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

When prospects stop responding, what do sales reps do? Send even more sales messages. It’s this ‘spray and pray’ approach that is sabotaging the sales success across almost every industry.  But, how can you effectively reach your potential customers in a way that’s scalable without becoming part of the growing “sales noise”? That’s the question that agile selling tackles and the hot topic of this episode of the Modern Selling Podcast. We welcome one of the biggest champions of agile selling to learn from him what it is, how it works, and why it is the future of how modern sellers should be selling. Stephen Messer is a serial entrepreneur, inventor, investor, and the co-founder of Collective[i]. Prior to Collective[i], he served as LinkShare's CEO and chairman of the board, helping to create the sector of online marketing commonly referred to as affiliate marketing. Under his leadership, LinkShare expanded its network of websites to become one of the largest of its kind with its global reach extending from th

With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? The answer isn’t at all what we would expect. Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy. But, how do sales leaders effectively close this gap is quickly becoming a hot button topic in the sales community. And, addressing what this all means, why there is a widening gap, and how to efficiently turn the sales tide are exactly the areas of expertise of this episode’s guest, Dr. Howard Dover. Dr. Howard Dover is the Founder and Director of the Center for Professional Sales at the University of Texas at Dallas, renowned speaker, and the Amazon best-selling author of The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. Over the past decade, he has trained some of the top entry-level sales producers and regularly share

The number of buying options for the average consumer has exponentially grown over the past decade. Many of the winning sales “formulas” that worked before the pandemic have now had to evolve to better reach and speak to the savvy modern buyer. But, when there are so many options in the market to choose from – especially in the technology space – how you attract, retain, and expand your customer base has become the topic of much debate within the largest sales training circles. And, that is the exact topic we dive into in this episode of the Modern Selling Podcast. We welcome a leading expert in customer acquisition for technology startups to learn firsthand what works, what doesn’t, and the right way to leverage sales data to build a rockstar sales playbook. Shruti Kapoor is the former CEO and Co-Founder at Wingman (now Wingman by Clari) which is an actionable conversation intelligence platform that unlocks insights from every sales interaction. She loves IronMan, and wants every sales team to have their ow

The Modern Selling Podcast Episode #218 Selling Through Tough Times with Paul Reilly, #218

The Modern Selling Podcast Episode #217 Miller Heiman Sales Methodology, Where Did it Go? Introducing Korn Ferry Sell with Christoffer Ellehuus, President at Korn Ferry Digital

From Loom, to Dropbox, to Grammarly, and even Calendly – there are hundreds, if not thousands, of productivity management software tools on the market to choose from. Although these tools often draw millions of free users every year – the question often becomes how do product led growth companies truly scale and become profitable sales engines? That’s the topic of discussion in this episode of the Modern Selling Podcast. With our expert guest, we dive deep into the sales side of product led growth, what it means, what metrics sales leaders should be tracking, and the proven strategies to use to not just scale – but to grow efficiently and profitably as an organization. In this episode we welcome Kate Ahlering, the Chief Revenue Officer at Calendly – the modern scheduling platform for high-performing teams and individuals. Kate currently leads sales, partnerships, and revenue operations for one of the fastest growing product led growth companies in the world. Prior to joining Calendly, Kate was the Chief Sales

How do you 10x your company’s growth in under a year? That’s a hot topic for debate, especially among software and technology companies. But, you won’t have to look far to find the answer. Because whether you explore the business model of leading productivity tool companies such as Slack, Grammarly, Loom, or Calendly – one thing becomes abundantly clear. Product Lead Growth is THE way to rapidly scale your company to not only attract users by the hundred thousands but to position your business to secure funding and next-level sales. But, the larger question becomes, what’s the best strategy to implement a product lead growth strategy that truly enables a company to scale and enhances the user experience to create consistent sales. That’s the focus of this episode of the Modern Selling Podcast, with a CEO guest who is one of the leading experts in the industry. Jennifer Smith is the cofounder and CEO of Scribe, a modern software solution that helps to capture, document, and streamline processes in minutes. Wit

Navigating churn has become the topic of discussion for many B2B sales organizations. So, what is a sales leader to do when new sales reps are coming and going faster than ever before?  Knowing the best practices to attract top talent, to train them to be successful and to advance within your organization, and to engage them to continually improve are all discussed in this episode of the Modern Selling Podcast. Our guest, Tim Strickland, brings with him a wealth of knowledge and strategies that will help all sales leaders – from the CRO to the sales enablement manager – more effectively motivate, communicate, and train their sales teams. Tim Strickland is the Chief Revenue Officer for ZoomInfo – a suite of modern go-to-market software, data, and market intelligence used by thousands of sales and marketing teams worldwide to uncover new opportunities and accomplish their goals by leveraging prospect and customer engagement insights and drivers.  In his role at ZoomInfo, Tim leads their new business sales, new

