Mastering Modern Selling

Leave your comment Welcome to the New Year! In our 2024 kickoff episode we examine  the evolving realm of "social selling" and the strategic approach required for B2B success in today's fast-paced digital marketplace. This episode is focused on redefining our understanding of relationship building in sales. We explore how the digital era has transformed the dynamics of business inte...

Leave your comment Discover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023.   Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your approach to CRM systems, und...

Leave your comment In this episode we journey through the past year's B2B sales landscape, discussing the triumphs and obstacles we faced.   With the buyer-centric approach taking center stage, trust-building has become more important than ever.   The conversation flows from the tactical use of LinkedIn right into the relevance of quality over quantity in our social media engagements.  As we...

Leave your comment In this episode we interview a social selling success story, Greg Laemmer. Discover how his mastery on the tennis court served as a prelude to sales success, and the undeniable impact of genuine interactions on LinkedIn. Greg dismantles the myths about traditional sectors being resistant to tech, revealing instead how these platforms can skyrocket your sales figures and foster m...

Leave your comment Get ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another pitch...

Leave your comment In this episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We sift throug...

Leave your comment In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart".  Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sales professional...

Leave your comment In this episode, Tom, Brandon, and Carson engage in a comprehensive discussion to provide insights and strategies aimed at transforming uncertainties into viable opportunities. The conversation delves into interpreting the impacts of global events, the intricacies of technological advancements, and the dynamics of economic shifts. A thorough exploration is conducted to underscor...

Leave your comment In this episode we welcome best-selling author Mike Weinberg!  As a top performer in sales, Mike has embarked on a journey from being a stellar salesperson to a triumphant sales management culture leader. His ride, filled with trials, triumphs and a treasure trove of insights, not only makes for an engaging tale but offers a wealth of wisdom on the importance of sales management...

Leave your comment This week, we are privileged to welcome Kristie Jones, a distinguished expert in sales leadership, to share her remarkable journey from a career in retail to becoming an authority in sales leadership. We will explore Kristie's transition from a traditional corporate setting to a dynamic startup environment, highlighting her experiences in evolving from physical media distri...

Leave your comment Join us as we sit down with industry leader Jeff Winter, who transformed from an average LinkedIn user to a thought trailblazer in just two and a half years. Alongside Jeff, we welcome the return of Carson Heady, who updates us on his new role at Microsoft for Tech for Social Impact, and the noble pursuit of building a social selling engine for the global good. Just imagine the...

Leave your comment Ever wondered why traditional cold outreach no longer gives desired results? Discover how capturing your audience's attention has drastically changed in today's digital age, as we move from not just capturing demand but creating it. With only 3-5% of ideal prospects actively looking to buy, we share innovative ways of getting in front of prospects early in their buying...

Leave your comment Join us as we chat with Morgan J Ingram, an expert in advancing the buyer journey through innovative techniques such as videos and events.  Morgan shares his valuable insights on how documentation can be key in making your brand stand out and stay top of mind with potential buyers.  Morgan emphasizes the  synergy between sales and marketing, and how the two can join forces to ma...

Leave your comment In this episode we are joined by Mandy McEwen the founder of Luminetics. Mandy is a well known speaker and an expert on LinkedIn and Social Selling and we will explore Mandy's successful strategies, techniques and best practices for accelerating your response rate on LinkedIn in just 30 days. In this week's show,  Mandy takes us on her journey from entering the LinkedI...

Leave your comment Get ready for an insightful dive into the world of AI in sales with the incredibly knowledgeable Amarpreet Kalcat. You'll be captivated by Amarpreet's unique perspective on the intersection of technology and the art of selling, drawing from his extensive experience in AI, data algorithms, and product building. This promises to be an enriching exploration of how to keep...

Leave your comment Ever wondered if social selling is truly the future of sales? Or if it's just a passing trend? Fear no more as we bring you the King of Social Selling himself, Daniel Disney. Brace yourself for a hearty conversation dripping with dad jokes, insights from Daniel's books on LinkedIn sales and messaging, and the secret sauce for garnering any meeting you desire.  Our jour...

Leave your comment In this week's episode we are joined by LinkedIn experrt Mic Adams where will explore how to harness the power of social recruiting and employee advocacy. We will explore strategies that leverage a workforce's networks, turning employees into brand ambassadors, and streamlining talent acquisition through social channels. We will also explore how employee engagement and...

Leave your comment In this week's episode we will explore a key new strategy for social selling success : community building. We will discover how community emphasizes trust and long-term relationship and transforms customers into brand ambassadors and prospects into string, healthy connections.  Subscribe to the audio podcast on your favorite channel:  https://socialselling2.0.buzzsprout.com...

Leave your comment This week we are joined by LinkedIn Celebrity Darren McKee! Darren will share his secrets on how he organically grew his LinkedIn presence and influence and how that has lead to sales success as VP of Sales at Skye!  1:00- Dad jokes 3:09- Darren’s background  4:51- Darren’s LinkedIn journey 8:28- Personal LinkedIn  11:37- Showing up everyday  15:16- Creating demand  18:36- It’s...

Leave your comment This week we are joined by best selling author, keynote speaker and sales expert Anthony Iannarino. Anthony specializes in complex B2B sales and will discuss why sales is broken and the framework for his new Revenue Blueprint. This is a not miss episode! 1:40- Dad joke time 4:25- Anthony Iannario background  6:55- Being effective 10:09- The Only Sales Guide 12:30- Discovery Meet...

Leave your comment Season 2 kicks off with an amazing social selling 2.0 case study featuring Lauren Marturano and Flora Muglia from Zinnia. In this episode we will discover how Lauren and Flora have leveraged "dark social" and social selling tactics to grow their early stage startup and why social selling is critical to their sales and marketing playbook.  4:30- Flora’s Background  9:38...

Leave your comment Season 2 of Social Selling for Newbies is launching on August 2nd with an amazing guest line up that will help you take your social selling results to a whole another level! In our final Season 1 episode we will explore the good, the bad and the ugly from the past 12 months and look ahead to what's coming in Season 2.  2:16- Today’s dad joke 4:15- Moving into season 2 7:02-...

Leave your comment In this episode we are joined by LinkedIn expert Alexander Low where we will explore the latest features, capabilities and strategies with LinkedIn Sales Navigator.  3:22- What’s new in LinkedIn Sales Navigator  4:47- Alex introduction 10:53- Necessity of Sales Navigator  14:00- It’s more than a search tool 17:15- Example of Sales Navigator 20:06- Is it worth it?  22:43- Weaknes...

Leave your comment Commenting on LinkedIn and other social channels has become the fastest and most efficient way to build connections and professional relationships. In this episode we will introduce strategies and techniques that will allow you to discover your ideal commenting style that will produce maximum results and connections including how to access a cool, new AI-driven commenting assess...

Leave your comment In this episode we will take a look back over the last 6 months and what has changed in the world of social selling and what we expect for the next 6 months! 6:03- B2B selling has gotten harder 10:01- Sales relies on emails  12:30- Social Selling Pipeline  15:42- Active personal brand  19:53- Stretch your Commenting wings  24:36- Creating Credibility  28:14- Looking Ahead 30:39-...