. 00:20:44 - Fundamental Challenges in Sales The conversation shifts to fundamental challenges in sales organizations, focusing on individual and team productivity. Teri references the State of Sales Productivity report and highlights the importance of genuinely helping buyers during the buying process. 00:24:34 - Sales as the Art of Helping Teri shares a personal story of how she unintentionally became a top salesperson by simply helping customers. She emphasizes the importance of authentically wanting to elevate customers and provide value, echoing the findings of the productivity report. 00:28:55 - Balancing Customer Experience and Sales The discussion centers on the challenge of balancing customer experience and finding new opportunities. Teri highlights the disconnect between customer success and sales incentives, emphasizing the need for sales leaders to align incentives to drive adoption and renewal. 00:29:35 - Restructuring Customer Success Compensation Model Teri suggests tying 30-35% of CS compensation to renewal to align incentives with sales. This could lead to hiring more experienced salespeople and reevaluating the CSM organization. 00:30:39 - Misalignment Between Sales and CS Teri highlights the misalignment in compensation and expectations between sales and CS. Lack of communication between AEs and CS reps leads to confusion and potential customer dissatisfaction. 00:34:28 - Bridging the Gap Between Sales and CS Teri emphasizes the need for CS reps with sales backgrounds and the importance of value selling in the CS role. She suggests evaluating competencies and hiring the right people to drive success. 00:39:48 - Digital Presence and Relationship Building Teri discusses the importance of digital presence for both sales and CS teams, emphasizing the need for personalized engagement and building rapport with buyers. She also highlights the shift towards understanding digital body language and leveraging technology for customer interactions. 00:43:55 - Blog Content and Social Media Teri discusses a new feature that allows users to generate social media posts from blog articles. The goal is to streamline the content creation process and empower sellers to be more productive. 00:44:35 - Connecting with Teri Teri invites listeners to reach out to her through LinkedIn, phone, or email. She emphasizes her commitment to being responsive and helpful in networking. 00:45:16 - Personalized Connection Requests Mario advises listeners to send personalized connection requests to Teri on LinkedIn. He encourages them to mention the podcast and Teri's insights in their invitation. 00:45:48 - Favorite Movies Teri shares her two all-time favorite movies: "Breakfast at Tiffany's" and "The Heat." She expresses her love for Audrey Hepburn and Melissa McCarthy, showcasing a unique dichotomy in her movie preferences. 00:47:22 - Closing Remarks Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast on iTunes. He also promotes the use of FlyMSG to increase productivity. Mastering effective sales enablement Effective sales enablement is crucial for organizations to align their sales teams with the overall business goals and priorities. By mastering sales enablement, businesses can enhance their sales productivity, drive better customer relationships, and ultimately boost revenue. Implementing successful sales enablement programs involves creating a clear charter, prioritizing challenges, and aligning efforts with organizational metrics. Unleashing the power of digital presence Having a strong digital presence is essential for sales professionals to connect with customers and prospects in a virtual environment. Utilizing digital tools and platforms can help sales teams personalize interactions, understand buyer behavior, and improve customer engagement. Embracing technology and leveraging digital resources can streamline sales processes and enable sales professionals to scale their efforts efficiently. Aligning customer success and sales Aligning customer success with sales goals is crucial for organizations to drive long-term customer satisfaction and retention. By incentivizing customer success managers based on renewals and engagement, businesses can ensure a seamless transition from sales to post-sale activities. Developing a clear handoff process between sales and customer success helps set expectations and ensures successful customer onboarding and retention strategies. The resources mentioned in this episode are: Connect with Teri Long on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast with Mario Martinez Jr. Watch the movie The Heat starring Sandra Bullock and Melissa McCarthy for a good laugh and a memorable bar scene. Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.

If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone! Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever. Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth. This is Tom Martin's story, our special guest for this week: Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations. In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches. The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers. Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention. His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations. In this episode, you will be able to: Craft compelling sales presentations that captivate your audience and drive results. Elevate your sales pitch decks with effective strategies to leave a lasting impression. Enhance memory retention in your presentations to ensure your message sticks with your prospects. Integrate sales and marketing seamlessly to create powerful, cohesive presentations. Master techniques for delivering sales pitches with confidence and poise.   The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:00:48 - Sales Presentation Design 00:01:17 - Tom Martin's Background and Converse Digital 00:05:13 - Revealing a Juicy Secret 00:09:56 - The Challenge of Slide Deck Presentations 00:12:36 - The Science of Presentation 00:14:22 - Biological Limitations 00:17:36 - The Three T's 00:19:31 - Show Up and Throw Up Syndrome 00:23:09 - The 10% Slide 00:25:21 - Improving Slide Decks 00:26:14 - Persuasive Presentations 00:28:15 - Uncomfortable Sales Engineer 00:31:24 - Training for Presentation Skills 00:37:00 - Standardizing Sales Decks 00:39:37 - Understanding Salespeople's Needs 00:40:15 - Embracing Salespeople's Preferences 00:43:56 - Leveraging Website and Follow-up 00:47:39 - Aligning Sales and Marketing 00:49:31 - Favorite Movie and Personal Insight Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and creator of FlyMSG.io. The podcast aims to help sales professionals grow their sales numbers at scale. 00:00:48 - Sales Presentation Design Mario introduces Tom Martin as the founder of Converse Digital and discusses the topic of sales presentation design. They emphasize the importance of effective sales presentations for driving business growth. 00:01:17 - Tom Martin's Background and Converse Digital Tom shares his background in the agency business and the founding of Converse Digital. He discusses the evolution of the agency's focus on social selling and digitally centric business development programs. 00:05:13 - Revealing a Juicy Secret Tom shares a fun fact about appearing on the Food Network's "Food 911" show hosted by Tyler Florence, where he made up a dish to be featured on the show. This showcases his creativity and storytelling skills. 00:09:56 - The Challenge of Slide Deck Presentations Tom discusses the challenge of slide deck presentations and how research shows that audiences forget 90% of the content within two days. This insight prompts his exploration of the science behind effective presentation strategies. 00:12:36 - The Science of Presentation Tom Martin discusses the lack of training in writing effective PowerPoint presentations. He emphasizes the importance of understanding how the brain processes and retains information in verbal presentations. 00:14:22 - Biological Limitations Tom explains the biological limitations of memory retention and the impact of presentation design on information processing. He highlights the significance of building presentations scientifically to improve information retention. 00:17:36 - The Three T's Tom identifies time, talent, and training as the reasons for poor sales presentations. He emphasizes the need for concise messaging and separating signal from noise in presentations. 00:19:31 - Show Up and Throw Up Syndrome Tom discusses the challenges of fast-paced environments and the lack of concise messaging in sales presentations. He emphasizes the importance of training and investing in workshops to improve presentation quality. 00:23:09 - The 10% Slide Tom highlights the importance of being able to present the main idea of a presentation in one slide. He also discusses the role of time in determining the number of slides in a presentation and the importance of building the slide deck with the main message in mind. 00:25:21 - Improving Slide Decks Tom discusses how they improved a 35-slide deck to 18 more impactful slides, resulting in a tighter elevator speech and clearer client benefits. 00:26:14 - Persuasive Presentations Tom explains the science behind persuasive presentations, including how hesitation words can impact credibility and how tense affects persuasiveness. 00:28:15 - Uncomfortable Sales Engineer Mario shares a story of an uncomfortable sales engineer resorting to vaping during a challenging sales discussion, illustrating the impact of confidence on sales presentations. 00:31:24 - Training for Presentation Skills Tom emphasizes the importance of training in handling challenging questions, buying time, and using content to build credibility and trust in sales presentations. 00:37:00 - Standardizing Sales Decks Mario and Tom discuss the challenges of customizing sales decks for each customer and the need for standardization to avoid multiple versions and ensure consistency in messaging. 00:39:37 - Understanding Salespeople's Needs Tom emphasizes the importance of providing salespeople with the slides they need. He discusses the value of listening to salespeople and creating custom slides to meet their needs, rather than forcing them to use generic slides. 00:40:15 - Embracing Salespeople's Preferences Tom discusses how salespeople prefer to have ready-made slides that they can easily use, rather than creating slide decks themselves. He shares a success story of a biotech client who saw fantastic results by providing their salespeople with the slides they needed. 00:43:56 - Leveraging Website and Follow-up The conversation shifts to the importance of salespeople knowing how to use the website to direct prospects and using follow-up messages effectively. Tom highlights the value of behavioral emails and using content to drive prospecting and sales. 00:47:39 - Aligning Sales and Marketing Tom emphasizes the need for alignment between sales and marketing, with a focus on creating deep, valuable content for salespeople to use. He shares a success story of using content to effectively prospect and close sales, emphasizing the power of combining sales and marketing efforts. 00:49:31 - Favorite Movie and Personal Insight The conversation ends with a lighthearted discussion about Tom's favorite movie, "Dead Poets Society," and a humorous anecdote about salsa dancing. Sales Presentation Design and Delivery In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches. Enhance Your Professional Presentations The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills. The resources mentioned in this episode are: Connect with Tom Martin on LinkedIn by searching for Tom Martin at Converse Digital and send a message mentioning that you heard him on the modern selling podcast. Visit the Converse Digital website and fill out the contact form to get in touch with Tom Martin and his team for sales presentation and content marketing expertise. Download Flymessage IO for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant. Leave a 5-star rating and review for the modern selling podcast on iTunes to show your support and help others discover the valuable content. Watch Dead Poets Society, Tom Martin's all-time favorite movie, for a memorable and inspiring experience.

  Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for. Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode. On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks. His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity. You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement. If you're a seller, Prospect better and Sell more now with FlyMSG If you're a non-seller, Type less. Do more with FlyMSG. - Mario Martinez Jr. Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems. In this episode, you will be able to: Boost Your Sales Productivity with FlyMSG - Learn how to streamline your sales tasks and maximize efficiency with this productivity assistant. Mastering LinkedIn Engagement for Sales Success - Discover the secrets to boosting your sales engagement on the world's largest professional network. Elevate Your Sales Skills with Entrepreneurial Training Techniques - Uncover innovative sales training methods tailored for entrepreneurs to take your business to the next level. Unleashing AI for Sales and Marketing Success - Explore the power of artificial intelligence in revolutionizing your sales and marketing strategies. Mastering LinkedIn Connection Strategies for Sales Professionals - Uncover effective techniques for crafting meaningful LinkedIn connections that drive sales success. From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths. The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:45 - Mario's Journey into Sales 00:08:31 - Sales as the Art of Helping 00:11:08 - Unexpected Career Path 00:13:21 - Perseverance and Recognition 00:13:41 - Early Career Challenges and Successes 00:15:20 - Evolution of Vengreso and FlyMSG.io 00:17:32 - From Service-Based to Software-Based Company 00:19:27 - Horizontal Use of FlyMSG 00:25:55 - Streamlining Engagement on LinkedIn 00:28:46 - The Power of Notifications for Prospecting 00:29:35 - The Vision for FlyMSG AI 00:30:51 - Leadership Style and Culture at Vengreso 00:32:55 - Where to Find FlyMSG 00:34:23 - Final Thoughts and Call to Action Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. He highlights the purpose of the podcast to help sales professionals grow their sales numbers at scale. 00:01:45 - Mario's Journey into Sales Mario shares his accidental entry into sales while working as a photo finisher at Ritz Camera Centers. He describes how his sales skills were recognized and how he transitioned from a part-time photo finisher to a top-performing sales associate. 00:08:31 - Sales as the Art of Helping Mario discusses the pivotal moment when he realized that sales is all about helping customers solve their problems. He emphasizes the importance of genuinely assisting customers and how it has shaped his sales approach throughout his career. 00:11:08 - Unexpected Career Path Mario reflects on his initial plan to pursue pre-law in college and how he encountered challenges with statistics. He shares a personal anecdote about failing a statistics class and the impact it had on his academic journey. 00:13:21 - Perseverance and Recognition Mario talks about his perseverance in seeking help with statistics and the surprising recognition he received from his GSI instructor. He shares the unexpected turn of events and the valuable lesson he learned from the experience. 00:13:41 - Early Career Challenges and Successes Mario shares his experience of struggling with stats in college but excelling in sales, leading to early career success and a six-figure income at a young age. 00:15:20 - Evolution of Vengreso and FlyMSG.io Mario discusses the founding of Vengreso and the inspiration behind FlyMSG, highlighting the success of their digital sales training program and the development of AI-powered tools to streamline sales processes. 00:17:32 - From Service-Based to Software-Based Company Mario explains the transition from a service-based company to a software-based company, emphasizing the need for efficiency and time-saving tools in sales processes, leading to the development of FlyMSG, FlyEngage AI, and Flyposts AI. 00:19:27 - Horizontal Use of FlyMSG Mario discusses the diverse adoption of FlyMSG beyond sales, including its usage by professionals in various industries, showcasing its versatility and impact on productivity. 00:25:55 - Streamlining Engagement on LinkedIn Mario delves into the importance of engaging with prospects on LinkedIn, the role of commenting in increasing visibility, and the introduction of Flyposts AI to simplify the creation of thought leadership content for LinkedIn. 00:28:46 - The Power of Notifications for Prospecting Mario discusses the power of notifications in getting in front of prospects on LinkedIn. Trigger events, such as profile views, give permission to continue reaching out. 00:29:35 - The Vision for FlyMSG AI Mario shares the vision for FlyMSG AI as a super productivity app for creating engagement with target audiences. The tool is affordable for individuals and offers various features for enterprise organizations. 00:30:51 - Leadership Style and Culture at Vengreso Mario talks about fostering an inclusive culture and encouraging excellence at Vengreso. The future aspirations involve making an impact with the vision of FlyMSG and its various capabilities. 00:32:55 - Where to Find FlyMSG Mario directs listeners to FlyMSG.io to learn about FlyMSG and Vengreso. He also invites personalized connection requests on LinkedIn and shares additional resources for sales teams and individuals. 00:34:23 - Final Thoughts and Call to Action Mario encourages sellers and non-sellers to use FlyMSG to sell more and do more with less typing. He wraps up by thanking the audience for the listen. Want to increase your productivity by saving 20 hours a month and boost your sales engagement? We've got the solution to help you achieve just that. Let's dive into the game-changing productivity tool that's revolutionizing the way sales professionals work. FlyMSG, the productivity assistant that is the ultimate game-changer for boosting efficiency and meaningful engagement in sales tasks. It's time to take your productivity to the next level. Mario Martinez Jr., the visionary behind Vengreso and FlyMSG.io, shared an intriguing anecdote about his unconventional entry into the world of sales during this recent podcast episode. Recalling his days at Ritz Camera Centers, Mario vividly recounted a pivotal conversation with his regional manager, Hunter Anderson. This insightful exchange unveiled Mario's natural flair for sales, as Hunter scrutinized his remarkable sales figures and recognized his innate ability to empathize with customers and provide effective solutions. Mario's journey, from a part-time photo finisher to a sales associate, highlights the profound impact of recognizing and nurturing innate talents. This captivating narrative delves into the idea that sometimes, our true calling unfolds unexpectedly, revealing latent abilities that shape our professional trajectories. Mario's story serves as a testament to the transformative power of recognizing and leveraging inherent skills, leading to an inspiring career journey that resonates with aspiring sales professionals. The resources mentioned in this episode are: Connect with me on LinkedIn and send a personalized connection request mentioning this podcast episode. Visit FlyMSG.io to learn more about FlyMSG AI and its features for sales teams and individuals. Check out Pvcsalesmethod.com for more sales resources and insights. Explore MoreSalesCalls.com for additional sales tools and strategies. Download FlyMSG for free at FlyMSG.io to save 20 hours or more in a month and increase your productivity.

  Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets! If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions? It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency! Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals. I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck My special guest is Henry Schuck Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies. Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale. In this episode, you will be able to: Harness the power of AI-driven sales engagement strategies to supercharge your sales process. Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships. Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach. Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success. Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.   The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:17 - Special Guest: Henry Schuck 00:02:18 - Establishment of Zoom Info 00:05:29 - Discoverorg-Zoom Info Connection 00:09:47 - Henry's Legal Background and Risk Management 00:14:56 - Personalized Messaging in Sales 00:17:53 - Targeting Different Organization Sizes 00:21:08 - Targeting High-Level Executives 00:24:25 - Getting C-Suite Involvement 00:27:50 - Navigating Trust and Involving C-Suite 00:28:26 - Leveraging Champions for Meetings 00:29:18 - Connecting at Different Levels 00:30:40 - Building Strong Relationships 00:32:34 - Fostering Partnership with Clients 00:33:45 - Contrasting Sales Tactics for Different Segments 00:41:55 - Importance of Multi-Threading in Sales and Marketing 00:43:24 - Utilizing AI for Efficient Sales 00:45:05 - AI-Driven Account Briefs 00:48:07 - Revolutionizing Go-to-Market Strategy Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale. 00:01:17 - Special Guest: Henry Schuck Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies. 00:02:18 - Establishment of Zoom Info Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services. 00:05:29 - Discoverorg-Zoom Info Connection Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com. 00:09:47 - Henry's Legal Background and Risk Management Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks. 00:14:56 - Personalized Messaging in Sales Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve. 00:17:53 - Targeting Different Organization Sizes Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly. 00:21:08 - Targeting High-Level Executives Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives. 00:24:25 - Getting C-Suite Involvement The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic. 00:27:50 - Navigating Trust and Involving C-Suite Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship. 00:28:26 - Leveraging Champions for Meetings Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process. 00:29:18 - Connecting at Different Levels Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors. 00:30:40 - Building Strong Relationships Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions. 00:32:34 - Fostering Partnership with Clients The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients. 00:33:45 - Contrasting Sales Tactics for Different Segments Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment. 00:41:55 - Importance of Multi-Threading in Sales and Marketing Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts. 00:43:24 - Utilizing AI for Efficient Sales Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps. 00:45:05 - AI-Driven Account Briefs Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research. 00:48:07 - Revolutionizing Go-to-Market Strategy Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers. Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process. Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments. The resources mentioned in this episode are: Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation. Download the FlyMSG extension for free to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Reach out to Henry Schuck via email at shuck@zoominfo.com to connect directly and discuss sales strategies, AI implementation, or any other related topics. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience. Watch Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.

  Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result. We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve? Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story. Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions. This is Mike Esterday's story: The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace. He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship. Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities. Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers. In this episode, you will learn how: Mastering active listening will transform your sales conversations and build genuine connections with customers. To discover the key to overcoming self-limiting beliefs in sales and unlocking your full potential. To elevate your sales coaching skills to lead and motivate your team to achieve global success. To uncover effective strategies for leading your sales team to new heights and achieving remarkable results. To create value through customer-focused selling and become a trusted advisor to your clients. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG.io 00:01:24 - Introduction to Integrity Solutions 00:04:33 - Personal Anecdote 00:05:43 - The Role of Salespeople 00:11:15 - The Three Conversations 00:14:55 - Setting Expectations for Achievement Drive 00:16:16 - Achieving Stretch Goals 00:19:11 - Overcoming Negative Self-Talk 00:21:26 - Importance of Active Listening 00:25:11 - Mindset and Sales Training 00:29:33 - Overcoming Negative Self-Talk in Sales 00:30:48 - The Role of the Salesperson in the Age of Technology 00:31:40 - Strategies to Overcome Self-Limiting Beliefs 00:36:19 - The Importance of Selling with Stories 00:38:26 - The Role of a Sales Leader 00:43:59 - The Power of Transparency and Storytelling in Sales 00:44:51 - Customer Engagement and Motivation 00:45:38 - Identifying Customer Needs and Solving Problems 00:46:00 - Where to Find the Book "Listen to Sell" 00:46:47 - Connecting with Mike Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself and his company Vengreso, the creator of FlyMSG. He shares that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Introduction to Integrity Solutions Mike Esterday introduces himself as the CEO of Integrity Solutions, a company that focuses on improving sales and sales coaching skills. He shares that they work with companies globally and have been in the industry for over 35 years. 00:04:33 - Personal Anecdote Mike Esterday shares a personal anecdote about getting arrested for selling books door to door when he was 18. He emphasizes the importance of shifting the mindset about what professional selling truly entails. 00:05:43 - The Role of Salespeople Mike Esterday discusses the importance of salespeople in today's market, emphasizing the need for elevated skills to interact with customers who have access to extensive information. He believes that salespeople are critical and not fading in relevance. 00:11:15 - The Three Conversations Mike Esterday introduces the concept of the three conversations every salesperson needs to have: the conversation with the customer, the conversation with oneself, and the conversation with a manager, coach, or mentor. He highlights the impact of mindset and coaching on sales success. 00:14:55 - Setting Expectations for Achievement Drive Mike talks about setting clear expectations for his son's academic performance and the importance of effort and accountability. 00:16:16 - Achieving Stretch Goals Mike shares the lessons he hopes his son learned, including the importance of pushing hard, visualizing goals, and having an accountability partner. 00:19:11 - Overcoming Negative Self-Talk Mike emphasizes the impact of negative self-talk and the importance of surrounding oneself with positive influences to achieve more. 00:21:26 - Importance of Active Listening Mike discusses the significance of active listening in sales and how it can help build rapport and trust with customers. 00:25:11 - Mindset and Sales Training Mike addresses the gap in sales training, emphasizing the importance of mindset, motivation, and confidence over just product knowledge and selling skills. 00:29:33 - Overcoming Negative Self-Talk in Sales The conversation addresses the importance of overcoming negative self-talk in sales and how individuals deserve, can achieve, and are able to attain success. It emphasizes the need to break down barriers and have the right mindset, motivation, and confidence. 00:30:48 - The Role of the Salesperson in the Age of Technology Despite advancements in technology, the salesperson remains the most important factor in sales. The conversation highlights the importance of the salesperson's mindset, commitment, and continuous improvement in facing challenges and achieving success. 00:31:40 - Strategies to Overcome Self-Limiting Beliefs The discussion focuses on strategies for overcoming self-limiting beliefs that hinder sales performance. It emphasizes the importance of building confidence through small successes and understanding the impact on customers, even if it's not their own story. 00:36:19 - The Importance of Selling with Stories The conversation emphasizes the need for internal sales training programs that focus on selling with stories. It underscores the value of articulating the business problem that the salesperson solves and understanding the buyer's love language. 00:38:26 - The Role of a Sales Leader The conversation highlights the role of sales leaders in diagnosing and addressing skill and will issues in their team. It emphasizes the importance of asking questions, listening, understanding motivation, and aligning with the purpose of the salesperson. 00:43:59 - The Power of Transparency and Storytelling in Sales Mike emphasizes the importance of transparency and storytelling in sales. He shares how sharing the journey with customers and being transparent about challenges can help build a strong connection and trust. 00:44:51 - Customer Engagement and Motivation Mike discusses how customers are drawn to transparency, truth, and being part of a journey. He highlights the importance of customer engagement and motivation in sales. 00:45:38 - Identifying Customer Needs and Solving Problems Mike and the host discuss the importance of identifying customer needs and solving problems. They emphasize the value of understanding customer needs and being able to tell success stories to the next group of customers. 00:46:00 - Where to Find the Book "Listen to Sell" Mike shares where listeners can find his book "Listen to Sell," including options like Amazon, Barnes and Noble, and his website. He also mentions the availability of free preview pages and additional content on his website. 00:46:47 - Connecting with Mike Mike shares that LinkedIn is the best way to connect with him and encourages listeners to reach out with any questions. The host advises listeners to send a personalized connection request on LinkedIn to ensure Mike knows where they heard about him. Mastering Active Listening Effective sales professionals understand the importance of active listening, as it enables them to truly understand their customers' needs and concerns. By actively listening, salespeople can build rapport, establish trust, and tailor their solutions to meet the specific requirements of each customer. Mastering active listening not only enhances communication but also leads to more successful sales interactions. Overcoming Self-Limiting Beliefs Sales success is often hindered by self-limiting beliefs that prevent individuals from achieving their full potential. Overcoming these mental barriers is crucial for sales professionals to unlock their capabilities, boost confidence, and drive performance. By challenging and replacing negative thoughts with empowering beliefs, individuals can push past limitations and achieve greater success in their sales endeavors. Elevating Sales Leadership Strong sales leadership plays a pivotal role in fostering a culture of excellence and driving team performance. Effective sales leaders prioritize coaching, mentorship, and development to enhance the skills and motivation of their team members. Elevating sales leadership involves creating a supportive environment that encourages growth, collaboration, and continuous improvement to achieve sustainable sales success. The resources mentioned in this episode are: Get the book Listen to Sell by Mike Esterday on Amazon, Barnes & Noble, or at listentosellbook.com for a preview and purchase. Access free sales training and coaching resources at integritysolutions.com, including blogs, videos, and other content. Connect with Mike Esterday on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast. Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.

