Podcasts about Tom Burton

In this powerhouse episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton welcome back Economist and Analytics Expert Alex Chausovsky from the Bundy Group for a deep dive into the macroeconomic forces shaking up the world of wholesale distribution.With 7 keynotes in 7 days, Alex brings timely, boots-on-the-ground insight into what industry leaders are thinking, fearing, and forecasting. The trio takes on the “Big Four” disruptors—tariffs, inflation, recession risk, and geopolitical tension—and translates headline volatility into grounded, strategic actions for manufacturers and distributors.Whether you're concerned about shifting trade policies, interest rate confusion, or how to plan CapEx in a fog of uncertainty, this episode delivers both perspective and practical steps to weather the storm and seize new opportunities.Guest Spotlight:Alex Chausovsky is Director of Analytics and Consulting at the Bundy Group, a boutique investment bank specializing in sell-side and capital raise advisory. With over 25 years of experience applying economic data to business strategy, Alex speaks at 100+ engagements a year, making him a sought-after voice in data-driven decision-making for complex markets. His pragmatic approach strips away economic theory to focus on what's actually happening in the trenches—making this episode a must-listen for strategic leaders in distribution and manufacturing.Key Takeaways:Data vs. Sentiment: Current hard data shows surprising economic resilience, even as business sentiment tanks.Tariffs as a Strategic Weapon: Not all tariffs are created equal; how they're applied matters more than their existence.CapEx Planning: Businesses are delaying big-ticket investments, but not canceling them—yet.Interest Rate Chess Match: Powell vs. Trump—expect a standoff driven by inflation management vs. economic stimulation.Multipolar World Order: Geopolitical fragmentation and the rise of corporate influence are redefining global power structures.Inventory Arbitrage & Pricing: Smart companies are using strong balance sheets and predictive pricing strategies to ride out tariff uncertainty.AI is Taking a Backseat (Temporarily): Tariffs and geopolitics have temporarily eclipsed AI as the hottest topic in strategic planning.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Send us a textIn this episode of Mastering Modern Selling, Brandon Lee and Tom Burton explore the evolving world of sales and marketing in 2025. They focus on the strategies that are truly working in today's fast-changing landscape and provide actionable insights on how businesses can thrive. From content strategy to social selling and the importance of patience, this episode is packed with thought-provoking ideas for sales professionals.Patience in Sales and Content StrategyIn an era where instant gratification is the norm, Brandon and Tom emphasize the importance of patience. Consistency in content production and strategic engagement is essential for long-term sales success. Sales success doesn't happen overnight. Consistent, value-driven content and outreach, especially on platforms like LinkedIn, build relationships that will pay off down the line​.The Importance of Authentic ContentOne of the most significant shifts in content marketing is moving away from self-promotional messaging to authentic, educational, and human-centered content. Both Brandon and Tom stress that creating content that shares real-life experiences, teaches valuable lessons, and offers insights is far more effective than traditional sales pitches​.Social Media Strategy: Evolving with LinkedInLinkedIn continues to be a critical platform for B2B sales, but success requires more than just posting regularly. Brandon highlights that engagement with others' posts, especially with meaningful comments, plays a crucial role in increasing visibility and positioning yourself as a thought leader. Live Events and Podcasts as Trust BuildersTom shares his experience with podcasts and live shows, especially in niche industries like manufacturing and wholesale distribution. These platforms have proven to build trust and establish authority, even if they don't immediately generate sales. The real power lies in educating and nurturing relationships over time. The more you share and contribute to the community, the more likely you are to be seen as a trusted advisor when the time comes for the prospect to make a decision​.The Shift from Sales Pitches to Educational ConversationsBoth hosts highlight the shift in how buyers view vendors. The focus is no longer on selling products but on educating potential clients and positioning yourself as a partner who helps solve their problems. This transition, however, requires patience and a long-term mindset​.As we head deeper into 2025, the key to success lies in building meaningful relationships, whether through social media, live events, or thoughtful content. Patience, authenticity, and a focus on educating rather than selling will set businesses apart. As Brandon and Tom show, modern selling isn't about immediate returns, it's about laying the foundation for future growth.If you want to be our next guest and share your insights, book your preferred date from this link Be Our Next Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Wait...was there something about tariffs in the news?In this week's fast-paced episode of Around The Horn in Wholesale Distribution, Kevin Brown and Tom Burton bring clarity to chaos as they tackle the sweeping global tariff changes announced this week. Broadcasting from an airport wine bar (yes, really), Kevin joins Tom to break down the immediate and long-term implications of the tariff overhaul, the ripple effects on manufacturing and sourcing, and how distributors can prepare for what's next.The discussion includes real-time analysis of shifting supply chains, economic predictions from thought leaders at the Industrial Supply Association (ISA) conference, and what this all means for pricing, margins, and operational resilience. Special attention is given to strategic insights shared by Ryan Wild of the National Association of Wholesalers and economist Taylor St. Germain of ITR Economics.If you've been caught off guard by the policy shifts, this episode offers critical takeaways and a forward-looking mindset. This isn't just another recap—this is a roadmap for understanding what's happening and how to navigate it with strategy, not fear.Key Topics and Timestamps:00:00 – 03:20 – Opening banter from a Nashville airport wine bar and why Kevin is podcasting on the go03:21 – 06:30 – Economic updates: jobs data, market movement, and interpreting short-term volatility06:31 – 10:15 – Tariff surprises and policy warnings from Ryan Wild (NAW) at the ISA Conference10:16 – 15:05 – Tariff implications: countries impacted, commodity pricing shifts, and supply chain exposure15:06 – 19:40 – The bigger strategy behind tariff policies: reshoring, tax offsets, and U.S. competitiveness19:41 – 24:50 – Economic optimism from Taylor St. Germain (ITR Economics): why Q3 and Q4 could boom24:51 – 28:30 – Talent, wages, and the urgency to hire before inflation hits28:31 – 32:00 – Final thoughts: long-term vision, playing the long game, and what to watch nextKey Takeaways:Tariffs hit harder and wider than expected: The administration's sweeping policy includes a surprising number of countries, leaving distributors and manufacturers scrambling.Short-term pain, long-term plan: The hosts emphasize a broader strategy at play—tariffs, reshoring, and eventual tax relief designed to make U.S. manufacturing more competitive.Pricing pressure is coming: Commodities like nitrile gloves could nearly double in price; companies need to prepare now.Strategy beats volatility: Focus less on daily market swings and more on the underlying playbook behind the economic shifts.Invest in 2025: If ITR's projections hold, the time to hire and expand is now before costs climb next year.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Send us a textIn this powerful episode of Mastering Modern Selling, co-host Tom Burton sits down with Carson Heady to explore his latest book The Show Must Go On. This isn't just a typical sales book—it's a deeply personal, tactical, and tested playbook from one of the top voices in modern sales. The episode unpacks Carson's journey from early setbacks to building a repeatable sales model that's generated over a billion dollars in revenue—primarily through LinkedIn.Whether you're navigating complex sales environments or looking for new energy in your approach, this episode delivers strategy, mindset, and inspiration in equal measure.1. LinkedIn as a Relationship Engine Carson credits LinkedIn for over $1 billion in influenced sales, calling it the "largest coffee shop in the world." He shared his exact prospecting rhythm: high-quality outreach, consistent engagement, and reactive messaging based on real-time customer signals.2. Your Network Is Your Net Worth After applying for 1,600 jobs during a tough career moment, Carson realized the critical importance of personal branding and networking. That journey fueled his investment in content creation and community-building across platforms, growing his reach to over 300,000 followers.3. Embrace the Voices in Your Head Drawing from personal stories—like being cut from his high school basketball team—Carson discussed using negative feedback as fuel. "Who's in your head?" isn't just a chapter in his book; it's a mindset of resilience and continuous improvement.4. Your Superpower Isn't Just a Buzzword Identifying and maximizing your superpower (Carson's is orchestrating value for others) is key to creating lasting customer impact. He encouraged listeners to understand their own strengths and those of their colleagues to build winning teams.5. The Show Must Go On Inspired by Queen's iconic lyrics, the book—and Carson's philosophy—champions perseverance in the face of personal and professional adversity. It's about delivering your best, even when life is at its toughest.This episode is more than a discussion—it's a masterclass in navigating modern sales with intention and authenticity. Carson's story is a reminder that success is a mix of mindset, method, and meaning. Whether you're rebuilding a network, refining your process, or redefining your "why," this conversation will push you to show up stronger and stay in the game.Want the playbook that's helped generate over a billion in revenue? Pick up Carson's The Show Must Go On and discover the tactics, mindset, and stories behind modern sales mastery. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Are tariffs about to be the atom bomb to wholesale distribution?In this dynamic and wide-ranging episode, co-hosts Kevin Brown and Tom Burton return to the mic and dive into the latest economic headlines, technology shifts, and trends in wholesale distribution and manufacturing. With the U.S. economy riding a rollercoaster of inflation concerns, tariff changes, and shifting consumer confidence, Kevin and Tom dissect what it all means for supply chains, distributors, and the businesses that rely on them.From front-loaded purchasing in anticipation of tariffs, to the potential renaissance in American manufacturing, to how AI and outdated systems are reshaping B2B e-commerce — this episode is a must-listen for leaders navigating the chaos and opportunity in today's industrial landscape.The co-hosts also spotlight what it means to have real supply chain resilience, why U.S. manufacturing investments from global giants like Schneider Electric are such a big deal, and how generative AI can help unify sales and marketing to drive business growth. Plus, they share insights on company culture, cybersecurity risks, and what leadership looks like in a rapidly evolving industry.Key Takeaways:Tariff Uncertainty Is Fueling Short-Term Activity: Businesses are front-loading purchases to beat potential tariffs, creating ripple effects in supply and pricing.Supply Chain Resilience Is Now as Critical as Cybersecurity: 80% of executives rank supply chain resilience as a top priority — not just operationally, but strategically.Outdated Tech Is Crippling Growth: A McKinsey report and industry surveys point to outdated systems and siloed data as the #1 barrier to digital progress.AI Is Reshaping the Sales-Marketing Relationship: Generative AI can help bridge departmental gaps, improve customer engagement, and drive smarter sales strategies.Cybersecurity Must Be Taken Seriously: 1 in 5 SMBs may not survive a cyberattack — making data hygiene and vendor trust non-negotiable.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In this week's episode, hosts Kevin Brown and Tom Burton are joined by John Gunderson, a distribution industry veteran and partner at Channel Marketing Group. The trio dives deep into the shifting economic landscape, major M&A developments—especially the QXO/Beacon deal—and the rising importance of data, AI, and digital transformation in wholesale distribution. From interest rates and tariffs to distributor strategy and evolving ecommerce trends, this episode is packed with insights for navigating uncertainty and identifying competitive advantage in 2024.  Guest Spotlight: John Gunderson With a background in category management, pricing, sales, and marketing at Crescent Electric, HD Supply, and Motion Industries, John brings a wealth of hands-on experience to the conversation. Now a key contributor at Modern Distribution Management (MDM) and Channel Marketing Group, John is shaping the conversation on industry trends through content, consulting, and direct engagement with leading companies across distribution channels.  Key Takeaways: Uncertainty Creates Opportunity: Distributors can gain market share during volatile times by leveraging strong inventory positions, buying power, and smart pricing strategies.QXO's Bold Moves: The recent acquisition of Beacon by QXO signals a new phase in distribution, where technology, private equity, and legacy markets collide.Tariffs and Policy Shifts: New tariffs, deregulation, and potential tax breaks signal a broader governmental strategy to boost domestic manufacturing—a move that may mark a historic inflection point.Data-Driven Strategy is Essential: Companies like Graybar are taking the lead by leveraging ERP integrations and customer data to streamline operations and deepen customer relationships.Digital Transformation Isn't Optional: The top-performing companies are not just digitizing—they're integrating AI, ecommerce, and real-time intelligence into their operations to stay ahead.AI is Moving from Concept to Action: Conversational commerce and agentic AI are reshaping how B2B buyers interact with distributors. Success will depend on moving beyond surface-level applications.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Welcome to the inaugural episode of Around the Horn 2.0! This new podcast builds upon the success of Around the Horn in Wholesale Distribution, offering deeper, more expansive discussions on critical issues affecting the distribution and manufacturing industries. Unlike its predecessor, which focuses on weekly industry news, Around the Horn 2.0 provides a platform for extended, insightful conversations with leading voices in the space.To kick things off, hosts Kevin Brown and Tom Burton welcome Brendan Breen, President of the Industrial Supply Association (ISA). Brendan was among the first guests on the original Around the Horn podcast, making him the perfect choice to help launch this next evolution of the show.In this episode, Brendan shares his journey in association leadership, discusses how ISA supports industrial distributors and manufacturers, and explores the trends shaping the future of the industry. The conversation dives deep into digital transformation, workforce challenges, data-sharing across the supply chain, and the upcoming ISA24 Conference in Nashville.Key Topics & Timestamps:[00:00 - 07:15] Introduction & The Purpose of Around the Horn 2.0*Why this new podcast?Differences from the original Around the Horn show.Monthly episodes and the flexibility to go live for major industry events.[07:16 - 15:30] Guest Introduction: Brendan Breen's Journey in Industrial DistributionFrom association management to leading ISA.The role of ISA in serving manufacturers, distributors, and independent reps.[15:31 - 25:00] The State of the Industry: Legacy Companies & the Next GenerationISA's 120-year history and its evolving mission.How generational leadership is shaping the future of distribution.[25:01 - 37:45] People as a Competitive AdvantageWhy investing in talent is more critical than ever.How emerging leaders are reshaping company cultures.[37:46 - 50:10] Digital Transformation & AI in DistributionMany large distributors still lack CRM systems—why?How AI and automation can enhance (not replace) human expertise.The risks of adopting too many tech tools without a strategy.[50:11 - 55:30] Collaboration & Data Sharing in the Supply ChainOvercoming traditional channel conflicts.How manufacturers and distributors are working together in new ways.[55:31 - 1:01:00] ISA24 Conference: What to ExpectKey speakers and topics, including economic outlooks and government policy.Networking opportunities and why this event is a must-attend for industry professionals.Final thoughts from Brendan, Kevin, and Tom.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

