The Modern Selling Podcast

The Modern Selling Podcast

vengreso.com/selling-with-social-podcast
Social Selling & Effective Marketing from Experts in the Field


Cold Calling Scripts for Today’s Modern Seller, with Joe Pici
Aug 6 • 52 min
Some people say cold calling is dead, that B2B prospects don’t answer the phone anymore. But my guest in this episode of the Modern Selling podcast says that he gets a 95% closing rate with the cold calling scripts he shared during our interview….
5 Must-Have Sales Coaching Tips for Emerging and Seasoned Leaders, with Scott Miller
Jul 30 • 49 min
We all know the mantra of sales leadership: find, recruit and retain top talent. But after recruiting, the most important role of a leader is to provide feedback and coaching. My guest in this episode of the Modern Selling podcast is an experienced…
The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black
Jul 16 • 41 min
We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of…
3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows, Episode #146
Jul 2 • 57 min
The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who…
Building Sales Teams: How to Attract, Develop and Retain Top Talent, with Wendy Mitchell-Covington, Episode #145
Jun 25 • 50 min
The average tenure of a sales rep is and according to a replacing a sales rep costs organizations $97,690 on average. That’s why when building sales teams, sales leaders must know how to attract, develop and retain top talent. My guest in this…
How Inclusion and Diversity in Sales and Business Can Enrich the Workplace, with Sara Jones, Episode #144
Jun 11 • 58 min
A large number of sales organizations in America are still dominated by white male leaders, which means they’re missing out on the great benefits of inclusion and diversity in sales. Exposure to other cultures, ethnicities and backgrounds has…
Why Sales Leaders MUST Revisit their Sales Training Strategies NOW, with Mary Shea, Episode #143
Jun 4 • 47 min
Many companies still train their sales reps with outdated methodologies from 20 or 30 years ago. But the modern buyer is very different. To teach skills that will help sellers reach digitally savvy buyers who prefer to do research on their own before…
Thinking of Hiring an Outsourced Sales Company But Not Sure It’s The Best Move?, with Benjamin Simms, Episode #142
May 7 • 54 min
For many sales leaders, it’s unthinkable to consider an outsourced sales team, simply because it’s way outside the box we typically operate within. But my guest on this episode of #ModernSelling has many persuasive reasons outsourcing your sales…
Remote Selling: Help Your Sales Team Hit Quota While Working From Home, with Chad Olds, Episode #141
Apr 16 • 50 min
One of the most dramatic changes the sales community is having to make due to COVID-19 is the switch to remote selling VS an in-office role. Working from home is not easy for many people and even worse for those who thrive on the collaboration and…
How Personalized Sales Outreach Can Increase Sales Conversions Up to 60%, with Kris Rudeegraap, Episode #140
Apr 9 • 41 min
Sales outreach is one way to set your sellers apart because they deliver personalized experiences in a powerful way to prospects and customers to increase sales conversions. My guest on this episode of #ModernSelling is Kris Rudeegraap,…
No Upselling Strategy Means You’re Missing Up To 30% Of Sales, with Victor Antonio, Episode #139
Mar 31 • 43 min
It may sound crazy to be talking about an upselling strategy in the midst of a world-wide crisis like Coronavirus, but the harsh reality is that companies and individuals who are not working extra hard to keep their revenue driving forward during a…
Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138
Mar 19 • 43 min
The COVID-19 outbreak has many sales leaders scrambling to create or find virtual sales training that works. In one sense, that’s entirely understandable. As the virus spreads, more and more sales training companies are having to cancel…
Building a Healthy Sales Culture in Your Company, with Mike Volpe, Episode #137
Mar 12 • 47 min
Building a healthy sales culture is becoming more and more important in the modern selling context. It impacts everything from career paths and the success of team members to retention and churn to recruitment and even to landing big deals. This…
How The Modern Seller Makes Fans Of Modern Buyers, with Meridith Elliott Powell, Episode #136