  Struggling to book more sales meetings and increase productivity? Tired of ineffective prospecting methods that don't yield results, leaving you feeling frustrated and overwhelmed? If you're ready to boost your productivity and engagement, it's time to discover the game-changing AI tool that's transforming sales workflows. Join us as we uncover the secrets to streamlining your sales process and boosting your results. Want to know how to supercharge your sales productivity and engagement? We've got the solution for you to achieve just that. Let's dive into the game-changing AI tools that will skyrocket your sales success. Sound good? In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives into the benefits of using AI to enhance sales productivity. Mario draws from his extensive 27 years of experience in B2B sales to shed light on the challenges faced by sales teams and the potential of AI in addressing these obstacles. He emphasizes the importance of personalization and value-driven engagements in the prospecting process, urging sales professionals to prioritize referrals and relationship-building. Mario also delves into the role of AI in streamlining workflows, highlighting the need for a balanced approach that leverages technology while maintaining human-to-human interaction. Throughout the episode, Mario shares practical insights and actionable strategies, making it a valuable resource for sales professionals looking to boost their productivity with AI. Whether you're seeking to refine your prospecting efforts, optimize sales engagement, or explore the possibilities of AI in sales, this episode offers a fresh perspective and practical advice to help you elevate your sales game. Was it 50% closer than where you were at? If so, keep on doing it. Save on productivity. Worth it. - Mario Martinez Jr. In this episode, you will be able to: Master Effective B2B sales prospecting strategies to land more high-quality leads. Enhance Sales productivity using AI for increased engagement and streamlined workflows. Build a successful digital sales playbook for staying ahead in a technology-driven market. Personalize sales outreach to foster stronger connections and drive better results. Leverage LinkedIn for sales prospecting to tap into a goldmine of potential leads.   The key moments in this episode are: 00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast 00:02:51 - Mario's Background and Vengreso's Success with FlyMSG 00:08:27 - The Number One Challenge in B2B Sales Prospecting 00:10:59 - The Impact of Scaling and Personalization on Prospecting 00:14:07 - The Perfect Playbook for Prospecting 00:15:30 - The Role of LinkedIn in Modern Networking 00:17:25 - The Omnichannel Approach to Communication 00:19:38 - The Importance of Personalization 00:22:59 - The Pitfalls of Generic Email Templates 00:27:55 - Enhancing Productivity in Sales Communication 00:29:41 - The Role of AI in Sales Tools 00:31:09 - Human-Assisted AI 00:33:24 - The Importance of Value in Messaging 00:35:40 - Omnichannel Prospecting and LinkedIn Engagement 00:43:47 - The Role of Content in Prospecting 00:44:07 - Social Media Engagement and Algorithm 00:45:08 - Leveraging LinkedIn for Connection 00:46:36 - Engaging with Reps 00:48:36 - Thought Leadership and AI 00:54:27 - Connecting with Mario Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast Mario Martinez Jr. introduces FlyMSG.IO, a personal writing assistant and text expander application. He also previews the conversation with Daniel Bonds on the modern selling podcast. 00:02:51 - Mario's Background and Vengreso's Success with FlyMSG Mario shares his extensive background in B2B sales and the success of Vengreso's FlyMSG software, including recent funding. He also discusses the growing popularity of FlyMSG in Brazil. 00:08:27 - The Number One Challenge in B2B Sales Prospecting Mario highlights the biggest challenge in B2B sales prospecting, which is getting the first appointment. He discusses the difficulties in scaling, personalization, and productivity in prospecting efforts. 00:10:59 - The Impact of Scaling and Personalization on Prospecting Mario explains how scaling and personalization play a crucial role in effective prospecting. He emphasizes the need for personalized, referral-based outreach to cut through the noise and engage potential buyers effectively. 00:14:07 - The Perfect Playbook for Prospecting Mario outlines the perfect playbook for prospecting, emphasizing the importance of starting with a referral instead of traditional email, phone call, or LinkedIn connection requests. He provides insights into the key steps for effective prospecting. 00:15:30 - The Role of LinkedIn in Modern Networking Mario discusses the importance of utilizing LinkedIn as a modern Rolodex for networking and making digital referrals. He emphasizes the need to leverage mutual connections and outlines a process for initiating a digital referral. 00:17:25 - The Omnichannel Approach to Communication Mario explains the significance of an omnichannel approach in communication, including email, phone, LinkedIn, and text messaging when appropriate. He emphasizes the importance of personalization in communication and the need to tailor messages to the individual or buyer persona. 00:19:38 - The Importance of Personalization Mario delves into the critical role of personalization in sales communication and highlights the need for hyper-personalization in the initial message. He stresses the importance of personalizing to the individual to demonstrate understanding and knowledge of the recipient. 00:22:59 - The Pitfalls of Generic Email Templates Mario discusses the pitfalls of generic email templates and the need for personalization in sales communication. He emphasizes the impact of personalized messages and the significance of addressing the specific business problems of the recipient. 00:27:55 - Enhancing Productivity in Sales Communication Mario addresses the productivity challenges in sales communication and the inefficiencies caused by disparate messaging sources. He emphasizes the need for a streamlined approach to messaging and the role of technology in enhancing productivity in sales communication. 00:29:41 - The Role of AI in Sales Tools Mario discusses the abundance of AI sales tools available, emphasizing the importance of using AI to augment rather than replace human effort in sales. 00:31:09 - Human-Assisted AI Mario introduces the concept of human-assisted AI, emphasizing the need for AI to assist and augment sales reps rather than replace them entirely. 00:33:24 - The Importance of Value in Messaging Mario highlights the importance of bringing value to sales conversations and emphasizes the need to lead to the solution, not lead with the solution. 00:35:40 - Omnichannel Prospecting and LinkedIn Engagement Mario discusses the power of omnichannel prospecting and shares insights on how LinkedIn engagement can drive content visibility in newsfeeds. 00:43:47 - The Role of Content in Prospecting Mario emphasizes the need for sales reps to publish content and introduces Flypost AI as a tool to streamline content creation for sales prospecting. 00:44:07 - Social Media Engagement and Algorithm Mario emphasizes the importance of using social media effectively, especially on LinkedIn. He highlights the need to understand the algorithm, engage with connections, and leverage AI to streamline the process. 00:45:08 - Leveraging LinkedIn for Connection Mario discusses the strategic use of the follow button on LinkedIn, emphasizing the potential impact of notifications and emails generated through this action. He highlights the value of triggering events and using LinkedIn to create curiosity. 00:46:36 - Engaging with Reps Mario addresses the common issue of reps not engaging effectively. He advocates for more meaningful interactions beyond simply liking posts and introduces the concept of using AI to craft thoughtful and personalized replies. 00:48:36 - Thought Leadership and AI Mario demonstrates the use of AI to create thought leadership content. He emphasizes the role of AI as an augmentation tool, noting the need for human intervention to ensure contextual relevance and alignment with the seller's tone of voice. 00:54:27 - Connecting with Mario Mario shares where to connect with him, highlighting the importance of personalized connection requests on LinkedIn. He also points to resources for further learning and engagement with the fly message platform. Master Effective B2B Sales Prospecting Effective B2B sales prospecting is crucial for sales success, with the first meeting being the most challenging part of the process. Sales professionals face difficulties related to scaling, personalization, and productivity in prospecting efforts. Shifting towards a referral-based prospecting approach can significantly improve success rates in booking meetings and driving sales growth. Uncover the Power of AI AI tools offer immense potential for augmenting sales productivity and efficiency. Leveraging AI to streamline workflows and enhance engagement can save time and assist sales reps in reaching their goals. Finding the balance between technology and human interaction is key to effectively utilizing AI in sales prospecting. Unlock the Secrets to Building Connections Building meaningful connections with potential clients is essential in modern selling. Personalized and value-driven engagements should be prioritized to establish relationships and drive sales growth. Utilizing AI tools like 'Fly Message' can assist in generating engaging content and accelerating productivity in building connections on social media platforms. The resources mentioned in this episode are: Connect with Mario Martinez Jr. on LinkedIn and send a personalized connection request mentioning the Playbooks 2024 conference in Brazil. Visit flymsg.io to explore and download FlyMSG, a free text expander and personal writing assistant to save 20 hours or more in a month and increase productivity. Check out the Modern Selling Podcast hosted by Mario Martinez Jr. for valuable insights and strategies on modern selling. Go to vengreso.com to access the FlyMSGSales Pro Plan for individuals and explore enterprise team support, layered training programs, and on-demand learning for prospecting.

  If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone! Have you heard the myths about building successful SDR BDR teams? Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team. In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals. From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration. I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams. Skills you will learn in this Episode: Mastering the art of building high-performing SDR BDR teams. Accelerating your career through strategic sales development role progression. Crafting sales email frameworks that captivate and convert. Embracing the power of an omnichannel sales approach for amplified results. Elevating sales outreach with the impact of personalized strategies.   The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:14 - Importance of Sales Development 00:06:55 - Personalization in Sales Outreach 00:11:33 - The Role of Coaching in Sales Development 00:14:41 - Creating Quality Pipeline 00:16:00 - Multi-Threaded Selling 00:17:33 - Career Development Path 00:20:39 - Bridging the Skills Gap 00:23:09 - SDR Role Duration 00:29:41 - SDRs' Daily Activities and Time Management 00:31:41 - Leveraging LinkedIn Engagement 00:34:15 - Challenges and Solutions in Sales Development 00:36:09 - Leveraging Text Messaging in Sales Outreach 00:41:57 - Adding Value in Sales Touchpoints 00:43:17 - Leveraging LinkedIn for Prospecting 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence 00:51:47 - Consolidating Inbound and Outbound Sales 00:55:35 - Joey's Favorite Movie 00:57:13 - Conclusion and Farewell 00:00:00 - Introducing Joey Vendel 00:15:45 - Importance of Personalized Selling 00:30:22 - Leveraging Technology in Sales 00:45:18 - Adapting to Changing Sales Landscape Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, an application to help sales leaders grow their sales numbers at scale. 00:01:14 - Importance of Sales Development Mario Martinez Jr. and Joey Vendel discuss the challenges and importance of sales development, focusing on outbound and inbound strategies in the current sales landscape. 00:06:55 - Personalization in Sales Outreach Joey Vendel emphasizes the importance of personalized outreach in sales, sharing his passion for Minnesota sports as a way to build rapport and connect with prospects. 00:11:33 - The Role of Coaching in Sales Development Joey Vendel explains the key elements of effective coaching for SDRs, including reviewing sales activity, account strategy, pipeline development, and career aspirations to drive success in the role and beyond. 00:14:41 - Creating Quality Pipeline Joey discusses the importance of creating a quality pipeline for outside sales to close deals effectively, especially when targeting enterprise customers with multiple stakeholders and buying groups. 00:16:00 - Multi-Threaded Selling Mario and Joey delve into the concept of multi-threaded selling, which involves bringing in different personas and stakeholders to build a business case for account executives when selling to large organizations. 00:17:33 - Career Development Path The conversation shifts to the career development path for BDRs and SDRs, highlighting the challenges of transitioning to management or AE roles. Joey shares how their velocity program helps SDRs develop closing skills and progress towards AE roles. 00:20:39 - Bridging the Skills Gap Mario and Joey discuss the importance of bridging the skills gap between SDR and AE roles, emphasizing the need for coaching and development to prepare SDRs for handling deals and conversations effectively. 00:23:09 - SDR Role Duration Joey provides insights into the average duration of SDR roles at Seismic, emphasizing the importance of learning and progression within the role before aspiring to transition into AE roles. 00:29:41 - SDRs' Daily Activities and Time Management Joey discusses the average daily activities of their SDRs, including emails, dials, and LinkedIn steps. He emphasizes the importance of time management and framing these activities as "effort metrics" within their control. 00:31:41 - Leveraging LinkedIn Engagement Mario and Joey discuss the importance of engaging on LinkedIn posts to stand out. They emphasize the need for personalized and thoughtful comments to make an impact, leading to a potential product enhancement idea for Joey's company. 00:34:15 - Challenges and Solutions in Sales Development Joey highlights the challenge of tracking engagement on LinkedIn and mentions a tool called Surfy for synchronizing LinkedIn messages. They discuss the importance of an omni-channel approach in reaching prospects. 00:36:09 - Leveraging Text Messaging in Sales Outreach Joey and Mario discuss the use of text messaging in sales outreach, emphasizing the need for an established relationship before using text as a channel. They also touch on the strategy of connecting all three channels - phone, text, and LinkedIn. 00:41:57 - Adding Value in Sales Touchpoints The importance of bringing value in every touchpoint is highlighted. Joey emphasizes the need for personalized, relevant messages for specific prospects, and Mario shares insights on the PVC sales methodology - personalization, bringing value, and a call to action. 00:43:17 - Leveraging LinkedIn for Prospecting Joey explains the importance of using the follow button on LinkedIn as part of the outbound cadence. He emphasizes the value of the follow button in engaging passive buyers and triggering a response from them. 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence Joey discusses the key elements of a successful sales cadence, including personalization, problem statement, value proposition, and interest-based call to action. He highlights the importance of concise and value-driven messaging in both emails and cold calls. 00:51:47 - Consolidating Inbound and Outbound Sales Joey talks about the decision to consolidate inbound and outbound sales under the same team at Seismic. He explains how this hybrid model has improved MQL to demo conversion rates and strengthened the partnership between the sales and marketing teams. 00:55:35 - Joey's Favorite Movie Joey shares his all-time favorite movie, "Crazy, Stupid, Love," and mentions his tradition of asking SDRs about their favorite movie when they start at Seismic. He invites listeners to use the movie title in their subject line when reaching out to him. 00:57:13 - Conclusion and Farewell Mario Martinez Jr. concludes the episode by thanking the listeners and encourages them to keep selling effectively until the next episode. 00:00:00 - Introducing Joey Vendel Mario Martinez Jr. introduces the guest, Joey Vendel, and sets the stage for the upcoming discussion on sales strategies. 00:15:45 - Importance of Personalized Selling Joey Vendel emphasizes the significance of personalized selling and the impact it has on building strong customer relationships and driving sales success. 00:30:22 - Leveraging Technology in Sales The conversation shifts to the role of technology in sales, with Joey Vendel sharing insights on how to effectively leverage technology to streamline sales processes and improve efficiency. 00:45:18 - Adapting to Changing Sales Landscape Mario Martinez Jr. and Joey Vendel discuss the need for sales professionals to adapt to the evolving sales landscape and embrace new strategies and tools to stay competitive in the market. Crafting Irresistible Sales Email Frameworks for Maximum Impact Crafting sales email frameworks that are personalized, concise, and value-driven is key to maximizing impact in prospecting activities. Leveraging technology and the latest sales tools to enhance the effectiveness of sales cadences and outreach strategies is vital in the modern sales landscape. Storytelling can be a powerful tool in sales, allowing sales professionals to create compelling narratives that resonate with prospects and drive engagement. Mastering the Art of Building High-Performing SDR BDR Teams Crafting a successful sales development team involves understanding the key pillars of team architecture, activity optimization, omnichannel presence, and coaching to drive success. Aligning different roles within the team with the organization's sales process and customer base is essential for building a scalable and efficient team. Balancing volume and personalization in sales outreach is crucial for engaging prospects effectively. Accelerating Your Sales Development Career Progression SDRs can accelerate their career progression by gaining exposure to running inbound deals in addition to outbound responsibilities. Programs like Seismic's velocity program allow top-performing SDRs to showcase their skills in closing deals and prepare for advancement to AE roles. It's crucial to focus on skill development, refinement of discovery and demonstration skills, and preparing SDRs for future career growth opportunities within the organization. The resources mentioned in this episode are: Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. Connect with Joey Vendel on LinkedIn and mention that you heard him on the modern selling podcast. Personalize your outreach to Joey Vendel to get a response, showing that you did research about him and his role. Use the subject line Crazy Stupid Love when reaching out to Joey Vendel to get his attention. Give the modern selling podcast a five-star rating and review on iTunes.

  Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result. Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal. This is Mark Shriner's story: Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements. In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales. The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs. You found a problem and then figured out a solution, and people buy that. You go in and help them fix something that's broken. - Mark Shriner My special guest is Mark Shriner Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from. In this episode, you will be able to: Mastering Winning Strategies: Learn how to craft winning strategies for RFPs and RFQs to stand out from the competition and win more business. Boosting Sales Efficiency: Discover how to streamline and improve sales with optimized RFP response processes for greater success and faster turnaround times. Harnessing AI for Optimization: Explore the power of leveraging AI in RFP response optimization to enhance efficiency and accuracy in the sales process. Nurturing Effective Relationships: Unlock the secrets to building effective sales relationships pre-RFP to foster trust and increase win rates. Small Business RFP Success: Uncover essential tips tailored for small businesses to achieve RFP success and compete effectively in the marketplace.   The key moments in this episode are: 00:00:08 - Introducing FlyMSG 00:01:11 - Mark Shriner's Background 00:04:38 - RFP Challenges for Small and Medium-Sized Businesses 00:06:28 - Mario's Experience with RFPs 00:11:37 - Mark's Journey to Asia 00:12:55 - Understanding RFPs and Document Requests 00:15:31 - Challenges in Responding to Document Requests 00:18:11 - Communicating During RFPs 00:19:42 - Helping Create RFPs 00:24:39 - Process Tweaks for RFP Response 00:25:48 - Go/No-Go Decision-making Process 00:26:44 - Subject Matter Expert Collaboration 00:29:24 - AI Tools for Efficiency 00:36:28 - Relationship-building in RFPs 00:39:01 - Strategic Pricing in RFPs 00:39:18 - Understanding Key Requirements in RFPs 00:41:50 - Asking Critical Questions 00:44:06 - Reconsideration and Reevaluation 00:47:23 - Finding Solutions to Problems 00:49:45 - Competitive Intelligence in RFPs 00:51:53 - Connecting with Mark Shriner 00:52:28 - Grow Fast Podcast 00:52:44 - Favorite Movies 00:54:28 - Wrapping Up Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG Mario Martinez Jr. introduces FlyMSG.IO, a free personal writing assistant and text expander application, and sets the stage for the podcast's focus on sales growth techniques. 00:01:11 - Mark Shriner's Background Mark Shriner shares his background and experience in business development and growth, including his time living and working in Asia, which ultimately led him to start his career in sales. 00:04:38 - RFP Challenges for Small and Medium-Sized Businesses Mark discusses the challenges small and medium-sized businesses face in responding to RFPs, highlighting the resource limitations and opportunity costs involved in the decision-making process. 00:06:28 - Mario's Experience with RFPs Mario Martinez Jr. shares his past experience with RFPs and the challenges he faced, emphasizing the importance of relationship building in winning RFPs and RFQs, despite his dislike for the process. 00:11:37 - Mark's Journey to Asia Mark Shriner shares a personal story of his spontaneous trip to Asia with minimal resources, leading to a four-year adventure that ultimately shaped his career in business and sales. 00:12:55 - Understanding RFPs and Document Requests Mark explains the differences between RFI, RFQ, and RFP and the challenges organizations face when responding to these document requests. He highlights the time-consuming nature of the process and the need for involvement from various subject matter experts. 00:15:31 - Challenges in Responding to Document Requests Mark discusses the challenges organizations face in deciding whether to respond to an RFP, including understanding and meeting the requirements, as well as the repetitive nature of the work. He emphasizes the importance of developing a relationship with the customer during the process. 00:18:11 - Communicating During RFPs Mark and Mario explore the issue of communication during RFPs, particularly when organizations are instructed not to communicate with anyone other than procurement. They share insights on how sales organizations can navigate this challenge and potentially leverage existing relationships. 00:19:42 - Helping Create RFPs Mark highlights the strategic advantage of helping organizations create their RFPs, as it allows vendors to influence the content and requirements in their favor. He also discusses the importance of understanding the customer's real intentions behind issuing an RFP. 00:24:39 - Process Tweaks for RFP Response Mark emphasizes the need for small and medium-sized businesses to establish a clear process for making go/no-go decisions when responding to RFPs. He underscores the importance of setting criteria and following a structured approach to managing the RFP response process. 00:25:48 - Go/No-Go Decision-making Process Mark discusses the importance of making a go/no-go decision based on key factors and requirements, potential workarounds, and customer acceptance of workarounds. 00:26:44 - Subject Matter Expert Collaboration Mark emphasizes the need for a pool of subject matter experts and a collaborative platform for efficient RFP response. He highlights the frustration of repeating tasks and the importance of setting clear expectations to gain SME support. 00:29:24 - AI Tools for Efficiency Mark discusses the use of AI tools like Breeze for storing and accessing previously used responses, searching through reference documents, and even drafting responses. He emphasizes the efficiency and effectiveness of these tools in RFP response. 00:36:28 - Relationship-building in RFPs Mario shares his experience with maintaining relationships and winning RFPs. He mentions the significance of building relationships early and leveraging past collaborations to secure contracts, even after losing an initial RFP. 00:39:01 - Strategic Pricing in RFPs Mario describes a strategic approach to pricing in RFPs, highlighting the importance of understanding the true cost and value of services instead of solely meeting price reduction demands. He shares a successful example of re-evaluating pricing to secure a lucrative contract. 00:39:18 - Understanding Key Requirements in RFPs Mark discusses the importance of understanding key requirements in RFPs and how failure to meet those requirements can result in losing the deal. 00:41:50 - Asking Critical Questions Mark shares how he asked critical questions to the CIO, leading to a realization that the competition had not considered key integration and cost factors. 00:44:06 - Reconsideration and Reevaluation The CPO admits they did not consider the integration factor, leading to a reevaluation of the RFP and potential reconsideration of the decision. 00:47:23 - Finding Solutions to Problems Mark discusses identifying a problem with manual wireless orders and finding a solution through an integration with Ariba, resulting in a significant contract and business growth. 00:49:45 - Competitive Intelligence in RFPs Lisa Reheark's advice on understanding competition's pricing and obtaining competitive intelligence through FOIA requests, highlighting the importance of understanding competition in RFP responses. 00:51:53 - Connecting with Mark Shriner Mario asks Mark how to get in touch with him to discuss Breeze's technology and Mark suggests reaching out to him on LinkedIn or Twitter to schedule a demo or meeting. 00:52:28 - Grow Fast Podcast Mark recommends listening to the Grow Fast Podcast to hear from industry experts like Mario and gain valuable knowledge and wisdom. 00:52:44 - Favorite Movies Mark shares that his favorite movies are the Godfather I and II, and Lord of the Rings trilogy, while Mario reveals that his favorite movie is The Goonies due to its themes of aspiration and problem-solving. 00:54:28 - Wrapping Up Mario and Mark continue to discuss their favorite movies and wrap up the conversation by encouraging listeners to rate and review the Modern Selling Podcast and to download FlyMSG for increased productivity. Mastering Winning Strategies Mark Shriner shares valuable insights on mastering winning strategies when responding to RFPs, RFIs, and RFQs, emphasizing the importance of understanding competition pricing and tailoring responses effectively. His personal anecdotes highlight the significance of problem-solving approaches and aligning offerings to meet clients' specific needs, contributing to successful responses. Boosting Sales Efficiency Shriner discusses how embracing AI technology, like Breeze, can boost sales efficiency by streamlining the RFP response process. By harnessing AI tools for knowledge retrieval, response drafting, and collaboration, sales professionals can optimize their responses to document requests and enhance their chances of success in competitive bidding scenarios. Harnessing AI for Optimization The conversation between Mario and Shriner reveals the transformative power of harnessing AI for optimization in the sales process. By leveraging AI tools like Breeze to simplify RFP responses, sales professionals can enhance their efficiency, decision-making, and competitiveness in the market. This strategic approach enables businesses to stay ahead of the curve and drive success in their sales endeavors. The resources mentioned in this episode are: Connect with Mark Shriner on LinkedIn to learn more about Breeze Docs AI and how it can help streamline the RFP process. Check out the Grow Fast Podcast to gain insights from sales and marketing experts, including tips on winning more RFPs. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant. Consider reaching out to Lisa Rehark at RFP Success Company for expert guidance on winning more RFPs and RFQs. Watch The Godfather and The Godfather Part II for a classic movie experience, or indulge in the Lord of the Rings trilogy for an epic adventure.

  Have you heard these myths about SaaS sales led growth strategies? Myth 1: Product led growth is the only way to scale. Myth 2: Cold emails are ineffective for SaaS sales. Myth 3: Scaling a SaaS business requires massive funding. I'll reveal the truth about these myths, but brace yourself for some eye-opening strategies. Hey there! In this podcast episode, Mario Martinez Jr. was interviewed by Joana Inch for the SaaS stories podcast, and he shares his journey from a service-based company to a SaaS organization, shedding light on the challenges and dynamics of the SaaS industry. He delves into the transition of FlyMSG from product led growth to sales led growth, offering valuable insights into the pivotal moments and strategic considerations that shaped our approach. Mario emphasizes the significance of adaptability and the willingness to pivot in response to market dynamics and customer behavior. By discussing the challenges of engaging with enterprise clients and the importance of personalization in sales and marketing efforts, he offers actionable insights for SaaS founders and sales leaders. If you're keen on enhancing sales and marketing alignment and implementing growth strategies, this episode provides a wealth of knowledge and practical advice to navigate the ever-evolving landscape of SaaS. So, grab your headphones and tune in to gain valuable insights for driving growth in the SaaS industry! It's better to have 50% of something than 100% of nothing. - Mario Martinez Jr. In this episode, you will be able to: Master Sales Led Growth Strategies: Uncover the secrets to accelerating your SaaS business through effective sales tactics and strategic growth planning. Unravel the Power of Sales Led Growth: Discover the distinct advantages of sales led growth over product led growth and how it can drive your SaaS business to new heights. Harness the Potential of LinkedIn for Sales Success: Unlock the potential of LinkedIn as a powerful tool for enhancing your sales efforts and expanding your SaaS business reach. Navigate the Art of Scaling SaaS Startups: Learn the art of effectively scaling your SaaS startup, ensuring sustainable growth and long-term success in a competitive market. Embrace Personalization in Cold Outreach: Explore the impact of personalized cold outreach methods and how it can revolutionize your sales approach, leading to increased conversions and meaningful connections. The key moments in this episode are: 00:00:08 - Introducing Vengreso and FlyMSG 00:02:31 - Vengreso's Pivot to FlyMSG 00:06:29 - Challenges in Marketing and Sales 00:11:44 - Product Led Growth vs. Sales Led Growth 00:14:47 - The Struggle with PLG and Success with SLG 00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales 00:16:27 - Overcoming Marketing and Technological Debt 00:18:16 - Balancing Sales Led Growth and Product Led Growth 00:19:39 - Identifying the Pivot Point 00:27:39 - Securing Enterprise Clients and Funding 00:29:32 - Landing Enterprise Clients 00:30:14 - Engaging Enterprise Clients 00:35:06 - Providing Value 00:41:23 - Cold Email Approach 00:43:37 - The Power of Marketing and Sales Email Differentiation 00:45:23 - The Effectiveness of Omni-Channel Marketing 00:46:25 - The Challenge of Scaling People in SaaS 00:48:22 - Profitable Scaling in the VC Market 00:52:57 - Finding Purpose and Mission in Business Timestamped summary of this episode: 00:00:08 - Introducing Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander extension. The podcast will feature insights from sales leaders and influencers to help grow sales numbers at scale. 00:02:31 - Vengreso's Pivot to FlyMSG Mario Martinez Jr. shares the story of Vengreso's pivot to FlyMSG. The company transitioned from a service-based model to a SaaS company, launching FlyMSG as a productivity tool that gained traction beyond the sales industry. 00:06:29 - Challenges in Marketing and Sales Mario Martinez Jr. discusses the challenges in marketing and sales, particularly post-Covid. He emphasizes the mismatch between the way buyers shop and the way salespeople sell, leading to the need for innovative solutions like FlyMSG. 00:11:44 - Product Led Growth vs. Sales Led Growth Mario Martinez Jr. explains the difference between product led growth (PLG) and sales led growth (SLG). He describes PLG as individual-driven decision-making with virality, while SLG is driven by corporate need and problem-solving. 00:14:47 - The Struggle with PLG and Success with SLG Mario Martinez Jr. delves into the challenges with PLG and the success with SLG. He highlights the importance of understanding the dynamics of each approach and how Vengreso navigated the shift from SLG to PLG. 00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales The conversation delves into the nuances of selling group licenses and the challenges faced in convincing buying committees to invest in the technology. 00:16:27 - Overcoming Marketing and Technological Debt The challenges of marketing debt, technological debt, and the need to master various marketing channels are discussed, highlighting the Herculean effort required to address these issues. 00:18:16 - Balancing Sales Led Growth and Product Led Growth The conversation explores the challenge of balancing sales led growth and product led growth, and how shifting focus impacted the overall strategy and success of the business. 00:19:39 - Identifying the Pivot Point The pivotal moment in the company's journey is revealed, where the decision to pivot towards sales led growth was made, leveraging the company's strong brand presence in the sales training space. 00:27:39 - Securing Enterprise Clients and Funding The discussion highlights the success in securing enterprise clients and closing deals, leading to promising developments in securing funding for the company's growth. 00:29:32 - Landing Enterprise Clients Mario discusses the challenge of landing enterprise clients and the importance of engaging with multiple decision makers. He emphasizes the need for pointed messaging and shares the PBC sales methodology for effective cold sales emails. 00:30:14 - Engaging Enterprise Clients Mario explains that engaging with enterprise clients can take days to months, depending on the product and target buyer. He highlights the importance of personalization and value in outreach messages, as well as the use of multiple channels for increased buyer engagement. 00:35:06 - Providing Value Mario delves into the importance of providing value to sales leaders through personalized content. He emphasizes the use of valuable resources such as articles and training videos to address specific challenges, ultimately leading to increased buyer engagement. 00:41:23 - Cold Email Approach Mario discusses the difference between salesperson and marketer emails, emphasizing that sales emails for cold outreach should be plain text with minimal formatting. He highlights the need for experimentation and the use of pointed messages with one link in marketing emails. 00:43:37 - The Power of Marketing and Sales Email Differentiation Mario emphasizes the importance of distinguishing between marketing and sales emails, highlighting the need for nurturing and engaging leads at different stages of the customer journey. 00:45:23 - The Effectiveness of Omni-Channel Marketing Mario and the host discuss the effectiveness of omni-channel marketing, particularly the impact of email, LinkedIn, and SMS on engaging and reaching prospects in a cluttered digital space. 00:46:25 - The Challenge of Scaling People in SaaS Mario shares insights on the challenges of scaling personnel in a SaaS organization, highlighting the need to match the number of employees with client servicing needs and the importance of focusing on sales to drive growth. 00:48:22 - Profitable Scaling in the VC Market Mario provides valuable tips on profitable scaling in the current VC market, emphasizing the significance of achieving profitable growth and ensuring financial sustainability in the long term. 00:52:57 - Finding Purpose and Mission in Business Mario discusses the importance of having a clear exit plan, finding purpose, and staying inspired in the entrepreneurial journey, highlighting the significance of having a vision for the future. Unraveling the Power of Sales Led Growth Unraveling the power of sales led growth involves retooling and training team members to fulfill multiple roles within the organization. Providing stock options to early employees incentivizes their commitment and investment in the company's success. Maintaining a clear vision and motivation as a leader is essential for navigating the challenges of scaling a SaaS organization. Mastering Sales Led Growth Strategies Implementing sales led growth strategies is crucial for SaaS founders and sales leaders to drive sustainable business growth. Understanding the distinction between marketing and sales emails is key to crafting effective outreach campaigns and nurturing leads. Focusing on profitable scaling rather than growth at all costs ensures long-term success in the competitive SaaS market. Harnessing the Potential of LinkedIn Harnessing the potential of LinkedIn is crucial for engaging with enterprise clients and reaching key decision-makers within organizations. Personalization and tailoring messages to individual personas and needs are paramount for successful cold outreach on the platform. Employing an omnichannel approach, including phone, email, LinkedIn, and video, enhances the effectiveness of engaging with potential clients on LinkedIn. The resources mentioned in this episode are: Visit FlyMSG.io to download FlyMSG, the free personal writing assistant and text expander application mentioned in the podcast. Go to pvcsalesmethod.com to access the PVC Sales Methodology for creating effective sales cold outreach emails. Check out the article on sales referral at Vengreso for valuable insights on leveraging mutual connections for sales outreach. Consider using an omnichannel approach for engaging with prospects, including LinkedIn, email, phone, and other channels. Consider giving stock options to early team members to incentivize and retain talent, fostering a sense of ownership and commitment.

