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Tired of constantly struggling to generate leads and make your content stand out? Have you been told to automate everything, but still find yourself drowning in ineffective marketing strategies? The frustration of not getting the results you need is real, but there's a better way to achieve success. Let's break the cycle and discover the strategies that will truly elevate your lead generation and content marketing game. Get ready to turn things around and achieve the success you've been striving for.
Want to enhance your lead generation and content marketing success? we've got the solution to help you save 20 hours or more in a month and increase your productivity. In this episode, we'll be sharing the strategies and tools you need to achieve that result. Get ready to take your digital selling game to the next level!
In this episode of The Modern Selling Podcast, host Mario Martinez Jr. dives into everything from the challenges of digital selling to the future of AI in sales and marketing. Mario's genuine curiosity and experience in the field make for engaging and insightful discussions that shed light on valuable strategies for effective digital selling.
From the transition from a service-based company to a SaaS model to leveraging AI for streamlined sales processes and the importance of content marketing and analytics, each episode offers practical takeaways for sales professionals and business owners looking to enhance their digital selling strategies. Mario's knack for asking the right questions and his passion for sales and marketing make this podcast a must-listen for anyone looking to level up their digital selling game. So, if you're keen on improving your lead generation and content marketing success, buckle up and tune in to The Modern Selling Podcast for some game-changing insights!
You've got to solve a very specific business problem. And that very specific business problem has to be big enough that it causes enough pain that either an individual for product led growth or company for sales led growth are interested in buying and procuring for solving that business problem. - Mario Martinez Jr.
In this episode, you will be able to:
Transform your business model with a seamless shift to a SaaS company.
Master the art of sales training to supercharge your entrepreneurial success.
Harness the power of AI for effortless business automation.
Elevate your sales game with cutting-edge digital selling strategies.
Drive sustainable growth by mastering long-term SEO tactics for organic traffic.
The key moments in this episode are:
00:00:01 - Introduction and Background
00:02:10 - Evolution of the Company
00:04:27 - Transition to SaaS
00:05:53 - Advice for Business Owners
00:11:27 - Future of SaaS and AI
00:14:35 - Challenges of Manual Commenting on Profiles
00:17:07 - Internal vs. External Hiring for AI Teams
00:22:31 - Importance of Sales Training
00:23:31 - LeadFeeder as a Lead Generation Tool
00:29:23 - Evolution of Prospect Engagement
00:30:11 - The Challenge of Prospecting
00:31:13 - Importance of Content Creation
00:33:01 - The Future of Sales Training
00:34:48 - Pitfalls of Automation
00:37:29 - Long-Term Lead Generation Strategy
00:44:58 - Importance of Playing the Long Tail Game in SEO
00:46:25 - Utilizing Tools for SEO Success
00:47:59 - Building Domain Authority and Monetizing Website Traffic
00:49:40 - Leveraging AI for Customer Sentiment Analysis
00:50:11 - Challenges and Importance of Analytics in Marketing
Timestamped summary of this episode:
00:00:01 - Introduction and Background
Mario introduces the guest, Trevor, and they discuss his background in sales and marketing, as well as the history of his company's development.
00:02:10 - Evolution of the Company
Trevor talks about merging seven companies to form the largest digital sales prospecting training company and developing FlyMSG, a text expansion software to aid sales prospecting.
00:04:27 - Transition to SaaS
Trevor explains how he pivoted his company from a service-based model to a SaaS-based model, raising funding and adopting a sales-led growth model.
00:05:53 - Advice for Business Owners
Mario and Trevor discuss the transition from a service-based agency to a SaaS product, emphasizing the need to solve a specific business problem and make a strategic choice between service and software.
00:11:27 - Future of SaaS and AI
Trevor shares his thoughts on the future of SaaS with AI advancements in coding, emphasizing the importance of a technical co-founder and understanding the workflow of users to implement productivity gains using AI.
00:14:35 - Challenges of Manual Commenting on Profiles
Sellers spend 6-12 minutes per profile writing comments. AI reduces this to less than 45 seconds, maintaining context relevance and individual control over the final output.
00:17:07 - Internal vs. External Hiring for AI Teams
Business owners should identify the problem they are trying to solve before considering AI. Hiring internally vs. externally depends on expertise. It's easier to hire talent globally post-COVID, reducing costs.
00:22:31 - Importance of Sales Training
Early investment in Miller Hyman sales training program helped Mario accelerate sales performance. Collaboration with the company led to Vengreso training 300 of their sellers. Sales training is essential for competitive edge and industry respect.
00:23:31 - LeadFeeder as a Lead Generation Tool
LeadFeeder provides detailed insights into visitor behavior, helping prioritize sales efforts and close deals faster. Customizable notifications and lead scoring are changing the game in lead generation and engagement.
00:29:23 - Evolution of Prospect Engagement
Prospect engagement has drastically changed over the years, making it harder to connect and have conversations with target buyers. Cold calling and email blasts are less effective, and technological features like automatic voicemail screening have impacted outreach effectiveness.
00:30:11 - The Challenge of Prospecting
Sales prospecting has become more difficult, with a 3% hit ratio for emails. To engage with target buyers, it's crucial to figure out their preferred communication channel, be it text, email, phone, video, social media, events, or gift marketing.
00:31:13 - Importance of Content Creation
Content creation, including blogs, white papers, ebooks, webinars, and YouTube videos, is essential for optimal performance and business growth. By leveraging a variety of content assets, the company has seen significant growth.
00:33:01 - The Future of Sales Training
The latest trend in sales training is guided assistance through AI, which provides real-time objection handling and response suggestions during conversations. However, maintaining up-to-date training, content, and AI systems is crucial for success.
00:34:48 - Pitfalls of Automation
Over-automation can lead to decreased response rates and a "spray and pray" approach, diminishing the effectiveness of outreach efforts. While AI is transforming sales, personalization and genuine research still hold significant value in client interactions.
00:37:29 - Long-Term Lead Generation Strategy
While short-term lead generation strategies like referrals and social media outreach are important, playing the long tail is crucial. Utilizing competitor research, AI writing tools, and SEO optimization can significantly impact website traffic and lead generation.
00:44:58 - Importance of Playing the Long Tail Game in SEO
Mario emphasizes the need to play the long tail game in SEO and cautions against using AI writers without human input. He stresses the importance of creating content in a pillar cluster model and mentions the use of URL Monitor to speed up content indexing.
00:46:25 - Utilizing Tools for SEO Success
Mario discusses his use of URL Monitor to expedite content indexing and ensure it complies with Google's guidelines. He highlights the value of small tools and techniques in enhancing SEO efforts and emphasizes the need for a long-term SEO strategy.
00:47:59 - Building Domain Authority and Monetizing Website Traffic
Mario explains the significance of building domain authority through high website traffic, making it a valuable asset for potential sale or monetization. He mentions selling backlinks and the importance of distinguishing short-term and long-term marketing strategies for lead development.
00:49:40 - Leveraging AI for Customer Sentiment Analysis
Mario discusses the role of AI in analyzing customer sentiment and the importance of optimizing strategies with data. He emphasizes the need for businesses to leverage customer sentiment analytics and optimize their approaches based on feedback and data insights.
00:50:11 - Challenges and Importance of Analytics in Marketing
Mario shares his challenges with data inconsistencies across multiple analytics platforms and the importance of analyzing key performance indicators (KPIs) for small businesses. He stresses the need to focus on organic traffic, lead conversion, and revenue growth for effective marketing strategies.
The resources mentioned in this episode are:
Check out the Miller Hyman sales training program for comprehensive sales training and education.
Type in sales referral to find a great article from Vengreso on how to get referrals from within your network.
Visit the Vengreso YouTube channel for videos on sales referral strategies and other valuable sales training content.
Explore Surfer SEO for optimizing your website content and improving your search engine ranking.
Consider using URL Monitor to expedite the indexing of your website pages on Google for faster visibility and traffic growth.
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Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership.
If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation!
Mastering Objection Handling
Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes.This is Jon Freeman's story:
Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance.
In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams.
Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills.
Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman
This week's special guest is Jon Freeman
Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales professionals seeking to navigate the challenges of objection coaching.
In this episode, you will be able to:
Master objection handling techniques to close more sales and boost team performance.
Cultivate lasting customer connections that drive loyalty and repeat business.
Navigate the fine line between managing a team and being a successful salesperson.
Leverage cutting-edge technology to supercharge your sales approach and stay ahead of the competition.
Embrace integrity as the cornerstone of successful and sustainable sales relationships.
The key moments in this episode are:
00:00:00 - Overcoming Objections in Sales Coaching
00:01:38 - Jon's Background and Innerspace.io
00:06:45 - Juicy Personal Story
00:09:56 - Coaching Sales Teams to Overcome Objections
00:13:33 - Practical Strategies for Sales Coaching
00:14:37 - Importance of Sales Guide and FAQ Document
00:15:26 - Dealing with Objections and Rejections
00:17:32 - Identifying Ideal Customers
00:20:23 - Testing and Iterating in Sales
00:25:49 - Selling New and Innovative Solutions
00:28:16 - The turning point in sales and statistics
00:33:24 - Importance of emotion in sales
00:35:09 - Building long-term relationships
00:36:56 - Balancing quotas and relationships
00:40:36 - Focus on the customer
00:41:33 - Challenges in Enterprise Sales
00:42:00 - Measuring Sales Team Performance
00:43:31 - Industry-Specific KPIs
00:44:15 - Tracking KPIs
00:45:04 - Connecting with Jon
Timestamped summary of this episode:
00:00:00 - Overcoming Objections in Sales Coaching
Jon discusses the challenge of coaching sales teams to overcome objections and emphasizes the importance of understanding individual mental maps and using the Socratic method to help sales reps navigate objections effectively.
00:01:38 - Jon's Background and Innerspace.io
Jon shares his accidental journey into sales and introduces Innerspace.io, a company specializing in locationing using existing wifi systems to solve organizational challenges and improve productivity.
00:06:45 - Juicy Personal Story
Jon reveals his background as a figure skater and being invited to the first U.S. luge team, highlighting his early competitive spirit and the decision not to pursue the opportunity due to family attachment.
00:09:56 - Coaching Sales Teams to Overcome Objections
Jon emphasizes the need for sales leaders to understand and respect individual sales reps' unique mental maps, use the Socratic method, and focus on the prospect's point of view to effectively coach them in overcoming objections.
00:13:33 - Practical Strategies for Sales Coaching
Jon provides practical strategies for sales coaching, including creating a list of common questions and answers, leveraging the knowledge of top sales reps, and encouraging active listening and empathy to understand the prospect's perspective.
00:14:37 - Importance of Sales Guide and FAQ Document
Jon emphasizes the importance of including a QA document in the sales guide for coaching sales reps. He also highlights the misconception CEOs have about the sales guide.
00:15:26 - Dealing with Objections and Rejections
Jon shares a humorous yet frustrating experience of facing objections and rejections, including an instance where a prospect responded with a rude message. Mario empathizes with the challenges of handling such situations.
00:17:32 - Identifying Ideal Customers
The discussion shifts to the importance of not wasting time on "dumb" customers and using judgment to recognize unproductive interactions. Jon emphasizes the need to recognize when to give up on certain prospects.
00:20:23 - Testing and Iterating in Sales
Jon draws insights from statistics and marketing courses, highlighting the significance of testing, especially when selling a new product or targeting a new audience. He stresses the need for continuous iteration and adaptation in the sales process.
00:25:49 - Selling New and Innovative Solutions
Jon shares his experience of selling new, innovative solutions and highlights the unique skill set required for such sales. He advises managers to carefully select sales reps for selling new products and emphasizes the importance of early adoption in such scenarios.
00:28:16 - The turning point in sales and statistics
Mario shares his experience of struggling in statistics and how it led him to realize his path in sales. He also talks about the importance of perseverance and seeking help when facing challenges.
00:33:24 - Importance of emotion in sales
Jon emphasizes the significance of conveying genuine care and emotion in sales interactions. He discusses the impact of sincerity and emotional connection on customer relationships and decision-making.
00:35:09 - Building long-term relationships
Mario reflects on the importance of building long-term relationships with clients, highlighting the lasting impact of genuine appreciation and maintaining contact with individuals, even beyond immediate sales transactions.
00:36:56 - Balancing quotas and relationships
Jon discusses the balance between meeting sales quotas and building long-term relationships with clients. He underscores the importance of integrity, efficiency, and assertiveness in sales interactions, while also prioritizing long-term value and connections.
00:40:36 - Focus on the customer
The conversation concludes with a focus on prioritizing the customer and recognizing the significance of understanding the sales cycle. Mario emphasizes the need to align sales efforts with addressing customer needs, while Jon highlights the role of prospecting, engagement, and problem-solving in sales leadership.
00:41:33 - Challenges in Enterprise Sales
Jon discusses the challenges of selling to large enterprise customers, highlighting the lengthy sales process and the complexity of B2B sales. He questions the effectiveness of current sales metrics in this environment.
00:42:00 - Measuring Sales Team Performance
Jon emphasizes the importance of tailoring metrics to the experience level and situation of sales reps. He suggests measuring prospecting for new reps and various funnel stages for different types of sales.
00:43:31 - Industry-Specific KPIs
Jon stresses the importance of industry-specific KPIs, such as measuring contacts in a company for big ticket items or tracking funnel stages for single transaction sales. He advocates for competition and coaching based on KPI performance.
00:44:15 - Tracking KPIs
Jon advocates for tracking as many KPIs as possible and ensuring transparency with reps. He advises using dashboards and discussing KPIs in weekly calls. Jon also emphasizes the need to promote good behavior and take responsibility for underperforming reps.
00:45:04 - Connecting with Jon
Jon shares his contact information and willingness to connect with sales professionals. He encourages personalized connection requests and emphasizes the importance of reaching out with a clear purpose.
Winning Customer Loyalty
Building strong relationships with clients is essential for long-term success in sales, as loyal customers are more likely to make repeat purchases and recommend your business to others. Overcoming objections through effective coaching helps to establish trust and credibility with customers, ultimately winning their loyalty. Sales leaders must focus on coaching their teams to prioritize customer relationships over short-term gains.Leading vs. Selling
Sales coaching should emphasize the importance of leading prospects through the sales process rather than simply focusing on making a sale. By guiding prospects with empathy and understanding, sales teams can create meaningful interactions that lead to conversions. Coaching sales reps to adopt a leadership mindset helps them build rapport, address objections, and ultimately close more deals.The resources mentioned in this episode are:
Connect with Jon Freeman on LinkedIn and mention that you heard him on the Modern Selling podcast with Mario Martinez Jr. to establish a personalized connection request.
Check out Jon Freeman's Twitter profile and follow him for valuable insights and updates on sales and sales management.
If you're interested in reaching out to Jon Freeman, make sure to personalize your connection request on LinkedIn and mention whether you liked or hated the movie Megalopolis.
Download FlyMSG at flymsg.io for free to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.
Watch the movie The Graduate for a classic coming-of-age story and immerse yourself in the timeless tale that Jon Freeman enjoys.
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Are you ready for a mind-blowing revelation that will completely change your perspective on modern selling techniques? Get ready to uncover the unexpected truth that will revolutionize the way you engage with your customers and close more deals. Stay tuned to find out how to transform your sales approach and elevate your success to new heights.
Do you want to increase your sales effectiveness and build stronger relationships with your customers? If you're ready to discover the solution to achieving that result, stay tuned for an engaging and insightful approach that will transform your selling techniques and resilience. Let's dive in and elevate your sales game together!
Have you ever felt like you're putting in all the effort but not getting the results you want? Maybe you've been told to smile and push through, but deep down, you're feeling the frustration of not making real connections and closing deals. If this sounds familiar, you're not alone. Let's break through the ineffective advice and turn your sales game around for increased effectiveness and stronger relationships. It's time to shake off the old ways and embrace a new approach that brings real results. Are you ready to transform your sales game?
This is Gail Kasper's story:
Gail Kasper's initiation into the world of sales was an unexpected fusion of family influence and personal experiences. Growing up with a father who possessed a natural knack for sales, Gail observed and absorbed the art of selling from a young age. However, it was her hands-on experience on the front lines, starting as a receptionist and later evolving into a managerial role, that truly cemented her understanding of the sales process. From selling appliances in California to navigating the complex world of training programs, Gail's journey is a testament to perseverance and adaptability.
Overcoming abrupt career transitions, including a sudden leap into entrepreneurship after being let go from a job, Gail learned firsthand the significance of agility and continuous growth in the fast-paced realm of modern sales. Her narrative not only showcases her sharpened sales acumen but also underscores the pivotal role of effective leadership in driving sales success. Gail's compelling journey serves as a guiding light, illustrating how embracing change and unwavering commitment can pave the way for triumph in the dynamic landscape of sales.
Stop selling. Back up. Slow down. Take control of the call. Position yourself as not ready to jump, but actually pulling back on the sale. - Gail Kasper
My special guest is Gail Kasper
Gail Kasper, an accomplished TV host, author, and master sales trainer, brings her dynamic expertise to the Modern Selling Podcast. She has empowered teams within Fortune 500 and multibillion-dollar companies, enhancing their sales and public speaking skills. Gail's journey, which began with her dropping out of college at 19 and working her way up the corporate ladder through resilience and determination, provides a unique perspective on the sales profession. Her recent book, "Sell Like a Cockatoo," showcases her innovative approach to sales techniques, offering valuable insights for sales professionals seeking to strengthen engagement and resilience. With her blend of experience, authenticity, and success, Gail Kasper is poised to offer a fresh and impactful perspective on effective sales techniques for modern selling.
In this episode, you will be able to:
Master modern selling techniques to close more deals and boost your sales performance.
Cultivate genuine customer relationships that drive loyalty and repeat business.
Overcome sales objections with savvy strategies that turn challenges into opportunities.
Harness the power of personalization to make your sales outreach stand out and resonate with prospects.
Adapt your sales strategies for virtual environments to thrive in the digital marketplace.
The key moments in this episode are:
00:00:00 - The Importance of Genuine Communication in Sales
00:01:11 - Gail's Background and Expertise
00:03:18 - Gail's Book "Sell Like a Cockatoo"
00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story
00:07:04 - The Evolution of Sales and the Modern Buyer
00:13:14 - Building Strong Relationships in Sales
00:14:26 - Climbing the Ladder in Sales
00:15:34 - Utilizing Modern Sales Techniques
00:20:10 - The Concept of "Sell Like a Cockatoo"
00:25:14 - Overcoming Sales Challenges
00:26:30 - The Art of Sales as the Art of Helping
00:28:38 - Selling to the Business Pain
00:29:02 - Helper Mode in Sales
00:31:53 - Sales Process on Steroids
00:37:44 - The Future of Selling
00:40:53 - Impact of Automation on Social Media Platforms
00:42:27 - Functioning vs. Engaging in Sales
00:43:20 - How to Connect with Gail Kasper
00:44:11 - Favorite Movie Discussion
00:46:18 - Conclusion and Call to Action
Timestamped summary of this episode:
00:00:00 - The Importance of Genuine Communication in Sales
Gail emphasizes the need for genuine communication in sales, advising salespeople to listen actively to customers to understand their needs and provide tailored solutions.
