Modern Sales - B2B Selling Podcast
by Liston Witherill
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. Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups. Sign up for the newsletter to get the top 10 episodes emailed to you, and stay up to date on Liston's writing, podcast, and sales advice.
Episodes
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148 - Managing Client Expectations: A Guide For Agencies
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147 - Theory of Constraints: What's Hindering Your Agency's Growth?
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 word out by leaving a rating and review on Apple Podcasts.
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146 - A Unified Theory of Business Development Strategy (2021)
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 word out by leaving a rating and review on Apple Podcasts.
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145 - Value-Based Pricing: Is It Right For You?
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...
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144 - [Interview] Low Volume, High Conversion Cold Email with Brad Smith
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...
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143 - [Interview] Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale
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...
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142 - [Interview] The Future of Field Sales with Steve Benson
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,...
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141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group
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...
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140 - [Interview] Selling With Video Emails Is Just Humane with Ethan Beute
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…
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139 - [Interview] Cold Prospecting Emails That Actually Work with Jack Reamer
Sending cold prospecting emails still works, but it takes some careful planning and a touch of empathy. Jack Reamer from Emails That Sell pulls back the curtain and shares everything that's currently working for him and his clients when it comes to cold email. Want the full transcript? Visit the...
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138 - [Interview] Virtual Selling with Jeb Blount
The world was turned upside down in March and if you weren't selling virtually before, you are now. Office space is going away, and more companies are going remote and staying that way. Learn the fundamentals of virtual selling from Jeb Blount, best-selling author and accomplished sales trainer....
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137 - [Interview] Negotiation Plan Strategy with Jeb Blount
You may have thought deeply about negotiation before, but do you have a plan for it? Learn how a negotiation plan strategy can help you find a winning deal that gets you more of what you want, while still delivering what your clients needs. Want the full transcript? Visit the show notes page on…
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136 - [Interview] The Formula For Cold Email Outreach with Kevin Dorsey
Get Kevin Dorsey's formula for cold email based on thousands of emails he's written and sent through his work as VP of Sales at PatientPop. You'll learn how Kevin turns bland outreach into responses and meetings, the amount of research and personalization you need in order to be successful at…
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135 - [Interview] What Joke Writing Can Teach You About Sales
Even though it may seem like a stretch, it's true: the process of writing jokes can teach you a lot about sales. It forced you to think about who you're talking to, what's important to them, and what their every day life is like. In this episode, you'll hear from Jon Selig, a standup comedian and...
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134 - [Interview] Go For No With Andrea Waltz
You might be looking for a yes every time you have a new prospect, but what if that's the exact wrong approach? Instead of seeking out a yes, go for no. That's the advice from Andrea Waltz, author of the book Go For No, and she'll tell you how to fail your way to success. Andrea's Book, Go for No...
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133 - [Interview] The Truth About Emotional Sales and Empathy
You have to be more empathetic and have more emotional intelligence to do well in sales. But what does that mean, and what specifically should you do to increase your empathy? David Priemer, author of Sell the Way You Buy and owner of Cerebral Selling, knows a thing or two about emotional...
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132 - [Interview] 8 Steps to Winning Sales Presentations with Brian Burkhart
Sales presentations are the culmination of weeks, months, or even years of work. Getting them right is critical. Brian Burkhart, CEO of Square Planet, has a method of sales presentations that's a little unusual but uber effective. In this episode, you'll learn his 8-step process to winning sales...
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131 - [Interview] Why Marketing Is Critical to Outbound Sales
How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group. Want the full transcript? Visit the show notes...
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130 - [Interview] Radical Transparency In Negotiation with Todd Caponi
Would you show your cards to the dealer during a game of blackjack? That's what Todd Caponi thinks you should do in your next sale, including your negotiation process. In this episode, you'll learn why it's best to expose your flaws openly, how it'll help you build trust, and how to use radical...
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129 - [Interview] Value Planning For Better Sales Calls with Andy Paul
Value planning should be done every time you interact with your prospects. It's the answer to the question: "what's in it for my prospects to talk to me?" And Andy Paul, of the Sales Enablement podcast and RingDNA, knows a thing or two about value planning for better sales calls. In this episode,...