Feb 20 • 53 min
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…
How To Make Corporate Sales Training Stick For Your Entire Team, with David Mattson, Episode #135
Feb 13 • 52 min
By far, the biggest issue with corporate sales training is that most of what you or your sales team learns at the event is gone within days of attending. Statistics show that when stepping back into the pressure and demands of the sales arena, most…
Sales Is About Relationships. Have You Forgotten? With Dale Dupree, Episode #134
Feb 6 • 47 min
I’ve had a few experiences lately that have reminded me how much sales is about relationships. From prospecting, all the way up to serving as a leader of a sales team, the relationships with people are what matter most. To speak on this issue I…
Sales Methods: The What, When, Why, and How, with Steve Maxwell, Episode #133
Jan 30 • 48 min
There are so many sales methods available in the modern sales environment - perhaps too many. How do you select one that will drive your sales team’s productivity in a way that enables them to reach sales goals? I invited sales leader Steve Maxwell…
Overcoming No Decision In The B2B Buying Process, with Jon Perera and Matt Weil, from Highspot, #133
Jan 23 • 42 min
The B2B buying process is filled with challenges. One of the most frustrating is when a promising sales conversation falls into the “no decision” category. What’s the problem? Is it really a “no decision” situation or is something else going…
Building A Sales Team That Closes More Deals, with Kraig Kleeman, Episode #131
Jan 16 • 45 min
What would happen to your company’s sales revenue if you were actively building a sales team where every member was progressively becoming a top performer? You know the answer - your company’s overall success would skyrocket. On this episode of…
Creating A Profitable Fanocracy For Your Brand, with David Meerman Scott, Episode #130
Jan 9 • 52 min
Have you ever heard the term “Fanocracy?” Probably not, unless you’ve already picked up a copy of the new book by my guest, . David is a master marketer, keynote speaker, and a keen observer of the way we operate as human beings. His latest…
Your Sales Mindset Needs An Overhaul - Here’s How To Start, with Bernadette McClelland, Episode #129
Nov 7, 2019 • 46 min
Subscribe to Selling With Social | | | 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…
How To Get The Meeting Every Time, with Stu Heinecke, Episode #128
Oct 3, 2019 • 43 min
Subscribe to Selling With Social | | | 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…
Driving Modern Sales Through Customer Success and Implementation, Episode #127
Sep 20, 2019 • 55 min
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How To Use Referral Selling To Drive Qualified Leads And Generate Sales, with Joanne Black, Episode #126
Sep 12, 2019 • 55 min
Subscribe to Selling With Social | | | Referral Selling: It sounds like the holy grail of lead generation and customer acquisition, and my guest on this episode of #SellingWithSocial insists that it is all of that and more. Joanne Black says that…
A Sales Manager’s Guide To Killer Engagement At Your Next Trade Show Sales Booth, with Alice Heiman, Episode #125
Sep 4, 2019 • 55 min
Subscribe to Selling With Social | | | If you are going to spend the time and money to send people from your company to work a trade show booth, you need to be sure that you get the greatest ROI possible. This episode of #SellingWithSocial…
How to Increase Sales by Transforming the Sales Structure, with Steve Niemiec, Episode #124
Aug 26, 2019 • 51 min
Subscribe to Selling With Social | | | If your goal is to increase sales, is it merely a matter of getting more qualified leads into the pipeline or does it depend on other aspects of the customer journey? Steve Niemiec believes that there’s a lot…
Empower Your Sales Team With The 4 Pillars Of Sales Leadership With Jeff Shore, Episode #123
Aug 15, 2019 • 39 min
Sales leadership is one of the most difficult roles to fill in any company. My guest on this episode of #SellingWithSocial shares why empowering your sales team starts with freeing up your sales leaders and streamlining their responsibilities. Jeff Shore…
Modern Sales Prospecting Dos and Don’ts - Mario On The Salesman Podcast With Will Barron, #122
Aug 1, 2019 • 46 min
Subscribe to Selling With Social | | | 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….
