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The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
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The Modern Selling Podcast
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How Sales Leaders can Build a Model for Success with Phil Harrell
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The average tenure of a sales leader is 18 months. And while there are many reasons why VPs of Sales don’t last long in their jobs, one strong reason (according to my guest) is the lack of a model for success. My guest in this episode is Phil Harrell, VP, Group Director Sales Research at Forrester. He has spoken to many sales organizations around t…
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The Modern Selling Podcast
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How to Lead Sales Transformation in a Remote Selling World with Chris O’Brien
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Large and small companies alike must adapt to the reality of remote selling. The sales landscape won’t fully be what it used to be, so to thrive, sales leaders must push for sales transformation in their organizations. My guest in this episode of the Modern Selling podcast is an experienced leader from a 16-billion dollar company, who has a lot to …
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The Modern Selling Podcast
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Shifting your Sales Strategy to an Outcome-Based Model with Christoph Schell
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52:33
One of the biggest challenges for companies in the new normal is serving B2B and B2C customers working from home. Priorities and needs have changed, so sales leaders must also change their sales strategy to match the new commercial landscape. I’m very excited to have a leader in the trenches in this episode of the Modern Selling podcast, who has th…
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The Modern Selling Podcast
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How to Drive Predictable Sales Revenue with Kevin Knieriem
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One of the most common struggles for sales leaders is forecasting, understanding what is going on with the business and how to get predictable revenue. In this episode of the Modern Selling Podcast, my guest, Kevin Knieriem, CRO at Clari, talks about using Artificial Intelligence for sales forecasting. Clari’s Revenue Operations Platform automatica…
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The Modern Selling Podcast
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Sales Prospecting Tools that Will ROCK your World, with Mario Martinez Jr., #161
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With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling m…
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The Modern Selling Podcast
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A Successful Sales Plan Requires these 4 Pillars with Remy Piazza
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A sales plan or sales strategy can be the difference between an organization merely surviving and a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever. Contrary to popular belief, you don’t have to be a born leader to devise…
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The Death of Relationship Selling in a Virtual World with Marcus Jewell, #159
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If you're a sales leader of a 21st-century business, you will not be successful unless your sellers understand how to use sales tools and engagement strategies and their impact on relationship selling. Virtual selling engagement strategies have no doubt trumped what we commonly refer to as traditional relationship selling methods, and it's not even…
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The Modern Selling Podcast
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3 Virtual Selling Tips that Enable Powerful Sales Presentations
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A successful face-to-face seller doesn’t always translate to a virtual selling superstar. In fact, virtual selling requires a particular set of skills that will keep your customer engaged and eager to continue to connect with you. Today’s buyer is tech-savvy, digitally connected, and socially engaged. Additionally, with most buyers and sellers work…
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The Modern Selling Podcast
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How to Prospect Using Personalization to Create Sales Engagement with Ed Calnan
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One of the most important qualities a sales rep must possess is knowing how to prospect. Many argue that due to the number of tools available to sales professionals, prospecting is as easy as ever. But sadly, many still continue to call their prospect list and ask questions that could have easily been avoided had you performed proper sales prospect…
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The Modern Selling Podcast
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How to Use Sales Gifts in Your Account Based Marketing Strategy with Erik Kostelnik
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Any modern sales strategy must include offline engagement with sales gifts. In the COVID era, prospects, customers and even employees are craving something that will break the pattern of their daily activities — and nothing beats a physical gift delivered to their home to do just that. This is the topic of this episode of the Modern Selling Podcast…
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The Modern Selling Podcast
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Why your B2B Sales Team Must Use Video for Sales, with Steve Pacinelli
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In 2020, video for sales became more than a trend. It’s now a vital tool for remote sellers, who need to prospect digitally and maintain relationships with customers. We all know about the amazing growth of video conferencing platforms, such as Zoom and Google Meet for synchronous virtual meetings. But there are other asynchronous sales video platf…
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The Modern Selling Podcast
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3 Prospecting Tips Sales Leaders can Teach Reps to Set More Appointments, with Tony Morris
