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From Introvert to Sales Leader
Hey, sales pros! Tired of feeling like you're just not cut out for sales because you're an introvert? Have you been told to just "fake it till you make it" and it's only left you feeling drained and ineffective? If you're ready to tap into your natural strengths and see real results, it's time to leverage your introverted superpowers in sales. Get ready to unlock your full potential and transform your approach to sales effectiveness.
Discover the surprising link between effective networking, introverted personalities, and increased sales performance. Uncover the unexpected movie that inspires a sales expert, and how it can revolutionize your approach to prospecting and selling. Stay tuned to find out how to leverage this unique insight for your own sales success.Unleash the Power of Introverts
Introverts bring unique strengths to sales teams, challenging traditional stereotypes. With the right system in place, introverts can excel in sales by leveraging their structured approach and deep knowledge. Embracing introverted traits can lead to long-term success in sales, creating a more diverse and effective team dynamic.This is Matthew Pollard's story:
Matthew Pollard's sales journey began unexpectedly after losing his job right before Christmas, thrusting him into the world of sales as an introverted individual. Despite initially feeling overwhelmed by the thought of sales, he persevered, teaching himself through online resources and quickly rising to become the top salesperson in his company. As he continued to excel and take on leadership roles, his focus shifted towards empowering introverted sales professionals, challenging the belief that introverts are at a disadvantage in sales. His introduction to Mario Martinez Jr.'s brand occurred at the AI SP leadership summit, sparking thought-provoking conversations about introversion, extroversion, and the unique strengths introverts bring to the sales arena. This encounter laid the groundwork for a deeper exploration of sales and leadership, leading to the creation of Matthew's book, "The Introvert's Edge to Selling," and his unwavering commitment to reshaping the narrative around introverted success in sales.
Networking is not about you. The number one rule in sales is not about you. The number one rule of being on a podcast or speaking from stage, it's not about you. So why does everyone make it about themselves? - Matthew Pollard
My special guest is Matthew Pollard
Matthew Pollard, also known as the Rapid Growth Guy, is an award-winning and best-selling author of The Introvert's Edge series. As an introverted individual who discovered his sales prowess through self-teaching, he's driven to revolutionize the way introverts are perceived in sales. With over a decade of experience and a track record of fostering five multimillion-dollar success stories, Matthew is passionate about empowering introverted sales professionals to leverage their strengths and achieve unparalleled success. His refreshing approach to sales leadership and his belief in the power of personalized storytelling has made him a sought-after influencer in the sales community.
In this episode, you will be able to:
Maximize sales team performance by leveraging the strengths of introverts.
Elevate your sales game with the powerful impact of storytelling.
Unlock effective networking strategies tailored for introverted sales professionals.
Lead a diverse sales team to success by understanding and embracing different personalities.
Master the art of implementing sales methodologies for maximum effectiveness.
The key moments in this episode are:
00:00:08 - Introducing Vengreso and FlyMSG
00:01:13 - Overcoming Introverted Sales Challenges
00:04:43 - Revealing a Personal Secret
00:10:06 - The Misconception of Introversion
00:11:23 - Redefining Introversion
00:11:48 - Understanding Introversion and Extroversion
00:13:12 - Overcoming Introverted Challenges
00:14:08 - Leveraging Personal Strengths
00:16:01 - Managing Introverted Talent
00:17:24 - Fostering Belief and Adaptation
00:23:22 - Leveraging Introverted and Extroverted Sales Strengths
00:24:59 - Overcoming Beliefs About Introverted Salespeople
00:26:18 - Finding Success through Sales Methodology
00:28:08 - Empowering Sales Teams through Mindset Transformation
00:32:01 - The Journey to Sales Success
00:35:26 - Improving Sales Call Openings
00:37:13 - The Power of Storytelling in Sales
00:39:38 - The Science Behind Storytelling
00:41:40 - Networking for Introverts
00:45:48 - Connecting with Matthew Pollard
00:46:46 - The Warrior - A Hidden Gem
00:47:01 - The Power of Unrecognized Movies
00:47:33 - Productivity and Sales Technology
00:48:14 - The Modern Selling Podcast Wrap-Up
Timestamped summary of this episode:
00:00:08 - Introducing Vengreso and FlyMSG
Mario introduces Vengreso and FlyMSG.IO, an application to help sales professionals grow their numbers at scale.
00:01:13 - Overcoming Introverted Sales Challenges
Matthew discusses his journey from introverted salesperson to successful CEO, highlighting how introverts can excel in sales with the right strategies.
00:04:43 - Revealing a Personal Secret
Matthew shares his love for rap jumping, a unique activity that contrasts with his conservative public image, highlighting the importance of pursuing hobbies and experiences outside of work.
00:10:06 - The Misconception of Introversion
Matthew challenges the misconception of introverts as shy and reclusive, highlighting successful introverted individuals in sales and leadership, breaking stereotypes and empowering introverted individuals.
00:11:23 - Redefining Introversion
Matthew defines introversion as a misunderstood personality trait, emphasizing the shift in perception and acceptance of introverted individuals in various industries, including sales and entrepreneurship.
00:11:48 - Understanding Introversion and Extroversion
Matthew Pollard explains the difference between introverts and extroverts, and how people often misjudge others based on their own perceptions.
00:13:12 - Overcoming Introverted Challenges
Pollard discusses the misconceptions about introverts and highlights successful introverted individuals in various fields, challenging the stereotype of introverts being unable to excel in certain areas.
00:14:08 - Leveraging Personal Strengths
Pollard shares how he has harnessed his introverted nature to become a successful speaker and salesperson through careful planning, preparation, and practice.
00:16:01 - Managing Introverted Talent
Pollard emphasizes the importance of understanding and leveraging introverted talent in sales leadership, highlighting the need for different management styles for introverts and extroverts.
00:17:24 - Fostering Belief and Adaptation
Pollard advises on how to help introverts gain belief in the sales process and leverage their strengths, while also encouraging extroverts to embrace learning and adherence to sales systems.
00:23:22 - Leveraging Introverted and Extroverted Sales Strengths
Matthew discusses the need to provide different frameworks for introverts and extroverts to reach the same goal. He emphasizes the importance of working together and leveraging each other's strengths in sales.
00:24:59 - Overcoming Beliefs About Introverted Salespeople
Matthew challenges the belief that introverts don't make great salespeople. He highlights the importance of helping introverts believe in themselves and their abilities, rather than succumbing to self-fulfilling prophecies.
00:26:18 - Finding Success through Sales Methodology
Matthew shares his belief that introverts can excel in sales once they find a sales methodology that works for them. He also discusses the need for extroverts to follow a system to achieve exceptional sales success.
00:28:08 - Empowering Sales Teams through Mindset Transformation
Matthew emphasizes the responsibility of sales managers to inspire and empower their teams to believe in their capabilities. He highlights the importance of transforming mindset to drive sales outcomes.
