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The Modern Selling Podcast

Updated 9 days ago

Business
Management
Marketing
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The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!

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The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!

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This podcast is a lifesaver

By Max Branding - Feb 12 2020
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So many fantastic tips about selling and business. I can't wait for each new episode. Must-listen for anyone in sales or interested in growing their business

Great show

By Karen @ Interview Valet - Nov 07 2019
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Mario is a great host. I enjoy the rich conversations he has with his guests and every episode is packed with value. Definitely subscribe to this podcast so you don't miss anything.

iTunes Ratings

10 Ratings
Average Ratings
10
0
0
0
0

This podcast is a lifesaver

By Max Branding - Feb 12 2020
Read more
So many fantastic tips about selling and business. I can't wait for each new episode. Must-listen for anyone in sales or interested in growing their business

Great show

By Karen @ Interview Valet - Nov 07 2019
Read more
Mario is a great host. I enjoy the rich conversations he has with his guests and every episode is packed with value. Definitely subscribe to this podcast so you don't miss anything.
Cover image of The Modern Selling Podcast

The Modern Selling Podcast

Latest release on May 07, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 9 days ago

Rank #1: Modern Sales Leaders Need to Follow These 3 Techniques, with Kurt Shaver, Episode #80

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My guest for this episode of #SellingWithSocial is our very own modern sales expert, Kurt Shaver. Kurt is a co-founder and Chief Sales Officer of Vengreso. Throughout this podcast, he shares 3 main techniques that every sales leader needs to stay on top of in order to bring in more qualified leads and achieve better success in the B2B environment. His insights may change the way you view modern selling forever - be sure to listen.

What Does it Mean to be a Modern Sales Leader?

The key idea for modern sales leaders to understand is that they have to be adaptable. The modern selling environment is constantly shifting, and leaders must be able to help their teams meet their customers where they’re at. As a leader, you must also be skilled at helping your team engage clients with the content your company creates. For the full discussion on what it takes to be a modern leader, don’t miss this episode.

#1 - Stories Still Sell, You Simply Have to Share Them in New Ways

One of the best ways modern sales professionals can add value to a buyer’s purchase journey is through sharing impactful content. Content that educates, inspires, and encourages people to action is still one of the greatest tools you have at your disposal. The internet has simply changed the way buyers find, learn and engage with content. It has shifted the power of accessing information about pricing, methodology, products and services into the hands of the buyer.

The modern sales leader must understand that buyers are accessing this information on their own, most often before talking to a salesperson. The leader then must determine how they can enable their teams to reach these customers earlier on in their decision-making process. By working closely with their teams, a leader can greatly impact the way customers receive information about a company.

#2 - The Modern Sales Leader Needs to Sell in Order to Teach and Train

The entire selling department within your company must be a modern selling environment because simply having a modern leader is not enough. A leader needs to have a great team underneath them in order to be most effective.

In order to teach and train a team to be modern professionals, the sales leader himself must stay abreast of B2B selling trends, tools, and best practices. If your title has the word “sales” in it at all, then you MUST be bringing in at least one qualified lead into your pipeline per month. Without the regular practice of actually selling to modern buyers, you’ll lose the ability to connect with your team and help them achieve greater success.

Leaders also need to be open to change and be passionately curious about new ways of selling. Becoming familiar with the tools your company uses, studying tech trends, and brushing up on your coaching skills are all essential techniques.

#3 - Updating Your Social Platforms is Essential to Hiring Top Talent

When looking for new top talent, modern sales leaders need to understand that just as YOU are examining a prospective employee’s resume and LinkedIn profile, THEY are also looking right back at you. A prospective hire can control who they work for and which company they work for when searching for a new job, and they are looking to your online profiles to answer these 3 questions.

  1. Can you (the leader) help me get where I want to go?
  2. Will I fit in with the company culture?
  3. Are my superiors’ leadership styles and personalities going to fit with my own?

Kurt explains hiring in this way, “If you’re a company looking for talent, you’re in a selling role!” Not only do your company’s profiles need to be optimized to attract top talent, your individual profiles need to address the answers to these 3 questions. If they look at your profile and can understand who you are, what you do, and how you can help them, they will be even more likely to accept a position with your company vs your competition. Kurt explains in great detail how leaders can refine their hiring process on this episode, and you don’t want to miss it.

Outline of This Episode
  • [1:03] Kurt explains his career in sales and how he got involved in Vengreso
  • [5:27] What is a modern sales leader?
  • [8:50] Sharing impactful content is still critical to selling success - only the delivery method has shifted
  • [17:45] The modern seller also requires a modern manager and leader
  • [23:40] The candidate is in control when searching for a sales job
  • [29:22] How can a leader improve their status on LinkedIn?
Resources Mentioned Connect with Mario!

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Aug 14 2018

38mins

Play

Rank #2: Use Humor in Sales to Connect Better to Prospects with Jon Selig, Episode #71

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When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversations. Knowing how to use humor in sales is a fantastic skill that every salesperson needs to learn. For today’s episode of #SellingWithSocial I talk with stand-up comedian and salesman Jon Selig. He shares why utilizing humor in sales is so important, how to avoid common pitfalls, and the mechanics of crafting a great sales joke. To up your selling game and gain an edge over your competitors, don’t miss this episode.

Why Should YOU Use Humor in Sales?

Jon learned the value of using humor in sales after working in both comedic and sales industries. He recognized that humor can positively impact the way sales conversations occur between prospects and company reps and it can bridge gaps in the sales process. If you can take a prospect’s problem and integrate humor with the solution your company can provide, you’ve instantly built a high level of relatability and trust with your prospect. Tactfully injecting humor into the situation also demonstrates a high level of understanding of the prospect’s problem. Jon encourages you to not buy into the idea that you’re “Just not a funny person,” because everyone can learn how to utilize more humor in conversations and interactions. I promise you, you’ll gain a lot from listening to this episode. Be sure to listen.

2 Main Lessons Salespeople Should Learn From Comedians

There are 2 main lessons every salesperson should learn from stand-up comedians:

  1. Comedians always have a plan.
  2. Always try to connect the issue or problem with a joke that every party can laugh along with.

Contrary to what many people believe, stand-up comedians don’t simply step onto a stage and hope for a reactive audience. They thoughtfully prepare jokes, orchestrate their timing, and understand the audience’s likes and interests - just as a successful salesperson should understand the prospect’s position, company, and needs. Jon also shares the importance of connecting your prospect’s biggest needs and issues with an idea that could be turned into humorous material. There is always common ground between a salesperson and a prospect, and YOU can turn that common ground into humorous material. If you thoroughly understand your role, your goal, and your industry, you’re well on your way to successfully uniting humor and sales. Learn from the master himself, don’t miss Jon’s interview on this episode.

The Mechanics of Crafting a Good Sales Joke Can be Learned

After you’ve identified details about your prospect, begin brainstorming ways to connect humor and the issues your prospect faces in their industry. Jon recommends brainstorming sessions, listening to comedians, and even studying the art of comedy. All of these activities will enhance your creativity. Jon explains that you should avoid having lengthy monologues that are only funny at the very end because your listeners will grow bored. You can start with a joke, move onto the important content, and end on a laughing matter. Win their attention with well-placed humor and don't make your entire pitch reliant on jokes. He also states that salespeople should avoid trying to write a single joke that would work well on all audience types. Don’t be afraid of creating different types of material depending on the age, industry, and specialization of every prospect you speak with. For more tips and tricks on using humor in sales be sure to give this episode your full attention.

How Can You Avoid Awkward Moments if the Humor Falls Flat?

Many salespeople avoid using humor in their presentations because they’re afraid of offending their audiences. This can be avoided by staying away from sensitive topics such as religion, politics, race, etc. Jon encourages listeners to work new content into conversation with coworkers first to gauge their reactions. If a joke receives laughs and positive feedback, then you can confidently work the material into your sales pitches. He shares more insights from decades of experience on this episode that you don’t want to miss.

Outline of This Episode
  • [1:05] The art of bringing humor into selling
  • [5:20] What can salespeople learn from stand-up comedians?
  • [11:18] How can you avoid the awkward moments when humor in sales falls flat?
  • [18:50] The mechanics of crafting a good sales humor joke
  • [23:40] Exercises that will help your creative mindset flourish
  • [29:00] How Jon helps the right kinds of people become funnier in work and life
Resources Mentioned Connect with Mario!

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May 17 2018

37mins

Play

Rank #3: The Future of Inside Sales, To Be or Not to Be? with Lori Harmon, Episode #51 

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As technology continues to make massive leaps and bounds, have you considered the future of your inside sales strategy? How can your sales team stay on the cutting edge by embracing technology like video and AI? On this episode of #SellingWithSocial, you’ll hear from sales and software expert Lori Harmon. Lori is a high-tech sales executive, author of the book “42 Rules for Building a High Velocity Inside Sales Team,” and a sales acceleration expert. Currently, Lori is the Vice President of Global Inside Sales for BlackBerry’s mobile security software division. Prior to Blackberry, Lori was Vice President of Sales at Contrast Security. Prior to Contrast, Lori held a number of executive sales leadership positions at high tech companies such as VeriSign, Melbourne IT, Interwoven, Brio Software, and Network General. Make sure you listen to this episode as Lori shares her wealth of wisdom and experience to help leaders like you remain competitive in the marketplace!

This podcast is being brought to you by STAR - The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

AI and adapting to new technology.

What steps are you taking right now to ensure that your company stays competitive in a rapidly changing marketplace? Have you considered adopting new technology to keep your inside sales team on at the top of their game? On this episode of #SellingWithSocial, Lori and I discuss the use of video in sales, why inside sales teams should be embracing new technology, and what the future may hold with AI and other innovations. Did you know that Harvard Business Review conducted a study that found that companies that use AI have experienced a 50% increase in sales leads? Does that sound like something your sales team would like to get in on? Make sure to listen to this episode to hear more great insights and lessons from Lori!

Why you should leverage the use of video every chance you get.

How has your sales team embraced digital outreach? What steps are you taking to lead the way and utilize video every chance you get? On this episode of #SellingWithSocial, Lori and I talk about how we see video swiftly becoming a key tool for sales teams. Whether it's through personalized video messages you send to clients, or through the use of video conversations to help your clients connect a face to the person they are doing business with, the use of video is becoming a vital component. So what are you waiting for? Find out how the use of video can put your team ahead of the competition. Learn more by listening to this episode featuring Lori!

How AI can impact the buyer side of the sales equation.