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Many of today’s sales leaders developed their careers before the digital era and therefore lead their teams with traditional methods that are not relevant to the modern buyer. In this episode of the Modern Selling Podcast, my guest, Tony Morris, shares three prospecting tips that sales leaders can teach their salespeople to engage with today's tech…
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The Modern Selling Podcast
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3 Cold Calling Tips Sales Leaders Must Teach their Sellers to Achieve Quota with David Walter
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I started my sales career cold calling, but in my mind, doing cold calls is not modern selling. It's just basic selling. However, I've decided to bring in some experts to share some cold calling tips with the listeners of the Modern Selling Podcast. Subscribe to Modern Selling on the App of Your Choice! Recently, I had Joe Pici talk about how to wr…
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The Modern Selling Podcast
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What Every Sales and Marketing Technology Leader Must Know About Raising Money with Mark Roberge
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If you want to start a business or just take your existing sales tech company to the next level, you may be wondering, should I seek venture capital funding or just do it on my own? In this episode of the Modern Selling Podcast, I talk with venture capitalist and sales and marketing expert, Mark Roberge about how entrepreneurs can get money for the…
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How Sales Leaders can Attract and Work with Millennials in a Remote Selling Environment, With Rakhi Voria
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It is estimated that today millennials (those born between about 1980 and 2000) comprise half of the American workforce, and by 2025, will be 75% of the global workforce. For sales leaders, that means working with sales reps who have particular interests and values, sometimes different to the leader’s own generation. My guest in this episode of the…
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The Modern Selling Podcast
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A Modern Selling Tip: Learn to Sell the Way You Buy with David Priemer
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Subscribe to Modern Selling on the App of Your Choice! Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help. My guest in this episode of the Modern Selling podcast brings us the answer to the modern seller’s woes in a simple phrase: sell the way you buy. Joining me is D…
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The Modern Selling Podcast
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Cold Calling Scripts for Today’s Modern Seller, with Joe Pici
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Subscribe to Modern Selling on the App of Your Choice! Some people say cold calling is dead, that B2B prospects don’t answer the phone anymore. But my guest in this episode of the Modern Selling podcast says that he gets a 95% closing rate with the cold calling scripts he shared during our interview. Meet Joe Pici, CEO and co-founder of Pici & Pici…
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The Modern Selling Podcast
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5 Must-Have Sales Coaching Tips for Emerging and Seasoned Leaders, with Scott Miller
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Subscribe to Modern Selling on the App of Your Choice! We all know the mantra of sales leadership: find, recruit and retain top talent. But after recruiting, the most important role of a leader is to provide feedback and coaching. My guest in this episode of the Modern Selling podcast is an experienced leader who brings five amazing sales coaching …
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The Modern Selling Podcast
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The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black
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Subscribe to Modern Selling on the App of Your Choice! We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of sales look like? Are we going back to how things…
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The Modern Selling Podcast
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3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows, Episode #146
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Subscribe to Modern Selling on the App of Your Choice! The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of remote …
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The Modern Selling Podcast
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Building Sales Teams: How to Attract, Develop and Retain Top Talent, with Wendy Mitchell-Covington, Episode #145
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Subscribe to Modern Selling on the App of Your Choice! The average tenure of a sales rep is 15 months and according to a report by DePaul University replacing a sales rep costs organizations $97,690 on average. That’s why when building sales teams, sales leaders must know how to attract, develop and retain top talent. My guest in this episode of th…
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How Inclusion and Diversity in Sales and Business Can Enrich the Workplace, with Sara Jones, Episode #144
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Subscribe to Modern Selling on the App of Your Choice! A large number of sales organizations in America are still dominated by white male leaders, which means they’re missing out on the great benefits of inclusion and diversity in sales. Exposure to other cultures, ethnicities and backgrounds has the potential of taking organizations to the next le…
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The Modern Selling Podcast
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Why Sales Leaders MUST Revisit their Sales Training Strategies NOW, with Mary Shea, Episode #143
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Subscribe to Modern Selling on the App of Your Choice! Many companies still train their sales reps with outdated methodologies from 20 or 30 years ago. But the modern buyer is very different. To teach skills that will help sellers reach digitally savvy buyers who prefer to do research on their own before engaging with them, organizations must chang…
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The Modern Selling Podcast
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Thinking of Hiring an Outsourced Sales Company But Not Sure It's The Best Move?, with Benjamin Simms, Episode #142