00:01:11 - Gail's Background and Expertise
Gail shares her journey from dropping out of college to becoming a TV host, author, and master sales trainer. She highlights her experience working with Fortune 500 companies to enhance their sales and communication skills.
00:03:18 - Gail's Book "Sell Like a Cockatoo"
Gail discusses her recent book release, "Sell Like a Cockatoo," and encourages listeners to explore its insights into modern sales strategies and techniques.
00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story
Gail reveals her surprising introverted nature despite her public persona and shares the intriguing story of meeting her first husband through a wrong number call, leading to a unique relationship.
00:07:04 - The Evolution of Sales and the Modern Buyer
Gail and Mario discuss the changing landscape of sales, highlighting the need for sales reps to adapt to the preferences of modern buyers and engage with them through various channels to build meaningful connections and secure sales opportunities.
00:13:14 - Building Strong Relationships in Sales
Gail discusses the importance of building strong relationships with customers and suppliers, emphasizing the need to elevate relationships, focus on building rapport, and maintain a positive mindset towards sales interactions.
00:14:26 - Climbing the Ladder in Sales
Gail emphasizes the importance of getting educated in sales leadership and management, highlighting the shift in responsibilities from pursuing business to managing people. She stresses the need for leaders to relate to their teams and provide the necessary tools for growth.
00:15:34 - Utilizing Modern Sales Techniques
Gail discusses the importance of adapting to modern sales techniques, such as personalized communication on LinkedIn and the use of prospecting videos. She emphasizes the significance of visual and auditory cues in video communication.
00:20:10 - The Concept of "Sell Like a Cockatoo"
Gail explains the concept of "Sell Like a Cockatoo," drawing parallels between cockatoos and sales professionals. She highlights the importance of adaptability, building long-term relationships, and maintaining consistency in sales efforts.
00:25:14 - Overcoming Sales Challenges
Gail emphasizes the need to shift from a sales-focused approach to a customer-focused approach. She advises sales professionals to take control of sales calls, prioritize understanding the customer's needs, and engage in genuine conversations to build rapport and trust.
00:26:30 - The Art of Sales as the Art of Helping
Sales is about building strong relationships and solving business problems. Gail emphasizes the importance of understanding and addressing the customer's needs and pain points.
00:28:38 - Selling to the Business Pain
Gail discusses the significance of selling to the business pain and problem-solving approach. She emphasizes the importance of understanding the value proposition and addressing objections with value statements.
00:29:02 - Helper Mode in Sales
Gail highlights the challenge of maintaining a helper mindset while dealing with financial pressures and stresses the importance of focusing on the bigger picture to foster a helpful approach in sales.
00:31:53 - Sales Process on Steroids
Gail emphasizes the need for elevating the sales process and incorporating patience in the process. She stresses the importance of multiple touchpoints, building relationships, and maintaining positive energy momentum throughout the sales cycle.
00:37:44 - The Future of Selling
Gail predicts a shift towards emphasizing live human interaction, communication skills, and relationship-building in the future of selling. She warns against excessive automation and advocates for personalized touchpoints and genuine engagement in sales efforts.
00:40:53 - Impact of Automation on Social Media Platforms
Gail and Mario discuss how automation has reduced the effectiveness of social media platforms. They talk about the saturation of social media with seemingly perfect lives and the need for personalization in sales.
00:42:27 - Functioning vs. Engaging in Sales
Gail shares a social media post about "functioning" and relates it to sales, emphasizing the need to move beyond just functioning and truly engage with buyers in a meaningful way.
00:43:20 - How to Connect with Gail Kasper
Gail provides her social media handles and website for connecting with her. She also offers a special download for the audience related to closing more deals.
00:44:11 - Favorite Movie Discussion
Gail and Mario discuss their all-time favorite movies, with Mario revealing his love for "The Goonies" and Gail mentioning "Shawshank Redemption." They talk about the impact and inspiration from these movies.
00:46:18 - Conclusion and Call to Action
Mario wraps up the podcast, encouraging listeners to leave a review and download FlyMSG for productivity. He thanks the audience and signs off with a "good selling."
Building Genuine Customer Relationships
Building genuine customer relationships is crucial in today's sales environment. Gail Kasper emphasized the importance of personalization and authenticity, stressing the need for effort and the absence of shortcuts in connecting with potential clients. Understanding the customer's needs, providing value, and maintaining strong relationships are key elements in effective sales techniques.Mastering Effective Sales Techniques
In the realm of modern selling, mastering effective sales techniques is essential for success. Sales professionals must adapt and continuously learn to stay ahead in the ever-evolving sales landscape. Gail Kasper's experiences highlighted the challenges of sales, emphasizing the need for resilience and determination in building a successful business.Overcoming Sales Objections
Overcoming sales objections is a critical aspect of successful selling. Sales professionals need to be resilient and persistent in their approach, similar to a broken sink that keeps functioning. Gail Kasper's insights on perseverance and consistency underscore the importance of resilience in addressing challenges and objections in the sales process.The resources mentioned in this episode are:
To connect with Gail Kasper, visit her on Facebook and Twitter at Gail Kasper Fans, and on Instagram at Gail Kasper.
For a special download of The Three Most Overlooked Sales Tools That Close More Deals, visit offer.GailKasper.com/podcast-gift.
To save 20 hours or more in a month and increase productivity, download FlyMSG for free at flymsg.io.
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If you're feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! Are you using the right tools to measure your sales team's success?
Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It's time to rethink your sales tool strategy.
Are you tired of spending hours crafting personalized messages only to get minimal results? Let's turn that frustration into success. Keep reading to find out how.
In a captivating narrative, Mike Curliss, the VP of Sales, shares his eye-opening journey of grappling with the daunting task of improving email engagement rates. He paints a vivid picture of the challenges faced when buyers questioned his location during conference calls, igniting a quest for innovative solutions. With a hint of nostalgia, Mike reflects on the timeless advice from his mentor about the significance of personal connections, drawing parallels to the modern virtual world. Through engaging storytelling, he unveils the pivotal role of virtual backgrounds in sparking conversations and establishing rapport in the digital landscape.
As he delves into the art of personalization and delivering value in email prospecting, Mike's insights resonate deeply, offering a compelling narrative of the struggles and triumphs in the realm of modern sales strategies. His tale serves as an inspiring beacon for sales professionals, offering valuable tips and lessons learned from navigating the complexities of prospecting and fostering genuine engagement in an ever-evolving digital landscape.
A fool with a tool is still a fool. - Mario Martinez Jr.
In today's episode, we feature a webinar between our CEO Mario Martinez Jr, and Mike Curliss is the Vice President of Sales at Maximizer, bringing extensive experience in CRM utilization and sales strategy development. With a career spanning over two decades, Mike has established himself as a seasoned professional in leveraging collaboration tools to enhance sales team productivity and customer engagement. His expertise lies in driving successful prospecting efforts and improving email engagement rates, making his insights crucial for sales professionals aiming to elevate their prospecting effectiveness and communication strategies.
In this episode, you will be able to:
Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects' inboxes.
Elevate Sales Call Presence: Uncover the power of using virtual backgrounds to create a professional and engaging environment in sales calls.
Streamline Sales Strategy: Discover the seamless integration of CRM systems to supercharge your sales strategy and drive better results.
Maximize Omnichannel Engagement: Master the art of omnichannel sales engagement strategies to connect with prospects across various touchpoints.
Measure Sales Tool Impact: Uncover effective ways to measure the ROI of your sales tools and optimize your sales efforts for success.
The key moments in this episode are:
00:00:00 - Challenges with Email Prospecting
00:03:29 - Importance of Virtual Backgrounds
00:04:18 - Using Teams for Collaboration
00:07:34 - Enhancing Email Engagement
00:13:46 - Efficient CRM Integration with Outlook
00:14:15 - Maximizing CRM Integration with Outlook
00:15:14 - Leveraging LinkedIn for Sales Outreach
00:17:50 - Applying Sales Methodology to Multiple Channels
00:19:22 - Building Effective Referral Networks
00:23:31 - Balancing Automation and Personalization
00:28:58 - Applying Sales Principles to Social Media Channels
00:29:56 - Role of TikTok in B2B Sales
00:31:35 - Integrating Tools with CRM for Sales Leaders
00:35:24 - Strategies for Increasing Sales Rep Productivity
00:42:31 - Improving Buyer Engagement through Omnichannel Strategy
00:43:11 - Importance of Multi-Channel Selling
00:44:14 - Evolving Touch Point Strategies
00:45:49 - Utilizing Video for Engagement
00:47:28 - Importance of Inbound Leads and Follow-up
Timestamped summary of this episode:
00:00:00 - Challenges with Email Prospecting
Mario discusses the challenges of email prospecting, with less than 3% engagement rate. Personalization, value, and a call to action are highlighted as key factors to improve email response rates.
00:03:29 - Importance of Virtual Backgrounds
Mario emphasizes the importance of virtual backgrounds in sales conversations, sharing how it can engage buyers and start conversations. Personalization to the individual and value delivery are key elements for successful engagement.
00:04:18 - Using Teams for Collaboration
Mike shares insights on using Teams for communication and integration, both internally and externally. He emphasizes the importance of visibility, quick information sharing, and integration with CRM for effective collaboration.
00:07:34 - Enhancing Email Engagement
Mario provides tips for enhancing email engagement, including the PBC sales methodology, with personalization, value delivery, and a call to action. Efficient use of emails within a CRM and meeting users where they work are also highlighted.
00:13:46 - Efficient CRM Integration with Outlook
Mike discusses efficient CRM integration with Outlook to meet users where they work. He emphasizes the importance of syncing up information and allowing sales reps to operate in their preferred workspace for maximum efficiency.
00:14:15 - Maximizing CRM Integration with Outlook
Mike discusses the importance of integrating CRM with Outlook to streamline sales reps' administrative tasks. He emphasizes the need for sales leaders to see all activities in the CRM for better oversight and productivity.
00:15:14 - Leveraging LinkedIn for Sales Outreach
The conversation delves into the significance of using LinkedIn for B2B sales outreach. Mike highlights the need for personalized and targeted communication on LinkedIn to warm up potential buyers and increase engagement.
00:17:50 - Applying Sales Methodology to Multiple Channels
The discussion focuses on the application of the PVC sales methodology to different communication channels. Emphasizing the need to personalize and engage across various platforms, the conversation underscores the importance of understanding buyer preferences.
00:19:22 - Building Effective Referral Networks
The conversation emphasizes the power of referrals in sales and the significance of earning the right to make requests on LinkedIn. Mike and Mario discuss the benefits of utilizing referrals and introductions to enhance sales effectiveness.
00:23:31 - Balancing Automation and Personalization
Mario provides insights into striking the right balance between automation and personalization in sales outreach. The conversation highlights the importance of leveraging automation tools while ensuring a personalized touch to stand out from the crowd.
00:28:58 - Applying Sales Principles to Social Media Channels
The conversation discusses how the sales tips shared are applicable to various social media channels like Facebook, TikTok, and Instagram. The key takeaway is that building relationships with customers remains crucial regardless of the platform.
00:29:56 - Role of TikTok in B2B Sales
The conversation delves into the influence of platforms like TikTok, Instagram, and Facebook on B2B purchasing decisions. It emphasizes the need for businesses to leverage these channels to warm up buyers and influence their buying decisions.
00:31:35 - Integrating Tools with CRM for Sales Leaders
The discussion focuses on the importance of integrating tools directly with CRM to drive increased outcomes and revenue. It highlights the core functionalities of a CRM and the tools that can be added for enhanced functionality.
00:35:24 - Strategies for Increasing Sales Rep Productivity
The conversation addresses the challenge of sales reps not having enough selling time and emphasizes the need to reduce non-strategic activities. It introduces the concept of using tools like FlyMSG to increase productivity.
00:42:31 - Improving Buyer Engagement through Omnichannel Strategy
The conversation emphasizes the importance of omnichannel engagement and prospecting strategy for improving buyer engagement. It highlights the need to go beyond traditional channels like phone and email to engage buyers where they are.
00:43:11 - Importance of Multi-Channel Selling
Using multiple channels can increase buyer engagement by up to 40%. Cadence, content, and engagement strategies are crucial for soliciting a response from buyers.
00:44:14 - Evolving Touch Point Strategies
Pre-Covid, 8-12 touch points were needed for a response. Now, it's 12-18 touch points due to increased digital communication channels. It's essential to adapt and experiment with touch point strategies.
00:45:49 - Utilizing Video for Engagement
Video is a powerful tool for engaging buyers, utilizing visual and auditory senses. It's important for sales reps to use video effectively, including positioning the play button strategically and making a positive first impression.
00:47:28 - Importance of Inbound Leads and Follow-up
Responding to inbound leads within the first five minutes is crucial for success. Additionally, following up at least six times increases engagement by 90%. Personalized and sincere interactions with prospects are essential for standing out from competitors.
Streamline Sales Strategy
Streamlining sales strategy involves integrating CRM tools with various communication platforms and leveraging AI to enhance sales processes and efficiency. Effectively measuring the ROI of sales tools requires proper integration, user adoption, and leveraging tools to their full potential to drive efficiencies in sales strategies. Adapting sales strategies to align with changing buyer behaviors, utilizing video for personalized selling, and emphasizing human intent in sales activities are key components of streamlining sales strategyElevate Sales Call Presence
Enhancing sales call presence involves leveraging various communication channels, including email, LinkedIn, voicemails, text messaging, and video messages, to engage with potential buyers effectively. Utilizing CRM tools, social media platforms, and AI can optimize sales team productivity and enhance engagement with potential buyers during sales calls. Understanding buyer cadence and tailoring sales approaches across different channels can elevate sales call presence and improve buyer engagement in a competitive digital landscape.Boost Email Engagement
Elevating email engagement rates is crucial for successful prospecting efforts, as low response rates hinder sales teams' ability to connect with potential buyers effectively. Implementing personalized, value-driven, and concise email communication strategies can significantly boost email engagement and capture the attention of recipients. By focusing on personalization, value, and clear calls to action in emails, sales professionals can increase their chances of eliciting responses and driving meaningful conversations with target buyers.The resources mentioned in this episode are:
Download the 43-page prospecting guide for an interactive prospecting guide to improve buyer engagement. The guide provides valuable insights and strategies to enhance your prospecting efforts.
Check out the article on the ROI of sales tools to learn how to measure the return on investment of the tools you're using. Gain valuable insights on identifying tools that drive results and how to effectively measure their impact.
Explore FlyMSG, a free text expander and personal writing assistant that can help you save 20 hours or more in a month and increase your productivity. Download it now to experience its benefits.
Access the guide on LinkedIn commenting to learn effective strategies for engaging on LinkedIn. Enhance your social selling skills and improve your engagement with potential buyers on the platform.
Utilize the prospecting guide and the article on the ROI of sales tools to optimize your sales strategies and improve buyer engagement. These resources offer practical insights and actionable steps to drive better results in your sales efforts.
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If you're feeling frustrated by the long sales cycle and struggling to convince potential clients of the value of your complex solution, then you are not alone! Many sales leaders are facing the challenge of helping their sales teams navigate this complex environment and close deals effectively.
Unexpected twist: Imagine a sales leader who's also a reserve deputy and a private pilot! Sounds like a character straight out of a movie, right? But this leader is real, and his insights are just as thrilling as his adventures. Want to know more about his unique approach to sales? Stay tuned to discover the unexpected secrets of this extraordinary sales leader's journey.
Overcoming Complex Sales Environment Challenges
Overcoming challenges in a complex sales environment involves understanding outcome-based desires and offering integrated solutions. Identifying and engaging with various buying influencers, such as economic buyers and technical influencers, is crucial for closing deals successfully. Navigating through gatekeepers to access key decision-makers requires earning trust and guidance for progress in the sales process.This is Stephen Kowal's story: Stephen Kowal's journey into effective sales leadership strategies is a captivating story of transition and passion. After spending 35 years in sales, including a significant tenure at a Fortune 500 company, Stephen's life took an unexpected turn during the pandemic. Moving his family to Montana, he initially thought he was done with selling. However, the allure of a remarkable company, Nextivity, reignited his passion.
Nextivity's innovative technology and the potential to make a substantial impact in the industry drew Stephen back in from what he humorously refers to as a "midlife sabbatical." His enthusiasm for the company's work is palpable, and his dedication to the role shines through as he describes their solutions for enhancing cellular coverage in buildings. Stephen's story is one of resilience, adaptation, and an unwavering commitment to driving positive change, making him a truly inspiring figure in the world of sales leadership.
I view change as excitement. I hire people that view changes as excitement. - Stephen Kowal
With over 35 years in sales, Stephen Kowal, the chief commercial officer at nextivity, boasts a wealth of experience in driving sales team performance and navigating complex sales environments. His impressive background includes leading a large sales team at a Fortune 500 company and making a significant impact in the telecommunications industry. Beyond his professional achievements, Stephen's passion for adventure, including being an Ironman and a reserve deputy in Montana, adds a unique and dynamic perspective to his expertise. As a guest, his insights promise to offer a refreshing blend of practical wisdom and real-world experience in sales leadership strategies.
In this episode, you will be able to:
Master effective sales leadership strategies that can transform your team's performance and drive unprecedented growth.
Discover the key elements of building a successful channel sales model that can exponentially expand your reach and revenue.
Overcome the most complex challenges in the sales environment and emerge victorious with powerful strategies and insights.
Uncover the undeniable importance of sales methodology training and how it can revolutionize your team's approach to closing deals.
Learn how to motivate your sales teams to consistently achieve and exceed their quotas, fostering a culture of success and high performance.
The key moments in this episode are:
00:00:00 - Importance of Alignment and Delegation
00:01:00 - Background and Role of Stephen Kowal
00:03:19 - Collaborating with Major Carriers
00:06:28 - Evolving Sales Strategies in Complex Solution Selling
00:11:48 - Importance of Establishing a Coach
00:13:18 - Understanding the Personal Lens in Sales Pitch
00:14:57 - Utilizing CRM for Sales Accountability
00:17:31 - Leadership Lessons for Managing Diverse Global Teams
00:19:22 - Transparency and Communication in Unsettled Times
00:23:30 - Scaling Sales Organizations for Growth
00:27:09 - Negotiating a Contract
00:29:06 - Lessons for Sales Leaders
00:33:59 - Investing in Current Sales Team
00:37:41 - Challenges in Selling Complex Solutions
00:40:52 - Embracing Change and Building a Dynamic Sales Team
00:41:10 - Adapting to New Technology and Generational Differences
00:42:08 - Success in Mentoring Early Sellers
00:43:01 - Connecting Through LinkedIn and Professional Networking
00:43:50 - Personal Interests and Building Rapport
Timestamped summary of this episode:
00:00:00 - Importance of Alignment and Delegation
Stephen emphasizes the importance of speaking the same language internally and being aligned around the same goal. He also highlights the value of delegating decision-making to other people rather than doing it all yourself.
00:01:00 - Background and Role of Stephen Kowal
Stephen shares his background as a 35-year veteran of sales and his current role as the Chief Commercial Officer at Nextivity. He also provides an overview of Nextivity's focus on providing coverage solutions for buildings.
00:03:19 - Collaborating with Major Carriers
Stephen discusses Nextivity's partnership with major carriers to provide simple, easy-to-deploy solutions for in-building cellular coverage. He emphasizes the importance of ensuring that cell phones work seamlessly both inside and outside buildings.