Mario Shares Sales Secrets From The Top 1% With Brandon Bornancin, Episode #121
Jul 29, 2019 • 58 min
Subscribe to Selling With Social | | | This episode of #SellingWithSocial is a bit different than my typical format - it’s a great conversation I had with my friend, Brandon Bornancin of Seamless.ai. Our chat was recorded originally for his…
3 Digital Sales Strategies Exposed By The State of Digital Selling Report, with Kurt Shaver, Episode #120
Jul 11, 2019 • 42 min
On this episode, I welcome back to the show, the man, the myth, the LinkedIn legend, Kurt Shaver. Kurt returns to the #SellingWithSocial podcast to discuss Vengreso’s, The State of Digital Selling Report, and the three key digital sales strategies leaders…
Sales Tips For Hyper Competitive Markets, with Rafe D’Amico, Episode #119
Jul 5, 2019 • 48 min
On this episode of the #SellingWithSocial podcast, I am picking the brain of The Modern Sale Magazine’s #1 Sales Influencer and Leader on their top 100 list — Rafe D’Amico. He provides amazing insights into the radio industry and gives us his most…
3 Ways To Increase Cold Sales Prospecting Conversions, with Shawn Finder, Episode #118
Jun 28, 2019 • 43 min
My guest on this episode of #SellingWithSocial is Shawn Finder, a former semi-pro tennis player and the founder and CEO of Autoklose, an email automation tool. We discuss the best tactics for cold sales prospecting through email. You won’t want to miss…
How To Keep Communication Style Bias From Derailing Your Sales Process, with Paul Watts, Episode #117
Jun 21, 2019 • 40 min
By listening to this episode you’ll learn all 4 of the dominant communication styles, why it’s important to be aware of them, how to discern the communication style of your prospects from their social profiles, and how to identify communication styles on…
7 Ways You Should Be Selling With Stories, with Mike Adams #116
Jun 14, 2019 • 49 min
I believe that selling with stories is so powerful, I invited Mike Adams to be my guest on this episode of #SellingWithSocial. Mike is the author of “Seven Stories Every Salesperson Must Tell” and in this episode he tells many stories - about how he moved…
Leverage Your Channel Sales Partners to Grow Revenue, with Jay McBain, Episode #115
May 30, 2019 • 48 min
For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. This topic is of increasing relevance in the sales world because…
Increase Sales by Closing the Gap, with Keenan on Gap Selling, Ep #114
May 23, 2019 • 39 min
This episode of #SellingWithSocial features my friend Keenan, a guy who became a sales coach and trainer by accident but realized in doing so that his sales method cuts to the core of true selling. His GAP Selling paradigm will help you get past buyer…
Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113
May 16, 2019 • 47 min
Mark Kosoglow is a seller at heart. He’s run a small business, resurrected a dead sales territory through a decade of hard work, and has managed a sales team as well. Now he works as Vice President of Sales at Outreach.io - a sales engagement software…
Turning Connections To Conversations When Selling With LinkedIn, Episode #112
May 9, 2019 • 44 min
Subscribe to Selling With Social | | | 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…
Implementing The PVC Sales Methodology For LinkedIn Social Selling, Episode #111
Apr 30, 2019 • 30 min
Subscribe to Selling With Social | | | If you are looking for a proven way to do social selling on LinkedIn or other social platforms, Bernie Borges facilitates a conversation with Mario Martinez, Jr. about that very thing, on this episode of…
How To Maximize Modern Sales Effectiveness And Productivity, with Mat Singer, Episode #11
Apr 23, 2019 • 49 min
In this conversation, Mat and I dig into the role good fundamental sales skills play in enhancing sales effectiveness, how technology is impacting the way sales training and implementation happen, and why social selling is not going away any time soon -…
How To Separate Inbound And Outbound Sales To Create More Revenue, with Aaron Ross, Episode #109
Apr 18, 2019 • 44 min
