Selling With Social - A Sales, Social Selling & Social Media Podcast

When it comes to making prospecting easier, the temptation can be to turn to sales automation to reach more prospects. But, modern sellers beware – sales automation has to be implemented the right way to increase the effectiveness of prospecting. From the sales automation best practices to automation tools to use, to the mistakes to avoid – we cover them all in this episode of the Modern Selling Podcast.  And, our expert guest, knows firsthand what goes into making sales automation work to expand sales pipelines and lead to more booked meetings. Rashmi Viswanath, is the Director of Growth and Sales at Apollo.io where she is responsible for expanding the reach of the 150-person company. Rashmi has 10+ years of extensive sales and growth experience, generating rapid and consistent pipeline growth within mid-market and enterprise target areas. She has quickly risen through the ranks in various roles in sales automation and development, strategic sales, retention and SDR management. Download the full conversatio

Over the past two years, the business landscape has dramatically shifted. The days of taking a ‘spray and pray’ approach are long gone and have been replaced with much more targeted sales tactics to attract an eager and ready-to-buy B2B audience.  There are a host of unique account-based selling techniques that leading organizations are using to bring in millions of dollars in new sales. From how to identify the best target accounts, to pinpointing the buyer personas to engage, to the highly personalized strategies to use to book more meetings – we cover it all (and more) in this episode of the Modern Selling Podcast. And, my guest is one of THE industry leaders in helping companies redefine how they prospect to keep their pipelines full and their calendars booked. In this episode, I welcome Jaakko Paalanen, the Chief Sales Officer of Leadfeeder. Under his guidance, Jaakko has grown his global team across 9 different countries and propelled the company from $0 - $2M ARR within 2 years. The sales insights he s

What if you knew the exact companies or individuals who are actively looking for the products or services you offer? Imagine how much more targeted your outbound marketing or prospecting could be.  That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game. We welcome Mike Farrell, CEO of Green leads, to the show. Mike is a proven high-growth leader with over 30+ years in the IT Channel and BPO-service industries with both start-up and public companies. He has direct leadership experience with seven M&A events and has expertise in leading integration teams. With Green Leads, Mike leads business growth by focusing on strategic differentiation, customer acquisition, and providing a high-touch, high-quality client experience. Prior to Green Leads, Mike did sales consulting work, helping B2B companies optimize their digital marketing and build internal SDR teams. In addition, he

It’s no secret that the B2B sales game has become harder and harder. With more informed buyers, the same old sales techniques aren’t working at the same success rate to convert prospects to customers. But, what should sales reps and leaders do to really move the sales needle? The answer is simple: better prospecting! Yet, the key to doing this successfully often comes down to your sales cadence and the specific actions you’re taking and when. This is the topic we cover in a special episode of the Modern Selling Podcast with one of the greatest minds in sales. Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso’s Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital trans

As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic. Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in training is not something most sales organizations take lightly. But, the question becomes: What are the best sales recruitment and training practices that top sales organizations are using to retain their top talent? That’s the question we answer in this episode of the Modern Selling Podcast, with my guest, Priya Sachdev.  Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso’s Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training indu

As modern sellers have adapted to this new virtual selling environment, getting in front of and staying in front of buyers has become harder to do. From email sequences to LinkedIn messages, to video sales techniques – there’s no shortage of ways to reach the modern buyer. However, the traditional ‘spray and pray’ sales methods of the past have to be rapidly replaced with more strategic, more personalized, and more unique ways to break through the crowded B2B sales space. And, exactly how sales organizations and sales teams can truly differentiate themselves to get a “hello” and to close a sale is what my guest, Jennifer Colosimo, knows inside and out. Jennifer Colosimo is the President of FranklinCovey’s enterprise division, where she is accountable for generating profitable growth globally by building leaders, teams, and cultures that get results in 160+ countries. With a storied sales career, Jennifer served previously as FranklinCovey’s Senior Vice President of Sales & Operations in the United States,

There’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers. From trying to find ideal prospects, to engaging with them through sales messages or social media, to following up to get a booked call – prospecting has become a science. And, those modern B2B sales professionals that know the right prospecting formula and have created a unique set of prospecting strategies are in a prime position to ultimately win the sales game. How to prospect in today’s post-pandemic business environment is the topic of today’s episode of the Modern Selling Podcast. I share a recent in-depth conversation I had with Jose {last name}, host of the {name} podcast where I detail some rarely used prospecting strategies that work for us to get more “hellos” and close more deals. Whether you’re an up and coming sales rep, a seasoned sales leader, or leading your organization’s sales enablement team – this episode is jam-packed with new things for you to implement to ge

In this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice Heiman, the host of Sales Talk for CEOs. We go deep into the ins and outs of how I built Vengreso to become the largest digital sales training company in the world and the unique remote selling strategies I’ve used to leverage top talent from around the globe. If you’re a sales leader looking for creative ways to grow your sales team, to expand your digital sales reach, or to empower your sales reps with new strategies to book more meetings – then this episode is for you. Download the full conversation to learn how I recruit, onboard, and train the best sales professionals for a fraction of the cost. Laying the Foundation for Remote Selling I’ve been in sales for over 20+ years now and when people ask how I got into sales, they’re usually amused by the story. But, the same key principle I learned as a college student new to sales is the same key principle I instill in my sales

In today’s overly saturated B2B sales market, standing out from the crowd and getting a “yes” from your prospect is not achieved by using traditional selling techniques. Because when modern B2B sellers understand how to leverage the intersection between human behavior and psychology, then they can evoke the emotion necessary to drive the sale. That topic – how to get prospects to lean all the way in, without selling – is exactly the focal point of this episode of the Modern Selling Podcast as I dive deep into neuro-emotional persuasion with one of the world’s leading sales trainers. Jeremy Miner is the Founder of 7th Level Communications and is an internationally recognized sales guru who has taught thousands of people how to go from just getting average results in selling to becoming a high 6-figure and even 7-figure sales earner and be viewed as the “Trusted Authority” in their market. Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to conne

The science of getting to the first “hello” has become a must-know skill for today’s modern seller. With so many marketing and sales distractions, coupled with the plethora of options the modern buyer has at their fingertips – the “spray and pray” method of prospecting is quickly becoming obsolete. In this episode of the Modern Selling Podcast, we switch things up and share a recent conversation I had with Greg Reffner in his podcast, The Abstrakt Podcast. We dive deep into the state of prospecting to explore what’s working, what’s not, and how modern sellers can leverage innovative new techniques to reach more prospects on the platforms they use. Make sure to download and listen to the full episode to get a front row seat to the winning prospecting strategies we use, here at Vegrenso, to get more hellos. What’s the current state of prospecting? In this new digital world, selling has become harder than ever before. To better understand the current challenges facing today’s sales leaders, we asked 1,295 sales

If the past 18 months have taught us anything, it’s that virtual selling is here to stay. And, in order to master the new art of modern selling, sales leaders must tap into the prospecting power of the social selling tools at their disposal.  Because those sales reps that know how to personalize their outreach, engage prospects in meaningful conversations, and quickly identify the most pressing pain points, will have an unfair advantage well into the future. No one knows how to leverage social media to close deals better than my guest on this episode of the Modern Selling Podcast.  Alyssa Merwin is the global Vice President of LinkedIn Sales Solutions, one of the company’s fastest-growing lines of business. In her role, Alyssa leads the global sales organization to help companies around the world engage with LinkedIn’s community of nearly 800 million members, connecting buyers and sellers to support organizations’ business objectives.   With more than 20 years of experience in the sales industry, Alyssa has a

With the pace of how we sell rapidly changing, the modern seller must perfect a host of strategies to meet the modern buyer on the platforms they frequent, with the right messages. Using unique sales strategies like value-based selling is quickly becoming a hot topic among the top sales leaders. The art of value-based B2B selling revolves around getting your prospect to understand the value of what you’re offering – which takes a very different approach than traditional selling. But, how should sales teams navigate the world of value-based selling when there are multiple personas? That is the topic of discussion in this episode of the Modern Selling Podcast. My special guest for this episode is one of the world’s leading sales practitioners who has spent decades studying what works to attract, nurture, and close global deals – even in the most complex selling environments. That’s why this episode is a must-listen for all sales leaders looking for a competitive edge in selling in 2022. Sumit Mahajan, Chief Sal

The global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers. Traditional “spray and pray” methods that once worked, no longer have the same success rate, which has forced sales leaders to employ a new set of selling techniques. What exactly will work in 2022 for prospecting and building sales pipeline is the main topic of discussion I had with sales genius, Dan Tyre, in this episode of the Modern Selling Podcast. Dan Tyre, Director at HubSpot is one of the leading inbound marketing and sales experts on the planet. As a member of the original team in May of 2007, Dan has led the recruiting, training, and growth of HubSpot's sales team with vigor. Before HubSpot, Dan worked at four other startups of note: Businessland, as Area Director; ALI Technologies, as Founder & CEO; CelebraTech, as Co-Founder and VP of Sales; and Groove Networks, as Regional Manager. At HubSpot, Dan

The rise of sales enablement technology is fundamentally reshaping what sales leaders thought was possible. From providing real-time sales coaching insights to help reps improve their sales skills on the spot, to empowering sales organizations to use large volumes of data to elevate their sales processes – the sales game is changing! And, with the emergence of proven AI-powered sales tools like Revenue.io that make mastering the art of selling even easier, today’s modern seller is being equipped with more customized sales solutions than ever before. Exactly how innovative sales enablement technology can be leveraged to shift the capabilities of sales teams is the topic of discussion in this episode of the Modern Selling Podcast. My guest, Howard Brown isn’t just a sales visionary, but his company is truly redefining how we collect, process, and analyze sales data to generate higher customer engagement and ultimately sales revenue. If you’re a sales enablement leader who is looking for ‘that’ next level tool

Prospecting has become one of the most difficult steps in the sales cycle. But, what can modern sellers do to turn the tide and get disinterested prospects to lean in and want to explore new solutions to their problems? That’s the question we set out to answer in this episode of the Modern Selling Podcast with my special guest and prospecting guru, Tom Stanfill, as we explore the invaluable sales strategies he outlines in his new book, unReceptive: A Better Way to Sell, Lead, and Influence. Tom Stanfill is the CEO and Co-Founder of ASLAN Training, a global sales enablement company that provides sales training to a wide range of Fortune 500 clients including household names such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries.  For eight years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN as one of the nation’s top sales training companies. Mastering the art of sales

I’m doing things a little differently with this episode of The Modern Selling Podcast. Because instead of me interviewing a guest, I want to share an interview I did with Ethan Beute and Steven Pacinelli of BombBomb as part of their The Customer Experience Podcast. We had a great in-depth discussion on customer success, prospecting, and how to master the art (and science) of modern sales. Plus, I shared more insights from the book I co-authored with this dynamic duo called Human-Centered Communication: A Business Case Against Digital Pollution. Be sure to listen in to the full conversation to hear some actionable strategies that work to elevate your customer experience and even some tips on how to find results-driven salespeople.  Why is the customer experience so important? Here at Vengreso, we go above and beyond to make sure our customers are taken care of. For one simple reason: sales isn’t just about closing a deal. The art of modern selling is about understanding the feelings, the experiences, and the p

When it comes to selling to the modern buyer, there are so many new and intricate complexities to navigate. From how to leverage social selling techniques, to how to craft an email that gets you a booked sales call, to the best way to handle a sales conversation without selling – modern sellers have their work cut out for them. But, in this episode of the Modern Selling Podcast, we’re throwing in emotional dynamics into the mix and exploring how sales leaders must use emotional intelligence (EQ) to better engage buyers. This conversation will go deeper than just reading body language. Because my expert guest, Dan Hill, will review all of the incredible distinctions you need to know to not miss a single emotional cue in your next sales conversation. Dan Hill, is the Founder of Sensory Logic, market researcher, podcast host of the New Books Network (NBN), and the world’s leading emotional dynamics expert. Dan pioneered the use of facial coding in business which has become a game-changer for sales organizations

What separates a good customer experience from a great one that instantly attracts repeat business? That’s the question we’re diving into in this episode of The Modern Selling Podcast. My guest, Shep Hyken, is nothing short of the Godfather of Customer Experience – having authored eight books on the subject and working with hundreds of thousands of clients to elevate their service to turn repeat customers into lifelong brand fans. Listen in to the in-depth conversation, to hear the actionable advice and strategies Shep shares that can keep your customers wanting to come back for more. Shep Hyken, is a Hall of Fame speaker, New York Times and Wall Street Journal best-selling author, and the CAO (Chief Amazement Officer) of Shepard Presentations. As a customer service and experience expert and keynote speaker, Shep works with companies that want to build loyal relationships with their customers and employees. His focus is on delivering amazing customer service, customer engagement, managing the customer experie

In the very one-dimensional sales world that many sales teams currently operate in, it’s becoming harder to increase the number of high-quality leads, book more sales calls, and boost conversion rates. That’s why the sales conversation must shift from “spray and pray” methods to sales strategies that leverage the art of human-centered communication. In this episode of The Modern Selling Podcast, I tackle this interesting topic of how to humanize the sales journey with two of the leading experts in the field, Ethan Beute and Steven Pacinelli. Listen in to the full conversation, so you don’t miss a single sales insight from this powerhouse duo’s new book, Human-Centered Communication: A Business Case Against Digital Pollution. I recently had the privilege to be included in their book and contribute my unique perspectives on the topic of video sales strategies (see page 133!). Here’s a little more about this episode’s expert guests: Ethan Beute is the Chief Evangelist at the video messaging company, BombBomb, ho

To sell to the new digital consumer, sales leaders must shift the sales conversations from being focused on what they’re selling to understanding the prospect’s unique story. But, knowing how to make this transition can be challenging for sales organizations. In this episode of The Modern Selling Podcast, sales strategist, John Smibert and I explore this topic and cover the right strategies to use to drive this new (and more powerful) sales conversation.  Make sure to listen to the full episode to get all of the important ‘storytelling’ recommendations John shares that can help sales organizations get better sales results. John Smibert is the Founder of Sales Leader Forum, Sales Masterminds APAC, and the author of The Wentworth Prospect, a page-turning sales novel written to help organizations achieve B2B sales mastery. As a global sales leader for almost 40 years, and the creator of the Authentic Selling program and the EDVANCE sales model – John is passionate about enhancing the professionalism of salespeop