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Subscribe to Modern Selling on the App of Your Choice! For many sales leaders, it’s unthinkable to consider an outsourced sales team, simply because it’s way outside the box we typically operate within. But my guest on this episode of #ModernSelling has many persuasive reasons outsourcing your sales team may be the absolute best way to go, both for…
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Remote Selling: Help Your Sales Team Hit Quota While Working From Home, with Chad Olds, Episode #141
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Subscribe to Modern Selling on the App of Your Choice! One of the most dramatic changes the sales community is having to make due to COVID-19 is the switch to remote selling VS an in-office role. Working from home is not easy for many people and even worse for those who thrive on the collaboration and energy of a corporate work environment. To addr…
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The Modern Selling Podcast
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How Personalized Sales Outreach Can Increase Sales Conversions Up to 60%, with Kris Rudeegraap, Episode #140
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Subscribe to Modern Selling on the App of Your Choice! Sales outreach is one way to set your sellers apart because they deliver personalized experiences in a powerful way to prospects and customers to increase sales conversions. My guest on this episode of #ModernSelling is Kris Rudeegraap, CEO of Sendoso, a leading sending platform that enables se…
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No Upselling Strategy Means You’re Missing Up To 30% Of Sales, with Victor Antonio, Episode #139
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Subscribe to Modern Selling on the App of Your Choice! It may sound crazy to be talking about an upselling strategy in the midst of a world-wide crisis like Coronavirus, but the harsh reality is that companies and individuals who are not working extra hard to keep their revenue driving forward during a time like this will be left vulnerable. Upsell…
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Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138
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Subscribe to Modern Selling on the App of Your Choice! The COVID-19 outbreak has many sales leaders scrambling to create or find virtual sales training that works. In one sense, that’s entirely understandable. As the virus spreads, more and more sales training companies are having to cancel scheduled training events and companies are requiring thei…
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The Modern Selling Podcast
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Building a Healthy Sales Culture in Your Company, with Mike Volpe, Episode #137
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Subscribe to Modern Selling on the App of Your Choice! Building a healthy sales culture is becoming more and more important in the modern selling context. It impacts everything from career paths and the success of team members to retention and churn to recruitment and even to landing big deals. This conversation touches on many of the things sales …
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How The Modern Seller Makes Fans Of Modern Buyers, with Meridith Elliott Powell, Episode #136
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Subscribe to Modern Selling on the App of Your Choice! Many sales professionals have been in the selling game for years but can’t honestly be called modern sellers. Why is that? Because they are stuck in old habits, old methods, and worse—old mindsets that don’t fit the digital selling era we’ve entered. There is a lot to learn, even for experience…
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How To Make Corporate Sales Training Stick For Your Entire Team, with David Mattson, Episode #135
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Subscribe to Modern Selling on the App of Your Choice! By far, the biggest issue with corporate sales training is that most of what you or your sales team learns at the event is gone within days of attending. Statistics show that when stepping back into the pressure and demands of the sales arena, most sellers revert to their old, established sales…
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Sales Is About Relationships. Have You Forgotten? With Dale Dupree, Episode #134
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Subscribe to Modern Selling on the App of Your Choice! I’ve had a few experiences lately that have reminded me how much sales is about relationships. From prospecting, all the way up to serving as a leader of a sales team, the relationships with people are what matter most. To speak on this issue I asked my friend, Dale Dupree, leader of The Sales …
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The Modern Selling Podcast
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Sales Methods: The What, When, Why, and How, with Steve Maxwell, Episode #133
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Subscribe to Modern Selling on the App of Your Choice! There are so many sales methods available in the modern sales environment - perhaps too many. How do you select one that will drive your sales team’s productivity in a way that enables them to reach sales goals? I invited sales leader Steve Maxwell on this episode of the #ModernSelling podcast …
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The Modern Selling Podcast
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Overcoming No Decision In The B2B Buying Process, with Jon Perera and Matt Weil, from Highspot, #133
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Subscribe to Modern Selling on the App of Your Choice! The B2B buying process is filled with challenges. One of the most frustrating is when a promising sales conversation falls into the “no decision” category. What’s the problem? Is it really a “no decision” situation or is something else going on? On this episode of the #ModernSelling podcast, I …
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Building A Sales Team That Closes More Deals, with Kraig Kleeman, Episode #131
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Subscribe to Modern Selling on the App of Your Choice! What would happen to your company’s sales revenue if you were actively building a sales team where every member was progressively becoming a top performer? You know the answer - your company’s overall success would skyrocket. On this episode of The #ModernSelling Podcast, Kraig Kleeman joins me…