Join us for this episode where we talk about common mistakes sales leaders and CEOs make when it comes to sales management, the biggest improvements you can make to your sales cadence, and how to separate your inbound and outbound sales teams to create…
Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108
Apr 6, 2019 • 53 min
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…
How To Scale A Sales Organization Quickly, with Amir Reiter, Episode #107
Mar 28, 2019 • 40 min
Amir Reiter has built his company - Cloudtask - for the purpose of providing managed customer service, managed B2B sales, and managed live chat for any organization. I wanted to talk with him about scaling a sales organization because he’s done it like…
Why The Future Of Selling Requires A Different Kind Of Seller, with Greg Moore, Episode #106
Mar 21, 2019 • 53 min
Many who have been in the sales industry for years are beginning to experience what Greg Moore calls a “tectonic shift”: the future of selling looks very different than the past. I invited Greg Moore, Growth Executive and Sales Transformation Expert at…
Achieving Quota Is Not A Tech Problem, It’s A Sales Leadership Problem, with Tiffani Bova, Episode #105
Mar 19, 2019 • 52 min
Subscribe to Selling With Social | | | Personal growth is a cornerstone of good sales leadership. Without leaders who are actively growing themselves, sales teams don’t have a chance of succeeding. I can think of nobody better to speak to the…
Understand The B2B Buyer Journey To Create More Conversations, with Scott Collins, Episode #104
Mar 7, 2019 • 57 min
As I considered how to address this topic on this episode of #SellingWithSocial, I knew it was time to have Scott Collins on the show to share his expertise. I’ve heard him speak on the topic many times so I knew he could address it in a way that will…
The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103
Feb 28, 2019 • 45 min
I recently witnessed the importance of organizational culture when I had the opportunity to spend time alongside my guest on this episode of #SellingWithSocial. Justin Hiatt is the Vice President of Digital Sales at Workfront, a company that has an…
How Little Changes To Your Sales Message Can Have Incredible Results, with Tim Riesterer, Episode #102
Feb 20, 2019 • 48 min
Subscribe to Selling With Social | | | 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 -…
Want Transformational Sales Growth? Become A Sales Athlete, with Dan Waldschmidt, Episode #101
Feb 19, 2019 • 51 min
Dan Waldschmidt is an expert when it comes to driving sales growth both on an individual level and across an entire sales team. Dan is the man to teach us what it takes because he’s done it. His startups have returned billions in profits to investors…
The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100
Feb 7, 2019 • 47 min
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 just over two years old and the journey thus far has been incredible. On this episode of #SellingWithSocial, I…
10 Steps To Launching A Digital Selling Program, Episode #99
Jan 31, 2019 • 47 min
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…
Secrets To Sales Leadership And Long-Term Sales Success with Kyle Porter, Episode #98
Jan 3, 2019 • 55 min
This conversation centers around Kyle’s sales leadership journey - his mistakes, lessons learned, and the attitudes toward growth that have made him the incredible sales leader he is today. You’ll hear the slips and fumbles he made in the early days, the…
12 Steps To Powerful Persuasion In Sales - Part 2, with Rod Hairston, Episode #97
Jan 3, 2019 • 48 min
Subscribe to Selling With Social | | | If you heard with Rod Hairston, you know that he’s one of the best people to teach how to have greater persuasion in sales. The 8 steps we covered in that initial episode of #SellingWithSocial can only be…
Going Beyond Marketing and Sales Alignment with Justin Shriber, Episode #97
Dec 20, 2018 • 48 min
We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. Justin Shriber is Vice…
Simple Steps To A Sales Culture That Wins, with Paul Epstein, Episode #95
Dec 13, 2018 • 54 min
The sales culture within your organization is one of the most vital but overlooked aspects of your company’s success or failure. My guest on this episode of #SellingWithSocial shares the stats to prove it.
