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The Modern Selling Podcast

Author: Mario Martinez Jr

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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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  If you're feeling frustrated because your sales strategies are falling flat and you're not seeing the results you want, then you are not alone! Are you tired of putting in effort without reaping the rewards? Let's change that together. In this episode of The Modern Selling Podcast, Jim Kraus, President of the Buyer Persona Institute, brings a wealth of knowledge on buyer personas and their impact on sales and marketing strategies. His expertise stems from conducting in-depth interviews with recent buyers, enabling him to uncover specific buying insights that influence purchasing decisions. By emphasizing the importance of aligning marketing and sales efforts with buyer personas and addressing potential buyer concerns, Kraus provides valuable insights for sales and marketing professionals. His practical guidance on tailoring sales strategies and messaging to meet the needs of different buyer segments underscores the significance of understanding buyer personas. Through a casual and engaging conversation with host Mario Martinez Jr., Jim's personal touch and relatable experiences, such as his love for favorite movies, Bull Durham and The Shawshank Redemption, create a light-hearted and authentic atmosphere, making this episode a must-listen for sales and marketing professionals seeking to enhance their understanding of buyer personas and improve their sales and marketing strategies. "The key thing is, though, when you're talking about marketing and sales, at the end of the day, what you're really trying to do is influence a particular buying decision. That's what you're trying to do, right? You're trying to get somebody or an organization to consider you." - Jim Kraus Discover impactful buyer personas In creating impactful buyer personas for sales, understanding the specific buying insights that influence purchasing decisions is crucial. By conducting in-depth interviews with recent buyers, sales and marketing professionals can uncover valuable information about buyer behavior. These insights help in defining the key components of a buyer persona and tailoring sales and marketing strategies to meet specific buyer needs. Jim Kraus has over 15 years of experience in developing impactful buyer personas to optimize marketing and sales strategies. With a specific focus on influencing buying decisions, Jim is a recognized authority in understanding buyer insights to streamline sales processes. As the author of the upcoming second edition of the Buyer Personas book, Jim's expertise lies in transforming individual profiles to resonate with target buyer personas, making him an invaluable resource for empowering sales professionals. Jim's dedication to online personal training adds a unique perspective to his extensive expertise, offering a fresh and dynamic approach to leveraging buyer personas for effective marketing and sales. In this episode, you will be able to: Understand your customers deeply with impactful buyer personas to boost sales. Gain the edge in influencing buying decisions with valuable buyer insights. Elevate your sales game by integrating buyer personas into your strategies. Master the art of overcoming perceived barriers in B2B sales for success. Harness the power of buyer personas for supercharged marketing impact.   The key moments in this episode are: 00:00:08 - Introduction to Buyer Personas 00:01:03 - Introducing Jim Kraus 00:03:17 - Getting to Know Jim Kraus 00:05:03 - The Number One Misconception About Buyer Personas 00:07:27 - Understanding Buyer Persona Components 00:13:38 - Understanding the Buyer's Journey 00:16:40 - Impact on Marketing and Sales 00:19:49 - Key Components of the Buyer Persona 00:22:16 - Practical Impact on Sales Enablement 00:25:36 - Application to LinkedIn Profiles 00:26:16 - Understanding the Product Led Growth Side 00:27:09 - Solutions for Sales Led Growth 00:29:24 - Website Focus and Buyer Persona Prioritization 00:31:16 - Taking Action After Developing Buyer Personas 00:34:31 - Impact on Individual Sales Leaders 00:40:11 - Personalized Connection Requests 00:40:28 - Favorite Movies 00:40:53 - Shawshank Redemption 00:41:05 - Podcast Wrap-Up 00:41:37 - Podcast Sign-Off Timestamped summary of this episode: 00:00:08 - Introduction to Buyer Personas Mario Martinez introduces the Modern selling podcast and the topic of buyer personas, highlighting the importance of understanding buyer personas in sales and marketing. 00:01:03 - Introducing Jim Kraus Mario introduces Jim Kraus, the president of the Buyer Persona Institute, and teases an upcoming special question for Jim. 00:03:17 - Getting to Know Jim Kraus Jim shares a surprising fact about himself, revealing that he works as a personal trainer on the side, offering online training programs to help busy professionals stay fit. 00:05:03 - The Number One Misconception About Buyer Personas Jim explains the biggest misconception about buyer personas, emphasizing that they are not simply profiles of individuals, but rather specific buying insights that influence purchasing decisions. 00:07:27 - Understanding Buyer Persona Components Jim breaks down the five key components of buyer personas: priority initiatives, success factors, perceived barriers, decision criteria, and the buyer's journey, providing a detailed explanation of each. 00:13:38 - Understanding the Buyer's Journey Jim Kraus explains the importance of conducting in-depth interviews to understand the buyer's full story and their complete buyer's journey when making high consideration buying decisions. 00:16:40 - Impact on Marketing and Sales Mario Martinez Jr. and Jim discuss the impact of understanding the buyer persona on marketing and sales. They emphasize the importance of aligning with buyers and providing them with the information they need at every step of their journey. 00:19:49 - Key Components of the Buyer Persona Jim breaks down the five key elements of the buyer persona and explains their relevance in marketing and selling strategies. He highlights the importance of understanding what is important to buyers and eliminating guesswork in marketing and sales. 00:22:16 - Practical Impact on Sales Enablement Mario and Jim delve into the practical and tactical impact of the buyer persona on sales enablement. They discuss how sales professionals can use buyer insights to develop sales talking points and confidently engage with prospects. 00:25:36 - Application to LinkedIn Profiles The conversation shifts to applying buyer persona insights to LinkedIn profiles. Jim and Mario emphasize the importance of articulating who the seller helps, how they help, and what business problems they solve on their profiles to align with the buyer persona. 00:26:16 - Understanding the Product Led Growth Side Jim discusses how their product led growth side caters to individual knowledge workers, offering tools to write faster and eliminate mundane tasks. 00:27:09 - Solutions for Sales Led Growth Jim explains how individual sales reps using repeatable messages can lead to enterprise opportunities, and how their education sales prospecting training program called fly learning fits into the equation. 00:29:24 - Website Focus and Buyer Persona Prioritization The discussion revolves around prioritizing buyer personas based on revenue sources and areas where companies lack knowledge about their buyers, and how this impacts website focus and design. 00:31:16 - Taking Action After Developing Buyer Personas Jim suggests making adjustments to marketing and sales assets, updating messaging, and focusing on case studies and references based on the insights gained from buyer personas to improve marketing and sales performance. 00:34:31 - Impact on Individual Sales Leaders The conversation highlights the importance of updating sales playbooks, addressing perceived barriers, and incorporating buyer persona insights into sales pitches to make a significant impact at the individual sales leader level. 00:40:11 - Personalized Connection Requests Mario emphasizes the importance of personalized connection requests on LinkedIn. 00:40:28 - Favorite Movies Jim shares his all-time favorite movies, Bull Durham and Shawshank Redemption. 00:40:53 - Shawshank Redemption Mario mentions that Shawshank Redemption is a common favorite among guests on the show. 00:41:05 - Podcast Wrap-Up Mario thanks Jim for being on the show and encourages listeners to leave a rating and review on iTunes. 00:41:37 - Podcast Sign-Off Mario thanks listeners for tuning in and promotes the use of FlyMSG for increased productivity.   Influence with deep buyer insights To influence buying decisions effectively, integrating deep buyer insights into sales strategies is essential. By aligning messaging and sales efforts with the priorities and needs of buyers, sales professionals can build trust and credibility. Developing precise and value-focused sales messaging based on buyer personas helps in addressing buyer concerns and objections, thus improving conversion rates. Seamlessly integrate buyer personas Integrating buyer personas into sales strategies seamlessly involves aligning marketing and sales efforts based on these personas. Updating sales playbooks, messaging, and sales pitches to address specific buyer needs and challenges ensures relevance and impact in sales interactions. By understanding the buyer's journey, sales professionals can tailor their approach to meet the unique needs of different buyer segments effectively. The resources mentioned in this episode are: Visit buyerpersonas.com for free templates, examples, and a master class on creating buyer personas. The website also offers thought leadership content on buyer personas and buying insights. Connect with Jim Kraus on LinkedIn to access his thought leadership content and to engage in discussions about buyer personas and buying insights. When sending a connection request, be sure to i
  Have you ever heard these myths about AI in sales and marketing? Myth 1: AI will replace sales professionals. Myth 2: AI is too complex and expensive for small businesses. Myth 3: AI can't personalize interactions like humans can. We will share the truth about AI's impact on sales and marketing, so you won't want to miss it! Stay tuned. In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a dynamic discussion with guest Brian Bell, shedding light on the benefits of leveraging AI in sales and marketing. Brian Bell brings his extensive experience and insights into the challenges faced by sales professionals, emphasizing the importance of embracing innovative tools and techniques to stay ahead in the modern sales landscape. As a seasoned expert in the field, Bell shares practical advice on the use of AI-driven features for personalized engagement, the significance of an omnichannel approach to prospecting, and the potential impact of using text expanders and personal writing assistants to enhance productivity and communication in sales. His valuable insights and real-world examples make this episode a must-listen for sales professionals seeking to improve efficiency and effectiveness in the ever-evolving landscape of sales and marketing. AI Benefits in Sales The strategic utilization of Artificial Intelligence (AI) in the sales process can significantly boost productivity levels and enhance engagement rates. AI can assist in personalizing sales pitches, providing time-saving automation of routine tasks, and predicting customer behavior, which delivers a competitive edge. Not only does it improve efficiency, but it also refines accuracy, thereby transforming the way sales professionals interact with prospects and clients. "A fool with a tool, is still a fool" - Mario Martinez Jr. Today's conversation is shared with Brian Bell, a seasoned venture capitalist with a focus on pre-seed companies. His expertise lies in the integration of AI technology and the human-assisted AI concept, providing valuable insights into the realm of sales and marketing. With a strong entrepreneurial background, Brian offers practical advice on strategic marketing spend, resource allocation, and navigating technological challenges. Leveraging his extensive experience in sales, marketing, and executive leadership, Brian's contributions shed light on the tangible benefits of AI in enhancing selling efficiency and effectiveness. In this episode, you will be able to: Uncover the Surprising Benefits of AI in Sales and Marketing. Learn the Secrets to Building a Successful SaaS Product. Master Strategies for Effective Social Selling. Unlock the Power of Personal Branding in Entrepreneurship. Discover How to Leverage Podcasts for Business Growth. The key moments in this episode are: 00:00:08 - Introduction to FlyMSG.io 00:00:48 - Twist in the Episode  00:02:13 - Mario's Background and Experience 00:04:17 - Journey to FlyMSG 00:06:46 - The Value of Education and Experience 00:13:46 - The Importance of Pre-Hello to Hello in Sales 00:14:52 - Revolutionizing Sales Prospecting 00:16:48 - Systematizing Sales Playbooks 00:22:56 - Enhancing Social Engagement 00:24:29 - The Modern Selling Podcast and Prospecting 00:27:00 - Leveraging Thought Leadership for Sales Success 00:27:42 - The Transformation to Modern Selling 00:29:35 - The Power of Podcasting in Business Development 00:34:42 - The Role of Sales and Marketing in Cutting Through the Noise 00:36:22 - Mistakes Early Stage Startups Make in Sales 00:41:02 - Importance of Owning Your Domain 00:42:44 - The Need for Technical and Sales/Marketing Co-Founders 00:46:20 - Doing It vs. Delegating It 00:50:25 - The Impact of AI on Sales and Marketing 00:53:21 - Where to Find Mario 00:53:59 - Introduction and Gratitude 00:00:00 - Harnessing the Power of Text Expansion 00:12:30 - Personal Writing Assistant Features 00:25:45 - Practical Applications in Sales 00:40:15 - Future of Text Expansion Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io Mario Martinez introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG.io. He explains that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:00:48 - Twist in the Episode Mario discusses the unique twist in this episode, where he will be speaking on Brian Bell's podcast, the Ignite Sales podcast. They will cover topics such as embracing technology with AI, entrepreneurial spirit, prudence in marketing spend, and challenges faced by FlyMSG. 00:02:13 - Mario's Background and Experience Brian introduces Mario as the CEO of FlyMSG and discusses their shared experiences as first-generation college students who almost dropped out due to successful sales careers. They explore the value of college degrees in today's world and the importance of experience in the workforce. 00:04:17 - Journey to Flymessage Mario shares his journey from corporate sales and executive leadership roles to starting his first company, Vengreso, as a digital sales training company. He explains the process of merging individual businesses to form Vengreso and the challenges faced during this transition. 00:06:46 - The Value of Education and Experience Mario and Brian discuss the value of education and experience in the sales industry. They debate whether a college degree is necessary and how it impacts career opportunities. Mario emphasizes the importance of experience and skills in addition to formal education. 00:13:46 - The Importance of Pre-Hello to Hello in Sales Discusses the lack of focus on the pre-hello to hello in sales training and the difficulty of the sales job in this phase. 00:14:52 - Revolutionizing Sales Prospecting Introduces the concept of FlyMSG as an auto text expander to streamline prospecting communication, leading to significant time savings for sellers. 00:16:48 - Systematizing Sales Playbooks Talks about how FlyMSG systematizes sales playbooks into a SaaS application, providing customizable implementation based on the company's sales process. 00:22:56 - Enhancing Social Engagement Explores how FlyMSG addresses the challenge of engaging on LinkedIn by enabling thoughtful and individual replies, improving the effectiveness of social engagement for sales reps. 00:24:29 - The Modern Selling Podcast and Prospecting Mario Martinez Jr. discusses his podcast and its focus on the omnichannel approach to prospecting, emphasizing the importance of opening up new channels for increased engagement rates. 00:27:00 - Leveraging Thought Leadership for Sales Success Brian Bell shares how inviting the chief commercial officer of HP to his podcast led to millions of dollars in closed deals. Thought leadership and niche-focused content were key to his success. 00:27:42 - The Transformation to Modern Selling Brian emphasizes the importance of using every weapon in the quiver for modern selling. From gift marketing to direct mail, text, and phone, the goal is to slice through the noise and engage with potential customers effectively. 00:29:35 - The Power of Podcasting in Business Development Both Mario and Brian highlight the effectiveness of using a podcast as a tool for business development. It's an opportunity to engage in meaningful conversations and build relationships that lead to closed deals and advisory board opportunities. 00:34:42 - The Role of Sales and Marketing in Cutting Through the Noise Brian stresses the importance of salespeople and marketers understanding each other's roles to create personalized, hyper-personalized engagement and outreach. This approach is crucial for standing above the noise in a crowded market. 00:36:22 - Mistakes Early Stage Startups Make in Sales Mario discusses the common mistakes early stage startups make in sales, including the misconception that hiring a salesperson will solve all problems. He emphasizes the importance of founders being able to articulate their vision and passion. 00:41:02 - Importance of Owning Your Domain Mario emphasizes the importance of owning your domain in sales and marketing. He advises founders to own their space and leverage it without spending big bucks. 00:42:44 - The Need for Technical and Sales/Marketing Co-Founders Mario discusses the importance of having a technical co-founder for product development and a sales/marketing counterpart for driving revenue. He highlights the challenges faced without these roles. 00:46:20 - Doing It vs. Delegating It Mario shares the importance of rolling up your sleeves and getting things done, even if it means learning new skills. He emphasizes the need to be hands-on in certain areas of the business for better understanding and improvement. 00:50:25 - The Impact of AI on Sales and Marketing Mario predicts that AI experience will become a crucial requirement for job seekers in the sales and marketing industry. He advises that individuals need to have AI experience to stay relevant in the industry. 00:53:21 - Where to Find Mario Mario shares that people can connect with him on LinkedIn and explore FlyMSG, for free access. He invites sales leaders and founders to utilize the platform for driving more conversations and creating more hellos. 00:53:59 - Introduction and Gratitude Mario Martinez Jr. expresses gratitude to the listeners for tuning in and introduces the episode's guest, Brian Bell. He concludes with a message of goodwill, "good selling." 00:00:00 - Harnessing the Power of Text Expansion Mario and Brian discuss the benefits of using a text expander as a personal writing assistant. They explore how this tool can improve productivity and efficiency in writing tasks. 00:12:30 - Personal Writing Assistant Features The conversation delves into the specific features of a text expander and how it can aid in streamlining writing processes. Brian shares insights on lever
  If you're feeling frustrated and stuck in a cycle of repetitive sales approaches that just aren't getting results, then you are not alone! Are you tired of feeling like your sales efforts are falling flat, and you're not making the impact you know you're capable of? It's time to break free from the ineffective methods and unleash your true sales potential! In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Jason Hartz, author of The Hartz Method: A Sales Performance Playbook and Director of Demand Services Development Programs at Oracle. Jason's unique background, transitioning from stand-up comedy to sales enablement, offers a fresh perspective on sales methodologies. He draws parallels between sales and performance, emphasizing the importance of preparation, rehearsal, and creating engaging experiences for prospects. The conversation explores the intersection between confidence, experience, and performance-based selling, highlighting the need for sellers to exude confidence and continuously evolve their sales approaches. Jason's insights on leveraging technology, understanding audience cues, and embracing innovative solutions provide actionable strategies for enhancing sales productivity and efficiency. If you're a sales professional looking to elevate your performance and drive meaningful conversations with clients, this episode offers valuable tips and perspectives to help you navigate the evolving sales landscape., If you start to treat each and every interaction with a customer as if you're standing on stage and performing, your ratio to hits to wins is going to increase. - Jason Hartz This week's special guest is Jason Hartz: Jason Hartz is an accomplished sales professional and the author of "The Hart's Method: A Sales Performance Playbook." With a rich career history encompassing stand-up comedy, fitness franchising, and sales training, Jason has garnered a wealth of diverse experiences. His notable roles at Oracle and within the fintech sector have contributed to his deep understanding of demand services and sales methodologies. Jason's book showcases his expertise in sales performance, offering a comprehensive guide to enhancing productivity and efficiency. Through his practical insights and strategic approach, Jason has established himself as a respected figure in the sales domain, providing valuable perspectives for sales professionals aiming to elevate their performance. In this episode, you will find: Mastering the Sales Performance Playbook and Methodology can revolutionize your approach to selling, leading to increased success and growth. Balancing Confidence vs Experience in Sales can uncover powerful insights that transform your selling style and boost results. Implementing Performance-Based Selling Strategies can supercharge your sales effectiveness and drive higher revenue. Leveraging Technology for Sales Efficiency allows you to streamline your processes and maximize your sales potential. Discover how Enhancing Sales Skills with Innovative Tools can give you a competitive edge and elevate your performance in the market.   The key moments in this episode are: 00:00:08 - Introducing FlyMSG.io 00:01:16 - Jason Hartz’s Background 00:09:40 - Defining Performance-Based Selling 00:13:03 - Enhancing Customer Engagement 00:15:40 - Boosting Self-Confidence and Sales Acumen 00:15:48 - The Importance of Confidence and Experience in Sales Success 00:18:20 - Three Major Performance-Based Steps for Sales Preparation 00:22:28 - Setting the Table for Successful Sales Calls 00:25:04 - The Pitfalls of Inadequate Preparation 00:28:48 - Transitioning from Job to Profession in Sales 00:30:44 - Missed Action Item on AI Comparison 00:33:32 - Importance of Understanding the Audience 00:34:18 - Recording Sales Calls 00:41:24 - Leaving Lasting Impressions on Prospects 00:45:07 - Favorite Movie and Personal Connection 00:45:37 - Welcoming Jason Hartz to the Show 00:45:47 - Call to Action for Audience 00:46:19 - Conclusion and Closing Remarks 00:00:00 - Introduction 00:00:00 - Sales Productivity Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG.io Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application. 