00:32:01 - The Journey to Sales Success
Matthew shares his personal journey of learning sales through dedication and practice. He underscores the value of learning a sales process and the impact it can have on individual sales success.
00:35:26 - Improving Sales Call Openings
Matthew Pollard discusses the common mistake of starting sales calls with small talk and advises introverts to lead with a researched introduction to engage the customer and avoid losing the deal in the first five minutes.
00:37:13 - The Power of Storytelling in Sales
Pollard emphasizes the importance of storytelling in sales, highlighting the need for a compelling and detailed narrative that engages the customer, creates rapport, and enables better retention of information.
00:39:38 - The Science Behind Storytelling
Pollard delves into the science behind storytelling, explaining how it activates the listener's brain, creates rapport, and increases information retention, benefiting both introverted and extroverted sales professionals.
00:41:40 - Networking for Introverts
Pollard shares insights on effective networking for introverts, emphasizing the need to shift the focus from self-promotion to serving others and connecting with individuals based on shared values and mission-driven objectives.
00:45:48 - Connecting with Matthew Pollard
Pollard invites listeners to connect with him on LinkedIn, where they can follow him for valuable insights and reach out with burning questions using the voice memo feature for personalized responses.
00:46:46 - The Warrior - A Hidden Gem
Matthew Pollard shares his all-time favorite movie, "The Warrior," a lesser-known film that he believes didn't get enough credit. The movie revolves around two brothers finding each other at an MMA fight, dealing with their family's divorce and an alcoholic father.
00:47:01 - The Power of Unrecognized Movies
Matthew Pollard expresses his love for the movie "The Warrior," highlighting its emotional depth and powerful storytelling. Despite its lack of popularity, he encourages listeners to watch and appreciate it for its greatness.
00:47:33 - Productivity and Sales Technology
Mario Martinez Jr. promotes Flymsg IO as a tool to save 25 hours a month in productivity, improve prospecting, and enhance buyer engagement. He encourages listeners to take advantage of the technology to scale their sales efforts.
00:48:14 - The Modern Selling Podcast Wrap-Up
Mario Martinez Jr. reminds listeners to leave a 5-star rating and review for the Modern Selling Podcast on iTunes. He also encourages them to download FlyMSG for free to save time and increase productivity in their sales endeavors.
Mastering the Art of Networking
Networking strategies for introverts focus on authenticity and serving clients' needs rather than transactional approaches. By embracing a mission-driven framework and leveraging their strengths, introverts can excel in networking. Thorough research, personalized engagement, and a focus on client needs are essential for building rapport and driving successful outcomes in networking efforts.The Art of Persuasion
Storytelling plays a vital role in sales, allowing sales professionals to engage clients on a deeper level. By incorporating personalized and emotionally compelling stories, sales professionals can effectively capture buyer's interest and make a memorable impact. Mastery of storytelling techniques can enhance sales effectiveness and create meaningful connections with clients.The resources mentioned in this episode are:
Connect with Matthew Pollard on LinkedIn to follow his updates and insights on sales and networking.
Download FlyMSG for free to save 20+ hours a month in productivity and learn how to prospect better and sell more with technology.
Watch the movie Warrior to experience the story of two brothers finding each other at an MMA fight, a tale of family, struggle, and triumph.
Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.
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If you're feeling stuck in a cycle of underwhelming sales results, working harder but not seeing the growth you desire, then you are not alone! Despite putting in the effort, the results just don't seem to match the vision you have for success. It's frustrating and demotivating, right?
In this episode of The Modern Selling Podcast, we are joined by Elyse Archer, the founder of the Superhuman Selling and She Sells movements. She shares her journey of transforming her sales career by reprogramming her subconscious mind for success. Having struggled internally despite external success, she discovered the impact of aligning self-identity with sales goals.
This is Elyse Archer's story:
Elyse Archer's introduction to the power of reprogramming the subconscious mind for sales success stemmed from a pivotal moment in her own professional journey. Despite her unyielding efforts and dedication, she found herself consistently hitting a ceiling in her earnings, always reaching the same financial plateau. This realization ignited a deep curiosity within her, propelling her into an immersive exploration of neuroscience and subconscious beliefs. Her quest for transformation was not merely about acquiring new strategies, but about fundamentally shifting her internal narrative and self-perception. Elyse's story embodies the universal human yearning to transcend self-imposed limitations and embrace a life aligned with one's true essence. It's a narrative of resilience, self-discovery, and the relentless pursuit of a reality that resonates with one's authentic self. Through her experiences and revelations, Elyse becomes a guiding force, illuminating the path for individuals seeking to rewrite their own stories and unleash their fullest potential in the realm of sales and beyond.
Elyse's insights on the power of subconscious beliefs, her personal transformation after investing in coaching, and the practical exercise of the Y board highlight the role of identity in achieving sales success. Her emphasis on reprogramming the subconscious mind and embodying the identity of a successful individual offers a unique perspective for sales professionals and entrepreneurs seeking to elevate their sales performance. Elyse's experience and expertise make this episode a must-listen for those looking to understand the profound impact of mindset and belief systems on sales and business success, and seeking actionable strategies to reprogram their subconscious for quantum leaps in sales growth.
Be the person you want to be... Start being that person you want to be now. - Elyse Archer
Elyse Archer, the CEO and founder of She Sells, brings more than two decades of sales experience to the forefront. Her journey from corporate sales to entrepreneurship is marked by a commitment to redefining the sales process. By aligning sales strategies with individual energy cycles and embracing a more empathetic approach, Elyse has facilitated significant quantum leaps in sales growth for her clients. While her work primarily supports women in achieving their sales and business goals authentically, the principles she advocates are universally applicable. Elyse's mission is to help clients unlock their full potential in both sales and life, making a lasting impact on their professional and personal growth.
In this episode, you will be able to:
Unlock the secrets to quantum sales growth strategies and propel your sales to new heights.
Discover how to reprogram your subconscious for sales success and unleash your full sales potential.
Explore the power of integrating masculine and feminine energies in sales for a more holistic and effective approach.
Learn the art of creating identity in sales to elevate your performance and stand out in the competitive sales landscape.
Master superhuman selling techniques designed for entrepreneurs to revolutionize your sales game and achieve unparalleled success.
The key moments in this episode are:
00:00:08 - Introduction to the Podcast
00:01:05 - Personal Background and Mission
00:02:30 - Personal Anecdote and Insights
00:05:54 - Quantum Sales Growth Methodology
00:09:31 - Personal Anecdote: Dog Rescue Work
00:13:40 - The Power of Subconscious Mind
00:17:07 - Overcoming Financial Fear
00:21:22 - Subconscious Programming and Belief Systems
00:23:51 - Shifting Identity for Sales Success
00:27:26 - Overcoming Limiting Beliefs
00:31:43 - Creating a New Personal Reality
00:36:50 - The Process of Change
00:38:09 - Becoming the Person of Success
00:39:40 - Nudging towards action
00:41:19 - The Four Quadrants of Quantum Sales Growth
00:43:31 - Superhuman Selling
00:44:08 - Connecting with Elyse
Timestamped summary of this episode:
00:00:08 - Introduction to the Podcast
Mario Martinez introduces the podcast and the guest, Elise Archer, as CEO and founder of She Sells. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale.