With the rise of new and exciting technology like AI, many wonder if salespeople will soon be replaced with bots. Is that something you are worried about? Will automation and artificial intelligence really eliminate the need of buying from an actual person? On this episode of #SellingWithSocial, Lori describes why she see new technologies as amazing tools that will help inside sales teams do their jobs better but won’t replace them all together. Let’s face it, automation is here and there is not putting the genie back in its bottle. Salespeople don’t need to be afraid of technologies if they learn how to leverage the skillsets that AI and other techs can’t replicate. Lori encourages sales leaders to focus on their abilities like building relationships, adapting to new trends and information, and using their creativity and problem solving to help clients with their unique needs. What else can you learn from Lori’s unique perspective? Find out on this episode!

This podcast is being brought to you by STAR - The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

What inside sales teams should stop doing if they want to succeed.

As a sales leader, you want your sales teams to do everything they can to get an advantage over the competition. If you want your team to stand out, you’ve got to be brave enough to reject the unproductive industry trends that everyone is adopting. One example of these unproductive trends is the practice of sending impersonal emails, voicemails, and other communications. This goes against the “conventional wisdom” in the sales community but if you and your team take the time to make sure that the messages you send to lead and clients are personal and well researched, that will make you stand out from your competitors. Don’t miss this episode of #SellingWithSocial as Lori shares more helpful lessons from her years of experience!

Outline of This Episode
  • [1:10] I introduce my guest, Lori Harmon.
  • [2:15] Lori give a snapshot of her background.
  • [7:30] Lori shares three of her rules for building a high velocity inside sales team.
  • [9:00] How do you determine if an inside sales model is the right fit for your business?
  • [12:30] What is the role of technology and specifically, video in inside sales?
  • [17:00] Lori talks about AI and its use in inside sales.
  • [25:30] How can using AI help with coaching and sales leadership?
  • [31:00] How will AI impact the buyer side of the equation?
  • [35:00] Can AI help create a personalized experience for sales leaders?
  • [37:30] What do inside sales teams need to stop doing in order to succeed?
Resources Mentioned Connect with Mario!

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Dec 22 2017

44mins

Play

Rank #4: 8 Steps to Energize Your Customer Buying Cycle Through Storytelling, with Mike Bosworth, Episode #70

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The customer buying cycle is an idea that’s being revamped by Mike Bosworth, an industry leader in social selling. On this episode of #SellingWithSocial, Mike and I discuss 8 major steps to energize your customer buying cycle and increase sales performance.

Mike shares his expert insights into why selling has to go beyond sharing product demonstration pitches. He also explains why agreements between CMOs and CSOs are critical for ultimate selling success. Finally, the dreaded “seller’s slump” is addressed and we explain why this slump is predictable and preventable.

This episode is full of insights that will change the way you think about sales. Be sure to give it your full attention!

A Salesperson Needs to Understand Their Customer Before Launching the Sales Pitch

Old-school selling used to be about focusing on the product demo - what it can do and how it works. Today, salespeople need to focus on the end result for the customer - specifically how the product will help them achieve broader company goals and give them the emotional response they’re looking for.

When Mike started at Xerox in 1975 he didn’t have any sales experience. But, because of his prior experience at the Xerox help desk, he did understand the customer’s innate needs. He intuitively knew that when talking with prospects as part of the sales team he needed to focus on more than just the product specs. As a result, he focused his sales pitches on:

  • The commonalities between the prospect and successful peers that were existing Xerox customers
  • How the product could solve the prospect’s problems
  • The ultimate vision the Xerox product could provide.

He understood that the first step to any customer buying cycle is curiosity. If you tap into that curiosity and add a skilled salesperson into the equation, you’ll see your close rates skyrocket. Mike explains these key areas and more on this episode, and it’s information no salesperson should miss.

Revolutionize Your Customer Buying Cycle by Following These 8 Steps

The modern-day customer buying cycle should be focused around “Public Displays of Trust,” or PDTs. These PDTs are displayed by the prospect and allow the salesperson into the world of the company. Mike outlines these 8 major steps to a successful buying cycle:

  1. The prospect isn’t immediately looking for a solution.
  2. Peer curiosity is advantageous - share stories of other industry professionals that are using your product successfully.
  3. The prospect feels, “This seller gets me!”
  4. The prospect is hopeful the seller has a solution to their problem
  5. The prospect sees their peers utilizing a solution that your company provides - there’s strength in peer envy
  6. The prospect is willing to answer discovery and vision questions
  7. The seller outlines a buyer vision, mapping out what they’ll be able to do differently if they purchase the product
  8. The seller demonstrates proof of the buyer vision - this is where the product demo comes in!

If you follow these 8 steps and understand that you should NEVER lead a sales pitch with a product demo, you’ll see your sales success rates increase dramatically. Mike explains these 8 steps in full detail on this episode, so be sure to listen.

Why Agreements Between Sales and Marketing Departments are Critical

In addition to a stellar sales pitch, a company’s CMO and CSO need to agree on a number of different ideas in order for the two departments to be fully aligned. They should agree on the following: who the targeted personas are, the importance of customer usage marketing, the stages of the buying cycle (NOT just the selling cycle), how technology will be used to supplement skilled salespeople, and the definition of a qualified lead.

If your company does not have this agreement platform to stand on, sales success rates will crumble. Learn from Mike and his decades of successful sales experience - listen to this episode!

How to Combat the “Seller’s Slump” and Boost Sales Performance

Mike has seen the following pattern display itself again and again throughout his career. Entry-level salespersons take 6 weeks to learn the company and the products. They’re then launched into 18 months of successful selling. On day 1 of month 19, they hit a “seller’s slump” and their closure rates begin to fall. Why do so many salespersons descend into this spiral?

Mike explains that it’s because of “premature elaboration,” or the “premature demonstration syndrome.” The seller has become so skilled in the product offerings and coming up with solutions that they begin to tell the prospect what they need before they authentically connect with the prospect. Most professionals don’t like being told what they need at the beginning of a conversation. That’s when the first 5 steps of the buying cycle become critical. You have to build up a rapport with the prospect and earn their trust before trying to sell them something. If CSOs train their salespersons to follow the modern buying cycle, they can avoid the 18-month slump period.

All of these insights and more are packed into this episode. It’s one you don’t want to miss!

Outline of This Episode
  • [1:05] The story of how Mike and I met through the Story of Sales film
  • [5:30] Mike shares his background with Xerox and how it taught him essential sales knowledge
  • [21:16] What should sales & marketing professionals focus on to maximize alignment?
  • [30:10] 8 stages of the modern buying cycle and Public Displays of Trust
  • [33:06] How to combat the seller’s slump and boost sales performance
  • [45:15] Summary of my conversation with Mike
Resources Mentioned Connect with Mario!

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May 10 2018

49mins

Play

Rank #5: Your Sales Mindset Needs An Overhaul - Here’s How To Start, with Bernadette McClelland, Episode #129

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Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the first place. To help us think through the obstacles to a healthy sales mindset that every salesperson faces, I’ve invited Bernadette McClelland to be my guest on this episode of #SellingWithSocial.

Bernadette is the Founder of 3 Red Folders, a sales training and consulting firm that helps clients understand the essentials of sales strategy, sales psychology, and sales science. This intersection of topics is not something you’ll hear talked about commonly but it’s extremely important to understand. 

On this episode, Bernadette and I discuss how sales professionals can begin to unravel the mystery behind lagging sales performance by going inside themselves, where they'll discover what makes them tick and find the tools to change their sales career for the better. Don’t miss it!

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

To Increase Your Sales Success You Must Be Open And Be Aware

When asked how salespeople can begin to give their sales mindset an overhaul, Bernadette says that it starts with two things: Openness and Awareness. Let’s take those one at a time.

First, you must be open to change and growth. She points out that many sales professionals are full of ego, ready to take on any challenge. That's fine, except that they often think they don’t need to do anything more to increase their skills or abilities. She says those individuals cannot be helped because they’ve closed themselves off to growth. But those who are open to change and eager for growth can accomplish much more.

Next, you have to become aware that you carry the beliefs, conditioning, and limitations that your family and environment created in you as a child. Those are the things that stop you from achieving all you could and that prevent you from stepping into bigger deals. These are the things that limit your belief in yourself. Listen to hear how Bernadette unpacks this vital topic.

Understanding Your WHY Is Important But Not Without Knowing Your WHO

Most business people have read the book, “Start With Why” by Simon Senek. He brought a concept into the spotlight that I’ve been asking my sales team to consider for years. It’s the idea that WHY you do what you do is more important than HOW you do it - and that if your WHY is compelling enough, it will drive you to greater levels of success and accomplishment.

But Bernadette says that as right as Simon is, he’s missing a key component - another element that even informs that WHY. It’s WHO you are. She tells the story of how she used to be a smoker and that no amount of warnings on cigarette packages was enough motivation to make her stop smoking. But when she decided that SHE was not a smoker, that it wasn’t going to be a part of how she thought of HERSELF, everything changed. Listen to hear how she applies this story to the development of a positive sales mindset.

The Key Questions All Sales Leaders Need To Be Asking

Whether you lead a sales team or are an individual seller, Bernadette provides two simple questions and a follow-up exercise that will help you overcome blockages to achieve greater success in modern sales and a growth mindset. She poses the questions as if a leader of a sales team were asking them, so if you’re an individual salesperson, just modify the sentences to apply to you personally. Here they are... 

1 - What are the behaviors you need to see that will give you confidence that your sales team will overachieve?

2 - What is the negative impact on your business if that doesn’t happen?

Bernadette’s follow-up exercise is for those who can’t clearly answer the question. She instructs you to pretend that you knew the answer. What would it look like? What would it feel like? You’ll soon discover you have the solutions to your own problems. Listen to learn more.

Sales Mindset Mistake: Not Knowing The Purpose And Outcome Sales Calls 

Much of what goes into a successful sales mindset has to do with preparing yourself for the sales calls you have scheduled. And that preparation is about more than just knowing your product specs and discussing the client's need within the scope of their buyer’s journey. To become a successful salesperson, you need to be clear on what both the purpose and the outcome of that sales call need to be.

Bernadette points out that purpose and outcome are not the same. “Purpose” speaks to the buyer’s needs and agenda, which could be nothing more than a fact-finding mission for them. But “outcome” is about your goals, what you need to get from the appointment - and it’s not always getting the sale. This is a great opportunity for sales leaders to teach reps how to accelerate their pipeline.