00:01:16 - Jason Hartz’s Background Jason Hartz shares his background in stand-up comedy, sales training, and working on movies, including "A League of Their Own". 00:09:40 - Defining Performance-Based Selling Jason Hartz defines performance-based selling as treating customer interactions like stage performances, including preparation, rehearsal, and creating home court advantage. 00:13:03 - Enhancing Customer Engagement Jason and Mario discuss using virtual backgrounds to create a personalized and engaging experience for customers, improving engagement and conversation starters. 00:15:40 - Boosting Self-Confidence and Sales Acumen The conversation explores how performance-based selling can boost self-confidence and sales acumen by creating comfort and unity, leading to better customer interactions and outcomes. 00:15:48 - The Importance of Confidence and Experience in Sales Success Jason discusses the debate of whether confidence or experience is more crucial for success in sales. He emphasizes the need for both confidence and experience, and the importance of boosting confidence through cold calls and discovery calls. 00:18:20 - Three Major Performance-Based Steps for Sales Preparation Mario asks Jason for advice on performance-based steps for sellers to prepare for sales calls. Jason highlights the significance of outdressing the room, using scripted questioning strategies, and conducting thorough pre-work prior to customer-facing calls. 00:22:28 - Setting the Table for Successful Sales Calls Jason elaborates on the concept of setting the table for successful sales calls by outdressing the room, using scripted questioning strategies, and conducting thorough pre-work. He emphasizes the need to approach every interaction with thorough preparation and professionalism. 00:25:04 - The Pitfalls of Inadequate Preparation Mario shares a personal experience of a sales call where the seller lacked preparation and failed to understand the prospect's business needs. Jason emphasizes the importance of thorough research and preparation to avoid missed opportunities in sales interactions. 00:28:48 - Transitioning from Job to Profession in Sales Jason discusses the distinction between holding a job and having a profession in sales. He emphasizes the importance of treating sales as a profession with a focus on continuous improvement, craftsmanship, and diligent preparation for every interaction. 00:30:44 - Missed Action Item on AI Comparison Jason shares a story about a salesperson who missed the key action item in a follow-up conversation, focusing on AI comparison instead of addressing the prospect's main concern about startup credits. 00:33:32 - Importance of Understanding the Audience Understanding the audience's needs and priorities is crucial in sales. Jason compares it to a comedian reading the audience's reaction to a joke, emphasizing the importance of reading the prospect's cues. 00:34:18 - Recording Sales Calls Jason discusses the benefits of recording sales calls, highlighting the importance of capturing important details and action items during conversations and using technology to improve follow-up and performance. 00:41:24 - Leaving Lasting Impressions on Prospects Jason emphasizes the importance of leaving a positive impression on prospects by demonstrating organization, process-based approach, and genuine interest in the prospect's success. He also discusses the impact of credibility in sales interactions. 00:45:07 - Favorite Movie and Personal Connection Jason shares his all-time favorite movie, "The Inlaws," and connects it to a personal experience working with the director. This highlights the importance of personal connections and shared interests in building relationships. 00:45:37 - Welcoming Jason Hartz to the Show Mario introduces Jason Hartz as the first-time guest on the modern selling podcast and expresses gratitude for joining the show. 00:45:47 - Call to Action for Audience Mario urges the listeners to give the podcast a five-star rating and review on iTunes. He also promotes the text expander and personal writing assistant, Fly Message, to save time and increase productivity. 00:46:19 - Conclusion and Closing Remarks Mario thanks the audience for listening and encourages them to keep selling. He signs off by expressing appreciation for the support and hints at the next episode. 00:00:00 - Introduction Mario Martinez Jr. and Jason Hartz engage in a conversation about modern selling, discussing strategies, tools, and techniques to enhance sales performance. 00:00:00 - Sales Productivity Mario and Jason delve into the importance of sales productivity and share insights on leveraging tools like FlySG for time-saving and increased efficiency in sales activities. Sales Performance Playbook and Methodology To increase sales productivity, sales professionals are advised to adopt performance-based sales strategies inspired by stage performances. These strategies, as outlined by Jason Hartz, require careful preparation, interaction rehearsal, and development of a pleasing and engaging experience for clients. The takeaway is that sales isn’t merely a transaction, but a performance that requires constant practice, feedback, and adjustment to deliver a stunning outcome. Confidence vs Experience in Sales The debate of confidence versus experience in sales success indicates that the two elements are not mutually exclusive. Confidence, which can be innate or nurtured, is crucial in creating an initial impression and fostering trust with customers. Experience, on the other hand, is vital in sales performance as it allows sellers to adapt their appr
  Getting to Yes: A VC Reveals His Step-by-Step Framework for Assessing and Investing in Startups. If you're feeling frustrated and overwhelmed by the endless cycle of VC rejections, and finding it hard to break through the fundraising barriers, then you are not alone! Navigating Startup Fundraising Stages The journey of raising funds for startups is a structured process with distinct stages, each with its unique requirements and expectations. Understanding these stages, from friends and family rounds to seed rounds, can greatly enhance the startup’s chances of successful fundraising. Each stage requires a firm grasp of factors such as revenue requirements, investor expectations, and market positioning. This is Brian Bell's story: Brian Bell's journey into venture capital fundraising is a fascinating tale of a lifelong sales career that seamlessly transitioned into the world of startups and investments. From humble beginnings selling door-to-door as a sixth-grader to delving into commercial real estate and leading the AI category for AWS, Brian's diverse background laid the foundation for his venture into the world of venture capital. His candid revelation about navigating a quarter-life crisis due to working full-time in college, showcases the grit and determination that ultimately led him to where he is today. Brian's story is a testament to the fact that the path to success is often filled with unexpected twists and turns, and it's this authenticity and relatability that makes his insights into venture capital fundraising challenges so compelling. Every idea will probably eventually be done in some way, shape, or form. - Brian Bell this week's special guest is Brian Bell Brian Bell serves as the Managing Partner and Founder of Team Ignite Ventures. With a background rooted in sales, AI, and venture capital, his professional journey reflects a diverse range of experiences, from selling electronics at Sears to leading the AI category for AWS. Under his leadership, Team Ignite has expanded to include over 2000 members, partners, and mentors, aligning with the vision to ignite startups as a team. Leveraging his extensive expertise, Brian offers invaluable insights into venture capital fundraising challenges and early-stage investments, providing a pragmatic and informed perspective for entrepreneurs navigating the intricacies of fundraising. Key elements you will learn in this episode: Mastering Venture Capital Fundraising Insights: Unlock the secrets to overcoming challenges and securing vital funding for your startup. Navigating Startup Fundraising Stages: Discover the revenue thresholds that can propel your venture to the next level of investment and growth. Evaluating Founders for Investment: Gain insights into the key factors that investors consider when assessing the potential of startup founders. Unleashing Customer Acquisition Strategies for SaaS Startups: Learn innovative approaches to attract and retain customers, driving the success of your SaaS business. Harnessing the Power of Personalized Communication: Understand the crucial role of personalized communication in gathering valuable feedback for your podcast and fostering a loyal listener community. The key moments in this episode are: 00:00:08 - Introduction to FlyMSG 00:01:18 - Background of Brian Bell and Team Ignite Ventures 00:05:10 - Early Stage Funding Rounds 00:09:24 - Challenges of Venture Capital Fundraising 00:13:22 - Mario's Fundraising Journey 00:14:14 - The Challenges of Venture Capital Fundraising 00:17:36 - Balancing Technical Innovation and Market Needs 00:21:23 - Evaluating Founders for Investment 00:22:46 - Importance of Product and Design in Startups 00:24:32 - Role of Team Dynamics in Investment Decisions 00:27:55 - Importance of Sales and Marketing in Startups 00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims 00:31:43 - Founder Market Fit 00:36:49 - Building End-to-End Solutions for Customer Problems 00:40:39 - Evaluating Customer Acquisition Strategies 00:41:02 - Acquiring Customers and Unique Advantage 00:42:20 - Marketing and Business Model 00:43:37 - Profitability and Due Diligence 00:47:51 - Persistence and Resilience 00:49:02 - Learning from Rejections 00:53:52 - Personalized Connection Requests 00:54:11 - Favorite Movie 00:54:23 - Impact of Shawshank Redemption 00:54:36 - Podcast Closing Message Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io Mario Martinez introduces himself as the CEO and founder of Vengreso, creator of FlyMSG, a personal writing assistant and text expander application. He also sets the stage for the podcast, focusing on sales growth. 00:01:18 - Background of Brian Bell and Team Ignite Ventures Brian Bell shares his extensive background in sales and venture capital, highlighting his experience at Amazon and Microsoft. He also explains the vision behind Team Ignite Ventures, their focus on early-stage startups, and their network of partners and mentors. 00:05:10 - Early Stage Funding Rounds Brian breaks down the different early-stage funding rounds, from friends and family to seed extensions, and explains the typical investment amounts and revenue thresholds associated with each round. He emphasizes the evolving nature of seed rounds in the current startup landscape. 00:09:24 - Challenges of Venture Capital Fundraising Mario shares his personal experience with venture capital fundraising, highlighting the difficulty of raising investments in the current market. He mentions the decrease in investment and the challenges faced by startups in securing funding. 00:13:22 - Mario's Fundraising Journey Mario shares insights into his own fundraising journey, disclosing the amounts raised in friends and family and precede rounds, as well as the valuation cap. He also outlines the goals for the seed round and the milestones they are aiming to achieve. 00:14:14 - The Challenges of Venture Capital Fundraising Brian and Mario discuss the difficulties of venture capital fundraising, with Brian sharing insights from his experience and the advice he received from successful founders. 00:17:36 - Balancing Technical Innovation and Market Needs Brian explains the importance of balancing technical innovation with market needs in early-stage startups, emphasizing the significance of building a user-friendly product and the execution capabilities of the founding team. 00:21:23 - Evaluating Founders for Investment Brian outlines the key attributes he looks for in founding teams, including commitment, vision, and trustworthiness, highlighting the challenges of assessing these qualities in a short timeframe. 00:22:46 - Importance of Product and Design in Startups Brian discusses the significance of product and design in early-stage startups, emphasizing the need to build a great product to differentiate from competitors and attract investment. 00:24:32 - Role of Team Dynamics in Investment Decisions Brian shares the preference for startups with multiple co-founders, citing the correlation between solo founders and startup shutdowns, and the challenges of solo founders in building and scaling an organization. 00:27:55 - Importance of Sales and Marketing in Startups The conversation starts with the significance of having a technical co-founder and the role of sales and marketing in startups. Brian Bell emphasizes the importance of being able to sell and market, even without a technical co-founder. 00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims Brian discusses the importance of understanding the market and how to validate TAM and problem size claims made by startups. He emphasizes the need for knowledge of the market and how the TAM can shift over time as problems are solved. 00:31:43 - Founder Market Fit The concept of founder market fit is introduced, highlighting the importance of aligning the founder's background and expertise with the market they are targeting. Brian mentions that founder market fit can have a significant impact on the success of a startup. 00:36:49 - Building End-to-End Solutions for Customer Problems The conversation delves into the importance of building end-to-end solutions around customer problems. Brian shares how their product, Fly Engage, was developed to address the scalability issues faced by sellers, ultimately leading to increased productivity. 00:40:39 - Evaluating Customer Acquisition Strategies The focus shifts to customer acquisition strategies, with Brian showcasing his pipeline deals and discussing the concept of distribution advantage. The importance of having an unfair advantage in acquiring customers is emphasized. 00:41:02 - Acquiring Customers and Unique Advantage Brian discusses the importance of finding a unique advantage in acquiring customers, such as being a sales expert or having a distribution advantage. He emphasizes the significance of customer acquisition cost (CAC) and customer lifetime value (LTV) in the process. 00:42:20 - Marketing and Business Model Mario and Brian delve into the significance of marketing and the business model in scaling a startup. They emphasize the profitability and scalability of the business model, especially in the B2B SaaS industry, and highlight the importance of strong margins for scalability. 00:43:37 - Profitability and Due Diligence Brian explains the focus on strong margins in evaluating a startup's profitability and touches on the due diligence process. He emphasizes the importance of thorough due diligence to ensure sound financial decisions and mentions specific aspects such as cap table, shareholder loans, and incorporation docs. 00:47:51 - Persistence and Resilience Mario shares a personal anecdote about receiving initial rejection from Brian and using it as fuel to persist and eventually build a relationship. Both speakers emphasize the importance of not taking no for an answer
  Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game! Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away. Meet our guest: This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales. Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations. I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape. Enhance sales conversations Mario and Richard delve into a fascinating discourse on the strategic use of the words "and" and "but" in sales conversations. Sales conversations often require a delicate approach, utilizing the correct words that can maintain a positive, collaborative tone and foster more intensive customer engagement. By tweaking these small but significant aspects of your conversation techniques, you'll be able to reduce potential friction and bolster the effectiveness and conviviality of your sales dialogues. In this episode, you will be able to: Master the Neat Selling method and close more deals. Enhance your sales conversations with strategic use of "and". Successfully negotiate with procurement teams and win big contracts. Skillfully handle pricing discussions to maximize sales opportunities. Navigate contract negotiations with procurement for mutually beneficial outcomes. The key moments in this episode are: 00:00:08 - Introduction to the Podcast 00:01:24 - Welcome Richard Harris 00:04:12 - Richard Harris's Background 00:08:31 - Writing "The Seller's Journey" 00:12:22 - Navigating Procurement 00:13:45 - The Power of "And" vs "But" 00:17:55 - The Importance of Agreement in Sales Conversations 00:21:05 - Slowing Down for Strategic Thinking 00:23:43 - The Role of Procurement in Negotiations 00:27:19 - Navigating Negotiations with Procurement 00:28:45 - Overcoming Adversarial Negotiations 00:29:43 - Handling Discount Requests 00:32:53 - Importance of Economic Impact 00:34:35 - Leveraging Pricing in Negotiations 00:40:36 - Unbundling Contract and Pricing 00:42:46 - Procurement's Unusual Contract Clause 00:46:17 - Negotiating with Procurement and Legal 00:49:41 - Procurement Tactics and Training 00:51:18 - Personalized Connection Requests and Judging 00:51:57 - Favorite Movie and Final Thoughts Timestamped summary of this episode: 00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and explains that it features sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Welcome Richard Harris Mario Martinez Jr. welcomes Richard Harris to the show, discussing that they are in the 7th season with over 250 episodes. They talk about Richard's new book, "The Seller's Journey." 00:04:12 - Richard Harris's Background Richard Harris shares his background, growing up in sales and his work with the Harris Consulting Group. He talks about his approach to sales training, focusing on the humanity of the sales process. 00:08:31 - Writing "The Seller's Journey" Richard Harris discusses the inspiration behind writing "The Seller's Journey," explaining his belief that there's no such thing as a buyer's journey. He emphasizes the importance of the seller's journey and the tactics shared in the book. 00:12:22 - Navigating Procurement Richard Harris delves into the topic of negotiating with procurement, highlighting that procurement is not the enemy and discussing the importance of engaging with them early in the sales cycle to understand their needs and challenges. 00:13:45 - The Power of "And" vs "But" Richard Harris discusses the significance of using "and" instead of "but" in sales conversations. He explains that "and" signifies agreement, while "but" can be perceived as disagreement, turning people off. 00:17:55 - The Importance of Agreement in Sales Conversations Richard emphasizes the importance of showing agreement when speaking with buyers, influencers, and coaches. He explains that using "and" can help reduce confrontation and friction in uncomfortable conversations, ultimately improving the buyer's experience. 00:21:05 - Slowing Down for Strategic Thinking Mario and Richard discuss the impact of intentional changes in thinking processes, such as using "and" instead of "but," to slow down and strategically approach sales conversations. Richard shares how this tactic can help salespeople better connect with buyers and improve their overall experience. 00:23:43 - The Role of Procurement in Negotiations Richard shares his experience negotiating with procurement and provides insights into the role of procurement in sales. He highlights that procurement is not always the enemy and discusses the dynamics of negotiation in larger contracts involving procurement teams. 00:27:19 - Navigating Negotiations with Procurement Richard offers strategies for navigating negotiations with procurement, emphasizing the importance of early engagement and seeking permission from champions to involve procurement sooner. He also addresses the power dynamics and decision-making authority within procurement processes. 00:28:45 - Overcoming Adversarial Negotiations Richard Harris discusses the challenge of negotiations feeling adversarial and shares strategies to shift the conversation to commercial terms, emphasizing the value exchange. 00:29:43 - Handling Discount Requests Richard explains the importance of using the term "commercial terms" and shares a role play scenario to demonstrate handling discount requests effectively by focusing on economic impact. 00:32:53 - Importance of Economic Impact Richard emphasizes the significance of understanding economic impact in negotiations and differentiates it from ROI. He highlights the importance of discovery skills in uncovering economic impact. 00:34:35 - Leveraging Pricing in Negotiations Richard provides insights on leveraging pricing in negotiations by offering additional benefits in exchange for discounts, such as marketing support, case studies, and prepayment of contracts. 00:40:36 - Unbundling Contract and Pricing Richard cautions against the unbundling of contract and pricing in negotiations, emphasizing the importance of including elements such as customer references and logos in contracts to avoid internal conflicts. 00:42:46 - Procurement's Unusual Contract Clause Procurement redlined the contract to include a clause allowing termination for convenience, with a strange twist of prepaying and getting a refund for unused services. 00:46:17 - Negotiating with Procurement and Legal A two-hour negotiation session with procurement and legal resulted in an agreement on a termination for convenience clause. However, they later denied agreeing to it, but a recorded snippet proved otherwise. 00:49:41 - Procurement Tactics and Training Procurement tactics include intentional delays and denial of agreed terms. These tactics are frustrating but can be navigated with evidence and strong negotiation skills. 00:51:18 - Personalized Connection Requests and Judging Richard judge's LinkedIn connection requests and uses them for sales training. Personalizing connection requests is crucial to make a good impression. 00:51:57 - Favorite Movie and Final Thoughts Richard's favorite movie is Shawshank Redemption. The episode concludes with a call to action to rate and review the podcast. Master Neat Selling technique Hone your sales skills with the Neat Selling technique. This method urges sales professionals to delve into the buyer's need, economic impact, their access to authority, and timeline. Elevating your expertise on this technique can propel your sales success by facilitating a deeper understanding of buyer's needs and economic considerations, thereby aligning your product or service to provide max
