Mastering Modern Selling

Get ready for an insightful dive into the world of AI in sales with the incredibly knowledgeable Amarpreet Kalcat. You'll be captivated by Amarpreet's unique perspective on the intersection of technology and the art of selling, drawing from his extensive experience in AI, data algorithms, and product building. This promises to be an enriching exploration of how to keep sales human in an increasingly digital world.We journey through Amarpreet's experiences at AWS and Humantic AI, shedding light on the 'Sales Innovation Paradox' and the intriguing concept of 'buyer intelligence' versus 'intent'. Amarpreet challenges the status quo, underscoring the importance of focusing on the individual behind the sale - their professional and personal goals - as opposed to merely targeting the organization. This is a compelling reminder of the value of people in the sales process in an era where technology often takes center stage.The discussion takes an even more thought-provoking turn as we delve into the potential impact of automation on jobs and the need to strike a balance between AI and human connection. Amarpreet's insights offer a roadmap for businesses to restructure in a way that leverages AI effectively while remaining human-centric. As we wrap up, Amarpreet enlightens us on the future of 'personality AI' and its role in sales - a future where machines understand us better and interactions become more personalized. This is a must-listen for anyone navigating the evolving landscape of sales and AI. You won't want to miss it!

Ever wondered if social selling is truly the future of sales? Or if it's just a passing trend? Fear no more as we bring you the King of Social Selling himself, Daniel Disney. Brace yourself for a hearty conversation dripping with dad jokes, insights from Daniel's books on LinkedIn sales and messaging, and the secret sauce for garnering any meeting you desire. Our journey traverses the varying terrains of social selling. From battling traditional salespeople on the cold calling versus social selling debate to witnessing its widespread acceptance today. Daniel dishes out wisdom on the art of creating compelling content, the power of personal branding, and maintaining a balance between soft messages and strategy. Uncover the impact social selling has on the C-suite and how to drive results using this modern sales technique. As we venture further, we delve into the strategic use of platforms like LinkedIn, the KPIs that really matter, and the potential role of AI in social selling. Our conversation shifts gears to explore the potency of personal branding, the importance of building trust and relationships, and the compelling need for salespeople to make their mark on digital platforms. So tune in, laugh a little, learn a lot, and redefine your understanding of the art of social selling with Daniel Disney.

In this week's episode we will explore a key new strategy for social selling success : community building. We will discover how community emphasizes trust and long-term relationship and transforms customers into brand ambassadors and prospects into string, healthy connections. Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1

This week we are joined by LinkedIn Celebrity Darren McKee! Darren will share his secrets on how he organically grew his LinkedIn presence and influence and how that has lead to sales success as VP of Sales at Skye! 1:00- Dad jokes3:09- Darren’s background 4:51- Darren’s LinkedIn journey8:28- Personal LinkedIn 11:37- Showing up everyday 15:16- Creating demand 18:36- It’s more than posting 23:14- Creating content 27:08- Your LinkedIn is your reflection 30:44- Creating conversations 34:23- Moving from LinkedIn to better37:59- You just haven’t done it long enough yet42:12- Building relationships46:50- Have a plan49:12- Going into it with a good viewpoint 51:25- Wrapping up Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1

This week we are joined by best selling author, keynote speaker and sales expert Anthony Iannarino. Anthony specializes in complex B2B sales and will discuss why sales is broken and the framework for his new Revenue Blueprint. This is a not miss episode!1:40- Dad joke time4:25- Anthony Iannario background 6:55- Being effective10:09- The Only Sales Guide12:30- Discovery Meetings 16:26- Flash it or Flush it 20:14- Doing the Reading 24:51- Buyer Centric vs Seller Centric 30:13- It all goes back to people 33:10- Buyers are trying to be sales free36:01- People are skittish 42:30- Go slow to move fast46:12- Sales people are burned out48:44- Sales Pressure51:20- Sales approach from the 60’s 54:05- The Negativity Fast58:35- Daily Practice of Negative Fast1:02:38- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1

Season 2 kicks off with an amazing social selling 2.0 case study featuring Lauren Marturano and Flora Muglia from Zinnia. In this episode we will discover how Lauren and Flora have leveraged "dark social" and social selling tactics to grow their early stage startup and why social selling is critical to their sales and marketing playbook. 4:30- Flora’s Background 9:38- Dark Social13:26- Consumption of Social Media 17:04- The harder I work, the luckier I get22:34- Creating content and SEO29:28- Different implementations 32:54- Ask the right questions 37:10- Different types of content 39:08- Flora’s company44:18- Wrapping upSubscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1