00:06:28 - Evolving Sales Strategies in Complex Solution Selling
Stephen reflects on the evolving complexities in selling strategies, particularly in complex solution selling. He highlights the need to focus on outcome-based desires and the increasing number of people with veto power in the decision-making process.
00:11:48 - Importance of Establishing a Coach
Stephen emphasizes the importance of establishing a coach within an organization, particularly when the decision-making process involves multiple buying influences. He highlights the significance of finding someone with a personal problem that aligns with the solution being offered.
00:13:18 - Understanding the Personal Lens in Sales Pitch
Stephen discusses the importance of understanding people's personal wins and aligning sales pitches to their incentives and measurements for quicker responses.
00:14:57 - Utilizing CRM for Sales Accountability
Stephen emphasizes the need for a CRM that allows sellers to track key roles in opportunities and underscores the importance of managerial reviews for accountable sales practices.
00:17:31 - Leadership Lessons for Managing Diverse Global Teams
Stephen highlights the importance of speaking the same language internally and sharing a common vision that aligns with the organization's goals for effective leadership in diverse global teams.
00:19:22 - Transparency and Communication in Unsettled Times
Stephen stresses the significance of transparent communication, even in challenging times, and the need to put a plan in front of employees to foster trust and collaboration.
00:23:30 - Scaling Sales Organizations for Growth
Stephen discusses the role of channels as a great multiplier for scaling sales organizations and driving growth, along with the use of contract sellers to enter specific markets and verticals for effective expansion.
00:27:09 - Negotiating a Contract
Stephen recounts negotiating a $30,000 contract and the importance of knowing when to stop negotiating.
00:29:06 - Lessons for Sales Leaders
Stephen shares the importance of training, aligning leadership around vision and goals, and learning from wins and losses to manage and motivate the sales team.
00:33:59 - Investing in Current Sales Team
Stephen emphasizes the value of investing in the current sales team for faster profitability, rather than constantly hiring new hot shots who may not stay long-term.
00:37:41 - Challenges in Selling Complex Solutions
Stephen discusses the challenges of selling complex solutions, such as convincing enterprises of their need and responsibility in a complex sales process with long cycles.
00:40:52 - Embracing Change and Building a Dynamic Sales Team
Stephen shares his perspective on change, hiring people who view change as excitement, and the importance of a diverse sales team to stay energized in a complex sales environment.
00:41:10 - Adapting to New Technology and Generational Differences
Stephen discusses the cultural shift in technology and the generational gap in the sales industry, emphasizing the value of diverse perspectives and learning from each other.
00:42:08 - Success in Mentoring Early Sellers
Stephen highlights the success of mentoring early sellers and seeing them thrive in their careers, showcasing the impact of bringing in fresh perspectives and knowledge to an organization.
00:43:01 - Connecting Through LinkedIn and Professional Networking
Stephen talks about the benefits of using LinkedIn for professional networking, staying updated with industry trends, and the value of connecting with like-minded professionals on the platform.
00:43:50 - Personal Interests and Building Rapport
Stephen shares his love for the movie "Tombstone" and its reflection of his interest in the old west, offering a personal insight into his hobbies and background.
Mastering Effective Sales Leadership
Effective sales leadership involves aligning the sales team around a common sales methodology to drive unity and success. Transparent and empathetic communication is crucial in leadership to build trust and rally the team towards common goals. Leveraging channel partnerships can be a great multiplier for scaling a sales organization and driving growth.Building a Successful Channel Sales Model
Building a successful channel sales model requires enabling and incentivizing channel partners for mutual success. Managing indirect sales channels differs from direct sales employee management, necessitating tailored strategies. Channel partnerships can play a pivotal role in scaling a sales organization and reaching diverse markets efficiently.The resources mentioned in this episode are:
Connect with Stephen Kowal on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.
Download FlyMSG for free at Flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.
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If you're feeling lost in a sea of automated sales communication, following generic scripts and hoping for results, then you are not alone! Sales professionals are struggling to stand out and make authentic connections in a world dominated by AI and automation. It's time to break free from the mold and rediscover the power of genuine, personalized communication.
Discover the unexpected reason why authentic sales communication is the key to success. Join me as we unveil the surprising connection between personalization, AI, and the lost art of effective communication. You won't want to miss this eye-opening revelation that will transform the way you approach sales. Stay tuned to uncover the truth behind authentic sales communication and its impact on your success.
The Pitfalls of Automated Sales: Why Personalization Matters
In today’s sales landscape, many professionals rely on automation to handle outreach, often leading to generic and impersonal messages. Chris Caldwell points out that poorly targeted personalization can cause more harm than good, as it fails to connect with prospects on a meaningful level. By simply inserting a name or generic data into a template, sales reps risk dehumanizing the conversation, making the outreach feel robotic. Authenticity, Caldwell stresses, comes from truly understanding your prospect’s needs and providing personalized value, not just superficial details.
This is Chris Caldwell's story:
In this episode of The Modern Selling Podcast, host Mario Martinez Jr. welcomes Chris Caldwell, founder and CEO of Sell As You Are, a sales training and coaching company. Chris's journey from teaching to sales and ultimately founding his own company provides a unique perspective on the challenges facing sales professionals. He emphasizes the crisis of authenticity in sales, shedding light on the impact of dehumanization through technology and the importance of personal agency in maintaining one's unique voice and power in a sales role.
The conversation delves into the significance of authentic and courageous selling, highlighting the need for genuine connections, problem-solving, and personalized communication in today's sales landscape. Chris's insights, drawn from his diverse background and professional expertise, offer valuable lessons for sales professionals, making this episode a must-listen for those seeking to navigate the evolving sales environment with authenticity and success.
The easiest way to define courage or authenticity is the courage to tell the truth. - Chris Caldwell
My special guest is Chris Caldwell
Chris Caldwell, the founder and CEO of Sell as You Are, brings a refreshing blend of teaching and sales expertise to the table. With a background in high school education and coaching, Chris transitioned into the sales realm, where he recognized the critical need for authentic communication in the sales process. Leveraging his experiences, he has developed a keen understanding of the challenges faced by sales professionals and leaders. Chris is dedicated to empowering individuals to infuse their sales strategies with authenticity and conscious awareness, addressing the dehumanization of outreach and the loss of personal agency. His unique perspective and commitment to bridging the gap between structured processes and genuine, powerful communication make him a compelling voice in the sales arena.
In this episode, you will be able to:
Master Authenticity in Sales Communication: Learn how to build genuine connections with prospects and clients, leading to stronger relationships and increased sales.
Leverage AI for Personalized Outreach: Discover how artificial intelligence can revolutionize your sales approach, enabling tailored and impactful communication with potential leads.
Embrace Courage in Professional Sales Conversations: Uncover the power of confidence and bravery in sales interactions, empowering you to navigate challenging discussions with ease.
Navigate the Impact of Technology on Sales Effectiveness: Explore the influence of technological advancements on modern sales practices and how to adapt for optimal performance.
Cultivate Trust and Respect in Sales: Uncover strategies to establish trust and respect with clients, paving the way for long-term, mutually beneficial partnerships.
The key moments in this episode are:
00:00:00 - Defining Courage and Authenticity
00:00:20 - Personalization in Sales
00:01:23 - Chris' Background and Unique Fact
00:04:00 - Starting Sell as You Are
00:09:35 - Challenges in Sales
00:15:18 - The Lost Art of Communication
00:19:40 - Authenticity and Courage in Sales
00:22:41 - Tough Conversations in Sales
00:27:30 - The Power of Uncomfortable Conversations
00:29:56 - Prospects Knowing What They Want vs. What They Need
00:30:31 - The Power of Personalization in Sales
00:31:08 - Remaining Effective with Technology
00:33:43 - The Pitfalls of Poorly Targeted Personalization
00:40:04 - The Power of Authenticity in Sales
00:43:07 - Favorite Movie and Comedy Influence
00:45:39 - Appreciating the Genius
00:45:50 - Importance of Ratings and Reviews
00:46:09 - Productivity Tool Recommendation
00:46:40 - Conclusion and Gratitude
Timestamped summary of this episode:
00:00:00 - Defining Courage and Authenticity
Chris discusses the definition of courage and authenticity as the courage to tell the truth and the importance of showing up in your power to help others.
00:00:20 - Personalization in Sales
Chris talks about the importance of relevant personalization in sales, highlighting the need for genuine personalization and the impact of first impressions on buyers.
00:01:23 - Chris' Background and Unique Fact
Mario asks Chris about his background as a teacher and his unique experience with improv and stand-up comedy, shedding light on Chris's journey to the sales world.
00:04:00 - Starting Sell as You Are
Chris shares his motivation for starting Sell as You Are, emphasizing the need to blend the energy of process and structure with authenticity and personal power in sales training.
00:09:35 - Challenges in Sales
Chris identifies the challenges faced by sales professionals, including the dehumanization of outreach, the loss of personal agency, and the struggle to be authentic in sales interactions.
00:15:18 - The Lost Art of Communication
Chris discusses the impact of electronic communication on effective communication, influence, and sales. He emphasizes the importance of having real conversations and guiding them effectively to solve problems in the sales industry.
00:19:40 - Authenticity and Courage in Sales
Chris highlights the role of authenticity in sales success and defines it as the courage to tell the truth. He explains how sales professionals often become inauthentic in their behavior to cater to perceived expectations, losing their power in the process.
00:22:41 - Tough Conversations in Sales
Mario shares a challenging experience with a client's disengagement, emphasizing the importance of addressing tough issues authentically. Chris adds to the discussion by sharing his own experiences of having tough conversations with clients and the importance of courage in telling clients the truth.
00:27:30 - The Power of Uncomfortable Conversations
Chris emphasizes the need for sales professionals to appropriately make people uncomfortable in order to help them. He highlights the value of honest, authentic conversations in expanding perspectives and solving problems effectively for prospects.
00:29:56 - Prospects Knowing What They Want vs. What They Need
Chris discusses how prospects often know what they want but may not know what they need. He draws parallels to parenting, emphasizing the role of sales professionals in offering their expertise and expanding prospects' perspectives to help them identify their true needs.
00:30:31 - The Power of Personalization in Sales
Chris explains the importance of bringing a personalized approach to sales, using the analogy of maps to illustrate how combining perspectives leads to greater understanding for the prospect.
00:31:08 - Remaining Effective with Technology
Mario asks Chris about the changing landscape of technology and how sales professionals can remain effective. Chris emphasizes the need to personalize messages in a genuine way and stand out from the competition.
00:33:43 - The Pitfalls of Poorly Targeted Personalization
Chris shares an example of poorly targeted personalization in an email he received, highlighting the importance of relevant personalization and authentic communication to truly connect with prospects.
00:40:04 - The Power of Authenticity in Sales
Chris discusses the impact of authenticity in sales messages, emphasizing the need for sellers to be more casual and authentic in their communication to differentiate themselves from AI-generated content.
00:43:07 - Favorite Movie and Comedy Influence
Chris shares his all-time favorite movie, "Dumb and Dumber," and discusses how Jim Carrey's comedic genius transformed the genre, influencing a new wave of dumb comedies in the industry.
00:45:39 - Appreciating the Genius
Mario and Chris discuss the genius of certain lines in a movie, highlighting the importance of appreciating creativity and wit in storytelling.
00:45:50 - Importance of Ratings and Reviews
Mario encourages listeners to give the podcast a five-star rating and review on iTunes, emphasizing the value of feedback in improving the podcast's visibility and reach.
00:46:09 - Productivity Tool Recommendation
Mario recommends FlyMSG as a tool to save time and increase productivity, emphasizing the importance of leveraging technology to optimize work efficiency.
00:46:40 - Conclusion and Gratitude
Mario expresses gratitude to the listeners and encourages them to tune in to the next episode, emphasizing the importance of continuous learning and improvement in the sales profession.
The Courage to Be Authentic: How Sales Leaders Can Stand Out
Chris Caldwell emphasizes the importance of authenticity in sales by defining it as “the courage to tell the truth.” Sales professionals often feel the pressure to conform to customer expectations, losing their personal voice in the process. Caldwell encourages sales leaders to be courageous in their interactions by embracing their unique style and offering genuine solutions. By doing so, they build trust with their clients and create deeper, more meaningful relationships, which are essential for long-term success in an increasingly automated world.
How AI and Technology Can Support, Not Replace, Salespeople
As technology continues to evolve, the role of AI in sales is becoming more prominent. However, Chris Caldwell explains that while AI can assist with tasks like data analysis and streamlining processes, it cannot replace the human element needed for effective sales communication. Caldwell believes that technology should be used as a tool to enhance personalization, not automate it. By leveraging AI to gather insights and tailor messages, salespeople can craft more thoughtful, impactful outreach, standing out from competitors who rely solely on automated tactics.
The resources mentioned in this episode are:
Connect with Chris Caldwell on LinkedIn to learn more about his sales training company, Sell As You Are, and engage in valuable sales discussions.
Reach out to Chris Caldwell via email at [email protected] to inquire about sales training and coaching services for sales professionals and sales leaders.
Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.
Watch the movie Dumb and Dumber for a hilarious comedy experience that has influenced a whole genre of dumb comedies.
Give the Modern Selling Podcast a five-star rating and review on iTunes to support Mario Martinez Jr. and the podcast.
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Discover the unexpected family connection behind the email marketing expertise. Dive into Sujan Patel's journey to success and how he and his cousin are taking the entrepreneurial world by storm. Don't miss this surprising revelation!
Want to enhance your cold email strategies and increase engagement? I've got the solution to help you achieve just that. Let's dive deep into optimizing your email game for maximum impact. Get ready to level up your email engagement like never before!
Outbound Prospecting Best Practices
Outbound prospecting requires adaptability and creativity to navigate changing email deliverability landscapes. Sales reps should focus on reply rates and personalization to increase engagement with prospects. Employing omni-channel strategies and continuous testing and iteration are crucial for successful outbound prospecting efforts in today's fast-paced sales environment.This is Sujan Patel's story:
Sujan Patel's journey into the world of modern cold email strategies is a testament to his fearless approach to life. From breaking bones in high school to skydiving and even jumping out of a crashing plane, Sujan embodies the spirit of perseverance and fearlessness. His introduction to the power of effective cold email strategies came through his extensive experience as an entrepreneur and his role at Mailshake. With over 20 years of experience in marketing, working with numerous SaaS, e-commerce, and tech companies, Sujan recognized the need for a different approach to reaching potential clients. This realization led him to delve into the world of cold email strategies, leveraging his expertise to navigate the evolving landscape of email engagement. Sujan's unique journey not only showcases his adventurous spirit but also serves as an inspiring backdrop to his mastery of modern email engagement techniques.
I think I would urge people to just start A/B testing more of their subject lines. And one, at the very least, what it does is it gives you more unique emails, again, counts for less. It's more personalization, effectively. - Sujan Patel
My special guest is Sujan Patel
Sujan Patel, the co-founder of Mailshake, joins me in this episode. With over nine years of experience, Mailshake has engaged with 60,000+ users and sent hundreds of millions of emails. Sujan's expertise in sales, productivity, and sales messaging makes him a domain thought leader. Apart from being an entrepreneur for the last 20 years, he has worked with various SaaS, e-commerce, and tech companies. Sujan's insights and data-driven strategies promise to enhance your cold email game. So, get ready to dive into optimizing your cold email strategies with us.
In this episode, you will be able to:
Mastering Cold Email Strategies: Unlock the secrets to captivating cold email content and skyrocket your response rates.
Harnessing AI for Personalized Email: Discover how AI is revolutionizing email personalization and boosting engagement with your prospects.
Outbound Prospecting Best Practices: Learn the top tactics for finding and connecting with high-quality leads to supercharge your sales pipeline.
Elevating Email Deliverability: Uncover the key strategies to ensure your emails reach the right inbox and avoid the dreaded spam folder.
Embracing Omnichannel Sales: Explore the power of omnichannel approaches to connect with prospects across multiple touchpoints and drive conversions.
The key moments in this episode are:
00:00:00 - The Impact of Email Providers on Outbound Prospecting
00:00:47 - Introduction to Mailshake and Sujan Patel's Background
00:03:32 - Thrill-Seeking Side of Sujan Patel
00:09:48 - Challenges in Outbound Prospecting
00:13:16 - Important Strategies for Email Engagement
00:14:10 - Importance of Email Deliverability
00:17:42 - Maximizing Email Volume
00:20:37 - Ideal Email Length
00:25:01 - Personalization Strategies
00:28:27 - Best Time to Schedule Calls
00:28:43 - The Importance of Personalization in Email Outreach
00:30:05 - Subject Line Length and Performance
00:34:08 - Tracking and Permission-based Emails
00:38:58 - Continuous Optimization and Testing
00:41:37 - Outbound Cadence and Touch Points
00:43:13 - Multi-channel Omni Channel Touch Points
00:44:07 - LinkedIn Engagement Strategy
00:45:37 - Power of LinkedIn Follow Button
00:49:59 - Flypos AI and FlyEngage AI
Timestamped summary of this episode:
00:00:00 - The Impact of Email Providers on Outbound Prospecting
Sujan Patel discusses how major email providers have cracked down on spam, leading to email throttling and the need for lower volume per email address. He emphasizes the importance of unique copy and the necessity of personalization in emails to increase deliverability.
00:00:47 - Introduction to Mailshake and Sujan Patel's Background
Mario Martinez Jr. introduces Sujan Patel as the co-founder of Mailshake and a domain thought leader in sales and productivity. Sujan shares his entrepreneurial journey and experience in sales and B2B go-to-market strategies.
00:03:32 - Thrill-Seeking Side of Sujan Patel
Sujan Patel reveals his passion for thrill-seeking activities and shares a harrowing experience of jumping out of a crashing plane during a skydiving trip. His fearlessness and resilience tie into his entrepreneurial mindset.
00:09:48 - Challenges in Outbound Prospecting
Sujan Patel addresses the current challenges in outbound prospecting, highlighting the low response rates for emails and the difficulty in reaching buyers, especially with the majority working from home. He emphasizes the need for adjusting email strategies to adapt to these changes.
00:13:16 - Important Strategies for Email Engagement
Sujan Patel provides key strategies for improving email engagement, including the importance of personalization, unique copy, and minimizing links and tracking in emails. He emphasizes the need for emails to be tailored to
00:14:10 - Importance of Email Deliverability
Sujan emphasizes the significance of the percentage open rate and optimizing against replies rather than clicks. He also mentions the importance of omnichannel outreach for sales effectiveness.
00:17:42 - Maximizing Email Volume
Sujan discusses the optimal number of emails to send per day and the use of multiple email addresses and domain names to increase email volume while maintaining deliverability.
00:20:37 - Ideal Email Length
Sujan recommends keeping outbound campaign emails between 50 to 75 words for optimal performance. He underscores the importance of brevity for higher engagement and shares his approach to using AI to streamline email content.
00:25:01 - Personalization Strategies
Sujan delves into the significance of personalization beyond just using the recipient's name, highlighting the inclusion of job titles and industry-specific pain points. He also emphasizes the need for clear call-to-action and direct communication.
00:28:27 - Best Time to Schedule Calls
Sujan shares his insight on the best time to schedule calls and the impact of the day of the week on email response rates. He provides practical tips for effective scheduling to maximize response rates.