This HUGE Vengreso announcement couldn’t come fast enough for the world’s one billion knowledge workers. Because with stats from a recent study like 49% of knowledge workers doing repetitive tasks that take them away from strategic work, resulting in over 17.3 hours in lost productivity every week – the days of copying and pasting are finally numbered! Imagine a workplace where messages follow you in the cloud and don’t stay stuck in a Google Doc, Word Doc, One Note, Evernote, Notepad, Notebook or a draft email. A “personal writing app” that with a few keystrokes, and in a few seconds, can easily populate a message that would have taken you 3-15 minutes to find and then copy and paste. A productivity workflow that enables you to save not just an hour a day, but empowers you to consistently reclaim your energy to focus on other strategic tasks that actually move the needle in sales, customer engagement, HR, operations, marketing, etc. The great news is… You don’t have to imagine anymore because Vengreso is lea

From missed quotas to high customer churn, to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. But, the question often becomes, as a sales leader, what should and can they do to not just motivate their sales teams, but actually drive substantial and consistent growth for their organizations. That is the topic of this episode of the Modern Selling Podcast – which is a must-listen for any sales leader currently struggling to hit quota or keep their sales teams focused on results. In this episode, we welcome Andrew Thompson. He is the VP of Sales, Americas for Agora.io – a leading API platform for real-time engagement for video, audio, and chat communications. Agora’s Real-time Engagement Platform as a Service (RTE PaaS) allows everyone to interact with anyone, in any application, anytime and anywhere. Their platform provides developers with simple, flexible

The past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, there has been a quiet epidemic happening in the background. Getting prospective customers into the sales funnel is part of the battle, but converting them and keeping them as customers is a whole other challenge. With so many options on the market and an oversaturation of generic sales and marketing messages, the retention strategies and personalization techniques used to retain customers must also evolve. But, exactly how to prevent what one sales expert calls the “Great Customer Resignation” is the topic of this episode of the Modern Selling Podcast. I’m excited to welcome a phenomenal guest who spends quite a bit of time researching the ins and outs of customer s

The emerging role of the Chief Revenue Officer (CRO) has become one of the most talked-about topics in B2B sales this year. But, when it comes to truly knowing how to position and leverage a CRO to help a sales organization scale, this is where many modern sales companies are struggling. The key to the success of a CRO comes from not just the path they took in their career but from their ability to align teams across all departments and tap into technology to enable progress and productivity at all levels. What CROs should be doing and how companies can strategically use this role to scale is the topic of discussion in this episode of the Modern Selling Podcast. My guest, arguably one of the best CRO experts and consultants in the industry, shares his incredible insights to prove that when done ‘right’ a CRO can be the winning advantage to take your sales organization to the next level. Ed Porter is the Chief Revenue Officer of Blue Chip CRO. His stellar 20+ year career has led him to manage teams of varying

The B2B sales landscape has shifted from the phone to the email inbox. With the average consumer being bombarded with over 5,000 sales and marketing messages every day – knowing how to stand out in the inbox is what most sellers are struggling with. But, the key to getting your cold outreach messages read and responded to comes down to nailing a few important email strategies. And, those specific (and winning) email marketing strategies are exactly the topic of discussion in this episode of the Modern Selling Podcast. My guest, William Ballance is not just the expert in everything email marketing, but his company is leading the way in how B2B sellers are crafting sales messages and engaging with prospects in new and innovative ways. William Ballance is the CEO of Lavender.ai, a psychology-driven tool designed to help sellers write better emails faster by leveraging cutting-edge AI insights on individuals’ personalities. So, if you’ve ever wondered how to get in the inbox and stay there – this is the episode t

Selling, especially in this post-pandemic space is just as much of a science as it is an art. There’s no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies, and B2B sales strategies to navigate, knowing just what you should be doing to generate higher quality leads that convert to sales can be complicated. But, mastering how to sell without being pushy or aggressive is exactly the area of expertise that my guest on this episode of the Modern Selling Podcast is known for. Andy Paul is one of the Top 50 Global Sales Experts and award-winning author of Zero-Time Selling, Amp Up Your Sales, and his recent bestseller, Sell Without Selling Out. His popular and long-running sales podcast, Sales Enablement with Andy Paul, was acquired by Revenue.io in 2020 and continues to inspire thousands of sales professionals every week. His client list is as long as it is impressive and includes some of the biggest businesses in

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,