00:01:05 - Personal Background and Mission
Elise Archer shares her background as a sales professional and her mission to help women achieve their sales and business goals in a different way. She emphasizes the importance of aligning sales processes with energy cycles and adopting a relational, empathetic approach to selling.
00:02:30 - Personal Anecdote and Insights
Elise discusses her personal struggles with anxiety and aligning her identity with her success in sales. She highlights the need for a different approach to sales that feels authentic and aligned with individual values, particularly for women.
00:05:54 - Quantum Sales Growth Methodology
Elise introduces the "four quadrants of quantum sales growth" methodology and shares success stories of women achieving significant sales growth and income doubling within a short period. She emphasizes the impact of aligning sales processes with energy cycles and adopting a more authentic and relational approach to sales.
00:09:31 - Personal Anecdote: Dog Rescue Work
Elise reveals her passion for dog rescue work and her involvement in transporting pit bulls from high-kill shelters to new homes across state lines. This personal anecdote sheds light on her compassionate and altruistic nature beyond her professional endeavors.
00:13:40 - The Power of Subconscious Mind
Elyse shares her personal experience with limited earnings despite hard work. She delves into the power of the subconscious mind and neuroscience, emphasizing the impact of beliefs and identity on results.
00:17:07 - Overcoming Financial Fear
Elyse discusses her pivotal decision to invest in coaching despite financial concerns. She highlights the importance of taking bold actions and facing fears to break through limitations and create new opportunities.
00:21:22 - Subconscious Programming and Belief Systems
Elyse explains how subconscious programming shapes beliefs and behaviors, emphasizing the impact of early childhood experiences. She emphasizes the potential for change and the role of the subconscious in manifesting new realities.
00:23:51 - Shifting Identity for Sales Success
Elyse emphasizes the need for a continuous vision and growth in sales. She discusses the importance of evolving one's identity and belief systems to overcome limitations and achieve higher levels of success.
00:27:26 - Overcoming Limiting Beliefs
Elyse discusses how limiting beliefs can hinder sales and business growth. She emphasizes the importance of identifying and addressing these beliefs to achieve success and shift mindset.
00:31:43 - Creating a New Personal Reality
Elyse delves deeper into the concept of shifting one's personality to align with their goals. She discusses the importance of thinking, feeling, and acting like the person who has already achieved their desired results.
00:36:50 - The Process of Change
Elyse explains the process of changing one's thoughts, emotions, and actions to align with their goals. She emphasizes the need for self-awareness and consistent effort in practicing new behaviors and mindsets.
00:38:09 - Becoming the Person of Success
Elyse emphasizes the importance of embodying the person who has achieved the desired sales numbers. She highlights the need to take different actions and adopt a new mindset to achieve significant growth in sales.
00:39:40 - Nudging towards action
Elyse discusses the importance of following the nudges and reaching out to new prospects, even if it feels uncomfortable. Reprogramming the subconscious mind is key to overcoming limiting beliefs and conditioning the mind to new beliefs.
00:41:19 - The Four Quadrants of Quantum Sales Growth
Elyse explains the four quadrants of quantum sales growth, which include reprogramming the mind, raising financial set points, integrating masculine and feminine energies, and implementing strategic tactics on a solid foundation.
00:43:31 - Superhuman Selling
Elyse delves into the concept of superhuman selling, which involves being successful, worthy, and unstoppable. She highlights the importance of layering an incredible message on top of a foundation of personal empowerment.
00:44:08 - Connecting with Elyse
Elyse shares that connecting with her can be done through her website, social media, or email. She welcomes inquiries about the topics discussed in the podcast and provides her contact details for further engagement.
Quantum Sales Growth Strategies
Implementing quantum sales growth strategies involves reprogramming the subconscious mind to align with sales goals. This process focuses on shifting beliefs and behaviors to achieve significant sales growth. By following a comprehensive framework like the four quadrants of quantum sales growth, sales professionals can experience remarkable improvements in their sales results.Integrating Masculine and Feminine Energies in Sales
Integrating masculine and feminine energies in sales strategies can lead to a more balanced and effective approach. By leveraging both energies, sales professionals can enhance their communication, empathy, and relationship-building skills. This integration creates a harmonious sales process that resonates with clients and drives successful outcomes.Reprogramming Subconscious for Sales Success
Reprogramming the subconscious mind is crucial for achieving sales success and overcoming limiting beliefs. By identifying and addressing these subconscious barriers, individuals can adopt new belief systems that align with their sales goals. This practice involves changing thoughts, feelings, and actions to embody the identity of a successful salesperson and drive significant growth.The resources mentioned in this episode are:
Visit http://www.ElyseArcher.com to connect with Elyse Archer and learn more about her work and services.
Download FlyMSG for a 14-day free sales pro trial to save 25 hours a month in productivity and improve prospecting and engagement.
Connect with Elyse Archer on all social media platforms by searching for @ElyseArcher.
Check out the forthcoming movie Encanto on Disney, a great family movie with valuable life lessons.
Go to flymsg.io to download FlyMSG, a free text expander and personal writing assistant to increase productivity.
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Saknas det avsnitt?
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Are you ready for this? You won't believe what our CEO and founder revealed about the unexpected secrets behind successful sales processes. Find out how integrating AI has transformed the way sales professionals engage with customers and boosted their efficiency.
But that's not all—there's a game-changing tool that's revolutionizing sales prospecting. Want to know what it is? Keep listening to unlock the full scoop on this modern selling podcast.
AI Integration for Sales Efficiency
Integrating AI-powered platforms into sales processes can significantly enhance efficiency and personalization. These tools can streamline outreach efforts, automate tasks, and provide valuable insights for personalized responses. Sales professionals can leverage AI integration to create more targeted and engaging interactions with potential buyers, ultimately improving sales outcomes.In this episode of The Modern Selling Podcast, Mario Martinez Jr. shares his journey from a Ritz camera center to becoming a leading sales professional. Through his personal experiences, Mario emphasizes the importance of customer-centric sales and the evolving landscape of sales tools, particularly the integration of AI.
He delves into the significance of using AI-assisted tools for personalized and efficient sales engagement, shedding light on the value of human-assisted AI in sales interactions. Mario's insights and practical examples offer valuable lessons for sales professionals seeking to enhance their processes and drive improved efficiency. His genuine enthusiasm for the field of sales and dedication to embracing new challenges serve as an inspiration and testament to the potential for growth and success in the dynamic world of sales.