  Attention Sales Professionals: Want to skyrocket your email response rates and engagement with prospects? Get ready for a game-changing solution that will revolutionize your sales email communication and drive incredible results. Stay tuned to discover how you can achieve this and transform your sales game. Uncover the shocking truth about the common mistakes in email communication that could be costing you valuable leads. Learn how to transform your approach and skyrocket your response rates. Stay tuned to uncover the unexpected secrets that will revolutionize your sales game. This is Jason Kramer's story: Jason Kramer's journey into mastering effective sales email communication stems from his early passion for communication, which he elevated to graphic design and verbal communication. With a robust background in marketing, communication, and advertising, he ventured into the realm of web development and marketing, where he gained invaluable experience in handling leads and managing the sales process. Jason's unique approach involves layering communication and advertising on top of data, particularly CRM, to drive enhanced results for companies. His focus on helping companies navigate the challenges of lead management and data segmentation has led to remarkable improvements in response rates and prospect engagement. Emphasizing the importance of a defined process and the right tools to manage it effectively, Jason's insights resonate with sales professionals seeking to elevate their email communication skills. Through personalized and customized strategies, Jason has effectively adapted to the evolving dynamics of sales communication, making him a trusted advisor for sales professionals looking to optimize their email outreach and engagement. It's all about the impression of the brand and the way that the brand exists in the marketplace. - Jason Kramer This week's special podcast guest is Jason Kramer Jason Kramer, the founder of Cultivize, brings a wealth of experience in marketing, communication, and advertising to the table. His expertise lies in leveraging data within CRM to help businesses effectively manage their lead nurturing process. With a focus on establishing meaningful connections with prospects, Jason's insights are invaluable for sales professionals looking to build stronger relationships with buyers. Through his practical approach and emphasis on defined processes, Jason provides actionable strategies that resonate with sales leaders and professionals. In this episode, you will be able to: Master the art of lead nurturing and relationship building to supercharge your sales success. Unlock the secrets of optimizing sales engagement and outreach for unparalleled results. Learn the keys to effective sales email communication to skyrocket your response rates. Refine your sales process to achieve greater efficiency and effectiveness. Uncover powerful lead generation strategies to fuel your sales pipeline.   The key moments in this episode are: 00:00:08 - Introduction to FlyMSG.io 00:01:10 - Building Stronger Relationships with Buyers 00:03:22 - Unique Insight into Jason Kramer 00:05:21 - Lead Nurturing Process 00:09:08 - Establishing Meaningful Connections 00:13:42 - Automation and Engagement Strategies 00:14:52 - Approaches for Sales Qualified Leads 00:16:27 - Cold Outreach Strategy 00:18:38 - Extended Sales Engagement Campaign 00:26:45 - Personal Rapport and Quality Over Quantity 00:27:45 - Protecting the Integrity of Salespeople 00:28:34 - Analyzing the Initial Email 00:34:30 - Ineffective Follow-Up 00:36:45 - Inappropriate Humor in Email 00:40:29 - Lack of Value in Subsequent Emails 00:41:08 - The Pitfalls of Email Outreach and Sales Sequences 00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping 00:46:19 - The Need for Process and Oversight in Sales Outreach 00:48:41 - Accountability and Process in Sales Management 00:53:42 - Key Steps for Improving Sales Outreach 00:55:14 - About afterthelead.com 00:55:37 - All-time favorite movie 00:56:10 - The timeless appeal of "The Big Lebowski" 00:56:22 - Gratitude and podcast wrap-up Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG Mario Martinez, Jr introduces the podcast and the guest, Jason Kramer, the founder of Cultivize. They discuss lead nurturing and the importance of managing leads that come into the sales pipeline. 00:01:10 - Building Stronger Relationships with Buyers Jason Kramer shares his background in marketing and advertising and emphasizes the need for a defined process when handling inbound leads. He highlights the importance of nurturing and educating leads to make informed decisions. 00:03:22 - Unique Insight into Jason Kramer Jason Kramer reveals a surprising fact about himself and his wife - matching skull candy tattoos of Mickey and Minnie Mouse. Mario Martinez Jr. reacts with surprise, creating a lighthearted moment in the conversation. 00:05:21 - Lead Nurturing Process Jason explains the importance of having a CRM and using it effectively in the lead nurturing process. He emphasizes the need for a well-maintained database and establishing a cadence for touching base with prospects during the sales process. 00:09:08 - Establishing Meaningful Connections Jason outlines strategies for establishing connections with prospects, including personalized emails, LinkedIn engagement, and occasional text messaging. He highlights the importance of tailoring communication to fit the prospect's pain points and preferences. 00:13:42 - Automation and Engagement Strategies Jason discusses the common "spray and pray" approach to engagement and the use of plain text messages. He emphasizes the importance of leveraging data to nurture leads and tailoring the approach based on the prospect's engagement level. 00:14:52 - Approaches for Sales Qualified Leads The conversation explores the distinction between handraisers and sales qualified leads, with Jason highlighting the need for different approaches. He emphasizes the importance of providing value and authenticity in the initial outreach, tailored to the prospect's specific pain points. 00:16:27 - Cold Outreach Strategy Jason delves into the intricacies of cold outreach, stressing the importance of targeting the right audience and titles within organizations. He discusses the effectiveness of short, personalized emails with minimal links, coupled with tracking and monitoring engagement signals. 00:18:38 - Extended Sales Engagement Campaign The conversation shifts to the concept of elongating the sales engagement campaign over four months, challenging the traditional 30-day outreach model. Jason shares insights on continuous tweaking and monitoring, with a focus on high-quality leads and personalized rapport-building. 00:26:45 - Personal Rapport and Quality Over Quantity Jason explains the personalized approach to building rapport through multiple touchpoints, including LinkedIn, text messages, and phone calls. He emphasizes the importance of weeding out unqualified prospects and prioritizing quality over quantity in the engagement process. 00:27:45 - Protecting the Integrity of Salespeople Mario and Jason discuss the importance of protecting the integrity of salespeople by blurring out company names and individual names in email examples. They also discuss the potential impact on sellers' reputation. 00:28:34 - Analyzing the Initial Email Mario and Jason review an initial email from "Bob" and critique its use of jargon, lack of clarity on results, and the sender's identity. They emphasize the need for personalized and value-driven communication. 00:34:30 - Ineffective Follow-Up The conversation shifts to "Bob's" follow-up emails, highlighting their lack of value and the use of generic phrases. Mario and Jason discuss the negative impact of overly frequent and unhelpful follow-ups on the recipient. 00:36:45 - Inappropriate Humor in Email Mario and Jason critique "Bob's" attempt at humor in an email, deeming it inappropriate and off-putting. They emphasize the importance of maintaining professionalism and relevance in communication with potential clients. 00:40:29 - Lack of Value in Subsequent Emails Mario and Jason analyze "Bob's" repeated attempts to confirm email receipt without providing value or addressing the recipient's needs. They stress the importance of delivering meaningful content and value in every communication. 00:41:08 - The Pitfalls of Email Outreach and Sales Sequences Mario and Jason discuss the challenges of poorly crafted email outreach and sales sequences. They highlight the importance of understanding buyer behavior and the negative impact of spammy and ineffective messaging. 00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping Mario reveals how he sets up an alias email to identify when sales intelligence tools scrape his information. Jason emphasizes the importance of understanding the technology being used and the implications of email scraping for sales outreach. 00:46:19 - The Need for Process and Oversight in Sales Outreach Jason underscores the lack of oversight in sales outreach and the need for a refined process. They discuss the importance of aligning sales and marketing efforts to ensure qualified leads and a consistent brand presence in the market. 00:48:41 - Accountability and Process in Sales Management Jason emphasizes the need for accountability in managing sales teams and the importance of refining processes for effective outreach. They highlight the significance of communication between sales and marketing teams to drive qualified leads. 00:53:42 - Key Steps for Improving Sales Outreach Jason outlines three key steps for improving sales outreach, including evaluating technology usage, centralizing data, and establishing a collaborative agreement. They stress the importance of working together to achieve business growth and infor
  Does it sound familiar to struggle with building a strong team culture within your sales team? You may have been told to simply focus on individual sales performance without considering the impact of team dynamics. This approach often leads to a lack of collaboration, communication breakdowns, and a decrease in overall sales success, leaving you feeling frustrated and unable to achieve your desired results. Do you want to create a team environment where collaboration and productivity thrive? Manoj Ramnani will reveal the key to establishing a cohesive and high-performing team culture. Discover the solution to fostering an atmosphere of unity and success within your sales team. Unlock the secret to cultivating a strong and effective team culture. Our gues today is Manoj Ramnani. His journey to building a successful company without taking any VC money is a testament to his resilience and determination. From the early stages of his career, Manoj recognized the value of fostering a strong team culture. It was during his first foray into entrepreneurship that he truly grasped the impact of a positive and driven team environment. Through the ups and downs of founding multiple companies, Manoj honed his ability to bring people together, instilling a sense of ownership and accountability within his teams. His approach to team culture goes beyond the conventional, as he seeks individuals who not only understand their failures but also learn and grow from them. Manoj's story is one of unwavering commitment to building a company where every team member is invested in the collective success, and his insights are invaluable for sales leaders navigating the complexities of team dynamics and culture. Building business is a team sport. If I was a pianist, I'd do it all by myself, much less coordination. It's just me, right? If I had to put 15 hours to play piano and be perfect at it, probably would be easier. But when you have to have a bunch of folks coming together, and you need A players that are independent thinkers, that take ownership, they have their own thoughts and opinions to get them all coming together, that's the hardest part of building any business. - Manjoj Ramnani Manjoj Ramnani, the CEO and founder of Sales Intel, has a proven track record of successfully establishing and growing businesses, with Sales Intel marking his fourth venture. Headquartered in the Washington, DC metro area, Sales Intel has achieved notable success without relying on venture capital funding. Specializing in providing data and intelligence solutions for go-to-market teams, Manjoj is committed to enabling businesses to build strong pipelines, increase win rates, and expand their account sizes. With a team of around 150 professionals, he is known for fostering a collaborative and innovative team culture. Beyond his professional pursuits, Manjoj's passion for flying and being a recreational pilot adds a unique dimension to his persona, reflecting his multifaceted expertise and interests. In this episode, you will be able to: Build a strong team culture to foster collaboration and success within your sales team. Understand the importance of product market fit to drive your sales strategy and maximize customer satisfaction. Overcome the challenges of selling a product in its early stages to establish a foothold in the market. Manage customer expectations for product development to ensure a positive and trusting relationship. Implement effective sales strategies and communication techniques to enhance your sales performance and customer engagement. The key moments in this episode are: 00:00:08 - Introduction to Flymessage IO and Sales Intel 00:01:30 - An Insight into Manoj Ramnani 00:05:40 - Discovering Manoj's Hidden Passion 00:09:32 - The Importance of Team Culture and Building Sales Intel 00:13:20 - Setting Cultural Values and Pillars 00:15:06 - Progress and Market Learning 00:16:13 - Cultural Pillars and Accountability 00:18:00 - Hiring Executive Leaders 00:22:05 - Long-Term View and Employee Retention 00:27:55 - Learning from Failure 00:30:06 - Key Factors for Sales in Services vs. Product Companies 00:31:29 - Impacting Product as a Sales Leader 00:32:36 - Challenges of Selling an Unproven Product 00:36:14 - Progress Over Perfection in Product Development 00:42:48 - Building Trust Through Transparent Sales 00:45:17 - The Importance of Not Selling Futures 00:46:02 - Managing Expectations on Product Development 00:47:34 - Negotiating Future Product Development 00:48:59 - Connecting with Manoj Ramnani 00:49:41 - Manoj's Favorite Movie Timestamped summary of this episode: 00:00:08 - Introduction to FlyMSG.io and SalesIntel Mario Martinez Jr. introduces the podcast and guest Manoj Ramnani, CEO and founder of Sales Intel. They discuss the creation of FlyMSG and the role of Sales Intel in providing data and intelligence for go-to-market teams. 00:01:30 - An Insight into Manoj Ramnani Manoj Ramnani shares his background as a fourth-time founder and CEO of Sales Intel. He also reveals a little-known fact about being a recreational pilot, showing a different side to his professional life. 00:05:40 - Discovering Manoj's Hidden Passion Manoj Ramnani unveils his passion for flying and owning his own plane, expressing his plans to fly across the country to meet customers and partners. This personal insight adds depth to his professional persona. 00:09:32 - The Importance of Team Culture and Building Sales Intel Mario and Manoj delve into the challenges and successes of building Sales Intel without venture capital funding. They highlight the significance of team culture, emphasizing the need for the right people with the right attitude, focus, and drive. 00:13:20 - Setting Cultural Values and Pillars Manoj discusses the cultural pillars of Sales Intel, emphasizing the importance of customer-centricity and progress over perfection. He shares insights from his previous experiences and the evolution of cultural values within the company. 00:15:06 - Progress and Market Learning Manoj emphasizes the importance of making progress, getting the product to market, learning from the market, and iterating to keep making progress. 00:16:13 - Cultural Pillars and Accountability Manoj discusses the importance of cultural values, accountability, and the idea of being in it together as a team. 00:18:00 - Hiring Executive Leaders Mario raises the challenge of hiring executive leaders who may not have the same ownership mindset as a founder. Manoj highlights the importance of looking for capability, cultural fit, stability, and long-term thinking in potential executive hires. 00:22:05 - Long-Term View and Employee Retention Manoj shares the concept of longer-term thinking and how it applies to employee retention and success within the company. He emphasizes the importance of giving employees enough time to see things through and the benefits of long-term commitment. 00:27:55 - Learning from Failure Manoj candidly discusses his own experience with failure and the importance of taking ownership of mistakes. He emphasizes the value of learning from failure and the impact it can have on personal and professional growth. 00:30:06 - Key Factors for Sales in Services vs. Product Companies Manjoj discusses the key differences in sales strategies for services and product companies, emphasizing the importance of product market fit, pipeline generation, and company culture. 00:31:29 - Impacting Product as a Sales Leader Manjoj explains the role of sales leaders in partnering with product and technology leaders to ensure successful product execution, especially in early-stage companies with unproven products. 00:32:36 - Challenges of Selling an Unproven Product Mario shares the challenges faced by sales reps selling an unproven product, emphasizing the importance of managing customer expectations, downplaying product issues, and maintaining resilience in the face of challenges. 00:36:14 - Progress Over Perfection in Product Development Manjoj highlights the value of prioritizing progress over perfection in product development, sharing his experience with setting realistic expectations and focusing on strengths to achieve traction in a competitive market. 00:42:48 - Building Trust Through Transparent Sales Mario discusses the importance of transparency in sales, advising sales leaders to disclose potential product issues to build trust with buyers and manage customer expectations effectively. 00:45:17 - The Importance of Not Selling Futures Mike Reevy's leadership style is highlighted, emphasizing the importance of not selling future products or features. This approach makes life easier for the organization and conditions sellers to refrain from promising future deliverables. 00:46:02 - Managing Expectations on Product Development Manoj explains the importance of managing expectations when it comes to product development timelines. He stresses the need to communicate awareness of requested features, but not promise specific delivery timelines. 00:47:34 - Negotiating Future Product Development The conversation touches on negotiating future product development with clients. Manoj shares an example of how they negotiated a quarter million dollar payment for a specific request, highlighting the complexities of product development in a mature organization. 00:48:59 - Connecting with Manoj Ramnani Listeners are encouraged to connect with Manoj on LinkedIn and are reminded to send a personalized connection request mentioning the podcast. Manoj's LinkedIn profile and last name spelling are provided for reference. 00:49:41 - Manoj's Favorite Movie Manoj shares that "The Godfather" is his all-time favorite movie, providing a personal touch to the conversation. This light-hearted moment adds a personal touch to the end of the episode. Cultivating a strong team culture Manoj highlights the importance of creating a rob
  If you're feeling frustrated because your current hiring process is only bringing in mediocre sales talent, then you are not alone! You may already be spending countless hours sifting through resumes and conducting interviews, only to end up with sales professionals who lack the drive and results you need. Instead of seeing a boost in sales team performance, you're stuck dealing with underperformers who are holding your team back. It's time to make a change and attract the A-level sales talent your team needs to succeed. In this episode of The Modern Selling Podcast, Doug Dvorak, Motivational Sales Speaker, Trainer & Sales Performance Coach, shares his insights on attracting A-level sales talent. Doug is one of the most well-traveled keynote motivational speakers available today. Doug has earned his spot in the motivational speaking hall of fame. He has also been inducted into the International Who’s Who of Professional Speaking. Doug Dvorak's journey from being a seasoned sales representative to a leader in sales talent acquisition is a compelling narrative of resilience and vision. His career spans the burgeoning era of the Internet, selling data communication products, to leading global sales teams in the realm of manufacturing enterprise software. Doug's story is a testament to the fact that attracting A-level sales talent is not just about skill; it's about creating an environment that resonates with top performers. His journey encapsulates the essence of perseverance and a relentless pursuit of excellence in sales talent acquisition. We can't sell as Fred Flintstone anymore. We're George Jetson. And AI is in support to allow us to get more FaceTime, email time, phone time, zoom times. That's the only time we make money. - Doug Dvorak This week's special guest is Doug Dvorak, the founder and managing principal of the Sales Coaching Institute, bringing with him a wealth of experience as a professional sales representative and keynote speaker. Having spearheaded sales of data communication products, web browser technology, and enterprise software to global giants such as IBM and John Deere, Doug's expertise in attracting and retaining A-level sales talent is unparalleled. In this episode you will learn to: Master the art of hiring and retaining sales talent can transform your sales team's performance. Discover the secrets to attracting A-level sales talent and elevating your team's success. Uncover the power of using sales assessments for hiring top-performing sales professionals. Learn sales compensation plan best practices to motivate and reward your sales team effectively. Explore the impact of AI on sales leadership and how it can revolutionize your sales strategies. The key moments in this episode are: 00:00:08 - Introduction to the podcast 00:01:25 - Doug's Background and Experience 00:09:02 - Hiring A-Level Talent 00:13:51 - Strategies for Hiring Senior Talent 00:16:03 - Attracting and Retaining A-Players 00:17:49 - Attracting and Retaining Great Sales Talent 00:18:50 - Hiring Process and Assessments 00:20:32 - Vetting Candidates and Cultural Fit 00:26:17 - Elements of a Successful Sales Compensation Plan 00:31:42 - Avoiding Complex Compensation Plans 00:35:01 - Importance of Compensation in Sales Leadership 00:36:39 - Impact of Technology on Sales Leadership 00:43:24 - Embracing AI in Sales 00:46:03 - Leveraging Technology in Sales 00:49:41 - Connecting with Doug Dvorak Timestamped summary of this episode: 00:00:08 - Introduction to the podcast Mario Martinez Jr. introduces the podcast and the guest, Doug Dvorak, founder of the Sales Coaching Institute. 00:01:25 - Doug's Background and Experience Doug Dvorak shares his background as a former sales representative and leader, and his transition to founding the Sales Coaching Institute in 2005. 00:09:02 - Hiring A-Level Talent Doug discusses the importance of having a well-constructed hiring process and building a farm system to identify and groom A-level sales talent, including partnerships with colleges and universities. 00:13:51 - Strategies for Hiring Senior Talent Doug suggests establishing strong relationships with search professionals who have expertise in the industry to help in the search for senior talent, as well as leveraging referrals from current senior reps. 00:16:03 - Attracting and Retaining A-Players Mario emphasizes the importance of leaders being interviewed by potential hires, and discusses the significance of personal brand and culture in attracting and retaining top talent. 