It's Grenade #158 as we kick off November TV for 1988 in the WWF. "Mr. Perfect" Curt Hennig makes his in-ring debut on both Superstars & Challenge. Survivor Series heats up as all of the teams begin to take form & talk trash! Rockin' Robin the NEW WWF Women's Champion! The Andre/Snake feud kicks off with a bang. The Big Boss Man still looking to put Hulk Hogan in "solitary confinement". Akeem questions The Macho Man's ability to groove. The Baron makes his final appearance. Koko B. Ware knocks Tom Burton silly after botching a spot. Prime Time comes to us from Paris, France (sort of)! All of that and more, plus soundbites galore!Please Subscribe to our Patreon to help pay the bills, https://www.patreon.com/wrestlecopiaIncludes the $5 “All Access” Tier & $9 "VIP Superfan" Tier featuring our VIDEO CASTS, Patreon Watch-Along Series, our insanely detailed show notes (for the Grenade, Monday Warfare, Regional Rasslin, Puro Academy, & Retro Re-View), Early Show Releases, REMASTERED editions of the early Grenade episodes including NEW content! PLUS, monthly DIGITAL DOWNLOADS for your viewing and reading pleasure!WRESTLECOPIA MERCHANDISE - https://www.teepublic.com/user/wrestlecopiaVisit the WrestleCopia Podcast Network https://wrestlecopia.comFollow WrestleCopia on “X” (Formerly Twitter) @RasslinGrenadeFollow & LIKE our FACEBOOK PAGE – https://www.facebook.com/RasslinGrenadeSubscribe to the WrestleCopia Youtube Channel at https://www.youtube.com/RasslinGrenade ★ Support this podcast on Patreon ★