Are You Closing Sales Or Opening Relationships? with Adam Markel, Episode #94
Dec 6, 2018 • 55 min
Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques. We do it by opening up more relationships in an authentic, heartfelt way. My…
The Best Of All Sales Tactics: Transparency, with Todd Caponi, Episode #93
Nov 29, 2018 • 44 min
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…
12 Steps To Powerful Persuasion In Sales - Part 1, with Rod Hairston Episode #92
Nov 22, 2018 • 46 min
An increased level of persuasion in sales conversations is something every sales professional could use. My guest on this episode of #SellingWithSocial says the only way you can effectively be more persuasive is by having the RIGHT kind of influence with…
How To Get More Sales Wins By Making Your Buyers C.R.I.N.G.E., with Douglas Vigliotti Episode #91
Nov 15, 2018 • 42 min
We all want more sales wins, and my guest on this episode of #SellingWithSocial is going to break down a simple framework that will help us get them. Doug Vigliotti is a writer, speaker, podcast host, and consultant. He’s the bestselling author of “The…
To Achieve Modern Sales Success You Have To Become A Modern Seller, with Amy Franko, Episode #90
Nov 8, 2018 • 43 min
going to be successful in it, you’ve got to be growing and adapting so you can navigate the changes successfully. My guest on this episode of #SellingWithSocial is Amy Franko. As a sales leader, Amy built a successful and lucrative B2B sales career with…
Using Predictive Intelligence To Increase Sales Revenue, with Christine Zmuda, Episode #89
Oct 31, 2018 • 49 min
Predictive Intelligence is changing the way marketing and sales professionals get results. In short - it allows us to give individual prospects or customers experiences that are unique to them and fit where they are in the sales process. To speak with me…
How to Master Selling To The C Suite, with Steve Hall, Episode #88
Oct 25, 2018 • 29 min
We’ve all heard that there are advantages to selling to the C Suite, but do you know what they are and how to make the most of them? My guest on this episode of #SellingWithSocial is one of the foremost authorities on selling at C Level, Steve Hall. Steve…
How to Use Digital Engagement on LinkedIn To Sell And Hire, with Jenn Walsh, Episode #67
Oct 19, 2018 • 36 min
Digital engagement is one of those things we all know we need to be doing, but that we don’t always dedicate time to. But if we can get over the hump and do it consistently, the benefits can be amazing. On this episode of #SellingWithSocial, Mario asked…
Apply These Sales Training Tips To Drive More Sales, with Juliana Stancampiano, Episode #86
Oct 11, 2018 • 45 min
We could all use a fresh set of eyes now and then, someone who can share fresh sales training tips to help us drive more sales. I am so excited to dive into the details of effectively enabling your company’s salespeople to actually sell, on this episode…
How To Analyze Sales Wins And Losses To Close More Deals, with Cian Mcloughlin, Episode #85
Oct 4, 2018 • 44 min
Subscribe to Selling With Social | | | All of us love to experience sales wins - not so much the losses. But both have important things to teach that will improve our sales approach and process if we let them. My guest on this episode of…
Does Your Sales Tech Stack Include These 4 Vital Pillars? with Dan Cilley & Nancy Nardin, Episode #84
Sep 27, 2018 • 48 min
For the first time EVER on #SellingWithSocial, I have two guests on the same episode, both co-founders of Vendor Neutral and experts in sales tech stack tools. Dan Cilley and Nancy Nardin know how difficult the sales environment can be, especially when…
Social Sales Trends and How To Capitalize On Them, with Rand Fishkin, Episode #83
Sep 19, 2018 • 48 min
Being the host of a podcast named #SellingWithSocial, you would not be surprised know that social selling trends are a top of radar issue for me. I try to keep myself informed about the social media changes that are happening so I can equip my clients and…
Tips on Creating a Better Sales Enablement Strategy, with Paul Butterfield, Episode #82
Sep 5, 2018 • 49 min
As the Head of Global Sales Enablement at Vonage, Paul Butterfield is an expert on sales enablement strategy tips and tricks. He’s my guest for this episode of #SellingWithSocial and he explains how you can use 3 main pillars within sales enablement to…
The Secret to Using Effective Sales Content, with Connor Dube, Episode #81
Aug 29, 2018 • 38 min
On this episode of #SellingWithSocial, Connor Dube and I explain the critical importance of leveraging effective sales content. Connor is the Director of Sales and Marketing for Active Blogs, and he’s been involved in sales and marketing from a very young…