00:17:49 - Attracting and Retaining Great Sales Talent Doug discusses the importance of branding to attract top sales talent and shares insights on the hiring process using the top grading system. 00:18:50 - Hiring Process and Assessments Doug elaborates on the top grading system and the use of sales assessment tools like Gallup's challenger or disk, as well as the importance of conducting thorough reference checks. 00:20:32 - Vetting Candidates and Cultural Fit Doug emphasizes the significance of vetting candidates through online assessments, interviews, and reference checks to ensure cultural fit and mutual value for both the employer and the candidate. 00:26:17 - Elements of a Successful Sales Compensation Plan Doug highlights the key elements of a successful sales compensation plan, including a reasonable base, non-recoverable draw, clear KPIs, and accelerators to motivate and attract top sales talent. 00:31:42 - Avoiding Complex Compensation Plans Doug discusses the negative impact of complex and changeable compensation plans, emphasizing the importance of simplicity, transparency, and fair compensation to retain and motivate A players in the sales team. 00:35:01 - Importance of Compensation in Sales Leadership Doug emphasizes that the compensation of sales leaders should be less than top performers. He discusses the impact of compensation on behavior and the mistake of promoting the best rep to a leadership role. 00:36:39 - Impact of Technology on Sales Leadership Doug delves into the effects of technology, specifically AI, on sales leadership. He highlights the game-changing nature of AI in automating manual tasks and freeing up time for sales leaders and reps. 00:43:24 - Embracing AI in Sales Doug stresses the importance of AI augmenting sales reps and leaders rather than replacing them. He discusses the productivity savings and the need for data-driven decision making in sales. 00:46:03 - Leveraging Technology in Sales Doug emphasizes the role of AI in supporting sales reps to get more FaceTime, email time, phone time, and zoom time to drive meaningful conversations. He underscores the importance of humanization and contextual relevance in engagement. 00:49:41 - Connecting with Doug Dvorak Doug shares his contact information for connecting with him directly and mentions his website and phone number for further engagement. Hire and Retain Top Sales Talent Finding and keeping high-level sales professionals can be a game-changing strategy for organizations looking to expand their business. A thorough hiring process can include elements such as a detailed sales assessment, a well-structured interview, and even asking candidates to submit videos to demonstrate their skills and motivation. In addition, a comprehensive onboarding process and a transparent, easy-to-understand compensation plan can promote staff retention and encourage top performers to stay with the company. Attract A-Level Sales Professionals Attracting top-notch sales talent requires a strategic approach that goes beyond just offering a decent salary. Companies need to work on their branding, create a dynamic sales culture, and establish processes that can identify and attract A-level talent continuously. Forming partnerships with universities to offer internships can also provide a much-needed funnel to attract and assess potential candidates that can later become full-time hires. Power of Sales Assessments Sales assessments have evolved to become an essential tool in the hiring process, providing deep insights into a candidate's sales aptitude, personality, leadership skills, and more. Tools like Gallup's challenger or DISC can help verify if a candidate's skill set matches the job requirements and how comfortably they can fit in with the company's culture. They serve as an effective complement to reference checks and interviews, helping to ensure that hires are not only capable but also motivated and a good cultural fit. Connect with Doug Dvorak directly via https://dougdvorak.com/ Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a free text expander and personal writing assistant. Check out the 100 best chat GBT prompts and the best LinkedIn Chat GPT prompts available on Vengreso's website for AI-powered engagement. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners. https://www.facebook.com/GoVengreso https://www.twitter.com/twitter.com/govengreso https://www.linkedin.com/company/vengreso https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1 https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1
  Get ready to uncover the secrets of mental toughness in sales with expert Matt Phillips. Discover the key to overcoming challenges, achieving success, and reaching your full potential. But what happens when the pressure is on, and the quotas must be met? Stay tuned to find out. This is Matt Phillips's story: Matt Phillips' journey is a testament to the transformative power of embracing discomfort and seizing unexpected opportunities. His encounter with Ruben Gonzalez, a four-time Olympian, sparked a life-altering proposition - co-writing a book. Although initially hesitant, Matt's decision to step out of his comfort zone and accept the challenge led to personal and professional growth. This experience not only tested his confidence but also provided a platform to share valuable insights. It's a story of resilience, courage, and the profound impact of venturing into uncharted territory. Matt's narrative serves as a poignant reminder that growth often blossoms from embracing discomfort and seeking new challenges. His journey embodies the essence of mental toughness and the unwavering spirit required to navigate uncertainties. The quality of leader you become is based on the quality of questions you ask. - Matt Phillips Matt Phillips is the CEO of Matt Phillips Leadership Coaching, specializing in elevating sales professionals and teams to achieve peak performance. With over eleven years of experience, Matt's expertise lies in nurturing mental toughness and resilience, crucial for success in the competitive sales environment. His approach combines coaching, workshops, and online programs to instill the necessary skills for achieving sales goals. Beyond his professional pursuits, Matt's passion for gravel bike riding reflects his commitment to personal growth and embracing new challenges. His unique blend of leadership coaching and personal experience brings a fresh perspective to the crucial topic of mental toughness in sales. In this episode, you will be able to: Master mental toughness to excel in sales. Boost confidence and shatter limiting beliefs for sales success. Uncover the pivotal role of leadership in driving sales performance. Empower your sales team with effective enablement strategies. Harness the power of mindset for unparalleled success in sales. The key moments in this episode are: 00:00:08 - Introducing the Podcast 00:01:23 - Overcoming Mental Toughness 00:08:56 - Matt's Leadership Coaching 00:10:22 - Matt's Gravel Bike Ride 00:12:40 - Embracing New Challenges 00:12:56 - Understanding Mental Toughness 00:15:12 - The Five Elements of Mental Toughness 00:18:08 - Building Confidence 00:21:32 - Nature vs. Nurture 00:26:41 - Understanding Beliefs and Overcoming Challenges 00:27:15 - The Role of Beliefs in Sales and Leadership 00:28:49 - Shifting Beliefs for Sales Success 00:29:53 - Individual Responsibility and Leadership Development 00:36:53 - Overcoming Distractions and Effective Coaching 00:40:06 - Importance of Training and Enablement Plan 00:41:22 - Building a Leadership Philosophy 00:43:47 - Resources for Mental Toughness 00:46:06 - Quality of Leadership 00:47:53 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:08 - Introducing the Podcast Mario Martinez Jr. introduces the "Modern Selling Podcast" and the guest, Matt Phillips, CEO of Matt Phillips Leadership Coaching, discussing mental toughness. 00:01:23 - Overcoming Mental Toughness Matt shares a personal story about writing a book with a four-time Olympian, emphasizing the importance of stepping out of one's comfort zone and the impact of challenges on personal and professional growth. 00:08:56 - Matt's Leadership Coaching Matt explains that his coaching primarily focuses on salespeople and cross-functional teams, emphasizing mental toughness, consistency, and separating oneself from others as key components of achieving sales goals. 00:10:22 - Matt's Gravel Bike Ride Matt shares a personal detail about his new hobby, gravel bike riding, connecting it to the memory of his late father and emphasizing the unexpected nature of his interest in biking despite his physical appearance. 00:12:40 - Embracing New Challenges Mario and Matt discuss their shared interest in biking and how they have both embraced new challenges, such as mountain biking, demonstrating the importance of stepping out of one's comfort zone and trying new experiences for personal growth. 00:12:56 - Understanding Mental Toughness Matt and Mario discuss the importance of defining mental toughness and its key elements like confidence, focus, control, energy, and intentional action. 00:15:12 - The Five Elements of Mental Toughness Matt breaks down the five elements of mental toughness - confidence, focus, control, energy, and intentional action - and how they contribute to building a strong mindset. 00:18:08 - Building Confidence Matt emphasizes the importance of leveraging past successes to build confidence and propel future actions, regardless of challenges faced in sales or leadership roles. 00:21:32 - Nature vs. Nurture Matt and Mario delve into the discussion of whether mental toughness is something innate or can be developed through training and practice, highlighting the importance of nurturing key behaviors like confidence and control. 00:26:41 - Understanding Beliefs and Overcoming Challenges Matt shares his personal experience of understanding beliefs and how it freed him up. He emphasizes the importance of identifying and challenging limiting beliefs to achieve success in sales and leadership. 00:27:15 - The Role of Beliefs in Sales and Leadership Matt discusses the impact of beliefs in sales, highlighting the importance of confidence and understanding the origins of beliefs. He emphasizes the need to rewire the brain to overcome limiting beliefs and achieve success. 00:28:49 - Shifting Beliefs for Sales Success Matt explains the significance of shifting beliefs in sales, focusing on the role of confidence and challenging limiting beliefs. He emphasizes the need for sales leaders to coach their teams through shifting beliefs to overcome challenges and achieve success. 00:29:53 - Individual Responsibility and Leadership Development Matt addresses the individual responsibility in sales, emphasizing the importance of setting goals and reflecting on what motivates individuals. He also discusses the role of sales leaders as coaches in developing their teams and optimizing performance. 00:36:53 - Overcoming Distractions and Effective Coaching Matt shares insights on overcoming distractions and maintaining focus in sales. He also highlights the importance of effective coaching, emphasizing the need for leaders to actively listen to their team members and provide hands-on support to drive performance. 00:40:06 - Importance of Training and Enablement Plan Matt emphasizes the importance of leaders helping employees who are new to a task by providing a starting point, vision, and practical examples. He also highlights the need for leaders to invest time in coaching and mentoring employees. 00:41:22 - Building a Leadership Philosophy Matt discusses the significance of developing a clear leadership philosophy and the need for leaders to communicate their expectations and actions to their team members. He stresses the importance of investing time in training and coaching the team for optimal performance. 00:43:47 - Resources for Mental Toughness Matt shares about a free master class training for sales leaders and the importance of knowing your numbers through a metrics cheat sheet. He encourages individuals to take advantage of these resources to improve mental toughness and achieve sales goals. 00:46:06 - Quality of Leadership Matt emphasizes the importance of asking the right questions and reflecting on personal beliefs to become a better leader. He encourages individuals to challenge obstacles and rewire their thinking to unlock new possibilities and achieve desired results. 00:47:53 - All-Time Favorite Movie Matt shares his all-time favorite movie, "Field of Dreams," and relates it to his personal connection with the sentimental story behind it, emphasizing the importance of cherished memories and sentimental moments. Learn Leadership's Impact on Sales Leadership, according to Matt Phillips, extends beyond just holding team members accountable. It involves training, coaching, and equipping team members with the necessary tools to meet their sales objectives efficiently. By understanding leadership's impact on sales, professionals can better align their efforts with their overall goals, thus optimizing team performance and driving success. Strengthen Mental Toughness for Sales Matt Phillips underscores the immense role mental toughness plays in the highly competitive sales industry. In a world where sales teams and individuals are constantly jostling for the same opportunities, mental zing stands out as a reliable key to success. Through this episode, Matt seeks to equip sales professionals with the necessary tools to cultivate mental toughness, thus improving their resilience and ultimately their sales performance. Boost Confidence and Break Through Constantly revisiting past victories constitutes an essential part of fostering self-belief, according to Matt Phillips. He encourages sales professionals to leverage their past successes as a springboard to future victories. This episode inspires sales professionals to develop an unwavering confidence in their abilities, enabling them to break through challenges and meet their sales targets head-on. The resources mentioned in this episode are: Sign up for the free master class training on How to Become an Elite Sales Leader and Triple Revenue Growth to learn about mindset shifts and tactical strategies for sales leadership. Visit Mattphillipscoaching.com to access a metrics cheat sheet that can help you focus on the right metrics to
  Do you desire to enhance your business's efficiency and effectiveness? Discover how to achieve increased focus and productivity in your business operations as I share the solution with you. Learn how to attain heightened performance and output in your entrepreneurial pursuits. Join me to unlock the key to maximizing productivity in your business endeavors. Driven entrepreneur Sebastian Schieke defies distractions to achieve laser-focused productivity, despite the ever-changing business landscape and financial constraints. Does it sound familiar to struggle with maximizing sales and providing exceptional customer service? You may have been told to simply increase your sales team or customer service staff without considering the underlying issues. This can result in a lack of efficiency, wasted resources, and ultimately, a disappointing impact on your business performance.   Stick to two or three things at most and remain laser focused on the mission at hand. - Mario Martinez For this episode, Mario Martinez Jr. was interviewed by Sebastian Schieke Sebastian Schieke is the CEO and founder of a notable company focused on productivity software. With a specialization in AI and its applications in business operations, Sebastian brings a wealth of expertise to the table. His insights into leveraging AI for enhanced workflow processes and increased productivity have made a significant impact in the realm of sales and customer service. Sebastian's role in implementing AI technologies has been instrumental in reshaping the landscape of business operations, providing valuable solutions for entrepreneurs and business owners seeking to streamline their processes. In this episode, you will be able to: Discover how AI revolutionizes sales and customer service for enhanced business performance. Explore the pivotal role of human involvement in AI-driven conversations and its impact on customer experience. Uncover the importance of responsible usage of AI technology in driving ethical and sustainable business practices. Learn effective strategies for integrating AI into your workflows to streamline operations and boost productivity. Navigate through the challenges faced by entrepreneurs in leveraging AI to stay ahead in the competitive market landscape. The key moments in this episode are: 00:00:08 - Introducing FlyMSG.io 00:01:31 - Evolution of AI in the Workplace 00:03:47 - Human Assisted AI and Super Productivity Tools 00:08:21 - The Power of Integrated AI 00:09:32 - The Role of FlyMSG in Sales and Engagement 00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging 00:16:31 - The Pitfalls of AI to AI Communication 00:17:29 - The Importance of Respectful and Human-Centric Communication 00:21:48 - The Impact of AI on Enterprise Communication 00:29:29 - Ubiquitous AI Communication and Workflow Integration 00:32:13 - Personalized AI Writing Assistant 00:33:28 - Current Business Environment 00:34:29 - Struggles in Business 00:35:41 - Focus and Productivity 00:37:31 - Special Offer for Listeners Timestamped summary of this episode: 00:00:08 - Introducing FlyMSG.io Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application designed to help sales leaders and practitioners grow their sales numbers at scale. 00:01:31 - Evolution of AI in the Workplace Sebastian Chic and Mario Martinez Jr. discuss the rapid development of AI and its integration into workflow processes. They emphasize the importance of AI bringing value and enhancing the user's workflow. 00:03:47 - Human Assisted AI and Super Productivity Tools Mario Martinez Jr. explains the concept of human assisted AI and the need for tools that consolidate applications to enhance productivity. He highlights the value of AI in the user's daily workflow. 00:08:21 - The Power of Integrated AI Sebastian Schieke and Mario Martinez Jr. delve into the benefits and business cases of integrated AI, emphasizing its impact on daily communication and workflows. They discuss how AI is no longer limited to simple tasks but has become fully integrated into various work processes. 00:09:32 - The Role of FlyMSG in Sales and Engagement Mario Martinez Jr. explains the functionalities of FlyMSG, including its role in sales prospecting training, deploying messaging, and engaging with buyers. He also discusses the human-assisted AI approach in the development of FlyMSG's AI tools. 00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging The conversation starts with Sebastian Schieke emphasizing the importance of contextual relevance and hyper personalization in messaging for sales, customer service, and business owners. He highlights the value of using the human mind rather than AI for this purpose. 00:16:31 - The Pitfalls of AI to AI Communication Sebastian and Mario discuss the absurdity of AI to AI communication and the potential problems it can create. Sebastian shares an anecdote about a customer's frustration with a bot and emphasizes the need for tools to assist, not replace, human intelligence. 00:17:29 - The Importance of Respectful and Human-Centric Communication The conversation delves into the potential dangers of AI generating communication and the importance of respectful and human-centered interaction on social media. Sebastian underscores the need for developers to prioritize creating AI tools that enhance communication without contributing to disrespectful or hateful content. 00:21:48 - The Impact of AI on Enterprise Communication Sebastian discusses the potential dangers and biases created by AI platforms that use data to train their models. He highlights the importance of implementing enterprise-grade AI to protect sensitive data and maintain a high level of customization in communication across different platforms. 00:29:29 - Ubiquitous AI Communication and Workflow Integration The conversation explores the unique value of platforms like FlyMSG in providing a ubiquitous experience across various SaaS applications. Sebastian emphasizes the need for AI tools to integrate seamlessly into users' daily workflows and 00:32:13 - Personalized AI Writing Assistant Mario discusses the potential for a personalized FlyEngage tool that learns from the user's voice to generate messages. The complexity of adapting to individual voices and corporate needs is highlighted. 00:33:28 - Current Business Environment Mario reflects on the rapid speed of change and uncertainty in the current business landscape, emphasizing the challenges faced by business owners and the need for global solutions to accelerate growth. 00:34:29 - Struggles in Business Mario shares his perspective on the difficulties faced by entrepreneurs and business owners in finding product market fit and accessing funding, emphasizing the need for focus and resilience in the face of challenges. 00:35:41 - Focus and Productivity The importance of staying focused on what has worked in the past, avoiding distractions, and optimizing productivity is emphasized by Mario, highlighting the need for a laser-focused approach in business. 00:37:31 - Special Offer for Listeners Mario offers a special discount code for listeners interested in trying FlyMSG, encouraging them to leverage the productivity tools to save time and increase efficiency in their daily tasks. Human Involvement in AI Conversations While AI technology offers undeniable advantages in business and sales, the essentialness of human involvement in AI-driven conversations cannot be underestimated. By ensuring contextual appropriateness, particularly in calls to action and hyper-personalized messages, businesses can leverage technology to enhance human interaction rather than replace it. This balance of AI automation and human touch fosters a more appealing and engaging customer experience. AI Integration for Sales The incorporation of Artificial Intelligence in sales has drastically changed the landscape, offering new levels of efficiency and personalization. Tools like Vengreso's FlyMSG streamline the creation and sending of messages, which not only saves time but also enhances overall productivity. Embracing this technology combines human creativity and intelligence with AI capabilities, providing a promising path to higher sales and customer satisfaction. Responsible Usage of AI As AI technologies push new boundaries, there is a parallel need for responsible usage to navigate potential risks. Implementing enterprise-grade AI that ensures user data privacy and minimizes bias is paramount, just like FlyMSG's usage of private Language Model Models (LLMs). This mindset for responsible AI application helps enable the beneficial exploration of AI's potential, while safeguarding user trust and data integrity. The resources mentioned in this episode are: Visit Flymsg.io to set up your individual account and leverage FlyMSG for free to expand text and engage with your target buyer on LinkedIn using AI tools. Use the secret code PrimeDay2023 (capital P, capital D, 2023) to get 15% off the 27, 66, and $132 yearly plans for FlyMSG. This will help you increase your productivity and save about an hour per day. Give the Modern Selling Podcast a five-star rating and review on iTunes. Your feedback is greatly appreciated. Download FlyMSG for free right now to increase your productivity and save time. It's your free text expander and personal writing assistant. If you want to stay 20 hours or more in a month and increase your productivity, go right now and download FlyMSG. That's FlyMSG.io for free.
