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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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show series
 
This HUGE Vengreso announcement couldn’t come fast enough for the world’s one billion knowledge workers. Because with stats from a recent study like 49% of knowledge workers doing repetitive tasks that take them away from strategic work, resulting in over 17.3 hours in lost productivity every week – the days of copying and pasting are finally numbe…
 
From missed quotas to high customer churn, to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. But, the question often becomes, as a sales leader, what should and can they do to not just motiva…
 
The past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, t…
 
The emerging role of the Chief Revenue Officer (CRO) has become one of the most talked-about topics in B2B sales this year. But, when it comes to truly knowing how to position and leverage a CRO to help a sales organization scale, this is where many modern sales companies are struggling. The key to the success of a CRO comes from not just the path …
 
The B2B sales landscape has shifted from the phone to the email inbox. With the average consumer being bombarded with over 5,000 sales and marketing messages every day – knowing how to stand out in the inbox is what most sellers are struggling with. But, the key to getting your cold outreach messages read and responded to comes down to nailing a fe…
 
Selling, especially in this post-pandemic space is just as much of a science as it is an art. There’s no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies, and B2B sales strategies to navigate, knowing just what you should be doing to generate hig…
 
When it comes to making prospecting easier, the temptation can be to turn to sales automation to reach more prospects. But, modern sellers beware – sales automation has to be implemented the right way to increase the effectiveness of prospecting. From the sales automation best practices to automation tools to use, to the mistakes to avoid – we cove…
 
Over the past two years, the business landscape has dramatically shifted. The days of taking a ‘spray and pray’ approach are long gone and have been replaced with much more targeted sales tactics to attract an eager and ready-to-buy B2B audience. There are a host of unique account-based selling techniques that leading organizations are using to bri…
 
What if you knew the exact companies or individuals who are actively looking for the products or services you offer? Imagine how much more targeted your outbound marketing or prospecting could be. That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based…
 
It’s no secret that the B2B sales game has become harder and harder. With more informed buyers, the same old sales techniques aren’t working at the same success rate to convert prospects to customers. But, what should sales reps and leaders do to really move the sales needle? The answer is simple: better prospecting! Yet, the key to doing this succ…
 
As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic. Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in trainin…
 
As modern sellers have adapted to this new virtual selling environment, getting in front of and staying in front of buyers has become harder to do. From email sequences to LinkedIn messages, to video sales techniques – there’s no shortage of ways to reach the modern buyer. However, the traditional ‘spray and pray’ sales methods of the past have to …
 
There’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers. From trying to find ideal prospects, to engaging with them through sales messages or social media, to following up to get a booked call – prospecting has become a science. And, those modern B2B sales professionals that kn…
 
In this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice Heiman, the host of Sales Talk for CEOs. We go deep into the ins and outs of how I built Vengreso to become the largest digital sales training company in the world and the unique remote selling strategies I’ve used to…
 
In today’s overly saturated B2B sales market, standing out from the crowd and getting a “yes” from your prospect is not achieved by using traditional selling techniques. Because when modern B2B sellers understand how to leverage the intersection between human behavior and psychology, then they can evoke the emotion necessary to drive the sale. That…
 
The science of getting to the first “hello” has become a must-know skill for today’s modern seller. With so many marketing and sales distractions, coupled with the plethora of options the modern buyer has at their fingertips – the “spray and pray” method of prospecting is quickly becoming obsolete. In this episode of the Modern Selling Podcast, we …
 
If the past 18 months have taught us anything, it’s that virtual selling is here to stay. And, in order to master the new art of modern selling, sales leaders must tap into the prospecting power of the social selling tools at their disposal. Because those sales reps that know how to personalize their outreach, engage prospects in meaningful convers…
 
With the pace of how we sell rapidly changing, the modern seller must perfect a host of strategies to meet the modern buyer on the platforms they frequent, with the right messages. Using unique sales strategies like value-based selling is quickly becoming a hot topic among the top sales leaders. The art of value-based B2B selling revolves around ge…
 
The global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers. Traditional “spray and pray” methods that once worked, no longer have the same success rate, which has forced sales leaders to employ a new set of sell…
 