To say the wholesale distribution & manufacturing industry is in a state of uncertainty would be an understatement to say the least. And in this environment of "Tariffs On/Tariffs Off," the chaos seems to get worse all the time.So why do the vast number of distributors still predict growth for 2025?In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton break down the latest economic trends, industry shifts, and emerging technology impacting wholesale distribution and manufacturing. From supply chain challenges to AI-driven business transformation, they discuss the real-world impact of tariffs, nearshoring strategies, and the future of e-commerce in distribution.Key Takeaways:Economic Uncertainty vs. Market Opportunity – Despite inflation concerns and fluctuating tariffs, 87% of distributors still expect growth.The Role of AI & Automation – How generative AI, digital twins, and virtual reality are transforming manufacturing and distribution.The Tariff Debate – The long-term impact of tariff policies and nearshoring strategies on supply chains.Marketing & Sales Alignment – Why B2B marketing is now a strategic driver of revenue and how distributors can leverage digital engagement.Cybersecurity & Risk Management – The 42% mistake CEOs are making when it comes to cyber threats and data security. Also, we're proud to announce the launch of Around the Horn 2.0—a deeper dive into big ideas and bold conversations shaping the future of the industry. More details soon!Key Topics & Timestamps:{00:00] Introduction & AnnouncementsNew Around the Horn 2.0 format for deeper industry discussions.[07:45] The Economy: What's Hype vs. Reality?Why consumer and business sentiment are conflicting with actual economic data.[18:30] The Tariff & Nearshoring DebateHow nearshoring, reshoring, and “friendshoring” are shifting global supply chains.[29:15] AI & Virtual Reality in ManufacturingHow GM and Volvo are using VR for pre-production, reducing costs and enhancing workplace safety.[42:00] Marketing as a Revenue DriverWhy B2B marketing is evolving beyond branding into a core business growth function.[55:10] Home Depot's AI-Powered “Magic Apron”What distributors can learn from customer-centric AI tools that improve the buyer experience.[1:05:25] Cybersecurity: A $4M MistakeWhy 42% of CEOs are underprepared for cyberattacks and how distributors can protect their data.[1:15:45] Closing Thoughts & What's NextFinal reflections and preview of next week's guest.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Tariffs? What tariffs? Oh, those tariffs? Wait...what happened to the tariffs?In this insightful episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton sit down with Brendan Breen, CEO of the Industrial Supply Association (ISA), to discuss the state of the industrial supply industry, upcoming ISA events, and major economic trends impacting wholesale distribution. From the random comings and goings of tariffs and inflation concerns to the evolving role of AI, automation, and digital transformation, this episode dives deep into the future of wholesale distribution and manufacturing.Brendan shares his expert analysis on how industry leaders can navigate uncertainty, strengthen supplier relationships, and leverage new technologies to remain competitive in a volatile market. The conversation also previews the upcoming ISA25 event, highlighting key industry speakers, educational sessions, and networking opportunities.Key Topics With Timestamps:[00:00] Welcome & IntroductionsMeet hosts Kevin Brown and Tom Burton, along with guest Brendan Breen, CEO of ISA.Overview of ISA's role in the industrial supply and manufacturing sector.[07:45] The Impact of Tariffs & Economic Uncertainty on Wholesale DistributionHow recent tariff policies are affecting manufacturers and distributors.Why uncertainty is more challenging than the tariffs themselves.Predictions on how U.S.-Mexico-Canada trade relations could shift in the coming months.[20:30] The Evolving Role of AI & Automation in DistributionHow AI and machine learning are transforming inventory management, pricing strategies, and customer insights.The future of digital assistants in supply chain operations.Why distributors must embrace AI-driven tools to stay competitive.[35:15] ISA25: What to Expect from This Year's Biggest Industrial Supply EventPreview of the ISA25 Convention and its must-attend educational sessions.Keynote speakers, including Herm Edwards, and discussions on the state of the industry, AI, and supply chain resilience.How the event will help distributors strengthen partnerships and navigate market challenges.[50:00] The Changing Landscape of E-Commerce in Industrial DistributionWhy traditional distribution must embrace a multi-channel sales approach.How B2B buyers are shifting their purchasing behaviors.The need for distributors to optimize online engagement, content marketing, and digital sales strategies.[1:05:20] Key Takeaways & Final ThoughtsWhy collaboration and communication between suppliers, distributors, and manufacturers are more critical than ever.The role of ISA in shaping industry-wide best practices.Final thoughts from Brendan Breen on the future of wholesale distribution.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In this episode of Mastering Modern Selling, Brandon Lee, Carson Heady, and Tom Burton discuss the importance of the Digital CEO—a modern-day executive who actively engages on LinkedIn and other digital platforms to build trust, credibility, and relationships. The conversation dives into why today's CEOs can no longer afford to remain invisible and why being digitally present is a core job responsibility for leaders in 2025 and beyond.1. The CEO as a Brand EvangelistA CEO's presence on LinkedIn is not about self-promotion, but about showcasing company culture, vision, and values.Companies with digitally active CEOs are viewed as more trustworthy and attract better talent and clients.2. LinkedIn Is a Business Necessity, Not an OptionLinkedIn is no longer just for job seekers—it's the world's leading business networking platform.CEOs and other C-suite executives who fail to engage digitally risk losing relevance and missing key relationship-building opportunities.The organic reach on LinkedIn is still strong compared to other platforms where paid advertising dominates.3. What Should a CEO Be Posting?CEOs should not just talk about themselves or their company's products.Instead, they should share:Industry insights and observationsCompany culture, successes, and behind-the-scenes momentsEngaging stories about customers, employees, and the journey of leadershipRegular, authentic content builds a CEO's credibility and strengthens their company's brand.4. The Time & Resource Commitment for CEOsMany CEOs resist social media due to time constraints, but a strong strategy can be executed in under an hour a week.Options include:Hosting a live show or podcast to generate content effortlesslyEngaging briefly but meaningfully with followers and industry discussions.The investment in time and resources is minimal compared to the return in brand trust, sales opportunities, and talent attraction.5. Shouldn't Marketing Handle This?Marketing plays a critical role, but nothing replaces the credibility of a CEO's personal voice.The best approach is a collaboration—CEOs share their thoughts, and marketing amplifies them through various channels.Live shows, interviews, and consistent engagement make content creation easy without requiring extensive preparation.The conversation makes it clear: in 2025, a CEO's digital presence is non-negotiable. Being active on LinkedIn and other platforms is not just about marketing, it's about leadership, credibility, and visibility in the modern business world. Companies whose executives embrace this shift will have stronger brands, better talent pipelines, and more engaged customers. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In case you haven't noticed, the rules of the game are changing. A lot. And all at once.But don't get anxious - get profitable. In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton are joined by David Gordon, a renowned expert in wholesale distribution, industrial strategy, and channel marketing. David shares his deep industry insights on economic trends, supply chain challenges, digital transformation, AI, and the evolving role of distributors in today's complex market.The discussion dives into current economic pressures, tariffs, inflation, and their direct impact on the wholesale distribution industry. David also provides a behind-the-scenes look at mergers and acquisitions in the sector, the growing influence of private equity (PE) firms, and the strategic decisions distributors must make to stay competitive.If you're a distributor, manufacturer, or business leader looking to navigate market disruptions, optimize your digital strategy, and future-proof your business, this episode is packed with valuable insights.