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128 - [Interview] How to Sell During the Crisis with Jake Dunlap of Skaled Consulting
Should you be selling during the crisis? If so, how? The answer to the first question is yes, and the answer to the second question is more complicated. The simple version starts with one word: segmentation. In this episode, Jake Dunlap talks about his approach to segmentation, the pieces you…
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127 - [Interview] A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas
Hiring the right people is mission-critical for all companies, of all sizes, and in every stage. Get hiring right and you'll people on board who can help you build something great, while the wrong people can sink the whole ship. Amy Volas has a lot to say about sales recruiting and sales hiring,...
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126 - How to build authority in your market
Being seen as an authority in your market can reverse the tables. Instead of you interrupting people with prospecting messages, they may actually start coming to you. Building authority is a long process, and one that's definitely worth it. In this episode, you'll learn the basics of building...
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125 - [Interview] How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped
Setting next steps is really the 80/20 of selling. To keep momentum in your deals, set next steps at the end of every meeting, every call, or any other interaction you have with prospects. In this episode, Mark Fershteyn, CEO of Recapped.io, talks about the process he uses to set next steps, and...
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124 - Storytelling In Sales to Make Your Pitch Stick
Storytelling in sales is one of the most powerful skills available to you, especially if you sell something that represents hard change for your client. In this episode, you'll learn why stories are so powerful, what makes up a good story, and how to start using storytelling in your sales process...
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123 - [Interview] How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen
How is expertise bought, and how should you sell yours? Hinge Marketing asks this question over and over again, and they do research on how professional services buyers make purchasing decisions. In this episode, Liston interviews Lee Frederiksen to discuss what he's uncovered in his research…
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122 - Sales Presentations: How to Make Them More Effective Based On How People Learn
Sales presentations are a critical piece of your sales process, but have you ever stopped to ask how effective yours are? We can turn to the science of learning and something called cognitive load theory for the answers. What you'll find is that your sales presentations could be improved. In this...
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121 - [Interview] The Truth About Motivation with Justin Welsh
Can you motivate your team to reach new levels of performance, or are differences in motivation just genetic? Justin Welsh, former VP of Sales at PatientPop, talks about his approach to motivation, and what you can (and can't) do to keep your team motivated. Justin also reveals his formula for...
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120 - Sales Motivation Principles That Actually Work
The good times are easy. But how do you maintain motivation when things aren't going so well? In this episode, you'll learn the science behind motivation, how to increase your sales motivation and your team's, and what not to do, too. Want the full transcript? Visit the show notes page on our...
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119 - [Interview] Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting
How do you prospect during a global pandemic? Well, think about what's going on with your prospect. That's exactly what you should do in a pandemic, and it's exactly what you should do when we're not in a pandemic. Jason Bay, a prospecting expert, gives his advice about how to prospect and lead...
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118 - Remote Selling: The Sales Process for Selling Remotely
Selling remotely means a slightly different approach to your sales process, and you'll have to make adjustments accordingly. Attempting to directly transfer your sales process from in-person to online won't work. In this episode, you'll learn some of the nuance that goes along with selling...
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117 - Remote Selling: Video Selling and Building Trust Online
Whether you're new to remote selling or you've been doing it for years, you know that building trust is a critical part of the process. In this episode, you'll learn how use video selling to build trust during your remote selling process, along with some other ideas about how to use video in your...
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116 - Remote Selling: Making the Fast Transition From In-Person to Online Selling
We're all in a time of great upheaval, and one of the biggest changes is being stuck inside. If you're new to remote selling, there's a lot to learn. In this episode, I'll cover the basics of what you need to know. For more information on remote selling and a complete list of links mentioned in...
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(Rebroadcast) 081 - Sales Training, Part 4: Value Based Selling Done Right
Relying on pricing and features to sell your services? There's a smarter way to go. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/value-based-selling-done-right-rebroadcast --- Get a daily sales insight sent straight to your inbox:...