The rise of sales enablement technology is fundamentally reshaping what sales leaders thought was possible. From providing real-time sales coaching insights to help reps improve their sales skills on the spot, to empowering sales organizations to use large volumes of data to elevate their sales processes – the sales game is changing! And, with the …
 
Prospecting has become one of the most difficult steps in the sales cycle. But, what can modern sellers do to turn the tide and get disinterested prospects to lean in and want to explore new solutions to their problems? That’s the question we set out to answer in this episode of the Modern Selling Podcast with my special guest and prospecting guru,…
 
I’m doing things a little differently with this episode of The Modern Selling Podcast. Because instead of me interviewing a guest, I want to share an interview I did with Ethan Beute and Steven Pacinelli of BombBomb as part of their The Customer Experience Podcast. We had a great in-depth discussion on customer success, prospecting, and how to mast…
 
When it comes to selling to the modern buyer, there are so many new and intricate complexities to navigate. From how to leverage social selling techniques, to how to craft an email that gets you a booked sales call, to the best way to handle a sales conversation without selling – modern sellers have their work cut out for them. But, in this episode…
 
What separates a good customer experience from a great one that instantly attracts repeat business? That’s the question we’re diving into in this episode of The Modern Selling Podcast. My guest, Shep Hyken, is nothing short of the Godfather of Customer Experience – having authored eight books on the subject and working with hundreds of thousands of…
 
In the very one-dimensional sales world that many sales teams currently operate in, it’s becoming harder to increase the number of high-quality leads, book more sales calls, and boost conversion rates. That’s why the sales conversation must shift from “spray and pray” methods to sales strategies that leverage the art of human-centered communication…
 
To sell to the new digital consumer, sales leaders must shift the sales conversations from being focused on what they’re selling to understanding the prospect’s unique story. But, knowing how to make this transition can be challenging for sales organizations. In this episode of The Modern Selling Podcast, sales strategist, John Smibert and I explor…
 
Sinking time and money into outdated sales techniques is why so many organizations are struggling to increase their results. That’s why the question should shift to focus on how to implement the most cutting-edge sales tools to identify prospects faster and nurture deeper relationships. My guest in this episode of The Modern Selling Podcast is a te…
 
Automation is the path of the future, especially for sales companies. But, knowing how to automate sales outreach the right way is where so many companies are falling short. My guest on this episode of The Modern Selling Podcast is an avid technologist and sales futurist who has mastered the science of fully automating fast-growing sales. Make sure…
 
As the world enters into a new and ever-evolving post-pandemic landscape, sales leaders are hyper-focused now more than ever on mastering the art of selling. My guest in this episode of The Modern Selling Podcast is a Harvard Business School professor, market researcher, and best-selling author who has spent decades studying the data behind what re…
 
Sales coaching is critical to your organization’s success. These days, businesses are focused more and more on learning and developing frameworks for sales enablement to support coaching. So, what’s all the hype about sales coaching anyway – and why is it getting so much attention? I asked Nicholas Gregory, a seasoned, globally recognized sales ena…
 
As you’re aware, the speed of innovation is only getting faster in today’s dynamic market. Understanding the trends, and quickly responding to them, is the key to success. Are you paying attention? New data-driven sales technologies help sellers who are wanting to stay ahead of the curve, make the right decision at the right time Today, I’m joined …
 
The digitization of the world’s economy has accelerated in recent years. The changes brought about by the information age have revolutionized marketing and advertising. A crucial aspect of the sophisticated pipeline structures used by modern businesses is sales development. Pipelines are instrumental to a company’s growth, and my guest today has a …
 
Negotiation isn’t just a tool that turns potential buyers into customers. The best negotiators create an ongoing partnership. My returning guest on this episode of The Modern Selling Podcast is a good friend of mine, Petek Hawkins. She says that you’ve already begun negotiations before you first reach out to a potential buyer. Petek is Head of Enab…
 
Sales and Customer Success are essential to the growth and expansion of any organization. So, how you think about them and how well they work together will shape the future of your company. How can you improve your client’s customer experience so there are no gaps between sales and customer success? That is the topic of this episode of The Modern S…
 