In this episode of Mastering Modern Selling, Lee Salz, sales strategist and author, joins Tom Burton and Brandon Lee to discuss the importance of a structured sales playbook. He challenges the belief that hiring "great salespeople" is enough, emphasizing that success depends on having the right system, not just talent. Without a structured playbook, even top performers can struggle.Lee shares a framework for building a custom sales playbook, helping organizations reduce chaos, improve consistency, and drive scalable sales success.1. The Myth of "Great Salespeople"Talent alone isn't enough—sales success requires structure.Companies often lose sales due to inconsistency, not lack of skill.2. The Four Foundational Elements of a Custom Sales Playbooka. Decision Influencer AnalysisSales teams must understand who their buyers are and what keeps them up at night.Using tools like AI, reps can research their prospect's goals, challenges, and priorities to create more relevant outreach.b. Competitor AnalysisA simple “why we win” vs. “why they win” analysis helps sales teams prepare for competitive deals.Price should not be the main differentiator—companies win when they clearly articulate unique value.c. Differentiators FrameworkSales teams should define clear, compelling differentiators and align them with customer pain points.The playbook must include how to position these differentiators in conversations to make them meaningful.d. Target Client ProfileInstead of an ideal client profile (which is often unrealistic), focus on who will perceive meaningful value in what you sell.Sales reps should spend their time targeting the right buyers, not just any prospect.3. The Execution Plan: Structuring the Sales ProcessA strong sales playbook goes beyond foundational elements and maps out the step-by-step process reps should follow.This includes:Prospecting & Outreach: Using a mix of email, phone, and LinkedIn with structured messaging templates.First Meetings: Shifting from a discovery mindset to a consultative approach where reps provide immediate value.4. Using Emotion and Storytelling in SalesBuyers make decisions emotionally first and justify them with logic.Salespeople should document success stories and use them in sales conversations to make solutions feel real and relatable.Lee emphasizes that hiring better salespeople isn't the answer—building better systems is. A structured playbook provides consistency, improves execution, and increases revenue. If your sales team lacks direction, it's time to stop guessing and start executing.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Around The Horn in Wholesale Distribution, hosts Kevin Brown and Tom Burton dive into a dynamic discussion on the latest developments in the wholesale distribution sector, with a particular focus on evolving technology, economic trends, and industry-specific challenges such as: The latest economic forecasts and their potential impacts on wholesale distribution.Home Depot's partnership with DoorDash and Uber Eats and what it signals for B2B delivery models.The future of AI and its transformative potential for the industry, including OpenAI's groundbreaking “Operator” platform.Real-life applications of AI agents and how businesses can adapt to this emerging technology.With a mix of thought-provoking analysis and real-world applications, this episode provides invaluable perspectives for staying ahead in wholesale distribution.Key Topics and Timestamps[00:00] - Opening and IntroductionKevin and Tom recap last week's episode featuring the "Mount Rushmore of Wholesale Distribution."Introduction to the economic themes and guest lineup for upcoming episodes.[05:15] - Economic Trends and Wholesale DistributionA discussion on the IMF's updated growth projections and the interplay between inflation and distribution supply chains.Key takeaway: Inflationary pressures may ease, but global dynamics demand strategic adjustments.[16:30] - The Home Depot and Uber Eats PartnershipHow Home Depot's delivery experiments could shape last-mile solutions for contractors and small businesses.Highlight: The branding challenges of traditional consumer platforms entering B2B spaces.[27:45] - AI in Distribution: OpenAI's “Operator”Overview of OpenAI's new platform for autonomous AI agents.Applications for wholesale distribution and the potential to revolutionize mundane tasks.Quote: “Eventually, 50% of our work will be done by agents.”[40:10] - Harnessing AI Agents for EfficiencyReal-world examples of AI agents aiding in logistics, CRM, and marketing automation.Key takeaway: AI agents are not about replacing people but enhancing focus on high-value tasks.[50:25] - The Future of Wholesale DistributionHow distributors can prepare for emerging technologies and customer expectations.Discussion on integrating digital tools and the importance of agility in the face of change.[57:00] - Closing ThoughtsCall to action: Subscribe, share the newsletter, and leave a review.A preview of next week's episode featuring thought leader Steven Levy.Leave a Review: Help us grow by sharing your thoughts on the show.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

This episode of Mastering Modern Selling focuses on using LinkedIn as a dynamic platform for modern sales success. Hosts Brandon Lee, Tom Burton, and Carson Heady explore strategies to engage meaningfully on LinkedIn, emphasizing building genuine relationships rather than transactional interactions. Drawing from personal stories and professional insights, they discuss how to transform LinkedIn into a "24/7 coffee shop" for sales and networking. LinkedIn as a Networking Platform, Not a Sales MachineLinkedIn should be viewed as a space for connection, akin to a conference or coffee shop, where relationships are built gradually through meaningful interactions.Engaging with content via comments, shares, and strategic posts fosters visibility and credibility.The Power of Humanity in Sales ContentCombining professional content with personal stories (e.g., fitness achievements or life lessons) helps to humanize your presence.People resonate with stories, making them more likely to engage and remember you when a professional need arises.The Importance of Strategy and ConsistencySuccess on LinkedIn requires consistent engagement and strategic activities, such as following thought leaders or participating in relevant groups.A consistent cadence of posting and interacting helps build a reputation over time.Leveraging Tools and AnalyticsTools like LinkedIn Sales Navigator and automation tools (used sparingly and respectfully) can enhance productivity by identifying the right audience and tailoring content for them.Monitoring what content resonates and adapting strategies is key to sustained success.Building Conversations First, Selling LaterInstead of diving straight into a sales pitch, focus on the "chit-chat" phase. This mirrors real-life networking events where rapport is built before discussing business.Meaningful conversations often lead to better opportunities and reduce barriers for potential clients.This episode reinforces that success in modern sales isn't about pushing products but about connecting with people authentically. Whether you're commenting on posts, sharing personal milestones, or engaging in groups, every interaction on LinkedIn contributes to your professional brand. By blending human stories with professional insights and leveraging tools to fine-tune your approach, you can build trust and foster genuine relationships that lead to sales success.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

