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.
 
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show series
 
Today we have eleven questions about sales outreach. Let’s dive in! RAPID FIRE QUESTIONS: What kind of greeting should I use? What’s the simplest way to test a multichannel campaign? How can I find a better prospect using Sales Navigator? Is it possible to find a list of my competitor’s prospects? If so, how? If all I can find is an info@ or team@ …
 
Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/value-based-pricing --- 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 heard? Help us get the …
 
We’ve received a lot of cold emails for link building, and in this teardown we want to reformulate some of the value propositions of those emails, turning them from features into benefits. Emails we teared down: 1 > I have some recently created content and was wondering if I can send it over and maybe share it with your audience. 2 > I was thinking…
 
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…
 
Hello outbounders! Today we’re going to reveal how to go from 0 to 1000 LinkedIn connections in a very short period of time. Say you are looking for influencers in your field to give you life career advice. Here is what you can do to get to a meaningful network of the right people on LinkedIn in 3 steps: Start small Use low hanging fruits Make your…
 
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…
 
In this episode we’ll go over three emails in ten minutes. Takeaways from this episode are: cut it down, keep it clear and try out some images to personalize. If you have received some interesting cold emails and you would like us to do a quick teardown on them, email us and we’ll be happy to take a quick look at them. Also check out https://course…
 
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…
 
In this episode we’ll go over five unfair advantages that you have when you do outbound sales. What We Cover: Handpick clients Zero delay Low risk Bigger pool Own the conversation The biggest advantage you have is that outbound can make an entrepreneur’s dream come true very fast - if you find the segment of the marketplace that needs what you have…
 
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…
 
Today we are going to define what Lead Generation is - short and clear. HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: What it means to win interest from qualified prospects Job titles that involve lead generation as a primary role Inbound and outbound paths to lead generation How to qualify leads What personalization is and how it can benefit y…
 
Today, we’re facing a challenge - 10 minutes to find Jordan Belford’s email address and send a cold email to him. This is what we came up with: Jordan, I’ve taken a straight line 2 times and have already seen 3x more sales because of your training. But that’s not actually the reason I’m contacting you today… I see Oracle has sponsored your Youtube …
 
In this watercooler episode we’re talking about the four types of campaigns that were getting 40-60% reply rate in 2020. Let’s see what they are! HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: How the pandemic affected reply rates Why it was a good year for campaigns that are inquiring about purchasing a company The advantages of re-engaging you…
 
Today we have a sales outreach rapid fire. Here are the questions: Should I reach out during the holiday season? How would you cold email for competitor research? How can I follow up with people who replied “not interested” six months later? What is the future of B2B prospect data? What should I do with the prospect who opened my email, clicked on …
 
In this growth chat we are talking about well established entrepreneurial businesses proposing great lifetime deals for their cool products to a huge audience. If you’re dealing with a well established company, you need to be careful about how you do outreach, because you can tarnish a brand that’s been doing nicely for a while. We’ll use the growt…
 
If you are trying to find the best way to ramp up sales, you must be wondering if that involves an agency, or you should focus on the internal sales team. Let’s see what are pros and cons to either of the choices. HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: Questions to ask yourself when planning next year’s sales The risk of outsourcing outb…
 
Today we are talking about the action on leads who were interested enough to visit the sales page, but not enough to purchase. Enjoy! HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: How to use both inbound and outbound mindset for a successful nudge campaign How to generate insight and act based on what the people click on How to use links in you…
 
We all know about a lot of easy marketing outbound stuff that we could do, but we are just not acting on it. So let’s see how we can take action and avoid losing low-hanging-fruit prospects. Enjoy! HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: What to do when your prospect is interested in your offer, but not at that moment How to automate remi…
 
The reality is that most of your market will not buy from you. So wouldn’t it be nice to spend your time and effort with the people who are more responsive and truly need what you have to sell? HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: Why you would want to cut down your list Where to find the hottest leads How to contact prospects WHEN the…
 
We are excited about tweaking profiles lately! A couple of guests we had on the show have said that your prospects are going to check you out. So you have to consider having an updated profile that doesn’t look like a CV, but more like a sales page. Today we are tearing down three LinkedIn profiles that we have a lot to learn from. Enjoy! LINKEDIN …
 
Today we’re tearing down cold sms messages. We’ll discuss what we like, what we don’t like and see if those messages could be used in other mediums. Maybe the most interesting thing in this case is to realize what you can do within 160 characters. To learn how to face this and other kinds of challenges in the cold email world, check out https://cou…
 
Jack found some old cold email from 1902 selling natural gas products to businesses, and we've had a blast at tearing it down. There are so many solid elements of cold email in that letter, that we've thought it's definitely worth taking a second look in 2020. You will learn how it could be easily adapted from a direct sales letter to today’s cold …
 
Here are the newest questions from our cold emailers, let’s dive right in: Rapid Fire Questions: What's the best source to learn from about cold emailing? What are the best ways to improve the response rate for "cold" emails? Are cold emails becoming less effective? What's one thing I should stop doing with cold email? How many links can I have in …
 
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