If you're looking to integrate AI into your sales processes for improved efficiency and personalized customer engagement, this episode provides valuable insights and practical strategies to help you navigate the evolving sales landscape and enhance your sales efforts.
Sales is the art of helping. Sales is the art of helping, that's really what it is. And so I'm always looking for the problem. I want to understand the pain. I want to understand the issue so that I can help apply a solution. - Mario Martinez Jr.
In this episode, you will be able to:
Master Effective Sales Prospecting Techniques: Unlock the secrets to finding and engaging high-potential leads.
Integrate AI into Sales Processes for Efficiency: Learn how AI can revolutionize your sales approach and drive better results.
Boost Productivity with Text Expander Tools: Discover time-saving techniques to streamline your sales communication.
Engage Buyers on LinkedIn with Proven Strategies: Elevate your social selling game and connect with prospects effectively.
Maximize Sales Enablement Platforms for Growth: Uncover the benefits of using sales enablement tools to empower your sales team.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG.io
00:00:48 - Guest feature on the Grow Fast podcast hosted by Mark Shriner
00:01:29 - Location and casual discussion
00:02:47 - Personal sales journey
00:04:55 - Passion for selling
00:12:47 - Evolution of Sales Tools
00:13:46 - Vengreso and TextExpander
00:14:49 - FlyMSG Use Cases
00:21:12 - FlyLearning and AI Integration
00:26:39 - Importance of Welcoming Connections
00:28:23 - Engaging with Valuable Content
00:29:31 - AI Social Post Generator
00:33:21 - Human Assisted AI
00:37:11 - Creating Engagement on LinkedIn
00:39:58 - Importance of Providing Value in Sales
00:41:12 - Upcoming Sales Enablement Platforms
00:44:39 - Marketing vs. Sales Activities
00:47:54 - Must-Have Sales Tools
00:50:21 - Staying Informed in SalesTimestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG.io
Mario Martinez introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG, a personal writing assistant and text expander tool. The podcast aims to provide sales leaders, practitioners, and influencers with insights to grow sales at scale.
00:00:48 - Guest feature on the Grow Fast podcast
Mario Martinez mentions being featured on the Grow Fast podcast with Mark Shriner. The conversation covers topics such as sales enablement platforms, prospecting tools, AI, FlyMSG, text expansion, and LinkedIn commenting, with a focus on integrating these tools for connecting with potential buyers.
00:01:29 - Location and casual discussion
Mario Martinez and Mark Shriner have a casual discussion about their locations and the arrival of spring. They share personal experiences, creating a relaxed atmosphere before delving into the main topics of the conversation.
00:02:47 - Personal sales journey
Mario Martinez reflects on his early sales experience at Ritz Camera Centers, where his passion for sales was ignited. He shares a pivotal moment when he transitioned from a part-time photo finisher to a sales associate, driven by his innate ability to help customers and solve their problems.
00:04:55 - Passion for selling
Mario Martinez delves into the essence of selling as the art of helping and problem-solving. He attributes his passion for sales to the opportunity to understand customer pain points and offer solutions, emphasizing the role of customer satisfaction.
00:12:47 - Evolution of Sales Tools
The conversation starts with a discussion of the evolution of sales tools, from basic phone and fax machines to the necessity of modern sales enablement platforms for outbound sales.
00:13:46 - Vengreso and TextExpander
The discussion shifts to Vengreso and TextExpander, highlighting their use as workflow tools for individual sellers and the development of a tool called FlyMSG. The tool's ability to save time and automate repetitive tasks is emphasized.
00:14:49 - FlyMSG Use Cases
FlyMSG is discussed as a platform for storing and quickly deploying message templates across various platforms. The focus is on its utility for sales prospecting training and its ability to save time and standardize messaging.
00:21:12 - FlyLearning and AI Integration
The conversation delves into the integration of FlyLearning and AI into the platform, emphasizing its impact on saving sellers time by automating the process of engaging with target buyers on LinkedIn through insightful comments.
00:26:39 - Importance of Welcoming Connections
Mario emphasizes the importance of welcoming new connections with a personalized message instead of immediately pitching. He discusses the value of using the FlyMSG text expansion tool to send a personalized thank you message with valuable content.
00:28:23 - Engaging with Valuable Content
Mario discusses the strategy of sending valuable content to new connections to solicit engagement. He explains the importance of providing content that addresses the prospect's specific challenges and encourages them to respond.
00:29:31 - AI Social Post Generator
Mario introduces FlyPosts AI, an AI social post generator that helps salespeople create thought leadership content quickly. He discusses how the tool reduces the time it takes to write a post from 32 minutes to less than 9 minutes, enabling salespeople to stay active on social media.
00:33:21 - Human Assisted AI
Mario emphasizes the role of human-assisted AI in sales engagement. He explains that the tool is designed to augment the seller's efforts rather than replace them, allowing salespeople to edit and personalize AI-generated content.
00:37:11 - Creating Engagement on LinkedIn
Mario discusses the key ingredients for effective LinkedIn comments, emphasizing the importance of adding value to the conversation and soliciting engagement. He explains the strategy of using insights and questions to drive responses and build relationships on the platform.
00:39:58 - Importance of Providing Value in Sales
Mario emphasizes the importance of providing value in sales conversations, rather than overwhelming prospects with product information. He advises against starting with client testimonials or product pages, and instead focuses on bringing value to the buyer.
00:41:12 - Upcoming Sales Enablement Platforms
Mario discusses the proliferation of sales enablement platforms, highlighting the micro-niche focus and the variety of tools available for different stages of the sales process. He mentions prospecting, engagement, automation, gift marketing, social selling, productivity, and sales intelligence tools as examples.
00:44:39 - Marketing vs. Sales Activities
Mario shares his belief that sales teams should focus on their own lead generation, as marketing often only contributes a small percentage of appointments. He recommends allocating budget towards sales prospecting tools and training, as getting the first meeting is the hardest part of the sales cycle.
00:47:54 - Must-Have Sales Tools
Mario stresses the importance of sales prospecting tools and mentions the necessity of an engagement tool like a sales cadence tool, as well as incorporating phone and email channels. He also discusses the effectiveness of gift marketing in booking appointments, despite its cost.
00:50:21 - Staying Informed in Sales
Mario shares his approach to staying informed in sales, which involves reading blogs from sales influencers with varying perspectives, watching short videos, and reading content from top sales engagement tools. He emphasizes the importance of learning from sales professionals with practical experience.Effective Sales Prospecting Techniques
In the evolving sales landscape, mastering effective sales prospecting techniques is crucial. Sales professionals must focus on providing value to potential buyers and personalizing their outreach efforts. By understanding the buyer's needs and preferences, sales teams can nurture more meaningful relationships and drive better results.Productivity with Text Expander
Using productivity tools like text expanders can boost efficiency in sales activities. Text expanders allow sales professionals to store and access messaging templates quickly, saving time and effort in outbound sales. By leveraging text expanders, sales teams can focus on creating personalized and value-driven content while streamlining their communication processes.The resources mentioned in this episode are:
Visit pvcsalesmethod.com to learn about the PVC method for crafting personalized and engaging sales emails with a strong call to action.