  Want to make better investment decisions and strategic growth plans? I've got the solution for you to achieve that. Get ready to improve your venture capital investment strategies and take your business to the next level. Let's dive in and uncover the key to successful growth-stage investment strategies. Does this sound familiar? You've been bombarded with templatized outreach from investors who don't seem to know anything about your business? You're left feeling frustrated and disrespected, wondering if anyone took the time to understand your unique needs. It's time to change the game and experience a more strategic and tailored approach. Say goodbye to generic pitches and hello to a personalized, value-driven connection. It's time to engage with investors who truly understand your vision and goals. Discover the unexpected sales technology revolution that's reshaping the industry. Unveil the inside secrets of how a venture capitalist is transforming growth-stage investment strategies. Learn how AI and automation are augmenting the human touch in sales. Find out the surprising movie choice of a Boston native turned New York investor. Stay tuned for the jaw-dropping insights that will change the way you approach sales tech forever. This is Matt Melymuka's story: Matt Melymuka, co-founder and managing partner at Peakspan Capital, offers a unique perspective on venture capital investment strategies. His journey into the world of growth-stage investment began over 15 years ago, focusing on B2B software. His passion for this niche led him to establish Peakspan Capital, a firm dedicated solely to B2B software. Matt's approach emphasizes specialization and strategic partnerships, aiming for a collaborative, domain-specific engagement with companies. His commitment to a focused, growth-driven investment strategy has not only shaped his professional journey but also reflects his dedication to creating impactful, sustainable partnerships. This journey showcases Matt's unwavering dedication to the B2B software industry and his passion for strategic, growth-focused investment strategies. AI should not be thought of as replacing the seller or replacing a selling function or replacing even the seller's brain. AI is all about augmenting the seller. - Mario Martinez Jr. This week's special guest is Matt Melymuka, the co-founder and managing partner of Peakspan Capital. He brings over a decade of expertise in growth-stage investment strategies. With a focus on late-stage growth companies, Matt's leadership at Peakspan has resulted in managing $2 billion across three funds and a $600 million active investment vehicle. His specialized approach centers on B2B software, encompassing sales, marketing, and hospitality technology. Matt's philosophy of maintaining alignment with ambitious yet pragmatic objectives has led to a remarkably low capital loss ratio of 1.4%, demonstrating his commitment to collaborative and sustainable growth for entrepreneurs. As a guest on the Modern Selling Podcast, Matt promises an insightful conversation on venture capital investment strategies that will undoubtedly enlighten and inspire entrepreneurs, business leaders, and investors. In this episode, you will be able to: Mastering Venture Capital Investment Strategies: Uncover the secrets to successful growth-stage investments and maximize your returns. Navigating Sales Technology Trends 2023: Stay ahead of the curve with the latest advancements in sales tech, giving your business a competitive edge. Implementing B2B SaaS Marketing Best Practices: Learn how to effectively market your B2B SaaS product and boost your customer acquisition. Embracing AI and Automation in Sales: Streamline your sales processes and enhance productivity by harnessing the power of AI and automation. Excelling in Effective Fundraising for Startups: Discover the key tactics for successful fundraising, propelling your startup to new heights. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:21 - Focus and Specialization at Peakspan Capital 00:07:23 - Contrarian Approach to Venture Capital 00:10:03 - Fundraising Challenges and Personal Revelation 00:13:14 - Traveling with Kids and Parenting 00:13:44 - Parenting and Family Dynamics 00:15:09 - Market Trends in 2023 00:17:16 - Sales Organization Investment 00:19:41 - Strategic Approach to Sales Investment 00:24:24 - Buyer-Centric Sales Tech Trends 00:28:23 - The Importance of Writing Skills in Sales 00:29:07 - Personalization in Sales Outreach 00:30:50 - Technology's Impact on Sales Training 00:33:56 - The Role of Technology in Sales and Marketing 00:39:27 - Strategic Relationship Building in Sales 00:42:02 - The Role of AI in Sales Development 00:43:26 - Technology as an Enabler 00:44:06 - Augmenting the Seller with AI 00:46:29 - Focus on Augmentation, not Replacement 00:47:18 - Contact Information Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a personal writing assistant and text expander application. 00:01:21 - Focus and Specialization at Peakspan Capital Matt Malamuka explains Peakspan Capital's focus on B2B software, with a specialized approach to investing in growth stage companies with real products, customers, and revenue. They aim to partner with capital-efficient companies and maintain optionality for the entrepreneur. 00:07:23 - Contrarian Approach to Venture Capital Matt discusses Peakspan's philosophy of being "decidedly contra Silicon Valley," aiming to avoid the pitfalls of excessive funding and rapid growth at the expense of operational risk. They focus on aligned and pragmatic growth strategies with like-minded entrepreneurs. 00:10:03 - Fundraising Challenges and Personal Revelation Mario Martinez shares his experience with fundraising for his second business and acknowledges the challenges and uncertainties of the process. Matt also reveals his personal passion for travel and his family's commitment to no screen time for their three-year-old daughter. 00:13:14 - Traveling with Kids and Parenting Matt discusses the challenges of traveling with young children and their decision to avoid screen time for their daughter. He shares the creative ways they entertain her on long flights, emphasizing the importance of storytelling and interactive activities. 00:13:44 - Parenting and Family Dynamics Matt discusses the challenges of balancing family life and parenting, particularly around mealtime and screen time for children. He emphasizes the importance of eating dinner together as a family without distractions. 00:15:09 - Market Trends in 2023 Matt shares insights into the challenging software market trends in 2023, highlighting a decline in growth rates and the impact on sales tech companies. He discusses the need for companies to navigate the tough market conditions and make strategic adjustments. 00:17:16 - Sales Organization Investment Matt and the host discuss the importance of reinvesting in the sales organization during tough market conditions. They emphasize the value of retaining and investing in the right sales talent while focusing on customer base expansion and upselling. 00:19:41 - Strategic Approach to Sales Investment The conversation delves into the strategic approach to sales investment during challenging times, emphasizing the need to cut non-performing personnel while re-investing in tools, technologies, and training for the sales team. 00:24:24 - Buyer-Centric Sales Tech Trends Matt discusses the shift from sales-centric to buyer-centric trends in sales tech, emphasizing the importance of catering to buyer needs and providing relevant information in a non-intrusive way to drive informed decision-making. 00:28:23 - The Importance of Writing Skills in Sales The conversation starts with a focus on increasing productivity by making sellers smarter. The inability to write well is identified as the biggest time suck for sellers, leading to the templatization of content. 00:29:07 - Personalization in Sales Outreach The guest shares a personal experience of receiving a connection request and highlights the importance of personalization in sales outreach. Strategies to make outreach more personalized, such as adding a period after the first name, are discussed. 00:30:50 - Technology's Impact on Sales Training The conversation delves into the challenges of adding technology without making sellers smarter or addressing their biggest problems, such as writing skills. The lack of training on the entire sales process and utilization of technology is identified as a common issue. 00:33:56 - The Role of Technology in Sales and Marketing The impact of technology on sales and marketing stacks is discussed, emphasizing the need for a mindset shift towards technology as an enabler of sales rather than an obstacle. The importance of seamlessly integrating technology into the existing workflow of reps is highlighted. 00:39:27 - Strategic Relationship Building in Sales The guest emphasizes the significance of leading with valuable content in sales outreach to build strategic relationships with entrepreneurs. The approach of personalizing emails and showing a strategic level of rapport is discussed as a respectful and effective strategy in investor conversations. 00:42:02 - The Role of AI in Sales Development Matt discusses how AI augments the role of the SDR and enables full lifecycle sellers by automating tasks like creating collateral and content for prospects. 00:43:26 - Technology as an Enabler Matt emphasizes that technology should enhance the seller's ability to have personalized and engaging conversations, ultimately driving better outcomes and more time for human interaction. 00:44:06 - Augmenting the Seller with AI Matt gives an example of how AI can augment sellers by creating a product that helps them write social media posts quickly, saving time and increasing engagement speed. 00:46:29 - Focus on Augmentation, not Replacement Matt stresses the importance of viewing AI as a tool that supplements and enhances existing workflows, making sellers better, faster, and more data-informed in their decision-making. 00:47:18 - Contact Information Matt provides his email and LinkedIn profile for anyone interested in reaching out to him for further discussion or collaboration. Mastering Venture Capital Investment Venture capital investment requires specialization and domain expertise, as emphasized by Matt Melymuka in the episode. PeakSpan Capital's focus on B2B software and sustainable growth highlights the importance of targeted investment strategies. By targeting companies in the emerging growth phase, investors can align with pragmatic objectives for long-term success. Navigating Sales Technology Trends Matt Melymuka and Mario Martinez Jr. delve into the challenges and trends in sales technology, particularly in relation to AI and automation. The conversation emphasizes the need for technology to seamlessly integrate into sales workflows, enabling sales professionals to make data-informed decisions. Understanding the impact of technology on sales processes is crucial for businesses navigating the evolving landscape of sales tech. Elevating B2B SaaS Marketing B2B SaaS marketing strategies can benefit from a personalized and genuine approach, as discussed by the guests in the episode. Matt Melymuka highlights the value of thematic alignment and specialization in sales tech investments to drive success in B2B SaaS marketing. Investing in AI-enabled platforms can enhance sales processes, augmenting the role of sales professionals and improving engagement with prospects. The resources mentioned in this episode are: To save 20 hours or more in a month and increase your productivity, download FlyMSG for free, on Chrome and Edge. It's your free text expander and personal writing assistant. Connect with Matt Melymuka on LinkedIn and mention that you heard him on the Modern Selling Podcast. Email Matt Melymuka at matt@peakspancapital.com to get in touch with him directly. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support. Watch The Shawshank Redemption, Matt Melymuka's all-time favorite movie, for a captivating cinematic experience.

From Introvert to Sales Leader Hey, sales pros! Tired of feeling like you're just not cut out for sales because you're an introvert? Have you been told to just "fake it till you make it" and it's only left you feeling drained and ineffective? If you're ready to tap into your natural strengths and see real results, it's time to leverage your introverted superpowers in sales. Get ready to unlock your full potential and transform your approach to sales effectiveness. Discover the surprising link between effective networking, introverted personalities, and increased sales performance. Uncover the unexpected movie that inspires a sales expert, and how it can revolutionize your approach to prospecting and selling. Stay tuned to find out how to leverage this unique insight for your own sales success. Unleash the Power of Introverts Introverts bring unique strengths to sales teams, challenging traditional stereotypes. With the right system in place, introverts can excel in sales by leveraging their structured approach and deep knowledge. Embracing introverted traits can lead to long-term success in sales, creating a more diverse and effective team dynamic. This is Matthew Pollard's story: Matthew Pollard's sales journey began unexpectedly after losing his job right before Christmas, thrusting him into the world of sales as an introverted individual. Despite initially feeling overwhelmed by the thought of sales, he persevered, teaching himself through online resources and quickly rising to become the top salesperson in his company. As he continued to excel and take on leadership roles, his focus shifted towards empowering introverted sales professionals, challenging the belief that introverts are at a disadvantage in sales. His introduction to Mario Martinez Jr.'s brand occurred at the AI SP leadership summit, sparking thought-provoking conversations about introversion, extroversion, and the unique strengths introverts bring to the sales arena. This encounter laid the groundwork for a deeper exploration of sales and leadership, leading to the creation of Matthew's book, "The Introvert's Edge to Selling," and his unwavering commitment to reshaping the narrative around introverted success in sales. Networking is not about you. The number one rule in sales is not about you. The number one rule of being on a podcast or speaking from stage, it's not about you. So why does everyone make it about themselves? - Matthew Pollard My special guest is Matthew Pollard Matthew Pollard, also known as the Rapid Growth Guy, is an award-winning and best-selling author of The Introvert's Edge series. As an introverted individual who discovered his sales prowess through self-teaching, he's driven to revolutionize the way introverts are perceived in sales. With over a decade of experience and a track record of fostering five multimillion-dollar success stories, Matthew is passionate about empowering introverted sales professionals to leverage their strengths and achieve unparalleled success. His refreshing approach to sales leadership and his belief in the power of personalized storytelling has made him a sought-after influencer in the sales community. In this episode, you will be able to: Maximize sales team performance by leveraging the strengths of introverts. Elevate your sales game with the powerful impact of storytelling. Unlock effective networking strategies tailored for introverted sales professionals. Lead a diverse sales team to success by understanding and embracing different personalities. Master the art of implementing sales methodologies for maximum effectiveness.   The key moments in this episode are: 00:00:08 - Introducing Vengreso and FlyMSG 00:01:13 - Overcoming Introverted Sales Challenges 00:04:43 - Revealing a Personal Secret 00:10:06 - The Misconception of Introversion 00:11:23 - Redefining Introversion 00:11:48 - Understanding Introversion and Extroversion 00:13:12 - Overcoming Introverted Challenges 00:14:08 - Leveraging Personal Strengths 00:16:01 - Managing Introverted Talent 00:17:24 - Fostering Belief and Adaptation 00:23:22 - Leveraging Introverted and Extroverted Sales Strengths 00:24:59 - Overcoming Beliefs About Introverted Salespeople 00:26:18 - Finding Success through Sales Methodology 00:28:08 - Empowering Sales Teams through Mindset Transformation 00:32:01 - The Journey to Sales Success 00:35:26 - Improving Sales Call Openings 00:37:13 - The Power of Storytelling in Sales 00:39:38 - The Science Behind Storytelling 00:41:40 - Networking for Introverts 00:45:48 - Connecting with Matthew Pollard 00:46:46 - The Warrior - A Hidden Gem 00:47:01 - The Power of Unrecognized Movies 00:47:33 - Productivity and Sales Technology 00:48:14 - The Modern Selling Podcast Wrap-Up Timestamped summary of this episode: 00:00:08 - Introducing Vengreso and FlyMSG Mario introduces Vengreso and FlyMSG.IO, an application to help sales professionals grow their numbers at scale. 00:01:13 - Overcoming Introverted Sales Challenges Matthew discusses his journey from introverted salesperson to successful CEO, highlighting how introverts can excel in sales with the right strategies. 00:04:43 - Revealing a Personal Secret Matthew shares his love for rap jumping, a unique activity that contrasts with his conservative public image, highlighting the importance of pursuing hobbies and experiences outside of work. 00:10:06 - The Misconception of Introversion Matthew challenges the misconception of introverts as shy and reclusive, highlighting successful introverted individuals in sales and leadership, breaking stereotypes and empowering introverted individuals. 00:11:23 - Redefining Introversion Matthew defines introversion as a misunderstood personality trait, emphasizing the shift in perception and acceptance of introverted individuals in various industries, including sales and entrepreneurship. 00:11:48 - Understanding Introversion and Extroversion Matthew Pollard explains the difference between introverts and extroverts, and how people often misjudge others based on their own perceptions. 00:13:12 - Overcoming Introverted Challenges Pollard discusses the misconceptions about introverts and highlights successful introverted individuals in various fields, challenging the stereotype of introverts being unable to excel in certain areas. 00:14:08 - Leveraging Personal Strengths Pollard shares how he has harnessed his introverted nature to become a successful speaker and salesperson through careful planning, preparation, and practice. 00:16:01 - Managing Introverted Talent Pollard emphasizes the importance of understanding and leveraging introverted talent in sales leadership, highlighting the need for different management styles for introverts and extroverts. 00:17:24 - Fostering Belief and Adaptation Pollard advises on how to help introverts gain belief in the sales process and leverage their strengths, while also encouraging extroverts to embrace learning and adherence to sales systems. 00:23:22 - Leveraging Introverted and Extroverted Sales Strengths Matthew discusses the need to provide different frameworks for introverts and extroverts to reach the same goal. He emphasizes the importance of working together and leveraging each other's strengths in sales. 00:24:59 - Overcoming Beliefs About Introverted Salespeople Matthew challenges the belief that introverts don't make great salespeople. He highlights the importance of helping introverts believe in themselves and their abilities, rather than succumbing to self-fulfilling prophecies. 00:26:18 - Finding Success through Sales Methodology Matthew shares his belief that introverts can excel in sales once they find a sales methodology that works for them. He also discusses the need for extroverts to follow a system to achieve exceptional sales success. 00:28:08 - Empowering Sales Teams through Mindset Transformation Matthew emphasizes the responsibility of sales managers to inspire and empower their teams to believe in their capabilities. He highlights the importance of transforming mindset to drive sales outcomes. 00:32:01 - The Journey to Sales Success Matthew shares his personal journey of learning sales through dedication and practice. He underscores the value of learning a sales process and the impact it can have on individual sales success. 00:35:26 - Improving Sales Call Openings Matthew Pollard discusses the common mistake of starting sales calls with small talk and advises introverts to lead with a researched introduction to engage the customer and avoid losing the deal in the first five minutes. 00:37:13 - The Power of Storytelling in Sales Pollard emphasizes the importance of storytelling in sales, highlighting the need for a compelling and detailed narrative that engages the customer, creates rapport, and enables better retention of information. 00:39:38 - The Science Behind Storytelling Pollard delves into the science behind storytelling, explaining how it activates the listener's brain, creates rapport, and increases information retention, benefiting both introverted and extroverted sales professionals. 00:41:40 - Networking for Introverts Pollard shares insights on effective networking for introverts, emphasizing the need to shift the focus from self-promotion to serving others and connecting with individuals based on shared values and mission-driven objectives. 00:45:48 - Connecting with Matthew Pollard Pollard invites listeners to connect with him on LinkedIn, where they can follow him for valuable insights and reach out with burning questions using the voice memo feature for personalized responses. 00:46:46 - The Warrior - A Hidden Gem Matthew Pollard shares his all-time favorite movie, "The Warrior," a lesser-known film that he believes didn't get enough credit. The movie revolves around two brothers finding each other at an MMA fight, dealing with their family's divorce and an alcoholic father. 00:47:01 - The Power of Unrecognized Movies Matthew Pollard expresses his love for the movie "The Warrior," highlighting its emotional depth and powerful storytelling. Despite its lack of popularity, he encourages listeners to watch and appreciate it for its greatness. 00:47:33 - Productivity and Sales Technology Mario Martinez Jr. promotes Flymsg IO as a tool to save 25 hours a month in productivity, improve prospecting, and enhance buyer engagement. He encourages listeners to take advantage of the technology to scale their sales efforts. 00:48:14 - The Modern Selling Podcast Wrap-Up Mario Martinez Jr. reminds listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes. He also encourages them to download FlyMSG for free to save time and increase productivity in their sales endeavors. Mastering the Art of Networking Networking strategies for introverts focus on authenticity and serving clients' needs rather than transactional approaches. By embracing a mission-driven framework and leveraging their strengths, introverts can excel in networking. Thorough research, personalized engagement, and a focus on client needs are essential for building rapport and driving successful outcomes in networking efforts. The Art of Persuasion Storytelling plays a vital role in sales, allowing sales professionals to engage clients on a deeper level. By incorporating personalized and emotionally compelling stories, sales professionals can effectively capture buyer's interest and make a memorable impact. Mastery of storytelling techniques can enhance sales effectiveness and create meaningful connections with clients. The resources mentioned in this episode are: Connect with Matthew Pollard on LinkedIn to follow his updates and insights on sales and networking. Download FlyMSG for free to save 20+ hours a month in productivity and learn how to prospect better and sell more with technology. Watch the movie Warrior to experience the story of two brothers finding each other at an MMA fight, a tale of family, struggle, and triumph. Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.

  If you're feeling stuck in a cycle of underwhelming sales results, working harder but not seeing the growth you desire, then you are not alone! Despite putting in the effort, the results just don't seem to match the vision you have for success. It's frustrating and demotivating, right? In this episode of The Modern Selling Podcast, we are joined by Elyse Archer, the founder of the Superhuman Selling and She Sells movements. She shares her journey of transforming her sales career by reprogramming her subconscious mind for success. Having struggled internally despite external success, she discovered the impact of aligning self-identity with sales goals. This is Elyse Archer's story: Elyse Archer's introduction to the power of reprogramming the subconscious mind for sales success stemmed from a pivotal moment in her own professional journey. Despite her unyielding efforts and dedication, she found herself consistently hitting a ceiling in her earnings, always reaching the same financial plateau. This realization ignited a deep curiosity within her, propelling her into an immersive exploration of neuroscience and subconscious beliefs. Her quest for transformation was not merely about acquiring new strategies, but about fundamentally shifting her internal narrative and self-perception. Elyse's story embodies the universal human yearning to transcend self-imposed limitations and embrace a life aligned with one's true essence. It's a narrative of resilience, self-discovery, and the relentless pursuit of a reality that resonates with one's authentic self. Through her experiences and revelations, Elyse becomes a guiding force, illuminating the path for individuals seeking to rewrite their own stories and unleash their fullest potential in the realm of sales and beyond. Elyse's insights on the power of subconscious beliefs, her personal transformation after investing in coaching, and the practical exercise of the Y board highlight the role of identity in achieving sales success. Her emphasis on reprogramming the subconscious mind and embodying the identity of a successful individual offers a unique perspective for sales professionals and entrepreneurs seeking to elevate their sales performance. Elyse's experience and expertise make this episode a must-listen for those looking to understand the profound impact of mindset and belief systems on sales and business success, and seeking actionable strategies to reprogram their subconscious for quantum leaps in sales growth. Be the person you want to be... Start being that person you want to be now. - Elyse Archer Elyse Archer, the CEO and founder of She Sells, brings more than two decades of sales experience to the forefront. Her journey from corporate sales to entrepreneurship is marked by a commitment to redefining the sales process. By aligning sales strategies with individual energy cycles and embracing a more empathetic approach, Elyse has facilitated significant quantum leaps in sales growth for her clients. While her work primarily supports women in achieving their sales and business goals authentically, the principles she advocates are universally applicable. Elyse's mission is to help clients unlock their full potential in both sales and life, making a lasting impact on their professional and personal growth. In this episode, you will be able to: Unlock the secrets to quantum sales growth strategies and propel your sales to new heights. Discover how to reprogram your subconscious for sales success and unleash your full sales potential. Explore the power of integrating masculine and feminine energies in sales for a more holistic and effective approach. Learn the art of creating identity in sales to elevate your performance and stand out in the competitive sales landscape. Master superhuman selling techniques designed for entrepreneurs to revolutionize your sales game and achieve unparalleled success. The key moments in this episode are: 00:00:08 - Introduction to the Podcast 00:01:05 - Personal Background and Mission 00:02:30 - Personal Anecdote and Insights 00:05:54 - Quantum Sales Growth Methodology 00:09:31 - Personal Anecdote: Dog Rescue Work 00:13:40 - The Power of Subconscious Mind 00:17:07 - Overcoming Financial Fear 00:21:22 - Subconscious Programming and Belief Systems 00:23:51 - Shifting Identity for Sales Success 00:27:26 - Overcoming Limiting Beliefs 00:31:43 - Creating a New Personal Reality 00:36:50 - The Process of Change 00:38:09 - Becoming the Person of Success 00:39:40 - Nudging towards action 00:41:19 - The Four Quadrants of Quantum Sales Growth 00:43:31 - Superhuman Selling 00:44:08 - Connecting with Elyse Timestamped summary of this episode: 00:00:08 - Introduction to the Podcast Mario Martinez introduces the podcast and the guest, Elise Archer, as CEO and founder of She Sells. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale. 00:01:05 - Personal Background and Mission Elise Archer shares her background as a sales professional and her mission to help women achieve their sales and business goals in a different way. She emphasizes the importance of aligning sales processes with energy cycles and adopting a relational, empathetic approach to selling. 00:02:30 - Personal Anecdote and Insights Elise discusses her personal struggles with anxiety and aligning her identity with her success in sales. She highlights the need for a different approach to sales that feels authentic and aligned with individual values, particularly for women. 00:05:54 - Quantum Sales Growth Methodology Elise introduces the "four quadrants of quantum sales growth" methodology and shares success stories of women achieving significant sales growth and income doubling within a short period. She emphasizes the impact of aligning sales processes with energy cycles and adopting a more authentic and relational approach to sales. 00:09:31 - Personal Anecdote: Dog Rescue Work Elise reveals her passion for dog rescue work and her involvement in transporting pit bulls from high-kill shelters to new homes across state lines. This personal anecdote sheds light on her compassionate and altruistic nature beyond her professional endeavors. 00:13:40 - The Power of Subconscious Mind Elyse shares her personal experience with limited earnings despite hard work. She delves into the power of the subconscious mind and neuroscience, emphasizing the impact of beliefs and identity on results. 00:17:07 - Overcoming Financial Fear Elyse discusses her pivotal decision to invest in coaching despite financial concerns. She highlights the importance of taking bold actions and facing fears to break through limitations and create new opportunities. 00:21:22 - Subconscious Programming and Belief Systems Elyse explains how subconscious programming shapes beliefs and behaviors, emphasizing the impact of early childhood experiences. She emphasizes the potential for change and the role of the subconscious in manifesting new realities. 00:23:51 - Shifting Identity for Sales Success Elyse emphasizes the need for a continuous vision and growth in sales. She discusses the importance of evolving one's identity and belief systems to overcome limitations and achieve higher levels of success. 00:27:26 - Overcoming Limiting Beliefs Elyse discusses how limiting beliefs can hinder sales and business growth. She emphasizes the importance of identifying and addressing these beliefs to achieve success and shift mindset. 00:31:43 - Creating a New Personal Reality Elyse delves deeper into the concept of shifting one's personality to align with their goals. She discusses the importance of thinking, feeling, and acting like the person who has already achieved their desired results. 00:36:50 - The Process of Change Elyse explains the process of changing one's thoughts, emotions, and actions to align with their goals. She emphasizes the need for self-awareness and consistent effort in practicing new behaviors and mindsets. 00:38:09 - Becoming the Person of Success Elyse emphasizes the importance of embodying the person who has achieved the desired sales numbers. She highlights the need to take different actions and adopt a new mindset to achieve significant growth in sales. 00:39:40 - Nudging towards action Elyse discusses the importance of following the nudges and reaching out to new prospects, even if it feels uncomfortable. Reprogramming the subconscious mind is key to overcoming limiting beliefs and conditioning the mind to new beliefs. 00:41:19 - The Four Quadrants of Quantum Sales Growth Elyse explains the four quadrants of quantum sales growth, which include reprogramming the mind, raising financial set points, integrating masculine and feminine energies, and implementing strategic tactics on a solid foundation. 00:43:31 - Superhuman Selling Elyse delves into the concept of superhuman selling, which involves being successful, worthy, and unstoppable. She highlights the importance of layering an incredible message on top of a foundation of personal empowerment. 00:44:08 - Connecting with Elyse Elyse shares that connecting with her can be done through her website, social media, or email. She welcomes inquiries about the topics discussed in the podcast and provides her contact details for further engagement. Quantum Sales Growth Strategies Implementing quantum sales growth strategies involves reprogramming the subconscious mind to align with sales goals. This process focuses on shifting beliefs and behaviors to achieve significant sales growth. By following a comprehensive framework like the four quadrants of quantum sales growth, sales professionals can experience remarkable improvements in their sales results. Integrating Masculine and Feminine Energies in Sales Integrating masculine and feminine energies in sales strategies can lead to a more balanced and effective approach. By leveraging both energies, sales professionals can enhance their communication, empathy, and relationship-building skills. This integration creates a harmonious sales process that resonates with clients and drives successful outcomes. Reprogramming Subconscious for Sales Success Reprogramming the subconscious mind is crucial for achieving sales success and overcoming limiting beliefs. By identifying and addressing these subconscious barriers, individuals can adopt new belief systems that align with their sales goals. This practice involves changing thoughts, feelings, and actions to embody the identity of a successful salesperson and drive significant growth. The resources mentioned in this episode are: Visit http://www.ElyseArcher.com to connect with Elyse Archer and learn more about her work and services. Download FlyMSG for a 14-day free sales pro trial to save 25 hours a month in productivity and improve prospecting and engagement. Connect with Elyse Archer on all social media platforms by searching for @ElyseArcher. Check out the forthcoming movie Encanto on Disney, a great family movie with valuable life lessons. Go to flymsg.io to download FlyMSG, a free text expander and personal writing assistant to increase productivity.