Listen to hear how Bernadette breaks it down and you’ll understand why she’s an in-demand sales speaker across the world! Join us for this episode of Selling With Social.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Outline of This Episode
  • [1:49] Introducing Bernadette McClelland, sales influencer from the land down under
  • [9:16] What does psychology have to do with sales?
  • [14:51] When a business (or individual) is not making its numbers, what’s wrong?
  • [19:55] Understanding your WHY is important, but not without knowing your WHO
  • [22:11] One of the key questions Bernadette asks sales leaders
  • [26:06] Common errors salespeople make that prevent them from succeeding
  • [31:27] Talking about the elephant in the room and helping buyers help you
  • [37:01] Sabotaging behaviors that often happen among sales teams 
Resources Mentioned Connect with Mario!

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Nov 07 2019

46mins

Play

Rank #6: The Best Of All Sales Tactics: Transparency, with Todd Caponi, Episode #93

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Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. Todd Caponi's passion is for all things sales methodology, learning theory, and decision science - and you can how true that is in his brand new book “The Transparency Sale.”

Todd’s expertise is in building the revenue capacity for technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B. His experience speaks for itself: He won the American Business "Stevie" Award for VP of WW Sales of the Year, and is also a former owner/operator of a sales training and consulting company

Listen in to our conversation as we discuss the power of transparency for deepening customer relationships and closing more deals.

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Vulnerability Breaks Down Barriers So You Can Have Honest Sales Conversations

It’s human nature to hold back the deeper parts of ourselves, especially the areas where we feel we are weak. We have to build trust with a person before we are willing to share on that level. In sales, we are able to use that tendency to our advantage by "going first" in new customer relationships. Todd encourages sales professionals to take the lead in being vulnerable - about themselves and about their product or service.

In this conversation, you’ll hear Todd explain how vulnerability has an effect like nothing else - to break down barriers and open the door to honest sales conversations that actually go somewhere. His savvy application of transparency to his own sales approach is what has made him the sales leader he is. Listen to learn from a master!

It’s Easy For Buyers To Know Why You Suck. Own It From The Beginning

In case you haven’t noticed, the digital selling landscape has changed. You are no longer the expert that prospects come to in order to learn about your product or services. In fact, because of public review systems, your prospects may have more information about how your product or services impact the lives of real customers than you do.

That’s why you have to stop pretending.

Stop pretending that your product is flawless. Stop pretending that your services are delivered without a hitch. Learn how to be transparent about the issues you face and clear about how you address them. In fact, you should bring up those things before your prospect does in every sales conversation you have. As we spoke during this recording, Todd explained how disarming that kind of transparency can be and how it is a powerful way to build trust quickly.

In Sales, Logic Polarizes But Emotion Binds Us Together

Here are a couple of great questions that can help you learn one of the most powerful sales tactics.

#1 - How much of your sales pitch is about the stats, the facts, or the logistics and processes of what you do for customers?

#2 - After you answer that question, ask yourself how much of your sales conversations focus on the emotional side of what your product provides for real-life customers.

Todd points out that a direct correlation exists between the amount of emotion involved in a conversation through the wise use of stories, case studies, etc. and increased sales closing rates. The way he says it is very helpful: Logic polarizes but emotion binds us together.

Listen to learn how you can tap into the emotional motivations of your customers by listening to what Todd has to share on this episode.

An Incredible Sales Tactic: Play Your Cards Face Up To Get Bigger Deals

One of the most powerful things I learned from Todd as we spoke was his approach to addressing areas where a customer’s desired outcomes seem to conflict with his company’s limitations. He describes one situation where he BEGAN a sales conversation by using a whiteboard to list his companies limitations in four areas: volume, when the customer pays, length of commitment, and timing of the deal. Then he began to explore what the customer wanted in each of those areas so they come to a middle ground.

It’s an ingenious way of getting all the cards out on the table instead of trying to hide potential roadblocks to a deal. Not only it this more effective in getting past those roadblocks it’s also a powerful way of building trust in a brand new customer relationship.

I hope you see that transparency is more than a sales tactic. It’s a wise way of relating to people overall, which is one of the greatest sales skills that exist. Listen to learn more from my guest, Todd Caponi.

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode
  • [1:47] Congrats to Todd regarding the launch of the new book
  • [7:42] The history behind writing “The Transparency Sale”
  • [11:05] Why salespeople should embrace their vulnerabilities and flaws
  • [13:30] Flaws in the way we teach sales professionals to sell these days
  • [18:55] An example of being honest about flaws in your product or process
  • [29:40] 3 things salespeople need to stop doing
  • [34:38] Get used to playing your cards face up to get bigger deals
Resources Mentioned Connect with Mario!

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Nov 29 2018

44mins

Play

Rank #7: How To Get The Meeting Every Time, with Stu Heinecke, Episode #128

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When you really, really need to get the meeting with that high-level exec you’re hoping to build a business relationship with, what do you do? Email? Cold call? Outreach on LinkedIn? Each of those has their place, but nothing is more effective than what my friend Stu Heinecke refers to as “Contact Marketing.” Why am I talking about something with the word "marketing" in the name on #SellingWithSocial (a sales podcast)? Because it’s the most powerful way for sales professionals to get the meeting every, single, time. Yep - you heard that right. Every time.

Stu is an author, Wall Street Journal cartoonist, and hall of fame–nominated marketer. Through his writing, he’s taught thousands of sales reps, business owners, entrepreneurs, and CEOs how to use Contact Marketing to get meetings that have dramatic bottom-line impact on the companies they work for. Listen to this episode - it will get your creative juices flowing and motivate you to get outside the cold-calling box you’re in so that you can get the meeting with those high-priority prospects on your radar.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Your Messaging Has To Stand Out If You’re Going To Get The Meeting

Most meeting requests fail because they are boring, irrelevant, and built on a cookie-cutter approach. Put yourself in your prospect's shoes: After seeing the same sales messaging over and over, both prospects and their gatekeepers tune it out. It’s as simple as that.

Stu says that your primary goal in Contact Marketing is to set your message apart from the others your prospects are receiving. That’s the only hope you have of convincing them that your solutions are worth consideration.

Stu uses his cartooning skills to create unique gifts that he sends to prospects. But since you’re likely not a cartoonist, what could you do? To give you some ideas, Stu tells the following stories…

  • One sales professional used Cutco knife sets to get in the door - mailed directly to the prospect one knife at a time. His efforts resulted in a 6-figure deal.
  • Another researched his prospect and discovered his love of falconry, so he sent a custom falconry glove. It resulted in 3 referrals and 6-figure deal.
  • Dan Waldschmidt, who’s been a guest on this podcast,sent an actual sword as an image of the message he wanted to communicate.

These all sound elaborate or expensive, but your Contact Marketing efforts don’t have to be either of those things. Listen to hear Stu give practical examples of the kinds of things you can do to get the meeting with your key prospects.

The New Standard For Meeting Requests: 100% Response Rate

It’s every salesperson’s dream to have a 100% response rate to meeting requests, and Stu says it commonly happens when his Contact Marketing approach is used. Why is the method he teaches so effective? Because it is a way of connecting that gets attention, stands out by expressing care and interest in the prospect, and enlists the gatekeepers to help you get the meeting set up.

That’s a lot of promises - but it really works. In this conversation, Stu describes several ways individuals have used his Contact Marketing method to great success. It sounds crazy, but the beauty is that it’s just crazy enough to work. Be sure you listen. By the time you’re finished, you’ll understand what Contact Marketing is, why it works, and how it could become the most powerful component of your sales enablement strategy.

Having Trouble Getting Around Gatekeepers? Make Them Your Allies

In this conversation, Stu begins his explanation of Contact Marketing by telling a story of how he has used his cartooning skills to get in touch with high-level prospects. It all starts with targeting the right prospect, researching them to find a touchpoint that will make for a good connection, and creating a unique “Big Board” cartoon that is personalized and meaningful.

Stu’s team then reaches out to the person’s executive assistant and explains that they have a cartoon created by a Wall Street Journal editorial cartoonist that features their boss - and they’d like to send it to them. The assistant is immediately intrigued and on-board for getting the cartoon for their boss. Listen to hear how the process goes from there. You’ll find Stu’s insight and creativity inspiring.

Once You Get The Sales Meeting, Turn The Conversation Into A Conversion

I once had a sales representative reach out to me in a clever way that truly impressed me. He lives in my area and hosts a podcast that features CEOs from our area. He invited me to be a thought leadership guest on his podcast. After working out the details, I was invited to his office for the recording. Once there, he toured me around the place, introduced me to his sales team, and that’s when it dawned on me… I was a prospect for the service he provides. After a discussion about his approach, I discovered that he had a sales pipeline full of targeted, qualified prospects just like me who he had reached and established a relationship with through his podcast.

Stu says his approach is a perfect application of his Contact Marketing strategies. He was doing it right. But the story doesn’t end there. The sales rep contacted me later on, to say that he was very frustrated because his sales managers were pressuring him to stop podcasting. Why? His efforts weren’t converting. Listen to discover how Stu diagnoses his problem and recommends a solution. You’ll find it very helpful for your own efforts at Contact Marketing.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Outline of This Episode
  • [3:58] How Stu became an editorial cartoonist
  • [9:22] What is contact marketing and why should it matter to sales professionals?
  • [15:42] How to come up with must-reply contact requests
  • [19:50] Alternative ideas for getting meetings in creative ways
  • [24:30] How Dustin used his podcast to get Mario to show up at his office for a meeting
  • [35:01] An individualized approach to sales management is often the issue
Resources Mentioned Connect with Mario!

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Oct 03 2019

43mins

Play

Rank #8: 3 Steps to More Revenue With the Right Sales Funnel Analysis, with Matt Ostanik, Episode #62

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We’ve all seen graphic representations of the sales funnel, which is one of the reasons most people clearly understand the concept. But understanding the concept is not the same thing as doing a thorough sales funnel analysis. My guest on this episode, Matt Ostanik and I agree, sales funnel management and analysis is one of the most neglected aspects of the sales cycle - and it’s causing money to be left on the table. In this episode of #SellingWithSocial, Matt shares his sales funnel expertise with us by explaining 3 specific steps every seller or company can take to increase awareness of what’s going on in their funnel which will lead to more closed deals. This is great information you won’t want to miss.