Check out Sendoso or Postal IO for gift Marketing tools to create memorable experiences for your prospects and book more appointments.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to support the show and help it reach more listeners.
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If you're feeling frustrated and overwhelmed by ineffective sales strategies that aren't getting you the results you want, then you are not alone! Trying to juggle multiple tasks and approaches without seeing the sales success you deserve can be disheartening.
It's time to break free from the cycle of frustration and find a more effective path to achieving your sales goals. Let's explore new strategies together to elevate your sales game and achieve the success you've been striving for.
Master Sales Career Development StrategiesIn this episode of The Modern Selling Podcast, Tony Morando provides valuable insights on mastering sales career development strategies. He emphasizes the importance of continuous learning, refining sales skills, and staying updated with industry trends. Morando's career journey serves as a testament to the dedication and perseverance required to excel in the sales industry.
Throughout the episode, Tony's emphasis on perseverance, consistency, and the drive to become elite in sales emerges as a central focus, providing practical guidance for sales professionals navigating the modern selling landscape. His valuable insights on career development, effective sales techniques, and the importance of personalized communication make this episode a must-listen for sales professionals aiming to enhance their skills and achieve improved sales success.
This Week's Special Guest:For this week's episode, Tony Morando, Chief Sales Officer of World Emblem, shares his 18-year sales career journey, offering valuable insights into sales leadership and career development strategies. He emphasizes the significance of being coachable, setting measurable goals, and the impact of industry expertise in pursuing leadership roles.
Tony's experience of six promotions in 18 years highlights the importance of deliberate learning and expertise in career advancement. The conversation also delves into the evolving dynamics of the competitive marketplace, emphasizing the need for adaptability and agility in meeting customer demands.
Just because you get a no today doesn't mean you're gonna have a no tomorrow. You have to stay on it. You have to be consistent, and you can't lose that communication. - Tony Morando
In This Episode, You Will Hear All About: Mastering Sales Career Development Strategies: Unlock the key to accelerating your sales career with expert strategies for professional growth and success. Embracing Effective Sales Objection Handling Techniques: Discover the art of overcoming objections and turning them into opportunities for closing deals. Building Strong Client Relationships in Sales: Learn the secrets to fostering lasting and profitable relationships with your clients, leading to increased loyalty and sales. Crafting Impactful Sales Voicemails: Uncover the tips and tricks for leaving voicemails that grab attention, spark interest, and drive action from your prospects. Becoming an Elite Sales Professional: Elevate your sales game by mastering the essential skills and mindset needed to stand out and thrive in the competitive sales landscape. The Key Moments in this Episode are:00:00:08 - Introduction to the Podcast
00:01:24 - Welcoming Tony Morando
00:04:46 - Overcoming Fear
00:07:09 - Career Progression and Patience
00:13:21 - Navigating Increased Competition
00:14:14 - Building a Unique Value Proposition
00:15:14 - Becoming Elite
00:16:29 - Personal Experience in Sales
00:22:30 - Overcoming Objections
00:25:19 - Consistency and Persistence
00:27:26 - Effective CRM Usage and Time Management
00:33:57 - Inbox Management and Time Management
00:35:58 - Effective Sales Techniques
00:37:42 - Bringing Value to Calls
00:39:25 - Voicemail Strategy
00:40:19 - Importance of First 15-20 Seconds in a Voicemail
00:41:27 - Analyzing a Sales Voicemail
00:46:31 - Short and Sweet Voicemail Strategy
00:49:06 - Leveraging Social Selling Triggers
00:51:48 - Tony's Favorite Movie
Timestamped Summary of this Episode:00:00:08 - Introduction to the Podcast
Mario Martinez Jr. introduces the podcast and its focus on helping sales leaders and practitioners grow their sales numbers at scale.00:01:24 - Welcoming Tony Morando
Mario Martinez Jr. introduces Tony Morando as the Chief Sales Officer of World Emblem, highlighting the topics they will cover, including pathways to management and leadership.00:04:46 - Overcoming Fear
Tony Morando shares a personal revelation about being petrified of flying and how he overcame it by jumping out of a plane for his first flight, leading to his current comfort with flying.00:07:09 - Career Progression and Patience
Tony Morando discusses the importance of being patient in career progression, emphasizing the value of learning from mistakes and the need to earn promotions through expertise and deliberate progress.00:13:21 - Navigating Increased Competition
Tony Morando addresses the impact of increased competition in today's market, citing the Amazon model's influence and its implications for meeting customer expectations in a timely manner.00:14:14 - Building a Unique Value Proposition
Tony discusses the need for sellers to create a unique value proposition to win customers in a competitive marketplace. He emphasizes the importance of standing out and providing exceptional value.00:15:14 - Becoming Elite
Tony emphasizes the need to go above and beyond to be elite, highlighting the importance of putting in extra effort, making sacrifices, and constantly learning and improving in order to separate from the competition.00:16:29 - Personal Experience in Sales
Tony shares his personal experience in software sales, emphasizing the importance of putting in the hours, becoming an expert in the industry, and sharing best practices with peers to succeed in sales.00:22:30 - Overcoming Objections
Tony discusses the significance of discussing and learning from common objections in sales to overcome them effectively. He highlights the value of daily huddles for sharing and learning from past objections and challenges.00:25:19 - Consistency and Persistence
Tony shares a memorable sales success story about his persistence in following up with a client over a ten-year period, ultimately leading to a significant contract. He emphasizes the importance of consistency, never giving up, and bringing value to every interaction.00:27:26 - Effective CRM Usage and Time Management
Tony discusses the importance of using CRM effectively and scheduling future activities to stay on track. He also emphasizes the significance of time management and organization in sales.00:33:57 - Inbox Management and Time Management
Tony shares his struggle with managing his inbox and the challenge of maintaining a zero inbox policy. He highlights the importance of time management and the impact of being organized on personal and professional success.00:35:58 - Effective Sales Techniques
Tony emphasizes the importance of active listening, consistent communication, providing value, and exceeding expectations in building and maintaining strong client relationships. He also discusses the significance of asking questions and listening without interrupting the prospect.00:37:42 - Bringing Value to Calls
Tony delves into the importance of bringing value to live conversations and narrowing in on topics that matter to the prospect. He also shares his approach to leaving voicemails, keeping them short and avoiding selling through voicemails.00:39:25 - Voicemail Strategy
Tony discusses his approach to voicemails, preferring to keep them short and sweet without selling through them. He also emphasizes the importance of capturing and keeping someone's attention within seconds.00:40:19 - Importance of First 15-20 Seconds in a Voicemail
Tony and Mario discuss the critical role of the first few sentences in a voicemail to engage the listener. They emphasize the need for brevity and value in the initial message to capture the recipient's attention.00:41:27 - Analyzing a Sales Voicemail
Mario plays a sales voicemail and invites Tony to critique it. They discuss the importance of identifying the correct industry and the need for thorough research before reaching out to potential buyers. They also highlight the significance of clear and genuine communication.00:46:31 - Short and Sweet Voicemail Strategy
The hosts review another voicemail and share differing perspectives on its effectiveness. Tony highlights the intrigue and curiosity it creates, while Mario emphasizes the importance of providing more information and context to prompt a response. They also touch on the significance of personalizing outreach.00:49:06 - Leveraging Social Selling Triggers
Mario explains his approach to leveraging social selling triggers, such as profile views, to initiate meaningful connections with potential buyers. He emphasizes the importance of guiding recipients to relevant content and tracking their engagement for informed follow-ups.00:51:48 - Tony's Favorite Movie
Hone Effective Sales Objection Handling Techniques
Mario wraps up the episode by asking Tony about his all-time favorite movie, which Tony reveals to be "Fight Club." This lighthearted segment adds a personal touch to the conversation, providing a glimpse into Tony's interests outside of sales.Morando discusses the importance of honing effective sales objection handling techniques in the competitive sales landscape. He highlights the significance of addressing objections and consistently training to overcome them. By mastering objection handling, sales professionals can enhance their ability to navigate challenges and close deals successfully.