  Are you ready for this? You won't believe what our CEO and founder revealed about the unexpected secrets behind successful sales processes. Find out how integrating AI has transformed the way sales professionals engage with customers and boosted their efficiency. But that's not all—there's a game-changing tool that's revolutionizing sales prospecting. Want to know what it is? Keep listening to unlock the full scoop on this modern selling podcast. AI Integration for Sales Efficiency Integrating AI-powered platforms into sales processes can significantly enhance efficiency and personalization. These tools can streamline outreach efforts, automate tasks, and provide valuable insights for personalized responses. Sales professionals can leverage AI integration to create more targeted and engaging interactions with potential buyers, ultimately improving sales outcomes. In this episode of The Modern Selling Podcast, Mario Martinez Jr. shares his journey from a Ritz camera center to becoming a leading sales professional. Through his personal experiences, Mario emphasizes the importance of customer-centric sales and the evolving landscape of sales tools, particularly the integration of AI. He delves into the significance of using AI-assisted tools for personalized and efficient sales engagement, shedding light on the value of human-assisted AI in sales interactions. Mario's insights and practical examples offer valuable lessons for sales professionals seeking to enhance their processes and drive improved efficiency. His genuine enthusiasm for the field of sales and dedication to embracing new challenges serve as an inspiration and testament to the potential for growth and success in the dynamic world of sales. If you're looking to integrate AI into your sales processes for improved efficiency and personalized customer engagement, this episode provides valuable insights and practical strategies to help you navigate the evolving sales landscape and enhance your sales efforts. Sales is the art of helping. Sales is the art of helping, that's really what it is. And so I'm always looking for the problem. I want to understand the pain. I want to understand the issue so that I can help apply a solution. - Mario Martinez Jr. In this episode, you will be able to: Master Effective Sales Prospecting Techniques: Unlock the secrets to finding and engaging high-potential leads. Integrate AI into Sales Processes for Efficiency: Learn how AI can revolutionize your sales approach and drive better results. Boost Productivity with Text Expander Tools: Discover time-saving techniques to streamline your sales communication. Engage Buyers on LinkedIn with Proven Strategies: Elevate your social selling game and connect with prospects effectively. Maximize Sales Enablement Platforms for Growth: Uncover the benefits of using sales enablement tools to empower your sales team. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG.io 00:00:48 - Guest feature on the Grow Fast podcast hosted by Mark Shriner 00:01:29 - Location and casual discussion 00:02:47 - Personal sales journey 00:04:55 - Passion for selling 00:12:47 - Evolution of Sales Tools 00:13:46 - Vengreso and TextExpander 00:14:49 - FlyMSG Use Cases 00:21:12 - FlyLearning and AI Integration 00:26:39 - Importance of Welcoming Connections 00:28:23 - Engaging with Valuable Content 00:29:31 - AI Social Post Generator 00:33:21 - Human Assisted AI 00:37:11 - Creating Engagement on LinkedIn 00:39:58 - Importance of Providing Value in Sales 00:41:12 - Upcoming Sales Enablement Platforms 00:44:39 - Marketing vs. Sales Activities 00:47:54 - Must-Have Sales Tools 00:50:21 - Staying Informed in Sales Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG.io Mario Martinez introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG, a personal writing assistant and text expander tool. The podcast aims to provide sales leaders, practitioners, and influencers with insights to grow sales at scale. 00:00:48 - Guest feature on the Grow Fast podcast Mario Martinez mentions being featured on the Grow Fast podcast with Mark Shriner. The conversation covers topics such as sales enablement platforms, prospecting tools, AI, FlyMSG, text expansion, and LinkedIn commenting, with a focus on integrating these tools for connecting with potential buyers. 00:01:29 - Location and casual discussion Mario Martinez and Mark Shriner have a casual discussion about their locations and the arrival of spring. They share personal experiences, creating a relaxed atmosphere before delving into the main topics of the conversation. 00:02:47 - Personal sales journey Mario Martinez reflects on his early sales experience at Ritz Camera Centers, where his passion for sales was ignited. He shares a pivotal moment when he transitioned from a part-time photo finisher to a sales associate, driven by his innate ability to help customers and solve their problems. 00:04:55 - Passion for selling Mario Martinez delves into the essence of selling as the art of helping and problem-solving. He attributes his passion for sales to the opportunity to understand customer pain points and offer solutions, emphasizing the role of customer satisfaction. 00:12:47 - Evolution of Sales Tools The conversation starts with a discussion of the evolution of sales tools, from basic phone and fax machines to the necessity of modern sales enablement platforms for outbound sales. 00:13:46 - Vengreso and TextExpander The discussion shifts to Vengreso and TextExpander, highlighting their use as workflow tools for individual sellers and the development of a tool called FlyMSG. The tool's ability to save time and automate repetitive tasks is emphasized. 00:14:49 - FlyMSG Use Cases FlyMSG is discussed as a platform for storing and quickly deploying message templates across various platforms. The focus is on its utility for sales prospecting training and its ability to save time and standardize messaging. 00:21:12 - FlyLearning and AI Integration The conversation delves into the integration of FlyLearning and AI into the platform, emphasizing its impact on saving sellers time by automating the process of engaging with target buyers on LinkedIn through insightful comments. 00:26:39 - Importance of Welcoming Connections Mario emphasizes the importance of welcoming new connections with a personalized message instead of immediately pitching. He discusses the value of using the FlyMSG text expansion tool to send a personalized thank you message with valuable content. 00:28:23 - Engaging with Valuable Content Mario discusses the strategy of sending valuable content to new connections to solicit engagement. He explains the importance of providing content that addresses the prospect's specific challenges and encourages them to respond. 00:29:31 - AI Social Post Generator Mario introduces FlyPosts AI, an AI social post generator that helps salespeople create thought leadership content quickly. He discusses how the tool reduces the time it takes to write a post from 32 minutes to less than 9 minutes, enabling salespeople to stay active on social media. 00:33:21 - Human Assisted AI Mario emphasizes the role of human-assisted AI in sales engagement. He explains that the tool is designed to augment the seller's efforts rather than replace them, allowing salespeople to edit and personalize AI-generated content. 00:37:11 - Creating Engagement on LinkedIn Mario discusses the key ingredients for effective LinkedIn comments, emphasizing the importance of adding value to the conversation and soliciting engagement. He explains the strategy of using insights and questions to drive responses and build relationships on the platform. 00:39:58 - Importance of Providing Value in Sales Mario emphasizes the importance of providing value in sales conversations, rather than overwhelming prospects with product information. He advises against starting with client testimonials or product pages, and instead focuses on bringing value to the buyer. 00:41:12 - Upcoming Sales Enablement Platforms Mario discusses the proliferation of sales enablement platforms, highlighting the micro-niche focus and the variety of tools available for different stages of the sales process. He mentions prospecting, engagement, automation, gift marketing, social selling, productivity, and sales intelligence tools as examples. 00:44:39 - Marketing vs. Sales Activities Mario shares his belief that sales teams should focus on their own lead generation, as marketing often only contributes a small percentage of appointments. He recommends allocating budget towards sales prospecting tools and training, as getting the first meeting is the hardest part of the sales cycle. 00:47:54 - Must-Have Sales Tools Mario stresses the importance of sales prospecting tools and mentions the necessity of an engagement tool like a sales cadence tool, as well as incorporating phone and email channels. He also discusses the effectiveness of gift marketing in booking appointments, despite its cost. 00:50:21 - Staying Informed in Sales Mario shares his approach to staying informed in sales, which involves reading blogs from sales influencers with varying perspectives, watching short videos, and reading content from top sales engagement tools. He emphasizes the importance of learning from sales professionals with practical experience. Effective Sales Prospecting Techniques In the evolving sales landscape, mastering effective sales prospecting techniques is crucial. Sales professionals must focus on providing value to potential buyers and personalizing their outreach efforts. By understanding the buyer's needs and preferences, sales teams can nurture more meaningful relationships and drive better results. Productivity with Text Expander Using productivity tools like text expanders can boost efficiency in sales activities. Text expanders allow sales professionals to store and access messaging templates quickly, saving time and effort in outbound sales. By leveraging text expanders, sales teams can focus on creating personalized and value-driven content while streamlining their communication processes. The resources mentioned in this episode are: Visit pvcsalesmethod.com to learn about the PVC method for crafting personalized and engaging sales emails with a strong call to action. Check out Sendoso or Postal IO for gift Marketing tools to create memorable experiences for your prospects and book more appointments. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help it reach more listeners.

If you're feeling frustrated and overwhelmed by ineffective sales strategies that aren't getting you the results you want, then you are not alone! Trying to juggle multiple tasks and approaches without seeing the sales success you deserve can be disheartening. It's time to break free from the cycle of frustration and find a more effective path to achieving your sales goals. Let's explore new strategies together to elevate your sales game and achieve the success you've been striving for. Master Sales Career Development Strategies In this episode of The Modern Selling Podcast, Tony Morando provides valuable insights on mastering sales career development strategies. He emphasizes the importance of continuous learning, refining sales skills, and staying updated with industry trends. Morando's career journey serves as a testament to the dedication and perseverance required to excel in the sales industry. Throughout the episode, Tony's emphasis on perseverance, consistency, and the drive to become elite in sales emerges as a central focus, providing practical guidance for sales professionals navigating the modern selling landscape. His valuable insights on career development, effective sales techniques, and the importance of personalized communication make this episode a must-listen for sales professionals aiming to enhance their skills and achieve improved sales success. This Week's Special Guest: For this week's episode, Tony Morando, Chief Sales Officer of World Emblem, shares his 18-year sales career journey, offering valuable insights into sales leadership and career development strategies. He emphasizes the significance of being coachable, setting measurable goals, and the impact of industry expertise in pursuing leadership roles. Tony's experience of six promotions in 18 years highlights the importance of deliberate learning and expertise in career advancement. The conversation also delves into the evolving dynamics of the competitive marketplace, emphasizing the need for adaptability and agility in meeting customer demands. Just because you get a no today doesn't mean you're gonna have a no tomorrow. You have to stay on it. You have to be consistent, and you can't lose that communication. - Tony Morando In This Episode, You Will Hear All About: Mastering Sales Career Development Strategies: Unlock the key to accelerating your sales career with expert strategies for professional growth and success. Embracing Effective Sales Objection Handling Techniques: Discover the art of overcoming objections and turning them into opportunities for closing deals. Building Strong Client Relationships in Sales: Learn the secrets to fostering lasting and profitable relationships with your clients, leading to increased loyalty and sales. Crafting Impactful Sales Voicemails: Uncover the tips and tricks for leaving voicemails that grab attention, spark interest, and drive action from your prospects. Becoming an Elite Sales Professional: Elevate your sales game by mastering the essential skills and mindset needed to stand out and thrive in the competitive sales landscape. The Key Moments in this Episode are: 00:00:08 - Introduction to the Podcast 00:01:24 - Welcoming Tony Morando 00:04:46 - Overcoming Fear 00:07:09 - Career Progression and Patience 00:13:21 - Navigating Increased Competition 00:14:14 - Building a Unique Value Proposition 00:15:14 - Becoming Elite 00:16:29 - Personal Experience in Sales 00:22:30 - Overcoming Objections 00:25:19 - Consistency and Persistence 00:27:26 - Effective CRM Usage and Time Management 00:33:57 - Inbox Management and Time Management 00:35:58 - Effective Sales Techniques 00:37:42 - Bringing Value to Calls 00:39:25 - Voicemail Strategy 00:40:19 - Importance of First 15-20 Seconds in a Voicemail 00:41:27 - Analyzing a Sales Voicemail 00:46:31 - Short and Sweet Voicemail Strategy 00:49:06 - Leveraging Social Selling Triggers 00:51:48 - Tony's Favorite Movie Timestamped Summary of this Episode: 00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and its focus on helping sales leaders and practitioners grow their sales numbers at scale. 00:01:24 - Welcoming Tony Morando Mario Martinez Jr. introduces Tony Morando as the Chief Sales Officer of World Emblem, highlighting the topics they will cover, including pathways to management and leadership. 00:04:46 - Overcoming Fear Tony Morando shares a personal revelation about being petrified of flying and how he overcame it by jumping out of a plane for his first flight, leading to his current comfort with flying. 00:07:09 - Career Progression and Patience Tony Morando discusses the importance of being patient in career progression, emphasizing the value of learning from mistakes and the need to earn promotions through expertise and deliberate progress. 00:13:21 - Navigating Increased Competition Tony Morando addresses the impact of increased competition in today's market, citing the Amazon model's influence and its implications for meeting customer expectations in a timely manner. 00:14:14 - Building a Unique Value Proposition Tony discusses the need for sellers to create a unique value proposition to win customers in a competitive marketplace. He emphasizes the importance of standing out and providing exceptional value. 00:15:14 - Becoming Elite Tony emphasizes the need to go above and beyond to be elite, highlighting the importance of putting in extra effort, making sacrifices, and constantly learning and improving in order to separate from the competition. 00:16:29 - Personal Experience in Sales Tony shares his personal experience in software sales, emphasizing the importance of putting in the hours, becoming an expert in the industry, and sharing best practices with peers to succeed in sales. 00:22:30 - Overcoming Objections Tony discusses the significance of discussing and learning from common objections in sales to overcome them effectively. He highlights the value of daily huddles for sharing and learning from past objections and challenges. 00:25:19 - Consistency and Persistence Tony shares a memorable sales success story about his persistence in following up with a client over a ten-year period, ultimately leading to a significant contract. He emphasizes the importance of consistency, never giving up, and bringing value to every interaction. 00:27:26 - Effective CRM Usage and Time Management Tony discusses the importance of using CRM effectively and scheduling future activities to stay on track. He also emphasizes the significance of time management and organization in sales. 00:33:57 - Inbox Management and Time Management Tony shares his struggle with managing his inbox and the challenge of maintaining a zero inbox policy. He highlights the importance of time management and the impact of being organized on personal and professional success. 00:35:58 - Effective Sales Techniques Tony emphasizes the importance of active listening, consistent communication, providing value, and exceeding expectations in building and maintaining strong client relationships. He also discusses the significance of asking questions and listening without interrupting the prospect. 00:37:42 - Bringing Value to Calls Tony delves into the importance of bringing value to live conversations and narrowing in on topics that matter to the prospect. He also shares his approach to leaving voicemails, keeping them short and avoiding selling through voicemails. 00:39:25 - Voicemail Strategy Tony discusses his approach to voicemails, preferring to keep them short and sweet without selling through them. He also emphasizes the importance of capturing and keeping someone's attention within seconds. 00:40:19 - Importance of First 15-20 Seconds in a Voicemail Tony and Mario discuss the critical role of the first few sentences in a voicemail to engage the listener. They emphasize the need for brevity and value in the initial message to capture the recipient's attention. 00:41:27 - Analyzing a Sales Voicemail Mario plays a sales voicemail and invites Tony to critique it. They discuss the importance of identifying the correct industry and the need for thorough research before reaching out to potential buyers. They also highlight the significance of clear and genuine communication. 00:46:31 - Short and Sweet Voicemail Strategy The hosts review another voicemail and share differing perspectives on its effectiveness. Tony highlights the intrigue and curiosity it creates, while Mario emphasizes the importance of providing more information and context to prompt a response. They also touch on the significance of personalizing outreach. 00:49:06 - Leveraging Social Selling Triggers Mario explains his approach to leveraging social selling triggers, such as profile views, to initiate meaningful connections with potential buyers. He emphasizes the importance of guiding recipients to relevant content and tracking their engagement for informed follow-ups. 00:51:48 - Tony's Favorite Movie Mario wraps up the episode by asking Tony about his all-time favorite movie, which Tony reveals to be "Fight Club." This lighthearted segment adds a personal touch to the conversation, providing a glimpse into Tony's interests outside of sales. Hone Effective Sales Objection Handling Techniques Morando discusses the importance of honing effective sales objection handling techniques in the competitive sales landscape. He highlights the significance of addressing objections and consistently training to overcome them. By mastering objection handling, sales professionals can enhance their ability to navigate challenges and close deals successfully. Cultivate Strong Client Relationships in Sales Building strong client relationships is crucial in sales success, as highlighted by Morando in the podcast. He emphasizes the need for genuine and authentic communication to engage prospects and build lasting connections. Cultivating strong client relationships not only fosters trust but also paves the way for continued sales success and business growth. The resources mentioned in this episode are: Connect with Tony Morando on LinkedIn by sending a personalized connection request mentioning the modern selling podcast. Visit worldemblem.com to reach out to Tony Morando through the contact form on the corporate website. Sign up for FlyMSG for free to save 20 hours or more in a month and increase productivity. This is a free text expander and personal writing assistant. Watch the movie Fight Club for a classic and timeless favorite. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners. Send DataSend Data Send DataSend Data

  If you're feeling frustrated because your sales strategies are falling flat and you're not seeing the results you want, then you are not alone! Are you tired of putting in effort without reaping the rewards? Let's change that together. In this episode of The Modern Selling Podcast, Jim Kraus, President of the Buyer Persona Institute, brings a wealth of knowledge on buyer personas and their impact on sales and marketing strategies. His expertise stems from conducting in-depth interviews with recent buyers, enabling him to uncover specific buying insights that influence purchasing decisions. By emphasizing the importance of aligning marketing and sales efforts with buyer personas and addressing potential buyer concerns, Kraus provides valuable insights for sales and marketing professionals. His practical guidance on tailoring sales strategies and messaging to meet the needs of different buyer segments underscores the significance of understanding buyer personas. Through a casual and engaging conversation with host Mario Martinez Jr., Jim's personal touch and relatable experiences, such as his love for favorite movies, Bull Durham and The Shawshank Redemption, create a light-hearted and authentic atmosphere, making this episode a must-listen for sales and marketing professionals seeking to enhance their understanding of buyer personas and improve their sales and marketing strategies. "The key thing is, though, when you're talking about marketing and sales, at the end of the day, what you're really trying to do is influence a particular buying decision. That's what you're trying to do, right? You're trying to get somebody or an organization to consider you." - Jim Kraus Discover impactful buyer personas In creating impactful buyer personas for sales, understanding the specific buying insights that influence purchasing decisions is crucial. By conducting in-depth interviews with recent buyers, sales and marketing professionals can uncover valuable information about buyer behavior. These insights help in defining the key components of a buyer persona and tailoring sales and marketing strategies to meet specific buyer needs. Jim Kraus has over 15 years of experience in developing impactful buyer personas to optimize marketing and sales strategies. With a specific focus on influencing buying decisions, Jim is a recognized authority in understanding buyer insights to streamline sales processes. As the author of the upcoming second edition of the Buyer Personas book, Jim's expertise lies in transforming individual profiles to resonate with target buyer personas, making him an invaluable resource for empowering sales professionals. Jim's dedication to online personal training adds a unique perspective to his extensive expertise, offering a fresh and dynamic approach to leveraging buyer personas for effective marketing and sales. In this episode, you will be able to: Understand your customers deeply with impactful buyer personas to boost sales. Gain the edge in influencing buying decisions with valuable buyer insights. Elevate your sales game by integrating buyer personas into your strategies. Master the art of overcoming perceived barriers in B2B sales for success. Harness the power of buyer personas for supercharged marketing impact.   The key moments in this episode are: 00:00:08 - Introduction to Buyer Personas 00:01:03 - Introducing Jim Kraus 00:03:17 - Getting to Know Jim Kraus 00:05:03 - The Number One Misconception About Buyer Personas 00:07:27 - Understanding Buyer Persona Components 00:13:38 - Understanding the Buyer's Journey 00:16:40 - Impact on Marketing and Sales 00:19:49 - Key Components of the Buyer Persona 00:22:16 - Practical Impact on Sales Enablement 00:25:36 - Application to LinkedIn Profiles 00:26:16 - Understanding the Product Led Growth Side 00:27:09 - Solutions for Sales Led Growth 00:29:24 - Website Focus and Buyer Persona Prioritization 00:31:16 - Taking Action After Developing Buyer Personas 00:34:31 - Impact on Individual Sales Leaders 00:40:11 - Personalized Connection Requests 00:40:28 - Favorite Movies 00:40:53 - Shawshank Redemption 00:41:05 - Podcast Wrap-Up 00:41:37 - Podcast Sign-Off Timestamped summary of this episode: 00:00:08 - Introduction to Buyer Personas Mario Martinez introduces the Modern selling podcast and the topic of buyer personas, highlighting the importance of understanding buyer personas in sales and marketing. 00:01:03 - Introducing Jim Kraus Mario introduces Jim Kraus, the president of the Buyer Persona Institute, and teases an upcoming special question for Jim. 00:03:17 - Getting to Know Jim Kraus Jim shares a surprising fact about himself, revealing that he works as a personal trainer on the side, offering online training programs to help busy professionals stay fit. 00:05:03 - The Number One Misconception About Buyer Personas Jim explains the biggest misconception about buyer personas, emphasizing that they are not simply profiles of individuals, but rather specific buying insights that influence purchasing decisions. 00:07:27 - Understanding Buyer Persona Components Jim breaks down the five key components of buyer personas: priority initiatives, success factors, perceived barriers, decision criteria, and the buyer's journey, providing a detailed explanation of each. 00:13:38 - Understanding the Buyer's Journey Jim Kraus explains the importance of conducting in-depth interviews to understand the buyer's full story and their complete buyer's journey when making high consideration buying decisions. 00:16:40 - Impact on Marketing and Sales Mario Martinez Jr. and Jim discuss the impact of understanding the buyer persona on marketing and sales. They emphasize the importance of aligning with buyers and providing them with the information they need at every step of their journey. 00:19:49 - Key Components of the Buyer Persona Jim breaks down the five key elements of the buyer persona and explains their relevance in marketing and selling strategies. He highlights the importance of understanding what is important to buyers and eliminating guesswork in marketing and sales. 00:22:16 - Practical Impact on Sales Enablement Mario and Jim delve into the practical and tactical impact of the buyer persona on sales enablement. They discuss how sales professionals can use buyer insights to develop sales talking points and confidently engage with prospects. 00:25:36 - Application to LinkedIn Profiles The conversation shifts to applying buyer persona insights to LinkedIn profiles. Jim and Mario emphasize the importance of articulating who the seller helps, how they help, and what business problems they solve on their profiles to align with the buyer persona. 00:26:16 - Understanding the Product Led Growth Side Jim discusses how their product led growth side caters to individual knowledge workers, offering tools to write faster and eliminate mundane tasks. 00:27:09 - Solutions for Sales Led Growth Jim explains how individual sales reps using repeatable messages can lead to enterprise opportunities, and how their education sales prospecting training program called fly learning fits into the equation. 00:29:24 - Website Focus and Buyer Persona Prioritization The discussion revolves around prioritizing buyer personas based on revenue sources and areas where companies lack knowledge about their buyers, and how this impacts website focus and design. 00:31:16 - Taking Action After Developing Buyer Personas Jim suggests making adjustments to marketing and sales assets, updating messaging, and focusing on case studies and references based on the insights gained from buyer personas to improve marketing and sales performance. 00:34:31 - Impact on Individual Sales Leaders The conversation highlights the importance of updating sales playbooks, addressing perceived barriers, and incorporating buyer persona insights into sales pitches to make a significant impact at the individual sales leader level. 00:40:11 - Personalized Connection Requests Mario emphasizes the importance of personalized connection requests on LinkedIn. 00:40:28 - Favorite Movies Jim shares his all-time favorite movies, Bull Durham and Shawshank Redemption. 00:40:53 - Shawshank Redemption Mario mentions that Shawshank Redemption is a common favorite among guests on the show. 00:41:05 - Podcast Wrap-Up Mario thanks Jim for being on the show and encourages listeners to leave a rating and review on iTunes. 00:41:37 - Podcast Sign-Off Mario thanks listeners for tuning in and promotes the use of FlyMSG for increased productivity.   Influence with deep buyer insights To influence buying decisions effectively, integrating deep buyer insights into sales strategies is essential. By aligning messaging and sales efforts with the priorities and needs of buyers, sales professionals can build trust and credibility. Developing precise and value-focused sales messaging based on buyer personas helps in addressing buyer concerns and objections, thus improving conversion rates. Seamlessly integrate buyer personas Integrating buyer personas into sales strategies seamlessly involves aligning marketing and sales efforts based on these personas. Updating sales playbooks, messaging, and sales pitches to address specific buyer needs and challenges ensures relevance and impact in sales interactions. By understanding the buyer's journey, sales professionals can tailor their approach to meet the unique needs of different buyer segments effectively. The resources mentioned in this episode are: Visit buyerpersonas.com for free templates, examples, and a master class on creating buyer personas. The website also offers thought leadership content on buyer personas and buying insights. Connect with Jim Kraus on LinkedIn to access his thought leadership content and to engage in discussions about buyer personas and buying insights. When sending a connection request, be sure to include a personalized message mentioning that you heard him on the modern selling podcast. Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a text expander and personal writing assistant that helps with repetitive tasks and writing efficiency. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience. Watch Bull Durham and Shawshank Redemption, Jim Kraus' favorite movies, to enjoy these classic films.