Step One: Make Sure Your Sales Funnel Is Clearly Defined And Communicated

One of the most important things you need to do in order to best analyze your sales funnel is to, first of all, ensure that you have a clear sales funnel blueprint. That means you need to know the stages, steps, or milestones that you take a prospect through on the path to them becoming a happy customer. Map it out clearly and make sure that map is clearly communicated to everyone on the team. If you don’t have a sales funnel blueprint written down, you likely don’t have it defined as clearly as you think you do. But it's a bigger problem than just being unclear. If you can’t write it down you won't be able to communicate it effectively to the people responsible for seeing it implemented - your marketing and sales teams. Matt has great tips to share about sales funnel analysis that will help you improve your sales conversions, so listen carefully and take it seriously.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

USE THE BANNER IMAGE

Step Two: Do Sales Funnel Analysis To Know What’s Moving Through Your Funnel

Every salesperson or company can use their CRM to get a deeper understanding of the core metrics about their sales funnels. What are the things to look at?

  • You need to understand movement - what’s moving and changing within your funnel?
  • You should know your conversion rates - not only sales conversions but conversions from one step of the funnel to the next.
  • You have to understand velocity - how much time is it taking for prospects to move through the funnel and eventually to a deal?

Once you have these foundational pieces in view you can stitch them together to create a forecast of where your sales process is taking you. That’s how you know the condition of your sales pipeline and figure out where improvements can be made. It’s unusual to find a guy like Matt who is both sales oriented and technically knowledgeable. It’s for that reason his insights are especially valuable. Don’t miss what he’s got to share.

Step Three: Identify Funnel Areas That Need Improvement And Get To Work

After completing a thorough sales funnel analysis you are ready to dig into what the numbers mean. By putting together the different pieces of data you've discovered you will find areas that are performing exceptionally well and others that are not. It's this data that enables you to create a roadmap for improvement, which leads to increased sales conversions. In this episode, Matt explains how this approach enables sales teams to deal with the reality of what is happening in their sales funnel rather than making attempts to change things they don't understand. You'll learn how to use individual stats, sales funnel behaviors, and more to improve your buyer's journey. If you want to improve your sales funnel, the kind of sales funnel analysis Matt is prescribing in this episode is exactly what you need to apply.

How Individual Sales Professionals Can Utilize Sales Funnel Analysis

An individual salesperson makes use of the sales funnel analysis principles Matt shares in this episode, in much the same way a company would. But a primary difference on an individual level has to do with motivation. When an individual seller understands his own sales funnel data and how it compares to the other producers in the company or within the industry, that person is able to discover the small changes that make their work more efficient and enable them to personally close more deals. It’s action based on data, not feelings or intuition, and it’s motivating when you know exactly what you can do to increase your sales effectiveness. Don't miss this important episode.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

Outline of This Episode
  • [1:37] Matt Ostanik: Sales Pipeline and Funnel expert
  • [5:57] Funnel management: one of the worst managed areas of sales
  • [9:40] How a focus on the salesperson’s role in the funnel could improve everything
  • [12:52] How can sellers stop leaving money on the table by utilizing sales funnel data?
  • [17:31] 3 things sellers need in order to drive better funnel management
  • [21:03] The amazing things that happen when you know your sales funnel data
  • [27:10] Why is it important to understand the marketing impact on sales?
  • [33:49] How sales professionals can utilize their sales data more?
Resources Mentioned

MATT’S GRAPHIC GOES HERE

The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - use the code “Leadership 1095”

Connect with Mario!

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Mar 15 2018

41mins

Play

Rank #9: How To Stop Selling And Start Leading, with Deb Calvert, Episode #64

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Deb Calvert is the co-author of the brand new book, “Stop Selling and Start Leading” - a seminal work that outlines the actual responses of thousands of buyers to discover what they really want and need form the sellers they work alongside. This episode features a handful of the insights Deb and her co-authors gleaned in their research and is a great taste of how her book will help you make more sales through leading instead of selling. Deb is the president of People First Productivity Solutions, author of one of HubSpot’s “Top 20 Most Highly-Rated Sales Books of All Time”, and a certified sales and executive coach. Join me on this episode of #SellingWithSocial as Deb reveals the powerful truth of how you can actually increase sales when you stop selling and start leading.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

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These Sales Tips Come From Asking Buyers What They Need From Sellers

One of the most relevant parts of Deb Calvert’s new book, “Stop Selling and Start Leading” is that the insight it contains comes directly from responses buyers gave to this question, “What do you really need from the sellers you work with?” From those responses, 20 leadership behaviors were discovered that buyers want to experience more consistently from sellers. The good news is that each of them is easy to understand and simple to apply. The better we know our buyers’ needs, the better we’ll be able to serve them and provide the right solutions - and the research explained in Deb's new book makes the learning curve short and sweet. In this conversation, Deb and I talk about three of those 20 leadership behaviors, outline what they mean, and flesh them out with real-life examples. Don’t miss it!

Stop Selling By Creating A Real Two-Way Dialogue With Buyers

Most sales professionals believe they engage their buyers in dialogue to discover needs and offer appropriate solutions. Yet, the buyers who responded to Deb’s survey questions stressed that a two-way dialogue is something they want to experience more with buyers. That means we’re not being as effective as we think. Deb says dialogue is more than questions and answers. It’s more than asking qualifying questions (which is really nothing more than diagnostic analysis). Two-way dialogue requires that we pay close attention to what our buyers are saying and that we are present in every moment of the conversation rather than thinking of our next question or next step in the sales cycle. That kind of presence dignifies the buyer and enables us to understand why the solution the buyer needs matters to them and how it’s going to fit with everything else they are doing. That kind of understanding is what builds trust and long-term relationships. Learn the difference between asking questions and leading your buyers into a two-way dialogue, on this episode.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

How You Can Encourage Your Sellers In Ways That Translate To More Sales

Deb says that one of the leadership behaviors buyers want to see more from sellers is encouragement. When Deb speaks of encouraging buyers, she means a lot more than asking for the sale or prompting them to make a decision. She means sellers need to celebrate the shared values and shared victories they experience with the buyer as well as every struggle in the sales process. Think it through: we are asking buyers to champion our solution to the rest of their team. That’s often a very difficult step for them which may mean saying “no” to other things, fighting internally for budget resources, or working to change existing structures to accommodate our solution. They need encouragement to keep going, to stay engaged, and to keep believing in the results our solutions will provide for their team. Find out how you can better encourage your buyers and get more sales as a result, on this episode of Selling With Social.

It’s Easy To Stop Selling And Start Leading. Find Out How

When Deb Calvert initially said that her research discovered 20 leadership behaviors that buyers want sellers to demonstrate on a consistent basis, I have to admit it was a bit intimidating. So I asked her how easy it is to learn these behaviors and add them to my sales approach. She said it’s very easy and that the first thing we need to do is to think less of ourselves as a salesperson and more as a leader. Deb pointed out that every one of us already has others looking to us for guidance - and being a leader in sales is all about guidance. Buyers are looking for someone to guide them to understand the solutions available to them and the benefits they will provide. As a sales leader, you’re perfectly positioned to become that guide. Learn how to stop selling and start leading from Deb Calvert, on this episode - and find out how you can get a free download of the first chapter of her new book.

Outline of This Episode
  • [1:43] The launch of Deb’s new book: Stop Selling and Start Leading
  • [6:18] Why Deb’s book is so unique and how the book came about
  • [9:07] The top 5 leadership practices needed consistently in sales
  • [17:15] Buyers want sellers to encourage their heart
  • [21:56] An extraordinary story of selling through leading
  • [30:25] How easy is it to implement these leadership behaviors?
  • [33:14] How you can get Deb’s sneak peak of the book
  • [34:01] A surprise Deb discovered: ALL buyers want these qualities in sellers
Resources Mentioned

The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - use the code “Leadership 1095”

Connect with Mario!

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Join Mario at The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - and use the code “Leadership 1095” to get a Vengreso-only discount

Mar 29 2018

39mins

Play

Rank #10: The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100

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There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company. Vengreso is almost two years old and the journey thus far has been incredible. On this episode of #SellingWithSocial, I invited my three co-founders to join me to help me tell the Vengreso story. You’ll hear from Kurt Shaver - our Chief Sales Officer, Viveka von Rosen - our Chief Visibility Officer, and Bernie Borges - our Chief Marketing Officer about their experiences in this wild journey. We'll also give you a powerful summary of what it takes to start your own digital sales process.

Brand Drives Demand: Demonstrating How To Saturate Your Industry

One of my favorite sayings that keeps our team on target is this: Brand drives demand. The meaning behind the phrase is that the more effective you are at consistently communicating your brand story and value, the more people and organizations will want to work with you. I say it all the time to our team because I know we can't just preach it, we have to do it.

By creating loads of content, working together as a team to distribute and share it, and leveraging well-designed systems and processes we’ve gotten our content in front of 98 million people via social media. To help you understand exactly how staggering that number is, our nearest competition (a huge brand) has only reached 4 million people through social.

Why did we focus on flooding the digital sales training space like this? Because we had to demonstrate what we teach: Brand drives demand.

Companies That Adopt Social Selling Get 50% Higher Win Rates

If it’s not obvious to you already, you need to know that sales methodology has changed forever. The prevalence of information available today makes it possible for buyers to actually get ahead of sales professionals in the buying cycle, discovering everything they want to know about a product or service through personal research, online reviews, YouTube unboxing videos, and more.

So you tell me, why would you want a digital selling program? So that you can adapt your sales approach to the way buyers are buying. But here’s the biggest reason: The stats are in - companies that adopt social selling programs have 50% higher win rates than those that don’t. If you want to stay ahead of your competition, you’ve GOT to be selling socially. If you want to dominate your industry, digital sales is the only way to do it.

What Kind Of Fishing Pole Are Your Sales Reps Using?

At Vengreso we’ve enjoyed coming up with powerful imagery that helps us communicate the steps necessary to become effective at digital selling. Here's my favorite example: The first thing you need if you’re going to catch fish, is the right kind of pole. You can’t use a deep sea pole if you’re going trout fishing. Likewise, you can’t use a fly rod if you’re trying to catch Blue Marlin.

What does the fishing pole represent? Believe it or not, it’s the LinkedIn profiles of your sales team. Why are LI profiles so important? It’s because of what the stats show us - 62% of decision-makers look at a sales rep’s LinkedIn profile before they decide whether to respond to their phone call, email, or other outreach.

62 percent! That’s huge - and it’s why a LinkedIn profile that is nothing more than a resume is not going to be beneficial to your sales strategy. You need to know how to make your sales team’s profiles powerful resources buyers can reference to see how you can bring value to the table for them. Listen to this episode to hear how the Vengreso team has made LinkedIn a major part of our digital sales training.