00:28:43 - The Importance of Personalization in Email Outreach
Sujan emphasizes the need for personalization in email outreach, urging the customization of emails for different segments of people. He stresses the importance of identifying pain points and addressing them in the emails to resonate with the recipients.
00:30:05 - Subject Line Length and Performance
Sujan discusses the performance of subject lines, highlighting the shift from one to three word subject lines to longer ones in email marketing. He advises testing different subject line lengths and formats to find what resonates best with the audience.
00:34:08 - Tracking and Permission-based Emails
The conversation delves into the issue of tracking and permission-based emails. Sujan expresses his frustration with the overuse of permission-based emails and emphasizes the importance of providing value to recipients. He suggests avoiding links in the first email and only introducing them in subsequent follow-ups after establishing initial engagement.
00:38:58 - Continuous Optimization and Testing
Sujan advocates for continuous optimization and A/B testing from the start of an email campaign. He stresses the need for rapid testing and tweaking, making small iterations based on the performance of each batch of emails. Additionally, he discusses the impact of leveraging omni-channel approaches to increase engagement.
00:41:37 - Outbound Cadence and Touch Points
The conversation explores the optimal length of an outbound cadence, with Sujan recommending a 45 to 60 day range. He emphasizes the
00:43:13 - Multi-channel Omni Channel Touch Points
Sujan and Mario discuss the use of at least four different mediums to achieve successful sequences or cadences, with more than ten touch points being effective.
00:44:07 - LinkedIn Engagement Strategy
Sujan shares his strategy for engaging with prospects on LinkedIn, emphasizing the importance of being a thought leader and utilizing multiple touch points before sending a connection request.
00:45:37 - Power of LinkedIn Follow Button
Mario highlights the power of the follow button on LinkedIn and the importance of warming up prospects before sending a connection request, as well as the use of AI for social media posts.
00:49:59 - Flyposts AI and FlyEngage AI
Sujan and Mario discuss the benefits of using AI tools like Flyposts AI for creating native content and FlyEngage AI for writing comments on LinkedIn, emphasizing the need for contextual relevance in social selling.
Mastering Cold Email Strategies
Effective cold email strategies are crucial for engaging with prospects in today's competitive sales landscape. Personalization, brevity, and value-driven content are key elements in crafting successful cold emails. Testing and iterating on different elements such as subject lines, email length, and call-to-action are essential for optimizing email engagement.Harnessing AI for Personalized Email
Utilizing AI technology can enhance the personalization and effectiveness of cold emails. AI tools can analyze data to personalize emails based on recipient preferences and behavior. Automated AI responses can help sales professionals save time and improve engagement with prospects by providing relevant and timely information.The resources mentioned in this episode are:
Connect with Sujan Patel on LinkedIn to learn more about his expertise in outbound sales and email deliverability.
Download Mailshake to optimize your outbound sales cadences and improve your email deliverability.
Explore Flypost AI to create native content for LinkedIn and engage with your audience effectively.
Check out FlyMSG to save time and increase productivity with a free text expander and personal writing assistant.
Watch The Dark Knight, Sujan Patel's all-time favorite movie, for some action-packed entertainment.
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Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result.
Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now.
Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach.
Uncover the Power of AI for Sales Success
AI in sales is a significant step change, providing valuable insights beyond data. Utilize AI wisely to gain a deeper understanding of buyer psychology and engagement. The potential of AI lies in providing insights and enhancing sales strategies thoughtfully.Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender.
Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation.
Buyer intelligence is nothing but a way of building that buyer first approach. Because when you walk into a meeting, you spend 30 seconds looking at someone's profile and say, okay, this is what matters to this person. This is what doesn't matter. Hence I should say this, not say that, right? Simple things. It's not about you. Your process, your qualification methodology, your medics, your med pics. No buyer doesn't care. - Amarpreet Kalkat
My special guest is Amarpreet Kalkat
Amarpreet Kalkat is the CEO and founder of Humantic AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach.
In this episode, you will be able to:
Maximize sales potential with AI-driven strategies.
Tailor your sales approach to prioritize the buyer's needs.
Gain valuable insights on leveraging human touch in AI-powered sales.
Craft personalized messages to resonate with your prospects.
Uncover the impact of personality insights on driving sales success.
The key moments in this episode are:
00:00:09 - Introduction to AI in Sales
00:03:29 - Buyer First Approach
00:07:34 - Nuanced Approach to AI in Sales
00:10:10 - Leveraging AI for Thoughtful Engagement
00:13:45 - The Challenge of AI SDRs
00:14:49 - The State of AI in Sales
00:16:10 - The Future of AI in Sales
00:17:28 - The Role of AI in Message Preparation
00:19:13 - Risks of AI in Sales
00:27:34 - Importance of Buyer Intelligence
00:29:36 - Importance of Putting Buyers First
00:31:01 - Applying Buyer-First Approach
00:34:55 - Challenges and Solutions in Buyer Insight
00:36:21 - Understanding Buyer's Personality
00:39:38 - Personalized Engagement with Buyers
00:42:36 - Importance of Buyer Intelligence
00:43:07 - Subject Line Performance
00:45:01 - Tactics vs. Concepts
00:46:33 - Generalization in Advice
00:48:35 - All-Time Favorite Movie
Timestamped summary of this episode:
00:00:09 - Introduction to AI in Sales
Mario Martinez introduces Amaprit Kalkat, CEO and founder of Humantic AI, to discuss AI and sales personality insights for better buyer engagement.
00:03:29 - Buyer First Approach
Amaprit emphasizes the importance of a "buyer first" approach in sales, focusing on understanding buyers at a deeper level and shifting the sales conversation to be more about the buyer.
00:07:34 - Nuanced Approach to AI in Sales
Amaprit highlights the need for a nuanced approach to leveraging AI in sales, emphasizing the importance of thoughtful and intelligent automation over "spray and pray" tactics.
00:10:10 - Leveraging AI for Thoughtful Engagement
Amaprit discusses the potential of combining multiple signals and insights to personalize sales engagement, moving beyond traditional ICP targeting and focusing on understanding user psychology and psychometrics.
00:13:45 - The Challenge of AI SDRs
Mario Martinez and Amaprit discuss the challenges and implications of AI-driven SDRs in sales, addressing the issues of spammy and unthoughtful messaging, and the need for more thoughtful engagement strategies.
00:14:49 - The State of AI in Sales
Amarpreet discusses the current state of AI in sales, mentioning that AI SDR is not fully ready but is better than most bad SDRs.
00:16:10 - The Future of AI in Sales
The discussion shifts to the future of AI in sales, with Amarpreet emphasizing the importance of human-assisted AI and the potential for AI to coexist with human sales representatives.
00:17:28 - The Role of AI in Message Preparation
Amarpreet explores the idea of AI preparing messages for sales outreach, suggesting the possibility of human validation based on personality insights before sending out automated messages.
00:19:13 - Risks of AI in Sales
The conversation delves into the risks of AI in sales, including the potential for leaders to replace people with AI without fully understanding its impact on the sales process and the disillusionment surrounding AI's predicted economic impact.
00:27:34 - Importance of Buyer Intelligence
Amarpreet introduces the concept of buyer intelligence, emphasizing the significance of understanding buyers at a deeper level and the potential for salespeople to drive revenue by helping buyers buy more effectively.
00:29:36 - Importance of Putting Buyers First
Amarpreet emphasizes the significance of prioritizing the buyer's needs and interests in sales. He highlights the effectiveness of a buyer-first approach and shares insights on understanding what matters to each individual buyer.
00:31:01 - Applying Buyer-First Approach
Amarpreet illustrates how a seller can apply the buyer-first approach using Humantic's insights. He shares a real-life example of tailoring his communication to align with the specific needs and preferences of a potential customer.
00:34:55 - Challenges and Solutions in Buyer Insight
Mario discusses the challenges faced when there are no buyer insights available. Amarpreet acknowledges the limitations and shares how Humantic is working on expanding its data catchment area to capture dynamic buyer intelligence.
00:36:21 - Understanding Buyer's Personality
Amarpreet explains the importance of understanding a buyer's personality and how it influences decision-making. He emphasizes the value of dynamic buyer intelligence in capturing real-time insights into a buyer's mood and behavior.
00:39:38 - Personalized Engagement with Buyers
Mario and Amarpreet discuss the power of personalized engagement based on a buyer's personality. They highlight the need to tailor communication and interactions to suit individual buyer preferences for effective sales engagement.
00:42:36 - Importance of Buyer Intelligence
Amarpreet discusses the necessity of buyer intelligence and optimizing messages before sending them out. The focus is on word count and subject line construction for better engagement.
00:43:07 - Subject Line Performance
Amarpreet shares insights into subject line performance, highlighting the impact of longer subject lines on engagement and click rates, contrary to the popular belief of shorter subject lines being more effective.
00:45:01 - Tactics vs. Concepts
The conversation shifts to the distinction between tactics and concepts, emphasizing the importance of fundamental concepts over temporary tactics for long-term success in sales engagement.
00:46:33 - Generalization in Advice
The discussion delves into the issue of generalized advice and statistics, emphasizing the value of specific and contrary approaches for real success in sales engagement.
00:48:35 - All-Time Favorite Movie
Amarpreet shares his all-time favorite movie, "Man of Honor," and reflects on the impact of the movie's true story and its memorable scenes.
Embrace Buyer-First Selling Strategy
Prioritizing the buyer's needs and interests is crucial in sales success. Tailoring sales approaches to align with buyer preferences leads to higher engagement. Top sellers excel at putting buyers first, achieving higher win rates and success.Gain Humantic AI Sales Insights
Amarpreet shares insights on human-assisted AI, emphasizing assistive AI over the replacement. Buyer intelligence tools enhance understanding buyers' characteristics for personalized engagement. The episode highlights the role of technology in supporting a buyer-first approach in sales.The resources mentioned in this episode are:
Connect with Amarpreet Kalkat on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast.
Follow Amarpreet Kalkat on Twitter for more insights and updates.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.
Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support.
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Are you ready to uncover the unexpected key to maximizing your sales compensation? Get ready to dive into a conversation that will transform the way you negotiate your compensation packages. You won't believe the game-changing strategies shared in this episode. Stay tuned to discover the secrets that will elevate your sales career to new heights.
If you're feeling frustrated by missed opportunities and leaving money on the table, then you are not alone!
Are you tired of negotiating compensation packages that don't reflect your true value and potential? It's time to enhance your negotiation skills and optimize your compensation packages to maximize your earnings. Let's dive in and unlock the secrets to getting the compensation you deserve.
This is Devon Hennig's story:
Devin Hennig, an experienced author, seasoned executive and negotiation expert, candidly shared his journey of learning about compensation through trial and error. As a former VP of marketing in various startups and public companies, he admitted to making costly mistakes in negotiating his own compensation, leaving substantial sums on the table. Drawing from his personal experiences, Devin recognized the common pitfalls that leaders encounter in negotiations, emphasizing the importance of understanding what, how, and why when it comes to compensation.
His refreshing approach, devoid of traditional HR perspectives, resonates with those seeking to navigate the complexities of compensation packages. Devin's journey serves as an inspiring reminder that even seasoned professionals have faced the challenges of underselling themselves and not fully comprehending the intricacies of negotiation. His down-to-earth storytelling and relatable experiences create an engaging narrative, offering valuable insights and a fresh perspective on optimizing compensation packages.
Severance is a protection piece, especially at a higher title and more senior roles. It's making things right. - Devon Hennig
My special guest is Devon Hennig
Devon Hennig, an accomplished author with eight books under his belt, including "The Senior Compensation Bible" and "How to Be a VP," brings a unique perspective to sales compensation negotiations. With a background as a VP of marketing at various startups and public companies, Devon learned from firsthand experiences, having left millions on the table due to negotiation mishaps. His approachable style and focus on helping others avoid similar pitfalls make him a valuable resource for understanding the intricacies of compensation packages and negotiation strategies. Devon's insights cater to both sales leaders and individual contributors, making him a relatable and trusted guide in the realm of optimizing compensation packages.
In this episode, you will be able to:
Master the art of negotiating sales compensation packages to maximize your earnings.
Unlock the potential of equity and stock options for startup employees to build your financial future.
Learn how to maximize severance in executive roles, ensuring a safety net for your career.
Craft a compelling career story in sales that captivates potential employers and clients alike.
Discover strategies for long-term career growth in sales, paving the way for sustained success.
Key Moments:
00:00:00 - Intro 🎬
00:01:23 - Devon Hennig’s Background 📝
00:05:14 - Biggest Mistakes in Negotiating Compensation 💸
00:08:37 - Optimizing Compensation at Different Career Stages 🔄
00:11:30 - Components of Compensation Packages 📑
00:14:05 - Creative Bonuses and Milestone Payments 🏅
00:15:40 - Black Belt Negotiation Moves 🥋
00:17:12 - Commute Stipend Negotiation 🚗
00:19:25 - Justification of Small Incidental Requests 📋
00:25:00 - Balancing Requests and Order of Play ⚖️
00:27:32 - Understanding Equity Compensation at Startups 📈
00:29:55 - Evaluating Equity Offers 📊
00:35:09 - Long-Term Compensation and Vesting ⏳
00:39:08 - Exercise Windows and Negotiation 🏋️♂️
00:40:53 - Negotiating Equity Compensation 💼
00:41:57 - Negotiating Compensation and Equity in Startups 🚀
00:43:18 - Lessons Learned in Negotiating Compensation 🧠
00:44:17 - Importance of Severance in Negotiations 🛡️
00:49:23 - Equity Allocation and Long-Term Perspective in Startups 🌐
00:52:36 - Considerations for Startup Equity and Exit Plans 🚪
00:56:02 - Making a Tough Decision 🤔
00:57:29 - The Pitfalls of Job Hopping 🔄
00:59:07 - Building Your Career Story 📖
01:00:37 - The Value of a Positioning Statement 📍
01:02:43 - Outro 👋
Timestamped summary of this episode:
00:00:09 - Introducing Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso as the creator of FlyMSG.io, a free personal writing assistant and text expander application. The podcast aims to help sales leaders, practitioners, and influencers grow their sales numbers at scale.
00:01:23 - Devin Hennig's Background
Devin Hennig, author of eight books, including the Senior Compensation Bible and How to be a VP, shares his background as a former VP of marketing and his journey to helping others negotiate their compensation packages.
00:05:14 - Biggest Mistakes in Negotiating Compensation
Devin discusses the three main mistakes sales leaders make in negotiating their compensation: not knowing what they can negotiate, lacking negotiation skills, and lacking the confidence to push back on offers.
00:08:37 - Optimizing Compensation at Different Career Stages
Devin advises younger professionals to optimize for cash and experiences, while emphasizing the importance of wins and exits. For older professionals, he recommends focusing on equity and larger lump sum cash opportunities for long-term wealth.
00:11:30 - Components of Compensation Packages
Devin highlights the main components of compensation packages, including base salary, bonuses, severance, equity, and other creative additional benefits, and discusses common mistakes in bonus structures, such as low bonus percentages and lack of accelerators or caps.
00:14:05 - Creative Bonuses and Milestone Payments
Devon discusses the importance of educating people about creative bonuses and milestone payments, especially as they move into leadership roles. He shares his experience negotiating milestone bonuses for a CRO at a young start-up.
00:15:40 - Black Belt Negotiation Moves
Mario asks Devon about "black belt negotiation moves" that most people don't know about. Devon mentions negotiating milestone payments and funding participation, as well as creative equity terms like double triggers and acceleration, all of which can add significant value to a job offer.
00:17:12 - Commute Stipend Negotiation
Mario shares his experience negotiating for a commute stipend, gas card, Bart pass, and a monthly food stipend as part of his compensation package. He emphasizes the importance of framing these requests in a way that adds value without coming across as greedy.
00:19:25 - Justification of Small Incidental Requests
Mario and Devon discuss the importance of justifying small incidental requests like gym memberships and commute stipends. They emphasize the value of these requests in improving the quality of life for employees and how to strategically negotiate for them.
00:25:00 - Balancing Requests and Order of Play
Devon advises on the order of play when negotiating compensation, emphasizing the importance of balancing requests and prioritizing high-value asks. He highlights the need to avoid overwhelming the employer with a long list of requests and to focus on the essentials.
00:27:32 - Understanding Equity Compensation at Startups
Devon explains the value of equity compensation for individuals at the startup phase. He emphasizes the importance of understanding stock options and the total shares outstanding of the company to calculate ownership percentage.
00:29:55 - Evaluating Equity Offers
Devon highlights the significance of knowing the number of stock options or rsus granted and the total shares outstanding to calculate ownership percentage. He advises individuals to compare their ownership percentage to benchmarks and make informed decisions.
00:35:09 - Long-Term Compensation and Vesting
Mario discusses the importance of understanding the vesting schedule and fair market value of stock options or rsus. He emphasizes that equity compensation is the long-tail, while cash compensation is the short-tail, and provides an example to illustrate the value calculation of stock options.
00:39:08 - Exercise Windows and Negotiation
Devon talks about the trend of longer exercise windows for stock options and the internal battle for employees when deciding to exercise options upon leaving a company. Mario highlights the non-negotiable nature of vesting periods and cliffs, with some flexibility for more senior individuals in negotiation.
00:40:53 - Negotiating Equity Compensation
Devon emphasizes the negotiation opportunities for senior individuals, such as acceleration, double triggers, clawback protection, and severance terms in equity compensation. Mario adds that bigger companies have less flexibility in negotiation due to existing equity compensation plans.
00:41:57 - Negotiating Compensation and Equity in Startups
Devon discusses the limited flexibility in negotiating fair market value, discounts, and vesting periods in early startups. However, custom plans may be negotiable for key talent in crucial areas.
00:43:18 - Lessons Learned in Negotiating Compensation
Devon admits to making mistakes early in his career due to lack of experience and knowledge on what could be negotiated and how to negotiate. He highlights the importance of understanding what can be negotiated, like severance and bonuses.
00:44:17 - Importance of Severance in Negotiations
Devon emphasizes the significance of negotiating severance, especially for executives, and advises on pre-negotiating a termination without cause clause and aiming for at least a three to six-month severance package.
00:49:23 - Equity Allocation and Long-Term Perspective in Startups
Mario Martinez Jr. shares his experience in building a startup, discussing the allocation of stock options for different roles in the company. He highlights the long tail game of equity and the need to commit to a three to five-year plan for potential success.
00:52:36 - Considerations for Startup Equity and Exit Plans
The conversation delves into the importance of understanding the exit plan of a startup before committing to equity. Mario emphasizes the need for a long-term perspective and commitment, while Devon shares his experience and insights on equity allocation.
00:56:02 - Making a Tough Decision
Devon discusses his experience of being on paternity leave and being offered a severance package. He shares how he was able to negotiate a year-long severance and stay home for eight months after his second son was born.
00:57:29 - The Pitfalls of Job Hopping
Mario and Devon delve into the topic of job hopping and its impact on equity vesting. They discuss the downsides of constantly changing jobs and emphasize the importance of building a strong career story.
00:59:07 - Building Your Career Story
Devon shares his personal experience of tracking accolades and achievements throughout his career. He emphasizes the importance of building a compelling story to showcase one's skills and achievements when transitioning to new roles.