It's time for predictions for the New Year - and new resolutions for success! How will economic shifts, evolving supply chains, and emerging technologies shape wholesale distribution in 2025? Episode 122 of Around The Horn in Wholesale Distribution dives into these critical topics and more, including the global impact of tariffs, nearshoring strategies, and manufacturing technology breakthroughs. Hosts Kevin Brown and Tom Burton also discuss the pivotal role of automation, the implications of cybersecurity threats, and the transformative power of AI. 2025 will be one whopper of a year - who's ready for it?Chapter Headings:[0:00] New Year and Housekeeping UpdatesReflecting on 2024 and setting the stage for 2025.[5:45] The U.S. Budget and Government EfficiencyExploring the role of AI and business leaders in reshaping government spending.[14:30] Tariffs and Supply Chain ShiftsThe impact of increased tariffs on businesses and the scramble for alternative sourcing.[21:10] Mexico's New Tariff StrategyMexico's economic positioning and its global implications.[26:45] Port Automation and Labor StrikesChallenges and potential resolutions in the automation debate for U.S. ports.[34:15] Manufacturing Technology Wins of 2024Innovations like 5G connectivity, robot dogs, and data-driven maintenance.[41:00] E-commerce and Digital Transformation in DistributionHow manufacturers like Kimberly-Clark are balancing direct sales with distribution partnerships.[48:20] The Role of AI in Distribution and ManufacturingPredictions for 2025, including physical AI and global collaboration.[55:00] Leadership Lessons: The Debate on One-on-One MeetingsBenefits and drawbacks of traditional management practices.[1:02:30] Wrapping Up: Guests, Trends, and Future EpisodesInsights on upcoming guests and the vision for 2025.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results. With the abundance of data available today, it's not enough to simply collect it—sales leaders and reps must learn to harness it effectively. The Power of Data in SalesDenise stresses that in today's competitive sales landscape, using data isn't optional—it's essential. Sales professionals must learn how to interpret data to uncover insights that drive smarter decisions and improve sales outcomes.Adopt a "Moneyball" ApproachDrawing inspiration from the book Moneyball, Denise explains how data can be used to make more precise decisions in sales, just like baseball teams use analytics to pick players. By focusing on the right metrics, sales teams can identify high-value prospects and increase conversions.Sales Tools are EvolvingAs technology evolves, so do the tools available to salespeople. Denise highlights how these tools have become more accessible and user-friendly, making it easier for sales teams to gather, analyze, and act on data, thus improving their decision-making in real time.Data-Driven Coaching for Sales TeamsIt's not just about tracking data; it's about using it for development. Sales leaders should use data to guide their coaching efforts, offering personalized insights to each team member. This data-backed coaching helps improve performance across the board.Continuous Evolution is KeyThe sales landscape is constantly changing, and staying ahead means evolving with it. Denise encourages sales teams to continually adapt to the tools and data available, ensuring they remain competitive and capable of responding to market shifts.This episode reinforces the importance of adopting a data-driven mindset in modern sales. By embracing data, leveraging the right tools, and continuously evolving, sales teams can unlock new opportunities and drive success. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In the aftermath of the presidential election, the clean energy industry is scrambling to figure out what a second Trump administration would mean for their companies and projects. But Tom Burton isn't just looking at the next four years. After 25 years serving the industry with the law firm Mintz, he's thinking about the growth of the industry over another couple of decades. “Back in 2000, many pundits said the internet was dead – and that was around the time Google started their business. These transitions take decades. We're probably in the third inning of the game, and we're moving in the right direction,” said Burton.  So what does the state of play look like in that third inning? In this episode, produced in partnership with Mintz, we have a series of conversations tackling some of the biggest stories shaping clean energy today – across finance, policy, and markets. Tom Burton, chair of the energy & sustainability practice of Mintz, details the three distinct phases of the industry: innovation, growth, and scaling. Tanya Das, director of the energy program at the Bipartisan Policy Center, explains why she remains optimistic about the US policy environment. Frank O'Sullivan, managing director of the energy transition team at S2G ventures, talks about the need to de-risk emerging clean energy technologies for infrastructure investors. And Sayles Braga, a senior partner at Sidewalk Infrastructure Partners, discusses innovations to manage data center load growth in the AI era.  These conversations were recorded at the Mintz Energy Transition Summit. For finance, policy, and market insights from the Mintz team, sign up for their newsletter.

What's the future of wholesale distribution amidst economic shifts and technological innovation?Episode 117 of Around the Horn in Wholesale Distribution dives into the pressing challenges and opportunities facing wholesale distribution and manufacturing today. Hosts Kevin Brown and Tom Burton explore the economic landscape, supply chain complexities, and how AI-driven innovations like smart CRMs and digital twins are reshaping the industry.How will potential tariffs, geopolitical tensions, and inflation impact your business? Are you ready to embrace the transformative power of AI, from predictive insights to automating purchasing decisions? What role will nearshoring and advanced manufacturing technologies play in stabilizing supply chains and fueling growth?Join Kevin and Tom as they unpack these questions, highlight key economic indicators, and share actionable insights for manufacturers, distributors, and sales leaders navigating this rapidly changing landscape.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

What a week! With barely time to catch their breaths, hosts Kevin Brown and Tom Burton are joined by Alex Chasovsky from the Bundy Group to look at how policy changes might affect manufacturers, wholesale distribution, and the global supply chain.The episode dives into the current economic landscape, particularly in light of recent Federal Reserve meetings and interest rate discussions. Alex shares his insights on the dichotomy between the consumer side of the economy, which appears strong, and the struggles faced by the industrial sector, particularly in manufacturing and distribution. We then explore the implications of potential tariff changes under the new Trump administration, touching on the need for balanced trade practices and the impact of tariffs on various industries. We also look at the likelihood of tax cuts and regulatory changes that could benefit manufacturers, highlighting the challenges of navigating fiscal policy in a high-interest-rate environment.The takeaway? It's all about the importance of staying informed and adaptable in a rapidly changing economic landscape.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In today's episode of Mastering Modern Selling, Tom Burton and Brandon Lee explore a vital topic: how to drive revenue by cultivating a strong professional reputation. This is more than just being seen—it's about being trusted, instilling confidence, and demonstrating competence in the marketplace. Whether you're engaging prospects or working to deepen customer relationships, your reputation is a powerful driver of business success.Trust is Built on Consistency and Proximity: Being consistently present, whether through social platforms like LinkedIn or in person, fosters trust. It's not enough to show up sporadically—successful sellers stay visible, giving their network reasons to trust them over time.Confidence Comes from Consistent Value: Your audience must not only see you but also find value in what you offer. Confidence is built when you consistently share meaningful insights, showing deep expertise and an understanding of their needs.Competence is Demonstrated Through Expertise: Sharing high-quality content and thought leadership can position you as a go-to expert in your field. As Tom mentioned, it's about proving that you know what you're talking about—whether through your own content or thoughtful commentary on others' posts.Engagement at Scale is Essential: Digital platforms like LinkedIn provide unparalleled opportunities for scale. By interacting with a broader audience regularly, you increase your reach and build familiarity, ensuring more prospects see you as a trusted, competent figure in the industry.Reputation Precedes Success in Cold Outreach: Your outreach efforts—whether cold emails or calls—are far more effective when you've established familiarity and trust through your reputation. Without it, you risk being ignored amidst the noise of today's competitive market.Reputation is not just a nice-to-have in modern selling—it's a must-have. By consistently appearing, adding value, and demonstrating expertise, you build a powerful foundation that drives business. Don't leave your success to chance; invest in building your reputation to win trust and close more deals. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

