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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
 
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 …
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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 …
 
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…
 
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 …
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
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 …
 
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…
 
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…
 
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 …
 
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 …
 
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 …
 
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…
 
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…
 
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…
 
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…
 
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^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…
 
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…
 
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…
 
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 …
 
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…
 
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 …
 
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…
 
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…
 
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…
 
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…
 
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…
 
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…
 
Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. This topic is of increasing relevance in the sales world because over 75…
 
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