01:00:37 - The Value of a Positioning Statement
Mario highlights the significance of creating a positioning statement to effectively communicate one's expertise and track record to potential employers. He emphasizes the importance of clearly articulating what one can offer to a new organization.
01:02:43 - How to Connect with Devon
Devon shares where the audience can connect with him, mentioning TikTok as his primary platform and offering his expertise in compensation consulting and negotiation. He encourages those interested to reach out to him on LinkedIn for assistance.
Harnessing Equity and Stock Options
Equity and stock options play a vital role in optimizing compensation packages, particularly in startup and tech companies. Calculating the value of equity based on shares granted and total shares outstanding is crucial for determining ownership percentage. Negotiating equity terms, such as vesting schedules and exercise periods, requires a strategic approach to maximize long-term financial benefits.Mastering Sales Compensation Negotiation
Negotiating sales compensation packages requires mastering key components such as knowing what can be negotiated and how to negotiate effectively. Developing robust negotiation skills is crucial for individuals to overcome internal barriers and fears. Understanding the full range of negotiable elements in a compensation package is essential for maximizing earning potential and career growth.Optimizing Severance Packages
Optimizing severance packages is critical for protecting against termination without cause and ensuring financial security during transitions. Pre-negotiating minimum severance terms, including prorated bonuses and continued equity vesting, can provide a safety net during job changes. Understanding the importance of severance negotiations aligns with strategic career planning and long-term financial stability.The resources mentioned in this episode are:
Connect with Devon on LinkedIn for compensation consulting and negotiation assistance.
Visit https://devonhennig.com/ to access the Senior Compensation Bible for comprehensive guidance on cash comp, bonuses, equity, and perks.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.
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Want to learn the solution for smoothly integrating two companies into one, and achieve a seamless transition for sales teams? We're sharing the key to achieving that result. Let's dive into the solution together!
Have you been told to follow a certain strategy to merge companies, but it's not producing the results you need?
The pain of facing uncertainty and disruption during company mergers is all too real. If you've been feeling this frustration, it's time to learn a new approach that empowers you to navigate company integrations smoothly.
Elevating Sales Leadership
The episode highlights the importance of strong sales leadership in navigating company mergers. Leaders like Casey George emphasize the need for aligning financial metrics with sales objectives. Hiring the right people, empowering them, and fostering a culture of transparency and open communication are key aspects of effective sales leadership.This is Casey George's story:
Casey George's journey into the industry is a testament to the power of experience and resilience. With a career spanning 20+ years, including leadership roles at IBM and a stint at Talend, now the EVP of Global Sales at Qlik, Casey's insight into the world of sales is unmatched. As he shares his experiences and strategies for integrating merging companies, his passion for music and love for the '80s shine through, adding a personal touch to his professional wisdom. Casey's approach of moving fast and embracing imperfection resonates with the challenges of merging companies, capturing the essence of adapting and learning in the face of change. His four pillars of financial, people and culture, enablement, and systems provide a roadmap for companies navigating integration, offering a blend of practical advice and personal anecdotes. Casey's narrative style creates a relatable and engaging journey, making his insights not just informative, but also inspiring.
The more mature reps know that the money will follow if they're successful, and successful to them is hitting that target. Driving value for their clients on a consistent basis, and therefore hitting their targets. And then the money follows. - Casey George
In this episode of The Modern Selling Podcast, Casey George, the Executive Vice President, Global Sales at Qlik, shares his extensive 20+ year career experience, including leading sales teams through company mergers. With a focus on integration strategies and the challenges of merging companies together, Casey's insights offer practical advice for sales leaders navigating similar situations. He emphasizes the need to anticipate challenges, prioritize the sales team in the integration process, and the importance of an adaptive approach. Casey's personal anecdotes and practical takeaways provide valuable insights for professionals in the tech and sales industries, making this episode a must-listen for sales leaders looking to drive smoother company integrations. Don't miss out on learning from Casey's experience and gaining actionable strategies for successful company mergers!
In this episode, you will be able to:
Master Integration Strategies for Merging Companies: Learn the secrets to successful company mergers and how to navigate the complexities with finesse.
Elevate Sales Leadership During Company Transitions: Discover how to lead your sales team through company mergers with confidence and effectiveness.
Maximize Sales Team Performance: Uncover the strategies to boost your sales team's productivity and success during a company integration.
Learn the Importance of Sales Enablement in Mergers: Explore the critical role of sales enablement in ensuring a smooth transition and sustained sales growth post-merger.
Navigate Corporate Cultures Post-Merger: Gain insights into effectively managing the merging of corporate cultures to foster a harmonious and productive environment.
Key Moments:
00:00:00 - Intro 🎬
00:01:19 - Getting to Know Casey George 👥
00:08:13 - Merging Qlik and Talend 🤝
00:12:06 - Integration Strategy for Sales Leaders 🧠
00:14:25 - Key Sales Integration Pillars 📊
00:19:55 - Tackling Challenges with the CFO 💼
00:22:40 - Impact of Financial Metrics in Sales 💰
00:25:10 - Communicating Financial Goals 📈
00:27:22 - Empowering the Right People 🌟
00:29:40 - Building a Successful Culture 🏆
00:30:48 - HR’s Role in Transformation 🔄
00:31:07 - Sales Enablement and Cross-Selling 🔗
00:35:00 - Essential Leadership Qualities 🧩
00:42:06 - Importance of Communication in Sales 🗣️
00:43:23 - Managing Financial Goals and Expectations 📊
00:44:51 - Effective Communication and Succession Planning 📅
00:47:04 - Seeking Feedback and Expertise 🛠️
00:49:44 - Outro 👋
Timestamped summary of this episode:
00:00:09 - Introduction to FlyMSG and the Modern Selling Podcast
Mario Martinez introduces Vengreso and FlyMSG, the free personal writing assistant, and sets the stage for the episode of the modern selling podcast featuring Casey George, EVP of Global Sales at Qlik.
00:01:19 - Getting to Know Casey George
Mario and Casey discuss Casey's background in sales and his 27-year career in the industry, sharing personal anecdotes and insights into their experiences.
00:08:13 - Merging Qlik and Talend
Casey describes the merger of Qlik and Talend, highlighting the strategic decision to integrate the two companies to create an end-to-end data journey for customers, touching on the challenges and opportunities of the integration.
00:12:06 - Integration Strategy for Sales Leaders
Casey shares the approach to integration, emphasizing the need to move fast, anticipate challenges, and prioritize financial, cultural, operational, and technological aspects of the integration process, providing insights into the decision-making and execution.
00:14:25 - Key Sales Integration Pillars
Casey discusses the four key pillars of sales integration strategy: financial, people and culture, enablement, and systems.
00:19:55 - Tackling Challenges with the CFO
Casey explains the importance of partnership between sales and finance, and the need for transparent communication and flexibility to align on growth objectives.
00:22:40 - Impact of Financial Metrics in Sales
Mario shares a personal story about the challenges of aligning financial metrics from the field level to high-level financial objectives, emphasizing the need for transparency and understanding down the sales hierarchy.
00:25:10 - Communicating Financial Goals
Casey stresses the importance of personalized communication to help individuals understand how their success contributes to the company's financial goals, while also highlighting the need for open dialogue and transparency.
00:27:22 - Empowerment
Casey discusses the importance of hiring the right leadership and empowering them to implement the right culture and personalities within the organization, ultimately leading to successful sales integration.
00:28:21 - Empowering the Right People
Casey emphasizes the need for finding the right people and empowering them to make decisions for their business. He highlights the need for autonomy and accountability in leadership.
00:29:40 - Building a Successful Culture
Casey discusses the importance of creating a successful culture within the organization. He emphasizes the need to merge the strengths of different companies and discard any challenges, with a focus on making every employee successful.
00:30:48 - HR's Role in Transformation
Casey highlights the critical role of HR in managing the people aspect of the transformation process. He emphasizes the need for the right compensation plans, incentives, and leadership training to ensure a smooth transition.
00:31:07 - Sales Enablement and Cross-Selling
Casey talks about the challenges of merging two companies with different product offerings. He emphasizes the importance of enabling the sales team to effectively sell the full portfolio and shares a successful incentive strategy to drive enablement.
00:35:00 - Essential Leadership Qualities
Casey discusses the key qualities senior leaders should display during times of transition. He emphasizes the importance of transparency, authenticity, and passion in leadership, highlighting their impact on motivating and engaging the team.
00:42:06 - Importance of Communication in Sales
Casey emphasizes the importance of reps communicating their motivations to their management. Articulate communication helps managers create success plans for their reps.
00:43:23 - Managing Financial Goals and Expectations
Casey stresses the significance of communication in managing financial goals and keeping the CEO and board happy. Transparent and frequent communication, setting right expectations, and managing up are essential.
00:44:51 - Effective Communication and Succession Planning
Mario shares a story of effective communication and succession planning within his organization. He highlights the importance of understanding and predicting what is important to the person above you.
00:47:04 - Seeking Feedback and Expertise
Casey underscores the importance of seeking feedback and expertise from the board and CEO. He emphasizes the need for smart communication to tap into the knowledge and experience of higher-ups.
00:49:44 - Favorite Movie and Relating to Sales
Casey shares his favorite movie, "Hoosiers," and relates it to his experience in sales, emphasizing the themes of underdog victories and winning, which he can relate to in the sales industry.
Mastering Integration Strategies
Effective integration strategies are crucial for successfully merging companies, as seen in the episode with Qlik and Talend. The focus on financial, customer, employee, and operational considerations ensures a seamless transition. Anticipating challenges and taking a proactive approach to address issues leads to a smoother integration process.Maximizing Sales Team Performance
Sales team performance is maximized through effective communication, motivation, and alignment with financial goals. Providing the right tools, training, and incentives enables sales teams to navigate the uncertainties of company mergers successfully. Transparency, over-communication, and collaboration with higher-ups drive sales team performance and contribute to overall business success.The resources mentioned in this episode are:
Connect with Casey George on LinkedIn to learn more about sales leadership and best practices in the industry.
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 show your support and help others discover valuable sales insights.
Watch the movie "Hoosiers" for a feel-good underdog story and a great message about winning.
Check out the movie "Glory Road" for an inspiring true story about the first NCAA basketball team with an all-black lineup playing in the championship round.
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Hey there, did you know that a CEO and a CRO walk into a podcast and reveal an unexpected secret about driving business outcomes? Their collaboration led to a 12-month transformation that boosted revenue by 150%. Want to know how they did it? Stay tuned for the surprising strategy they used.
If you're feeling the frustration of sales teams not aligning with product development, and your efforts are not driving better business outcomes, then you are not alone!
This is Tim Condon's story:
Tim Condon's foray into the realm of sales and product development collaboration unfolded during his tenure as CRO at Clutch, a prominent B2B services marketplace. Drawing from his extensive background at Home Snap and The Washington Post Company, Tim shares compelling insights into the intricacies of working with product leaders. He delves into the distinctive challenges and victories encountered, offering a captivating narrative that resonates with professionals seeking to elevate revenue generation and streamline product development processes.
Tim's unique storytelling approach and wealth of experiences provide an engaging and relatable perspective, shedding light on the critical importance of fostering seamless collaboration between sales and product teams for achieving unparalleled success in today's competitive landscape.
You want to build a big successful company and you're just taking two different views and lenses on how to get there. But if you sort of think about this as just one big giant sales call, right, like, and build that sales relationship and do it in the right ways where you're trying to help and build something together, that's how you be successful with a product leader. - Tim Condon
Our special guest is Tim Condon
Tim Condon serves as the Chief Revenue Officer at Clutch, where he leverages his extensive experience in marketplace and software businesses to provide valuable insights into sales and product development collaboration. With a proven track record of successful initiatives, Tim brings a wealth of expertise to the table, offering practical perspectives on driving business outcomes and revenue growth through effective collaboration. His strategic approach and deep understanding of the dynamics between sales and product development make him an invaluable guest for this episode's exploration of enhancing collaboration in the modern selling landscape.
As the CRO at Clutch, Tim Condon's extensive experience in both marketplace and software businesses provides a unique vantage point on the collaboration between sales and product development. With a track record of successful initiatives, Tim brings valuable insights into driving business outcomes and revenue growth through effective collaboration. His expertise and innovative approach make him an exceptional guest for this episode's deep dive into the dynamics of sales and product development collaboration.
In this episode, you will be able to:
Master sales and product development collaboration for enhanced revenue generation.
Build successful sales strategies to drive business growth and customer satisfaction.
Harness the power of customer feedback in product design for market-leading innovations.
Streamline the onboarding process for SaaS products to boost user adoption and satisfaction.
Leverage marketplace platforms for B2B services to expand reach and increase sales opportunities.
Key Moments:
00:00:00 - Intro 🎬
00:01:16 - Introducing Tim Condon and Clutch 🏢
00:04:21 - Tim’s Passion for Stephen King 📚
00:08:09 - Types of Product Leaders 🎛️
00:09:49 - Success Stories in Working with Product Counterparts 🏆
00:14:24 - Implementing Variable Technology 💡
00:15:33 - Prioritizing FlyConnect over Variables 🔄
00:17:31 - Business Outcome Over Customer Requests 🎯
00:21:18 - Understanding Product Usage 📊
00:26:01 - Collaboration Between Sales and Product 🤝
00:27:44 - Reducing Product Complexity for Additional Revenue 💸
00:32:52 - Learning from Customer Feedback 🗣️
00:37:39 - Building a Strong Relationship with Product Leaders 💪
00:39:32 - Connecting with Tim Condon 🔗
00:41:15 - Tim’s Favorite Movie 🎥
00:43:00 - Outro 👋Timestamped summary of this episode:
00:00:00 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander application.
00:01:16 - Introducing Tim Condon and Clutch
Tim Condon, CRO at Clutch, shares his background and the services provided by Clutch, a B2B services marketplace with over 350,000 companies across 157 countries.
00:04:21 - Tim's Passion for Stephen King
Tim shares his passion for Stephen King and being a hardcore fan of his work, showcasing a personal side that many may not know about him.
00:08:09 - Types of Product Leaders
Tim discusses the three types of product leaders he has encountered—those who see revenue as the enemy, those who prioritize revenue, and those who strike a balance between buyer and seller perspectives.
00:09:49 - Success Stories in Working with Product Counterparts
Tim shares a success story about collaborating with a product team to automate a process, which resulted in a better product and increased productivity for the sales team.
00:14:24 - Implementing Variable Technology
Tim discusses the need to implement variable technology in their fly messages, similar to first name tokens in email marketing. This technology would personalize the messages based on the recipient's name, enhancing customer engagement.
00:15:33 - Prioritizing FlyConnect over Variables
Tim evaluates the time and effort required to build variable technology versus flyconnect. He emphasizes the importance of automating the seller's process, reducing time spent on personalization, and prioritizes building fly connect first.
00:17:31 - Business Outcome Over Customer Requests
Mario highlights the importance of understanding the business outcome before fulfilling customer requests. He emphasizes the need for sales leaders to question the impact of building a product on the business and suggests tying it to a live deal to justify investment.
00:21:18 - Understanding Product Usage
Tim emphasizes the importance of understanding the product team's focus on product usage and the impact of building unused features. He advises sales leaders to align their requests with the product team's goals and commit to a specific value when requesting new products.
00:26:01 - Collaboration Between Sales and Product
Tim and Mario discuss the importance of collaboration between sales and product teams. Tim suggests inviting product teammates to client meetings and exposing them to the sales process, fostering mutual understanding and effective communication.
00:27:44 - Reducing Product Complexity for Additional Revenue
Tim discusses a product at Clutch that was hastily put together, resulting in a complicated and hard-to-sell offering. By simplifying the product and providing clear guidance, revenue increased from 8% to 20%.
00:32:52 - Learning from Customer Feedback
Tim shares his experience with Fly Message and the challenges faced due to lack of customer onboarding. Through customer feedback and research, they optimized the onboarding process, reducing it to five minutes and improving customer retention.
00:37:39 - Building a Strong Relationship with Product Leaders
Tim emphasizes the importance of treating the relationship with product leaders as a sales process. Understanding their goals, pain points, and building rapport can lead to successful collaboration and alignment towards common goals.
00:39:32 - Connecting with Tim Condon
Mario Martinez Jr. encourages listeners to connect with Tim on LinkedIn and acknowledges the personalized connection request as a good practice.
00:41:15 - Tim's Favorite Movie
Tim shares that his all-time favorite movie is "300" for its strategic storyline of using pressure situations to compete effectively.
00:41:33 - Movie Mix-up
Tim and Mario discuss a movie, with Tim confusing the lead actor in 300 with Russell Crowe. They try to remember the name of the female character in the movie.
00:41:52 - Lead Actor
The conversation shifts to the lead male actor in the movie, with Tim realizing that it wasn't a big name like Russell Crowe. They struggle to recall the actor's name.
00:42:16 - Movie Recommendation
Mario recommends the movie "300" to the listeners and encourages them to watch it. He then transitions to a promotional message for the podcast.
00:42:28 - Podcast Promotion
Mario asks for a 5-star rating and review for the podcast on iTunes. He also promotes the text expander and personal writing assistant, "flymessage" for increased productivity.
00:43:00 - Conclusion
Mario thanks the listeners for tuning in and encourages them to keep selling.
Customer-Centric Product Design
Simplifying products based on customer feedback and understanding their pain points can lead to significant revenue growth. Aligning product development with customer needs and behaviors is crucial for driving revenue through customer-centric strategies. Fostering open communication and mutual understanding between sales and product teams can lead to impactful product development that meets both sales team and customer needs.Revenue Generation Collaboration
Working closely with product development to drive revenue requires finding a balance between focusing on revenue and creating products that serve both buyers and sellers. Collaborating with product leaders who understand the importance of revenue generation can lead to successful product development. Aligning productivity with outcomes and focusing on customer needs can result in better business outcomes and successful products.Winning Sales Strategies
Emphasizing the need to understand business outcomes before investing time and resources into product development can lead to strategic decision-making. Tying product development to live deals and leveraging new features in sales negotiations can drive revenue growth. Building credibility and collaboration with product counterparts through understanding their perspective and product workflows can enhance sales strategies.The resources mentioned in this episode are:
Connect with Tim Condon on LinkedIn to discuss sales strategies and product development.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity.
Reach out to Tim Condon via email at xpcondon to discuss sales and product development strategies.
Follow Tim Condon on Instagram for business-related updates and insights.
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What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business.
Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset.
If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone!
The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire.
Mastering Strategies for Growing Sales Numbers
In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively.This is Stephen Oommen's story:
In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance.
I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen
My special guest is Stephen Oommen
Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes.
In this episode, you will get the skills to:
Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team.
Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance.
Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams.
Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever.
Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results.
The key moments in this episode are:
00:00:09 - Introduction to FlyMSG and Modern Selling Podcast
00:01:01 - Introduction to Stephen Oommen
00:04:16 - Personal Revelation of Stephen Oommen
00:07:55 - Seed and Soil Analogy
00:11:23 - Addressing Attitude and Mindset Issues
00:12:58 - Setting Expectations for In-Office Attendance
00:15:16 - Contract Review and Decision Making
00:17:01 - Talent Management and Organizational Culture
00:20:58 - Assessing the Impact of Office Attendance
00:24:21 - Identifying Seed vs. Soil Problems
00:25:47 - Talent Misalignment Issue
00:26:50 - Skills and Sales Cycles
00:29:32 - Leadership Philosophy
00:31:10 - Soil Dynamics
00:33:44 - Fixing Challenges
00:40:56 - Importance of Tilling the Soil
00:41:23 - Connecting with Stephen
00:42:13 - All-Time Favorite Movie
00:42:46 - Request for Ratings and Review
Timestamped summary of this episode:
00:00:09 - Introduction to FlyMSG and Modern Selling Podcast
Mario Martinez Jr. introduces FlyMSG and the Modern Selling Podcast, highlighting the focus on helping sales leaders and practitioners grow their sales numbers at scale.