  Have you ever heard these myths about AI in sales and marketing? Myth 1: AI will replace sales professionals. Myth 2: AI is too complex and expensive for small businesses. Myth 3: AI can't personalize interactions like humans can. We will share the truth about AI's impact on sales and marketing, so you won't want to miss it! Stay tuned. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a dynamic discussion with guest Brian Bell, shedding light on the benefits of leveraging AI in sales and marketing. Brian Bell brings his extensive experience and insights into the challenges faced by sales professionals, emphasizing the importance of embracing innovative tools and techniques to stay ahead in the modern sales landscape. As a seasoned expert in the field, Bell shares practical advice on the use of AI-driven features for personalized engagement, the significance of an omnichannel approach to prospecting, and the potential impact of using text expanders and personal writing assistants to enhance productivity and communication in sales. His valuable insights and real-world examples make this episode a must-listen for sales professionals seeking to improve efficiency and effectiveness in the ever-evolving landscape of sales and marketing. AI Benefits in Sales The strategic utilization of Artificial Intelligence (AI) in the sales process can significantly boost productivity levels and enhance engagement rates. AI can assist in personalizing sales pitches, providing time-saving automation of routine tasks, and predicting customer behavior, which delivers a competitive edge. Not only does it improve efficiency, but it also refines accuracy, thereby transforming the way sales professionals interact with prospects and clients. "A fool with a tool, is still a fool" - Mario Martinez Jr. Today's conversation is shared with Brian Bell, a seasoned venture capitalist with a focus on pre-seed companies. His expertise lies in the integration of AI technology and the human-assisted AI concept, providing valuable insights into the realm of sales and marketing. With a strong entrepreneurial background, Brian offers practical advice on strategic marketing spend, resource allocation, and navigating technological challenges. Leveraging his extensive experience in sales, marketing, and executive leadership, Brian's contributions shed light on the tangible benefits of AI in enhancing selling efficiency and effectiveness. In this episode, you will be able to: Uncover the Surprising Benefits of AI in Sales and Marketing. Learn the Secrets to Building a Successful SaaS Product. Master Strategies for Effective Social Selling. Unlock the Power of Personal Branding in Entrepreneurship. Discover How to Leverage Podcasts for Business Growth. The key moments in this episode are: 00:00:08 - Introduction to FlyMSG.io 00:00:48 - Twist in the Episode  00:02:13 - Mario's Background and Experience 00:04:17 - Journey to FlyMSG 00:06:46 - The Value of Education and Experience 00:13:46 - The Importance of Pre-Hello to Hello in Sales 00:14:52 - Revolutionizing Sales Prospecting 00:16:48 - Systematizing Sales Playbooks 00:22:56 - Enhancing Social Engagement 00:24:29 - The Modern Selling Podcast and Prospecting 00:27:00 - Leveraging Thought Leadership for Sales Success 00:27:42 - The Transformation to Modern Selling 00:29:35 - The Power of Podcasting in Business Development 00:34:42 - The Role of Sales and Marketing in Cutting Through the Noise 00:36:22 - Mistakes Early Stage Startups Make in Sales 00:41:02 - Importance of Owning Your Domain 00:42:44 - The Need for Technical and Sales/Marketing Co-Founders 00:46:20 - Doing It vs. Delegating It 00:50:25 - The Impact of AI on Sales and Marketing 00:53:21 - Where to Find Mario 00:53:59 - Introduction and Gratitude 00:00:00 - Harnessing the Power of Text Expansion 00:12:30 - Personal Writing Assistant Features 00:25:45 - Practical Applications in Sales 00:40:15 - Future of Text Expansion Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io Mario Martinez introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG.io. He explains that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:00:48 - Twist in the Episode Mario discusses the unique twist in this episode, where he will be speaking on Brian Bell's podcast, the Ignite Sales podcast. They will cover topics such as embracing technology with AI, entrepreneurial spirit, prudence in marketing spend, and challenges faced by FlyMSG. 00:02:13 - Mario's Background and Experience Brian introduces Mario as the CEO of FlyMSG and discusses their shared experiences as first-generation college students who almost dropped out due to successful sales careers. They explore the value of college degrees in today's world and the importance of experience in the workforce. 00:04:17 - Journey to Flymessage Mario shares his journey from corporate sales and executive leadership roles to starting his first company, Vengreso, as a digital sales training company. He explains the process of merging individual businesses to form Vengreso and the challenges faced during this transition. 00:06:46 - The Value of Education and Experience Mario and Brian discuss the value of education and experience in the sales industry. They debate whether a college degree is necessary and how it impacts career opportunities. Mario emphasizes the importance of experience and skills in addition to formal education. 00:13:46 - The Importance of Pre-Hello to Hello in Sales Discusses the lack of focus on the pre-hello to hello in sales training and the difficulty of the sales job in this phase. 00:14:52 - Revolutionizing Sales Prospecting Introduces the concept of FlyMSG as an auto text expander to streamline prospecting communication, leading to significant time savings for sellers. 00:16:48 - Systematizing Sales Playbooks Talks about how FlyMSG systematizes sales playbooks into a SaaS application, providing customizable implementation based on the company's sales process. 00:22:56 - Enhancing Social Engagement Explores how FlyMSG addresses the challenge of engaging on LinkedIn by enabling thoughtful and individual replies, improving the effectiveness of social engagement for sales reps. 00:24:29 - The Modern Selling Podcast and Prospecting Mario Martinez Jr. discusses his podcast and its focus on the omnichannel approach to prospecting, emphasizing the importance of opening up new channels for increased engagement rates. 00:27:00 - Leveraging Thought Leadership for Sales Success Brian Bell shares how inviting the chief commercial officer of HP to his podcast led to millions of dollars in closed deals. Thought leadership and niche-focused content were key to his success. 00:27:42 - The Transformation to Modern Selling Brian emphasizes the importance of using every weapon in the quiver for modern selling. From gift marketing to direct mail, text, and phone, the goal is to slice through the noise and engage with potential customers effectively. 00:29:35 - The Power of Podcasting in Business Development Both Mario and Brian highlight the effectiveness of using a podcast as a tool for business development. It's an opportunity to engage in meaningful conversations and build relationships that lead to closed deals and advisory board opportunities. 00:34:42 - The Role of Sales and Marketing in Cutting Through the Noise Brian stresses the importance of salespeople and marketers understanding each other's roles to create personalized, hyper-personalized engagement and outreach. This approach is crucial for standing above the noise in a crowded market. 00:36:22 - Mistakes Early Stage Startups Make in Sales Mario discusses the common mistakes early stage startups make in sales, including the misconception that hiring a salesperson will solve all problems. He emphasizes the importance of founders being able to articulate their vision and passion. 00:41:02 - Importance of Owning Your Domain Mario emphasizes the importance of owning your domain in sales and marketing. He advises founders to own their space and leverage it without spending big bucks. 00:42:44 - The Need for Technical and Sales/Marketing Co-Founders Mario discusses the importance of having a technical co-founder for product development and a sales/marketing counterpart for driving revenue. He highlights the challenges faced without these roles. 00:46:20 - Doing It vs. Delegating It Mario shares the importance of rolling up your sleeves and getting things done, even if it means learning new skills. He emphasizes the need to be hands-on in certain areas of the business for better understanding and improvement. 00:50:25 - The Impact of AI on Sales and Marketing Mario predicts that AI experience will become a crucial requirement for job seekers in the sales and marketing industry. He advises that individuals need to have AI experience to stay relevant in the industry. 00:53:21 - Where to Find Mario Mario shares that people can connect with him on LinkedIn and explore FlyMSG, for free access. He invites sales leaders and founders to utilize the platform for driving more conversations and creating more hellos. 00:53:59 - Introduction and Gratitude Mario Martinez Jr. expresses gratitude to the listeners for tuning in and introduces the episode's guest, Brian Bell. He concludes with a message of goodwill, "good selling." 00:00:00 - Harnessing the Power of Text Expansion Mario and Brian discuss the benefits of using a text expander as a personal writing assistant. They explore how this tool can improve productivity and efficiency in writing tasks. 00:12:30 - Personal Writing Assistant Features The conversation delves into the specific features of a text expander and how it can aid in streamlining writing processes. Brian shares insights on leveraging this technology for effective communication. 00:25:45 - Practical Applications in Sales Mario and Brian highlight real-life applications of text expansion in sales scenarios. They emphasize its role in enhancing customer communication, creating personalized outreach, and increasing sales efficiency. 00:40:15 - Future of Text Expansion The episode wraps up with a discussion on the future of text expansion and its potential impact on various industries. Mario and Brian explore the evolving landscape of writing assistance tools and their implications for businesses. Effective Social Selling Strategies Harnessing the power of social media networks can revolutionize selling tactics. Effective social selling strategies focus on building reliable, long-term relationships with prospects rather than resorting to aggressive sales techniques. By strategically leveraging social networks, sales professionals can gain deep insights into potential clients' interests and behaviors, establish credibility, and effectively engage with their audience through personalized content. Successful SaaS Secrets The key to a successful Software as a Service (SaaS) lies in understanding the customers' needs, focusing on building quality products that add real value to the user's experience, and effectively marketing these solutions. It's crucial to adapt to changes rapidly and proactively incorporate customer feedback into product development. The goal should always be to enhance customer satisfaction, predominantly by providing innovative solutions and excellent client service. The resources mentioned in this episode are: Connect with Mario Martinez Jr. on LinkedIn and send a personalized connection request mentioning the Ignite podcast with Brian Bell. Visit FlyMSG:io to sign up for a free trial, a text expander and personal writing assistant to save time and increase productivity. Download FlyMSG to save 20 hours or more in a month and increase productivity.

  If you're feeling frustrated and stuck in a cycle of repetitive sales approaches that just aren't getting results, then you are not alone! Are you tired of feeling like your sales efforts are falling flat, and you're not making the impact you know you're capable of? It's time to break free from the ineffective methods and unleash your true sales potential! In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Jason Hartz, author of The Hartz Method: A Sales Performance Playbook and Director of Demand Services Development Programs at Oracle. Jason's unique background, transitioning from stand-up comedy to sales enablement, offers a fresh perspective on sales methodologies. He draws parallels between sales and performance, emphasizing the importance of preparation, rehearsal, and creating engaging experiences for prospects. The conversation explores the intersection between confidence, experience, and performance-based selling, highlighting the need for sellers to exude confidence and continuously evolve their sales approaches. Jason's insights on leveraging technology, understanding audience cues, and embracing innovative solutions provide actionable strategies for enhancing sales productivity and efficiency. If you're a sales professional looking to elevate your performance and drive meaningful conversations with clients, this episode offers valuable tips and perspectives to help you navigate the evolving sales landscape., If you start to treat each and every interaction with a customer as if you're standing on stage and performing, your ratio to hits to wins is going to increase. - Jason Hartz This week's special guest is Jason Hartz: Jason Hartz is an accomplished sales professional and the author of "The Hart's Method: A Sales Performance Playbook." With a rich career history encompassing stand-up comedy, fitness franchising, and sales training, Jason has garnered a wealth of diverse experiences. His notable roles at Oracle and within the fintech sector have contributed to his deep understanding of demand services and sales methodologies. Jason's book showcases his expertise in sales performance, offering a comprehensive guide to enhancing productivity and efficiency. Through his practical insights and strategic approach, Jason has established himself as a respected figure in the sales domain, providing valuable perspectives for sales professionals aiming to elevate their performance. In this episode, you will find: Mastering the Sales Performance Playbook and Methodology can revolutionize your approach to selling, leading to increased success and growth. Balancing Confidence vs Experience in Sales can uncover powerful insights that transform your selling style and boost results. Implementing Performance-Based Selling Strategies can supercharge your sales effectiveness and drive higher revenue. Leveraging Technology for Sales Efficiency allows you to streamline your processes and maximize your sales potential. Discover how Enhancing Sales Skills with Innovative Tools can give you a competitive edge and elevate your performance in the market.   The key moments in this episode are: 00:00:08 - Introducing FlyMSG.io 00:01:16 - Jason Hartz's Background 00:09:40 - Defining Performance-Based Selling 00:13:03 - Enhancing Customer Engagement 00:15:40 - Boosting Self-Confidence and Sales Acumen 00:15:48 - The Importance of Confidence and Experience in Sales Success 00:18:20 - Three Major Performance-Based Steps for Sales Preparation 00:22:28 - Setting the Table for Successful Sales Calls 00:25:04 - The Pitfalls of Inadequate Preparation 00:28:48 - Transitioning from Job to Profession in Sales 00:30:44 - Missed Action Item on AI Comparison 00:33:32 - Importance of Understanding the Audience 00:34:18 - Recording Sales Calls 00:41:24 - Leaving Lasting Impressions on Prospects 00:45:07 - Favorite Movie and Personal Connection 00:45:37 - Welcoming Jason Hartz to the Show 00:45:47 - Call to Action for Audience 00:46:19 - Conclusion and Closing Remarks 00:00:00 - Introduction 00:00:00 - Sales Productivity Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG.io Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application. 00:01:16 - Jason Hartz's Background Jason Hartz shares his background in stand-up comedy, sales training, and working on movies, including "A League of Their Own". 00:09:40 - Defining Performance-Based Selling Jason Hartz defines performance-based selling as treating customer interactions like stage performances, including preparation, rehearsal, and creating home court advantage. 00:13:03 - Enhancing Customer Engagement Jason and Mario discuss using virtual backgrounds to create a personalized and engaging experience for customers, improving engagement and conversation starters. 00:15:40 - Boosting Self-Confidence and Sales Acumen The conversation explores how performance-based selling can boost self-confidence and sales acumen by creating comfort and unity, leading to better customer interactions and outcomes. 00:15:48 - The Importance of Confidence and Experience in Sales Success Jason discusses the debate of whether confidence or experience is more crucial for success in sales. He emphasizes the need for both confidence and experience, and the importance of boosting confidence through cold calls and discovery calls. 00:18:20 - Three Major Performance-Based Steps for Sales Preparation Mario asks Jason for advice on performance-based steps for sellers to prepare for sales calls. Jason highlights the significance of outdressing the room, using scripted questioning strategies, and conducting thorough pre-work prior to customer-facing calls. 00:22:28 - Setting the Table for Successful Sales Calls Jason elaborates on the concept of setting the table for successful sales calls by outdressing the room, using scripted questioning strategies, and conducting thorough pre-work. He emphasizes the need to approach every interaction with thorough preparation and professionalism. 00:25:04 - The Pitfalls of Inadequate Preparation Mario shares a personal experience of a sales call where the seller lacked preparation and failed to understand the prospect's business needs. Jason emphasizes the importance of thorough research and preparation to avoid missed opportunities in sales interactions. 00:28:48 - Transitioning from Job to Profession in Sales Jason discusses the distinction between holding a job and having a profession in sales. He emphasizes the importance of treating sales as a profession with a focus on continuous improvement, craftsmanship, and diligent preparation for every interaction. 00:30:44 - Missed Action Item on AI Comparison Jason shares a story about a salesperson who missed the key action item in a follow-up conversation, focusing on AI comparison instead of addressing the prospect's main concern about startup credits. 00:33:32 - Importance of Understanding the Audience Understanding the audience's needs and priorities is crucial in sales. Jason compares it to a comedian reading the audience's reaction to a joke, emphasizing the importance of reading the prospect's cues. 00:34:18 - Recording Sales Calls Jason discusses the benefits of recording sales calls, highlighting the importance of capturing important details and action items during conversations and using technology to improve follow-up and performance. 00:41:24 - Leaving Lasting Impressions on Prospects Jason emphasizes the importance of leaving a positive impression on prospects by demonstrating organization, process-based approach, and genuine interest in the prospect's success. He also discusses the impact of credibility in sales interactions. 00:45:07 - Favorite Movie and Personal Connection Jason shares his all-time favorite movie, "The Inlaws," and connects it to a personal experience working with the director. This highlights the importance of personal connections and shared interests in building relationships. 00:45:37 - Welcoming Jason Hartz to the Show Mario introduces Jason Hartz as the first-time guest on the modern selling podcast and expresses gratitude for joining the show. 00:45:47 - Call to Action for Audience Mario urges the listeners to give the podcast a five-star rating and review on iTunes. He also promotes the text expander and personal writing assistant, Fly Message, to save time and increase productivity. 00:46:19 - Conclusion and Closing Remarks Mario thanks the audience for listening and encourages them to keep selling. He signs off by expressing appreciation for the support and hints at the next episode. 00:00:00 - Introduction Mario Martinez Jr. and Jason Hartz engage in a conversation about modern selling, discussing strategies, tools, and techniques to enhance sales performance. 00:00:00 - Sales Productivity Mario and Jason delve into the importance of sales productivity and share insights on leveraging tools like FlySG for time-saving and increased efficiency in sales activities. Sales Performance Playbook and Methodology To increase sales productivity, sales professionals are advised to adopt performance-based sales strategies inspired by stage performances. These strategies, as outlined by Jason Hartz, require careful preparation, interaction rehearsal, and development of a pleasing and engaging experience for clients. The takeaway is that sales isn't merely a transaction, but a performance that requires constant practice, feedback, and adjustment to deliver a stunning outcome. Confidence vs Experience in Sales The debate of confidence versus experience in sales success indicates that the two elements are not mutually exclusive. Confidence, which can be innate or nurtured, is crucial in creating an initial impression and fostering trust with customers. Experience, on the other hand, is vital in sales performance as it allows sellers to adapt their approach effectively, recounting real-world examples, and responding to various challenging situations. Performance-Based Selling Strategies Embracing performance-based selling strategies necessitates an understanding of the audience's preferences, swift action on action items, and utilization of technology for efficiency. The ability to read an audience, act on valuable cues, and adapt to different situations are essential to resonating with your customers. Moreover, regular coaching, timely reviews, and feedback can help sales professionals improve their performance, and create meaningful and lasting relationships with their clients. The resources mentioned in this episode are: Connect with Jason Hartz on LinkedIn by sending a personalized connection request and mentioning that you heard him on the modern selling podcast. Visit the website http://www.thehartzmethod.com/ to learn more about Jason Hartz and his sales performance playbook. Follow Jason Hartz on Instagram at the handle @thehartzmethod for more insights and updates. Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.

  Getting to Yes: A VC Reveals His Step-by-Step Framework for Assessing and Investing in Startups. If you're feeling frustrated and overwhelmed by the endless cycle of VC rejections, and finding it hard to break through the fundraising barriers, then you are not alone! Navigating Startup Fundraising Stages The journey of raising funds for startups is a structured process with distinct stages, each with its unique requirements and expectations. Understanding these stages, from friends and family rounds to seed rounds, can greatly enhance the startup's chances of successful fundraising. Each stage requires a firm grasp of factors such as revenue requirements, investor expectations, and market positioning. This is Brian Bell's story: Brian Bell's journey into venture capital fundraising is a fascinating tale of a lifelong sales career that seamlessly transitioned into the world of startups and investments. From humble beginnings selling door-to-door as a sixth-grader to delving into commercial real estate and leading the AI category for AWS, Brian's diverse background laid the foundation for his venture into the world of venture capital. His candid revelation about navigating a quarter-life crisis due to working full-time in college, showcases the grit and determination that ultimately led him to where he is today. Brian's story is a testament to the fact that the path to success is often filled with unexpected twists and turns, and it's this authenticity and relatability that makes his insights into venture capital fundraising challenges so compelling. Every idea will probably eventually be done in some way, shape, or form. - Brian Bell this week's special guest is Brian Bell Brian Bell serves as the Managing Partner and Founder of Team Ignite Ventures. With a background rooted in sales, AI, and venture capital, his professional journey reflects a diverse range of experiences, from selling electronics at Sears to leading the AI category for AWS. Under his leadership, Team Ignite has expanded to include over 2000 members, partners, and mentors, aligning with the vision to ignite startups as a team. Leveraging his extensive expertise, Brian offers invaluable insights into venture capital fundraising challenges and early-stage investments, providing a pragmatic and informed perspective for entrepreneurs navigating the intricacies of fundraising. Key elements you will learn in this episode: Mastering Venture Capital Fundraising Insights: Unlock the secrets to overcoming challenges and securing vital funding for your startup. Navigating Startup Fundraising Stages: Discover the revenue thresholds that can propel your venture to the next level of investment and growth. Evaluating Founders for Investment: Gain insights into the key factors that investors consider when assessing the potential of startup founders. Unleashing Customer Acquisition Strategies for SaaS Startups: Learn innovative approaches to attract and retain customers, driving the success of your SaaS business. Harnessing the Power of Personalized Communication: Understand the crucial role of personalized communication in gathering valuable feedback for your podcast and fostering a loyal listener community. The key moments in this episode are: 00:00:08 - Introduction to FlyMSG 00:01:18 - Background of Brian Bell and Team Ignite Ventures 00:05:10 - Early Stage Funding Rounds 00:09:24 - Challenges of Venture Capital Fundraising 00:13:22 - Mario's Fundraising Journey 00:14:14 - The Challenges of Venture Capital Fundraising 00:17:36 - Balancing Technical Innovation and Market Needs 00:21:23 - Evaluating Founders for Investment 00:22:46 - Importance of Product and Design in Startups 00:24:32 - Role of Team Dynamics in Investment Decisions 00:27:55 - Importance of Sales and Marketing in Startups 00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims 00:31:43 - Founder Market Fit 00:36:49 - Building End-to-End Solutions for Customer Problems 00:40:39 - Evaluating Customer Acquisition Strategies 00:41:02 - Acquiring Customers and Unique Advantage 00:42:20 - Marketing and Business Model 00:43:37 - Profitability and Due Diligence 00:47:51 - Persistence and Resilience 00:49:02 - Learning from Rejections 00:53:52 - Personalized Connection Requests 00:54:11 - Favorite Movie 00:54:23 - Impact of Shawshank Redemption 00:54:36 - Podcast Closing Message Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io Mario Martinez introduces himself as the CEO and founder of Vengreso, creator of FlyMSG, a personal writing assistant and text expander application. He also sets the stage for the podcast, focusing on sales growth. 00:01:18 - Background of Brian Bell and Team Ignite Ventures Brian Bell shares his extensive background in sales and venture capital, highlighting his experience at Amazon and Microsoft. He also explains the vision behind Team Ignite Ventures, their focus on early-stage startups, and their network of partners and mentors. 00:05:10 - Early Stage Funding Rounds Brian breaks down the different early-stage funding rounds, from friends and family to seed extensions, and explains the typical investment amounts and revenue thresholds associated with each round. He emphasizes the evolving nature of seed rounds in the current startup landscape. 00:09:24 - Challenges of Venture Capital Fundraising Mario shares his personal experience with venture capital fundraising, highlighting the difficulty of raising investments in the current market. He mentions the decrease in investment and the challenges faced by startups in securing funding. 00:13:22 - Mario's Fundraising Journey Mario shares insights into his own fundraising journey, disclosing the amounts raised in friends and family and precede rounds, as well as the valuation cap. He also outlines the goals for the seed round and the milestones they are aiming to achieve. 00:14:14 - The Challenges of Venture Capital Fundraising Brian and Mario discuss the difficulties of venture capital fundraising, with Brian sharing insights from his experience and the advice he received from successful founders. 00:17:36 - Balancing Technical Innovation and Market Needs Brian explains the importance of balancing technical innovation with market needs in early-stage startups, emphasizing the significance of building a user-friendly product and the execution capabilities of the founding team. 00:21:23 - Evaluating Founders for Investment Brian outlines the key attributes he looks for in founding teams, including commitment, vision, and trustworthiness, highlighting the challenges of assessing these qualities in a short timeframe. 00:22:46 - Importance of Product and Design in Startups Brian discusses the significance of product and design in early-stage startups, emphasizing the need to build a great product to differentiate from competitors and attract investment. 00:24:32 - Role of Team Dynamics in Investment Decisions Brian shares the preference for startups with multiple co-founders, citing the correlation between solo founders and startup shutdowns, and the challenges of solo founders in building and scaling an organization. 00:27:55 - Importance of Sales and Marketing in Startups The conversation starts with the significance of having a technical co-founder and the role of sales and marketing in startups. Brian Bell emphasizes the importance of being able to sell and market, even without a technical co-founder. 00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims Brian discusses the importance of understanding the market and how to validate TAM and problem size claims made by startups. He emphasizes the need for knowledge of the market and how the TAM can shift over time as problems are solved. 00:31:43 - Founder Market Fit The concept of founder market fit is introduced, highlighting the importance of aligning the founder's background and expertise with the market they are targeting. Brian mentions that founder market fit can have a significant impact on the success of a startup. 00:36:49 - Building End-to-End Solutions for Customer Problems The conversation delves into the importance of building end-to-end solutions around customer problems. Brian shares how their product, Fly Engage, was developed to address the scalability issues faced by sellers, ultimately leading to increased productivity. 00:40:39 - Evaluating Customer Acquisition Strategies The focus shifts to customer acquisition strategies, with Brian showcasing his pipeline deals and discussing the concept of distribution advantage. The importance of having an unfair advantage in acquiring customers is emphasized. 00:41:02 - Acquiring Customers and Unique Advantage Brian discusses the importance of finding a unique advantage in acquiring customers, such as being a sales expert or having a distribution advantage. He emphasizes the significance of customer acquisition cost (CAC) and customer lifetime value (LTV) in the process. 00:42:20 - Marketing and Business Model Mario and Brian delve into the significance of marketing and the business model in scaling a startup. They emphasize the profitability and scalability of the business model, especially in the B2B SaaS industry, and highlight the importance of strong margins for scalability. 00:43:37 - Profitability and Due Diligence Brian explains the focus on strong margins in evaluating a startup's profitability and touches on the due diligence process. He emphasizes the importance of thorough due diligence to ensure sound financial decisions and mentions specific aspects such as cap table, shareholder loans, and incorporation docs. 00:47:51 - Persistence and Resilience Mario shares a personal anecdote about receiving initial rejection from Brian and using it as fuel to persist and eventually build a relationship. Both speakers emphasize the importance of not taking no for an answer and learning from rejections to fuel growth and development as a founder. 00:49:02 - Learning from Rejections Mario and Brian discuss the impact of receiving rejection and how it can drive founders to prove naysayers wrong. They highlight the importance of resilience and the potential for a "no" to turn into a "yes" with persistence and 00:53:52 - Personalized Connection Requests Brian advises sending personalized connection request messages when reaching out, referencing the Modern Selling podcast to establish a connection. 00:54:11 - Favorite Movie Brian reveals his all-time favorite movie, "Shawshank Redemption," highlighting its impact and memorability. 00:54:23 - Impact of Shawshank Redemption The discussion emphasizes the unforgettable and impactful nature of "Shawshank Redemption" as a movie. 00:54:36 - Podcast Closing Message Mario encourages listeners to rate and review the Modern Selling podcast on iTunes, and promotes the use of Fly Message for productivity improvement. Mastering Venture Capital Fundraising Challenges Successful venture capital fundraising requires meticulous preparation, in-depth knowledge, and a resilient mindset. Understanding the fundraising process, expectations of potential investors and market trends are crucial in mastering these challenges. By navigating through these complexities, entrepreneurs can optimally position their startups and achieve successful fundraising outcomes. Evaluating Founders - Key Factors The evaluation of founders is an integral part of venture capital investments. Potential investors consider factors such as the founder's commitment, vision, success history, and trustworthiness. Simultaneously, the founder's ability to think long-term, maintain customer focus, and adapt to changing circumstances greatly influences investor decisions. The resources mentioned in this episode: Give the Modern Selling Podcast a five-star rating and review on iTunes. Download FlyMessage IO for free to save 20 hours or more in a month and increase your productivity. Visit flymsg.io to get your free text expander and personal writing assistant. Reach out to Brian Bell on LinkedIn or via email at brian@teamigniteventures.com to pitch your startup or connect with him. Check out the Pitch Team Ignite VC form to submit your pitch directly to Brian's inbox. Watch the movie Shawshank Redemption for an impactful and memorable experience.

  Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game! Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away. Meet our guest: This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales. Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations. I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape. Enhance sales conversations Mario and Richard delve into a fascinating discourse on the strategic use of the words "and" and "but" in sales conversations. Sales conversations often require a delicate approach, utilizing the correct words that can maintain a positive, collaborative tone and foster more intensive customer engagement. By tweaking these small but significant aspects of your conversation techniques, you'll be able to reduce potential friction and bolster the effectiveness and conviviality of your sales dialogues. In this episode, you will be able to: Master the Neat Selling method and close more deals. Enhance your sales conversations with strategic use of "and". Successfully negotiate with procurement teams and win big contracts. Skillfully handle pricing discussions to maximize sales opportunities. Navigate contract negotiations with procurement for mutually beneficial outcomes. The key moments in this episode are: 00:00:08 - Introduction to the Podcast 00:01:24 - Welcome Richard Harris 00:04:12 - Richard Harris's Background 00:08:31 - Writing "The Seller's Journey" 00:12:22 - Navigating Procurement 00:13:45 - The Power of "And" vs "But" 00:17:55 - The Importance of Agreement in Sales Conversations 00:21:05 - Slowing Down for Strategic Thinking 00:23:43 - The Role of Procurement in Negotiations 00:27:19 - Navigating Negotiations with Procurement 00:28:45 - Overcoming Adversarial Negotiations 00:29:43 - Handling Discount Requests 00:32:53 - Importance of Economic Impact 00:34:35 - Leveraging Pricing in Negotiations 00:40:36 - Unbundling Contract and Pricing 00:42:46 - Procurement's Unusual Contract Clause 00:46:17 - Negotiating with Procurement and Legal 00:49:41 - Procurement Tactics and Training 00:51:18 - Personalized Connection Requests and Judging 00:51:57 - Favorite Movie and Final Thoughts Timestamped summary of this episode: 00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and explains that it features sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Welcome Richard Harris Mario Martinez Jr. welcomes Richard Harris to the show, discussing that they are in the 7th season with over 250 episodes. They talk about Richard's new book, "The Seller's Journey." 00:04:12 - Richard Harris's Background Richard Harris shares his background, growing up in sales and his work with the Harris Consulting Group. He talks about his approach to sales training, focusing on the humanity of the sales process. 00:08:31 - Writing "The Seller's Journey" Richard Harris discusses the inspiration behind writing "The Seller's Journey," explaining his belief that there's no such thing as a buyer's journey. He emphasizes the importance of the seller's journey and the tactics shared in the book. 00:12:22 - Navigating Procurement Richard Harris delves into the topic of negotiating with procurement, highlighting that procurement is not the enemy and discussing the importance of engaging with them early in the sales cycle to understand their needs and challenges. 00:13:45 - The Power of "And" vs "But" Richard Harris discusses the significance of using "and" instead of "but" in sales conversations. He explains that "and" signifies agreement, while "but" can be perceived as disagreement, turning people off. 00:17:55 - The Importance of Agreement in Sales Conversations Richard emphasizes the importance of showing agreement when speaking with buyers, influencers, and coaches. He explains that using "and" can help reduce confrontation and friction in uncomfortable conversations, ultimately improving the buyer's experience. 00:21:05 - Slowing Down for Strategic Thinking Mario and Richard discuss the impact of intentional changes in thinking processes, such as using "and" instead of "but," to slow down and strategically approach sales conversations. Richard shares how this tactic can help salespeople better connect with buyers and improve their overall experience. 00:23:43 - The Role of Procurement in Negotiations Richard shares his experience negotiating with procurement and provides insights into the role of procurement in sales. He highlights that procurement is not always the enemy and discusses the dynamics of negotiation in larger contracts involving procurement teams. 00:27:19 - Navigating Negotiations with Procurement Richard offers strategies for navigating negotiations with procurement, emphasizing the importance of early engagement and seeking permission from champions to involve procurement sooner. He also addresses the power dynamics and decision-making authority within procurement processes. 00:28:45 - Overcoming Adversarial Negotiations Richard Harris discusses the challenge of negotiations feeling adversarial and shares strategies to shift the conversation to commercial terms, emphasizing the value exchange. 00:29:43 - Handling Discount Requests Richard explains the importance of using the term "commercial terms" and shares a role play scenario to demonstrate handling discount requests effectively by focusing on economic impact. 00:32:53 - Importance of Economic Impact Richard emphasizes the significance of understanding economic impact in negotiations and differentiates it from ROI. He highlights the importance of discovery skills in uncovering economic impact. 00:34:35 - Leveraging Pricing in Negotiations Richard provides insights on leveraging pricing in negotiations by offering additional benefits in exchange for discounts, such as marketing support, case studies, and prepayment of contracts. 00:40:36 - Unbundling Contract and Pricing Richard cautions against the unbundling of contract and pricing in negotiations, emphasizing the importance of including elements such as customer references and logos in contracts to avoid internal conflicts. 00:42:46 - Procurement's Unusual Contract Clause Procurement redlined the contract to include a clause allowing termination for convenience, with a strange twist of prepaying and getting a refund for unused services. 00:46:17 - Negotiating with Procurement and Legal A two-hour negotiation session with procurement and legal resulted in an agreement on a termination for convenience clause. However, they later denied agreeing to it, but a recorded snippet proved otherwise. 00:49:41 - Procurement Tactics and Training Procurement tactics include intentional delays and denial of agreed terms. These tactics are frustrating but can be navigated with evidence and strong negotiation skills. 00:51:18 - Personalized Connection Requests and Judging Richard judge's LinkedIn connection requests and uses them for sales training. Personalizing connection requests is crucial to make a good impression. 00:51:57 - Favorite Movie and Final Thoughts Richard's favorite movie is Shawshank Redemption. The episode concludes with a call to action to rate and review the podcast. Master Neat Selling technique Hone your sales skills with the Neat Selling technique. This method urges sales professionals to delve into the buyer's need, economic impact, their access to authority, and timeline. Elevating your expertise on this technique can propel your sales success by facilitating a deeper understanding of buyer's needs and economic considerations, thereby aligning your product or service to provide maximum value. Ace negotiations with procurement For sales professionals, negotiations with procurement teams can be challenging. In this episode, Mario and Richard share insightful strategies, tactics, and experiences to help you navigate these discussions more confidently and effectively. From framing the conversation to anticipate individual needs, understanding your customer's perspective, and being well-prepared with quick information, these valuable strategies can position you for more successful negotiations with procurement teams. The resources mentioned in this episode are: The book The Seller's Journey by Richard Harris is available on Amazon and other online platforms. It covers tactics for closing deals and is a valuable resource for sales professionals. Connect with Richard Harris on LinkedIn and send a personalized connection request mentioning that you heard him on the modern selling podcast. Download FlyMSG for free to save 20 hours or more in a month and increase productivity. It's a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.  

  Attention Sales Professionals: Want to skyrocket your email response rates and engagement with prospects? Get ready for a game-changing solution that will revolutionize your sales email communication and drive incredible results. Stay tuned to discover how you can achieve this and transform your sales game. Uncover the shocking truth about the common mistakes in email communication that could be costing you valuable leads. Learn how to transform your approach and skyrocket your response rates. Stay tuned to uncover the unexpected secrets that will revolutionize your sales game. This is Jason Kramer's story: Jason Kramer's journey into mastering effective sales email communication stems from his early passion for communication, which he elevated to graphic design and verbal communication. With a robust background in marketing, communication, and advertising, he ventured into the realm of web development and marketing, where he gained invaluable experience in handling leads and managing the sales process. Jason's unique approach involves layering communication and advertising on top of data, particularly CRM, to drive enhanced results for companies. His focus on helping companies navigate the challenges of lead management and data segmentation has led to remarkable improvements in response rates and prospect engagement. Emphasizing the importance of a defined process and the right tools to manage it effectively, Jason's insights resonate with sales professionals seeking to elevate their email communication skills. Through personalized and customized strategies, Jason has effectively adapted to the evolving dynamics of sales communication, making him a trusted advisor for sales professionals looking to optimize their email outreach and engagement. It's all about the impression of the brand and the way that the brand exists in the marketplace. - Jason Kramer This week's special podcast guest is Jason Kramer Jason Kramer, the founder of Cultivize, brings a wealth of experience in marketing, communication, and advertising to the table. His expertise lies in leveraging data within CRM to help businesses effectively manage their lead nurturing process. With a focus on establishing meaningful connections with prospects, Jason's insights are invaluable for sales professionals looking to build stronger relationships with buyers. Through his practical approach and emphasis on defined processes, Jason provides actionable strategies that resonate with sales leaders and professionals. In this episode, you will be able to: Master the art of lead nurturing and relationship building to supercharge your sales success. Unlock the secrets of optimizing sales engagement and outreach for unparalleled results. Learn the keys to effective sales email communication to skyrocket your response rates. Refine your sales process to achieve greater efficiency and effectiveness. Uncover powerful lead generation strategies to fuel your sales pipeline.   The key moments in this episode are: 00:00:08 - Introduction to FlyMSG.io 00:01:10 - Building Stronger Relationships with Buyers 00:03:22 - Unique Insight into Jason Kramer 00:05:21 - Lead Nurturing Process 00:09:08 - Establishing Meaningful Connections 00:13:42 - Automation and Engagement Strategies 00:14:52 - Approaches for Sales Qualified Leads 00:16:27 - Cold Outreach Strategy 00:18:38 - Extended Sales Engagement Campaign 00:26:45 - Personal Rapport and Quality Over Quantity 00:27:45 - Protecting the Integrity of Salespeople 00:28:34 - Analyzing the Initial Email 00:34:30 - Ineffective Follow-Up 00:36:45 - Inappropriate Humor in Email 00:40:29 - Lack of Value in Subsequent Emails 00:41:08 - The Pitfalls of Email Outreach and Sales Sequences 00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping 00:46:19 - The Need for Process and Oversight in Sales Outreach 00:48:41 - Accountability and Process in Sales Management 00:53:42 - Key Steps for Improving Sales Outreach 00:55:14 - About afterthelead.com 00:55:37 - All-time favorite movie 00:56:10 - The timeless appeal of "The Big Lebowski" 00:56:22 - Gratitude and podcast wrap-up Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG Mario Martinez, Jr introduces the podcast and the guest, Jason Kramer, the founder of Cultivize. They discuss lead nurturing and the importance of managing leads that come into the sales pipeline. 00:01:10 - Building Stronger Relationships with Buyers Jason Kramer shares his background in marketing and advertising and emphasizes the need for a defined process when handling inbound leads. He highlights the importance of nurturing and educating leads to make informed decisions. 00:03:22 - Unique Insight into Jason Kramer Jason Kramer reveals a surprising fact about himself and his wife - matching skull candy tattoos of Mickey and Minnie Mouse. Mario Martinez Jr. reacts with surprise, creating a lighthearted moment in the conversation. 00:05:21 - Lead Nurturing Process Jason explains the importance of having a CRM and using it effectively in the lead nurturing process. He emphasizes the need for a well-maintained database and establishing a cadence for touching base with prospects during the sales process. 00:09:08 - Establishing Meaningful Connections Jason outlines strategies for establishing connections with prospects, including personalized emails, LinkedIn engagement, and occasional text messaging. He highlights the importance of tailoring communication to fit the prospect's pain points and preferences. 00:13:42 - Automation and Engagement Strategies Jason discusses the common "spray and pray" approach to engagement and the use of plain text messages. He emphasizes the importance of leveraging data to nurture leads and tailoring the approach based on the prospect's engagement level. 00:14:52 - Approaches for Sales Qualified Leads The conversation explores the distinction between handraisers and sales qualified leads, with Jason highlighting the need for different approaches. He emphasizes the importance of providing value and authenticity in the initial outreach, tailored to the prospect's specific pain points. 00:16:27 - Cold Outreach Strategy Jason delves into the intricacies of cold outreach, stressing the importance of targeting the right audience and titles within organizations. He discusses the effectiveness of short, personalized emails with minimal links, coupled with tracking and monitoring engagement signals. 00:18:38 - Extended Sales Engagement Campaign The conversation shifts to the concept of elongating the sales engagement campaign over four months, challenging the traditional 30-day outreach model. Jason shares insights on continuous tweaking and monitoring, with a focus on high-quality leads and personalized rapport-building. 00:26:45 - Personal Rapport and Quality Over Quantity Jason explains the personalized approach to building rapport through multiple touchpoints, including LinkedIn, text messages, and phone calls. He emphasizes the importance of weeding out unqualified prospects and prioritizing quality over quantity in the engagement process. 00:27:45 - Protecting the Integrity of Salespeople Mario and Jason discuss the importance of protecting the integrity of salespeople by blurring out company names and individual names in email examples. They also discuss the potential impact on sellers' reputation. 00:28:34 - Analyzing the Initial Email Mario and Jason review an initial email from "Bob" and critique its use of jargon, lack of clarity on results, and the sender's identity. They emphasize the need for personalized and value-driven communication. 00:34:30 - Ineffective Follow-Up The conversation shifts to "Bob's" follow-up emails, highlighting their lack of value and the use of generic phrases. Mario and Jason discuss the negative impact of overly frequent and unhelpful follow-ups on the recipient. 00:36:45 - Inappropriate Humor in Email Mario and Jason critique "Bob's" attempt at humor in an email, deeming it inappropriate and off-putting. They emphasize the importance of maintaining professionalism and relevance in communication with potential clients. 00:40:29 - Lack of Value in Subsequent Emails Mario and Jason analyze "Bob's" repeated attempts to confirm email receipt without providing value or addressing the recipient's needs. They stress the importance of delivering meaningful content and value in every communication. 00:41:08 - The Pitfalls of Email Outreach and Sales Sequences Mario and Jason discuss the challenges of poorly crafted email outreach and sales sequences. They highlight the importance of understanding buyer behavior and the negative impact of spammy and ineffective messaging. 00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping Mario reveals how he sets up an alias email to identify when sales intelligence tools scrape his information. Jason emphasizes the importance of understanding the technology being used and the implications of email scraping for sales outreach. 00:46:19 - The Need for Process and Oversight in Sales Outreach Jason underscores the lack of oversight in sales outreach and the need for a refined process. They discuss the importance of aligning sales and marketing efforts to ensure qualified leads and a consistent brand presence in the market. 00:48:41 - Accountability and Process in Sales Management Jason emphasizes the need for accountability in managing sales teams and the importance of refining processes for effective outreach. They highlight the significance of communication between sales and marketing teams to drive qualified leads. 00:53:42 - Key Steps for Improving Sales Outreach Jason outlines three key steps for improving sales outreach, including evaluating technology usage, centralizing data, and establishing a collaborative agreement. They stress the importance of working together to achieve business growth and informed decision-making. 00:55:14 - About afterthelead.com Jason mentions afterthelead.com as a resource for great information, contact details, and giveaways. He also shares the correct spelling of his name for those looking for more information. 00:55:37 - All-time favorite movie Jason shares his all-time favorite movie, "The Big Lebowski," highlighting its well-written and entertaining factors. He even recently enjoyed watching it with his 14-year-old son. 00:56:10 - The timeless appeal of "The Big Lebowski" Jason emphasizes the enduring value and entertainment of "The Big Lebowski," mentioning that he found it just as good watching it for the 30th time as he did the first time. 00:56:22 - Gratitude and podcast wrap-up Mario expresses gratitude to Jason for being on the show. He also urges listeners to leave a five-star rating and review for the podcast on iTunes and promotes the download of fly message for increased productivity. Mastering Email Communication Highly effective email communication isn't simply about crafting an email and hitting send. It requires understanding the recipient's pain points, being concise and clear with the message, and personalizing content to capture the recipient's attention. With an average email receiving only about 15–20 seconds of a reader's attention, keeping your message short and to the point, along with the strategic inclusion of case studies or examples, ensures your email gets the attention it deserves. Optimizing Sales Outreach Effective sales outreach starts with an in-depth understanding of the target audience and tailoring the messaging accordingly. This requires sales professionals to steer clear of generic mass emails and focus more on personalized, value-driven communication. Utilizing the correct tools, deploying the right strategies, and regular monitoring of engagement can significantly optimize outreach efforts, helping sales teams connect more meaningfully with prospects and increase the likelihood of closing deals. Establishing Meaningful Connections Developing strong relationships is a crucial aspect of a successful sales strategy. By understanding the length of the sales cycle, identifying a suitable touchpoint cadence, and using effective communication tools, businesses can build substantial connections with prospective clients. An appropriately planned and well-implemented strategy can lead to more engagement, improved trust, and ultimately a higher conversion rate. The resources mentioned in this episode are: Connect with Jason Kramer on LinkedIn and send him a personalized message to start a conversation. Visit afterthelead.com to access valuable information, contact details, and free giveaways and playbooks related to lead nurturing and sales enablement. Download FlyMSG and sign up for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free text expander and personal writing assistant that can help you streamline your writing and communication tasks.

  Does it sound familiar to struggle with building a strong team culture within your sales team? You may have been told to simply focus on individual sales performance without considering the impact of team dynamics. This approach often leads to a lack of collaboration, communication breakdowns, and a decrease in overall sales success, leaving you feeling frustrated and unable to achieve your desired results. Do you want to create a team environment where collaboration and productivity thrive? Manoj Ramnani will reveal the key to establishing a cohesive and high-performing team culture. Discover the solution to fostering an atmosphere of unity and success within your sales team. Unlock the secret to cultivating a strong and effective team culture. Our gues today is Manoj Ramnani. His journey to building a successful company without taking any VC money is a testament to his resilience and determination. From the early stages of his career, Manoj recognized the value of fostering a strong team culture. It was during his first foray into entrepreneurship that he truly grasped the impact of a positive and driven team environment. Through the ups and downs of founding multiple companies, Manoj honed his ability to bring people together, instilling a sense of ownership and accountability within his teams. His approach to team culture goes beyond the conventional, as he seeks individuals who not only understand their failures but also learn and grow from them. Manoj's story is one of unwavering commitment to building a company where every team member is invested in the collective success, and his insights are invaluable for sales leaders navigating the complexities of team dynamics and culture. Building business is a team sport. If I was a pianist, I'd do it all by myself, much less coordination. It's just me, right? If I had to put 15 hours to play piano and be perfect at it, probably would be easier. But when you have to have a bunch of folks coming together, and you need A players that are independent thinkers, that take ownership, they have their own thoughts and opinions to get them all coming together, that's the hardest part of building any business. - Manjoj Ramnani Manjoj Ramnani, the CEO and founder of Sales Intel, has a proven track record of successfully establishing and growing businesses, with Sales Intel marking his fourth venture. Headquartered in the Washington, DC metro area, Sales Intel has achieved notable success without relying on venture capital funding. Specializing in providing data and intelligence solutions for go-to-market teams, Manjoj is committed to enabling businesses to build strong pipelines, increase win rates, and expand their account sizes. With a team of around 150 professionals, he is known for fostering a collaborative and innovative team culture. Beyond his professional pursuits, Manjoj's passion for flying and being a recreational pilot adds a unique dimension to his persona, reflecting his multifaceted expertise and interests. In this episode, you will be able to: Build a strong team culture to foster collaboration and success within your sales team. Understand the importance of product market fit to drive your sales strategy and maximize customer satisfaction. Overcome the challenges of selling a product in its early stages to establish a foothold in the market. Manage customer expectations for product development to ensure a positive and trusting relationship. Implement effective sales strategies and communication techniques to enhance your sales performance and customer engagement. The key moments in this episode are: 00:00:08 - Introduction to Flymessage IO and Sales Intel 00:01:30 - An Insight into Manoj Ramnani 00:05:40 - Discovering Manoj's Hidden Passion 00:09:32 - The Importance of Team Culture and Building Sales Intel 00:13:20 - Setting Cultural Values and Pillars 00:15:06 - Progress and Market Learning 00:16:13 - Cultural Pillars and Accountability 00:18:00 - Hiring Executive Leaders 00:22:05 - Long-Term View and Employee Retention 00:27:55 - Learning from Failure 00:30:06 - Key Factors for Sales in Services vs. Product Companies 00:31:29 - Impacting Product as a Sales Leader 00:32:36 - Challenges of Selling an Unproven Product 00:36:14 - Progress Over Perfection in Product Development 00:42:48 - Building Trust Through Transparent Sales 00:45:17 - The Importance of Not Selling Futures 00:46:02 - Managing Expectations on Product Development 00:47:34 - Negotiating Future Product Development 00:48:59 - Connecting with Manoj Ramnani 00:49:41 - Manoj's Favorite Movie Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io and SalesIntel Mario Martinez Jr. introduces the podcast and guest Manoj Ramnani, CEO and founder of Sales Intel. They discuss the creation of FlyMSG and the role of Sales Intel in providing data and intelligence for go-to-market teams. 00:01:30 - An Insight into Manoj Ramnani Manoj Ramnani shares his background as a fourth-time founder and CEO of Sales Intel. He also reveals a little-known fact about being a recreational pilot, showing a different side to his professional life. 00:05:40 - Discovering Manoj's Hidden Passion Manoj Ramnani unveils his passion for flying and owning his own plane, expressing his plans to fly across the country to meet customers and partners. This personal insight adds depth to his professional persona. 00:09:32 - The Importance of Team Culture and Building Sales Intel Mario and Manoj delve into the challenges and successes of building Sales Intel without venture capital funding. They highlight the significance of team culture, emphasizing the need for the right people with the right attitude, focus, and drive. 00:13:20 - Setting Cultural Values and Pillars Manoj discusses the cultural pillars of Sales Intel, emphasizing the importance of customer-centricity and progress over perfection. He shares insights from his previous experiences and the evolution of cultural values within the company. 00:15:06 - Progress and Market Learning Manoj emphasizes the importance of making progress, getting the product to market, learning from the market, and iterating to keep making progress. 00:16:13 - Cultural Pillars and Accountability Manoj discusses the importance of cultural values, accountability, and the idea of being in it together as a team. 00:18:00 - Hiring Executive Leaders Mario raises the challenge of hiring executive leaders who may not have the same ownership mindset as a founder. Manoj highlights the importance of looking for capability, cultural fit, stability, and long-term thinking in potential executive hires. 00:22:05 - Long-Term View and Employee Retention Manoj shares the concept of longer-term thinking and how it applies to employee retention and success within the company. He emphasizes the importance of giving employees enough time to see things through and the benefits of long-term commitment. 00:27:55 - Learning from Failure Manoj candidly discusses his own experience with failure and the importance of taking ownership of mistakes. He emphasizes the value of learning from failure and the impact it can have on personal and professional growth. 00:30:06 - Key Factors for Sales in Services vs. Product Companies Manjoj discusses the key differences in sales strategies for services and product companies, emphasizing the importance of product market fit, pipeline generation, and company culture. 00:31:29 - Impacting Product as a Sales Leader Manjoj explains the role of sales leaders in partnering with product and technology leaders to ensure successful product execution, especially in early-stage companies with unproven products. 00:32:36 - Challenges of Selling an Unproven Product Mario shares the challenges faced by sales reps selling an unproven product, emphasizing the importance of managing customer expectations, downplaying product issues, and maintaining resilience in the face of challenges. 00:36:14 - Progress Over Perfection in Product Development Manjoj highlights the value of prioritizing progress over perfection in product development, sharing his experience with setting realistic expectations and focusing on strengths to achieve traction in a competitive market. 00:42:48 - Building Trust Through Transparent Sales Mario discusses the importance of transparency in sales, advising sales leaders to disclose potential product issues to build trust with buyers and manage customer expectations effectively. 00:45:17 - The Importance of Not Selling Futures Mike Reevy's leadership style is highlighted, emphasizing the importance of not selling future products or features. This approach makes life easier for the organization and conditions sellers to refrain from promising future deliverables. 00:46:02 - Managing Expectations on Product Development Manoj explains the importance of managing expectations when it comes to product development timelines. He stresses the need to communicate awareness of requested features, but not promise specific delivery timelines. 00:47:34 - Negotiating Future Product Development The conversation touches on negotiating future product development with clients. Manoj shares an example of how they negotiated a quarter million dollar payment for a specific request, highlighting the complexities of product development in a mature organization. 00:48:59 - Connecting with Manoj Ramnani Listeners are encouraged to connect with Manoj on LinkedIn and are reminded to send a personalized connection request mentioning the podcast. Manoj's LinkedIn profile and last name spelling are provided for reference. 00:49:41 - Manoj's Favorite Movie Manoj shares that "The Godfather" is his all-time favorite movie, providing a personal touch to the conversation. This light-hearted moment adds a personal touch to the end of the episode. Cultivating a strong team culture Manoj highlights the importance of creating a robust team culture in driving the success of an organization. This involves fostering an environment of transparency and open communication. Having the right people with suitable attitudes and focus, and investing in their growth, is key to achieving this. Understanding product market fit Product market fit is critical in determining the growth trajectory of a business, as emphasized by Manoj. A well-differentiated product that meets the needs of its target market is crucial for long-term success. Furthermore, it is vital to continuously evaluate and innovate your product to stay ahead in the competitive business environment. Overcoming early-stage challenges Overcoming early-stage challenges is part and parcel of any startup journey, something Manoj explains vividly. Learning from mistakes and setbacks and adopting a long-term view can significantly help in getting past these hurdles. Setting realistic expectations, focusing on progress over perfection and patience is key to navigating these initial roadblocks. The resources mentioned in this episode are: Connect with Manjoj Ramnani, CEO of Salesintel, on LinkedIn by sending a personalized connection request mentioning that you heard him on the modern selling podcast. Download FlyMSG.io for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free personal writing assistant and text expander application. Give the modern selling podcast a five-star rating and review on iTunes to show your support. If you're looking for a sales intelligence solution, consider connecting with Salesintel to explore their data and intelligence SaaS solution for go-to-market teams. Watch Manjoj Ramnani's video on YouTube titled Success is Not a Straight Line to gain insights into the lessons he learned from his previous company's failure and success.