With all the hype around the AI revolution, one question remains: is AI actually helping wholesale distributors and manufacturers? This week, hosts Kevin Brown and Tom Burton explore this question while diving into the latest industry trends impacting manufacturers, wholesale distributors, and the global supply chain. From inflation's effect on interest rates to the evolving geopolitical landscape, Kevin and Tom discuss the forces shaping the industry. Plus, learn how to harness AI for supply chain optimization and unlock insights that can drive your business forward. Tune in for practical tips and expert analysis to keep your organization competitive in 2024 and beyond.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

Tom Burton, superintendent of Princeton City Schools, is a proven and dynamic school educator, well known and praised for his leadership. Serving as an educator since 1987 and at Princeton City Schools since 2015, Tom lives out the Princeton mission to empower each student for college, career, and life success. By being flexible, collaborative, and open to new learning, Tom feels we can truly inspire our students to be prepared for the real world and ensure that they make the world better than it is now. 

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership StageLinkedIn isn't just for networking—it's where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.Build Trust Through AuthenticityUse LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.Turn Activity Into OpportunityBy sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.Expand Your InfluenceEngage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.Embrace Your RoleIf LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.Don't miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Join us for "Hope in the Dark", a series centred on navigating the hardships and valleys of life where we may feel as though we can't find a way out, and that there is always hope in God, despite what circumstances say.

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. They explore the strategies and benefits of building a strong personal brand in today's competitive market.Key Points:Consistency Compounds:Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small influence into a significant impact. This approach not only builds recognition but also establishes credibility and trust within your network.Leveraging LinkedIn:Brandon shares insights on using LinkedIn effectively to rise above the noise. By posting content daily, engaging with others, and showing genuine interest in the community, professionals can enhance their visibility and create a sense of familiarity among their audience. This consistent presence leads to higher engagement and better business opportunities.Personal Branding as a Career Catalyst:Hosts discuss how a strong personal brand can significantly impact career growth. Carson recounts how his personal branding efforts have opened doors and created opportunities within his organization and beyond. He highlights that showcasing your expertise and experiences can de-risk hiring decisions and attract new prospects.Creating Valuable Content:The importance of producing content that resonates with your audience is underscored. Brandon talks about the strategy of generating content from interviews and transcripts, ensuring that the messages are authentic and in the voice of the individual. This method helps professionals share their knowledge without the pressure of constant content creation.Building Trust and Relationships:The episode highlights that personal branding is not just about self-promotion but about building genuine relationships and trust. By consistently providing value and engaging with your audience, professionals can foster meaningful connections that lead to business growth and career advancements.The episode concludes with a powerful message about the critical role of personal branding in today's business environment. Our hosts encourage listeners to take actionable steps towards building their brands, emphasizing that it's not about perfection but about showing up consistently and authentically. They urge professionals to embrace personal branding as a long-term strategy for success and to leverage platforms like LinkedIn to their full potential.To dive deeper into the insights shared in this episode and learn more about building a robust personal brand, watch the full episode of Mastering Modern Selling. Join the conversation and start your journey towards becoming a recognized and trusted voice in your industry.

Is Amazon Business dominating the wholesale distribution landscape, or is it legitimately providing an indispensable supply chain management and eComm solution to B2B companies? In other words, are they a godsend to wholesalers, or are they the enemy?In this week's episode, Tom and Kevin take a close look at some of the news stories surrounding developments at Amazon Business, and their effect on wholesale distributors and manufacturers, big and small. There's no denying that Amazon's purchasing and supply chain power is incredible, but is it the best solution for your business?To complicate matters, ship backups that plagued seaports during the Covid pandemic are making a comeback, as vessel diversions because of attacks in the Red Sea trigger gridlock and soaring costs at the start of the peak shipping season. Mix in the fact that only 16% of manufacturing leaders globally report they have real-time, work-in-progress monitoring across the entire manufacturing process, while B2B marketing leaders have their eye on AI as a new tool to improve the quality and quantity of their programs, and you have some complicated issues to work out. But that's why we're here! Join industry experts Tom Burton & Kevin Brown for this insightful and eye-opening episode.Join the conversation each week on LinkedIn Live.Want even more insight to the stories we discuss each week? Subscribe to the Around The Horn Newsletter.You can also hear the podcast and other excellent content on our YouTube Channel.Follow us on Facebook, Twitter, Instagram, or TikTok.

In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here's a quick recap of the episode:1. Embrace Full-Cycle Selling:Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.2. The Importance of Sales Processes:One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.3. Leveraging Communities for Prospecting:Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.4. Strategic Hiring:In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.5. Overcoming Burnout and Career Missteps:Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.1. The Evolution of Partnership Strategies:Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations at Microsoft. He emphasizes the importance of developing a robust partnership strategy, highlighting how partnerships can drive exponential growth and success. From building influence strategies to leveraging resellers, Vince's experience underscores the critical role partnerships play in modern selling.2. Navigating the Hyperscaler Ecosystem:A significant focus of the discussion is on the three hyperscalers: Microsoft, Google, and Amazon. Vince explains how these tech giants have reshaped the cloud landscape, emphasizing the necessity for businesses to align with them. He discusses the massive cloud commitments these companies have and how they influence decision-making at the board level. Understanding this dynamic is crucial for businesses looking to thrive in the cloud era.3. Building Effective Influence Strategies:Vince delves into the importance of creating comprehensive influence strategies. He talks about the need to engage with all stakeholders in the decision-making process, not just the direct buyer. By developing relationships with various influencers and understanding their roles, businesses can better navigate complex sales cycles and ensure they are addressing all aspects of the customer's needs.4. The Role of Modern Selling Techniques:In the age of digital transformation, Vince highlights the shift from traditional selling methods to modern techniques. He discusses how COVID-19 accelerated digital adoption and changed buyer behavior. Today, buyers are more informed and rely heavily on digital channels. Vince stresses the importance of building trust and credibility through consistent engagement and thought leadership, particularly on platforms like LinkedIn.5. Partnering for Success:Vince provides actionable advice for businesses looking to partner effectively with tech giants. He emphasizes the need for partners to differentiate themselves and build a strong internal alignment around partnership goals. By showcasing success stories, maintaining clear communication, and staying agile to adapt to changing strategies, partners can position themselves as valuable allies to tech giants and drive mutual success.This episode with Vince Menzione is a masterclass in leveraging partnerships for sales success. Vince's insights reveal the transformative power of strategic partnerships and the importance of adapting to the evolving landscape of modern selling. Don't miss out on these invaluable lessons. This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams. In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment. Here are five key takeaways to transform your sales approach:Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously online. Recognizing and respecting this journey allows sales teams to adapt their strategies to be more aligned with modern buying behaviors.Provide Value First: Instead of pushing for sales, focus on providing value through educational content and insightful interactions. This positions sales teams as trusted advisors, rather than mere sellers.Leverage Digital Tools: Utilize digital tools and data analytics to gain insights into buyer behaviors without direct interaction. Tools like CRM software and AI can help predict buyer needs and timing, making engagements more timely and relevant.Cultivate a Strong Online Presence: In the anonymous zone, your digital footprint speaks volumes. Building a robust online presence through engaging content and active participation in relevant platforms draws buyers out of anonymity.Encourage Engagement: Foster an environment where potential buyers feel comfortable engaging. This could be through interactive webinars, online workshops, or public forums where they can interact without feeling the pressure of a sales pitch.The Anonymous Zone need not be a barrier. Instead, it offers a unique opportunity to understand and adapt to the evolving landscape of buyer preferences. By focusing on trust, value, and engagement, sales teams can effectively reach and convert even the most elusive prospects.This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