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Creating A Profitable Fanocracy For Your Brand, with David Meerman Scott, Episode #130
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Subscribe to Modern Selling on the App of Your Choice! Have you ever heard the term “Fanocracy?” Probably not, unless you’ve already picked up a copy of the new book by my guest, David Meerman Scott. David is a master marketer, keynote speaker, and a keen observer of the way we operate as human beings. His latest book, “Fanocracy,” co-authored with…
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Your Sales Mindset Needs An Overhaul - Here’s How To Start, with Bernadette McClelland, Episode #129
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the f…
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The Modern Selling Podcast
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How To Get The Meeting Every Time, with Stu Heinecke, Episode #128
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts When you really, really need to get the meeting with that high-level exec you’re hoping to build a business relationship with, what do you do? Email? Cold call? Outreach on LinkedIn? Each of those has their place, but nothing is more effective than what my fr…
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Driving Modern Sales Through Customer Success and Implementation, Episode #127
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^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^CODE SECTION^^^^^^^^^^^^^^^^^^^^^^^^^ Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ The creation of a Customer Success Program is a powerful approach to delivering results for customers. On this episode of #SellingWi…
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How To Use Referral Selling To Drive Qualified Leads And Generate Sales, with Joanne Black, Episode #126
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Referral Selling: It sounds like the holy grail of lead generation and customer acquisition, and my guest on this episode of #SellingWithSocial insists that it is all of that and more. Joanne Black says that getting referrals is a matter of building a systema…
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A Sales Manager’s Guide To Killer Engagement At Your Next Trade Show Sales Booth, with Alice Heiman, Episode #125
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If you are going to spend the time and money to send people from your company to work a trade show booth, you need to be sure that you get the greatest ROI possible. This episode of #SellingWithSocial features my friend, Alice Heiman who has co-founded TradeS…
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How to Increase Sales by Transforming the Sales Structure, with Steve Niemiec, Episode #124
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If your goal is to increase sales, is it merely a matter of getting more qualified leads into the pipeline or does it depend on other aspects of the customer journey? Steve Niemiec believes that there's a lot more to it and that the sales structure companies …
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Empower Your Sales Team With The 4 Pillars Of Sales Leadership With Jeff Shore, Episode #123
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Apple Podcasts | Stitcher | Google Play | Google Podcasts Sales leadership is one of the most difficult roles to fill in any company. My guest on this episode of #SellingWithSocial shares why empowering your sales team starts with freeing up your sales leaders and streamlining their responsibilities. Jeff Shore is a highly sought-after sales expert…
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Modern Sales Prospecting Dos and Don’ts - Mario On The Salesman Podcast With Will Barron, #122
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on …
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Mario Shares Sales Secrets From The Top 1% With Brandon Bornancin, Episode #121
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts This episode of #SellingWithSocial is a bit different than my typical format - it’s a great conversation I had with my friend, Brandon Bornancin of Seamless.ai. Our chat was recorded originally for his podcast “Sales Secrets of the Top 1%" and he's graciously…
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3 Digital Sales Strategies Exposed By The State of Digital Selling Report, with Kurt Shaver, Episode #120
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts On this episode, I welcome back to the show, the man, the myth, the LinkedIn legend, Kurt Shaver. Kurt returns to the #SellingWithSocial podcast to discuss Vengreso’s, The State of Digital Selling Report, and the three key digital sales strategies leaders nee…
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Sales Tips For Hyper Competitive Markets, with Rafe D’Amico, Episode #119
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts On this episode of the #SellingWithSocial podcast, I am picking the brain of The Modern Sale Magazine’s #1 Sales Influencer and Leader on their top 100 list — Rafe D’Amico. He provides amazing insights into the radio industry and gives us his most effective s…
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3 Ways To Increase Cold Sales Prospecting Conversions, with Shawn Finder, Episode #118
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If you’ve listened to my show at all, you’ll know my opinion on cold sales prospecting. You shouldn’t do it. You should always reach out to warm prospects. Occasionally, you have no choice but to email rather than make a phone call. When that happens, there a…
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How To Keep Communication Style Bias From Derailing Your Sales Process, with Paul Watts, Episode #117
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Is your sales process experiencing unneeded hiccups or roadblocks because you’re not taking into consideration the communication styles of your prospects and buyers? If you don’t understand the 4 primary communication styles, it’s very likely. That’s why I as…
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7 Ways You Should Be Selling With Stories, with Mike Adams #116
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts The best salespeople in the world are selling with stories. Why? Because it’s one of the best and fastest ways to build rapport and trust. Not to mention that it enables you to segue into the business part of a sales conversation as “friends” with your prospe…