In this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady.Here are five pivotal points from the discussion:Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program’s focus on real-world applications rather than traditional exams. The curriculum emphasizes role-plays, hands-on projects with CRM tools like Salesforce, and intense competition simulations that prepare students for actual sales scenarios.The Humanistic Approach: Echoing modern selling philosophies, Victoria stresses the importance of viewing prospects as individuals rather than just business opportunities. This approach fosters genuine connections, making it easier to address their needs effectively.Leveraging LinkedIn: The program also teaches the strategic use of LinkedIn, including maintaining a strong SSI score, to better identify and engage with potential clients. This tool is pivotal in understanding what matters to prospects at a personal and professional level.AI in Sales: Artificial intelligence plays a crucial role in their training, with tools like ChatGPT being used to grade role-plays and provide feedback. This integration of technology is preparing students for the future landscape of sales, where AI aids in refining sales strategies.Continuous Adaptation and Improvement: The sales program is continuously evolving, and adapting to new industry standards and technologies. This adaptability is crucial for staying relevant in the ever-changing field of sales.Victoria's insights not only shed light on the cutting-edge methods being taught in modern sales education but also underscore the importance of continuous learning and adaptation in sales. Her approach illustrates how blending technology, personal connection, and strategic thinking can revolutionize selling techniques. For those eager to stay ahead in the sales game, embracing these innovative strategies is key.Watch the full episode here! This Show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

In the latest episode of 'Mastering Modern Selling,' we had the pleasure of hosting Matt Watson, the dynamic founder and CEO of Full Scale. This discussion is a treasure trove of practical insights on leveraging personal branding and modern selling strategies effectively.Key Insights from the Episode:Personal Branding on LinkedIn:Matt emphasized the power of LinkedIn for personal branding. Regularly posting relevant content not only boosts visibility but also establishes credibility and authority in your industry.The Importance of Networking:The discussion underscored the importance of building a robust network. Matt shared how his extensive network was crucial in the rapid growth of his company, highlighting that your network can significantly amplify your reach and impact.Content Consistency:Staying consistent with content creation on LinkedIn is vital. It keeps you top of mind for your network, ensuring that when they need services you offer, your name is the first that comes to mind.Engagement Beyond Likes:Engagement doesn't always manifest as likes or comments. Many are silently observing and absorbing your content, which can lead to opportunities when they decide to engage more directly.Integrating Sales and Marketing:Matt's journey from a tech specialist to a marketing-savvy CEO illustrates the importance of integrating sales and marketing. Understanding and embracing marketing can profoundly impact business growth and sales.Matt Watson's insights from this episode of 'Mastering Modern Selling' are invaluable for anyone looking to sharpen their sales and marketing strategies in the digital age. His success story is a testament to the power of personal branding and network leveraging in modern selling environments.

In this engaging episode of Mastering Modern Selling, we had the pleasure of hosting David Priemer, a seasoned sales strategist known for his contrarian approach to modern sales practices. David shared profound insights and strategies to reimagine and revitalize sales processes, emphasizing a journey from conventional sales tactics to innovative and effective methods.Key Takeaways:Value-Driven Discovery Calls: David stresses the importance of transforming mundane discovery calls into value-driven interactions. He advocates for these calls to focus on the buyer, making them not just about gathering information but about providing immediate value, which engages and benefits the prospective client.Sales as a Science: Emphasizing sales as a science rather than an art, David underscores the necessity of having a systematic approach. He believes in developing a robust sales process that can withstand the high turnover typically seen in sales roles, ensuring continuity and consistency in performance.Challenging Old School Methods: David challenges traditional sales tactics and emphasizes the importance of a sales culture that is adaptable and continuously evolving. He advises organizations to shed outdated practices and adopt new strategies that align with modern buyers' expectations and behaviors.Strategic Changes and Assessments: Highlighting the strategic changes necessary within organizations, David talks about his unique maturity assessment tool that helps sales leaders understand and improve their sales processes and strategies effectively.Building a Destination Team: The concept of 'destination team' is crucial in David's strategy, where a sales team is not just about having great salespeople but about having the right processes and environment that attract and nurture talent, fostering long-term success.David Priemer’s insights remind us that successful selling in today's market requires more than just following a script; it demands a deep understanding of the sales process, creativity in approach, and most importantly, a focus on providing genuine value to customers. His strategies are a call to action for sales professionals and organizations to rethink their methods and align with modern expectations to achieve sustainable success.