In the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee. This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer.Five Essential Insights:Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn't effective anymore. We need to change how we think about sales to succeed in the digital age.The New Sales Strategy - The Flywheel: Learn about the "Modern Revenue Generation Flywheel," a new approach that replaces the outdated sales funnel. This strategy focuses on ongoing interaction, building relationships, and providing value online.Building Trust Online: Discover the importance of building trust and genuine connections online, especially on platforms like LinkedIn. It's all about having real conversations, not just selling.The Importance of Being Liked and Trusted: The episode highlights how crucial it is to be known, liked, and trusted. These are key to forming strong relationships with potential customers in the digital world.Getting and Keeping Attention: Find out why it's vital to grab and keep your customers' attention in a busy online space. It's better to create new interest in your product than to rely on existing demand.The episode wraps up by bringing together all the ideas and strategies discussed, showing how important it is for sales professionals to adapt to modern selling techniques. Building relationships, engaging digitally, and focusing on the customer are essential in today's sales world.Use these insights and strategies to improve your sales approach and make more meaningful connections with your customers online.

Welcome to our first episode of Season 4 of Restart Recharge! This time we navigate beyond the surface of bite-sized learning to explore the transformative world of micro-credentialing in K-12 education. Join us as we delve into a comprehensive discussion with Tom Burton, CEO of We Empower LLC and former Superintendent of Princeton City Schools, who brings his rich expertise and innovative thinking to our conversation.This episode goes beyond conventional teaching strategies, addressing key issues such as the role of motivation in educational success, the challenges and opportunities of micro-credentialing for teachers, and how these approaches impact both student learning and educator professional development. Our discussion with Tom Burton illuminates the practicalities and philosophical aspects of modern education, providing invaluable insights for teachers, instructional coaches, and education enthusiasts.Tune in for a dynamic dialogue filled with practical advice, thought-provoking questions, and inspirational messages. Whether you're an educator looking to enhance your teaching methods or someone passionate about the future of education, this episode offers a wealth of knowledge and perspective.Follow Tom on Social Media!Twitter: TBurton_EmpowerInstagram: TDBempower Podcast TeamHosts- Katie  Ritter & Matthäus HuelseEditing Team- Michael Roush, Alyssa Faubion, Matthäus HuelseSocial Media/ Promo Team- Alyssa FaubionProducer- Matthäus Huelse EdTech Webinars Join us for our free EdTech Webinars series! Get registered for the January 18th session here. Edge•U BadgesEdge•U is an anytime, anywhere professional learning platform made for teachers by teachers! 

In this episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effective sales tactics and teaching you how to adeptly handle unforeseen challenges, such as guest rescheduling.A significant focus of this episode is on transforming LinkedIn interactions into tangible business opportunities. We move beyond mere content posting to discuss how to effectively optimize your LinkedIn profile to attract potential clients. We also explore strategies for engaging with influencers through meaningful commentary and how to turn your feed into a dynamic platform for networking and discussion.Further, we discuss the utilization of tools like Sales Navigator and chat GPT for enhancing thought leadership and relationship building. These techniques are presented as modern alternatives to traditional cold outreach methods, offering a more effective way to connect with prospects.As the episode concludes, we provide a comprehensive guide for leading your buyer through their decision-making process. We discuss the importance of content in this context and reveal how AI is revolutionizing content creation, even for smaller teams with ambitious goals.

Discover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023.   Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your approach to CRM systems, understand the significance of personal branding, and learn why being a trusted advisor is more crucial than ever.We also explore innovative strategies for nurturing customer success and fostering strong relationships in the competitive landscape. We uncover tactics for expanding your influence within client organizations and discuss how to navigate economic uncertainties while maintaining loyalty and trust. Our conversation also delves into the importance of thought leadership and impactful communication, offering actionable insights that will help you become an indispensable asset to your clients.Wrap up the year with a deep dive into the evolving marriage of sales and marketing, with a special look at how to use LinkedIn effectively for business growth. We also examine how AI tools like ChatGPT are revolutionizing sales efficiency, allowing for deeper customer insights and strategic decision-making. 

Bio Tom serves as a Senior Managing Director and Chief Investment Officer for ABR Capital Partners. He has over thirty years of experience managing real estate investments for institutional and private clients, with a focus on middle market transactions. Tom...

Tom Burton, Co-founder of LeadSmart Technologies talks about how he's reinventing CRM for the wholesale distribution space, where Excel sheets rule and cutting-edge tech is sparse.What to expect:

Guest:Tom Burton, Superintendent, Princeton City School District, OhioTwitter: https://twitter.com/VikingDiffSuperHost:Thomas C. Murray, Director of Innovation, Future Ready Schools, Washington, DCTwitter: https://www.twitter.com/thomascmurray​​ Future Ready Schools Website: http://www.FutureReady.org​​​​​​​​Free Virtual Events: http://www.FutureReady.org/Virtual​​​Twitter: https://www.Twitter.com/FutureReady​​Instagram: https://www.instagram.com/FutureReadySchoolsFacebook: https://www.Facebook.com/FutureReadySchoolsFuture Ready Schools is a registered trademark of All4Ed, located in Washington, DC.#FutureReady​​​​​​​​​​Audio Credit: MB01GN29HGUXKKK

Brandon Lee with Modern Seller HQ and Tom Burton with Revenue Zone Media Modern Seller HQ is a free community to help sales professionals learn how to implement modern, digital sales motions. We provide daily conversations, weekly webinars and exclusive member only events. We help successful, experienced sales professionals learn how to integrate modern, digital […] The post Brandon Lee with Modern Seller HQ and Tom Burton with Revenue Zone Media appeared first on Business RadioX ®.