Cultivate Strong Client Relationships in SalesBuilding strong client relationships is crucial in sales success, as highlighted by Morando in the podcast. He emphasizes the need for genuine and authentic communication to engage prospects and build lasting connections. Cultivating strong client relationships not only fosters trust but also paves the way for continued sales success and business growth.
The resources mentioned in this episode are: Connect with Tony Morando on LinkedIn by sending a personalized connection request mentioning the modern selling podcast. Visit worldemblem.com to reach out to Tony Morando through the contact form on the corporate website. Sign up for FlyMSG for free to save 20 hours or more in a month and increase productivity. This is a free text expander and personal writing assistant. Watch the movie Fight Club for a classic and timeless favorite. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners.Send DataSend Data
Send DataSend Data
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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 include a personalized message mentioning that you heard him on the modern selling podcast.
Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a text expander and personal writing assistant that helps with repetitive tasks and writing efficiency.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.
Watch Bull Durham and Shawshank Redemption, Jim Kraus' favorite movies, to enjoy these classic films.
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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.io00:00:48 - 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 ExpansionTimestamped 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 leveraging this technology for effective communication.
00:25:45 - Practical Applications in Sales
Mario and Brian highlight real-life applications of text expansion in sales scenarios. They emphasize its role in enhancing customer communication, creating personalized outreach, and increasing sales efficiency.
00:40:15 - Future of Text Expansion
The episode wraps up with a discussion on the future of text expansion and its potential impact on various industries. Mario and Brian explore the evolving landscape of writing assistance tools and their implications for businesses.
Effective Social Selling Strategies
Harnessing the power of social media networks can revolutionize selling tactics. Effective social selling strategies focus on building reliable, long-term relationships with prospects rather than resorting to aggressive sales techniques. By strategically leveraging social networks, sales professionals can gain deep insights into potential clients' interests and behaviors, establish credibility, and effectively engage with their audience through personalized content.Successful SaaS Secrets
The key to a successful Software as a Service (SaaS) lies in understanding the customers' needs, focusing on building quality products that add real value to the user's experience, and effectively marketing these solutions. It's crucial to adapt to changes rapidly and proactively incorporate customer feedback into product development. The goal should always be to enhance customer satisfaction, predominantly by providing innovative solutions and excellent client service.The resources mentioned in this episode are:
Connect with Mario Martinez Jr. on LinkedIn and send a personalized connection request mentioning the Ignite podcast with Brian Bell.
Visit FlyMSG:io to sign up for a free trial, a text expander and personal writing assistant to save time and increase productivity.
Download FlyMSG to save 20 hours or more in a month and increase productivity.
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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 approach effectively, recounting real-world examples, and responding to various challenging situations.Performance-Based Selling Strategies
Embracing performance-based selling strategies necessitates an understanding of the audience's preferences, swift action on action items, and utilization of technology for efficiency. The ability to read an audience, act on valuable cues, and adapt to different situations are essential to resonating with your customers. Moreover, regular coaching, timely reviews, and feedback can help sales professionals improve their performance, and create meaningful and lasting relationships with their clients.The resources mentioned in this episode are:
Connect with Jason Hartz on LinkedIn by sending a personalized connection request and mentioning that you heard him on the modern selling podcast.
Visit the website http://www.thehartzmethod.com/ to learn more about Jason Hartz and his sales performance playbook.
Follow Jason Hartz on Instagram at the handle @thehartzmethod for more insights and updates.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.
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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 and learning from rejections to fuel growth and development as a founder.
00:49:02 - Learning from Rejections
Mario and Brian discuss the impact of receiving rejection and how it can drive founders to prove naysayers wrong. They highlight the importance of resilience and the potential for a "no" to turn into a "yes" with persistence and
00:53:52 - Personalized Connection Requests
Brian advises sending personalized connection request messages when reaching out, referencing the Modern Selling podcast to establish a connection.
00:54:11 - Favorite Movie
Brian reveals his all-time favorite movie, "Shawshank Redemption," highlighting its impact and memorability.
00:54:23 - Impact of Shawshank Redemption
The discussion emphasizes the unforgettable and impactful nature of "Shawshank Redemption" as a movie.
00:54:36 - Podcast Closing Message
Mario encourages listeners to rate and review the Modern Selling podcast on iTunes, and promotes the use of Fly Message for productivity improvement.
Mastering Venture Capital Fundraising Challenges
Successful venture capital fundraising requires meticulous preparation, in-depth knowledge, and a resilient mindset. Understanding the fundraising process, expectations of potential investors and market trends are crucial in mastering these challenges. By navigating through these complexities, entrepreneurs can optimally position their startups and achieve successful fundraising outcomes.Evaluating Founders - Key Factors
The evaluation of founders is an integral part of venture capital investments. Potential investors consider factors such as the founder’s commitment, vision, success history, and trustworthiness. Simultaneously, the founder's ability to think long-term, maintain customer focus, and adapt to changing circumstances greatly influences investor decisions.The resources mentioned in this episode:
Give the Modern Selling Podcast a five-star rating and review on iTunes.
Download FlyMessage IO for free to save 20 hours or more in a month and increase your productivity. Visit flymsg.io to get your free text expander and personal writing assistant.
