show episodes
 
Selling complicated products and services is a relatively new thing, but most sales advice isn’t up to the job. On Modern Sales, you'll get actionable advice based on the psychology, behavioral economics, and neuroscience of how people buy. Every Wednesday a new episode will tackle a big sales challenge like value pricing, having better discovery conversations, and account planning for large enterprise buyers.
 
Get advice on how to grow your consulting business from the experts who've done it before. On this show, you'll learn how firms are growing, and the lessons they've learned along the way. We'll cover topics ranging from marketing, sales, scaling and automation, delivery, and operations. If you want to grow your consulting, training, professional services, or agency business, this is the show for you.
 
Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
 
Chris Spurvey is an author and in the trenches entrepreneur and sales leader. The goal of the It’s Time to Sell™ Podcast is to share inspiring stories from entrepreneurs, sales professionals and non-sales sellers about their journey from struggling in sales to become more effective at it. Chris’s goal is to deconstruct 21st century leaders and extract modern day sales strategies, tools and tactics that listeners can use to improve their business and life.
 
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show series
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Lee McKnight Jr. discuss the most effective ways to interact with prospective clients in order to set you apart from your competition, make your sales process more human, and win more business. Lee McKnight Jr. and I cover these points and more: Examples of follow-up email that tend to…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Chip Griffin discuss how intentionally building your agency leads to more personal happiness and more business growth. Chip Griffin and I cover these points and more: What each agency owner wants from their business is very different; Fundamentally, you learn more from your failure tha…
 
Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, a…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Barbara Mutedzi discuss where to begin on the journey toward self-awareness, and how healing allows you to become a more effective leader. Barbara Mutedzi and I cover these points and more: How blind spots invite us to increase self-awareness The power of trusting our own intuition in …
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Ty Fujimura, Founder of Cantilever, discuss breaking out of your own mental model to relinquish control and start trusting your team. Ty Fujimura and I cover these points and more: The reality between what we view as ‘a successful agency’ and what goes on behind the scenes; Ways in whi…
 
Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s epi…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Maggie Patterson, founder of Scoop Studios, discuss the myths that exist around running an agency and how to trust your instincts as a leader. Maggie and I cover these points and more: The issue with one-size-fits-all growth courses geared toward agency owners The myth that we have to …
 
Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communicatio…
 
What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, whe…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Madeline Pratt discuss how we, as business owners and leaders, can create a company that is aligned with our greater purpose and the equity we want to see in the world. Madeline and I cover these points and more: Why now is the right time for business owners to bring forth their true b…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Liston Witherill discuss how agency leaders can serve their prospective and existing clients with a diverse content mix that’s rooted in relevance and integrity. Liston and I cover these points and more: There are so many ways to amplify your visibility and add to the top of your funne…
 
Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/value-based-pricing-is-it-right-for-you --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you hea…
 
Cold email outreach continues to be the best way to exert maximum control over your lead gen process. On this episode, Brad Smith shares his approach to low volume, high conversion cold email using a surprisingly low-tech approach. Connect with Brad on LinkedIn Want the full transcript? Visit the show notes page on our website: https://servedontsel…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Rachel Renock, CEO and Co-Founder of Wethos, discuss strategic ways that creative leaders can work to dismantle toxicity within their organizations. Rachel and I cover these points and more: what fueled the desire to dismantle workplace toxicity how agency owners can address their own …
 
There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and how it can change your whole approach to the sales. Mike's website, Catalyst Sale Connect with Mike on LinkedIn Want the full transcript? Visit the show notes pa…
 
With so many people shifting from in-person to inside selling, the future of field sales is in question. In this episode, Steve Benson, CEO of BadgerMaps, gives a rundown of what he's seeing with field sales, and how he sees it changing in the future. Steve Benson on LinkedIn Steve's company, Badger Maps Want the full transcript? Visit the show not…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Sophia Story discuss how to win a Request for Proposal by being playful. Forty percent of big brands are actively looking for smaller agencies this year because they’re more nimble, can push creative boundaries and tend to think outside the box in their work. Sophia and I cover these p…
 
The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it? Dave Shaby, COO at RA…
 
Plain ol' text-based emails can be boring, but everyone likes to get a video sent just to them. Video emails, using a tool like BombBomb, can increase your reply rates and build relationships faster. Ethan Beute, Chief Evangelist at BombBomb, shares what he knows about selling with video and how it can transform sterile, impersonal emails into rela…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Hilarie Viener discuss how to successfully pivot toward purpose. They share their own stories on how to look inward, discover your purpose, and embrace it in all aspects of your life and legacy. Hilarie and I cover these points and more: What was fulfilling to you as a leader 5 or 10 y…
 
On this episode of THRIVE — sponsored by Workamajig — Kelly and Tina Greenbaum, author of Mastery Under Pressure, uncover why fear is our greatest teacher. For creative leaders in particular, they share tools to initiate relaxation and to increase the probability of desired outcomes.By Kelly Campbell
 
In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever…
 
What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and ma…
 
Becki Saltzman, Chief Curiosity Seeker and founder of Applied Curiosity Lab, is on a quest to create as many good thinkers as possible. She is an expert at helping leaders tap into the art and science of curiosity and critical thinking – to capture hidden insights, spot decision traps, and avoid being blindsided by cognitive biases & unexamined ass…
 
Coaching is a unique kind of business and this episode explores how Ben Easter grew his coaching business very quickly by keeping things simple and focusing on fine-tuning his enrollment and sales process. Ben brings an infectious energy to this thing we call “coaching” and I’m so excited to feature his unique story and style. You’ll hear how he we…
 
What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the succ…
 
Entrepreneurship is alive and well and Michael Riscica is here to prove it! Michael completely bootstrapped his business from scratch, starting it as a side-hustle while working full time as a licensed architect. Today Michael has the fastest growing coaching community for young architects. In this episode, you’ll learn the 4 main elements of Micha…
 
What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Br…
 
What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team…
 
Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s rec…
 
Patrick Galvin is the master of building strong relationships and cultivating trust, or as I like to call it, building social capital. Patrick is the co-founder of The Galvanizing Group which he founded with his wife in 2002. Since that time, he’s transitioned his business from a speaking company to a learning company. In this episode, you’ll learn…
 
Over the years, it’s become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today’s guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of…
 
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