If you're feeling frustrated by the lack of response to your personalized sales messages, where your efforts to connect with prospects seem to fall flat, then you are not alone! Despite your attempts to craft tailored messages and engage with potential clients, you may find that your outreach process is inefficient and unproductive. Instead of seeing increased engagement and con, you may be experiencing a cycle of wasted time and missed opportunities. In this episode of The Modern Selling Podcast, Mario Martinez Jr., the CEO and founder of Vengreso, delves into the challenges faced by sales professionals in creating personalized engagement with buyers. He introduces FlyMSG.io, an innovative tool developed by his company, designed to streamline the process of crafting customized messages. Mario's expertise in digital sales prospecting and his company's focus on enhancing sales messaging for prospecting make him a credible source on this topic. The episode covers the inefficiencies of traditional outreach methods, the importance of personalization, and the introduction of AI-powered tools like FlyEngage AI and FlyPost AI to scale engagement efforts. The conversation emphasizes the significance of contextual relevance, personalization, and maintaining visibility across various touchpoints to improve buyer engagement. Sales professionals struggling with personalized messaging and seeking to enhance their outreach process should tune in to gain insights on leveraging AI tools like FlyMSG.io to save time and increase productivity while maintaining a personal touch in their buyer interactions. The name of the game is not Spray and Pray. The key to success is personalization and contextually relevant messaging. - Mario Martinez Jr. In this episode, you will be able to: Engage buyers with AI to boost sales efficiency. Streamline personalized messaging with FlyMSG.io Overcome challenges of email marketing with personalization. Increase buyer engagement through strategic social channel use. Scale prospecting efforts while maintaining a personal touch. The key moments in this episode are: 00:00:08 - Introduction 00:01:41 - Using AI for Buyer Engagement 00:03:17 - The Problem with Sales Messaging 00:07:54 - Templates and AI 00:11:29 - The Future of Personalization 00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media 00:18:42 - Introducing Fly Engage AI and Fly Post AI 00:20:16 - Leveraging Connections and Building Engagement 00:21:39 - Maximizing the Benefits of LinkedIn Engagement 00:28:40 - Using AI to Improve Productivity 00:29:47 - Engaging with Connections on LinkedIn Sales Navigator 00:30:18 - Text Expander for Template-Based Messaging 00:31:06 - Importance of Consistency and Quality 00:31:38 - Getting Started with Fly Message Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG.io He explains that the podcast aims to help sales professionals grow their sales numbers at scale. 00:01:41 - Using AI for Buyer Engagement Mario discusses how FlyMSG, a free personal writing assistant and text expander application, can help sales professionals increase their prospecting engagement by up to 40%. He emphasizes that FlyMSG.io is not a bot and encourages listeners to try it. 00:03:17 - The Problem with Sales Messaging Mario explains that many sales professionals struggle with writing effective sales emails and messages. He discusses the importance of using templates to save time and ensure consistency in messaging. He introduces FlyMSG as a solution to this problem. 00:07:54 - Templates and AI Mario discusses how FlyMSG combines templates and AI to help sales professionals engage with their target audience. He explains that the platform allows users to quickly deploy pre-written messages with just a few keystrokes. He emphasizes the importance of personalization in sales messaging. 00:11:29 - The Future of Personalization Mario highlights the impact of personalization in sales messaging, especially with Google's new policies on spam. He emphasizes the need for individualized and relevant messaging to improve response rates and avoid being marked as spam. 00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media Sellers face the challenge of engaging with B2B buyers on social media platforms like LinkedIn. Email and phone have low effectiveness, but using additional channels like text, LinkedIn, or video can increase engagement by up to 40%. However, the time-consuming process of finding relevant posts and crafting authentic responses hinders scalability and efficiency. 00:18:42 - Introducing Fly Engage AI and Fly Post AI Fly Engage AI and Fly Post AI are tools designed to address the challenges of engaging with buyers on LinkedIn. Fly Engage AI analyzes an individual's posts and helps sellers write relevant responses, saving time and increasing scalability. Fly Post AI allows users to generate thought leadership posts on any topic, with AI-generated content that can be personalized for maximum impact. 00:20:16 - Leveraging Connections and Building Engagement Sellers can leverage connections on LinkedIn to build engagement and maintain visibility. By sending personalized connection requests and following up with valuable content, sellers can stay on the radar of their target buyers. Building a multi-channel approach that includes messaging, commenting, and posting content helps establish a strong presence and increase the chances of success. 00:21:39 - Maximizing the Benefits of LinkedIn Engagement Engaging with buyers on LinkedIn offers several benefits, including increased visibility and extended exposure through newsfeeds. Sellers can maximize these benefits by implementing a connection request strategy, sending personalized messages, and consistently posting valuable content. By utilizing human-assisted AI and maintaining a genuine, 00:28:40 - Using AI to Improve Productivity Mario discusses the benefits of using human-assisted AI to remove emotion and focus on tasks. He demonstrates how to use AI to edit and tag posts, as well as engage with connections on LinkedIn Sales Navigator. 00:29:47 - Engaging with Connections on LinkedIn Sales Navigator Mario explains how AI can be used on LinkedIn Sales Navigator to engage with connections. He shows how to view posts and leave comments directly within the platform, making prospecting more efficient. 00:30:18 - Text Expander for Template-Based Messaging Mario introduces the text expander feature, which works on various online platforms. He demonstrates how to search for and insert pre-defined message templates, saving time and ensuring consistency in communication. 00:31:06 - Importance of Consistency and Quality Mario emphasizes the importance of consistency in messaging, from using hashtags to maintaining a cultural component within a team. He highlights the role of Fly Message in improving time, quality, and scalability in sales. 00:31:38 - Getting Started with Fly Message Mario directs listeners to visit flymsg.io to set up an account and access a 14-day trial. He mentions the Sales professional plan, which includes unlimited access to Fly Message tools and 14 hours of sales prospecting training. Streamline Personalized Messaging Personalized messaging is a cornerstone of effective sales strategy. Yet, it often becomes tedious and time-consuming, making it challenging to scale. Tools like FlyMSG.io help in personalizing messages at scale, thereby significantly reducing time and effort, enhancing productivity, and leveraging the personal touch to drive impactful conversations with potential buyers. Engage Buyers with AI Artificial Intelligence (AI) has revolutionized many aspects, and the sales industry is no exception. AI empowers sales professionals to engage more effectively and efficiently with their potential buyers. Tools like FlyEngage AI and FlyPost, from the FlyMSG family, harness the power of AI, not only offering excellent time-saving solutions but also providing valuable insights into buyer habits, significantly enhancing engagement strategies. Overcome Email Marketing Challenges Email marketing is often fraught with challenges such as low response rates and high spam complaints. But, by incorporating AI-powered tools like FlyMSG.io and adhering to effective strategies, sales professionals can navigate these hurdles. Not only does this enhance email deliverability, but significantly improves engagement rates, driving a higher return on investment and paving the path for successful buyer engagement. The resources mentioned in this episode are: Download FlyMSG.io: Go to the Chrome store or website and download FlyMSG, the free personal writing assistant and text expander application. Try it out: Once you have downloaded FlyMSG, give it a try and see how it can help increase your prospecting engagement with LinkedIn by up to 40%. Increase your sales numbers: Utilize FlyMSG to improve your sales numbers at scale. Use the app to create personalized and engaging messages to your target audience. Create buyer engagement: Use FlyMSG to create buyer engagement by crafting effective and attention-grabbing emails. The app provides templates and suggestions for subject lines, message content, and more. Save time: With FlyMSG, you can save time by using pre-built templates for common sales scenarios. Simply type a few keystrokes and the entire message will be generated for you. Enhance prospecting: FlyMSG.io can help you enhance your prospecting efforts by providing AI-powered suggestions and recommendations. This can help you tailor your messages to specific buyers and increase your chances of getting a response. Drive inbound leads: By utilizing the features of FlyMSG, you can drive inbound leads by creating personalized
Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to: Master negotiation strategies to achieve success in any business deal. Achieve a balance between your personal and business needs during negotiations for optimal results. Understand the procurement process to gain a competitive edge and improve your negotiation outcomes. Unlock the power of goal-based negotiation to create maximum value for both parties involved. Hone your negotiation skills through practice and become a more effective sales professional. The key moments in this episode are: 00:00:08 - Introduction 00:01:48 - Background and Inspiration 00:05:24 - Juicy Fact 00:07:26 - Biggest Mistakes in Negotiations 00:10:36 - The First Step in Preparation 00:15:12 - Prioritizing Your Needs 00:17:07 - Aligning Sales and Business Objectives 00:18:51 - Lack of Clear Direction in Sales Leadership 00:22:38 - Importance of Financial Metrics in Sales 00:25:51 - Equipping Sales Teams for Success 00:29:11 - Selling with Belief in Value 00:30:48 - Dealing with Challenges and Fluctuations 00:32:05 - Negotiation as a Practice 00:34:16 - Continuous Learning in Negotiation 00:35:15 - Accessing Information about the Counterparty 00:42:43 - Understanding the Hot Buttons in Negotiation 00:43:48 - Born Negotiators vs Skill Development 00:46:15 - Individual Negotiation Training 00:47:48 - The Myth of Win-Win 00:51:35 - Favorite Movie and Closing Timestamped summary of this episode:  00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the topic of negotiations. He welcomes Mark Raffin, the head of training at Negotiations Ninja, and mentions Mark's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. 00:01:48 - Background and Inspiration Mark Raffin shares his background in procurement and how he transitioned to training salespeople in negotiations. He discusses his motivation for starting Negotiations Ninja, which was to create more engaging and effective corporate training. 00:05:24 - Juicy Fact Mark reveals that he has made several salespeople cry during negotiations, which he considers both shameful and a badge of honor. He assures listeners that it's okay to feel frustrated or emotional during negotiations. 00:07:26 - Biggest Mistakes in Negotiations The biggest mistake in negotiations is lack of preparation. Mark emphasizes the importance of strategic planning and having a clear goal in mind. He highlights the need to understand the buyer's perspective and hot buttons. 00:10:36 - The First Step in Preparation The first step in preparation is clearly defining what you want to achieve from the negotiation. Mark points out that simply wanting a good deal isn't specific enough and encourages sellers to think about their desired outcomes in terms of value and profitability. 00:15:12 - Prioritizing Your Needs The importance of considering your own needs before the customer's needs is highlighted. While the customer's needs are important, sacrificing your own needs can be detrimental. It is essential to identify and fulfill the needs of the business while also considering personal objectives. 00:17:07 - Aligning Sales and Business Objectives The importance of aligning individual goals with the needs of the business is emphasized. By negotiating contracts that benefit both parties and contribute to the company's growth, salespeople can play a significant role in achieving corporate objectives. 00:18:51 - Lack of Clear Direction in Sales Leadership The lack of clear communication and direction from sales leadership is discussed. Many salespeople are unaware of the specific goals and objectives of the business, resulting in missed opportunities. Sales leaders should provide their teams with clear objectives to guide their negotiations and decision-making. 00:22:38 - Importance of Financial Metrics in Sales The separation between the sales team and the finance team is highlighted as a challenge. Salespeople often lack knowledge about the financial metrics and targets necessary to make informed decisions during negotiations. Sales leaders should demand transparency and provide their teams with the necessary financial information to negotiate effectively. 00:25:51 - Equipping Sales Teams for Success The importance of arming sales teams with the necessary information and tools to negotiate effectively is emphasized. Providing a range of acceptable outcomes for various success drivers, such as price, IP risk, and brand risk, enables salespeople 00:29:11 - Selling with Belief in Value It is crucial for salespeople to believe in the value their product or service brings to the organization and the client. If they don't believe in it, they should find something else to do. Belief in the mission, values, organization, and products is essential for success. 00:30:48 - Dealing with Challenges and Fluctuations Sales professionals often face challenges and fluctuations in their products or organizations. It can be disheartening when things don't go smoothly, but maintaining belief in the mission and staying consistent in their efforts are key to success. 00:32:05 - Negotiation as a Practice Negotiation should be viewed as a practice, similar to religious experiences or mindfulness practices. There is no end state of perfection, but by consistently applying negotiation techniques and continually improving, salespeople can achieve success. 00:34:16 - Continuous Learning in Negotiation Negotiation is not a one-time skill, but a practice that should be continually developed. The more salespeople read and learn about negotiation, the more they realize there is always more to know. Consistently improving and being disciplined are key to success. 00:35:15 - Accessing Information about the Counterparty To access information about the counterparty, salespeople should focus on four question sets: asking about success drivers, finding out what the counterparty wants, anticipating the questions the counterparty will ask, and reflecting on the perceptions of both parties in 00:42:43 - Understanding the Hot Buttons in Negotiation Salespeople often miss understanding the hot buttons for individuals in the negotiation process. It is important to understand the structure and priorities of the procurement team and ask discovery questions to involve them earlier in the conversation. 00:43:48 - Born Negotiators vs Skill Development There is no such thing as a born negotiator. While some people may have natural communication skills, negotiation is a skill that needs to be practiced and developed. Dedication, focus, and practice are key to becoming a successful negotiator. 00:46:15 - Individual Negotiation Training Negotiation Ninja offers live training courses for individuals. While they don't offer on-demand training, the courses provide opportunities for practice and learning from procurement professionals and other salespeople. 00:47:48 - The Myth of Win-Win The concept of win-win in negotiation is misleading. It assumes that both parties can truly win and agree on what is fair. Instead, focus on goal-based negotiation, setting aspirational goals and working towards achieving them to driv
Have you ever heard these common myths about building connections and creating a sense of purpose in sales?  Myth #1: Networking is just about exchanging business cards. Myth #2: Purpose is a fluffy concept that doesn't impact bottom-line results. Myth #3: Building strong connections is only for extroverts. In this episode, our guest Lloyed Lobo will debunk these myths and share the truth about how these strategies can accelerate sales success. Lloyed Lobo, the accidental entrepreneur turned Wall Street Journal bestselling author, has a unique journey that has always revolved around the power of community. Growing up in Kuwait to Indian parents who faced educational barriers, Lloyed experienced the importance of connection and unity firsthand. Spending summers in the slums of Mumbai, he witnessed how communal activities like pumping water and sharing meals brought people together. Later, during the Gulf War, Lloyed saw how a shared purpose could unite even in the face of adversity. These experiences shaped his belief that great leaders should cascade purpose, not just goals, and that when people are united by a common purpose, they can move mountains. Lloyed's entrepreneurial spirit was ignited by these experiences, as he learned that entrepreneurship is not just about making money, but about taking an idea and executing it with extreme risk and uncertainty. Building communities became Lloyed's DNA, and it played a vital role in the success of his company, where he realized the true power of connection and the impact it has on mental well-being. His journey is a testament to the transformative power of building connections and creating a sense of purpose. When people are united by a common purpose, they can move mountains. - Lloyed Lobo My special guest is Lloyed Lobo Lloyed Lobo is a renowned author, known for his Wall Street Journal bestseller, "From Grassroots to Greatness." Alongside his writing achievements, Lloyed is also the co-founder of Boast.AI and Traction, showcasing his entrepreneurial expertise. With a unique background that includes being a refugee of the Gulf War, Lloyed brings a fresh perspective to the table. Growing up in a community-driven environment, he witnessed firsthand the power of unity and purpose in overcoming challenges. This experience has shaped his belief in the importance of cascading purpose as a leader and the ability of a strong community to achieve exceptional results. Lloyed's extensive knowledge in community-led growth makes him a sought-after guest for discussions on building connections and driving sales success. Prepare to gain valuable insights from his wealth of experience and expertise in this episode of The Modern Selling Podcast. In this episode, you will be able to: Accelerate sales growth by harnessing the power of community. Empower sales leaders to effectively cascade purpose and drive sales success. Create strong connections and a sense of purpose within your sales team for increased motivation and collaboration. Tap into community-driven approaches to fuel business growth and sales results. Discover the key to understanding and targeting your ideal customer profile (ICP) for sales success. The key moments in this episode are: 00:00:08 - Introduction 00:02:26 - Background and Formative Experiences 00:06:48 - Entrepreneurship and Risk 00:08:36 - From Grassroots to Greatness 00:09:49 - The Power of Community 00:13:17 - The Four Stages of Idea Growth: Audience, Community, Movement, Religion 00:15:22 - The Importance of Human-to-Human Connection 00:16:50 - The Power of Community in Marketing 00:18:30 - Examples of Successful Community Building 00:20:08 - The Journey into Community Building 00:27:21 - Finding the Right Audience 00:28:14 - Understanding the Ideal Customer Profile (ICP) 00:29:30 - Platforms and Communities 00:30:55 - The Power of In-Person Connections 00:33:38 - Community Building Advice 00:40:46 - The Power of Positive Companionship 00:41:08 - The Influence of Founders 00:41:30 - The Importance of Communication 00:42:12 - The Fourth C: Consistency 00:43:54 - Underdog Stories and Entrepreneurship Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Lloyd Lobo. They discuss the importance of energy and connection in building a community. 00:02:26 - Background and Formative Experiences Lloyd Lobo shares his background, growing up in the slums of Mumbai and experiencing the Gulf War as a refugee. He discusses how these experiences taught him the power of community and purpose. 00:06:48 - Entrepreneurship and Risk Lloyd Lobo explains how his experiences as a refugee during the Gulf War shaped his entrepreneurial spirit. He believes that entrepreneurship is about taking an idea to execution and impact while dealing with extreme risk and uncertainty. 00:08:36 - From Grassroots to Greatness Lloyd Lobo discusses his book, "From Grassroots to Greatness: 13 Rules to Build Iconic Brands with Community-Led Growth." He explains how building a community can drive growth and shares his experience with leveraging community to grow his own company, Boast.AI. 00:09:49 - The Power of Community Lloyd Lobo shares how building a community of entrepreneurs helped his company, Boast.AI, acquire customers and grow. He emphasizes the importance of community in understanding customer pain points and building relationships. 00:13:17 - The Four Stages of Idea Growth: Audience, Community, Movement, Religion Lloyed Lobo explains that every enduring global phenomenon follows the same four stages: audience, community, movement, and religion. Building a community is essential to avoid becoming a commodity and instead become a cult-like brand or religion. 00:15:22 - The Importance of Human-to-Human Connection Lloyed emphasizes that technology may evolve, but human-to-human connection remains consistent. The most iconic brands and businesses are built on these connections. He shares that he wrote a book on this topic, highlighting its significance. 00:16:50 - The Power of Community in Marketing Lloyed discusses how marketing has changed, with consumers becoming fed up with spam and clickbait. Building a community is crucial for businesses to own their relationships with consumers and avoid relying solely on algorithms and platforms. 00:18:30 - Examples of Successful Community Building Lloyed provides examples of companies like Atlassian and Harley-Davidson that have successfully built communities. These communities have not only saved struggling brands but have also become iconic and influential in their respective industries. 00:20:08 - The Journey into Community Building Lloyed shares his personal journey into community building, starting with cold calling and sales. He realized the importance of communication and connecting with like-minded individuals at entrepreneurial events, which led to the formation of his own community. 00:27:21 - Finding the Right Audience Lloyed emphasizes the importance of loving and understanding your target audience. He shares his experience of building a startup audience and highlights the criteria to consider, such as sustainability, niche size, propensity to pay, and ease of access. 00:28:14 - Understanding the Ideal Customer Profile (ICP) Lloyed explains the process of understanding the ICP by immersing oneself in their world. By identifying their pains, goals, aspirations, and obstacles, entrepreneurs can develop products that address their needs. He also emphasizes the importance of knowing the ICP's circle of influence. 00:29:30 - Platforms and Communities Lloyed emphasizes the significance of knowing where your target audience frequents, whether it's LinkedIn, blogs, or magazines. He suggests creating an online audience through consistent content creation and bringing them together through offline meetups or online community channels. 00:30:55 - The Power of In-Person Connections Lloyed highlights the power of building connections through in-person interactions. He explains that combining multiple senses strengthens relationships and trust. While online communities are valuable, meeting in person can foster deeper connections. 00:33:38 - Community Building Advice Lloyed advises individuals to consider their DNA of giving before building a community. He emphasizes that community building is a marathon and requires time, consistency, and a genuine desire to help others. He also suggests being deliberate about the type of community to build. 00:40:46 - The Power of Positive Companionship Surrounding yourself with positive and uplifting people during difficult times can make those times feel less challenging. Companionship plays a crucial role in shaping our experiences, and having great companions can make any journey, even a difficult one, memorable. 00:41:08 - The Influence of Founders Working closely with founders has given Lloyd the courage to start his own startup. The people we surround ourselves with have a significant impact on our mindset and aspirations. Your community is your currency. 00:41:30 - The Importance of Communication Communication is key to aligning people and building an audience. Without effective communication, you have an empty room. Mario is praised for his high energy communication skills. 00:42:12 - The Fourth C: Consistency Consistency is crucial for success. Whether it's in community building, creation, or communication, consistent actions lead to significant outcomes over time. Overnight success is the result of compound interest on consistency. 00:43:54 - Underdog Stories and Entrepreneurship Lloyd enjoys underdog story movies because they teach valuable lessons about entrepreneurship. It's not about how hard you hit, but how hard you keep pushing forward. From grassroots to greatness, the journey of an underdog is inspiring. Accelerate sales growth Accelerating sales growth relies heavily on building a strong community around your busi