You Can’t Launch A Digital Sales Program Without Giving Sellers The Right Bait

When you fish, you can’t catch fish if you use the wrong bait. In digital sales, the bait is the content your sales team needs to move buyers to the point of making a decision. Your organization has to create that content and make it available to your team in an organized fashion.

Our digital sales training includes showing sales organizations how to create a vault of content for the sales team that enables them to sell more effectively. We teach our clients how to organize their content around the buyer’s journey, particular industries, special needs, etc. The point is not the organizational system you use, but that you organize it in a way that YOUR sales team can easily access and use with buyers. Listen to learn more about how Vengreso is leading the way among digital sales training companies.

Outline of This Episode
  • [1:15] The co-founders of Vengreso and the largest digital sales training company in the world
  • [5:55] Recent Data: 62% of decision makers look at a sales rep’s LinkedIn Profile before reaching out
  • [8:20] Companies that adopt social selling get 50% higher win rates
  • [11:48] What makes companies successful? Alignment between sales and marketing AND resourcing your sales team with great content
  • [17:42] What you need in order to capture the attention of the “fish” you’re trying to catch
  • [22:37] 5 products coming from Vengreso in the next few months
  • [28:24] The 10 step methodology that is poised to win awards
  • [34:55] 98 million people reached through social this year: how we did it
  • [37:25] What life has been like as part of the Vengreso team
  • [44:39] Embrace the change and roll with it
Resources Mentioned Connect with Mario!

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Feb 08 2019

47mins

Play

Rank #11: How Little Changes To Your Sales Message Can Have Incredible Results, with Tim Riesterer, Episode #102

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It’s amazing but true - in 101 episodes of #SellingWithSocial I’ve published so far, I have not recorded one conversation focused on what goes into an effective sales message. It’s time to change that - and I can’t think of a better person to help me address the topic than Tim Riesterer.

Tim is the Chief Strategy Officer at Corporate Visions, a company that makes it their business to study the facts behind sales messages. They do the work necessary to discover which turns of phrase and word choices are most effective - and they pass that information along to the sales community. This conversation follows right on the heels the Modern Marketing Engine podcast with CEO, Erik Peterson on customer conversations. Between the two of these podcasts… Well every sales and marketer should be able to crush sales messaging.

Join me for this enlightening conversation. I’m confident it will help you fine-tune your sales message to get better results.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started.

When Products And Services Look Alike, The Best Story Wins

Among the powerful points Tim makes during our conversation is this one: Data and facts don’t close deals as powerfully as stories. That may sound strange coming from a guy whose company digs into the data to find out makes for the most effective sales message. But when you consider that it’s their research that has shown them that stories are more effective, it makes perfect sense.

But Tim’s not saying any old story will work. It’s got to be one the buyer can picture as their own, one that demonstrates the risk they are taking by not making use of what you are offering. There is plenty of nuance to this kind of storytelling, so be sure you listen to hear every aspect of what Tim has to share.

For Existing Customers, Your Story Lives In The Current Status Quo

Tim has become known lately for pushing back against the popular “Challenger” approach to sales. Remember, his push-back is based on the data his company has researched. He says the idea of challenging the status quo works if you face a scenario where you’re trying to replace an incumbent approach. You’re trying to convince the buyer that what they are currently doing is untenable.

But if you ARE the status quo and you’re trying to get a buyer to renew, you should not challenge them to think entirely different than they are. Why? It decreases the likelihood of renewal because they will not assume your company is the only one that can help them make the change you are suggesting. They’ll begin investigating your competition rather than just accepting your proposed solution.

70% to 80% of the revenue that companies derive is from existing customers. Reinforcing the status quo is the most powerful way of getting renewals, price increases, and upgrades or upsells from them. The approach that wins should highlight what you’ve already done together and showcase the momentum they have gained using your solution.

HOW Salespeople Say Things Can Make All The Difference

Many times, salespeople are hired because they seem to be good at trafficking in words - which is the problem. They may be able to speak well but if they don’t know how to use words properly and effectively, they are not going to be very successful at sales.

All day long salespeople tend to talk about the gains, the upside, the positive reasons for using their solution. But the data shows that’s not the most effective approach. Why? Because unless your solution is the one the buyer is already using (the incumbent), YOUR SOLUTION is the risky bet in their minds. They need to be convinced you’re worth the risk - and it won’t happen by explaining all the positives of your solution.

The data shows that buyers are two to three times more likely to make a change if you position your offer in terms of what they will lose by CONTINUING as they are. You’re helping them see that what they are doing is the risky thing, a loss to be avoided.

When you do - you’ll increase the probability of them choosing your solution by 70%. That’s a small change in your sales message that makes a dramatic difference.

Increase A Buyer’s Propensity To Buy By Using The Word “You”

Often, salespeople feel it’s a humble and collaborative approach to tell their stories and give examples in a way that uses the word “we.” They believe that it communicates partnership and trust. But it doesn’t engage the buyer, it doesn’t help them envision what is going to happen for them by adopting your solution. In Tim’s words, “They become somewhat disembodied from the message - they don’t feel responsible for it.”

But now let’s make a shift…

When you use the word “you” in place of the word “we” in those very same sales conversations, the buyer takes greater ownership of what you’re saying. That simple change provokes their imagination - they can see themselves doing something about their problem and they get more involved. You can increase a buyer’s propensity to buy - all the way back to their feeling of how relevant your solution is, how important their need is, and how strongly they feel about addressing the issue - by simply using the word “you” instead of the word “we.”

Do you see how word choice can literally give double-digit advantage to your sales message? But you have to know the right words to use to make that the difference.

Listen to this great conversation with Tim Riesterer and get some of the free downloads Corporate Visions offers. Applying their research to your sales messages could dramatically impact your effectiveness in a rather short period of time.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started.

Outline of This Episode
  • [2:20] Who is Tim and why is he on this episode? What’s Corporate Visions about?
  • [6:12] So many bad pitches and messages: What should be done differently?
  • [16:01] Why “you” language is powerful and how it works
  • [20:20] Your “best friend” voice may be the best sales voice you have
  • [27:15] What the CV team has discovered that salespeople do right and wrong
  • [35:39] Coming down hard on the Challenger sales methodology
Resources Mentioned Connect with Mario!

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Feb 20 2019

48mins

Play

Rank #12: Turning Connections To Conversations When Selling With LinkedIn, Episode #112

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Most sales professionals don't realize that selling on LinkedIn is not only possible, it’s powerfully effective. This episode of #SellingWithSocial is a “takeover” featuring Viveka von Rosen as host of the show, interviewing Mario in order to highlight the content of the new Vengreso course, “Selling With LinkedIn.” You’re going to hear…

  • How to use existing LinkedIn connections to get referrals to your prospects
  • How to follow your prospects strategically and get on their radar through engagement
  • The InMail secret weapon
  • The RIGHT way to send a connection request
  • How to convert connections into conversations
  • And more…

If you’ve been wondering how to make the most of LinkedIn for selling, wonder no more! This episode gives you the basics of how to use the most prominent business-oriented social media platform to connect with prospects who fit your buyer persona perfectly. Don’t miss it!

 

There Is Nothing More Powerful Than Starting Connections Through Referrals

In a recent webinar, the Vengreso team held (Entering Into The Mind of The Marketing Executive Buyer) every exec who participated in the webinar made one thing very clear: The BEST way to get a connection with them is through a referral from someone they already know. That means referrals are your golden ticket into the executive prospect’s office.

But how do you get referrals when you don’t know what connections the two of you have in common? ANSWER: You do it via LinkedIn.

In this episode, Mario outlines a two-step process for finding and utilizing referrals to the people who match your buyer persona. Keep reading to see exactly how it works and listen to this episode to hear it fleshed out in detail.

The Two-Step LinkedIn Process To Personal Referrals To Your Perfect Prospect

It’s true, you can use the tools baked-in to LInkedIn to get personal referrals to the prospects you’d most like to talk to. Here’s how it works:

STEP ONE: Look through your prospect’s connections to see who they know that you also know. These are called “mutual"or "shared” connections. Ideally, you’ll see multiple people who are connections with both of you. What do you do then? Send a message to MULTIPLE people who are connected with both of you. There's a reason for that, and on this episode Mario details why and what that request should say.

STEP TWO: Send a scripted sample message to be sent to the prospect, to the connection who has agreed to make the referral. You want to make it as easy for them as possible. They should modify it to fit their voice and relationship with the person. This saves them time and enables you to make it quick and easy for them to do this favor for you.

Listen to learn more about who are the ideal connections to make referrals for you, how to craft your messaging, and more.

Connect With Sales Prospects By Following Them Effectively On LinkedIn

When you “follow” someone on LinkedIn, do you know what that allows you to do? Following someone allows you to see the person's posts and articles on your homepage without being connected to them. That’s a HUGE advantage when it comes to building the knowledge base you need in order to effectively connect with prospects through LinkedIn. It also enables you to get on their radar in a pre-connection way so that when you do reach out to them, you won’t be an entire stranger.

Here’s how it works: Imagine that you find an ideal buyer for your product or service and you choose to follow them on LinkedIn. They will receive notification that someone followed them (you). In many cases, they will check out your LinkedIn profile. Pay attention to when this happens, it will show you that they are definitely active on LinkedIn.

Once you’ve followed them, what then? It’s time to ENGAGE! As you interact with your prospects by commenting or asking questions about the resources and posts they’ve shared, you are building positive sentiment, displaying your expertise in the industry, and making yourself available. You are able to build the KNOW, LIKE, and TRUST factor with every interaction.

Listen to learn how to use LinkedIn InMail and connection requests appropriately, how and why to incorporate video, and how to apply the PVC methodology to everything you do in relation to prospects.

PERSONALIZED Connection Requests Can Lead to Sales Conversations

How many times have you received a connection request via LinkedIn where the person requesting to connect didn’t bother to tell you why they are connecting with you or how they came to know about you? It’s typical, but the added touch of a personalized connection request goes a long way toward building positive sentiment and familiarity.

So when you finally make a connection request with a prospect, do what you can do personalize it - and be sure to use the PVC methodology (personalize, add value, include a call to action). When you do, most people receiving the request recognize the additional effort you took and accept the request. Then you’ve got your foot in the door to engage with the prospect on a deeper, more meaningful level - eventually leading to sales conversations.

Don’t miss this episode. It’s one of the most practical “how to” conversations you’ll ever hear about selling with LinkedIn.