Modern Sales Leaders Need to Follow These 3 Techniques, with Kurt Shaver, Episode #80
Aug 14, 2018 • 38 min
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…
Achieve Success as a Modern Sales Leader by Following These 4 Guidelines, with Carson Heady, Episode #79
Jul 26, 2018 • 44 min
Modern sales leaders make or break the success of a business. That’s why on this episode of #SellingWithSocial I interview Carson Heady, author of “Birth of a Salesman” and a Corporate Territory Manager for Microsoft. He understands the challenges a…
Selling in the Future Will Require These 4 Sales Enablement Strategies, with Byron Matthews, Part 2, Episode #78
Jul 20, 2018 • 45 min
For the first time ever on #SellingWithSocial, we have our guest Byron Matthews back for a second conversation, where he explains the top 4 sales enablement strategies sellers need to use to be successful in the future. Byron serves as the CEO for the…
Follow These 4 Tips to Improve Your Sales Leadership Skills, with Rana Salman, Episode #77
Jul 14, 2018 • 37 min
Few professionals are as knowledgeable in sales leadership as Rana Salman, Principal of Salman Consulting LLC. She’s my guest for this episode of #SellingWithSocial, and she shares the 4 best tips for sales leadership. We discuss why having exceptional…
Selling with Video & How to Use LinkedIn Native Video, with Viveka von Rosen, Part 2, Episode #76
Jul 10, 2018 • 48 min
Viveka von Rosen, Vengreso’s co-founder and Chief Visibility Officer, is back for an insightful second conversation about selling with video and the importance of using LinkedIn native video. On this episode of #SellingWithSocial, Viveka shares her…
How To Leverage Video For Sales, Authority, and Trust, with Viveka von Rosen, Episode #75
Jun 30, 2018 • 44 min
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…
Constant Improvement Through Sales AI and a Purpose-Driven Mindset, with Brandon Bornancin, Episode #74
Jun 20, 2018 • 30 min
Sales AI is changing the way entrepreneurs and salespeople do business in the 21st-century. Brandon Bornancin, founder and CEO of Seamless.ai has created a powerful tool for business people that allows them to connect more efficiently with prospective…
Breaking Through Barriers in Sales Leadership with Christine Pavalon, Episode #73
Jun 1, 2018 • 43 min
Only 12% of professionals in sales leadership are women. That number is even lower for minorities and female minorities. Christine Pavalon, VP of Sales at Avtex, is challenging office culture norms and breaking through barriers in the sales industry.
Empower a World-Class Sales Force With the Right Sales Enablement Framework, with Byron Matthews, Episode #72
May 24, 2018 • 41 min
Byron Matthews was born and raised in sales and he now serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions. You can’t afford to miss the insights he shares on this episode. For the first time ever…
Use Humor in Sales to Connect Better to Prospects with Jon Selig, Episode #71
May 17, 2018 • 37 min
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…
8 Steps to Energize Your Customer Buying Cycle Through Storytelling, with Mike Bosworth, Episode #70
May 10, 2018 • 49 min
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…
4 Ways to Improve Your Sales Leadership and Encourage Better Hiring, with Steve Benson, Episode 69
May 3, 2018 • 39 min
I love stories about sales professionals stretching their sales leadership legs by leaving the corporate world and carving out their own path. That’s why this interview with Steve Benson, founder and CEO of Badger Maps, is so great. Steve had years of…
10 Steps to Launching a Digital Selling Program, with Brynne Tillman, episode #68
Apr 21, 2018 • 43 min
Digital selling is more than just a trending phrase - it’s the key to success in today’s 21st century B2B sales environment. Brynne Tillman, Chief Learning Officer at Vengreso, is my guest on this episode of #SellingWithSocial. She is one of the most…
4 Sales Best Practices From the King of Sales, with Jeffrey Gitomer, Episode #67
Apr 19, 2018 • 44 min
Few professionals in the sales industry are as influential as Jeffrey Gitomer, famously known as the King of Sales. Jeffrey is a world-renowned business coach, professional speaker, and the author of 13 books found on bestseller lists across the globe. He…
How To Build A Winning Sales Career And Become A Respected Sales Leader, with Kim Green-Kerr, Episode #66
Apr 12, 2018 • 41 min
These days, nobody starts their sales career with the intention of staying with one company for over 20 years, but Kim Green-Kerr has done exactly that. She is Senior Vice-President at Sprint Business Solutions, a post she’s attained by climbing her way…