Reach out to Brian Bell on LinkedIn or via email at [email protected] to pitch your startup or connect with him.
Check out the Pitch Team Ignite VC form to submit your pitch directly to Brian's inbox.
Watch the movie Shawshank Redemption for an impactful and memorable experience.
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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 ThoughtsTimestamped 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 maximum value.Ace negotiations with procurement
For sales professionals, negotiations with procurement teams can be challenging. In this episode, Mario and Richard share insightful strategies, tactics, and experiences to help you navigate these discussions more confidently and effectively. From framing the conversation to anticipate individual needs, understanding your customer's perspective, and being well-prepared with quick information, these valuable strategies can position you for more successful negotiations with procurement teams.The resources mentioned in this episode are:
The book The Seller's Journey by Richard Harris is available on Amazon and other online platforms. It covers tactics for closing deals and is a valuable resource for sales professionals.
Connect with Richard Harris on LinkedIn and send a personalized connection request mentioning that you heard him on the modern selling podcast.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity. It's a text expander and personal writing assistant.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.
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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 informed decision-making.
00:55:14 - About afterthelead.com
Jason mentions afterthelead.com as a resource for great information, contact details, and giveaways. He also shares the correct spelling of his name for those looking for more information.
00:55:37 - All-time favorite movie
Jason shares his all-time favorite movie, "The Big Lebowski," highlighting its well-written and entertaining factors. He even recently enjoyed watching it with his 14-year-old son.
00:56:10 - The timeless appeal of "The Big Lebowski"
Jason emphasizes the enduring value and entertainment of "The Big Lebowski," mentioning that he found it just as good watching it for the 30th time as he did the first time.
00:56:22 - Gratitude and podcast wrap-up
Mario expresses gratitude to Jason for being on the show. He also urges listeners to leave a five-star rating and review for the podcast on iTunes and promotes the download of fly message for increased productivity.
Mastering Email Communication
Highly effective email communication isn't simply about crafting an email and hitting send. It requires understanding the recipient’s pain points, being concise and clear with the message, and personalizing content to capture the recipient's attention. With an average email receiving only about 15–20 seconds of a reader's attention, keeping your message short and to the point, along with the strategic inclusion of case studies or examples, ensures your email gets the attention it deserves.Optimizing Sales Outreach
Effective sales outreach starts with an in-depth understanding of the target audience and tailoring the messaging accordingly. This requires sales professionals to steer clear of generic mass emails and focus more on personalized, value-driven communication. Utilizing the correct tools, deploying the right strategies, and regular monitoring of engagement can significantly optimize outreach efforts, helping sales teams connect more meaningfully with prospects and increase the likelihood of closing deals.Establishing Meaningful Connections
Developing strong relationships is a crucial aspect of a successful sales strategy. By understanding the length of the sales cycle, identifying a suitable touchpoint cadence, and using effective communication tools, businesses can build substantial connections with prospective clients. An appropriately planned and well-implemented strategy can lead to more engagement, improved trust, and ultimately a higher conversion rate.The resources mentioned in this episode are:
Connect with Jason Kramer on LinkedIn and send him a personalized message to start a conversation.
Visit afterthelead.com to access valuable information, contact details, and free giveaways and playbooks related to lead nurturing and sales enablement.
Download FlyMSG and sign up for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free text expander and personal writing assistant that can help you streamline your writing and communication tasks.
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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 robust team culture in driving the success of an organization. This involves fostering an environment of transparency and open communication. Having the right people with suitable attitudes and focus, and investing in their growth, is key to achieving this.Understanding product market fit
Product market fit is critical in determining the growth trajectory of a business, as emphasized by Manoj. A well-differentiated product that meets the needs of its target market is crucial for long-term success. Furthermore, it is vital to continuously evaluate and innovate your product to stay ahead in the competitive business environment.Overcoming early-stage challenges
Overcoming early-stage challenges is part and parcel of any startup journey, something Manoj explains vividly. Learning from mistakes and setbacks and adopting a long-term view can significantly help in getting past these hurdles. Setting realistic expectations, focusing on progress over perfection and patience is key to navigating these initial roadblocks.The resources mentioned in this episode are:
Connect with Manjoj Ramnani, CEO of Salesintel, on LinkedIn by sending a personalized connection request mentioning that you heard him on the modern selling podcast.
Download FlyMSG.io for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free personal writing assistant and text expander application.
Give the modern selling podcast a five-star rating and review on iTunes to show your support.
If you're looking for a sales intelligence solution, consider connecting with Salesintel to explore their data and intelligence SaaS solution for go-to-market teams.
Watch Manjoj Ramnani's video on YouTube titled Success is Not a Straight Line to gain insights into the lessons he learned from his previous company's failure and success.
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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.
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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 optimize your performance as a sales leader or individual contributor.
Download FlyMSG, a free text expander and personal writing assistant, to save 20 hours or more in a month and increase your productivity.
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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 ListenersTimestamped 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.
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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
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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 drive value for both parties.
00:51:35 - Favorite Movie and Closing
Mark's favorite movie is Casablanca. To connect with Mark, reach out to him on LinkedIn and check out his book "Nine Secrets to Win Deals and Influence Stakeholders." The episode closes with a reminder to download Flymessage IO for increased productivity.
Understand the Procurement Process
Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth.
Master Negotiation Strategies
Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization.
Achieve Balance in Negotiations
Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations.
The resources mentioned in this episode are:
Check out FlyMSG: the free personal writing assistant and text expander application created by Vengreso. Use this tool to improve your writing and productivity.
Get the book Nine Secrets to Win Deals and Influence Stakeholders: Purchase Mark Raffan's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. This book provides valuable insights and strategies for successful negotiations.
Listen to the Modern Selling podcast: Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. In this episode, Mario and Mark discuss negotiations and provide valuable tips for winning over buyers. Take notes and apply these strategies to your own sales efforts.
Explore Negotiations Ninja training and coaching: Visit the Negotiations Ninja website to learn more about their negotiation training and coaching services. Whether you're a salesperson or a procurement professional, their programs can help you become more successful in negotiations.
Follow Mark Raffan on social media: Connect with Mark Raffan on social media platforms such as LinkedIn and Twitter. Stay updated on his insights and expertise in negotiations.
Sign up for Negotiations Ninja newsletter: Subscribe to the Negotiations Ninja newsletter to receive regular updates, tips
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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 business. Lloyed Lobo emphasizes that this community-building prevents a business from becoming just another commodity. When achieved effectively, it results in creating a solid foundation that helps to accelerate sales growth and drives the success of a business.
Empower sales leaders
Lloyed’s story inspires and empowers sales leaders to focus on creating a sense of purpose and genuine engagement with their audience. He goes on to highlight the importance of consistency and communication in attaining this purpose. Empowered sales leaders equipped with these insights have the potential to transform their business performance and achieve higher levels of success.