  If you're feeling frustrated because your current hiring process is only bringing in mediocre sales talent, then you are not alone! You may already be spending countless hours sifting through resumes and conducting interviews, only to end up with sales professionals who lack the drive and results you need. Instead of seeing a boost in sales team performance, you're stuck dealing with underperformers who are holding your team back. It's time to make a change and attract the A-level sales talent your team needs to succeed. In this episode of The Modern Selling Podcast, Doug Dvorak, Motivational Sales Speaker, Trainer & Sales Performance Coach, shares his insights on attracting A-level sales talent. Doug is one of the most well-traveled keynote motivational speakers available today. Doug has earned his spot in the motivational speaking hall of fame. He has also been inducted into the International Who's Who of Professional Speaking. Doug Dvorak's journey from being a seasoned sales representative to a leader in sales talent acquisition is a compelling narrative of resilience and vision. His career spans the burgeoning era of the Internet, selling data communication products, to leading global sales teams in the realm of manufacturing enterprise software. Doug's story is a testament to the fact that attracting A-level sales talent is not just about skill; it's about creating an environment that resonates with top performers. His journey encapsulates the essence of perseverance and a relentless pursuit of excellence in sales talent acquisition. We can't sell as Fred Flintstone anymore. We're George Jetson. And AI is in support to allow us to get more FaceTime, email time, phone time, zoom times. That's the only time we make money. - Doug Dvorak This week's special guest is Doug Dvorak, the founder and managing principal of the Sales Coaching Institute, bringing with him a wealth of experience as a professional sales representative and keynote speaker. Having spearheaded sales of data communication products, web browser technology, and enterprise software to global giants such as IBM and John Deere, Doug's expertise in attracting and retaining A-level sales talent is unparalleled. In this episode you will learn to: Master the art of hiring and retaining sales talent can transform your sales team's performance. Discover the secrets to attracting A-level sales talent and elevating your team's success. Uncover the power of using sales assessments for hiring top-performing sales professionals. Learn sales compensation plan best practices to motivate and reward your sales team effectively. Explore the impact of AI on sales leadership and how it can revolutionize your sales strategies. The key moments in this episode are: 00:00:08 - Introduction to the podcast 00:01:25 - Doug's Background and Experience 00:09:02 - Hiring A-Level Talent 00:13:51 - Strategies for Hiring Senior Talent 00:16:03 - Attracting and Retaining A-Players 00:17:49 - Attracting and Retaining Great Sales Talent 00:18:50 - Hiring Process and Assessments 00:20:32 - Vetting Candidates and Cultural Fit 00:26:17 - Elements of a Successful Sales Compensation Plan 00:31:42 - Avoiding Complex Compensation Plans 00:35:01 - Importance of Compensation in Sales Leadership 00:36:39 - Impact of Technology on Sales Leadership 00:43:24 - Embracing AI in Sales 00:46:03 - Leveraging Technology in Sales 00:49:41 - Connecting with Doug Dvorak Timestamped summary of this episode: 00:00:08 - Introduction to the podcast Mario Martinez Jr. introduces the podcast and the guest, Doug Dvorak, founder of the Sales Coaching Institute. 00:01:25 - Doug's Background and Experience Doug Dvorak shares his background as a former sales representative and leader, and his transition to founding the Sales Coaching Institute in 2005. 00:09:02 - Hiring A-Level Talent Doug discusses the importance of having a well-constructed hiring process and building a farm system to identify and groom A-level sales talent, including partnerships with colleges and universities. 00:13:51 - Strategies for Hiring Senior Talent Doug suggests establishing strong relationships with search professionals who have expertise in the industry to help in the search for senior talent, as well as leveraging referrals from current senior reps. 00:16:03 - Attracting and Retaining A-Players Mario emphasizes the importance of leaders being interviewed by potential hires, and discusses the significance of personal brand and culture in attracting and retaining top talent. 00:17:49 - Attracting and Retaining Great Sales Talent Doug discusses the importance of branding to attract top sales talent and shares insights on the hiring process using the top grading system. 00:18:50 - Hiring Process and Assessments Doug elaborates on the top grading system and the use of sales assessment tools like Gallup's challenger or disk, as well as the importance of conducting thorough reference checks. 00:20:32 - Vetting Candidates and Cultural Fit Doug emphasizes the significance of vetting candidates through online assessments, interviews, and reference checks to ensure cultural fit and mutual value for both the employer and the candidate. 00:26:17 - Elements of a Successful Sales Compensation Plan Doug highlights the key elements of a successful sales compensation plan, including a reasonable base, non-recoverable draw, clear KPIs, and accelerators to motivate and attract top sales talent. 00:31:42 - Avoiding Complex Compensation Plans Doug discusses the negative impact of complex and changeable compensation plans, emphasizing the importance of simplicity, transparency, and fair compensation to retain and motivate A players in the sales team. 00:35:01 - Importance of Compensation in Sales Leadership Doug emphasizes that the compensation of sales leaders should be less than top performers. He discusses the impact of compensation on behavior and the mistake of promoting the best rep to a leadership role. 00:36:39 - Impact of Technology on Sales Leadership Doug delves into the effects of technology, specifically AI, on sales leadership. He highlights the game-changing nature of AI in automating manual tasks and freeing up time for sales leaders and reps. 00:43:24 - Embracing AI in Sales Doug stresses the importance of AI augmenting sales reps and leaders rather than replacing them. He discusses the productivity savings and the need for data-driven decision making in sales. 00:46:03 - Leveraging Technology in Sales Doug emphasizes the role of AI in supporting sales reps to get more FaceTime, email time, phone time, and zoom time to drive meaningful conversations. He underscores the importance of humanization and contextual relevance in engagement. 00:49:41 - Connecting with Doug Dvorak Doug shares his contact information for connecting with him directly and mentions his website and phone number for further engagement. Hire and Retain Top Sales Talent Finding and keeping high-level sales professionals can be a game-changing strategy for organizations looking to expand their business. A thorough hiring process can include elements such as a detailed sales assessment, a well-structured interview, and even asking candidates to submit videos to demonstrate their skills and motivation. In addition, a comprehensive onboarding process and a transparent, easy-to-understand compensation plan can promote staff retention and encourage top performers to stay with the company. Attract A-Level Sales Professionals Attracting top-notch sales talent requires a strategic approach that goes beyond just offering a decent salary. Companies need to work on their branding, create a dynamic sales culture, and establish processes that can identify and attract A-level talent continuously. Forming partnerships with universities to offer internships can also provide a much-needed funnel to attract and assess potential candidates that can later become full-time hires. Power of Sales Assessments Sales assessments have evolved to become an essential tool in the hiring process, providing deep insights into a candidate's sales aptitude, personality, leadership skills, and more. Tools like Gallup's challenger or DISC can help verify if a candidate's skill set matches the job requirements and how comfortably they can fit in with the company's culture. They serve as an effective complement to reference checks and interviews, helping to ensure that hires are not only capable but also motivated and a good cultural fit. Connect with Doug Dvorak directly via https://dougdvorak.com/ Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a free text expander and personal writing assistant. Check out the 100 best chat GBT prompts and the best LinkedIn Chat GPT prompts available on Vengreso's website for AI-powered engagement. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners. https://www.facebook.com/GoVengreso https://www.twitter.com/twitter.com/govengreso https://www.linkedin.com/company/vengreso https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1 https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

  Get ready to uncover the secrets of mental toughness in sales with expert Matt Phillips. Discover the key to overcoming challenges, achieving success, and reaching your full potential. But what happens when the pressure is on, and the quotas must be met? Stay tuned to find out. This is Matt Phillips's story: Matt Phillips' journey is a testament to the transformative power of embracing discomfort and seizing unexpected opportunities. His encounter with Ruben Gonzalez, a four-time Olympian, sparked a life-altering proposition - co-writing a book. Although initially hesitant, Matt's decision to step out of his comfort zone and accept the challenge led to personal and professional growth. This experience not only tested his confidence but also provided a platform to share valuable insights. It's a story of resilience, courage, and the profound impact of venturing into uncharted territory. Matt's narrative serves as a poignant reminder that growth often blossoms from embracing discomfort and seeking new challenges. His journey embodies the essence of mental toughness and the unwavering spirit required to navigate uncertainties. The quality of leader you become is based on the quality of questions you ask. - Matt Phillips Matt Phillips is the CEO of Matt Phillips Leadership Coaching, specializing in elevating sales professionals and teams to achieve peak performance. With over eleven years of experience, Matt's expertise lies in nurturing mental toughness and resilience, crucial for success in the competitive sales environment. His approach combines coaching, workshops, and online programs to instill the necessary skills for achieving sales goals. Beyond his professional pursuits, Matt's passion for gravel bike riding reflects his commitment to personal growth and embracing new challenges. His unique blend of leadership coaching and personal experience brings a fresh perspective to the crucial topic of mental toughness in sales. In this episode, you will be able to: Master mental toughness to excel in sales. Boost confidence and shatter limiting beliefs for sales success. Uncover the pivotal role of leadership in driving sales performance. Empower your sales team with effective enablement strategies. Harness the power of mindset for unparalleled success in sales. The key moments in this episode are: 00:00:08 - Introducing the Podcast 00:01:23 - Overcoming Mental Toughness 00:08:56 - Matt's Leadership Coaching 00:10:22 - Matt's Gravel Bike Ride 00:12:40 - Embracing New Challenges 00:12:56 - Understanding Mental Toughness 00:15:12 - The Five Elements of Mental Toughness 00:18:08 - Building Confidence 00:21:32 - Nature vs. Nurture 00:26:41 - Understanding Beliefs and Overcoming Challenges 00:27:15 - The Role of Beliefs in Sales and Leadership 00:28:49 - Shifting Beliefs for Sales Success 00:29:53 - Individual Responsibility and Leadership Development 00:36:53 - Overcoming Distractions and Effective Coaching 00:40:06 - Importance of Training and Enablement Plan 00:41:22 - Building a Leadership Philosophy 00:43:47 - Resources for Mental Toughness 00:46:06 - Quality of Leadership 00:47:53 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:08 - Introducing the Podcast Mario Martinez Jr. introduces the "Modern Selling Podcast" and the guest, Matt Phillips, CEO of Matt Phillips Leadership Coaching, discussing mental toughness. 00:01:23 - Overcoming Mental Toughness Matt shares a personal story about writing a book with a four-time Olympian, emphasizing the importance of stepping out of one's comfort zone and the impact of challenges on personal and professional growth. 00:08:56 - Matt's Leadership Coaching Matt explains that his coaching primarily focuses on salespeople and cross-functional teams, emphasizing mental toughness, consistency, and separating oneself from others as key components of achieving sales goals. 00:10:22 - Matt's Gravel Bike Ride Matt shares a personal detail about his new hobby, gravel bike riding, connecting it to the memory of his late father and emphasizing the unexpected nature of his interest in biking despite his physical appearance. 00:12:40 - Embracing New Challenges Mario and Matt discuss their shared interest in biking and how they have both embraced new challenges, such as mountain biking, demonstrating the importance of stepping out of one's comfort zone and trying new experiences for personal growth. 00:12:56 - Understanding Mental Toughness Matt and Mario discuss the importance of defining mental toughness and its key elements like confidence, focus, control, energy, and intentional action. 00:15:12 - The Five Elements of Mental Toughness Matt breaks down the five elements of mental toughness - confidence, focus, control, energy, and intentional action - and how they contribute to building a strong mindset. 00:18:08 - Building Confidence Matt emphasizes the importance of leveraging past successes to build confidence and propel future actions, regardless of challenges faced in sales or leadership roles. 00:21:32 - Nature vs. Nurture Matt and Mario delve into the discussion of whether mental toughness is something innate or can be developed through training and practice, highlighting the importance of nurturing key behaviors like confidence and control. 00:26:41 - Understanding Beliefs and Overcoming Challenges Matt shares his personal experience of understanding beliefs and how it freed him up. He emphasizes the importance of identifying and challenging limiting beliefs to achieve success in sales and leadership. 00:27:15 - The Role of Beliefs in Sales and Leadership Matt discusses the impact of beliefs in sales, highlighting the importance of confidence and understanding the origins of beliefs. He emphasizes the need to rewire the brain to overcome limiting beliefs and achieve success. 00:28:49 - Shifting Beliefs for Sales Success Matt explains the significance of shifting beliefs in sales, focusing on the role of confidence and challenging limiting beliefs. He emphasizes the need for sales leaders to coach their teams through shifting beliefs to overcome challenges and achieve success. 00:29:53 - Individual Responsibility and Leadership Development Matt addresses the individual responsibility in sales, emphasizing the importance of setting goals and reflecting on what motivates individuals. He also discusses the role of sales leaders as coaches in developing their teams and optimizing performance. 00:36:53 - Overcoming Distractions and Effective Coaching Matt shares insights on overcoming distractions and maintaining focus in sales. He also highlights the importance of effective coaching, emphasizing the need for leaders to actively listen to their team members and provide hands-on support to drive performance. 00:40:06 - Importance of Training and Enablement Plan Matt emphasizes the importance of leaders helping employees who are new to a task by providing a starting point, vision, and practical examples. He also highlights the need for leaders to invest time in coaching and mentoring employees. 00:41:22 - Building a Leadership Philosophy Matt discusses the significance of developing a clear leadership philosophy and the need for leaders to communicate their expectations and actions to their team members. He stresses the importance of investing time in training and coaching the team for optimal performance. 00:43:47 - Resources for Mental Toughness Matt shares about a free master class training for sales leaders and the importance of knowing your numbers through a metrics cheat sheet. He encourages individuals to take advantage of these resources to improve mental toughness and achieve sales goals. 00:46:06 - Quality of Leadership Matt emphasizes the importance of asking the right questions and reflecting on personal beliefs to become a better leader. He encourages individuals to challenge obstacles and rewire their thinking to unlock new possibilities and achieve desired results. 00:47:53 - All-Time Favorite Movie Matt shares his all-time favorite movie, "Field of Dreams," and relates it to his personal connection with the sentimental story behind it, emphasizing the importance of cherished memories and sentimental moments. Learn Leadership's Impact on Sales Leadership, according to Matt Phillips, extends beyond just holding team members accountable. It involves training, coaching, and equipping team members with the necessary tools to meet their sales objectives efficiently. By understanding leadership's impact on sales, professionals can better align their efforts with their overall goals, thus optimizing team performance and driving success. Strengthen Mental Toughness for Sales Matt Phillips underscores the immense role mental toughness plays in the highly competitive sales industry. In a world where sales teams and individuals are constantly jostling for the same opportunities, mental zing stands out as a reliable key to success. Through this episode, Matt seeks to equip sales professionals with the necessary tools to cultivate mental toughness, thus improving their resilience and ultimately their sales performance. Boost Confidence and Break Through Constantly revisiting past victories constitutes an essential part of fostering self-belief, according to Matt Phillips. He encourages sales professionals to leverage their past successes as a springboard to future victories. This episode inspires sales professionals to develop an unwavering confidence in their abilities, enabling them to break through challenges and meet their sales targets head-on. The resources mentioned in this episode are: Sign up for the free master class training on How to Become an Elite Sales Leader and Triple Revenue Growth to learn about mindset shifts and tactical strategies for sales leadership. Visit Mattphillipscoaching.com to access a metrics cheat sheet that can help you focus on the right metrics to optimize your performance as a sales leader or individual contributor. Download FlyMSG, a free text expander and personal writing assistant, to save 20 hours or more in a month and increase your productivity.

  Do you desire to enhance your business's efficiency and effectiveness? Discover how to achieve increased focus and productivity in your business operations as I share the solution with you. Learn how to attain heightened performance and output in your entrepreneurial pursuits. Join me to unlock the key to maximizing productivity in your business endeavors. Driven entrepreneur Sebastian Schieke defies distractions to achieve laser-focused productivity, despite the ever-changing business landscape and financial constraints. Does it sound familiar to struggle with maximizing sales and providing exceptional customer service? You may have been told to simply increase your sales team or customer service staff without considering the underlying issues. This can result in a lack of efficiency, wasted resources, and ultimately, a disappointing impact on your business performance.   Stick to two or three things at most and remain laser focused on the mission at hand. - Mario Martinez For this episode, Mario Martinez Jr. was interviewed by Sebastian Schieke Sebastian Schieke is the CEO and founder of a notable company focused on productivity software. With a specialization in AI and its applications in business operations, Sebastian brings a wealth of expertise to the table. His insights into leveraging AI for enhanced workflow processes and increased productivity have made a significant impact in the realm of sales and customer service. Sebastian's role in implementing AI technologies has been instrumental in reshaping the landscape of business operations, providing valuable solutions for entrepreneurs and business owners seeking to streamline their processes. In this episode, you will be able to: Discover how AI revolutionizes sales and customer service for enhanced business performance. Explore the pivotal role of human involvement in AI-driven conversations and its impact on customer experience. Uncover the importance of responsible usage of AI technology in driving ethical and sustainable business practices. Learn effective strategies for integrating AI into your workflows to streamline operations and boost productivity. Navigate through the challenges faced by entrepreneurs in leveraging AI to stay ahead in the competitive market landscape. The key moments in this episode are: 00:00:08 - Introducing FlyMSG.io 00:01:31 - Evolution of AI in the Workplace 00:03:47 - Human Assisted AI and Super Productivity Tools 00:08:21 - The Power of Integrated AI 00:09:32 - The Role of FlyMSG in Sales and Engagement 00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging 00:16:31 - The Pitfalls of AI to AI Communication 00:17:29 - The Importance of Respectful and Human-Centric Communication 00:21:48 - The Impact of AI on Enterprise Communication 00:29:29 - Ubiquitous AI Communication and Workflow Integration 00:32:13 - Personalized AI Writing Assistant 00:33:28 - Current Business Environment 00:34:29 - Struggles in Business 00:35:41 - Focus and Productivity 00:37:31 - Special Offer for Listeners Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG.io Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application designed to help sales leaders and practitioners grow their sales numbers at scale. 00:01:31 - Evolution of AI in the Workplace Sebastian Chic and Mario Martinez Jr. discuss the rapid development of AI and its integration into workflow processes. They emphasize the importance of AI bringing value and enhancing the user's workflow. 00:03:47 - Human Assisted AI and Super Productivity Tools Mario Martinez Jr. explains the concept of human assisted AI and the need for tools that consolidate applications to enhance productivity. He highlights the value of AI in the user's daily workflow. 00:08:21 - The Power of Integrated AI Sebastian Schieke and Mario Martinez Jr. delve into the benefits and business cases of integrated AI, emphasizing its impact on daily communication and workflows. They discuss how AI is no longer limited to simple tasks but has become fully integrated into various work processes. 00:09:32 - The Role of FlyMSG in Sales and Engagement Mario Martinez Jr. explains the functionalities of FlyMSG, including its role in sales prospecting training, deploying messaging, and engaging with buyers. He also discusses the human-assisted AI approach in the development of FlyMSG's AI tools. 00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging The conversation starts with Sebastian Schieke emphasizing the importance of contextual relevance and hyper personalization in messaging for sales, customer service, and business owners. He highlights the value of using the human mind rather than AI for this purpose. 00:16:31 - The Pitfalls of AI to AI Communication Sebastian and Mario discuss the absurdity of AI to AI communication and the potential problems it can create. Sebastian shares an anecdote about a customer's frustration with a bot and emphasizes the need for tools to assist, not replace, human intelligence. 00:17:29 - The Importance of Respectful and Human-Centric Communication The conversation delves into the potential dangers of AI generating communication and the importance of respectful and human-centered interaction on social media. Sebastian underscores the need for developers to prioritize creating AI tools that enhance communication without contributing to disrespectful or hateful content. 00:21:48 - The Impact of AI on Enterprise Communication Sebastian discusses the potential dangers and biases created by AI platforms that use data to train their models. He highlights the importance of implementing enterprise-grade AI to protect sensitive data and maintain a high level of customization in communication across different platforms. 00:29:29 - Ubiquitous AI Communication and Workflow Integration The conversation explores the unique value of platforms like FlyMSG in providing a ubiquitous experience across various SaaS applications. Sebastian emphasizes the need for AI tools to integrate seamlessly into users' daily workflows and 00:32:13 - Personalized AI Writing Assistant Mario discusses the potential for a personalized FlyEngage tool that learns from the user's voice to generate messages. The complexity of adapting to individual voices and corporate needs is highlighted. 00:33:28 - Current Business Environment Mario reflects on the rapid speed of change and uncertainty in the current business landscape, emphasizing the challenges faced by business owners and the need for global solutions to accelerate growth. 00:34:29 - Struggles in Business Mario shares his perspective on the difficulties faced by entrepreneurs and business owners in finding product market fit and accessing funding, emphasizing the need for focus and resilience in the face of challenges. 00:35:41 - Focus and Productivity The importance of staying focused on what has worked in the past, avoiding distractions, and optimizing productivity is emphasized by Mario, highlighting the need for a laser-focused approach in business. 00:37:31 - Special Offer for Listeners Mario offers a special discount code for listeners interested in trying FlyMSG, encouraging them to leverage the productivity tools to save time and increase efficiency in their daily tasks. Human Involvement in AI Conversations While AI technology offers undeniable advantages in business and sales, the essentialness of human involvement in AI-driven conversations cannot be underestimated. By ensuring contextual appropriateness, particularly in calls to action and hyper-personalized messages, businesses can leverage technology to enhance human interaction rather than replace it. This balance of AI automation and human touch fosters a more appealing and engaging customer experience. AI Integration for Sales The incorporation of Artificial Intelligence in sales has drastically changed the landscape, offering new levels of efficiency and personalization. Tools like Vengreso's FlyMSG streamline the creation and sending of messages, which not only saves time but also enhances overall productivity. Embracing this technology combines human creativity and intelligence with AI capabilities, providing a promising path to higher sales and customer satisfaction. Responsible Usage of AI As AI technologies push new boundaries, there is a parallel need for responsible usage to navigate potential risks. Implementing enterprise-grade AI that ensures user data privacy and minimizes bias is paramount, just like FlyMSG's usage of private Language Model Models (LLMs). This mindset for responsible AI application helps enable the beneficial exploration of AI's potential, while safeguarding user trust and data integrity. The resources mentioned in this episode are: Visit Flymsg.io to set up your individual account and leverage FlyMSG for free to expand text and engage with your target buyer on LinkedIn using AI tools. Use the secret code PrimeDay2023 (capital P, capital D, 2023) to get 15% off the 27, 66, and $132 yearly plans for FlyMSG. This will help you increase your productivity and save about an hour per day. Give the Modern Selling Podcast a five-star rating and review on iTunes. Your feedback is greatly appreciated. Download FlyMSG for free right now to increase your productivity and save time. It's your free text expander and personal writing assistant. If you want to stay 20 hours or more in a month and increase your productivity, go right now and download FlyMSG. That's FlyMSG.io for free.

If you're feeling frustrated by the lack of response to your personalized sales messages, where your efforts to connect with prospects seem to fall flat, then you are not alone! Despite your attempts to craft tailored messages and engage with potential clients, you may find that your outreach process is inefficient and unproductive. Instead of seeing increased engagement and con, you may be experiencing a cycle of wasted time and missed opportunities. In this episode of The Modern Selling Podcast, Mario Martinez Jr., the CEO and founder of Vengreso, delves into the challenges faced by sales professionals in creating personalized engagement with buyers. He introduces FlyMSG.io, an innovative tool developed by his company, designed to streamline the process of crafting customized messages. Mario's expertise in digital sales prospecting and his company's focus on enhancing sales messaging for prospecting make him a credible source on this topic. The episode covers the inefficiencies of traditional outreach methods, the importance of personalization, and the introduction of AI-powered tools like FlyEngage AI and FlyPost AI to scale engagement efforts. The conversation emphasizes the significance of contextual relevance, personalization, and maintaining visibility across various touchpoints to improve buyer engagement. Sales professionals struggling with personalized messaging and seeking to enhance their outreach process should tune in to gain insights on leveraging AI tools like FlyMSG.io to save time and increase productivity while maintaining a personal touch in their buyer interactions. The name of the game is not Spray and Pray. The key to success is personalization and contextually relevant messaging. - Mario Martinez Jr. In this episode, you will be able to: Engage buyers with AI to boost sales efficiency. Streamline personalized messaging with FlyMSG.io Overcome challenges of email marketing with personalization. Increase buyer engagement through strategic social channel use. Scale prospecting efforts while maintaining a personal touch. The key moments in this episode are: 00:00:08 - Introduction 00:01:41 - Using AI for Buyer Engagement 00:03:17 - The Problem with Sales Messaging 00:07:54 - Templates and AI 00:11:29 - The Future of Personalization 00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media 00:18:42 - Introducing Fly Engage AI and Fly Post AI 00:20:16 - Leveraging Connections and Building Engagement 00:21:39 - Maximizing the Benefits of LinkedIn Engagement 00:28:40 - Using AI to Improve Productivity 00:29:47 - Engaging with Connections on LinkedIn Sales Navigator 00:30:18 - Text Expander for Template-Based Messaging 00:31:06 - Importance of Consistency and Quality 00:31:38 - Getting Started with Fly Message Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG.io He explains that the podcast aims to help sales professionals grow their sales numbers at scale. 00:01:41 - Using AI for Buyer Engagement Mario discusses how FlyMSG, a free personal writing assistant and text expander application, can help sales professionals increase their prospecting engagement by up to 40%. He emphasizes that FlyMSG.io is not a bot and encourages listeners to try it. 00:03:17 - The Problem with Sales Messaging Mario explains that many sales professionals struggle with writing effective sales emails and messages. He discusses the importance of using templates to save time and ensure consistency in messaging. He introduces FlyMSG as a solution to this problem. 00:07:54 - Templates and AI Mario discusses how FlyMSG combines templates and AI to help sales professionals engage with their target audience. He explains that the platform allows users to quickly deploy pre-written messages with just a few keystrokes. He emphasizes the importance of personalization in sales messaging. 00:11:29 - The Future of Personalization Mario highlights the impact of personalization in sales messaging, especially with Google's new policies on spam. He emphasizes the need for individualized and relevant messaging to improve response rates and avoid being marked as spam. 00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media Sellers face the challenge of engaging with B2B buyers on social media platforms like LinkedIn. Email and phone have low effectiveness, but using additional channels like text, LinkedIn, or video can increase engagement by up to 40%. However, the time-consuming process of finding relevant posts and crafting authentic responses hinders scalability and efficiency. 00:18:42 - Introducing Fly Engage AI and Fly Post AI Fly Engage AI and Fly Post AI are tools designed to address the challenges of engaging with buyers on LinkedIn. Fly Engage AI analyzes an individual's posts and helps sellers write relevant responses, saving time and increasing scalability. Fly Post AI allows users to generate thought leadership posts on any topic, with AI-generated content that can be personalized for maximum impact. 00:20:16 - Leveraging Connections and Building Engagement Sellers can leverage connections on LinkedIn to build engagement and maintain visibility. By sending personalized connection requests and following up with valuable content, sellers can stay on the radar of their target buyers. Building a multi-channel approach that includes messaging, commenting, and posting content helps establish a strong presence and increase the chances of success. 00:21:39 - Maximizing the Benefits of LinkedIn Engagement Engaging with buyers on LinkedIn offers several benefits, including increased visibility and extended exposure through newsfeeds. Sellers can maximize these benefits by implementing a connection request strategy, sending personalized messages, and consistently posting valuable content. By utilizing human-assisted AI and maintaining a genuine, 00:28:40 - Using AI to Improve Productivity Mario discusses the benefits of using human-assisted AI to remove emotion and focus on tasks. He demonstrates how to use AI to edit and tag posts, as well as engage with connections on LinkedIn Sales Navigator. 00:29:47 - Engaging with Connections on LinkedIn Sales Navigator Mario explains how AI can be used on LinkedIn Sales Navigator to engage with connections. He shows how to view posts and leave comments directly within the platform, making prospecting more efficient. 00:30:18 - Text Expander for Template-Based Messaging Mario introduces the text expander feature, which works on various online platforms. He demonstrates how to search for and insert pre-defined message templates, saving time and ensuring consistency in communication. 00:31:06 - Importance of Consistency and Quality Mario emphasizes the importance of consistency in messaging, from using hashtags to maintaining a cultural component within a team. He highlights the role of Fly Message in improving time, quality, and scalability in sales. 00:31:38 - Getting Started with Fly Message Mario directs listeners to visit flymsg.io to set up an account and access a 14-day trial. He mentions the Sales professional plan, which includes unlimited access to Fly Message tools and 14 hours of sales prospecting training. Streamline Personalized Messaging Personalized messaging is a cornerstone of effective sales strategy. Yet, it often becomes tedious and time-consuming, making it challenging to scale. Tools like FlyMSG.io help in personalizing messages at scale, thereby significantly reducing time and effort, enhancing productivity, and leveraging the personal touch to drive impactful conversations with potential buyers. Engage Buyers with AI Artificial Intelligence (AI) has revolutionized many aspects, and the sales industry is no exception. AI empowers sales professionals to engage more effectively and efficiently with their potential buyers. Tools like FlyEngage AI and FlyPost, from the FlyMSG family, harness the power of AI, not only offering excellent time-saving solutions but also providing valuable insights into buyer habits, significantly enhancing engagement strategies. Overcome Email Marketing Challenges Email marketing is often fraught with challenges such as low response rates and high spam complaints. But, by incorporating AI-powered tools like FlyMSG.io and adhering to effective strategies, sales professionals can navigate these hurdles. Not only does this enhance email deliverability, but significantly improves engagement rates, driving a higher return on investment and paving the path for successful buyer engagement. The resources mentioned in this episode are: Download FlyMSG.io: Go to the Chrome store or website and download FlyMSG, the free personal writing assistant and text expander application. Try it out: Once you have downloaded FlyMSG, give it a try and see how it can help increase your prospecting engagement with LinkedIn by up to 40%. Increase your sales numbers: Utilize FlyMSG to improve your sales numbers at scale. Use the app to create personalized and engaging messages to your target audience. Create buyer engagement: Use FlyMSG to create buyer engagement by crafting effective and attention-grabbing emails. The app provides templates and suggestions for subject lines, message content, and more. Save time: With FlyMSG, you can save time by using pre-built templates for common sales scenarios. Simply type a few keystrokes and the entire message will be generated for you. Enhance prospecting: FlyMSG.io can help you enhance your prospecting efforts by providing AI-powered suggestions and recommendations. This can help you tailor your messages to specific buyers and increase your chances of getting a response. Drive inbound leads: By utilizing the features of FlyMSG, you can drive inbound leads by creating personalized

Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to: Master negotiation strategies to achieve success in any business deal. Achieve a balance between your personal and business needs during negotiations for optimal results. Understand the procurement process to gain a competitive edge and improve your negotiation outcomes. Unlock the power of goal-based negotiation to create maximum value for both parties involved. Hone your negotiation skills through practice and become a more effective sales professional. The key moments in this episode are: 00:00:08 - Introduction 00:01:48 - Background and Inspiration 00:05:24 - Juicy Fact 00:07:26 - Biggest Mistakes in Negotiations 00:10:36 - The First Step in Preparation 00:15:12 - Prioritizing Your Needs 00:17:07 - Aligning Sales and Business Objectives 00:18:51 - Lack of Clear Direction in Sales Leadership 00:22:38 - Importance of Financial Metrics in Sales 00:25:51 - Equipping Sales Teams for Success 00:29:11 - Selling with Belief in Value 00:30:48 - Dealing with Challenges and Fluctuations 00:32:05 - Negotiation as a Practice 00:34:16 - Continuous Learning in Negotiation 00:35:15 - Accessing Information about the Counterparty 00:42:43 - Understanding the Hot Buttons in Negotiation 00:43:48 - Born Negotiators vs Skill Development 00:46:15 - Individual Negotiation Training 00:47:48 - The Myth of Win-Win 00:51:35 - Favorite Movie and Closing Timestamped summary of this episode:  00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the topic of negotiations. He welcomes Mark Raffin, the head of training at Negotiations Ninja, and mentions Mark's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. 00:01:48 - Background and Inspiration Mark Raffin shares his background in procurement and how he transitioned to training salespeople in negotiations. He discusses his motivation for starting Negotiations Ninja, which was to create more engaging and effective corporate training. 00:05:24 - Juicy Fact Mark reveals that he has made several salespeople cry during negotiations, which he considers both shameful and a badge of honor. He assures listeners that it's okay to feel frustrated or emotional during negotiations. 00:07:26 - Biggest Mistakes in Negotiations The biggest mistake in negotiations is lack of preparation. Mark emphasizes the importance of strategic planning and having a clear goal in mind. He highlights the need to understand the buyer's perspective and hot buttons. 00:10:36 - The First Step in Preparation The first step in preparation is clearly defining what you want to achieve from the negotiation. Mark points out that simply wanting a good deal isn't specific enough and encourages sellers to think about their desired outcomes in terms of value and profitability. 00:15:12 - Prioritizing Your Needs The importance of considering your own needs before the customer's needs is highlighted. While the customer's needs are important, sacrificing your own needs can be detrimental. It is essential to identify and fulfill the needs of the business while also considering personal objectives. 00:17:07 - Aligning Sales and Business Objectives The importance of aligning individual goals with the needs of the business is emphasized. By negotiating contracts that benefit both parties and contribute to the company's growth, salespeople can play a significant role in achieving corporate objectives. 00:18:51 - Lack of Clear Direction in Sales Leadership The lack of clear communication and direction from sales leadership is discussed. Many salespeople are unaware of the specific goals and objectives of the business, resulting in missed opportunities. Sales leaders should provide their teams with clear objectives to guide their negotiations and decision-making. 00:22:38 - Importance of Financial Metrics in Sales The separation between the sales team and the finance team is highlighted as a challenge. Salespeople often lack knowledge about the financial metrics and targets necessary to make informed decisions during negotiations. Sales leaders should demand transparency and provide their teams with the necessary financial information to negotiate effectively. 00:25:51 - Equipping Sales Teams for Success The importance of arming sales teams with the necessary information and tools to negotiate effectively is emphasized. Providing a range of acceptable outcomes for various success drivers, such as price, IP risk, and brand risk, enables salespeople 00:29:11 - Selling with Belief in Value It is crucial for salespeople to believe in the value their product or service brings to the organization and the client. If they don't believe in it, they should find something else to do. Belief in the mission, values, organization, and products is essential for success. 00:30:48 - Dealing with Challenges and Fluctuations Sales professionals often face challenges and fluctuations in their products or organizations. It can be disheartening when things don't go smoothly, but maintaining belief in the mission and staying consistent in their efforts are key to success. 00:32:05 - Negotiation as a Practice Negotiation should be viewed as a practice, similar to religious experiences or mindfulness practices. There is no end state of perfection, but by consistently applying negotiation techniques and continually improving, salespeople can achieve success. 00:34:16 - Continuous Learning in Negotiation Negotiation is not a one-time skill, but a practice that should be continually developed. The more salespeople read and learn about negotiation, the more they realize there is always more to know. Consistently improving and being disciplined are key to success. 00:35:15 - Accessing Information about the Counterparty To access information about the counterparty, salespeople should focus on four question sets: asking about success drivers, finding out what the counterparty wants, anticipating the questions the counterparty will ask, and reflecting on the perceptions of both parties in 00:42:43 - Understanding the Hot Buttons in Negotiation Salespeople often miss understanding the hot buttons for individuals in the negotiation process. It is important to understand the structure and priorities of the procurement team and ask discovery questions to involve them earlier in the conversation. 00:43:48 - Born Negotiators vs Skill Development There is no such thing as a born negotiator. While some people may have natural communication skills, negotiation is a skill that needs to be practiced and developed. Dedication, focus, and practice are key to becoming a successful negotiator. 00:46:15 - Individual Negotiation Training Negotiation Ninja offers live training courses for individuals. While they don't offer on-demand training, the courses provide opportunities for practice and learning from procurement professionals and other salespeople. 00:47:48 - The Myth of Win-Win The concept of win-win in negotiation is misleading. It assumes that both parties can truly win and agree on what is fair. Instead, focus on goal-based negotiation, setting aspirational goals and working towards achieving them to drive value for both parties. 00:51:35 - Favorite Movie and Closing Mark's favorite movie is Casablanca. To connect with Mark, reach out to him on LinkedIn and check out his book "Nine Secrets to Win Deals and Influence Stakeholders." The episode closes with a reminder to download Flymessage IO for increased productivity. Understand the Procurement Process Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth. Master Negotiation Strategies Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization. Achieve Balance in Negotiations Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations. The resources mentioned in this episode are: Check out FlyMSG:  the free personal writing assistant and text expander application created by Vengreso. Use this tool to improve your writing and productivity. Get the book Nine Secrets to Win Deals and Influence Stakeholders: Purchase Mark Raffan's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. This book provides valuable insights and strategies for successful negotiations. Listen to the Modern Selling podcast: Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. In this episode, Mario and Mark discuss negotiations and provide valuable tips for winning over buyers. Take notes and apply these strategies to your own sales efforts. Explore Negotiations Ninja training and coaching: Visit the Negotiations Ninja website to learn more about their negotiation training and coaching services. Whether you're a salesperson or a procurement professional, their programs can help you become more successful in negotiations. Follow Mark Raffan on social media: Connect with Mark Raffan on social media platforms such as LinkedIn and Twitter. Stay updated on his insights and expertise in negotiations. Sign up for Negotiations Ninja newsletter: Subscribe to the Negotiations Ninja newsletter to receive regular updates, tips  

Have you ever heard these common myths about building connections and creating a sense of purpose in sales?  Myth #1: Networking is just about exchanging business cards. Myth #2: Purpose is a fluffy concept that doesn't impact bottom-line results. Myth #3: Building strong connections is only for extroverts. In this episode, our guest Lloyed Lobo will debunk these myths and share the truth about how these strategies can accelerate sales success. Lloyed Lobo, the accidental entrepreneur turned Wall Street Journal bestselling author, has a unique journey that has always revolved around the power of community. Growing up in Kuwait to Indian parents who faced educational barriers, Lloyed experienced the importance of connection and unity firsthand. Spending summers in the slums of Mumbai, he witnessed how communal activities like pumping water and sharing meals brought people together. Later, during the Gulf War, Lloyed saw how a shared purpose could unite even in the face of adversity. These experiences shaped his belief that great leaders should cascade purpose, not just goals, and that when people are united by a common purpose, they can move mountains. Lloyed's entrepreneurial spirit was ignited by these experiences, as he learned that entrepreneurship is not just about making money, but about taking an idea and executing it with extreme risk and uncertainty. Building communities became Lloyed's DNA, and it played a vital role in the success of his company, where he realized the true power of connection and the impact it has on mental well-being. His journey is a testament to the transformative power of building connections and creating a sense of purpose. When people are united by a common purpose, they can move mountains. - Lloyed Lobo My special guest is Lloyed Lobo Lloyed Lobo is a renowned author, known for his Wall Street Journal bestseller, "From Grassroots to Greatness." Alongside his writing achievements, Lloyed is also the co-founder of Boast.AI and Traction, showcasing his entrepreneurial expertise. With a unique background that includes being a refugee of the Gulf War, Lloyed brings a fresh perspective to the table. Growing up in a community-driven environment, he witnessed firsthand the power of unity and purpose in overcoming challenges. This experience has shaped his belief in the importance of cascading purpose as a leader and the ability of a strong community to achieve exceptional results. Lloyed's extensive knowledge in community-led growth makes him a sought-after guest for discussions on building connections and driving sales success. Prepare to gain valuable insights from his wealth of experience and expertise in this episode of The Modern Selling Podcast. In this episode, you will be able to: Accelerate sales growth by harnessing the power of community. Empower sales leaders to effectively cascade purpose and drive sales success. Create strong connections and a sense of purpose within your sales team for increased motivation and collaboration. Tap into community-driven approaches to fuel business growth and sales results. Discover the key to understanding and targeting your ideal customer profile (ICP) for sales success. The key moments in this episode are: 00:00:08 - Introduction 00:02:26 - Background and Formative Experiences 00:06:48 - Entrepreneurship and Risk 00:08:36 - From Grassroots to Greatness 00:09:49 - The Power of Community 00:13:17 - The Four Stages of Idea Growth: Audience, Community, Movement, Religion 00:15:22 - The Importance of Human-to-Human Connection 00:16:50 - The Power of Community in Marketing 00:18:30 - Examples of Successful Community Building 00:20:08 - The Journey into Community Building 00:27:21 - Finding the Right Audience 00:28:14 - Understanding the Ideal Customer Profile (ICP) 00:29:30 - Platforms and Communities 00:30:55 - The Power of In-Person Connections 00:33:38 - Community Building Advice 00:40:46 - The Power of Positive Companionship 00:41:08 - The Influence of Founders 00:41:30 - The Importance of Communication 00:42:12 - The Fourth C: Consistency 00:43:54 - Underdog Stories and Entrepreneurship Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Lloyd Lobo. They discuss the importance of energy and connection in building a community. 00:02:26 - Background and Formative Experiences Lloyd Lobo shares his background, growing up in the slums of Mumbai and experiencing the Gulf War as a refugee. He discusses how these experiences taught him the power of community and purpose. 00:06:48 - Entrepreneurship and Risk Lloyd Lobo explains how his experiences as a refugee during the Gulf War shaped his entrepreneurial spirit. He believes that entrepreneurship is about taking an idea to execution and impact while dealing with extreme risk and uncertainty. 00:08:36 - From Grassroots to Greatness Lloyd Lobo discusses his book, "From Grassroots to Greatness: 13 Rules to Build Iconic Brands with Community-Led Growth." He explains how building a community can drive growth and shares his experience with leveraging community to grow his own company, Boast.AI. 00:09:49 - The Power of Community Lloyd Lobo shares how building a community of entrepreneurs helped his company, Boast.AI, acquire customers and grow. He emphasizes the importance of community in understanding customer pain points and building relationships. 00:13:17 - The Four Stages of Idea Growth: Audience, Community, Movement, Religion Lloyed Lobo explains that every enduring global phenomenon follows the same four stages: audience, community, movement, and religion. Building a community is essential to avoid becoming a commodity and instead become a cult-like brand or religion. 00:15:22 - The Importance of Human-to-Human Connection Lloyed emphasizes that technology may evolve, but human-to-human connection remains consistent. The most iconic brands and businesses are built on these connections. He shares that he wrote a book on this topic, highlighting its significance. 00:16:50 - The Power of Community in Marketing Lloyed discusses how marketing has changed, with consumers becoming fed up with spam and clickbait. Building a community is crucial for businesses to own their relationships with consumers and avoid relying solely on algorithms and platforms. 00:18:30 - Examples of Successful Community Building Lloyed provides examples of companies like Atlassian and Harley-Davidson that have successfully built communities. These communities have not only saved struggling brands but have also become iconic and influential in their respective industries. 00:20:08 - The Journey into Community Building Lloyed shares his personal journey into community building, starting with cold calling and sales. He realized the importance of communication and connecting with like-minded individuals at entrepreneurial events, which led to the formation of his own community. 00:27:21 - Finding the Right Audience Lloyed emphasizes the importance of loving and understanding your target audience. He shares his experience of building a startup audience and highlights the criteria to consider, such as sustainability, niche size, propensity to pay, and ease of access. 00:28:14 - Understanding the Ideal Customer Profile (ICP) Lloyed explains the process of understanding the ICP by immersing oneself in their world. By identifying their pains, goals, aspirations, and obstacles, entrepreneurs can develop products that address their needs. He also emphasizes the importance of knowing the ICP's circle of influence. 00:29:30 - Platforms and Communities Lloyed emphasizes the significance of knowing where your target audience frequents, whether it's LinkedIn, blogs, or magazines. He suggests creating an online audience through consistent content creation and bringing them together through offline meetups or online community channels. 00:30:55 - The Power of In-Person Connections Lloyed highlights the power of building connections through in-person interactions. He explains that combining multiple senses strengthens relationships and trust. While online communities are valuable, meeting in person can foster deeper connections. 00:33:38 - Community Building Advice Lloyed advises individuals to consider their DNA of giving before building a community. He emphasizes that community building is a marathon and requires time, consistency, and a genuine desire to help others. He also suggests being deliberate about the type of community to build. 00:40:46 - The Power of Positive Companionship Surrounding yourself with positive and uplifting people during difficult times can make those times feel less challenging. Companionship plays a crucial role in shaping our experiences, and having great companions can make any journey, even a difficult one, memorable. 00:41:08 - The Influence of Founders Working closely with founders has given Lloyd the courage to start his own startup. The people we surround ourselves with have a significant impact on our mindset and aspirations. Your community is your currency. 00:41:30 - The Importance of Communication Communication is key to aligning people and building an audience. Without effective communication, you have an empty room. Mario is praised for his high energy communication skills. 00:42:12 - The Fourth C: Consistency Consistency is crucial for success. Whether it's in community building, creation, or communication, consistent actions lead to significant outcomes over time. Overnight success is the result of compound interest on consistency. 00:43:54 - Underdog Stories and Entrepreneurship Lloyd enjoys underdog story movies because they teach valuable lessons about entrepreneurship. It's not about how hard you hit, but how hard you keep pushing forward. From grassroots to greatness, the journey of an underdog is inspiring. Accelerate sales growth Accelerating sales growth relies heavily on building a strong community around your business. Lloyed Lobo emphasizes that this community-building prevents a business from becoming just another commodity. When achieved effectively, it results in creating a solid foundation that helps to accelerate sales growth and drives the success of a business. Empower sales leaders Lloyed's story inspires and empowers sales leaders to focus on creating a sense of purpose and genuine engagement with their audience. He goes on to highlight the importance of consistency and communication in attaining this purpose. Empowered sales leaders equipped with these insights have the potential to transform their business performance and achieve higher levels of success. Create strong connections Creating strong human-to-human connections and fostering a robust community is at the heart of Lloyed's message in this episode. He emphasizes that businesses need to own relationships beyond algorithms and platforms, enforcing the importance of a two-way interaction. By doing so, businesses can build stronger, long-lasting connections which eventually lead to sustainable growth and success. The resources mentioned in this episode are: Check out FlyMSG.io, the free personal writing assistant and text expander application created by Vengreso, the company founded by Mario Martinez Jr. Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. to hear from sales leaders, practitioners, and influencers and learn how to grow your sales numbers at scale. Get a copy of From Grassroots to Greatness, the Wall Street Journal bestseller written by Lloyed Lobo, co-founder of Boast.AI and Traction, to learn 13 rules for building iconic brands with community-led growth. Explore Boast.AI, the company co-founded by Lloyed Lobo, which offers solutions for automating R&D tax claims and innovation funding. Connect with Lloyed Lobo on social media to stay updated on his insights and experiences as an entrepreneur and community builder. Join the Traction community, created by Boast.AI, to connect with other entrepreneurs and access resources and support for building and growing your business. Reflect on the power of community and the impact it can have on your personal and professional life, as shared by Lloyed Lobo in the podcast episode.  

Drive Better Results through Personalization in Sales Jeffrey Gitomer, the charismatic King of Sales, challenges the notion that sales professionals should solely focus on selling by delving into the world of Taylor Swift's extraordinary success, igniting a lively football rivalry with the host, and introducing an AI tool, all while exploring the importance of personalization and emotional connection in driving sales. Jeffrey, a renowned sales expert and best selling author, believes that the key to success in modern selling lies in understanding the past and building genuine relationships. In a conversation with Vengreso's CEO Mario Martinez Jr. on The Modern Selling Podcast, Gitomer emphasizes the importance of personalization in sales and the value of turning relationships into friendships. He shares how he has made more sales after midnight than anyone else by focusing on being a value provider, not just a product pitcher. Gitomer challenges young salespeople to embrace the depth of personalization and move away from relying on shortcuts like AI. He encourages them to go back to their roots, tap into their family and business values, and invest time in truly understanding their customers' needs and desires. According to Gitomer, sales are made by engaging customers emotionally and proving their credibility socially. By customizing and personalizing their approach, salespeople can build trust and win more deals. The past will predict the future every single time. Study what happened, and it'll tell you what's going to happen. - Jeffrey Gitomer Jeffrey Gitomer is not your typical sales expert. With a charismatic personality and a no-nonsense approach, he has earned the title of the "King of Sales." As an international sales trainer, President of Buy Gitomer, keynote speaker, and bestselling author, Jeffrey has revolutionized the way sales professionals approach their craft. His most recent book, "Get Sh*t Done," is a testament to his belief in the power of productivity. Jeffrey understands that success in sales is not just about closing deals, but about building genuine connections and providing value to customers. With a deep understanding of the history of sales and the importance of personalization, Jeffrey challenges salespeople to go beyond the convenience of technology and truly connect with their customers. His insights and strategies have proven to be game-changers for countless sales professionals, making him one of the most sought-after voices in the industry. In this episode, you will be able to: Unlock the secrets to Taylor Swift's music and business success. Discover the power of personalization in sales and skyrocket your results. Master the art of building relationships and trust in the sales process. Understand cultural preferences to create winning sales strategies. Harness the potential of AI technology for revolutionary sales prospecting. The key moments in this episode are: 00:00:08 - Introduction 00:01:35 - The Importance of Understanding Sales History 00:03:58 - Jeffrey Gitomer's Background and Recent Book 00:08:41 - The Use of AI in Sales 00:10:51 - Embracing AI and the Future of Sales 00:16:30 - The Importance of Customization 00:19:05 - The Role of Emotional Engagement in Sales 00:20:12 - Adding Personal Voice to AI Responses 00:22:26 - Leaving an Emotional Impact 00:24:26 - Challenging the Sales Process 00:32:09 - How to Help Customers 00:34:45 - Understanding Why People Buy 00:36:05 - Jeffrey's Dream Jobs 00:37:24 - Upselling and Emotional Connection 00:39:03 - Quality Forever and Customer Loyalty 00:46:47 - Taylor Swift's Influence in Music and Business 00:47:30 - Eagles Games and Football Rivalry 00:48:18 - Friendly Hamburger Bet 00:48:29 - Call to Action 00:49:30 - Conclusion and Product Promotion Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Jeffrey Gitomer, known as the King of Sales. 00:01:35 - The Importance of Understanding Sales History Gitomer emphasizes the importance of understanding the history of sales and how it influences modern selling. He highlights the value of building relationships and emphasizes the need for salespeople to connect with customers on a personal level. 00:03:58 - Jeffrey Gitomer's Background and Recent Book Gitomer talks about his most recent book, "Get Shit Done," which focuses on productivity. He mentions how he drew inspiration from a 100-year-old writer named Orison Sweat Martin. Gitomer also shares anecdotes from his early writing career and the impact his columns had on readers. 00:08:41 - The Use of AI in Sales The conversation shifts to the use of AI in sales. Gitomer criticizes a company's policy that banned the use of AI in sales communication. He believes that AI can be a valuable tool for salespeople, as long as it is used effectively and personalized for each customer. 00:10:51 - Embracing AI and the Future of Sales Gitomer expresses his openness to embracing AI in his own work and future endeavors. He believes that protecting proprietary information is becoming increasingly difficult in the digital age. Gitomer also emphasizes the value of building personal connections in sales, rather than relying solely on technology. 00:16:30 - The Importance of Customization The guest emphasizes the need to customize AI responses and not rely solely on generic messaging. He suggests that personalized responses based on the recipient's background and needs can lead to better engagement and sales success. 00:19:05 - The Role of Emotional Engagement in Sales The guest highlights the importance of emotional engagement in sales. He emphasizes the need to invest time in understanding the customer's needs, desires, and circumstances, and to respond with positive emotions to create meaningful relationships and trust. 00:20:12 - Adding Personal Voice to AI Responses The guest discusses the importance of adding personal voice to AI-generated responses. He gives an example of how he would modify a generic response to make it more personalized and engaging for the recipient, based on their background and achievements. 00:22:26 - Leaving an Emotional Impact The guest explains that at the end of a call or meeting, people will remember one of five things about you: something great, something good, nothing at all, something bad, or something really bad. He emphasizes the importance of leaving an emotional impact, even if it's a negative one, rather than being forgotten. 00:24:26 - Challenging the Sales Process The guest shares his frustration with the traditional sales process, particularly the need to go through a qualification call with an SDR before having an intelligent conversation with a salesperson. He believes in providing upfront pricing or directly booking a meeting with an account executive for a more 00:32:09 - How to Help Customers Jeffrey emphasizes the importance of understanding how to help customers and shares his approach of asking, "How can I help you the most?" He shares a recent conversation with a customer from India and how he provided valuable insights and recommendations, even though his own company couldn't fulfill their needs. 00:34:45 - Understanding Why People Buy Jeffrey believes that understanding why people buy is more crucial than teaching sales techniques. He emphasizes the importance of uncovering the customer's motives and needs before presenting any sales materials. By focusing on the customer's personal goals and challenges, salespeople can build a stronger emotional connection and increase their chances of making a sale. 00:36:05 - Jeffrey's Dream Jobs Jeffrey shares his dream jobs, which include being a Starbucks barista, a Walmart greeter, and a waiter at a high-end restaurant. He believes that these roles provide opportunities to connect with people on a personal level, upsell products, and make a positive impact on customers' experiences. 00:37:24 - Upselling and Emotional Connection Jeffrey discusses the power of upselling through emotional connection. He shares a personal experience at a restaurant where the waiter's detailed descriptions of desserts made him salivate and increased his willingness to spend more. By understanding customer preferences and using persuasive techniques, salespeople can upsell effectively and enhance customer satisfaction. 00:39:03 - Quality Forever and Customer Loyalty Jeffrey praises The Apple Pan, a restaurant with a motto of 00:46:47 - Taylor Swift's Influence in Music and Business The guest highlights Taylor Swift's success in both music and business, emphasizing that she has created her own country and economy. He mentions her high ticket sales, with the lowest price being $1,000, and praises her ability to generate billions of dollars. 00:47:30 - Eagles Games and Football Rivalry The conversation shifts to discussing their shared love for the Eagles football team. They talk about the excitement of watching games together and the upcoming Eagles-49ers game. They exchange playful banter and express confidence in their respective teams. 00:48:18 - Friendly Hamburger Bet The guest challenges the host to a bet on the outcome of the Eagles-49ers game, suggesting a private hamburger meeting if he loses. They jokingly negotiate the terms of the bet and plan to have their teams face off in a friendly competition. 00:48:29 - Call to Action The host encourages listeners to reach out to the guest and mention the podcast. He also promotes an AI technology called Flymsg.IO that can help with prospecting and engaging with target buyers. The episode ends with a request for a rating and review on iTunes. 00:49:30 - Conclusion and Product Promotion The host wraps up the episode, thanking listeners and reminding them to download Flymsg.IO for increased productivity. He signs off with a closing statement and encourages good selling. Tap into Cultural Preferences Being sensitive to cultural differences can also significantly enhance the efficacy of the sales process. As Jeffrey points out, cultural nuances can shape the business engagement and preferences of a potential customer. By showing respect and understanding toward these differences, sales professionals can foster positive business relationships and open avenues for prospective sales within different markets. Boost Sales with Personalization Sales professionals can see a remarkable difference in their results with the strategic use of personalization. Tailoring the approach to each prospect's specific needs and circumstances forms genuine connections and stands out in a sea of generic pitches. Jeffrey Gitomer's insights on avoiding generic AI responses emphasizes the need for this tailored interaction, forming a central part of the modern selling process. Build Strong Relationships and Trust Establishing and nurturing trust with prospects plays a pivotal role in sustainable sales success, as emphasized by Jeffrey. Not only does this foster long-lasting business relationships, but it also facilitates in-depth understanding of customer needs and motives for buying. The interaction that follows, therefore, becomes less of a sales pitch and more of a consultation - a collaborative process aimed at effectively addressing the customer's needs. The resources mentioned in this episode are: Visit the website of Vengreso to learn more about their free personal writing assistant and auto text expander application, FlyMSG. Subscribe to the Modern Selling podcast to hear from sales leaders, practitioners, and influencers who can help you grow your sales numbers at scale. Check out Jeffrey Gitomer's books, including his most recent publication Get Sh*t Done, which focuses on productivity. You can find it on popular online bookstores. Consider studying the history of sales, like Samuel Smiles' book Self Help and Character, to gain a deeper understanding of modern selling techniques and buyer expectations. Reflect on the value of turning relationships into friendships in sales. Remember that personal connections can lead to more sales opportunities, even outside of traditional business hours. Embrace the use of AI in your sales communication and processes. Explore AI tools and technologies that can enhance your productivity and effectiveness as a salesperson. Don't be afraid to share valuable content and knowledge with your customers. Utilize social media platforms like LinkedIn and Twitter to provide helpful insights and ideas that can resonate with your audience. Recognize that protecting proprietary information in today's digital age is challenging. Focus on building strong customer