The 4 Digital Lead Nurturing Steps That Work Sales Magic, with Charlene Li, Episode #65
Apr 5, 2018 • 47 min
Digital lead nurturing is a hot topic because it’s where old-school prospecting methods are applied through technology-driven approaches. Anytime the old meets the new, feathers get ruffled. Charlene Li is an amazing, self-proclaimed “analyst who loves…
How To Stop Selling And Start Leading, with Deb Calvert, Episode #64
Mar 29, 2018 • 39 min
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…
How To Nurture Customer Success And Create Customer Advocates with Allison Pickens, Episode #63
Mar 22, 2018 • 37 min
Why is customer success so important for sales organizations? It’s because 50% of the company’s job is getting a new customer, the other 50% is keeping that customer - and keeping them happy. That customer happiness is what enables them to become a…
3 Steps to More Revenue With the Right Sales Funnel Analysis, with Matt Ostanik, Episode #62
Mar 15, 2018 • 41 min
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,…
4 Steps to Scale a Social Selling Training Program for Success, with Linda Dibias, Episode #61
Mar 8, 2018 • 34 min
Subscribe to Selling With Social | | In order to develop a social selling training program for your company, you’re either going to have to create it from scratch or learn from someone who’s already done it. That second choice sounds like a far…
4 Ways to Build A Winning Company And Sales Culture Using Video, with Greg Holmes, Episode #60
Mar 1, 2018 • 46 min
There is absolutely no doubt that video is here to stay, and the growth of a winning company culture and sales culture can be dramatically accelerated when leaders learn how to effectively train their teams to use video. My guest on this episode is Greg…
How To Increase Sales by 80% and Deal Size by 40% Year Over Year with Chris Merritt, Episode #59
Feb 22, 2018 • 35 min
One of the fastest ways to increase sales revenue is to increase average deal size. The problem is, it’s not such an easy thing to do. But it’s exactly what the team at Cloudflare did. They increased their average deal size by 40% year-over-year which was…
B2B Leads: Why and How to Create Your Own, with Tony Hughes, Episode #58
Feb 15, 2018 • 41 min
Do you need more B2B leads? Then you’ll have to understand something: Lead generation is NOT just the job of the marketing department, it’s ours too. Every sales professional must be responsible to create and maintain their own pipeline full of prospects.…
How The Right Sales Stack Can Grow Sales Faster, with Erroin Martin, Episode #57
Feb 8, 2018 • 43 min
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…
Ramp Up Your Selling Skills By Overcoming Fears and Objections, with Jennifer Darling, Episode #56
Feb 1, 2018 • 41 min
No matter the amount of experience you have as a sales professional you can always benefit from improving your selling skills. My guest on this episode of #SellingWithSocial is Jennifer Darling. She has been in sales and sales management her entire…
Why AI Based Relationship Intelligence Will Drive More Referrals, with Paul Teshima, Episode #55
Jan 26, 2018 • 35 min
Subscribe to Selling With Social | | There’s an old saying, “Your network is your net worth” and though many may feel it’s a tired old phrase, it 100% true. Both performance and science have proven the best salespeople build incredible…
How to Make Account Based Marketing Work for You, with Sangram Vajre, Episode #54
Jan 18, 2018 • 41 min
What would it mean for your organization to embrace and adopt an account based marketing approach? How would it impact the relationship between your sales and marketing teams? On this episode of #SellingWithSocial, you’ll hear from account based marketing…
Innovative Business Ideas that Lead to Growth, with Mario Martinez Jr., Episode #53
Jan 12, 2018 • 34 min
On this episode of #SellingWithSocial, you’ll hear a conversation I had as a guest on the Proposify Biz Chat podcast with Kyle Racki. In our discussion, I present several innovative business ideas that I’ve used to build my company, Vengreso from the…
Proof: Social Selling Adoption Will Impact Quota Attainment, with Tamara Schenk, Episode #52
Jan 5, 2018 • 43 min
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…
The Future of Inside Sales, To Be or Not to Be? with Lori Harmon, Episode #51
Dec 21, 2017 • 44 min
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,…
Lessons on Building Customer Relationships, with Ed Wallace, Episode #50
Dec 14, 2017 • 46 min
How can sales leaders focus on building customer relationships in today’s digital environment? Is it even possible? Is it worth the effort? On this episode of #SellingWithSocial, you’ll hear from business leader and guest expert, Ed Wallace. Ed is…