In this episode of Mastering Modern Selling, our special guest, MJ Smith, a seasoned B2B marketing leader with extensive experience in the industrial sector, shared invaluable insights that are shaping the future of sales and marketing. Below are the five key takeaways from our enlightening discussion:Leadership and Content Synergy:MJ underscored the critical role of aligning company leadership with marketing strategies. His approach involves creating a cohesive narrative across the organization, starting from the CEO, to ensure that the messaging resonates deeply and uniformly across all platforms.Harnessing CEO Influence on LinkedIn:An astonishing 19% of MJ's qualified pipeline results from the CEO's active participation on LinkedIn. This highlights the power of personal branding and direct engagement by company leaders on social platforms to drive tangible business outcomes.Strategic Narrative Development:The conversation emphasized the importance of crafting a compelling strategic narrative that answers "why change" and "why now" for customers. This narrative serves as a foundational piece that informs all aspects of business communication and product development, ensuring consistency and clarity in all messages.Content Diversity and Authenticity:MJ advocates for a mix of content types on social media, from strategic narrative posts to spontaneous, visionary insights directly from the CEO. This blend not only enriches the content stream but also maintains authenticity, keeping the audience engaged and connected.Focused Channel Strategy:Focusing predominantly on LinkedIn has allowed MJ's team to maximize their impact where their target audience is most active. This strategy of channel concentration rather than dilution across multiple platforms has been key to building a strong brand presence and recognition.Engage, Inspire, and InnovateMJ Smith’s session is a treasure trove of innovative strategies that challenge conventional sales and marketing approaches. His integration of personal leadership narratives into the company’s brand story, combined with a focused content strategy, provides a replicable model for sales leaders looking to elevate their game in the digital age.

In an enlightening episode of Mastering Modern Selling, Samantha McKenna, CEO of #SamSales Consulting, brings her vibrant energy and unmatched expertise to the table.As a veteran in enterprise sales with a rich background including leading roles at major corporations like LinkedIn, McKenna offers a fresh perspective on sales strategies that break the conventional mold. Here are five essential insights she shared, designed to elevate the sales experience:The Delayed Thank-You Tactic: McKenna introduces a subtle yet powerful technique called the 'delayed thank-you.' Instead of immediately responding with gratitude after a proposal submission, she suggests waiting until the promised follow-up time. This tactic ingeniously nudges the client to remember and honor their commitment, increasing the likelihood of a timely response.Proactive Calendar Management: To combat the common issue of unresponsive prospects post-initial agreement, McKenna recommends proactively scheduling meetings for a future date, giving clients an easy way to confirm or reschedule. This assertive approach minimizes limbo and boosts the efficiency of securing important sales discussions.Humanizing Sales Interactions: Emphasizing manners and authenticity, McKenna advises sales professionals to humanize their interactions. By prioritizing genuine communication and avoiding salesy jargon, sellers can foster better relationships and stand out in a profession often marred by stereotypes of pushiness.Navigating LinkedIn as a Sales Tool: Leveraging her expertise from years at LinkedIn, McKenna stresses the importance of using LinkedIn not only to project thought leadership but also to engage actively with potential clients' content. This strategy helps build relationships and positions sales professionals as attentive and informed partners.Expanding the Sandbox: McKenna shares a case study of engaging a potential client through strategic interactions on LinkedIn. By consistently engaging with the client’s posts and offering value, she was able to secure a significant business opportunity, showcasing the effectiveness of thoughtful social selling.This episode merges traditional sales techniques with modern digital strategies, particularly in leveraging social media for meaningful business relationships. These insights not only challenge the status quo but also invite sales professionals to refine their methods and mindset toward more effective selling.

In the latest episode of Mastering Modern Selling, our hosts sat down with the renowned sales expert Mark Hunter, offering a deep dive into the world of sales and its evolving dynamics.Here are some key takeaways from this episode:1. The Power of Association: Mark emphasized the significance of who you associate with in the sales domain. Your circle greatly influences your professional demeanor and prospects, underscoring the old adage, "You're the average of the five people you spend the most time with."2. Consistency is KeyMark highlighted the importance of consistency in establishing trust and credibility in sales. Whether it's how you present yourself online or your follow-through on commitments, consistency helps build a solid reputation, ensuring your potential clients know what to expect from you.3. Understanding the Buyer's JourneyThe conversation delved into the necessity of aligning with the buyer's journey rather than enforcing a seller-centric approach. Understanding and supporting the buyer's needs and process fosters a more meaningful and effective sales interaction.4. Credibility Through ValueMark stressed the need for sales professionals to focus on delivering value, not just pitching products. By truly understanding and addressing the customer's needs, a salesperson transitions from being a mere vendor to a trusted advisor.5. Reflection and LearningThe episode was a reflective journey, with Mark sharing his own experiences and transformations in the sales world. His initial challenges and subsequent learnings serve as a testament to the dynamic nature of sales and the continuous need for personal and professional growth.The episode with Mark Hunter was a treasure trove of insights, emphasizing the essence of relationships, consistency, and genuine value in the sales process. It's a call to action for sales professionals to introspect, adapt, and continually evolve to meet the changing landscapes of modern selling.