Create strong connections
Creating strong human-to-human connections and fostering a robust community is at the heart of Lloyed’s message in this episode. He emphasizes that businesses need to own relationships beyond algorithms and platforms, enforcing the importance of a two-way interaction. By doing so, businesses can build stronger, long-lasting connections which eventually lead to sustainable growth and success.
The resources mentioned in this episode are:
Check out FlyMSG.io, the free personal writing assistant and text expander application created by Vengreso, the company founded by Mario Martinez Jr.
Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. to hear from sales leaders, practitioners, and influencers and learn how to grow your sales numbers at scale.
Get a copy of From Grassroots to Greatness, the Wall Street Journal bestseller written by Lloyed Lobo, co-founder of Boast.AI and Traction, to learn 13 rules for building iconic brands with community-led growth.
Explore Boast.AI, the company co-founded by Lloyed Lobo, which offers solutions for automating R&D tax claims and innovation funding.
Connect with Lloyed Lobo on social media to stay updated on his insights and experiences as an entrepreneur and community builder.
Join the Traction community, created by Boast.AI, to connect with other entrepreneurs and access resources and support for building and growing your business.
Reflect on the power of community and the impact it can have on your personal and professional life, as shared by Lloyed Lobo in the podcast episode.
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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 PromotionTimestamped 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 Preferences
Being sensitive to cultural differences can also significantly enhance the efficacy of the sales process. As Jeffrey points out, cultural nuances can shape the business engagement and preferences of a potential customer. By showing respect and understanding toward these differences, sales professionals can foster positive business relationships and open avenues for prospective sales within different markets.Boost Sales with Personalization
Sales professionals can see a remarkable difference in their results with the strategic use of personalization. Tailoring the approach to each prospect's specific needs and circumstances forms genuine connections and stands out in a sea of generic pitches. Jeffrey Gitomer's insights on avoiding generic AI responses emphasizes the need for this tailored interaction, forming a central part of the modern selling process.Build Strong Relationships and Trust
Establishing and nurturing trust with prospects plays a pivotal role in sustainable sales success, as emphasized by Jeffrey. Not only does this foster long-lasting business relationships, but it also facilitates in-depth understanding of customer needs and motives for buying. The interaction that follows, therefore, becomes less of a sales pitch and more of a consultation - a collaborative process aimed at effectively addressing the customer's needs.The resources mentioned in this episode are:
Visit the website of Vengreso to learn more about their free personal writing assistant and auto text expander application, FlyMSG.
Subscribe to the Modern Selling podcast to hear from sales leaders, practitioners, and influencers who can help you grow your sales numbers at scale.
Check out Jeffrey Gitomer's books, including his most recent publication Get Sh*t Done, which focuses on productivity. You can find it on popular online bookstores.
Consider studying the history of sales, like Samuel Smiles' book Self Help and Character, to gain a deeper understanding of modern selling techniques and buyer expectations.
Reflect on the value of turning relationships into friendships in sales. Remember that personal connections can lead to more sales opportunities, even outside of traditional business hours.
Embrace the use of AI in your sales communication and processes. Explore AI tools and technologies that can enhance your productivity and effectiveness as a salesperson.
Don't be afraid to share valuable content and knowledge with your customers. Utilize social media platforms like LinkedIn and Twitter to provide helpful insights and ideas that can resonate with your audience.
Recognize that protecting proprietary information in today's digital age is challenging. Focus on building strong customer
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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 that your product or service can solve, not the product features. By understanding what financial metrics and goals the executives prioritize, salespeople can tailor their messaging to align to these areas, enhancing the chance of securing a successful meeting and concluding the sale.Personalization
Personalization in sales is not just a matter of courtesy; it’s also a proven strategy for achieving better results. A personalized approach to sales allows salespeople to develop strong relationships with their prospects by directly addressing their needs, challenges, and objectives. By crafting personalized messages that engage and resonate with the prospects, sales professionals are more likely to drive conversions and foster long-term relationships.The resources mentioned in this episode are:
Visit the FlyMSG.IO website to download the free personal writing assistant and text expander application.
Subscribe to the Modern Selling Podcast on your preferred podcast platform to stay up-to-date with the latest episodes.
Connect with Mario Martinez Jr. on social media to engage with his content and stay informed about sales strategies.
Learn more about Data Book, the company where David Graswick is the Vice President of Global Sales, by visiting their website.
Consider the benefits of targeting C-level executives and the potential for unlocking additional budgets by engaging with them in a strategic manner.
Research financial metrics that are important to C-level executives and use this information to have more meaningful conversations with them.
Remember that there are multiple buying influencers within an organization, so develop a sales campaign that addresses the needs and pain points of each persona.
Recognize the importance of engaging with middle-level employees who are responsible for implementing solutions and may serve as champions for your product or service.
Don't overlook the users and lower-level employees who will be directly using your product or service on a regular basis.
Prioritize personalization and tailor your pitch to the specific needs and challenges of each executive you are pitching to.
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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 Research for valuable resources and articles on topics like IRR. Personalized connection requests are encouraged.
00:40:43 - Quota Performance and Sales Challenges.
Mario asks about the latest research on the percentage of sellers making quota. Ian shares that they are about to launch a survey to gather this data. He mentions that while revenues may be down, competition is up, and deals are extending rather than falling off.
00:42:29 - Research Collaboration Opportunity,
Mario offers to connect Ian with their database of 100,000 sellers, business owners, and sales leaders if they need to poll for research. Ian expresses his appreciation and interest in collaborating for future research.
00:42:39 - Ian Campbell's Favorite Movie.
Mario asks Ian about his all-time favorite movie. Ian chooses "Castle Black" as a classic old film with a cheesy charm and memorable one-liners. He considers it a movie that never gets tiresome and stands out among the rest.Leveraging ROI and Payback to Close Deals
A key aspect of successful sales is the ability to convincingly demonstrate the Return on Investment (ROI) and payback period to potential customers. Showcasing the tangible benefits, savings, and productivity gains that will be achieved through the purchase in a simple and believable manner can expedite the decision-making process. By leading with a short payback period, sales professionals can alleviate risk concerns, making it easier for decision-makers to approve the purchase.The resources mentioned in this episode are:
Visit the FlyMSG.io to download the free personal writing assistant and text expander application.
Check out the Nucleus Research website to learn more about their services and how they can help you understand the ROI of technology.
Purchase a copy of Ian Campbell's book, The Value Sale, to learn how to build a business case and deliver a message that will help close deals.
Consider leading with the concept of payback rather than just ROI in your sales process to help customers understand how quickly they can cover their costs.
Explore the various metrics and value propositions that can be used to start conversations with potential buyers.
Connect with Mario Martinez Jr. on LinkedIn to stay updated on future episodes of the Modern Selling podcast.
- Visa fler