Outline of This Episode
  • [1:46] Viveka von Rosen hosts Mario on his own show
  • [3:10] Converting connections to conversations when selling with LinkedIn (C2C)
  • [14:27] A step by step cadence to create a connection to a potential buyer
  • [25:46] You’ve done everything so far and no connection - what next?
  • [34:22] An example of circling back on the process multiple times
Resources Mentioned Connect with Mario!

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May 09 2019

44mins

Play

Rank #13: Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108

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It’s hard to believe, but many sales professionals never give strategic thought to the implementation of their sales cadence. What is a sales cadence? It’s a strategic sequence of sales activities that increase connections and enable you to better qualify leads. Every sales rep with a list of customers has some kind of sales cadence, whether they know it or not - and most are not implementing it either strategically or effectively.

On this episode of #SellingWithSocial, I invited my friend, Dave Elkington, CEO and Founder of InsideSales.com to share his data-based expertise on what makes for an effective sales cadence. He highlights many of the mistakes sellers make and explains how to fix them. He also shares a very helpful set of tips for making your prospecting emails more effective, so make sure you take the time to listen.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

The Biggest Problems With Typical Sales Cadences

There are a variety of data points Dave draws from to highlight the best practices of what goes into a winning sales cadence. But before we get to the solutions, let’s look at some of the biggest problems his company’s research has found in modern sales cadences.

Most sales professionals believe that reaching out to a prospect 15 times is what research suggests, but Dave points out that it’s a belief supported by old data and myth, not fact.

In addition, most sellers are only utilizing 2 channels to connect with prospects - phone an email. But the data shows that’s not enough to move the needle significantly.

When it comes to email outreach, sellers are buying the same technologies, so templates and other resources look the same as those of their competition.

The problem is that we are stuck using the outreach methods and tools that feel comfortable to us rather than reaching out in a way that is meaningful to the prospect. Listen to this episode to find out how to fix these and other problems in your sales cadence.

Minor Changes That Can Improve Your Sales Cadence By 100% Or More

Data shows that most sellers are only using 2 methods of communication to reach out to prospects. But if you mix your communication methods, even adding only one additional source, you will get a 400% higher engagement than if you just use two methods of engagement.

Here is another small change that will make a big difference. When surveyed, most sales departments believe they are responding to prospect inquiries within 24 hours. The reality is that it’s far longer than that. But the good news is that data shows that if you can figure out how to respond to their inquiry within 5 minutes, you’ll be 100X more likely to get the prospect to engage.

Do you see how data-supported practices are incredibly powerful for the modern sales organization when implemented correctly?

The Simplest Way To Know If Your Sales Cadence Is Broken

Is your sales cadence broken? Are prospects falling through the cracks or not being contacted in a timely manner? You don’t have to dig into your CRM to find out. It’s a lot simpler than that.

Dave suggests you use a generic email address - that of your kid or your spouse would do - and fill out your own sales prospecting forms. Then sit back and watch what happens. Does your team respond in a timely manner? Do you get sent to the right person and are the solutions you inquired about provided to you effectively? Are the sales reps reaching out to you via a variety of methods?

It’s not rocket science and it doesn’t require a degree in Machine Learning technology to figure out. Take the time to test your own sales cadence. Is it getting the results you expect?

What Should You Be Doing To Prospect Effectively Via Email?

The typical seller does email prospecting when they feel fresh, early in the day. Data shows that's usually between 8 AM and 11 AM, with follow up being done later in the day. But Dave says that is backward from what the data suggests is most effective.

Most execs or decision makers are very busy early in the day. If you’re prospecting during that time your message is likely going to the bottom of the priority list. What does the data show is the best time to do prospecting? Four to Five PM in the prospect’s time zone is the absolute best time to send prospecting emails. It hits their inbox at the time they are most likely to give it attention.

Dave says that one change can get you a 21% higher open rate. If you’re sending an email that includes an attachment, you should bump your contact back one hour - between 5 and 6 PM.

Dave suggests that this finding can vary between industry and niche, so even though you just learned the general best practices, know your audience and know your market to dial it in for your specific needs.

Listen to this episode to hear the latest data-supported best practices regarding email subject lines, email length, and more. It’s all on this episode of Selling With Social.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode
  • [1:54] Dave’s story and the history of how Inside Sales came about
  • [7:16] What is AI and what should sales pros be doing about it?
  • [12:58] Applying AI at work to increase effectiveness
  • [17:40] The typical sales cadence problems and how to fix them
  • [30:35] A LinkedIn outreach campaign that revealed prospecting effectiveness
  • [37:48] Email prospecting tips for better effectiveness
Resources Mentioned Connect with Mario!

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Apr 06 2019

53mins

Play

Rank #14: 10 Steps To Launching A Digital Selling Program, Episode #99

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Digital selling is here to stay. Have you admitted that to yourself yet? Sales organizations around the globe need to jump on the digital bandwagon. If you don’t, your company is on its way down.

But don't let that deter you. If you don’t have a digital selling program implemented within your sales organization, your excuses are over. This episode of #SellingWithSocial explains exactly how you can do it, incrementally, step by step.

It’s a presentation I was honored to deliver at Dreamforce 2018 - “10 Steps To Launch A Digital Selling Program.” I've outlined it clearly and have provided many examples, so don’t put it off any longer. Don’t keep wishing for the good old days when technology and social media were not required to engage with buyers and close deals. Those days are gone - forever. Listen to learn how to become effective at digital sales.

The Buyer Has Changed The Game On The Sales Process

Sales professionals used to be the keepers of the sacred information. If buyers wanted to know about features or applications of a particular product, they had to engage with a salesperson to get it.

Then came the internet. Followed by the smartphone - and the sales game changed forever.

Buyers typically research 60% to 70% of their questions and concerns about a product or service before engaging with someone on the sales team. In short: buyers have gotten faster at buying than sellers are at selling. So salespeople need to be out there, in the places buyers are researching their services in order to be relevant to the conversation at all.

It’s that reality that sets the stage for this presentation. Sales organizations have to catch up with buyers. The sales process has to take digital engagement and opportunities seriously so that salespeople can be involved in the conversations buyers are initiating and engaging in. This episode will enable you to hit the ground running.

A Digital Selling Program Is Your Strategy To Reach The Other 90%

Did you know that only 10% of the calls or emails your sales reps are sending out actually earn a response? That means 90% of your company’s potential buyers are never being reached by traditional sales methods. What will you do to address that issue?

A digital selling program is the answer. You start your program by defining your desired outcomes, then you identify your ideal buyers and map out the typical buyer’s journey. After that, you have to make sure you have the right bait (content) to attract them. Those are just the first 3 steps of developing a digital selling strategy. Listen to this episode to hear me explain all 10.

Do You Have The Right Kind Of Bait For Your Buyer Types?

There isn’t space in a show notes page like this to thoroughly outline all of the steps involved in creating a digital selling program. So let me focus in on one of the most important - the bait.

Just like fishing, you’ve got to have the right bait to catch the attention of the exact buyers you have in mind. The content you create and share on social media and during the sales conversation is that bait.

But it’s not a one-size-fits-all proposition. You need the right kind of messaging to fit each of your different buyer types. That way your sales team can customize their approach, provide exactly what individual buyers need, and engage in sales conversations in relevant ways that lead prospects through their unique buyer’s journey.

Listen to learn why the bait has to be more than just infographics and white papers the marketing team creates, how your sales enablement team should get in on the fun, and why you need to have “vaulted” content that's reserved for your sales team.

Does Your Sales Team Know What To Say In Every Situation?

I was a feet-on-the-ground sales rep for many years. I know what it’s like to hustle and work for the sale. But I also know this: whenever we get the opportunity, those of us in sales will hit the “easy” button.

Sales leaders can’t let that tendency stop their teams from succeeding. That’s why I advocate creating scripts for every scenario. Provide them so that your sales team can easily customize and use them to address buyer questions, speak to particular use cases, and move the conversation forward in ways that make your brand and products look good.

Listen to this episode to learn all 10 steps of creating a digital selling program for your organization.

Outline of This Episode
  • [1:22] Mario’s topic: 10 steps to launching a digital selling program
  • [3:17] Buyers have gotten faster at buying than sellers are at selling
  • [7:12] What are you doing about the other 90% of people you aren’t speaking with?
  • [8:03] STEP ONE: Define the desired outcome
  • [15:01] STEP TWO: Buyer identification and mapping
  • [16:46] STEP THREE: Creating the bait to attract prospects
  • [19:08] STEP FOUR: Get the right tools in place
  • [22:12] STEP FIVE: Provide scripts and resources to your team for every buyer type
  • [24:10] STEP SIX: Create buyer-centric social programs for your entire team
  • [28:40] STEP SEVEN: A 3 phase customized training program
  • [31:04] STEP EIGHT: Use gamification and recognition to drive the behaviors you want
  • [21:11] STEP NINE: Measure and adapt for improvement
  • [33:36] STEP TEN: Make sure you are coaching for continuous improvement
  • [34:20] Ensure you have executive sales leader and front-line buy-in
  • [36:38] How to start your program small and how to go all-in
  • [40:21] A LinkedIn trick: Never send a non-personalized LinkedIn connection request
Resources Mentioned Connect with Mario!

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Jan 31 2019

47mins

Play

Rank #15: Driving Modern Sales Through Customer Success and Implementation, Episode #127

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The creation of a Customer Success Program is a powerful approach to delivering results for customers. On this episode of #SellingWithSocial, I invited the Vengreso Customer Success Team - Ivonne Ribeiro, Mike O’Brien, and Wendy Gertridge to walk us through the customer success program we implement at Vengreso, and that they’ve been instrumental in developing. It’s the process our team uses to understand our customer’s goals, anticipate their challenges, and proactively provide solutions and answers to those issues to drive their success.

Listen to learn how our CS program includes team-wide training to ensure that the new skills and concepts we’re teaching are implemented consistently across the board. If you build your customer success team guided by the ideas you hear on this episode, you’ll boost customer happiness and retention AND increase revenue and customer loyalty.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

What Is The Goal Of A Customer Success Team?

Customer success has one goal: Making the customer’s hopes and dreams about using your product or service a reality. If they are super happy with the results you deliver, they’ll be back - and they will tell others about the incredible results they achieved using your services. At Vengreso we take that seriously, so we’ve created an entire customer success team to ensure it happens for every customer.

In this 4-way conversation, Mike points out that the customer success process often begins with educating or re-educating the customer on best practices, resources available, and how our expertise can empower them to accomplish their goals. It's the process of passing along the experience your team has as you advise and guide your customer. Wendy points out that on a deeper level, we’re always working with the customer toward 3 goals:

1 - Sales behavioral change

2 - More sales conversations, and

3 - Increased sales win rates. 