00:01:01 - Introduction to Stephen Oommen
Mario Martinez Jr. welcomes Stephen Oommen, former VP of Enterprise Sales at Outreach, and discusses the importance of people, processes, systems, and tools in sales and marketing.
00:04:16 - Personal Revelation of Stephen Oommen
Stephen Oommen shares a personal story of overcoming a challenging time during the recession, highlighting resilience and determination in the face of adversity.
00:07:55 - Seed and Soil Analogy
Stephen Oommen discusses the concept of "seed" as the people or talent in an organization, and "soil" as the environment or infrastructure where people are placed. Emphasizes the importance of evaluating both aspects when addressing organizational growth and performance.
00:11:23 - Addressing Attitude and Mindset Issues
Mario Martinez Jr. shares a personal experience of addressing attitude and mindset issues within a sales team, highlighting the significance of cultural alignment and team dynamics in achieving sales goals.
00:12:58 - Setting Expectations for In-Office Attendance
Mario discusses the importance of getting to know his team and sets the expectation for in-office attendance. He confronts an employee who refuses to come into the office and questions the director about the employee's contract.
00:15:16 - Contract Review and Decision Making
Mario contacts HR to review the employee's contract and discovers that there is no requirement for remote work. His boss advises him to fire the employee, but Mario decides to coach him first.
00:17:01 - Talent Management and Organizational Culture
Stephen shares his belief in the importance of talent and the impact of an individual's circumstances on their performance. He emphasizes the need for creating an environment that attracts top talent and aligning skills with the company's needs.
00:20:58 - Assessing the Impact of Office Attendance
Mario explains that the office attendance requirement was not solely about work but also about building rapport and getting to know the team. He emphasizes the impact of an individual's attitude on the entire team and the importance of reasonableness in expectations.
00:24:21 - Identifying Seed vs. Soil Problems
Stephen discusses the complexity of identifying whether a problem lies with the individual (seed) or the organization (soil). He highlights the need to align an individual's skills with the company's processes and emphasizes the role of the leader in optimizing the environment for the team's success.
00:25:47 - Talent Misalignment Issue
Stephen discusses the trend of misalignment in the marketplace, highlighting the importance of full cycle AE's and the skills required for enterprise sales.
00:26:50 - Skills and Sales Cycles
Stephen explains the challenges in enterprise sales, emphasizing the need for specialized skills in creating pipeline due to longer sales cycles.
00:29:32 - Leadership Philosophy
Stephen shares his management philosophy, focusing on potential, capability, and effort, while also discussing the nurture potential of skills.
00:31:10 - Soil Dynamics
Stephen delves into the various components of the soil in sales, including historical evidence, marketing, leads, and investment in training and career growth.
00:33:44 - Fixing Challenges
Stephen emphasizes the importance of starting with the soil to fix challenges, focusing on product-market fit, awareness, and driving demand in today's economy. He uses the analogy of nurturing a fig tree to illustrate the need for time and investment in the seed.
00:40:56 - Importance of Tilling the Soil
Stephen and Mario discuss the analogy of changing out the seed versus tilling the soil in a sales context. They emphasize the impact of putting in the work to till the soil and fertilize it for more effective results.
00:41:23 - Connecting with Stephen
Mario asks Stephen how listeners can connect with him. Stephen suggests reaching out to him on LinkedIn with a specific message, as he gets a lot of requests. He also provides his name spelling for reference.
00:42:13 - All-Time Favorite Movie
Mario asks Stephen about his all-time favorite movie, and Stephen reveals it to be "Love and Basketball," a sports-related film. Mario expresses interest in the movie and plans to look it up.
00:42:46 - Request for Ratings and Review
Mario asks listeners to give the podcast a five-star rating and review on iTunes. He also promotes the FlyMSG app for productivity. He concludes by thanking the audience for listening.
Transitioning from Enterprise Sales to Strategic Advising
Stephen shares his insights on transitioning from a role in enterprise sales to strategic advising, emphasizing the importance of understanding the holistic approach to sales leadership. The conversation delves into the significance of evolving from a focus on sales numbers to strategic advising, where sales leaders must balance people,Leveraging the Importance of People, Process, and Tools
Stephen emphasizes the importance of aligning talent with the right processes and tools within the sales organization to optimize performance and drive better results. The discussion highlights the need for sales leaders to evaluate the alignment between individual salespeople, organizational processes, and tools to ensure synergy and effectiveness in achieving sales objectives. By leveraging the alignment of people, process, and tools, sales leaders can create a harmonious and efficient sales environment that maximizes the potential of their team and drives success in sales initiatives.The resources mentioned in this episode are:
Connect with Stephen Oommen on LinkedIn and mention that you heard him on The Modern Selling Podcast to establish a specific connection.
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. This is a free 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 the podcast reach a wider audience.
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Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading.
Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen!
This is Teri Long's story:
Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling.
Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long
Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach.
In this episode, you will be able to:
Mastering effective sales enablement programs for exponential growth.
Unleashing the power of a digital presence to supercharge sales success.
Aligning customer success and sales strategies for unstoppable growth.
Boosting sales productivity through cutting-edge technology solutions.
Harnessing personal brand prowess to skyrocket sales performance.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:01:18 - Welcoming Teri Long
00:08:09 - Implementing Sales Enablement Programs
00:12:36 - Identifying the Biggest Problems
00:14:02 - Effective Enablement Leadership
00:14:58 - Challenging Assumptions in Sales Training
00:18:30 - Impact of Operationalizing Processes
00:20:44 - Fundamental Challenges in Sales
00:24:34 - Sales as the Art of Helping
00:28:55 - Balancing Customer Experience and Sales
00:29:35 - Restructuring Customer Success Compensation Model
00:30:39 - Misalignment Between Sales and CS
00:34:28 - Bridging the Gap Between Sales and CS
00:39:48 - Digital Presence and Relationship Building
00:43:55 - Blog Content and Social Media
00:44:35 - Connecting with Teri
00:45:16 - Personalized Connection Requests
00:45:48 - Favorite Movies
00:47:22 - Closing Remarks
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale.
00:01:18 - Welcoming Teri Long
Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies.
00:08:09 - Implementing Sales Enablement Programs
Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics.
00:12:36 - Identifying the Biggest Problems
Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of testing hypotheses to pinpoint the reasons behind sales performance issues.
00:14:02 - Effective Enablement Leadership
Teri underscores the role of enablement leaders as investigators who test and validate hypotheses to identify the root causes of sales performance issues, emphasizing the need for a test and validate approach to problem-solving.
00:14:58 - Challenging Assumptions in Sales Training
Teri Long discusses the common assumption that sales teams need more training when they're not selling. She challenges this by delving into the reasons behind the lack of sales and emphasizes the importance of digging through processes before jumping to training as a solution.
00:18:30 - Impact of Operationalizing Processes
Teri shares a real-life example of how operationalizing the sales process and creating a playbook led to significant impact for a BDR team. By removing roadblocks, setting clear expectations, and creating repeatable enablement programs, they saw an improvement in sales productivity and performance.
00:20:44 - Fundamental Challenges in Sales
The conversation shifts to fundamental challenges in sales organizations, focusing on individual and team productivity. Teri references the State of Sales Productivity report and highlights the importance of genuinely helping buyers during the buying process.
00:24:34 - Sales as the Art of Helping
Teri shares a personal story of how she unintentionally became a top salesperson by simply helping customers. She emphasizes the importance of authentically wanting to elevate customers and provide value, echoing the findings of the productivity report.
00:28:55 - Balancing Customer Experience and Sales
The discussion centers on the challenge of balancing customer experience and finding new opportunities. Teri highlights the disconnect between customer success and sales incentives, emphasizing the need for sales leaders to align incentives to drive adoption and renewal.
00:29:35 - Restructuring Customer Success Compensation Model
Teri suggests tying 30-35% of CS compensation to renewal to align incentives with sales. This could lead to hiring more experienced salespeople and reevaluating the CSM organization.
00:30:39 - Misalignment Between Sales and CS
Teri highlights the misalignment in compensation and expectations between sales and CS. Lack of communication between AEs and CS reps leads to confusion and potential customer dissatisfaction.
00:34:28 - Bridging the Gap Between Sales and CS
Teri emphasizes the need for CS reps with sales backgrounds and the importance of value selling in the CS role. She suggests evaluating competencies and hiring the right people to drive success.
00:39:48 - Digital Presence and Relationship Building
Teri discusses the importance of digital presence for both sales and CS teams, emphasizing the need for personalized engagement and building rapport with buyers. She also highlights the shift towards understanding digital body language and leveraging technology for customer interactions.
00:43:55 - Blog Content and Social Media
Teri discusses a new feature that allows users to generate social media posts from blog articles. The goal is to streamline the content creation process and empower sellers to be more productive.
00:44:35 - Connecting with Teri
Teri invites listeners to reach out to her through LinkedIn, phone, or email. She emphasizes her commitment to being responsive and helpful in networking.
00:45:16 - Personalized Connection Requests
Mario advises listeners to send personalized connection requests to Teri on LinkedIn. He encourages them to mention the podcast and Teri's insights in their invitation.
00:45:48 - Favorite Movies
Teri shares her two all-time favorite movies: "Breakfast at Tiffany's" and "The Heat." She expresses her love for Audrey Hepburn and Melissa McCarthy, showcasing a unique dichotomy in her movie preferences.
00:47:22 - Closing Remarks
Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast on iTunes. He also promotes the use of FlyMSG to increase productivity.Mastering effective sales enablement
Effective sales enablement is crucial for organizations to align their sales teams with the overall business goals and priorities. By mastering sales enablement, businesses can enhance their sales productivity, drive better customer relationships, and ultimately boost revenue. Implementing successful sales enablement programs involves creating a clear charter, prioritizing challenges, and aligning efforts with organizational metrics.Unleashing the power of digital presence
Having a strong digital presence is essential for sales professionals to connect with customers and prospects in a virtual environment. Utilizing digital tools and platforms can help sales teams personalize interactions, understand buyer behavior, and improve customer engagement. Embracing technology and leveraging digital resources can streamline sales processes and enable sales professionals to scale their efforts efficiently.Aligning customer success and sales
Aligning customer success with sales goals is crucial for organizations to drive long-term customer satisfaction and retention. By incentivizing customer success managers based on renewals and engagement, businesses can ensure a seamless transition from sales to post-sale activities. Developing a clear handoff process between sales and customer success helps set expectations and ensures successful customer onboarding and retention strategies.The resources mentioned in this episode are:
Connect with Teri Long on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast with Mario Martinez Jr.
Watch the movie The Heat starring Sandra Bullock and Melissa McCarthy for a good laugh and a memorable bar scene.
Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.
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If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone!
Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever.
Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth.
This is Tom Martin's story, our special guest for this week:
Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations.
In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches.
The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin
With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers.
Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention.
His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations.
In this episode, you will be able to:
Craft compelling sales presentations that captivate your audience and drive results.
Elevate your sales pitch decks with effective strategies to leave a lasting impression.
Enhance memory retention in your presentations to ensure your message sticks with your prospects.
Integrate sales and marketing seamlessly to create powerful, cohesive presentations.
Master techniques for delivering sales pitches with confidence and poise.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:00:48 - Sales Presentation Design
00:01:17 - Tom Martin's Background and Converse Digital
00:05:13 - Revealing a Juicy Secret
00:09:56 - The Challenge of Slide Deck Presentations
00:12:36 - The Science of Presentation
00:14:22 - Biological Limitations
00:17:36 - The Three T's
00:19:31 - Show Up and Throw Up Syndrome
00:23:09 - The 10% Slide
00:25:21 - Improving Slide Decks
00:26:14 - Persuasive Presentations
00:28:15 - Uncomfortable Sales Engineer
00:31:24 - Training for Presentation Skills
00:37:00 - Standardizing Sales Decks
00:39:37 - Understanding Salespeople's Needs
00:40:15 - Embracing Salespeople's Preferences
00:43:56 - Leveraging Website and Follow-up
00:47:39 - Aligning Sales and Marketing
00:49:31 - Favorite Movie and Personal Insight
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and creator of FlyMSG.io. The podcast aims to help sales professionals grow their sales numbers at scale.
00:00:48 - Sales Presentation Design
Mario introduces Tom Martin as the founder of Converse Digital and discusses the topic of sales presentation design. They emphasize the importance of effective sales presentations for driving business growth.
00:01:17 - Tom Martin's Background and Converse Digital
Tom shares his background in the agency business and the founding of Converse Digital. He discusses the evolution of the agency's focus on social selling and digitally centric business development programs.
00:05:13 - Revealing a Juicy Secret
Tom shares a fun fact about appearing on the Food Network's "Food 911" show hosted by Tyler Florence, where he made up a dish to be featured on the show. This showcases his creativity and storytelling skills.
00:09:56 - The Challenge of Slide Deck Presentations
Tom discusses the challenge of slide deck presentations and how research shows that audiences forget 90% of the content within two days. This insight prompts his exploration of the science behind effective presentation strategies.
00:12:36 - The Science of Presentation
Tom Martin discusses the lack of training in writing effective PowerPoint presentations. He emphasizes the importance of understanding how the brain processes and retains information in verbal presentations.
00:14:22 - Biological Limitations
Tom explains the biological limitations of memory retention and the impact of presentation design on information processing. He highlights the significance of building presentations scientifically to improve information retention.
00:17:36 - The Three T's
Tom identifies time, talent, and training as the reasons for poor sales presentations. He emphasizes the need for concise messaging and separating signal from noise in presentations.
00:19:31 - Show Up and Throw Up Syndrome
Tom discusses the challenges of fast-paced environments and the lack of concise messaging in sales presentations. He emphasizes the importance of training and investing in workshops to improve presentation quality.
00:23:09 - The 10% Slide
Tom highlights the importance of being able to present the main idea of a presentation in one slide. He also discusses the role of time in determining the number of slides in a presentation and the importance of building the slide deck with the main message in mind.
00:25:21 - Improving Slide Decks
Tom discusses how they improved a 35-slide deck to 18 more impactful slides, resulting in a tighter elevator speech and clearer client benefits.
00:26:14 - Persuasive Presentations
Tom explains the science behind persuasive presentations, including how hesitation words can impact credibility and how tense affects persuasiveness.
00:28:15 - Uncomfortable Sales Engineer
Mario shares a story of an uncomfortable sales engineer resorting to vaping during a challenging sales discussion, illustrating the impact of confidence on sales presentations.
00:31:24 - Training for Presentation Skills
Tom emphasizes the importance of training in handling challenging questions, buying time, and using content to build credibility and trust in sales presentations.
00:37:00 - Standardizing Sales Decks
Mario and Tom discuss the challenges of customizing sales decks for each customer and the need for standardization to avoid multiple versions and ensure consistency in messaging.
00:39:37 - Understanding Salespeople's Needs
Tom emphasizes the importance of providing salespeople with the slides they need. He discusses the value of listening to salespeople and creating custom slides to meet their needs, rather than forcing them to use generic slides.
00:40:15 - Embracing Salespeople's Preferences
Tom discusses how salespeople prefer to have ready-made slides that they can easily use, rather than creating slide decks themselves. He shares a success story of a biotech client who saw fantastic results by providing their salespeople with the slides they needed.
00:43:56 - Leveraging Website and Follow-up
The conversation shifts to the importance of salespeople knowing how to use the website to direct prospects and using follow-up messages effectively. Tom highlights the value of behavioral emails and using content to drive prospecting and sales.
00:47:39 - Aligning Sales and Marketing
Tom emphasizes the need for alignment between sales and marketing, with a focus on creating deep, valuable content for salespeople to use. He shares a success story of using content to effectively prospect and close sales, emphasizing the power of combining sales and marketing efforts.
00:49:31 - Favorite Movie and Personal Insight
The conversation ends with a lighthearted discussion about Tom's favorite movie, "Dead Poets Society," and a humorous anecdote about salsa dancing.
Sales Presentation Design and Delivery
In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches.
Enhance Your Professional Presentations
The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills.
The resources mentioned in this episode are:
Connect with Tom Martin on LinkedIn by searching for Tom Martin at Converse Digital and send a message mentioning that you heard him on the modern selling podcast.
Visit the Converse Digital website and fill out the contact form to get in touch with Tom Martin and his team for sales presentation and content marketing expertise.
Download Flymessage IO for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.
Leave a 5-star rating and review for the modern selling podcast on iTunes to show your support and help others discover the valuable content.
Watch Dead Poets Society, Tom Martin's all-time favorite movie, for a memorable and inspiring experience.
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Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for.
Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode.
On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks.
His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity.
You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement.
If you're a seller, Prospect better and Sell more now with FlyMSG If you're a non-seller, Type less. Do more with FlyMSG. - Mario Martinez Jr.
Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems.
In this episode, you will be able to:
Boost Your Sales Productivity with FlyMSG - Learn how to streamline your sales tasks and maximize efficiency with this productivity assistant.
Mastering LinkedIn Engagement for Sales Success - Discover the secrets to boosting your sales engagement on the world's largest professional network.
Elevate Your Sales Skills with Entrepreneurial Training Techniques - Uncover innovative sales training methods tailored for entrepreneurs to take your business to the next level.
Unleashing AI for Sales and Marketing Success - Explore the power of artificial intelligence in revolutionizing your sales and marketing strategies.
Mastering LinkedIn Connection Strategies for Sales Professionals - Uncover effective techniques for crafting meaningful LinkedIn connections that drive sales success.
From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths.
The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG
00:01:45 - Mario's Journey into Sales
00:08:31 - Sales as the Art of Helping
00:11:08 - Unexpected Career Path
00:13:21 - Perseverance and Recognition
00:13:41 - Early Career Challenges and Successes
00:15:20 - Evolution of Vengreso and FlyMSG.io
00:17:32 - From Service-Based to Software-Based Company
00:19:27 - Horizontal Use of FlyMSG
00:25:55 - Streamlining Engagement on LinkedIn
00:28:46 - The Power of Notifications for Prospecting
00:29:35 - The Vision for FlyMSG AI
00:30:51 - Leadership Style and Culture at Vengreso
00:32:55 - Where to Find FlyMSG
00:34:23 - Final Thoughts and Call to Action
Timestamped summary of this episode:
00:00:09 - Introduction to Vengreso and FlyMSG
Mario Martinez introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. He highlights the purpose of the podcast to help sales professionals grow their sales numbers at scale.
00:01:45 - Mario's Journey into Sales
Mario shares his accidental entry into sales while working as a photo finisher at Ritz Camera Centers. He describes how his sales skills were recognized and how he transitioned from a part-time photo finisher to a top-performing sales associate.
00:08:31 - Sales as the Art of Helping
Mario discusses the pivotal moment when he realized that sales is all about helping customers solve their problems. He emphasizes the importance of genuinely assisting customers and how it has shaped his sales approach throughout his career.
00:11:08 - Unexpected Career Path
Mario reflects on his initial plan to pursue pre-law in college and how he encountered challenges with statistics. He shares a personal anecdote about failing a statistics class and the impact it had on his academic journey.
00:13:21 - Perseverance and Recognition
Mario talks about his perseverance in seeking help with statistics and the surprising recognition he received from his GSI instructor. He shares the unexpected turn of events and the valuable lesson he learned from the experience.
00:13:41 - Early Career Challenges and Successes
Mario shares his experience of struggling with stats in college but excelling in sales, leading to early career success and a six-figure income at a young age.
00:15:20 - Evolution of Vengreso and FlyMSG.io
Mario discusses the founding of Vengreso and the inspiration behind FlyMSG, highlighting the success of their digital sales training program and the development of AI-powered tools to streamline sales processes.
00:17:32 - From Service-Based to Software-Based Company
Mario explains the transition from a service-based company to a software-based company, emphasizing the need for efficiency and time-saving tools in sales processes, leading to the development of FlyMSG, FlyEngage AI, and Flyposts AI.
00:19:27 - Horizontal Use of FlyMSG
Mario discusses the diverse adoption of FlyMSG beyond sales, including its usage by professionals in various industries, showcasing its versatility and impact on productivity.
00:25:55 - Streamlining Engagement on LinkedIn
Mario delves into the importance of engaging with prospects on LinkedIn, the role of commenting in increasing visibility, and the introduction of Flyposts AI to simplify the creation of thought leadership content for LinkedIn.
00:28:46 - The Power of Notifications for Prospecting
Mario discusses the power of notifications in getting in front of prospects on LinkedIn. Trigger events, such as profile views, give permission to continue reaching out.
00:29:35 - The Vision for FlyMSG AI
Mario shares the vision for FlyMSG AI as a super productivity app for creating engagement with target audiences. The tool is affordable for individuals and offers various features for enterprise organizations.
00:30:51 - Leadership Style and Culture at Vengreso
Mario talks about fostering an inclusive culture and encouraging excellence at Vengreso. The future aspirations involve making an impact with the vision of FlyMSG and its various capabilities.
00:32:55 - Where to Find FlyMSG
Mario directs listeners to FlyMSG.io to learn about FlyMSG and Vengreso. He also invites personalized connection requests on LinkedIn and shares additional resources for sales teams and individuals.
00:34:23 - Final Thoughts and Call to Action
Mario encourages sellers and non-sellers to use FlyMSG to sell more and do more with less typing. He wraps up by thanking the audience for the listen.
Want to increase your productivity by saving 20 hours a month and boost your sales engagement? We've got the solution to help you achieve just that. Let's dive into the game-changing productivity tool that's revolutionizing the way sales professionals work.
FlyMSG, the productivity assistant that is the ultimate game-changer for boosting efficiency and meaningful engagement in sales tasks. It's time to take your productivity to the next level.Mario Martinez Jr., the visionary behind Vengreso and FlyMSG.io, shared an intriguing anecdote about his unconventional entry into the world of sales during this recent podcast episode. Recalling his days at Ritz Camera Centers, Mario vividly recounted a pivotal conversation with his regional manager, Hunter Anderson. This insightful exchange unveiled Mario's natural flair for sales, as Hunter scrutinized his remarkable sales figures and recognized his innate ability to empathize with customers and provide effective solutions.
Mario's journey, from a part-time photo finisher to a sales associate, highlights the profound impact of recognizing and nurturing innate talents. This captivating narrative delves into the idea that sometimes, our true calling unfolds unexpectedly, revealing latent abilities that shape our professional trajectories. Mario's story serves as a testament to the transformative power of recognizing and leveraging inherent skills, leading to an inspiring career journey that resonates with aspiring sales professionals.
The resources mentioned in this episode are:
Connect with me on LinkedIn and send a personalized connection request mentioning this podcast episode.
Visit FlyMSG.io to learn more about FlyMSG AI and its features for sales teams and individuals.
Check out Pvcsalesmethod.com for more sales resources and insights.
Explore MoreSalesCalls.com for additional sales tools and strategies.
Download FlyMSG for free at FlyMSG.io to save 20 hours or more in a month and increase your productivity.
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Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets!
If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions?
It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency!
Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.
I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck
My special guest is Henry Schuck
Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies.
Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale.
In this episode, you will be able to:
Harness the power of AI-driven sales engagement strategies to supercharge your sales process.
Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships.
Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach.
Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success.
Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG
00:01:17 - Special Guest: Henry Schuck
00:02:18 - Establishment of Zoom Info
00:05:29 - Discoverorg-Zoom Info Connection
00:09:47 - Henry's Legal Background and Risk Management
00:14:56 - Personalized Messaging in Sales
00:17:53 - Targeting Different Organization Sizes
00:21:08 - Targeting High-Level Executives
00:24:25 - Getting C-Suite Involvement
00:27:50 - Navigating Trust and Involving C-Suite
00:28:26 - Leveraging Champions for Meetings
00:29:18 - Connecting at Different Levels
00:30:40 - Building Strong Relationships
00:32:34 - Fostering Partnership with Clients
00:33:45 - Contrasting Sales Tactics for Different Segments
00:41:55 - Importance of Multi-Threading in Sales and Marketing
00:43:24 - Utilizing AI for Efficient Sales
00:45:05 - AI-Driven Account Briefs
00:48:07 - Revolutionizing Go-to-Market StrategyTimestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale.
00:01:17 - Special Guest: Henry Schuck
Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies.
00:02:18 - Establishment of Zoom Info
Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services.
00:05:29 - Discoverorg-Zoom Info Connection
Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com.
00:09:47 - Henry's Legal Background and Risk Management
Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks.
00:14:56 - Personalized Messaging in Sales
Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve.
00:17:53 - Targeting Different Organization Sizes
Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly.
00:21:08 - Targeting High-Level Executives
Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives.
00:24:25 - Getting C-Suite Involvement
The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic.
00:27:50 - Navigating Trust and Involving C-Suite
Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship.
00:28:26 - Leveraging Champions for Meetings
Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process.
00:29:18 - Connecting at Different Levels
Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors.
00:30:40 - Building Strong Relationships
Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions.
00:32:34 - Fostering Partnership with Clients
The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients.
00:33:45 - Contrasting Sales Tactics for Different Segments
Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment.
00:41:55 - Importance of Multi-Threading in Sales and Marketing
Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts.
00:43:24 - Utilizing AI for Efficient Sales
Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps.
00:45:05 - AI-Driven Account Briefs
Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research.
00:48:07 - Revolutionizing Go-to-Market Strategy
Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers.Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process.
Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments.
The resources mentioned in this episode are:
Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation.
Download the FlyMSG extension for free to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.
Reach out to Henry Schuck via email at [email protected] to connect directly and discuss sales strategies, AI implementation, or any other related topics.
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 Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.
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Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result.
We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve?
Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story.
Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions.
This is Mike Esterday's story:
The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation.
In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace.
He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship.
Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities.
Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday
Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers.
In this episode, you will learn how:
Mastering active listening will transform your sales conversations and build genuine connections with customers.
To discover the key to overcoming self-limiting beliefs in sales and unlocking your full potential.
To elevate your sales coaching skills to lead and motivate your team to achieve global success.
To uncover effective strategies for leading your sales team to new heights and achieving remarkable results.
To create value through customer-focused selling and become a trusted advisor to your clients.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG.io
00:01:24 - Introduction to Integrity Solutions
00:04:33 - Personal Anecdote
00:05:43 - The Role of Salespeople
00:11:15 - The Three Conversations
00:14:55 - Setting Expectations for Achievement Drive
00:16:16 - Achieving Stretch Goals
00:19:11 - Overcoming Negative Self-Talk
00:21:26 - Importance of Active Listening
00:25:11 - Mindset and Sales Training
00:29:33 - Overcoming Negative Self-Talk in Sales
00:30:48 - The Role of the Salesperson in the Age of Technology
00:31:40 - Strategies to Overcome Self-Limiting Beliefs
00:36:19 - The Importance of Selling with Stories
00:38:26 - The Role of a Sales Leader
00:43:59 - The Power of Transparency and Storytelling in Sales
00:44:51 - Customer Engagement and Motivation
00:45:38 - Identifying Customer Needs and Solving Problems
00:46:00 - Where to Find the Book "Listen to Sell"
00:46:47 - Connecting with Mike
Timestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces himself and his company Vengreso, the creator of FlyMSG. He shares that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale.
00:01:24 - Introduction to Integrity Solutions
Mike Esterday introduces himself as the CEO of Integrity Solutions, a company that focuses on improving sales and sales coaching skills. He shares that they work with companies globally and have been in the industry for over 35 years.
00:04:33 - Personal Anecdote
Mike Esterday shares a personal anecdote about getting arrested for selling books door to door when he was 18. He emphasizes the importance of shifting the mindset about what professional selling truly entails.
00:05:43 - The Role of Salespeople
Mike Esterday discusses the importance of salespeople in today's market, emphasizing the need for elevated skills to interact with customers who have access to extensive information. He believes that salespeople are critical and not fading in relevance.
00:11:15 - The Three Conversations
Mike Esterday introduces the concept of the three conversations every salesperson needs to have: the conversation with the customer, the conversation with oneself, and the conversation with a manager, coach, or mentor. He highlights the impact of mindset and coaching on sales success.
00:14:55 - Setting Expectations for Achievement Drive
Mike talks about setting clear expectations for his son's academic performance and the importance of effort and accountability.
00:16:16 - Achieving Stretch Goals
Mike shares the lessons he hopes his son learned, including the importance of pushing hard, visualizing goals, and having an accountability partner.
00:19:11 - Overcoming Negative Self-Talk
Mike emphasizes the impact of negative self-talk and the importance of surrounding oneself with positive influences to achieve more.
00:21:26 - Importance of Active Listening
Mike discusses the significance of active listening in sales and how it can help build rapport and trust with customers.
00:25:11 - Mindset and Sales Training
Mike addresses the gap in sales training, emphasizing the importance of mindset, motivation, and confidence over just product knowledge and selling skills.
00:29:33 - Overcoming Negative Self-Talk in Sales
The conversation addresses the importance of overcoming negative self-talk in sales and how individuals deserve, can achieve, and are able to attain success. It emphasizes the need to break down barriers and have the right mindset, motivation, and confidence.
00:30:48 - The Role of the Salesperson in the Age of Technology
Despite advancements in technology, the salesperson remains the most important factor in sales. The conversation highlights the importance of the salesperson's mindset, commitment, and continuous improvement in facing challenges and achieving success.
00:31:40 - Strategies to Overcome Self-Limiting Beliefs
The discussion focuses on strategies for overcoming self-limiting beliefs that hinder sales performance. It emphasizes the importance of building confidence through small successes and understanding the impact on customers, even if it's not their own story.
00:36:19 - The Importance of Selling with Stories
The conversation emphasizes the need for internal sales training programs that focus on selling with stories. It underscores the value of articulating the business problem that the salesperson solves and understanding the buyer's love language.
00:38:26 - The Role of a Sales Leader
The conversation highlights the role of sales leaders in diagnosing and addressing skill and will issues in their team. It emphasizes the importance of asking questions, listening, understanding motivation, and aligning with the purpose of the salesperson.
00:43:59 - The Power of Transparency and Storytelling in Sales
Mike emphasizes the importance of transparency and storytelling in sales. He shares how sharing the journey with customers and being transparent about challenges can help build a strong connection and trust.
00:44:51 - Customer Engagement and Motivation
Mike discusses how customers are drawn to transparency, truth, and being part of a journey. He highlights the importance of customer engagement and motivation in sales.
00:45:38 - Identifying Customer Needs and Solving Problems
Mike and the host discuss the importance of identifying customer needs and solving problems. They emphasize the value of understanding customer needs and being able to tell success stories to the next group of customers.
00:46:00 - Where to Find the Book "Listen to Sell"
Mike shares where listeners can find his book "Listen to Sell," including options like Amazon, Barnes and Noble, and his website. He also mentions the availability of free preview pages and additional content on his website.
00:46:47 - Connecting with Mike
Mike shares that LinkedIn is the best way to connect with him and encourages listeners to reach out with any questions. The host advises listeners to send a personalized connection request on LinkedIn to ensure Mike knows where they heard about him.
Mastering Active Listening
Effective sales professionals understand the importance of active listening, as it enables them to truly understand their customers' needs and concerns. By actively listening, salespeople can build rapport, establish trust, and tailor their solutions to meet the specific requirements of each customer. Mastering active listening not only enhances communication but also leads to more successful sales interactions.Overcoming Self-Limiting Beliefs
Sales success is often hindered by self-limiting beliefs that prevent individuals from achieving their full potential. Overcoming these mental barriers is crucial for sales professionals to unlock their capabilities, boost confidence, and drive performance. By challenging and replacing negative thoughts with empowering beliefs, individuals can push past limitations and achieve greater success in their sales endeavors.Elevating Sales Leadership
Strong sales leadership plays a pivotal role in fostering a culture of excellence and driving team performance. Effective sales leaders prioritize coaching, mentorship, and development to enhance the skills and motivation of their team members. Elevating sales leadership involves creating a supportive environment that encourages growth, collaboration, and continuous improvement to achieve sustainable sales success.The resources mentioned in this episode are:
Get the book Listen to Sell by Mike Esterday on Amazon, Barnes & Noble, or at listentosellbook.com for a preview and purchase.
Access free sales training and coaching resources at integritysolutions.com, including blogs, videos, and other content.
Connect with Mike Esterday on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.
Download FlyMSG for free to save 20 hours or more in a month and increase 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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Struggling to book more sales meetings and increase productivity? Tired of ineffective prospecting methods that don't yield results, leaving you feeling frustrated and overwhelmed? If you're ready to boost your productivity and engagement, it's time to discover the game-changing AI tool that's transforming sales workflows. Join us as we uncover the secrets to streamlining your sales process and boosting your results.
Want to know how to supercharge your sales productivity and engagement? We've got the solution for you to achieve just that. Let's dive into the game-changing AI tools that will skyrocket your sales success. Sound good?
In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives into the benefits of using AI to enhance sales productivity. Mario draws from his extensive 27 years of experience in B2B sales to shed light on the challenges faced by sales teams and the potential of AI in addressing these obstacles. He emphasizes the importance of personalization and value-driven engagements in the prospecting process, urging sales professionals to prioritize referrals and relationship-building. Mario also delves into the role of AI in streamlining workflows, highlighting the need for a balanced approach that leverages technology while maintaining human-to-human interaction. Throughout the episode, Mario shares practical insights and actionable strategies, making it a valuable resource for sales professionals looking to boost their productivity with AI. Whether you're seeking to refine your prospecting efforts, optimize sales engagement, or explore the possibilities of AI in sales, this episode offers a fresh perspective and practical advice to help you elevate your sales game.
Was it 50% closer than where you were at? If so, keep on doing it. Save on productivity. Worth it. - Mario Martinez Jr.
In this episode, you will be able to:
Master Effective B2B sales prospecting strategies to land more high-quality leads.
Enhance Sales productivity using AI for increased engagement and streamlined workflows.
Build a successful digital sales playbook for staying ahead in a technology-driven market.
Personalize sales outreach to foster stronger connections and drive better results.
Leverage LinkedIn for sales prospecting to tap into a goldmine of potential leads.
The key moments in this episode are:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast
00:02:51 - Mario's Background and Vengreso's Success with FlyMSG
00:08:27 - The Number One Challenge in B2B Sales Prospecting
00:10:59 - The Impact of Scaling and Personalization on Prospecting
00:14:07 - The Perfect Playbook for Prospecting
00:15:30 - The Role of LinkedIn in Modern Networking
00:17:25 - The Omnichannel Approach to Communication
00:19:38 - The Importance of Personalization
00:22:59 - The Pitfalls of Generic Email Templates
00:27:55 - Enhancing Productivity in Sales Communication
00:29:41 - The Role of AI in Sales Tools
00:31:09 - Human-Assisted AI
00:33:24 - The Importance of Value in Messaging
00:35:40 - Omnichannel Prospecting and LinkedIn Engagement
00:43:47 - The Role of Content in Prospecting
00:44:07 - Social Media Engagement and Algorithm
00:45:08 - Leveraging LinkedIn for Connection
00:46:36 - Engaging with Reps
00:48:36 - Thought Leadership and AI
00:54:27 - Connecting with Mario
Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast
Mario Martinez Jr. introduces FlyMSG.IO, a personal writing assistant and text expander application. He also previews the conversation with Daniel Bonds on the modern selling podcast.
00:02:51 - Mario's Background and Vengreso's Success with FlyMSG
Mario shares his extensive background in B2B sales and the success of Vengreso's FlyMSG software, including recent funding. He also discusses the growing popularity of FlyMSG in Brazil.
00:08:27 - The Number One Challenge in B2B Sales Prospecting
Mario highlights the biggest challenge in B2B sales prospecting, which is getting the first appointment. He discusses the difficulties in scaling, personalization, and productivity in prospecting efforts.
00:10:59 - The Impact of Scaling and Personalization on Prospecting
Mario explains how scaling and personalization play a crucial role in effective prospecting. He emphasizes the need for personalized, referral-based outreach to cut through the noise and engage potential buyers effectively.
00:14:07 - The Perfect Playbook for Prospecting
Mario outlines the perfect playbook for prospecting, emphasizing the importance of starting with a referral instead of traditional email, phone call, or LinkedIn connection requests. He provides insights into the key steps for effective prospecting.
00:15:30 - The Role of LinkedIn in Modern Networking
Mario discusses the importance of utilizing LinkedIn as a modern Rolodex for networking and making digital referrals. He emphasizes the need to leverage mutual connections and outlines a process for initiating a digital referral.
00:17:25 - The Omnichannel Approach to Communication
Mario explains the significance of an omnichannel approach in communication, including email, phone, LinkedIn, and text messaging when appropriate. He emphasizes the importance of personalization in communication and the need to tailor messages to the individual or buyer persona.
00:19:38 - The Importance of Personalization
Mario delves into the critical role of personalization in sales communication and highlights the need for hyper-personalization in the initial message. He stresses the importance of personalizing to the individual to demonstrate understanding and knowledge of the recipient.
00:22:59 - The Pitfalls of Generic Email Templates
Mario discusses the pitfalls of generic email templates and the need for personalization in sales communication. He emphasizes the impact of personalized messages and the significance of addressing the specific business problems of the recipient.
00:27:55 - Enhancing Productivity in Sales Communication
Mario addresses the productivity challenges in sales communication and the inefficiencies caused by disparate messaging sources. He emphasizes the need for a streamlined approach to messaging and the role of technology in enhancing productivity in sales communication.
00:29:41 - The Role of AI in Sales Tools
Mario discusses the abundance of AI sales tools available, emphasizing the importance of using AI to augment rather than replace human effort in sales.
00:31:09 - Human-Assisted AI
Mario introduces the concept of human-assisted AI, emphasizing the need for AI to assist and augment sales reps rather than replace them entirely.
00:33:24 - The Importance of Value in Messaging
Mario highlights the importance of bringing value to sales conversations and emphasizes the need to lead to the solution, not lead with the solution.