Drive Better Results through Personalization in Sales Jeffrey Gitomer, the charismatic King of Sales, challenges the notion that sales professionals should solely focus on selling by delving into the world of Taylor Swift's extraordinary success, igniting a lively football rivalry with the host, and introducing an AI tool, all while exploring the importance of personalization and emotional connection in driving sales. Jeffrey, a renowned sales expert and best selling author, believes that the key to success in modern selling lies in understanding the past and building genuine relationships. In a conversation with Vengreso's CEO Mario Martinez Jr. on The Modern Selling Podcast, Gitomer emphasizes the importance of personalization in sales and the value of turning relationships into friendships. He shares how he has made more sales after midnight than anyone else by focusing on being a value provider, not just a product pitcher. Gitomer challenges young salespeople to embrace the depth of personalization and move away from relying on shortcuts like AI. He encourages them to go back to their roots, tap into their family and business values, and invest time in truly understanding their customers' needs and desires. According to Gitomer, sales are made by engaging customers emotionally and proving their credibility socially. By customizing and personalizing their approach, salespeople can build trust and win more deals. The past will predict the future every single time. Study what happened, and it'll tell you what's going to happen. - Jeffrey Gitomer Jeffrey Gitomer is not your typical sales expert. With a charismatic personality and a no-nonsense approach, he has earned the title of the "King of Sales." As an international sales trainer, President of Buy Gitomer, keynote speaker, and bestselling author, Jeffrey has revolutionized the way sales professionals approach their craft. His most recent book, "Get Sh*t Done," is a testament to his belief in the power of productivity. Jeffrey understands that success in sales is not just about closing deals, but about building genuine connections and providing value to customers. With a deep understanding of the history of sales and the importance of personalization, Jeffrey challenges salespeople to go beyond the convenience of technology and truly connect with their customers. His insights and strategies have proven to be game-changers for countless sales professionals, making him one of the most sought-after voices in the industry. In this episode, you will be able to: Unlock the secrets to Taylor Swift's music and business success. Discover the power of personalization in sales and skyrocket your results. Master the art of building relationships and trust in the sales process. Understand cultural preferences to create winning sales strategies. Harness the potential of AI technology for revolutionary sales prospecting. The key moments in this episode are: 00:00:08 - Introduction 00:01:35 - The Importance of Understanding Sales History 00:03:58 - Jeffrey Gitomer's Background and Recent Book 00:08:41 - The Use of AI in Sales 00:10:51 - Embracing AI and the Future of Sales 00:16:30 - The Importance of Customization 00:19:05 - The Role of Emotional Engagement in Sales 00:20:12 - Adding Personal Voice to AI Responses 00:22:26 - Leaving an Emotional Impact 00:24:26 - Challenging the Sales Process 00:32:09 - How to Help Customers 00:34:45 - Understanding Why People Buy 00:36:05 - Jeffrey's Dream Jobs 00:37:24 - Upselling and Emotional Connection 00:39:03 - Quality Forever and Customer Loyalty 00:46:47 - Taylor Swift's Influence in Music and Business 00:47:30 - Eagles Games and Football Rivalry 00:48:18 - Friendly Hamburger Bet 00:48:29 - Call to Action 00:49:30 - Conclusion and Product Promotion Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Jeffrey Gitomer, known as the King of Sales. 00:01:35 - The Importance of Understanding Sales History Gitomer emphasizes the importance of understanding the history of sales and how it influences modern selling. He highlights the value of building relationships and emphasizes the need for salespeople to connect with customers on a personal level. 00:03:58 - Jeffrey Gitomer's Background and Recent Book Gitomer talks about his most recent book, "Get Shit Done," which focuses on productivity. He mentions how he drew inspiration from a 100-year-old writer named Orison Sweat Martin. Gitomer also shares anecdotes from his early writing career and the impact his columns had on readers. 00:08:41 - The Use of AI in Sales The conversation shifts to the use of AI in sales. Gitomer criticizes a company's policy that banned the use of AI in sales communication. He believes that AI can be a valuable tool for salespeople, as long as it is used effectively and personalized for each customer. 00:10:51 - Embracing AI and the Future of Sales Gitomer expresses his openness to embracing AI in his own work and future endeavors. He believes that protecting proprietary information is becoming increasingly difficult in the digital age. Gitomer also emphasizes the value of building personal connections in sales, rather than relying solely on technology. 00:16:30 - The Importance of Customization The guest emphasizes the need to customize AI responses and not rely solely on generic messaging. He suggests that personalized responses based on the recipient's background and needs can lead to better engagement and sales success. 00:19:05 - The Role of Emotional Engagement in Sales The guest highlights the importance of emotional engagement in sales. He emphasizes the need to invest time in understanding the customer's needs, desires, and circumstances, and to respond with positive emotions to create meaningful relationships and trust. 00:20:12 - Adding Personal Voice to AI Responses The guest discusses the importance of adding personal voice to AI-generated responses. He gives an example of how he would modify a generic response to make it more personalized and engaging for the recipient, based on their background and achievements. 00:22:26 - Leaving an Emotional Impact The guest explains that at the end of a call or meeting, people will remember one of five things about you: something great, something good, nothing at all, something bad, or something really bad. He emphasizes the importance of leaving an emotional impact, even if it's a negative one, rather than being forgotten. 00:24:26 - Challenging the Sales Process The guest shares his frustration with the traditional sales process, particularly the need to go through a qualification call with an SDR before having an intelligent conversation with a salesperson. He believes in providing upfront pricing or directly booking a meeting with an account executive for a more 00:32:09 - How to Help Customers Jeffrey emphasizes the importance of understanding how to help customers and shares his approach of asking, "How can I help you the most?" He shares a recent conversation with a customer from India and how he provided valuable insights and recommendations, even though his own company couldn't fulfill their needs. 00:34:45 - Understanding Why People Buy Jeffrey believes that understanding why people buy is more crucial than teaching sales techniques. He emphasizes the importance of uncovering the customer's motives and needs before presenting any sales materials. By focusing on the customer's personal goals and challenges, salespeople can build a stronger emotional connection and increase their chances of making a sale. 00:36:05 - Jeffrey's Dream Jobs Jeffrey shares his dream jobs, which include being a Starbucks barista, a Walmart greeter, and a waiter at a high-end restaurant. He believes that these roles provide opportunities to connect with people on a personal level, upsell products, and make a positive impact on customers' experiences. 00:37:24 - Upselling and Emotional Connection Jeffrey discusses the power of upselling through emotional connection. He shares a personal experience at a restaurant where the waiter's detailed descriptions of desserts made him salivate and increased his willingness to spend more. By understanding customer preferences and using persuasive techniques, salespeople can upsell effectively and enhance customer satisfaction. 00:39:03 - Quality Forever and Customer Loyalty Jeffrey praises The Apple Pan, a restaurant with a motto of 00:46:47 - Taylor Swift's Influence in Music and Business The guest highlights Taylor Swift's success in both music and business, emphasizing that she has created her own country and economy. He mentions her high ticket sales, with the lowest price being $1,000, and praises her ability to generate billions of dollars. 00:47:30 - Eagles Games and Football Rivalry The conversation shifts to discussing their shared love for the Eagles football team. They talk about the excitement of watching games together and the upcoming Eagles-49ers game. They exchange playful banter and express confidence in their respective teams. 00:48:18 - Friendly Hamburger Bet The guest challenges the host to a bet on the outcome of the Eagles-49ers game, suggesting a private hamburger meeting if he loses. They jokingly negotiate the terms of the bet and plan to have their teams face off in a friendly competition. 00:48:29 - Call to Action The host encourages listeners to reach out to the guest and mention the podcast. He also promotes an AI technology called Flymsg.IO that can help with prospecting and engaging with target buyers. The episode ends with a request for a rating and review on iTunes. 00:49:30 - Conclusion and Product Promotion The host wraps up the episode, thanking listeners and reminding them to download Flymsg.IO for increased productivity. He signs off with a closing statement and encourages good selling. Tap into Cultural Prefe
Boost Your Sales with Personalized Communication Strategies - David Graswick In a world where sales influencers typically write books to establish their expertise, Mario Martinez Jr. took a different path. Instead, he embarked on a journey that led to the creation of The Modern Selling Podcast, ultimately making him a sales influencer without ever writing a book. But what Mario didn't expect was the incredible impact he would have, with nearly seven years and 250 episodes of wisdom shared. And now, as he welcomes David Graswick, Vice President of Global Sales at DataBook, they uncover the unexpected key to sales success in the digital landscape. Brace yourself for a twist that will revolutionize the way you approach personalized communication, leaving you hungry for more. Today's special guest is David Graswick, Vice President of Global Sales at DataBook. He joins host Mario Martinez Jr. on the 250th episode of The Modern Selling Podcast. Reflecting on his journey, Mario shares that he started the podcast to become a sales influencer without writing a book, a task he wasn't particularly fond of. Instead, he opted for the medium of podcasts and short videos. With almost seven years and 250 episodes under his belt, Mario is thrilled to have David as a special guest. David, who has been with Data Book for three years, is praised for his impressive three-year tenure as a VP of Sales, which is quite rare in the industry. Mario and David delve into the importance of securing C-suite meetings and the value they bring. They emphasize the need for sellers to understand the business problems they solve, as well as the different buyer personas within an organization. Articulating these solutions effectively is crucial to capturing the attention of executives. They also discuss the significance of personalized messaging, keeping it concise and attention-grabbing. With their combined expertise, Mario and David provide valuable insights for sales professionals in the digital landscape, aiming to improve sales outcomes through personalized communication. Executives aren't moved by product features and content. Salespeople need to bring narratives and messaging that can be consumed in 30 seconds or less. - David Graswick Meet David Graswick, the Vice President of Global Sales at DataBook. With over 21 years of experience in software sales, David is a seasoned professional who understands the value of personalized communication in the sales process. He believes that connecting with C-level executives is worth the extra effort, as it opens the door to uncovering additional budget and unlocking new opportunities. David's strategic approach involves tailoring sales campaigns to address the unique needs and pain points of different buying personas, from top-level decision-makers to the doers in the middle and the end-users. His wealth of knowledge and expertise has helped countless sales professionals achieve success by focusing on personalized engagement and building meaningful relationships with key stakeholders. We are thrilled to have David join us on the podcast to share his insights and strategies for leveraging personalization in sales. Get ready to gain valuable tips and techniques that will elevate your sales game to new heights. In this episode, you will be able to: Master the art of selling to the C-suite and unlock new opportunities for business growth. Harness the power of personalization to supercharge your sales efforts and win over even the toughest prospects. Unlock the potential of AI-powered writing assistance to effortlessly craft compelling messages that resonate with your audience. Streamline your sales processes with technology and turbocharge your productivity, allowing you to focus on what truly matters – closing deals. Elevate your writing proficiency to foster stronger connections with your prospects, leaving a lasting impression that sets you apart from the competition. The key moments in this episode are: 00:00:08 - Introduction 00:01:08 - Celebrating 250 Episodes 00:03:39 - Introduction of David Graswick 00:06:33 - Fun Fact about David 00:08:38 - The Value of C-Level Meetings 00:16:36 - Articulating the Business Problem 00:18:04 - The Need for Strategic Selling 00:19:55 - Creating a Tight Narrative 00:21:18 - The Power of Brevity 00:25:34 - Effective QBRs 00:27:38 - Elevating Business Acumen 00:32:26 - Identifying and Solving a Problem 00:33:55 - Presenting to C-Level Suite 00:36:32 - Building Relationships with Executives 00:36:57 - Finding Champions 00:40:49 - Using an Omnichannel Approach 00:47:20 - Introduction to Flymsg.IO 00:47:33 - Conclusion Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and its purpose, which is to provide insights and tips to help sales professionals improve their sales numbers at scale. 00:01:08 - Celebrating 250 Episodes Mario expresses his gratitude to the listeners for making the podcast successful and announces that this is the 250th episode. 00:03:39 - Introduction of David Graswick Mario welcomes David Graswick, Vice President of Global Sales at Data Book, as the special guest for the 250th episode. David shares his background in sales and his role at Data Book. 00:06:33 - Fun Fact about David David reveals that he was a two-time horseshoe champion in Pittsburgh during his younger days, showcasing his talent in an unexpected sport. 00:08:38 - The Value of C-Level Meetings Mario asks David about the importance of getting C-level meetings. David highlights the benefits of engaging with C-level executives early in the sales process, as it can unlock additional budget and lead to more strategic conversations. 00:16:36 - Articulating the Business Problem Many sellers struggle to articulate the business problem their product or service solves, which hinders their ability to impress executives. Focusing on product features instead of business problems is a common challenge among sales professionals. 00:18:04 - The Need for Strategic Selling Economic conditions have forced organizations to realize that sales teams need to be more strategic. The product feature-focused approach that worked in the past is no longer effective. Salespeople must attach themselves to high-impact problems to capture executive interest. 00:19:55 - Creating a Tight Narrative To get the attention of executives, salespeople need to align their messaging with what the executives care about. This means understanding their personal and business goals and linking them to the solutions they provide. Concise messaging is crucial. 00:21:18 - The Power of Brevity Salespeople should assume that their messages will be read on smartphones. Keeping messages short and to the point is essential. The first two sentences of a message can determine whether an executive continues reading or moves on. 00:25:34 - Effective QBRs QBRs should be concise and focused on what executives care about. A successful QBR should include an executive summary that ties financial metrics, operational metrics, strategic priorities, and the value story together. This approach maximizes the chances of getting executive attendance. 00:27:38 - Elevating Business Acumen Sellers need 00:32:26 - Identifying and Solving a Problem The conversation starts with a discussion about identifying a problem and finding a solution. The speaker talks about how they were able to save over $100,000 a month by solving a coverage issue at their office using wireless repeaters and building a core infrastructure. 00:33:55 - Presenting to C-Level Suite The speaker discusses the importance of understanding what C-level executives care about and framing the conversation around those concerns. They share an example of how they saved $1.2 million for a company by not reducing their costs, but by reducing another provider's cost. 00:36:32 - Building Relationships with Executives The speaker shares a strategy they used to build relationships with C-level executives. They started with 15-minute coffee meetings and gradually developed strong relationships that led to attending important meetings and events together. 00:36:57 - Finding Champions The importance of finding champions in an organization is discussed. The speaker differentiates between a coach and a champion, emphasizing that a champion has access to power and is willing to help you reach the C-suite. If you don't have a champion, find someone else who is willing to break through roadblocks. 00:40:49 - Using an Omnichannel Approach The speaker emphasizes the importance of using an omnichannel approach to engage with executives. They mention that cold outreach is often necessary, but it should be combined with other channels such as personalized emails and video messages to increase 00:47:20 - Introduction to FlyMSG.io FlyMSG is a free text expander and personal writing assistant. The host expresses gratitude to the listeners and hints at the next episode. 00:47:33 - Conclusion The episode ends with the host bidding farewell with the phrase "Lam." No specific information or key takeaways are mentioned in this part. AI-powered Writing Assistant An AI-powered writing assistant, like flymsg IO, can significantly streamline and improve sales communications, addressing the ever-increasing need for efficiency and effectiveness in the highly competitive digital landscape. These tools utilize natural language processing to provide real-time, personalized writing assistance, enabling sales professionals to craft clear, concise, and impactful messages. Not only does this help to engage and capture the attention of potential customers, but it also allows sales teams to focus more on building relationships and closing deals. Master Selling to the C-suite Engaging the C-suite is a key aspect of successful sales operations. When selling to executives, it's vital to focus on the business problems t
Boost Your Sales with ROI and Payback: Ian Campbell's Expert Advice Does this sound familiar? You've been told to bombard your customers with a laundry list of product features and hope that it somehow convinces them to buy. But all you're left with is a frustrated audience and lackluster sales results. The pain of spending valuable time and effort crafting complex messages that fail to resonate is all too real. Isn't it time you learned a more effective approach to drive sales success? Our guest for this episode: Ian Campbell, the guest for this week's The Modern Selling Podcast, is the CEO of Nucleus Research, a leading research firm focused on helping organizations understand and articulate the value and return on investment (ROI) of technology. With over 20 years of experience in the tech industry, Ian brings a wealth of knowledge and expertise to the table. He is also the author of the book "The Value Sale," which provides sales professionals with a simple and effective process for building a business case and delivering a value message that resonates with buyers. Ian's insights and practical strategies make him a valuable resource for sales professionals looking to drive sales success through effective communication of value and ROI. He has a rich background in the tech industry. Starting as a software programmer, he later transitioned into research, where he found his passion for understanding the ROI from technology. As the founder and CEO of Nucleus Research, Ian and his team focus on helping vendors and end users articulate the value of technology through ROI studies. With a wealth of experience in teaching value and ROI at the college level, Ian recognized the need to simplify the process of building a business case for salespeople. His goal in writing a book was to provide sales professionals with a clear and straightforward approach to showcasing value and ROI to their customers. By breaking down the concept into easily understandable terms, Ian believes that salespeople can confidently communicate the benefits of their products, ultimately leading to increased sales success. The easier it is to build a business case, build an ROI case, the easier it's going to be for you to sell. - Ian Campbell Mastering Communication for Sales Success Understanding the art and science of communication is crucial for sales success. Strong communication skills allow sales professionals to articulate their value proposition clearly and persuasively, which is critical in convincing potential customers of the benefits of a product or service. Skilled communicators can effectively convey complex information, maintaining the interest of their audience, and promoting engaging and productive conversations that drive sales. Simplifying and Communicating Value Proposition A crucial skill for any sales professional is to effectively simplify and communicate the value proposition of their product or service. This involves distilling complex features and benefits into understandable and impactful messages. By focusing on the key benefits that resonate most with the customer, salespeople can create a compelling narrative that underscores the value of their offering and encourages the customer to make a purchase. In this episode, you will be able to: Master the art of communicating value and drive your sales success. Learn how to simplify your value proposition and effectively communicate the benefits to your customers. Discover the role of ROI and payback in sales and decision-making, and how to leverage it to close deals. Quantify the value you provide to your customers and demonstrate the impact of your product or service. Understand the importance of identifying your customer's needs and focusing on key benefits to drive sales success. The key moments in this episode are: 00:00:08 - Introduction. 00:01:36 - About Ian Campbell and Nucleus Research. 00:05:33 - The Value Sale Book. 00:06:51 - Easy Way to Determine Positive ROI. 00:09:56 - Leading with ROI. 00:13:51 - The Importance of ROI in Sales. 00:15:08 - Categorizing Benefits and ROI. 00:16:20 - The Value of Hours Saved. 00:17:43 - Simplifying ROI for Marketing Sequences. 00:19:07 - Challenges of ROI in Larger Opportunities. 00:26:11 - The Importance of Payback Period. 00:27:28 - Mitigating Risk with Payback Period. 00:28:00 - Leveraging Payback Period in Marketing. 00:29:38 - Using Payback Period to Improve Sales Messaging. 00:30:01 - Avoiding Common Mistakes in Building a Business Case. 00:39:02 - The Power of Simplifying Product Benefits. 00:39:38 - Connecting with Ian Campbell. 00:40:43 - Quota Performance and Sales Challenges. 00:42:29 - Research Collaboration Opportunity. 00:42:39 - Ian Campbell's Favorite Movie. Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of the Modern Selling podcast. He welcomes the audience and mentions that they will be discussing the value sale ROI in this episode. 00:01:36 - About Ian Campbell and Nucleus Research, Mario introduces Ian Campbell, the CEO of Nucleus Research and author of the book "The Value Sale." Ian shares his background in technology and explains that Nucleus Research focuses on helping vendors and end users understand the return on investment from technology. 00:05:33 - The Value Sale Book, Ian discusses his book "The Value Sale" and its purpose of providing salespeople with a process to build a business case and demonstrate value to customers. He emphasizes the importance of ROI in helping customers understand the potential return they will get from a product. 00:06:51 - Easy Way to Determine Positive ROI, Ian introduces the concept of breadth and repeatability as indicators of positive ROI. The more people use a product and the more often they use it, the greater the potential ROI. He advises salespeople to consider these factors when evaluating the potential value for a customer. 00:09:56 - Leading with ROI, Ian suggests that while ROI is an important metric, payback period is even more impactful. Salespeople should focus on how quickly a customer will cover their costs and the return they will receive over time. Payback period can be a more compelling metric when discussing financial 00:13:51 - The Importance of ROI in Sales, The conversation begins by discussing the significance of showcasing ROI to end users. The guest emphasizes the need to focus on increasing productivity and saving tangible resources, such as time. The value proposition should highlight the number of hours saved and the cost justification. 00:15:08 - Categorizing Benefits and ROI, The guest introduces the concept of categorizing benefits into direct, intended, productivity gain, and distant categories. While direct and intended categories are easy to calculate, distant benefits, like happier employees, have a lower impact on ROI. The key is to focus on the two big benefits that drive the deal. 00:16:20 - The Value of Hours Saved, The guest emphasizes the importance of focusing on the number of hours saved and how it justifies the cost. Even a few hours saved can make a significant impact. By calculating the worst-case scenario, it becomes evident that the value proposition for sales should revolve around the hours saved. 00:17:43 - Simplifying ROI for Marketing Sequences, The guest suggests a brilliant question to ask in marketing sequences: "How many hours do I really need to save you to justify the cost?" This simplifies the ROI discussion and helps in converting more people. He advises focusing on the two big benefits that drive the deal and not getting caught up in other smaller benefits. 00:19:07 - Challenges of ROI in Larger Opportunities, The guest acknowledges the difficulty of unpacking ROI in larger opportunities and more. 00:26:11 - The Importance of Payback Period, Understanding the payback period is crucial in making informed decisions about signing a contract. It helps determine if a project will cover its costs within a reasonable timeframe and if the return on investment is favorable. Shorter payback periods increase the likelihood of moving forward with a project. 00:27:28 - Mitigating Risk with Payback Period, A shorter payback period reduces the risk associated with a project. If the costs can be covered within a few months, even if the decision turns out to be a bad one, the project will have already generated positive value. Emphasizing a quick payback period can accelerate decision-making. 00:28:00 - Leveraging Payback Period in Marketing, Highlighting a quick payback period in marketing can be more impactful than focusing on a small daily cost. Demonstrating how quickly customers can cover their costs and start generating positive value is a stronger selling point. Real-life examples and customer testimonials can reinforce these claims. 00:29:38 - Using Payback Period to Improve Sales Messaging. Incorporating the idea of payback period into sales messaging can significantly enhance the effectiveness of the message. By framing benefits as numbers that contribute to covering costs and generating positive value, sales reps can appeal to prospects' desire for tangible returns. 00:30:01 - Avoiding Common Mistakes in Building a Business Case Sales reps often make the mistake of including too many benefits in their business case, diluting the impact of their message. 00:39:02 - The Power of Simplifying Product Benefits, Ian Campbell emphasizes the importance of focusing on the three key ways a product impacts customers, making it easier to articulate their value. He encourages salespeople to drop the mic and make sure the benefits drive to those big numbers. 00:39:38 - Connecting with Ian Campbell, Mario asks how listeners can connect with Ian Campbell, suggesting Twitter and LinkedIn. Ian recommends finding him on LinkedIn and reaching out to Nucleus Resear
Does this sound familiar? You've been told to send countless generic emails, hoping that one will catch the attention of your prospects. But instead, you're left feeling frustrated and defeated as your inbox remains empty and your sales winrates plummet. It's time to break free from ineffective actions and address the pain of wasted time and missed opportunities. Discover the power of an omnichannel approach tailored to individual prospect preferences and unlock the key to enhanced prospecting and increased sales deals. You Will Learn in this Episode: Build lasting relationships and close more sales by learning the importance of human connection in sales. Maximize your prospecting efforts and reach your target audience effectively with an omnichannel approach tailored to individual preferences. Discover the power of phone calls in prospecting and unlock a less cluttered channel for reaching and engaging potential customers. Increase your sales by understanding the unique pain points and challenges of different buyer personas within an organization and tailoring your value propositions accordingly. Save time and motivate your sales teams with good data by investing in high-quality prospecting data and using it effectively in your outbound efforts. About our guest: David Kreiger, founder of SalesRoads, has been in the sales game for nearly 17 years. He started his company with a vision to create a distributed workforce and build a remote inside sales team. With a belief that the core of selling lies in connecting with people, David aimed to recruit the best salespeople regardless of where they lived. Over the years, SalesRoads has worked with a wide range of companies, from seed stage startups to established organizations, helping them accelerate their sales and generate more top-of-the-funnel appointments. David's experience has taught him that while an omnichannel approach to prospecting is important, the phone remains the most powerful tool for connecting with prospects on a human level and truly understanding their pain points. In a cluttered digital landscape, the personal touch of a phone call can break through the noise and lead to meaningful conversations. By developing a solid strategy, understanding buyer personas, and crafting tailored messaging, sales professionals can enhance their prospecting efforts and drive more sales. So, if you're looking to improve your prospecting game, take a page from David's book and start dialing. Being able to connect one on one with individuals, understand their pain, and engage in a dialogue with them is essential for successful sales. There is no replacement for the phone or a meeting to truly understand what a prospect needs. - David Kreiger The key moments in this episode are: 00:00:08 - Introduction, 00:01:33 - About SalesRoads 00:04:23 - Impressive Case Studies 00:05:46 - Fun Fact 00:06:27 - The Power of Phone Calls 00:15:23 - Understanding Persona-Based Messaging 00:16:41 - The Importance of Preparation and Practice 00:18:36 - The Role of Data in Sales Prospecting 00:21:44 - Creative Lead Generation Strategies 00:23:16 - Prospecting for Small Businesses 00:30:57 - The Importance of Personalization in Sales Outreach 00:32:24 - Customization vs Personalization Based on Team Size 00:34:10 - The PVC Sales Methodology 00:37:13 - The Importance of Patience in Sales Outreach 00:44:12 - The Power of Building Relationships 00:45:52 - The Challenges of Virtual Communication 00:46:21 - The Hardest Job in Sales 00:46:55 - Emerging Trends in Sales Development 00:49:26 - Best Way to Connect with the Guest Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself and the podcast, highlighting that each episode focuses on helping sales professionals grow their sales numbers. He introduces his guest, David Kreiger, and mentions that they will be discussing appointment setting strategies using phone calls over email. 00:01:33 - About SalesRoads, David Kreiger shares that he is the president of SalesRoads, a company that specializes in SDR outsourcing and appointment setting. He explains that SalesRoads was founded with the goal of creating a distributed inside sales team that can recruit the best salespeople regardless of location. 00:04:23 - Impressive Case Studies, David highlights some of the impressive case studies of companies SalesRoads has worked with, ranging from seed stage startups to established companies like Paylocity and Samsung. He emphasizes their focus on generating top-of-the-funnel appointments to drive sales. 00:05:46 - Fun Fact, David shares a fun fact about himself, revealing that he was almost killed by a yo-yo when he was younger. He explains that he was into yo-yoing and accidentally hit a glass lamp, narrowly avoiding injury. 00:06:27 - The Power of Phone Calls, Mario and David discuss the challenges of sales prospecting and the importance of booking the first meeting. David explains why he believes phone calls remain a powerful tool in today's digital age, emphasizing the human connection and the ability to understand prospects' pain points. He also mentions that phone calls can be less cluttered 00:15:23 - Understanding Persona-Based Messaging, Developing a value proposition based on the unique challenges and pains of each persona is essential for effective sales. Tailoring your messaging to address the specific needs of each individual will lead to better engagement and success in selling. 00:16:41 - The Importance of Preparation and Practice, While you don't want to sound scripted, being prepared and knowing what you want to say is crucial. Practice and develop your messaging to ensure you can articulate it effectively to different personas. 00:18:36 - The Role of Data in Sales Prospecting, Good data hygiene is vital for successful sales prospecting. Utilizing tools like Apollo, Lucia, Seamless, and ZoomInfo can provide data, but it's important to verify its accuracy and engage in manual data mining to ensure the information is up to date. 00:21:44 - Creative Lead Generation Strategies, Sometimes existing lists don't meet your specific criteria. In these cases, creative strategies like web scraping can be employed to find the right leads. Additionally, combining multiple data providers and waterfalling leads can help improve accuracy and increase the chances of success. 00:23:16 - Prospecting for Small Businesses, Outbound prospecting can be done by small businesses, but it requires a strategic approach and investment in good data, a sales acceleration platform, and the necessary time and resources. Doing it right is more important than rushing into it and wasting time and money. 00:30:57 - The Importance of Personalization in Sales Outreach, David Kreiger highlights the importance of personalization in sales outreach. He advises that while it may be more effective to send personalized messages to a smaller number of high-value prospects, for larger teams targeting a larger number of leads, it is more efficient to personalize the approach rather than customizing every single message. He emphasizes the need for brief and focused messaging that addresses the specific challenges and interests of the prospect. 00:32:24 - Customization vs Personalization Based on Team Size, David explains that the approach to customization and personalization should depend on the size of the team and the number of leads they are targeting. For smaller teams and high-value accounts, customization and deep research are recommended. However, for SDRs with a larger set of leads, being personal and personalized without customizing every message is more effective. The focus should be on asking relevant questions and providing value in a concise manner. 00:34:10 - The PVC Sales Methodology, Mario Martinez Jr. introduces the PVC sales methodology, which stands for personalization, value, and a call to action. He provides examples of how personalization can be done on an individual level, such as referencing a prospect's shared interest in a message. He also suggests a persona-based approach for sales automation, where a concise message addresses the common challenges faced by the target audience and offers value-added content. 00:37:13 - The Importance of Patience in Sales Outreach, Both David and Mario emphasize the need for patience in 00:44:12 - The Power of Building Relationships, The guest shares a story about how building a strong relationship with an executive assistant helped him gain access to the CIO's office. He emphasizes the importance of finding and connecting with key gatekeepers to increase sales opportunities. 00:45:52 - The Challenges of Virtual Communication, The guest discusses the challenges of virtual communication and the lack of personal interaction in today's business environment. He acknowledges the difficulty of reaching decision-makers without the assistance of receptionists and highlights the role of platforms like LinkedIn in connecting with prospects. 00:46:21 - The Hardest Job in Sales, The guest believes that the hardest job in sales is prospecting. He emphasizes the importance of understanding the CXO's perspective and the roles of various stakeholders. He suggests that prospecting will become easier as the sales environment evolves. 00:46:55 - Emerging Trends in Sales Development, The guest mentions two emerging trends in sales development: the experimentation with full cycle Account Executive Sales (AES) and the integration of AI in sales processes. He advises caution in relying solely on AI and encourages leveraging it while curating and refining its use. 00:49:26 - Best Way to Connect with the Guest, The guest shares that the best way to connect with him is through LinkedIn, where he is very active and responsive. He also mentions his company's website as another means of reaching out. Build Lasting Relationships and Close More Sales The podcast episode highlights the importanc
  If you're feeling frustrated and defeated because your attempts to close deals are constantly getting stalled, then you are not alone! It can be disheartening when you put in all the effort but still face resistance from prospects who are not moving forward. Despite your best efforts to engage and persuade, you might be experiencing a lack of commitment or a fear of making decisions from your potential clients. This is Ryan Maggio's story: Ryan Maggio's journey is a tale of resilience and growth. A Silicon Valley native, he had a unique start in the corporate world. As a young man, he cleverly navigated a loophole in his college's reimbursement program, managing to save and invest in experiences that would shape his future. This early display of entrepreneurial spirit was a sign of his grit, a quality that would serve him well in his future role in Xactly, a leading software company. Here, he weathered the company's evolution, from its initial VC funding stages to its private equity ownership. The fluidity of the company, coupled with his own dynamism, allowed him to thrive in an ever-changing ecosystem. Ryan's understanding of stalled deals and the challenges faced by sales professionals was born not just from his experiences but also from his passion for understanding the intricacies of the field. You have to retrain the mind of how do I go sell right now? How do I go in and drive value, get that person to open up? What is your fear? Because if you tell me what you're apprehensive about, it can be a little bit different of an experience. - Ryan Maggio My special guest is Ryan Maggio Introducing Ryan Maggio, a stalwart in intelligent revenue sales with a notable career spanning nearly 15 years at Xactly Corporation. Rising from an individual contributor to his current position as Vice President of North American Sales, Ryan's career trajectory is commendable. He has been a pivotal force during the venture-capitalist backed early days, the IPO phase and the current private equity-owned era of the company. His acumen in driving value sales and deep-rooted understanding of dealing with common sales hurdles such as stalled deals sets him apart. Ryan’s insights on navigating turbulent selling environments and thoughtful engagement strategies are truly enriching. In this episode, you will be able to: Discover effective tactics to troubleshoot stale deals and navigate through the intricate labyrinth of sales obstacles. Uncover unique methods to mitigate buyer apprehensions and successfully interact with the decision-making hierarchy. Learn how to deploy a powerful multi-faceted approach and showcase rapid value realization to win prospects. Realize the critical role of team synergy and how tools like Fly Engage can be a game-changer in your sales journey. Gain insights into proactive measures to prevent deal stagnancy and guarantees customer delight. List 2:   The key moments in this episode are: 00:00:08 - Introduction, 00:01:14 - Get to Know Ryan Maggio, 00:04:24 - Juicy Fact About Ryan, 00:06:45 - Causes of Stall Deals, 00:10:21 - Selling to the Right Level, 00:15:42 - Getting Ahead of Churn, 00:16:19 - Addressing Stalled Deals, 00:19:40 - Identifying and Preventing Stalled Deals, 00:22:17 - Transparent Communication and Mutual Action Plans, 00:25:59 - Driving Accountability and Next Steps, 00:29:59 - Leveraging LinkedIn Connections, 00:31:21 - Understanding the Buying Committee, 00:33:01 - Utilizing LinkedIn Company Page Followers, 00:36:58 - Leveraging AI and ML for Sales Coaching, 00:39:18 - Tying Commissions to Discounts, 00:44:12 - Connecting with Ryan Maggio, 00:45:07 - Connecting with Ryan Maggio on LinkedIn, 00:45:39 - Ryan's All-Time Favorite Movie, 00:46:08 - Finding Common Ground with Kids, 00:47:14 - Closing Remarks, Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of The Modern Selling Podcast. He introduces his guest, Ryan Maggio, the VP of North American Sales at Xactly Corporation, and mentions that they will be discussing stalled deals. 00:01:14 - Get to Know Ryan Maggio, Ryan Maggio shares his background and experience at Xactly Corporation, where he has been for almost 15 years. He talks about the company's evolution from a commissions vendor to an intelligent revenue platform. 00:04:24 - Juicy Fact About Ryan, Ryan Maggio reveals that he essentially got paid to go to college through a reimbursement program at the Apple retail store he worked at. His parents didn't know that he was getting reimbursed for his college tuition fees while living at home. 00:06:45 - Causes of Stall Deals, According to Ryan Maggio, the majority of stalled deals are caused by the lack of engagement and failure to sell value. In a good time selling motion, sellers focused on value, but now buyers have a fear of messing up and require more engagement and understanding of their apprehensions. 00:10:21 - Selling to the Right Level, Ryan Maggio emphasizes the importance of selling value to the right level in the organization. Getting buy-in from the CFO or engaging with the office of the CFO is crucial for deal approval. It's necessary to build relationships and understand the power dynamics within the organization. 00:15:42 - Getting Ahead of Churn, The guest discusses the importance of customer satisfaction and renewal even before a deal is signed, emphasizing the need to engage the right team to give customers confidence. 