Ivonne stresses that it’s vital to keep the customer’s end goals in mind, from the beginning. What is the end outcome your customer wants and needs? What is your Customer Success Team going to do to create those outcomes?

Listen to hear how we’ve answered those questions at Vengreso - then use our experience to fuel your own approach to a customer success program.

Before You Implement A Customer Success Plan, You Have To Assess Everything

One of the mantras we’ve developed at Vengreso is that we don’t want to teach our customers how to fish until we’ve provided them with the right bait. In digital sales, the bait is content.

What does that mean on a practical basis? It means we have to analyze both the client’s current resources and approach AND their target customer to determine if they have the right bait to catch their ideal customers.

This involves reviewing the customer’s website and those of competitors to see what’s working and what isn’t. We also analyze their existing social media strategy including the images, hashtags, and gated and ungated content they offer. We assess their landing pages and forms, their user experience and interface, keywords, topics that are driving traffic, and much more. This careful research is what enables us to create a content strategy that demonstrates our customer’s expertise and ability to solve the problems their prospects have. 

Don’t Put Your Strategy In Motion Without Training Your Customer

Once we’ve created a data-driven strategy for our customers we want to ensure that they can implement it successfully. That means we often have to re-train our customer’s sales team in doing digital sales the right way. The right connection strategy, implemented properly will make a huge difference in the results they get.

One of the first things we do is to help each salesperson with a LinkedIn profile makeover. Why? Because the profiles of our customer’s employees are mini-websites for the company, and they are more important than people think. The most recent LinkedIn State of Sales report says that 62% of buyers look at a salesperson’s LinkedIn profile before considering their company as a partner. That makes employee LinkedIn profiles a powerful piece of digital real estate that can serve as a significant touchpoint in the prospect’s buying journey.

The Vengreso approach to this LinkedIn profile makeover takes 8 weeks to implement because our customer’s sales teams typically won’t implement these changes on their own. So we guide them, step by step - to see the importance of what we’re doing and to put the changes into place.

 

How Will You Make Learning Stick For Your Customers?

Most companies train their customers to use their product or service and expect the customer to remember everything from the training. That seldom happens. Your customers need help when it comes to getting the learning to stick, and it’s your responsibility to see that it does.

One of the most important aspects of the Vengreso “make the learning stick” philosophy is the way we go about our 15 week-long “Selling With LinkedIn” course. Every member of our customer’s sales teams must work their way through this data-driven, best-practice course to help them break bad habits and establish new ones. Our goal is to help students learn over the course of time in small chunks - and we approach it in three stages:

1 - Learn on their own

2 - Learn through hands-on practical experience

3 - Receive coaching to help reinforce what they’ve learned and practiced

This 3-pronged approach enables us to do the hand-holding that ensures our customers embrace and implement the training we provide. But we go beyond that by providing detailed reporting to the leaders of our customer’s sales teams so they can keep their teams accountable for the learning and implementation as well. 

Key to driving true customer success is measuring the Key Performance Indicators of how a customer WANTS to measure the success of the digital selling training program. When we track and provide those metrics, our customer success program is truly successful. Listen to learn how it works for us and to begin coming up with your own ideas about implementing a customer success team in your company.

This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started.

Outline of This Episode
  • [1:51] Three special guests on this episode: The Vengreso Customer Success and Implementation team - Wendy, Mike, and Yvonne
  • [9:11] Building our customer success team from scratch: How it happened
  • [15:57] Providing clients with the right bait (so they can catch the right fish)
  • [21:31] The right distribution strategy is vital for company-wide positions, including sales
  • [31:11] What goes into a LinkedIn profile makeover?
  • [35:57] How Customer Success drives an awesome experience
  • [45:65] Why the closeout is as important as anything else
Resources Mentioned

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Learn how to drive modern #sales success from the Vengreso #CustomerSuccess team, on this episode of #SellingWithSocial, with @M_3Jr, CEO. Listen now! #DigitalSales #SocialSelling #SalesLeaders @Gong_io #Gong #RevenueSuccess

Discover the goals and strategy of a #CustomerSuccess team, from CEO @M_3Jr and the Vengreso team, on this episode of #SellingWithSocial. Listen now! #DigitalSales #SocialSelling #Sales @Gong_io #Gong #RevenueSuccess

Before you implement a #CustomerSuccess plan, assess everything your customers are doing. Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess

Don’t put your #CustomerSuccess strategy in motion without training your customer adequately. Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess

How will your #CustomerSuccess team make learning stick for your customers? Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess

Sep 20 2019

55mins

Play

Rank #16: How The Modern Seller Makes Fans Of Modern Buyers, with Meridith Elliott Powell, Episode #136

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Many sales professionals have been in the selling game for years but can’t honestly be called modern sellers. Why is that? Because they are stuck in old habits, old methods, and worse—old mindsets that don’t fit the digital selling era we’ve entered. There is a lot to learn, even for experienced sellers. On this episode of the #ModernSelling podcast I dig into what it takes to become a modern selling machine, with my friend Meridith ElliottPowell.

If you want to hear from an old-school seller who’s truly adapted and embraced the modern selling environment successfully, Meridith is that person. She’s not only adapted, she’s excelled, and for one reason: She’s learned how to make the most of today’s rapidly changing business climate to turn it to her strategic advantage, and she helps companies and sales teams do the same. She drops so many value bombs on this episode we could have kept talking for hours. Be sure you join us!

Sales Has Changed For One Primary Reason: The Buyer Is In Control

Today, we can sit in our homes and buy, buy, buy until we have everything we need. Amazon and other online portals make it possible, with free shipping included. Even more to the point, we have the opportunity to check out companies, products, and salespeople independently without them even knowing about it. When and if we (the buyer) ever connect with a salesperson, WE are the one with the advantage because we know almost everything about them (the seller) and they know very little about us.

Now, flip the script. YOU are the seller. You are the one who starts the conversation with a potential buyer at a disadvantage. That is the modern selling environment. Rather than bemoan the fact, we need to learn how to work within it so that we can help buyers. Meridith says that true modern sellers believe they are more important than ever because they are the piece of the sales puzzle that infuses the process with the emotional intelligence and empathy that builds trust. So don’t let the fact that the buyer is in control deter you. You STILL have something extremely valuable that they need—the human touch.

Modern Sellers Make Themselves Influencers In the Marketplace

When you’re trying to sell in a climate where buyers can research your products and services long before talking with you, sellers have to become intentional about what they will encounter during that search. You have to be out there where they can see you, hear about you, investigate you until they are satisfied with what you have to offer. When you've done it well, they will be willing to email or pick up the phone.

How do you accomplish that? By a multichannel approach that for one, builds on your company’s reputation and success. But you also want to be intentional about how you engage with existing customers. They are the ones who know you best and have personally experienced your solutions. When they are thrilled with what you do for them and how you care for them, they will be happy to recommend you when they meet others who are searching for what you offer. On this episode, Meridith tells an amazing story about how this can happen, so be sure you listen to hear it!

Many Sales Professionals Are Chasing The Wrong Targets

Meridith points out that though it’s always been a problem, sellers are STILL chasing the wrong leads. With the technology and tools available, we should be better than ever at qualifying leads and discerning what opportunities are the best use of our time and energy, but sadly, it’s not the case.

She points out that we can learn a valuable lesson from Amazon and Zappos. They got big by learning to do what she calls “niching to expand.” What does that mean? It means that when they began, they understood that many people were not thrilled about the idea of buying things online. So they didn't waste time chasing those people. They targeted and sold to those who they knew would be open to buying online. And they knew that if those people found them, bought from them, and were happy, then THEY would spread the word and sell everyone else. That’s exactly what happened.

If you are spending time pursuing leads that will be hard to close OR are closing deals with customers who will be hard to serve, you are taking your sales cycle backwards. You need to learn how to niche to expand, and Meridith explains how to do it on this episode.

Effective Sellers Follow Up Systematically Because They Understand This

It’s a reasonable conclusion that when you reach out to a prospect after a sales call and they don’t respond, you should back off. You don’t want to bother them, right? Though it sounds reasonable it’s exactly the wrong thing to do. Why? Because you’re interpreting their silence to mean something it likely doesn’t mean.

Most of the no-replies you get happen because you and your solutions WERE near the top of your prospect’s priorities, UNTIL they hung up the phone and encountered the urgent things of business and life. You haven’t given them enough reason (value) to push you back to the top of their priority list. So don’t stop following up, just do it differently, by personalizing, adding value, and giving a related call to action. Meridith has some great tips and insight about this, so be sure you listen to this episode!

Outline of This Episode
  • [2:30] Who is Meridith Elliot Powell - and why should you care?
  • [10:40] How supporting your team’s goals and fuel your own
  • [15:10] Hiring for personal vision and values
  • [18:42] How sales has changed in recent years
  • [26:04] Learning to niche in to grow big as sales professionals
  • [33:50] How to shorten the sales cycle for modern selling
  • [35:55] How the fail happens most often in the follow up
  • [43:14] Why today’s consumer (buyer) is in control - and how to manage that fact
Resources Mentioned Connect with Mario!

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Feb 20 2020

53mins

Play

Rank #17: How To Leverage Video For Sales, Authority, and Trust, with Viveka von Rosen, Episode #75

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Viveka von Rosen is Vengreso’s co-founder, Chief Visibility Officer, and THE expert on using video for sales. On this episode of #SellingWithSocial she explains why using video for sales will launch you past your competition and how you can build brand trust through videos. We also offer practical tips that will help you craft better video marketing tools for your business. It’s an episode filled with insights that you can’t afford to miss, so be sure to listen!

Using Video for Sales is Critical for Ultimate Selling Success - Here’s Why

75% of executives watch business-related online videos every week - and they share it with countless colleagues. Using video for sales works because it communicates the authenticity of your brand. Video builds credibility, and videos shared on LinkedIn receive 10x more exposure and shares than any other type of post. If you’re not using video for sales, you’re falling behind your competition. For more insights on why using video for sales is the best marketing strategy available, be sure to listen to this episode.

A Great Sales Video Should Include These 4 Components

A great video for sales isn’t just a scripted advertisement. It’s a carefully crafted marketing tool that will lead to more brand exposure and a greater sense of trust with your market. I share 4 main components every video for sales should include on this episode. Here they are.