In the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee. This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer.Five Essential Insights:Old Sales Methods Are Out: Brandon Lee explains that the old way of selling, where you guide potential customers through a set process, isn't effective anymore. We need to change how we think about sales to succeed in the digital age.The New Sales Strategy - The Flywheel: Learn about the "Modern Revenue Generation Flywheel," a new approach that replaces the outdated sales funnel. This strategy focuses on ongoing interaction, building relationships, and providing value online.Building Trust Online: Discover the importance of building trust and genuine connections online, especially on platforms like LinkedIn. It's all about having real conversations, not just selling.The Importance of Being Liked and Trusted: The episode highlights how crucial it is to be known, liked, and trusted. These are key to forming strong relationships with potential customers in the digital world.Getting and Keeping Attention: Find out why it's vital to grab and keep your customers' attention in a busy online space. It's better to create new interest in your product than to rely on existing demand.The episode wraps up by bringing together all the ideas and strategies discussed, showing how important it is for sales professionals to adapt to modern selling techniques. Building relationships, engaging digitally, and focusing on the customer are essential in today's sales world.Use these insights and strategies to improve your sales approach and make more meaningful connections with your customers online.

In this week's episode of Mastering Modern Selling, we were joined by the remarkable Moeed Amin, a seasoned sales professional and neuroscience expert.As we explored the interplay between neuroscience and effective selling strategies, Moeed shared invaluable insights that are bound to transform the way you approach sales.Key Takeaways:◾ The Intersection of Neuroscience and Sales:Moeed delved into how understanding the human brain can significantly enhance sales strategies. By recognizing how decisions are influenced by cognitive processes, sales professionals can tailor their approaches for maximum impact.◾Emotional Intelligence in Sales:The discussion highlighted the critical role of emotional intelligence in sales, emphasizing the importance of empathy and understanding buyer emotions to foster meaningful connections and drive decisions.◾Strategic Questioning:Moeed emphasized the power of strategic questioning in uncovering the underlying needs and motivations of potential clients, enabling sales professionals to offer more targeted and compelling solutions.◾Building Trust Through Authenticity:Trust is the cornerstone of effective selling, and Moeed shared strategies for building genuine relationships with clients, ensuring long-term partnerships and success.◾Adapting to Buyer Behavior:Understanding and adapting to the evolving behaviors and preferences of buyers is crucial in today's dynamic market. Moeed provided insights on staying agile and responsive to these changes to stay ahead in the sales game.Moeed Amin's expertise in neuroscience offers a fresh and profound perspective on sales, urging professionals to embrace a more informed and empathetic approach to their interactions.By integrating these insights into your sales strategy, you can unlock new levels of success and customer satisfaction.

Dive into the world of sales and marketing with Erik Huberman, a maestro in attracting and retaining attention in our bustling digital age.In a world where attention is the new currency, Erik's strategies offer a blueprint for success.This episode offers insights for anyone looking to elevate their sales and marketing game.Key Takeaways:1️⃣ Event Networking as a Top Funnel Strategy:Erik emphasizes the power of attending events to meet new people and expand one's professional universe. He advocates for using these opportunities not just for direct sales but for building a broad network that can lead to diverse opportunities.2️⃣ The Art of Follow-up:Diligent follow-up is Erik's secret sauce for nurturing relationships. He suggests touching base with contacts every 90 days, ensuring you remain top of mind without being overbearing.3️⃣ Social Media Consistency:By posting daily across various channels, Erik maintains a steady presence, subtly reminding his network of his expertise and offerings, making it easy for them to reach out when the need arises.4️⃣ The Three Pillars - Awareness, Nurturing, Trust:Erik breaks down his approach into these fundamental elements, focusing on building awareness, nurturing relationships, and establishing trust through third-party validations like reviews and testimonials.5️⃣ Sales and Marketing Synergy:A unique insight Erik shares is the symbiotic relationship between sales and marketing. He views marketing as a support system for sales, with both departments collaborating closely to enhance the overall business outcome.Whether you're in sales, marketing, or just looking to expand your professional reach, these insights are invaluable.Remember, it's not just about grabbing attention; it's about holding it and converting it into meaningful relationships and business outcomes.