The sales profession is evolving at a fast pace because of the changes in consumer behavior. B2B sales are becoming more and more like B2C sales in many aspects. That is why modern sellers need to level up their sales skills and adapt to the modern buyer. One of those skills is the ability to find latent problems that prospects are unaware of. How?…
 
This episode of The Modern Selling Podcast is a little bit different. Instead of me interviewing a guest, I want to share an interview I did with Rob Jeppsen on the Sales Leadership Podcast, where we talked about creating more sales conversations and how to prospect. Our own research at Vengreso has shown that the hardest part of the sales cycle, a…
 
Are you coaching your sales team or are you just making sure they hit quota? According to my guest in this episode of The Modern Selling Podcast, sales leaders today have moved from providing sales coaching to reporting on numbers. And that is not helping sellers grow. Listen to this interview with Charles Forsgard, the Vice President of Global Sal…
 
For those of us in the trenches, it is obvious that buying and selling has changed significantly due to Covid and the shift to virtual selling. But what does the research say about these changes and what can we do to overcome the new challenges? To answer this question, I have an amazing guest in this episode of The Modern Selling Podcast, Andee Ha…
 
What can sales leaders learn from cybersecurity awareness? A lot! My guest in this episode of the Modern Selling Podcast is Perry Carpenter, author of Transformational Security Awareness: What Neuroscientists, Storytellers, and Marketers Can Teach Us About Driving Secure Behaviors, and he brings some great insights for sales leaders and marketers. …
 
With so many sales methodologies available, sales leaders ask themselves how they can pick one and how they can actually implement it and drive adoption among their sales team. My guest in this episode of The Modern Selling Podcast is a sales strategy and methodology enthusiast who has great insights about this topic. Paul Curto is the Head of Glob…
 
How do you get a traditional sales team to embrace modern selling techniques and engage with prospects digitally? That is the topic of conversation in this episode of the Modern Selling Podcast with my guest Kyle Healy. Kyle is the SVP of Sales Enablement and Strategy for NFP. A dynamic leader with nearly 15 years of experience in the insurance con…
 
Sales and marketing have evolved significantly in the past few decades, especially in the SaaS space. In the 90s, for example, we had sales-led growth, with sellers doing cold calling and hitting the phones. In the 2000s, it was about marketing-led sales or marketing-led growth, with events, inbound leads and SDRs doing outbound prospecting. Now, a…
 
Whether you are a sales leader looking for a new role or an aspiring sales rep looking for your first sales job, you will want to listen closely to what my guest has to say. My guest in this episode of the Modern Selling Podcast is Richard Harris, a seasoned SaaS leader and consultant. Richard has 20 years of sales and sales training experience wit…
 
Most sales professionals operate without a strategy, which results in a reduction in sales productivity. How can we fix this? That is the topic of discussion in this episode of The Modern Selling Podcast, with my guest, Brain Margolis. Brian is a former environmental/fisheries scientist turned entrepreneur. He is the founder of ProductivityGiant.co…
 
9iu Pipeline generation is one of the biggest challenges to the sales force today. No matter where you go or whatever the organization is, whether it's consulting services or SaaS, pipeline generation is the Achilles heel for most organizations. So how do we solve that problem? That is the topic of this episode of the Modern Selling Podcast with my…
 
On May 6, 2017, Robert Paylor broke his neck. On national television. During the Rugby collegiate championship game. Doctors said he would never walk again and would actually be lucky if he could regain any movement below his neck. Yet, almost four years later, Robert is telling an amazing story of recovery, hope, and forgiveness. I’m super excited…
 
Organizations don't partner, people do. As sales leaders in a remote selling environment, we must teach our sellers how to create successful partnerships that will ultimately increase your sales pipeline. This is the topic of conversation with my guest in this episode of The Modern Selling Podcast, Fred Copestake. Fred is a sales consultant, traine…
 
Every sales leader has a story of what they've learned and what they've gone through in their sales careers. From times when they thought they should have gotten a promotion but didn't get it, to times when they finally got it and then felt they were the worst managers in the world, or realized they were better reps than managers. How can salespeop…
 
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…
 
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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