  1. Warm, personal greeting (and closing)
  2. Identification of the problem your customer faces
  3. Explanation of additional resources available to them to solve the problem
  4. A call to action that pairs a solution with your company and theirs
You NEED to Combine Landing Pages with Video Marketing Tools

After you decide to use video for sales, the next step is to start pairing landing pages with your videos. These landing pages become resources that executives will share with their colleagues, and you can watch your views and click rates skyrocket. A great video landing page includes additional resources that pair with the video, clickable call to actions, your contact information and your company’s social media platforms. Solutions like OneMob exist to help you build these pages, so there’s no reason not to be using video in sales. To hear the full story behind landing pages and how they can drive the success of your sales videos, be sure to listen.

These Top 5 Tips Will Result in Better Sales Videos

Viveka wants every salesperson to know that you should never let fear keep you from closing the biggest deals of your life. You should never be afraid of being on camera because all your customers want is YOU being authentic and relatable. She shares 5 practical tips you can follow to record better sales videos:

  1. Look straight at the camera lens
  2. Use the correct camera angle
  3. Masterfully use gestures (if you feel like you’re over-gesturing, you’re using the right amount)
  4. Sit with correct posture and use your entire face for emotions
  5. Know your audience and dress accordingly

Keep your videos short, keep them honest, and you’ll succeed in using video for sales. For even more great insights, be sure to listen to this episode.

Outline of This Episode
  • [1:05] My guest for this episode of Selling With Social is Viveka Von Rosen
  • [8:18] Why is video becoming so popular?
  • [13:45] Don’t be nervous about using video, use these tools!
  • [16:00] What is video marketing for marketing, compared to video marketing for sales?
  • [19:50] Why you should combine landing pages with your video marketing tools
  • [26:57] The best tips for recording marketing video content
  • [36:53] Don’t opt out of using video for sales because of fear
  • [40:15] Viveka on LinkedIn video, and her next conversation with Mario on Selling With Social
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Jun 30 2018

44mins

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Rank #18: Modern Sales Prospecting Dos and Don’ts - Mario On The Salesman Podcast With Will Barron, #122

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Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more!

If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn.

Social Is About Warming Up Prospects Before The Phone Call

We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them?

I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact:

  • Follow the prospect on LinkedIn
  • Pay attention to when they look at your profile
  • Engage with their posts in a meaningful way
  • Next, request to connect with them via LinkedIn
  • Continue to engage with their content, share their content, tag them
  • Send an email
  • Send a personalized video
  • THEN make the phone call

And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response.

Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting

One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make:

  • The average response rate on cold email outreach is less than 3%
  • The average response rate on cold calling via the telephone is less than 3%
  • 62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially
  • When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41%
  • When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61%

Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations.

How You Can Know If Your Social Selling Efforts Are Working?

It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand...

The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time.

Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities.

What Is Keeping You From Converting Connections Into Conversations?

So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments. 

Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers. 

Outline of This Episode
  • [1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast”
  • [2:10] A better way to carry out sales calls in the internet age
  • [9:09] Data-based best practices for outreach and prospecting
  • [15:28] Is the issue reaching or getting a response from individuals?
  • [20:56] How do you know if you’re doing a good job at modern sales prospecting?
  • [27:08] The right way to use social profiles to set yourself up as the expert in your field
  • [34:12] How long does it take to leverage social cadences properly for modern sales?
  • [39:58] The next trend for sellers to get their heads around: AI
  • [43:16] Mario’s advice to his younger self to enable him to sell more
Resources Mentioned Connect with Mario!

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Aug 01 2019

46mins

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Rank #19: How The Right Sales Stack Can Grow Sales Faster, with Erroin Martin, Episode #57

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Every growing company reaches the point where a powerful and integrated sales stack is needed to manage the sales cycle. It's a necessity because there are many places within the sales process that a prospect or customer can fall through the cracks. Every time it happens, an opportunity is lost. But putting together an effective and efficient sales stack can be very difficult. For this episode of #SellingWithSocial, Erroin Martin of Conversica shares about the various elements of a sales stack that enable timely engagement, coaching, forecasting, and more. We talked about the role AI plays in the stack, how a great sales stack can drive out inefficiencies in the sales cycle, and why people will always be involved in the process in spite of the power of AI. This episode is worth much more than the time you’ll invest in it, so be sure you listen.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

What If It Was Possible to Only Engage With Buyers When They Are Ready?

One of the most intriguing things happening when it comes to sales software is the integration of AI. Software already exists that takes a good deal of the follow-up engagement off of the salesperson's plate until the timing is right for an actual sales conversation. These intelligent programs are able to take cues from social media, email and text interactions, and other data points to stay engaged with the prospect in meaningful ways until they are ready to respond. Erroin explains how it works and why this kind of engagement software is a vital consideration as you develop your own sales stack, so don't miss this episode.

A Great Sales Stack Enables You to Know Your Buyer Before You Talk With Them

As sales professionals, we know how important it is that our buyers feel that we understand the problems they are facing. It's that understanding that enables them to trust our expertise and feel comfortable with our solutions to their problems. That means we need to know our buyers as well as possible before we pick up the phone for a sales conversation. In this episode, Erroin and I chat about the different pieces of software available that enable us to do exactly that. It's one aspect of an effective sales stack that is becoming more and more powerful over time due to the integration AI. But it's not technology for technology's sake. It's for the purpose of an enabling us to build real relationships with our buyers that foster the kind of trust needed to establish a long-term relationship. If you're curious about the possibilities available today when it comes to sales software, you have got to hear this episode of Selling With Social.

This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate.

Your Sales Stack Should Drive Out Inefficiencies in Your Sales Process

Every sales professional knows the frustration of not being able to engage with buyers effectively. There are so many pieces in motion during the sales cycle it's inevitable that something will fall through the cracks if the problem isn't addressed. That is where an effective sales stack comes into the picture. The software your sales organization uses should drive out the inefficiencies in your sales process to enable the sales team to not only stay on top of engagement but increase sales as a result. If that is not happening in your sales organization, you've got to hear what my guest shares on this episode.

AI Won't Replace Salespeople: Emotional Connections With Buyers Still Matter

Every now and then an article is published that tries to forecast whether salespeople will ever be replaced by AI. Neither myself nor my guest on this episode believe that day will ever come. Why? Because there will always be a need for emotional connections with buyers. A piece of software simply can't do that, no matter how smart it is. Salespeople are the human element of the sales cycle, which is perhaps the most vital because it is what assures a buyer that they are more than a number and they are dealing with real people who are reliable and trustworthy. That's why Erroin, the Vice President of Sales for Conversica still trains his sales team in emotional intelligence skills even though their company produces AI-based software for sales that actually talks to customers. That makes his perspective not only unique, but incredibly valuable. I encourage you to take the time to listen to what he has to share on this episode.

Outline of This Episode
  • [2:10] Erroin’s history in sales and software tech
  • [4:47] How AI can be used to make engagement and follow up happen
  • [11:58] What is AI and why is it helpful for sales follow up?
  • [14:16] Tech tools are needed to weed out inefficiencies in the sales cycle
  • [22:55] Automating and predicting are two powerful functions of a good sales stack
  • [24:10] Knowing your buyer before you even meet them using sales tech
  • [32:19] How Erroin is building emotional intelligence into his sales team
Resources Mentioned

The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - use the code “Leadership1095”

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Connect with Mario!

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Join Mario at The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - and use the code “Leadership 1095” to get a Vengreso-only discount

Feb 08 2018

43mins

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Rank #20: Proof: Social Selling Adoption Will Impact Quota Attainment, with Tamara Schenk, Episode #52

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Did you know that a recent study has revealed that if 75% of your organization adopts social selling techniques to engage with buyers, you are likely to see a 61% quota attainment result? How is that possible? What steps can your organization take to see those kind of results? You’ll find out on this episode of #SellingWithSocial with guest expert Tamara Schenk. Tamara is a research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, social selling, and collaboration. She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team. Don’t miss a minute of this compelling episode featuring Tamara!

Embracing a Sales Enablement Strategy

If you were to evaluate your organization right now, what score would you give it when it comes to sales enablement? Do you have a well thought out strategy? Are you in the process of growing and developing it? Or is it more of an afterthought and lumped in with sales operations? On this episode of #SellingWithSocial, Tamara explains why it's so important for businesses to have separate sales enablement and sales operations teams that work closely together. Too often these two teams get lumped into one, learn from Tamara’s perspective and the research she’s done that points to the benefit of having these teams work independently but part of a cohesive strategy. Make sure to listen to this episode!

How can Sales Enablement drive Social Selling?

Is your sales enablement team driving social selling? Do you, as a leader see the need to expand and develop your approach in the social selling arena? On this episode of #SellingWithSocial, Tamara goes over her observations of how social selling fits into a broader approach to the sales environment. Tamara says that social selling is not just another piece of technology, it’s not just another tool, it comes down to embracing a total mindset shift on how to engage in a different way. Find out what lessons you can learn from Tamara’s perspective on this powerful episode!

How you can create alignment between sales and marketing.

Is there alignment between sales and marketing in your organization? Would the personnel on those teams agree with your assessment? What does it take to have a cohesive and focused strategy that brings your sales and marketing teams into alignment? On this episode of #SellingWithSocial, Tamara shares how leaders like you can work toward healthy alignment between your sales and marketing teams. Tamara says that it’s important to start with a change in perspective, the pushback between sales and marketing needs to come to an end if there is any hope for lasting alignment. She goes on to explain how this push for alignment between sales and marketing can impact the overall sales enablement strategy. Make sure to listen to this episode as Tamara expands on this topic and much more!

Social Selling is not just using social networks!

Have you ever had someone contact you to do business and then proceed to completely and utterly fail at their sales pitch? What are so many salespeople getting wrong in their digital approach and sales pitches? On this episode of #SelingWithSocial, Tamara and I go over an email I recently received that serves as a prime example of what happens when organizations fail to understand that social selling is not just using social networks. Make sure to listen to this episode as we unpack this salesperson’s approach and key lessons you can learn to avoid their same mistakes.

Outline of This Episode
  • [1:00] I introduce my guest, Tamara Schenk.
  • [4:30] Why was there a need for sales enablement optimization study?
  • [7:30] Is social selling an important area for organizations to focus on?
  • [13:30] Takeaways from the sales enablement optimization study.
  • [18:00] Why sales coaching is so important.
  • [20:00] How do you create alignment between sales and marketing?
  • [23:30] Tamara and I go over an email I recently received.
  • [33:00] Tamara goes over why intentions are so important.
  • [36:30] Navigating the complexity of connecting with buyers.
Resources Mentioned Connect with Mario!

Jan 05 2018

43mins

Play