Dive into the journey of sales transformation with Dale Dupree in this episode of Mastering Modern Selling.Discover innovative strategies to elevate your sales approach, foster genuine customer relationships, and stand out in the competitive sales landscape.Key Insights:Reimagining Sales: Explore Dupree's journey from a traditional sales perspective to a groundbreaking approach, emphasizing the importance of authenticity and value-driven interactions.Value-Driven Discovery Calls: Learn the art of making discovery calls not just informative but engaging and tailored to the buyer's needs, transforming these interactions into opportunities for meaningful connections.Sales Process Innovation: Dupree highlights the necessity of evolving sales methodologies, urging a shift from conventional tactics to strategies that resonate with today's informed buyers.Building a Robust Sales Culture: Understand the critical role of a supportive and dynamic sales culture in nurturing talent, fostering innovation, and driving sustainable success.Actionable Strategies for Sales Success: Gain practical advice and actionable strategies from Dupree's experience to refine your sales approach, enhance customer engagement, and boost your sales performance.This episode not only inspires you to think differently but also provides concrete strategies to revolutionize your sales approach.Embrace these insights to sell more effectively, build lasting relationships, and significantly reduce the "suck" in sales.Engage with the content, apply the insights, and join the conversation on revolutionizing modern selling practices.

In episode 75 of "Mastering Modern Selling," we delve into the evolving world of digital sales with guest David JP Fisher. Unpack the essence of digital-first approaches and human connections in sales with actionable insights from Fisher's extensive experience.Key Points:Digital First, Not Digital Only: Fisher emphasizes the importance of a digital-first approach while maintaining human connections. Sales at its core is about human interaction, not just technology.Leveraging LinkedIn: Fisher shares his journey from selling knives to becoming a LinkedIn sales pioneer, highlighting the platform's role in modern selling and relationship building.Commenting Strategy: A simple yet effective tactic Fisher recommends is engaging meaningfully with connections through comments on LinkedIn, fostering interaction and visibility.Building Social Capital: Fisher stresses the importance of earning trust and recognition in your network before making sales pitches, advocating for building relationships over time.Authenticity and Storytelling: Sharing genuine experiences and stories resonate more with audiences, helping build a credible and relatable online presence.David JP Fisher's insights remind us that while digital tools are indispensable, the human element remains central to sales success. By integrating digital strategies with genuine interactions, sales professionals can navigate the modern selling landscape more effectively.

In this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation."Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness.Key Points Discussed:◾ Value-Driven Discovery Calls: Emphasizing the importance of making discovery calls interesting and focused on the buyer rather than the sale◾ Maturity Assessment in Sales: Introducing an innovative approach to assessing and enhancing sales team maturity for better performance.◾ Shifting Sales Mindsets: How adopting a contrarian perspective can lead to more successful sales strategies by challenging conventional wisdom.◾ Importance of Sales Process Over People: The critical role of a solid sales process in ensuring sustained sales success, rather than relying solely on individual sales talents.◾ Utilizing LinkedIn for Sales: Strategies for leveraging LinkedIn effectively to establish subject matter expertise and engage potential clients without direct selling.This episode emphasizes the need for sales professionals to adapt and innovate in their approaches. By reimagining sales from a contrarian viewpoint, there's potential to transform challenges into opportunities for growth and success.

On this episode of "Mastering Modern Selling", we delve into the integration of traditional and innovative selling strategies in the current sales landscape.5 Key Points Discussed:Donald's Unique Selling Philosophy: Inspired by his experiences selling mangoes in Jamaica, highlighting the importance of creativity and authenticity in sales.Importance of Creativity: Discusses how being creative helps sales professionals stand out in a crowded market.Role of Social Media: Explores how social media platforms, especially LinkedIn, have become vital tools for modern selling.Engaging with Prospects: Strategies for effectively connecting with and engaging prospects on social media platforms.Power of Personal Connection: Emphasizes the enduring value of personal connections in the sales process, despite the digital age's influence.The episode wraps up with actionable insights for sales professionals aiming to blend traditional selling skills with modern social media engagement techniques. Donald Kelly's experiences and strategies offer valuable lessons on differentiating oneself and succeeding in today's competitive sales environment.

In this week's episode we are joined by LinkedIn experrt Mic Adams where will explore how to harness the power of social recruiting and employee advocacy. We will explore strategies that leverage a workforce's networks, turning employees into brand ambassadors, and streamlining talent acquisition through social channels. We will also explore how employee engagement and recruitment can be a strong catalyst for a successful social selling strategy.Subscribe to the audio podcast on your favorite channel: https://socialselling2.0.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-2.0/Join us in our FREE social selling community:  https://socialsellinghq.com1