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Don't forget to subscribe to the Smartsocial.com podcast for more insightful discussions on digital citizenship, social media safety, and the latest trends in education technology!  Join our next live event: https://smartsocial.com/#live-events Join our free newsletter for parents and educators: https://smartsocial.com/newsletter/Register for a free online Parent Night to learn the hidden safety features on popular apps: https://smartsocial.com/social-media-webinar/Become a Smart Social VIP (Very Informed Parents) Member and unlock 30+ workshops (learn online safety and how to Shine Online™): https://learn.smartsocial.com/Download the free Smart Social app: https://smartsocial.com/appLearn the top 150 popular teen apps: https://smartsocial.com/app-guide-parents-teachers/View the top parental control software: https://smartsocial.com/parental-control-software/Learn the latest Teen Slang, Emojis & Hashtags: https://smartsocial.com/teen-slang-emojis-hashtags-list/Get ideas for offline activities for your students: https://smartsocial.com/offline-activities-reduce-screentime/Get Educational Online Activity ideas for your students: https://smartsocial.com/online-activitiesUltimate Guide To Child Sex Traffick

This week, Katie Martin has a conversation with Dr. Tom Burton, Superintendent of Princeton City Schools in Ohio. In the episode, they discuss Tom's approach to empowering each student for success in college, career, and life, as well as his efforts to build partnerships with the business community. Tom shares with us how many of the perspectives gained by educating at the middle school level can apply to learners of any age. With over 25 years of experience in administration, Tom shares his insights on leadership, education, and lifelong learning. Follow us on Twitter and Instagram! @LCCollaborative Subscribe to our newsletter! Learner-centered tools, insights, and bright spots delivered to your inbox: https://learnercentered.org/bright-spots-newsletter/

Mr. Tom Burton, superintendent of Princeton City Schools, is a proven and dynamic school educator, well known and praised for his leadership. He believes that creating a collaborative environment with all stakeholders will help ensure that each child's needs are met. Serving as an educator since 1987 and at Princeton City Schools since 2015, Tom lives out the Princeton mission to empower each student for college, career, and life success. By being flexible, collaborative, and open to new learning, Tom feels we can truly inspire our students to be prepared for the real world and ensure that they make the world better than it is now. The Northwest Cincinnati Chamber of Commerce recently bestowed Tom the Community Champion Award for 2021. Tom credits his colleagues and teammates for being recognized as Business Person of the Year by the Sharonville Chamber of Commerce, winner of NASSP/MetLife Ohio Middle School Principal of the Year, Distinguished Young Alumni Award from Slippery Rock University, recipient of the Gordon Vars Lifetime Achievement Award, and Ohio Educator of the Year by the Ohio Middle-Level Association. He was inducted into the Cleveland Heights High School Distinguished Alumni Hall of Fame and John Carroll University Athletic Hall of Fame (coach). A published author and contributor to educational columns, Tom is currently working on two books. He is a sought-after speaker with recent engagements at the American Association of School Administrators, Institute for Education Innovation, National Superintendent's Forum, Harvard University, and others. Tom currently serves as a member of the Federal Reserve Bank of Cleveland's Educational Advisory Council, the Northern Cincinnati Chamber of Commerce, and Sharonville Cultural Arts Center boards.

Our expert host, Kate Moody, is joined by some great guests to talk about the most notable fintech, financial services and banking news from the past week. This week's guests include: Benjamin Fernandes, CEO, NALA Charlie Conchie, Investment Editor, City AM Wiza Jalakasi, VP of Global Merchant Business, Chipper Cash With soundclips from: Tom Burton, Director of External Affairs and Public Policy, GoCardless We cover the following stories from the fintech and financial services space: African payments giant Flutterwave vies to buy British fintech Railsr - 4:15 NALA expands into Europe to enable cross border payments - 16:40 UK fintech funding tumbles amid global slowdown, but London remains well ahead of global rivals - 30:15 Jack Ma to give up control of fintech giant Ant Group - 41:40 Visa and Enfuce pilot prepaid cards for refugees in France - 49:15 Open Banking turns five! - 50:50 YouTube star Logan Paul apologises for CryptoZoo project failure - 55:00 Fintech Insider by 11:FS is a podcast dedicated to all things fintech, banking, technology and financial services. It's hosted by a rotation of 11:FS experts including David M. Brear, Ross Gallagher, Benjamin Ensor, and Kate Moody - as well as a range of brilliant guests. We cover the latest global news, bring you interviews from industry experts or take a deep dive into subject matters such as APIs, AI or digital banking. If you enjoyed this episode, don't forget to subscribe and please leave a review Send us your questions for the Fintech Insider Mailbag here (https://11fscompany.typeform.com/to/kBMan5qL?typeform-source=t.co) Follow us on Twitter: @fintechinsiders where you can ask the hosts questions, or email podcasts@11fs.com! Special Guests: Benjamin Fernandes , Charlie Conchie , Tom Burton, and Wiza Jalakasi.

If you are doing services and have an idea to productize it, this is the podcast for you.  We cover: Change from service to product funded by a client  How to leverage Sales Force to build a vertical solution Changing B2B sales and how to adapt  Tom Burton has over 30 years of experience helping forward-thinking businesses (ranging from startups to Fortune 500 companies) develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth. Today, Tom is an investor and co-founder in LeadSmart Technologies, which has developed an innovative and unique CRM and collaboration platform that enables businesses to visualize what is taking place with their prospects and customers and proactively assist these prospects and customers in reaching the Revenue Zone. He also serves as a trusted advisor to companies and investment firms that are looking to leverage technology-based solutions to improve their marketing, reach new qualified prospects and achieve predictable revenue growth. Tom graduated from the University of California, Santa Barbara, with a degree in Computer Science in 1986 and currently resides in Santa Barbara with his wife, Lorin.     Links 443 - Show Notes Tom's website Tom's LinkedIn Tom's Book Cloud Consultants Collective SendSpark Join our newsletter   Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

As we wrap up the year, we're counting down the Top 10 Tips of 2022. Here's #9: 1187. High Conversion Prospecting – Tom Burton

The business partnership program at Princeton City School District started with just 38 businesses, but has recently passed 500. This interview will share how they built such a strong program.When Tom and Tricia approached businesses, they flipped the question. Instead of asking “What can you do for our school?,” they asked, “What can we do for your business?” It changed everything.Tricia will share how they use social media to celebrate the business partnerships.If you're thinking of starting a program like this, our guests will share their advice for getting started.SPECIAL GUESTSTricia RoddyDirector of CommunicationsPrinceton City Schools, OhioEmail: troddy@vikingmail.orgTwitter: @trishroddyTom BurtonSuperintendentPrinceton City Schools, OhioTwitter: @VikingDiffSuper    Website: www.princetonschools.net Facebook: https://www.facebook.com/pcsdvikings Instagram: https://www.instagram.com/pcsdvikings/ Twitter: https://twitter.com/pcsdviking YouTube: https://www.youtube.com/user/princetonvikings USEFUL INFORMATIONResources:Business PartnershipsBusiness & Community Partners BreakfastsWork Ethic Certification Tricia is part of our membership program. Learn more here: https://socialschool4edu.com/ MORE RESOURCESFree Video Training: Learn the simple secrets behind social media for K12 schools!Sign up for our free e-newsletter - click herewww.SocialSchool4EDU.com

In today's bonus episode of the Sales Success Stories Podcast, I've got something unique for you. This is an episode that Carson Heady shared on his own Salesman on Fire podcast where he talked through some of the ins and out of both creating and working through a 9-Figure deal. I asked him if I could share this with you here, because there are so many great insights within this particular Sales Success Story. I'll also mention this again at the end, but if you'd like to listen to my original conversation with Carson here on this podcast you'll want to go back and look for episode 54 OR you can just point your browser at top1.fm/54 and that'll take you straight there.

To create a winning product you have to know the ins and outs of the market.Here's a 5 step framework from marketer Mike Harris on how to evaluate a marketplace: 1. What are the trends in the industry?2. Who or what is setting those trends?3. How are we reacting to these trends?4. How's the competition reacting?5. What SHOULD we do?If you want more ideas on market evaluations and marketing, check out my full interview with Mike on episode 143 of the Business Growth Accelerator Show!Here's what Mike and I covered on the podcast: