402: Vengreso's Mario Martinez Says This One Shift Will Dramatically Improve Your Sales Prospecting
Sales Game Changers | Tips from Successful Sales Leaders
Read the complete transcription on the Sales Game Changers Podcast website. MARIO’S TIP FOR EMERGING SALES LEADERS: “Prospects respond to different sales outreach methodologies differently based upon the medium that they’re most comfortable with. The reality is that every buyer has a different medium that they’re comfortable with. Omnichannel prospecting says that you are touching them at every single one of the possible channels that they would engage with you on, whether that’s phone, email, text, social, video as well. Omnichannel refers to using any one of the channels in order to be able to get our prospects to do what we would like them to do, and that is, number one, get on the phone and have a conversation, and number two, understand if there’s a business problem or pain that we can solve.”
Dr. Mario Martinez: Do Cultural Beliefs Impact Your Health?
The Aware Show
Clinical neuropsychologist and founder of Biocognitive science, Dr. Mario Martinez, lectures worldwide on how cultural beliefs affect health and longevity more than genetics. His research demonstrates how thoughts and their biological expression coemerge within a cultural history, even as current science continues to divide mind and body, and ignore the influence cultural contexts have on the process of health, illness, and aging. Cultures that view growing older as positive are associated with increased wisdom and have higher numbers of centenarians living healthier lives than cultures that view aging as a process of inevitable deterioration. He also teaches how joy requires sufficient self-esteem to accept it without self-sabotage. He is the author of "The MindBody Code." Learn more about his field of “biocognition” in today’s interview. Info: www.biocognitive.com.
Finding Success by Building a Remote Sales Team With Mario Martinez, Jr.
Sales Talk for CEOs
HIGHLIGHTS02:11 Mario's accidental entry into sales and realizing that sales is the art of helping09:44 From accidental salesperson to accidental entrepreneur 12:54 Ask yourself these questions before striking out and becoming an entrepreneur 17:23 Being CEO means you are still involved in sales21:26 Scale your business with remote sellers29:56 CEOs must oversee sales teams and ensure company values are preserved34:15 Future forecast for Vengresso and technologyQUOTES08:51 "We're just focused on, really, sales as human to human. Human to human engagement. That's it. That's as easy as it is and if we understand that, then we can explode our sales."19:02 "As a CEO of any size company, small or large, you will always be selling. You're always going to be selling no matter what."25:25 "I could hire somebody with an amazing great income out of Colombia for a couple thousand dollars a month, they live like kings as a result of that type of salary, and I save 40,000 dollars a year."33:19 "It is no different than if you think of a salesperson. That evolution, instead of it happening over 21 years with a child, it really happens over the course of 2 years with a salesperson."36:37 "So that is critical to a salesperson and a CEO is making sure that you've got the skill mapped to the technology."Connect with Mario Martinez Jr. and Vengresso in the links below.LinkedIn: https://www.linkedin.com/in/mthreejr/Remote Selling Made Simple: 5 Practical Tips for a Successful Organization: https://vengreso.com/blog/what-is-remote-sellingFlyMSG: https://vengreso.com/flymsgYou can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/
Episode 24: Dr. Mario Martinez, Founder of Biocognitive Science, Neuropsychologist & Best-Selling Author
In this episode of the MedFit Network Podcast, we welcome Dr. Mario Martinez, a clinical neuropsychologist who not only founded biocognitive science, but also established the Biocognitive Science Institute™ in 1998. Today, Dr. Martinez opens up about his theory of “mindbodyculture” that he calls biocognition, suggesting “cognition and biology coemerge with their cultural history in a bioinformational field that seeks maximum contextual relevance.” After decades of research and studying centenarians, Dr. Martinez believes that “academic science continues to divide mind and body as well as ignore the influence cultural context have on the process of health, illness and aging. For example, he has concluded that “cultures that support growing older as a positive development associated with increased wisdom and abilities have higher numbers of centenarians living healthier lives than cultures that view aging as a process of inevitable deterioration.” Dr. Martinez also discusses why he believes that genetics accounts for no more than 25% of longevity. Instead, he stresses the importance of caring for what he calls the “cultural brain.” How you perceive time, your ability to forgive, your views about aging, and your ability to experience self-love are paramount to a long, healthy, and happy life. Learn more about Dr. Martinez by visiting www.biocognitiveculture.com or order one of his best-selling books on Amazon.
What Sales Leaders Can Do Today to Create More Sales Conversations with Mario Martinez Jr., #178
The Modern Selling Podcast
This episode of The Modern Selling Podcast is a little bit different. Instead of me interviewing a guest, I want to share an interview I did with Rob Jeppsen on the Sales Leadership Podcast, where we talked about creating more sales conversations and how to prospect. Our own research at Vengreso has shown that the hardest part of the sales cycle, according to both sales leaders and sellers, is getting the first conversation. The longest part of the sales cycle is that from “hello” to close and, in fact, most of the 200 sales training companies out there focus on teaching all the skills needed in that part of the cycle. But very few focus on the pre-hello. And that's where we spend a lot of our time at Vengreso, teaching prospecting skills that will actually build the sales pipeline. Because the fact is that without the first conversation, nothing else happens. Creating Sales Conversations 1. Mindset Sales leaders who want a strong pipeline must begin by changing their mindset. Those of us 45 years of age and older are used to using mostly email and phone calls for prospecting. But data shows that although the number of emails sent in 2020 increased exponentially, email engagement dropped, as well. Phone calls have gone down also. So, we have to ask ourselves, what are we going to do differently and how are we going to do it? We must apply the omnichannel approach to prospecting. That means including all these channels in your sales cadence: Phone Email Text messages Video Social media Direct mail and gift marketing Digital referrals You have to engage the buyer in the way the buyer wants to be engaged. Sales leaders have to think differently about every one of these channels and how their sellers are using them throughout every step of the Cadence process. Otherwise, they will be obsolete in less than six months from now. Listen to the podcast to learn how to coach your salespeople to succeed in this new digital environment and what you must do as a sales leader to level up your game. It’s not enough to give your sellers access to new channels like LinkedIn and video if you don’t train them on how to leverage them correctly. The question for you as a sales leader is, do you yourself know how to use them? If you have the word “sales” in your title, like sales manager, director of sales, VP of sales, or Chief Sales Officer, that means you're in sales. So produce a lead, prospect, engage, get out there on the front lines. Don't tell your sellers, “Hey. go take the hill,” but say, “Let's take the hill. And I'll do it with you because we're all in this together.” 2. Execution Once you have the mindset, you must execute. And the first thing you must do is build a program that will change the behavior of your team. However, you cannot change behavior nor accomplish a long-term impact in your sales organization with a 2-hour webinar. You must implement a training program that enhances your team’s digital selling skills over time. There are seven aspects of a successful virtual sales program that you must take into account, including chunking content, spacing instruction over time, using repetition, testing knowledge, and more. Listen to the whole episode to discover how to implement an omnichannel prospecting cadence and how to discover what works for every customer through trial and error.
On this episode we got Host of PigzRadio Mario Martinez via satellite from a secret location in Compton, California.Hosted by: Dee RottenGuest: Mario MartinezMusic..................................................................1. Neon Funeral - She's A Ghost (23:06)2. Icebag Injury - Life Turned Cold (1:03:38)Dee Rotten Social Media..............................................................https://www.instagram.com/dee_rotten/Mario Martinez (PigzRadio) Social Media.............................................https://www.pigzradio.com/ https://www.facebook.com/Pigzradio/From The Dungeon Social Media Web Pages : ..................................................................................... ....................................... https://www.instagram.com/fromthedungeonpodcast/ https://www.facebook.com/fromthedungeonpodcast/ https://twitter.com/FTDPodcast FTD T- Shirts................................................................https://tonethreads.com/fromthedungeonpodcastFamcast Media T-Shirts........................................................................................https://www.tonethreads.com/famcastmedia/Famcast Media Web Page ............................................................................ ....................................................................https://www.facebook.com/groups/FamcastMedia/ https://www.instagram.com/famcastmedia/all music is owned by the artist. and played with the artist consent. recorded and edited by Dee Rotten.
Finding meaning and purpose through mind, body and culture, with Dr. Mario Martinez.
Intimacy with the world
How can we come into wholeness with our body, mind and spirit? This is what we explore on todays episode of Intimacy with the world podcast. Dr. Mario Martines says that he realised that any good science comes from frustration. He realised that psychology wasn’t going to explain everything, nor neuroscience, nor neuro-immunology nor anthropology - it had to be a convergence of disciplines, like a meta-paradigm to explain the complexity of who we are We begin by speaking about how we humans always want to classify and put everything into defined boxes or categories, and just cant handle uncertainty. Mario says: “Uncertainty is my best friend - I navigate uncertainty with chaos as my guide” His speciality is bringing culture mind and body together, and he says that the brain is cultured and the immune system is cultured We even speak about what a humanbeing actually is, which brings us to epigenetics, the importance of language, and how it defines our world, and the functioning of our brain and our immune system. We speak about the bio-symbols of culture and the bio-informational field, and how the same thing can mean different things in different cultures - like the menopause f.e. THis brings us to psycho-immunology: How thoughts and emotions affect the nervous- immune- and endocrine system, and how Shame, f.e. causes inflammation in the body. We speak about the meaning of words for menopause in different cultures like Japan and South America with the words “konenki” which translates as second spring, or “bochorno” which translates as shame. We speak about Fibromyalgia and other auto-immune diseases, and how we can reprogram our body and mind We touch upon how our immune system is actually a bio-ethical system, it loves meaning, purpose and pro-social behaviours like love, kindness, honour and gratitude. Mario tells us about the difference between hedonic and eudaemonic behaviours. Hedonism turns out not to be so healthy - it is bad for the immune system. And addiction is extreme hedonism. Aristotle said that hedonism is not enough for a fulfilled life Eudemonic implies meaning, purpose and finding pleasure in meaning and purpose People who are eudemonic have better CTA markers (immune-response) than people who are hedonic. So pleasure without meaning and purpose is not good for us A human being needs to feel meaning and purpose to thrive and be healthy. While exploring archetypes we even get around to speak about Steve Jobs, and how we need to know how to balance several of these archetypes according to different circumstances You cant just live in one archetype, this is why Maslow said, you cant just live like a hammer, then you will just see nails everywhere The Self is a conglomerate, it is a hologram that is in constant flow. We have multiple archetypes to handle multiple situations - so there is no self as the Buddha pointed out. It is a process rather than an entity. We explore how meaning and purpose have to be imbued with a sense of belonging, a sense of joy and of companionship. And what can we do when we actually don’t feel any meaning or purpose? Mario suggests starting with these question to get to the roots of meaning and purpose: Who am I? What am I doing here? Who cares? And how you will build an incredilbe ressiience if you have these 3 questions sorted in a deep way. We also talk about the universal ways that centenarians think and feel, and waht we can learn from them about longevity and living a joyfull life. Dr. Marios website is: https://www.biocognitiveculture.com where you can find his books and other offerings. My website is: www.duritaholm.com
Mario Martinez Jr – Mergers and Acquisitions: Do Your Due Diligence First
My Worst Investment Ever Podcast
Mario Martinez Jr is the CEO and Founder of Vengreso. He spent 86 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018 and was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine. Mario is the host of the popular Modern Selling Podcast. “We always say invest in people, and that is true 100%. But you also need to know when it’s time to not invest in a person.”Mario Martinez Jr Worst investment everWhen Mario formed Vengreso, he started looking at how he could bridge together the world’s largest modern sales training company by amassing multiple companies underneath one corporate structure through a mergers and acquisitions strategy.Mario pitched 14 different business leaders. He ended up getting ten partners that all said yes to his idea. Two, however, literally dropped out the day before they signed all the paperwork.The big mergers and acquisitions ideaMario’s idea was to have a private equity roll-up where you bring all the companies underneath one corporate entity. Everybody’s assets, IP information, and revenue are all rolled up into one centralized structure. And that is what he did.Mario and the eight partners created a large entity with a lot of reach and brand equity. It went on to take the market by storm.Too much for someWhile the idea was a perfect one, Mario overlooked some things when pitching to business owners. He got excited because people welcomed his proposal. So instead of cherry-picking the people to partner with, Mario accepted anyone who wanted in.The merger ended up a total disasterBecause of this, the merger ended up becoming a total disaster from a personality standpoint. The merge ended up being too scary for some of the partners, and so along the way, they left. Others were exited out of the firm because there were just too many differences causing a rift between partners. Now only four of the new partners are left in the firm.Spending time trying to make relationships workMario spent so much of his time trying to make the relationships work. He saw the clash in personalities from the start, but he just let it go thinking that the issue would naturally resolve itself over time. However, the differences just got worse, and Mario had to finally have the difficult conversation of exiting some partners, something he wishes he had done years earlier.Lessons learnedNormalize dissolving partnerships that are no longer workingIf you are in a partnership and find yourself disagreeing all the time, do not leave disagreements to chance. If the relationship keeps getting worse and you are arguing over the same thing all the time, you need to consider dissolving the partnership. Have an honest discussion about it and call it quits if it is just not working.Do thorough due diligence before getting into any mergers and acquisitionsBefore you get into any mergers and acquisitions, do your due diligence to figure out who is the best partner for you and what they will bring to the table. Do not let the excitement of a new venture cloud your judgment.Andrew’s takeawaysNot everything that experts do will work for you tooJust because experts are doing something you are interested in does not mean that it is the right thing to do or that it is going to work for you. It does not mean it is not going to work, be cautious of doing things blindly just because others are doing them.Not every disagreement needs to be resolved with a confrontationYou can resolve disagreements amicably through nonconfrontational communication and conflict resolution.Actionable adviceWhen getting into partnerships, follow your gut. Also, be willing to have honest conversations with your partner/s regarding the progress of your collaboration.No. 1 goal for the next 12 monthsMario’s number one goal for the next 12 months is to double Vengreso’s growth from an employee perspective. He hopes to do this by hiring more people from underrepresented groups.Parting words “Just have fun.”Mario Martinez Jr [spp-transcript] Connect with Mario Martinez JrLinkedInTwitterFacebookYouTubeWebsiteAndrew’s booksHow to Start Building Your Wealth Investing in the Stock MarketMy Worst Investment Ever9 Valuation Mistakes and How to Avoid ThemTransform Your Business with Dr.Deming’s 14 PointsAndrew’s online programsValuation Master ClassHow to Start Building Your Wealth Investing in the Stock MarketFinance Made Ridiculously SimpleBecome a Great Presenter and Increase Your InfluenceTransform Your Business with Dr. Deming’s 14 PointsConnect with Andrew Stotz:astotz.comLinkedInFacebookInstagramTwitterYouTubeMy Worst Investment Ever Podcast
Mario Martinez Jr - How to Sell Remotely When the World's in Lockdown
The Extremely Successful Sales Club
Do you feel that the current restrictions on meeting clients face to face, shaking their hands and building relationships is having a huge effect on your effectiveness and success rates? Well, Mario Martinez Jr can help you with that Mario was voted one of Modern Sales Magazine’s Top 10 Sales Influencers and Selling Power Magazine’s Top Sales Training and Coaching Consultant 2018.And the good news is that he’s the guest on this week’s Extremely Successful Sales Club Podcast Mario shared some brilliant pieces of advice - stuff like… * How to leverage Video into your sales strategy – and the best way for a regular field sales bod make it work for them * Tips on Omni-Channel Sales Prospecting * The fact that – for the first time in history – the Buyer Engagement Model is perfectly aligned with the Selling Motion * And 4 elements you must have working for you to be uber successful in today’s digital selling environment* The P V C Sales Methodology – and how to use it to write an email that SELLS* Why including a calendar link to book meetings in your messages might be working against you* The problem that 73% of all salespeople are currently suffering with – and how to make sure that you’re on the other 27% And much, MUCH more Mario has been featured in Forbes, INC., Entrepreneur Magazine, the Huffington Post (to name but a few) and is a highly sought-after Keynote Speaker.But on top of that he is incredibly generous with his advice and is great fun to boot – let me just tell you that this is the man who has been known to open a keynote with a Sales dance and you’ll get the idea. I promise you – with the world as it is right now - this is one episode you really do not want to miss
Omnichannel Prospecting Done Right with Mario Martinez Jr.
Mario Martinez Jr. is CEO and founder of Vengreso, a digital sales training company helping B2B sales teams create more conversations with qualified buyers. In this podcast, Mario and Jeremey talk about the new normal for sales and how omnichannel prospecting can help sellers reach buyers now. Listen in as they discuss tips for improving your social selling efforts, booking meetings, and how to be irresistible with video. Visit SalesLoft.com for show notes and insights from this episode.