00:16:19 - Addressing Stalled Deals, The guest suggests engaging prospects with relevant information such as recent earnings releases or LinkedIn activity. They also emphasize the importance of understanding the customer's objectives and initiatives to craft personalized messaging and reengage stalled deals. 00:19:40 - Identifying and Preventing Stalled Deals, The guest mentions the use of technology to monitor prospect engagement and search activities. They also highlight the importance of ongoing communication, qualifying the prospect's commitment, and using mutual action plans to prevent stalled deals. 00:22:17 - Transparent Communication and Mutual Action Plans, The guest emphasizes the need for transparent communication, setting clear expectations, and establishing mutual action plans with prospects. They stress the importance of accountability and ongoing qualification to prevent deals from stalling. 00:25:59 - Driving Accountability and Next Steps, The guest discusses the importance of driving accountability by setting up clear next steps and follow-up meetings during sales interactions. They highlight the need for both reps and customers to take action and fulfill their commitments to keep deals progressing. 00:29:59 - Leveraging LinkedIn Connections, Ryan discusses the importance of leveraging LinkedIn connections to gain valuable introductions and insights. He highlights the need to go beyond the main point of contact and reach out to other individuals in the organization to gather information and determine if the deal is worth pursuing. 00:31:21 - Understanding the Buying Committee, Ryan emphasizes the importance of understanding the entire buying committee associated with an opportunity. He shares the advice he received from his mentor to go two levels up, two levels down, and one to the side to identify key individuals who may have influence in the decision-making process. 00:33:01 - Utilizing LinkedIn Company Page Followers, Ryan reveals a valuable technique of utilizing the followers of a company's LinkedIn company page. By sorting and searching followers, sales professionals can identify potential members of the buying committee and engage with them to strengthen their network and gather insights. 00:36:58 - Leveraging AI and ML for Sales Coaching, Ryan discusses how his company's solution, Xactly, utilizes AI and ML technology to provide valuable insights and coaching for sales professionals. The solution analyzes various data points, such as email and conversation language, to identify areas for improvement and drive momentum in deals. 00:39:18 - Tying Commissions to Discounts, Ryan highlights the importance of tying commissions to discounts offered during the sales process. By showing sales professionals the financial impact of their discount decisions, they can make more informed choices and prioritize value-driven negotiations. 00:44:12 - Connecting with Ryan Maggio, Mario asks Ryan the best way to connect with him, and Ryan suggests using LinkedIn or email. He is open to discussing various topics such as stalling deals, forecasting, and commissions. Mario also comments on the confusing branding of different social media platforms. 00:45:07 - Connecting with Ryan Maggio on LinkedIn, Mario provides Ryan's LinkedIn profile information and advises listeners to send a personalized connection request message. He encourages listeners to mention that they heard Ryan on the Modern Selling podcast to establish a connection. 00:45:39 - Ryan's All-Time Favorite Movie, Mario asks Ryan about his all-time favorite movie. Ryan mentions that his favorite movie changes over time but currently he enjoys watching "Rookie of the Year" with his son, who loves baseball. 00:46:08 - Finding Common Ground with Kids, Mario and Ryan discuss the movies they watch with their children. They both enjoy watching movies that resonate with their kids, particularly sports movies. Mario shares his recent experience of watching "Big" with his children. 00:47:14 - Closing Remarks, Mario thanks the listeners for tuning in and encourages them to leave a five-star rating and review for the Modern Selling podcast on iTunes. He also promotes FlyMSG, a text expander and personal writing assistant tool, and signs off with a message of good selling. Mitigate Buyer Apprehensions Mitigating buyer apprehensions, as Ryan puts forward, necessitates an anti
  In a world of sales and personal branding, one woman's journey took an unexpected turn. From the tranquil landscapes of southwest Virginia to the bustling markets of Italy and Brazil, Alison Mullins was on a path of growth and expertise. But it was a fateful encounter with Hurricane Wilma in Cancun, Mexico, that would change everything. Surviving the storm became more than just a test of strength for Alison - it ignited a fire within her, a passion that transformed her approach to sales. But what happened next? How did she turn adversity into triumph? Stay tuned to uncover the remarkable twist in Alison's story. This is Alison Mullins's story: Alison Mullins' journey towards becoming an expert in sales and personal branding can be traced back to her roots in southwest Virginia and her experiences in some of the most competitive markets around the world. As a small-town girl, she began her career in the construction industry specializing in natural stone surfaces. With time, Alison ventured into sales and marketing, exploring architectural, interior design, and luxury residential sectors. From working in Italy to quarries in Brazil, her experiences have shaped her unique expertise. However, the most pivotal of her experiences was surviving Hurricane Wilma in Cancun, Mexico. This event pushed her to a road of self-discovery, where she transformed her hardship into a resilient spirit, becoming a survivor with an undying passion for her work. To truly be an expert in your field, you have to be willing to talk to others, learn from others, and give to others. You've got to be a connector. - Alison Mullins My special guest is Alison Mullins. With a rich background in sales and marketing, Alison Mullins has spent two vibrant decades leaving imprints in various sectors, including construction and natural stone surfaces. Her passion and dedication are reflected in her global work travel, from the United States and Canada to Italy and Brazil. Now as the founder of Rep Methods, her deep-rooted sales wisdom continues to bloom, helping countless professionals transform their sales strategies. Alison's approachable personality also adds a warm touch to her expertise, making her insights more relatable yet powerful. In this episode, you will be able to: Uncover the secret to upscaling your business through sales proficiency and a resonant personal brand. Traverse the journey of book writing, encapsulating its challenges and rewarding experiences. Comprehend the need for humility and ongoing education for longevity in the sales field. Apprehend the increasing influence of video content in consumer engagement. Decode the method to foster leadership skills within your sales force. The key moments in this episode are: 00:00:08 - Introduction and Background 00:01:42 - Expertise and Becoming an Expert 00:08:07 - Writing a Book as a Platform 00:10:38 - Developing Expertise and Claiming Expert Status 00:14:21 - Rewards of Putting Yourself Out There 00:15:50 - Using Video to Engage with Buyers, 00:16:43 - The Power of Video in Sales, 00:19:19 - Key Elements of Successful Sales Leadership, 00:23:30 - Building Leadership in Sales, 00:28:01 - Sales Leadership Skills, 00:32:35 - Being a Disruptor, 00:33:31 - Disrupting in a Male-Dominated Industry, 00:35:05 - Quiet Disruption, 00:36:33 - Disrupting the Conversation, 00:38:15 - Connecting with Alison, Timestamped summary of this episode: 00:00:08 - Introduction and Background Mario Martinez introduces the podcast and welcomes Alison Mullins as his guest. They briefly discuss Alison's new book, "The Art of Selling," and her background in sales and marketing. Alison shares her experience in the construction industry and her passion for natural stone surfaces. 00:01:42 - Expertise and Becoming an Expert Alison emphasizes that expertise is self-declared and requires passion, knowledge, and humility. She believes that being willing to learn from others, connect with people, and contribute to the community are essential for becoming an expert. Validation from others can also help establish expertise. 00:08:07 - Writing a Book as a Platform Alison shares her motivation for writing the book, which was to establish herself as an expert and share her knowledge and experiences. She sees writing a book as a way to gain credibility and prove a point. It was also a therapeutic process for her. 00:10:38 - Developing Expertise and Claiming Expert Status Alison discusses the boldness required to claim expertise but also emphasizes the importance of allowing others to recognize your expertise. Putting yourself out there, being prepared for backlash, and receiving validation from others can help establish expert status. 00:14:21 - Rewards of Putting Yourself Out There Alison encourages individuals to put themselves out there and take credit for their expertise. While there may be fear and uncertainty, the rewards can be significant. The validation and positive feedback received can enhance credibility and establish expertise in the field 00:15:50 - Using Video to Engage with Buyers, The importance of using video content to engage with buyers is discussed. Video allows for face-to-face interaction and the use of multiple senses, making it a more effective tool for building expertise and connecting with an audience. 00:16:43 - The Power of Video in Sales, Video is highlighted as a valuable tool for salespeople to engage with customers. Platforms like Loom, OneMob, and Hippo Video are mentioned as options for sending video messages and maintaining customer connections. 00:19:19 - Key Elements of Successful Sales Leadership, The importance of mental health balance is emphasized as a key aspect of sales leadership. Other essential elements include organization, passion, and understanding one's strengths and weaknesses. 00:23:30 - Building Leadership in Sales, Empathy is identified as a crucial skill for salespeople to develop leadership in their craft. The concept of limbic resonance and the ability to intuitively understand and connect with others is discussed as an art form in sales. 00:28:01 - Sales Leadership Skills, The importance of empathy, intuition, and chameleoning (the ability to adapt and fit into different situations) in sales leadership is highlighted. These skills take time to develop and contribute to effective sales leadership and customer relationships. 00:32:35 - Being a Disruptor, Alison discusses the benefits and challenges of being a disruptor in the industry. She emphasizes the importance of speaking one's mind and standing up for what one believes in. She also shares her experience as a woman in a male-dominated industry and how it has shaped her as a disruptor. 00:33:31 - Disrupting in a Male-Dominated Industry, Alison highlights the unique challenges she faces as a woman in the construction industry. She shares the importance of having confidence and resilience as a disruptor. Being noticed and heard is key to making an impact in a male-dominated field. 00:35:05 - Quiet Disruption, Alison shares a story about an interaction with someone in the tech industry who initially praised her book but later expressed hesitation in sharing it with his audience. Instead of reacting negatively, Alison responded humbly and asked for his support, demonstrating a quiet form of disruption. 00:36:33 - Disrupting the Conversation, Alison discusses her response to the tech industry professional's feedback. She explains how she disrupted the conversation by assuming he either intended to insult her or didn't realize the impact of his words. Alison humbled herself by asking for support while still pursuing her goals. 00:38:15 - Connecting with Alison, Alison shares how listeners can connect with her through her website, where they can schedule a quick conversation with her. She prefers phone calls as a way to connect in the 21st century. Sales expertise and personal branding: Wielding a profound experience in sales, Alison paints a clear picture of the importance of personal branding as a lever to establishing oneself as an expert in an industry. Her belief is that passion, continuous learning, and humility should drive this endeavor. By taking a bold stance to showcase their skills, individuals can gain recognition and influence, which can boost their professional journey and build credibility. The resources mentioned in this episode are: Get your pen and paper or iPad and keyboard ready to take notes as you listen to the Modern Selling podcast. Check out FlyMSG.io, the free personal writing assistant, and text expander application created by Vengreso, the company founded by Mario Martinez Jr. Learn more about Alison Mullins and her new book, The Art of Selling: We Make Order Makers, Not Order Takers. Visit the Rep Methods website to explore Alison's brand and the services she offers for business development and sales. Consider writing your own book to establish yourself as an expert in your field and gain credibility. Reflect on the importance of humility and continuous learning in developing and maintaining expertise. Take Mario's advice and create a YouTube channel or video series to share your expertise and answer burning questions related to your industry. Check out Modern Selling on YouTube to watch the video version of this podcast episode. Visit the podcast's website to access additional resources and episodes to help you grow your sales numbers at scale. Follow Mario Martinez Jr. and Alison Mullins on social media to stay updated on their latest insights and content.
  Does this sound familiar? You invest time and resources into sales training programs, only to see little improvement in your team's performance. You've been told that simply providing more information and content will lead to better results. But the pain you're feeling is the frustration of seeing your team struggle to apply what they've learned, resulting in missed sales opportunities and stagnant growth. It's time to break free from ineffective methods and discover the key to truly impactful sales training. Subscribe to Modern Selling on the app of your choice! In this episode, Mario Martinez Jr. invites sales leader and consultant Chet Lovegren to discuss the challenges of traditional sales training. Lovegren emphasizes the need for a different approach to onboarding and training that focuses on making information stick and turning it into a habit. He suggests structuring onboarding programs in a week-by-week format, focusing on singular topics each week. Lovegren also highlights the importance of covering essential topics such as company culture, mission, and values during onboarding to help reps build trust and connect with customers. He further recommends understanding target audiences and using problem-centric language to engage with potential customers at the right time. Lovegren stresses the need for collaboration between sales enablement and sales teams to create effective onboarding programs, as well as the importance of one-on-one conversations to reinforce training content. Mario Martinez Jr. adds insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller sections spread over a period of 60 to 90 days. Listen to this episode to gain valuable insights on how to improve your sales onboarding and training programs, Discover the key insights and strategies for transforming your sales onboarding and training programs with sales leader and consultant, Chet Lovegren, on this episode of The Modern Selling Podcast. Lovegren highlights the alarming statistics that reveal how easily sales reps forget the information they learn during traditional training sessions. He suggests a new approach that focuses on making information stick and turning it into a habit. Lovegren recommends structuring onboarding programs with a week-by-week approach, covering singular topics each week. He emphasizes the importance of including essential topics like company culture and values during onboarding to help reps connect with customers and build trust. Lovegren also emphasizes understanding the target audience and using problem-centric language to engage with potential customers at the right time. Mario Martinez Jr. adds his insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller chunks and spacing them over a 60-to There's an archaic way we do sales enablement and coaching... I wanted to solve for that with the Sales Doctor. - Chet Lovegren Introducing Chet Lovegren, a seasoned sales maven who has spent more than a decade mastering the art of sales and sales leadership. Known as the Sales Doctor, he has built an impressive reputation through his strategic counsel to various startup ventures. Besides being a pivotal driving force behind Pavilion’s top-notch sales course content, Chet founded Sales Doctor. His strong viewpoints on traditional sales training sparked revolutionary changes in the field. Chet's relatability and expertise make him a go-to resource for organizations seeking to overhaul their sales strategies. Confront the barriers inherent in traditional sales training often overlooked in the industry. Grasp the formidable impact of consistent and succinct sales training on team performance and overall business health. Uncover the vital force of intentionality for ensuring effective sales training that yields tangible results. Understand why robust onboarding programs are a non-negotiable in B2B sales for long-term success. Dive into the trenches of assessing new hire performance and fostering a culture of accountability that keeps everyone aligned with company goals. Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces the podcast and Chet Lovegren, the Sales Doctor, as his guest. 00:04:11 - Fun Fact about Chet, Chet Lovegren shares that he has broken his nose twice and that 80% of his nose is fake. 00:06:20 - Why Traditional Sales Training Doesn't Work, Chet explains why traditional sales training and enablement programs fail due to lack of engagement, retention, and relevance. 00:09:23 - Emulating Onboarding for Effective Training, Chet suggests a more effective approach to sales training by emulating the onboarding process, with concise, compact, and recurring training sessions for specific topics. 00:12:04 - Importance of Intentional Training, Chet emphasizes the importance of intentional training with clear goals and structured daily sessions to ensure retention, practice, and application of new skills. 00:13:07 - The Problem with Onboarding Programs, Many B2B sales reps forget the information they learn within a week or a month of training. Traditional onboarding programs often involve overwhelming reps with content in a short period of time. This approach does not lead to long-term retention or habit formation. 00:13:54 - Improving Onboarding Programs, Companies can improve their onboarding programs by adopting a focused and structured approach. Instead of overwhelming reps with information, they should dedicate each week to a specific topic, such as people, problems, process, and practices. This allows for better retention and application of knowledge. 00:16:35 - Building the Right Onboarding Program, To build an effective onboarding program, companies need to focus on specific areas of the business and create a narrative that leads to hands-off training. It's important to cover topics like company mission, vision, values, and history. Onboarding programs should be developed in collaboration with sales leaders and enablement professionals with recent sales experience. 00:18:49 - The Flaws of Traditional Sales Training, Traditional sales training programs that cram a large amount of content into a few days are ineffective. The spacing effect, which involves spreading out training over time, is a more successful approach. Using the chunking technique, sales training should be broken down into smaller topics that can be addressed over a period of 60-90 days. 00:21:26 - Importance of Ongoing Coaching, Ongoing coaching and reinforcement are crucial 00:25:24 - Effective Measurement of New Hires, The discussion focuses on how companies can effectively measure the performance of new hires early on to determine if they are the right fit. The guest suggests using software tools like Yardstick to collaborate with sales leaders, HR, and team members. By integrating colleague interviews and surveying feedback, companies can identify if a new hire is not meeting expectations and make decisions sooner rather than later. 00:29:36 - Challenges in Building a Culture of Accountability, Sales leaders often struggle to build a culture of accountability and performance. The guest believes this is because there are numerous ways to measure performance but limited ways to measure engagement. He suggests creating a culture of participation and integration, where everyone is involved in meetings and performance reviews. By highlighting performance and comparing results, accountability can be increased and underperforming individuals can be identified and addressed more effectively. 00:30:57 - Importance of Engaging Sales Teams, The guest emphasizes the importance of engaging sales teams and setting expectations for their participation. By involving them in meetings, presentations, and performance reviews, accountability can be increased. He argues that being politically correct and avoiding highlighting underperforming individuals can hinder performance and motivation. Sales is a performance-based job, and individuals need to be able to handle the pressure and scrutiny that comes with it. 00:34:31 - The Role of Stack Ranking and Accountability, The guest discusses the role of stack ranking in highlighting underperforming individuals. He believes that avoiding stack ranking due to concerns about hurting individuals' feelings can be counterproductive 00:37:53 - The Importance of Leadership in Sales, Chet discusses the impact of leadership in sales and how great leaders focus on accountability, coaching, and motivation. He believes that leaders should lead by example and inspire their team to rise to their level. 00:38:26 - Promoting Salespeople with Leadership Skills, Chet shares his perspective on promoting salespeople to leadership positions. He values individuals who have leadership qualities, even if they are not top performers. He mentions that high-performing lone wolves can create toxic work environments, and success may be the result of unethical practices. 00:39:13 - Beware of Wildly Successful Salespeople, Chet warns against blindly promoting wildly successful salespeople. He highlights the importance of looking beyond quota attainment and evaluating how individuals contribute to the overall team and company culture. He shares an example of a sales rep who achieved exceptional results due to a rigged system. 00:40:05 - Connecting with Chet Lovegren, Chet provides various ways to connect with him, including his website, LinkedIn, and TikTok. He offers resources, podcasts, and educational content on sales. 00:41:00 - Chet's All-Time Favorite Movie, Chet reveals that his all-time favorite movie is "Rain Man." He describes it as a perfect story about male relationships, brotherhood, and friendship, with a pure and lovely portrayal of the bonds people can create. Confronting Barriers in Sales Training Chet Lovegren highlights the significant challenge B2B sales reps face when di
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Comments (1)

Denis Rasulev

Nice secret sauce! Thanks for the great interview.

Sep 5th
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