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(Rebroadcast) 079 - Sales Training, Part 2: Finding the Pain
No pain, no change. In order for your buyer to be ready to make a purchase with you, they have to be in some kind of pain right now. That could be caused by a gap in their capabilities, by them losing money, missing opportunities, or losing out to the competition. Whatever it is, they'd better…
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115 - Sales AI: Tools You Can Use It Right Now
The promise of AI may be somewhere off in the future, but machine learning and data science can help you sell more today. Learn the main ways it’s being used, by whom, and how you can have little robots helping you sell more right now. Want the full transcript? Visit the show notes page on our...
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114 - Sales AI: Will AI tools take over sales jobs?
Artificial intelligence has a lot of promise, but how far it will go is up for debate. We take a look at sales AI and the potential impact it will have on jobs now and in the future. McKinsey Jobs Report LinkedIn’s Emerging Jobs Report Want the full transcript? Visit the show notes page on our...
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113 - Sales AI: Is the revolution coming?
The sales AI revolution is...here? Is it? What do we even mean when we say artificial intelligence in sales? In the first episode of the sales AI series, we’ll cover what artificial intelligence is...and what it’s not. Want the full transcript? Visit the show notes page on our website:...
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112 - Pain Points: Do buyers respond more to pain or gain?
Is it better to focus on your prospect’s pain points, or what they stand to gain? In this episode, we’ll dive into the science of how buyers make decisions and which messages are more likely to move them to action. The results might surprise you... Want the full transcript? Visit the show notes...
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111 - Personality Test: Can They Help You Sell?
Personality tests are a multi-billion-dollar industry because they promise to teach us more about ourselves and others - but do they work, and in what situations? In this episode, we’ll uncover the accuracy and usefulness of personality tests so you know how they can (and can’t) be helpful. Want...
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110 - Using Cold Email Email to Get Podcast Advertisers
The time has finally come to monetize Modern Sales, and how else would it be done but without sales? In this episode, you’ll learn the strategies and tactics used to bring in the first advertisers to the podcast, and the work that still needs to be done. Want the full transcript? Visit the show...
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109 - Selling Services v. Products: What's the Difference?
Selling services is quite different from selling products. Namely, it’s much more difficult! The differences come down to three main factors: definition, trust, and risk. The more you can address these factors, the more you’ll accelerate your services sales process. Want the full transcript?…
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108 - [Interview] Buyer Isights: How Trust Is Built with Deep Mahajan
Trust is a critical element of every sale, especially when the stakes are high. Deep Mahajan, Senior Director and Head of People Development and Culture at Nutanix, discusses her buying process and how she comes to trust her vendors. Connect with Deep on LinkedIn Get Liston’s daily newsletter…
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107 - [Interview] Buyer Isights: Finding the Gaps with Bill Ball
Finding the gaps within an organization provides opportunity. It’s those gaps that enable a sale to take place - just ask Bill Ball. In this Buyer Insights episode, Bill shares what it takes to sell into his own organization, and has a surprising request for all sellers. Want the full transcript?...
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106 - [Interview] Buyer Isights: How Enterprise Clients Buy with Ariel Yoffie (Former IBM)
In order to know how to sell, we first must understand how buyers buy. And if you’re selling into Fortune 100 companies, you’ll definitely want to hear former IBM employee Ariel Yoffie’s in-depth, step-by-step process for evaluating vendors. Want the full transcript? Visit the show notes page on...
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105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings
How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting. Often we’re so…
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104 - Sales Meetings, Part 3: Running a Successful Meeting
No amount of planning can make up for a poorly run meeting. In this episode, I share the science behind setting the tone, action steps for running a great meeting, and advice on dealing with adversity when it comes. Running a great meeting isn’t easy. People come to meetings with other priorities...
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103 - Sales Meetings, Part 2: How to Plan For a Great Meeting
Want your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how to plan every meeting so it’s a smashing success. Want the full transcript? Visit the show notes page on...
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102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers
Sales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them around asap. Want the full transcript? Visit the show notes page on our website:...
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101 - Sellers Become Marketers, Part 6: Automating Like a Marketer
Are you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a...
About this show
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.
Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups.
Sign up for the newsletter to get the top 10 episodes emailed to you, and stay up to date on Liston's writing, podcast, and sales advice.
Hosted by
Liston Witherill
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