00:35:40 - Omnichannel Prospecting and LinkedIn Engagement
Mario discusses the power of omnichannel prospecting and shares insights on how LinkedIn engagement can drive content visibility in newsfeeds.
00:43:47 - The Role of Content in Prospecting
Mario emphasizes the need for sales reps to publish content and introduces Flypost AI as a tool to streamline content creation for sales prospecting.
00:44:07 - Social Media Engagement and Algorithm
Mario emphasizes the importance of using social media effectively, especially on LinkedIn. He highlights the need to understand the algorithm, engage with connections, and leverage AI to streamline the process.
00:45:08 - Leveraging LinkedIn for Connection
Mario discusses the strategic use of the follow button on LinkedIn, emphasizing the potential impact of notifications and emails generated through this action. He highlights the value of triggering events and using LinkedIn to create curiosity.
00:46:36 - Engaging with Reps
Mario addresses the common issue of reps not engaging effectively. He advocates for more meaningful interactions beyond simply liking posts and introduces the concept of using AI to craft thoughtful and personalized replies.
00:48:36 - Thought Leadership and AI
Mario demonstrates the use of AI to create thought leadership content. He emphasizes the role of AI as an augmentation tool, noting the need for human intervention to ensure contextual relevance and alignment with the seller's tone of voice.
00:54:27 - Connecting with Mario
Mario shares where to connect with him, highlighting the importance of personalized connection requests on LinkedIn. He also points to resources for further learning and engagement with the fly message platform.
Master Effective B2B Sales Prospecting
Effective B2B sales prospecting is crucial for sales success, with the first meeting being the most challenging part of the process. Sales professionals face difficulties related to scaling, personalization, and productivity in prospecting efforts. Shifting towards a referral-based prospecting approach can significantly improve success rates in booking meetings and driving sales growth.Uncover the Power of AI
AI tools offer immense potential for augmenting sales productivity and efficiency. Leveraging AI to streamline workflows and enhance engagement can save time and assist sales reps in reaching their goals. Finding the balance between technology and human interaction is key to effectively utilizing AI in sales prospecting.Unlock the Secrets to Building Connections
Building meaningful connections with potential clients is essential in modern selling. Personalized and value-driven engagements should be prioritized to establish relationships and drive sales growth. Utilizing AI tools like 'Fly Message' can assist in generating engaging content and accelerating productivity in building connections on social media platforms.The resources mentioned in this episode are:
Connect with Mario Martinez Jr. on LinkedIn and send a personalized connection request mentioning the Playbooks 2024 conference in Brazil.
Visit flymsg.io to explore and download FlyMSG, a free text expander and personal writing assistant to save 20 hours or more in a month and increase productivity.
Check out the Modern Selling Podcast hosted by Mario Martinez Jr. for valuable insights and strategies on modern selling.
Go to vengreso.com to access the FlyMSGSales Pro Plan for individuals and explore enterprise team support, layered training programs, and on-demand learning for prospecting.
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If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone!
Have you heard the myths about building successful SDR BDR teams?
Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team.
In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals.
From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration.
I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel
Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams.
Skills you will learn in this Episode:
Mastering the art of building high-performing SDR BDR teams.
Accelerating your career through strategic sales development role progression.
Crafting sales email frameworks that captivate and convert.
Embracing the power of an omnichannel sales approach for amplified results.
Elevating sales outreach with the impact of personalized strategies.
The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG
00:01:14 - Importance of Sales Development
00:06:55 - Personalization in Sales Outreach
00:11:33 - The Role of Coaching in Sales Development
00:14:41 - Creating Quality Pipeline
00:16:00 - Multi-Threaded Selling
00:17:33 - Career Development Path
00:20:39 - Bridging the Skills Gap
00:23:09 - SDR Role Duration
00:29:41 - SDRs' Daily Activities and Time Management
00:31:41 - Leveraging LinkedIn Engagement
00:34:15 - Challenges and Solutions in Sales Development
00:36:09 - Leveraging Text Messaging in Sales Outreach
00:41:57 - Adding Value in Sales Touchpoints
00:43:17 - Leveraging LinkedIn for Prospecting
00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence
00:51:47 - Consolidating Inbound and Outbound Sales
00:55:35 - Joey's Favorite Movie
00:57:13 - Conclusion and Farewell
00:00:00 - Introducing Joey Vendel
00:15:45 - Importance of Personalized Selling
00:30:22 - Leveraging Technology in Sales
00:45:18 - Adapting to Changing Sales Landscape
Timestamped summary of this episode:
00:00:08 - Introduction to Vengreso and FlyMSG
Mario Martinez Jr. introduces Vengreso and FlyMSG, an application to help sales leaders grow their sales numbers at scale.
00:01:14 - Importance of Sales Development
Mario Martinez Jr. and Joey Vendel discuss the challenges and importance of sales development, focusing on outbound and inbound strategies in the current sales landscape.
00:06:55 - Personalization in Sales Outreach
Joey Vendel emphasizes the importance of personalized outreach in sales, sharing his passion for Minnesota sports as a way to build rapport and connect with prospects.
00:11:33 - The Role of Coaching in Sales Development
Joey Vendel explains the key elements of effective coaching for SDRs, including reviewing sales activity, account strategy, pipeline development, and career aspirations to drive success in the role and beyond.
00:14:41 - Creating Quality Pipeline
Joey discusses the importance of creating a quality pipeline for outside sales to close deals effectively, especially when targeting enterprise customers with multiple stakeholders and buying groups.
00:16:00 - Multi-Threaded Selling
Mario and Joey delve into the concept of multi-threaded selling, which involves bringing in different personas and stakeholders to build a business case for account executives when selling to large organizations.
00:17:33 - Career Development Path
The conversation shifts to the career development path for BDRs and SDRs, highlighting the challenges of transitioning to management or AE roles. Joey shares how their velocity program helps SDRs develop closing skills and progress towards AE roles.
00:20:39 - Bridging the Skills Gap
Mario and Joey discuss the importance of bridging the skills gap between SDR and AE roles, emphasizing the need for coaching and development to prepare SDRs for handling deals and conversations effectively.
00:23:09 - SDR Role Duration
Joey provides insights into the average duration of SDR roles at Seismic, emphasizing the importance of learning and progression within the role before aspiring to transition into AE roles.
00:29:41 - SDRs' Daily Activities and Time Management
Joey discusses the average daily activities of their SDRs, including emails, dials, and LinkedIn steps. He emphasizes the importance of time management and framing these activities as "effort metrics" within their control.
00:31:41 - Leveraging LinkedIn Engagement
Mario and Joey discuss the importance of engaging on LinkedIn posts to stand out. They emphasize the need for personalized and thoughtful comments to make an impact, leading to a potential product enhancement idea for Joey's company.
00:34:15 - Challenges and Solutions in Sales Development
Joey highlights the challenge of tracking engagement on LinkedIn and mentions a tool called Surfy for synchronizing LinkedIn messages. They discuss the importance of an omni-channel approach in reaching prospects.
00:36:09 - Leveraging Text Messaging in Sales Outreach
Joey and Mario discuss the use of text messaging in sales outreach, emphasizing the need for an established relationship before using text as a channel. They also touch on the strategy of connecting all three channels - phone, text, and LinkedIn.
00:41:57 - Adding Value in Sales Touchpoints
The importance of bringing value in every touchpoint is highlighted. Joey emphasizes the need for personalized, relevant messages for specific prospects, and Mario shares insights on the PVC sales methodology - personalization, bringing value, and a call to action.
00:43:17 - Leveraging LinkedIn for Prospecting
Joey explains the importance of using the follow button on LinkedIn as part of the outbound cadence. He emphasizes the value of the follow button in engaging passive buyers and triggering a response from them.
00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence
Joey discusses the key elements of a successful sales cadence, including personalization, problem statement, value proposition, and interest-based call to action. He highlights the importance of concise and value-driven messaging in both emails and cold calls.
00:51:47 - Consolidating Inbound and Outbound Sales
Joey talks about the decision to consolidate inbound and outbound sales under the same team at Seismic. He explains how this hybrid model has improved MQL to demo conversion rates and strengthened the partnership between the sales and marketing teams.
00:55:35 - Joey's Favorite Movie
Joey shares his all-time favorite movie, "Crazy, Stupid, Love," and mentions his tradition of asking SDRs about their favorite movie when they start at Seismic. He invites listeners to use the movie title in their subject line when reaching out to him.
00:57:13 - Conclusion and Farewell
Mario Martinez Jr. concludes the episode by thanking the listeners and encourages them to keep selling effectively until the next episode.
00:00:00 - Introducing Joey Vendel
Mario Martinez Jr. introduces the guest, Joey Vendel, and sets the stage for the upcoming discussion on sales strategies.
00:15:45 - Importance of Personalized Selling
Joey Vendel emphasizes the significance of personalized selling and the impact it has on building strong customer relationships and driving sales success.
00:30:22 - Leveraging Technology in Sales
The conversation shifts to the role of technology in sales, with Joey Vendel sharing insights on how to effectively leverage technology to streamline sales processes and improve efficiency.
00:45:18 - Adapting to Changing Sales Landscape
Mario Martinez Jr. and Joey Vendel discuss the need for sales professionals to adapt to the evolving sales landscape and embrace new strategies and tools to stay competitive in the market.
Crafting Irresistible Sales Email Frameworks for Maximum Impact
Crafting sales email frameworks that are personalized, concise, and value-driven is key to maximizing impact in prospecting activities. Leveraging technology and the latest sales tools to enhance the effectiveness of sales cadences and outreach strategies is vital in the modern sales landscape. Storytelling can be a powerful tool in sales, allowing sales professionals to create compelling narratives that resonate with prospects and drive engagement.Mastering the Art of Building High-Performing SDR BDR Teams
Crafting a successful sales development team involves understanding the key pillars of team architecture, activity optimization, omnichannel presence, and coaching to drive success. Aligning different roles within the team with the organization's sales process and customer base is essential for building a scalable and efficient team. Balancing volume and personalization in sales outreach is crucial for engaging prospects effectively.Accelerating Your Sales Development Career Progression
SDRs can accelerate their career progression by gaining exposure to running inbound deals in addition to outbound responsibilities. Programs like Seismic's velocity program allow top-performing SDRs to showcase their skills in closing deals and prepare for advancement to AE roles. It's crucial to focus on skill development, refinement of discovery and demonstration skills, and preparing SDRs for future career growth opportunities within the organization.The resources mentioned in this episode are:
Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.
Connect with Joey Vendel on LinkedIn and mention that you heard him on the modern selling podcast.
Personalize your outreach to Joey Vendel to get a response, showing that you did research about him and his role.
Use the subject line Crazy Stupid Love when reaching out to Joey Vendel to get his attention.
Give the modern selling podcast a five-star rating and review on iTunes.
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Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result.
Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal.
This is Mark Shriner's story:
Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements.
In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales.
The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs.
You found a problem and then figured out a solution, and people buy that. You go in and help them fix something that's broken. - Mark Shriner
My special guest is Mark Shriner
Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from.
In this episode, you will be able to:
Mastering Winning Strategies: Learn how to craft winning strategies for RFPs and RFQs to stand out from the competition and win more business.
Boosting Sales Efficiency: Discover how to streamline and improve sales with optimized RFP response processes for greater success and faster turnaround times.
Harnessing AI for Optimization: Explore the power of leveraging AI in RFP response optimization to enhance efficiency and accuracy in the sales process.
Nurturing Effective Relationships: Unlock the secrets to building effective sales relationships pre-RFP to foster trust and increase win rates.
Small Business RFP Success: Uncover essential tips tailored for small businesses to achieve RFP success and compete effectively in the marketplace.
The key moments in this episode are:
00:00:08 - Introducing FlyMSG
00:01:11 - Mark Shriner's Background
00:04:38 - RFP Challenges for Small and Medium-Sized Businesses
00:06:28 - Mario's Experience with RFPs
00:11:37 - Mark's Journey to Asia
00:12:55 - Understanding RFPs and Document Requests
00:15:31 - Challenges in Responding to Document Requests
00:18:11 - Communicating During RFPs
00:19:42 - Helping Create RFPs
00:24:39 - Process Tweaks for RFP Response
00:25:48 - Go/No-Go Decision-making Process
00:26:44 - Subject Matter Expert Collaboration
00:29:24 - AI Tools for Efficiency
00:36:28 - Relationship-building in RFPs
00:39:01 - Strategic Pricing in RFPs
00:39:18 - Understanding Key Requirements in RFPs
00:41:50 - Asking Critical Questions
00:44:06 - Reconsideration and Reevaluation
00:47:23 - Finding Solutions to Problems
00:49:45 - Competitive Intelligence in RFPs
00:51:53 - Connecting with Mark Shriner
00:52:28 - Grow Fast Podcast
00:52:44 - Favorite Movies
00:54:28 - Wrapping Up
Timestamped summary of this episode:
00:00:08 - Introducing FlyMSG
Mario Martinez Jr. introduces FlyMSG.IO, a free personal writing assistant and text expander application, and sets the stage for the podcast's focus on sales growth techniques.
00:01:11 - Mark Shriner's Background
Mark Shriner shares his background and experience in business development and growth, including his time living and working in Asia, which ultimately led him to start his career in sales.
00:04:38 - RFP Challenges for Small and Medium-Sized Businesses
Mark discusses the challenges small and medium-sized businesses face in responding to RFPs, highlighting the resource limitations and opportunity costs involved in the decision-making process.
00:06:28 - Mario's Experience with RFPs
Mario Martinez Jr. shares his past experience with RFPs and the challenges he faced, emphasizing the importance of relationship building in winning RFPs and RFQs, despite his dislike for the process.
00:11:37 - Mark's Journey to Asia
Mark Shriner shares a personal story of his spontaneous trip to Asia with minimal resources, leading to a four-year adventure that ultimately shaped his career in business and sales.
00:12:55 - Understanding RFPs and Document Requests
Mark explains the differences between RFI, RFQ, and RFP and the challenges organizations face when responding to these document requests. He highlights the time-consuming nature of the process and the need for involvement from various subject matter experts.
00:15:31 - Challenges in Responding to Document Requests
Mark discusses the challenges organizations face in deciding whether to respond to an RFP, including understanding and meeting the requirements, as well as the repetitive nature of the work. He emphasizes the importance of developing a relationship with the customer during the process.
00:18:11 - Communicating During RFPs
Mark and Mario explore the issue of communication during RFPs, particularly when organizations are instructed not to communicate with anyone other than procurement. They share insights on how sales organizations can navigate this challenge and potentially leverage existing relationships.
00:19:42 - Helping Create RFPs
Mark highlights the strategic advantage of helping organizations create their RFPs, as it allows vendors to influence the content and requirements in their favor. He also discusses the importance of understanding the customer's real intentions behind issuing an RFP.
00:24:39 - Process Tweaks for RFP Response
Mark emphasizes the need for small and medium-sized businesses to establish a clear process for making go/no-go decisions when responding to RFPs. He underscores the importance of setting criteria and following a structured approach to managing the RFP response process.
00:25:48 - Go/No-Go Decision-making Process
Mark discusses the importance of making a go/no-go decision based on key factors and requirements, potential workarounds, and customer acceptance of workarounds.
00:26:44 - Subject Matter Expert Collaboration
Mark emphasizes the need for a pool of subject matter experts and a collaborative platform for efficient RFP response. He highlights the frustration of repeating tasks and the importance of setting clear expectations to gain SME support.
00:29:24 - AI Tools for Efficiency
Mark discusses the use of AI tools like Breeze for storing and accessing previously used responses, searching through reference documents, and even drafting responses. He emphasizes the efficiency and effectiveness of these tools in RFP response.
00:36:28 - Relationship-building in RFPs
Mario shares his experience with maintaining relationships and winning RFPs. He mentions the significance of building relationships early and leveraging past collaborations to secure contracts, even after losing an initial RFP.
00:39:01 - Strategic Pricing in RFPs
Mario describes a strategic approach to pricing in RFPs, highlighting the importance of understanding the true cost and value of services instead of solely meeting price reduction demands. He shares a successful example of re-evaluating pricing to secure a lucrative contract.
00:39:18 - Understanding Key Requirements in RFPs
Mark discusses the importance of understanding key requirements in RFPs and how failure to meet those requirements can result in losing the deal.
00:41:50 - Asking Critical Questions
Mark shares how he asked critical questions to the CIO, leading to a realization that the competition had not considered key integration and cost factors.
00:44:06 - Reconsideration and Reevaluation
The CPO admits they did not consider the integration factor, leading to a reevaluation of the RFP and potential reconsideration of the decision.
00:47:23 - Finding Solutions to Problems
Mark discusses identifying a problem with manual wireless orders and finding a solution through an integration with Ariba, resulting in a significant contract and business growth.
00:49:45 - Competitive Intelligence in RFPs
Lisa Reheark's advice on understanding competition's pricing and obtaining competitive intelligence through FOIA requests, highlighting the importance of understanding competition in RFP responses.
00:51:53 - Connecting with Mark Shriner
Mario asks Mark how to get in touch with him to discuss Breeze's technology and Mark suggests reaching out to him on LinkedIn or Twitter to schedule a demo or meeting.
00:52:28 - Grow Fast Podcast
Mark recommends listening to the Grow Fast Podcast to hear from industry experts like Mario and gain valuable knowledge and wisdom.
00:52:44 - Favorite Movies
Mark shares that his favorite movies are the Godfather I and II, and Lord of the Rings trilogy, while Mario reveals that his favorite movie is The Goonies due to its themes of aspiration and problem-solving.
00:54:28 - Wrapping Up
Mario and Mark continue to discuss their favorite movies and wrap up the conversation by encouraging listeners to rate and review the Modern Selling Podcast and to download FlyMSG for increased productivity.
Mastering Winning Strategies
Mark Shriner shares valuable insights on mastering winning strategies when responding to RFPs, RFIs, and RFQs, emphasizing the importance of understanding competition pricing and tailoring responses effectively. His personal anecdotes highlight the significance of problem-solving approaches and aligning offerings to meet clients' specific needs, contributing to successful responses.Boosting Sales Efficiency
Shriner discusses how embracing AI technology, like Breeze, can boost sales efficiency by streamlining the RFP response process. By harnessing AI tools for knowledge retrieval, response drafting, and collaboration, sales professionals can optimize their responses to document requests and enhance their chances of success in competitive bidding scenarios.Harnessing AI for Optimization
The conversation between Mario and Shriner reveals the transformative power of harnessing AI for optimization in the sales process. By leveraging AI tools like Breeze to simplify RFP responses, sales professionals can enhance their efficiency, decision-making, and competitiveness in the market. This strategic approach enables businesses to stay ahead of the curve and drive success in their sales endeavors.The resources mentioned in this episode are:
Connect with Mark Shriner on LinkedIn to learn more about Breeze Docs AI and how it can help streamline the RFP process.
Check out the Grow Fast Podcast to gain insights from sales and marketing experts, including tips on winning more RFPs.
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.
Consider reaching out to Lisa Rehark at RFP Success Company for expert guidance on winning more RFPs and RFQs.
Watch The Godfather and The Godfather Part II for a classic movie experience, or indulge in the Lord of the Rings trilogy for an epic adventure.
- Visa fler
