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

Maximizing Your Success Rate: The Art of Selling to Sellers with Tom Rowe #229  

What’s the formula for building a hyper growth organization? This has been a hot topic for debate in many business circles. Because the key to tapping into accelerated growth often starts with understanding your audience, your market, and where you can enable your teams to exploit competitive advantages. All of this is easier said than done, but when done right, building in the key pieces you need to unlock hypergrowth can empower your sales teams to close more deals and transform passive buyers into lifelong superfans. In this episode of The Modern Selling Podcast we explore the concept of hypergrowth enablement, what it is, how leaders can effectively spark it within their organizations, and what specific strategies are needed to build a hypergrowth focused company. Our guest for this episode, Jerry Brooner, is the leading thought leader in this space and has worked with top technology companies to help them tap into incredible, exponential growth – while also serving their customers well. Jerry Brooner is

What do you do when faced with change? How do you handle conflict? What ways do you nurture the different personalities on your team? All of these are questions that sales leaders must navigate on their journey to inspire and motivate their teams. But, all too often, the focus for sales is on meeting quotas or constantly outperforming the competition, that the “softer” skills of leadership get left by the wayside. And, with trends like Quiet Quitting becoming the norm, how sales leaders manage and lead are quickly becoming a hot topic of conversation to curb employee turnover. In this episode of the Modern Selling Podcast we dive into the importance that sales leadership plays and what sales leaders should be doing to build up their teams for success. Our guest, Sebastian Schieke, is one of the leading experts in understanding the new era of leadership and the best way to engage, motivate, and train teams to not just hit quotas but to excel as sales professionals. Sebastian Schieke is a leadership mentor, ent

With research showing that it can cost 5x more to acquire a new customer than to retain an existing one, learning the art of customer retention should be the top priority of every business. Add that to the statistic that even a 5% increase in customer retention can yield a 75% increase in profitability – there’s no wonder the power that creating superfans can have on B2B and B2C companies. But, the key is to understand how exactly to transform a hesitant prospect, into a confident buyer, and ultimately into a lifelong customer. No one understands this process better than our guest, Brittan Hodak – the mastermind behind the best-selling book, Creating Superfans: How to Turn Your Customers into Lifelong Advocates. If you’ve been struggling with keeping your customers engaged, perfecting your referral strategy, or increasing your customer lifetime value, then this is the episode of the Modern Selling Podcast to download! Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker who

Efficiency and productivity have become major buzzwords in the business world. From sales teams who are looking to increase the number of outreach messages they can send, to customer service departments seeking to streamline communications, to online pharmacies wanting to quickly address customer FAQs – every industry needs tools to be more productive. Coupled with over 52% of the standard workweek being spent doing repetitive tasks, that distract knowledge workers from strategic work – over $16 billion in productivity is lost every week. That’s why our FlyMSG text expander is on pace to completely revolutionize how teams communicate, how customers are engaged, and how productivity is finally achieved in B2C and B2B businesses. In this episode of the Modern Selling Podcast, we dive into the problem that FlyMSG solves, what the market potential looks like, and how eager investors can get access to an incredible investment opportunity. Download the entire episode to hear the ins and outs of how FlyMSG works and

There’s a seismic, yet quiet, shift that’s taking place within the sales industry. Not only are modern buyers becoming more sophisticated and harder to sell to, but the modern seller is also evolving. The demographics of who is entering the sales industry is quickly changing, which is making it clear that a one-size-fits all approach to sales training won’t work. That’s why those B2B organizations that have been able to enhance how their sales leaders show up in the workplace and how they keep their sales teams continually motivated are silently carving out an impressive competitive advantage. Because when you have a highly motivated (and effective) sales team, then the customer experience is often better streamlined and supportive – helping to turn first-time customers into lifetime customers. And, what sales leaders must do to keep their sales teams motivated and improve their customer service experience are exactly what we dive into in this episode of The Modern Selling Podcast. Our guest is not only an ex

With the oversaturation of cold calling, messaging, sales emails – the modern buyer is savvy to all the ways that sellers reach out. That’s why, according to our poll of sales professionals, prospecting is THE most time consuming step of the sales cycle. But, there’s a loophole that sales leaders and their teams can use to not only find the ideal prospect, but to make it even easier to engage them in conversations that actually build relationships and lead to sales. It’s Content Based Marketing and when done right it can turn online content into a consistent pipeline of prospects. In this episode of the Modern Selling Podcast, we dive into the ins and outs of how this stealth prospecting strategy works, how to get started, and the best way to position your online content to sell. Our guest, Logan Lyles is a pioneer in this field and comes with a wealth of knowledge to share to help sales teams, sales leaders, and sales organizations scale their visibility through Content Based Marketing. Logan Lyles is the He

When it comes to hitting sales quotas, scaling companies, and retaining top sales talent – all of these areas often fall back on one thing: leadership. Without effective leadership, companies don’t grow. But the question often becomes, what makes an ‘good’ leader? In the midst of the Great Resignation and, more recently, the Quiet Quitting trend, the role of leadership cannot be ignored.  In this episode of the Modern Selling Podcast we explore the ins and outs of post-pandemic leadership, what it means for sales organizations, and what strategies leaders should be using to expand their circle. This episode’s guest, Matt Poepsel is one of the leading experts in the field and brings a highly unique perspective that makes this one of my absolute favorite episodes. Matt Poepsel, PhD is a tireless champion of human potential. A shameless self-improvement fanatic, he enjoys sharing his observations, advice, and humor through his writing and workshops. His professional life has been shaped by his business, military

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

Sales organizations don’t operate in an economic vacuum. Between political uprisings, economic changes, inflation concerns – there are a number of external factors that can influence the buying environment for so many industries. But, how you approach and redefine your selling process when times aren’t ideal is what often separates the companies that survive from those who routinely thrive – no matter the market conditions. With a potential recession on the horizon going into 2023 and beyond, mastering the art of selling in a down market will be a clear strategic advantage. In this episode of the Modern Selling Podcast, we dive into the new and very insightful book, Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn by Paul Reilly. Paul Reilly is a speaker, sales trainer, co-author of the sales book, Value-Added Selling, and the host of The Q and A Sales Podcast, where he answers the most pressing questions facing sales professionals. Paul works closely with world-class

In a B2B sales environment that is oversaturated with sales tools and technology, how sales organizations create and leverage an integrated sales approach is key. What worked pre-pandemic to attract the modern buyer isn’t always working now to turn prospects into buyers. Add to that how sales professionals are trained, there’s no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals. That’s why the question that must be answered is: What’s the best approach to not only get sales reps the resources they need to know how to sell, but how can organizations achieve an integrated solution that also provides important sales data? This is the topic up for discussion in this eye-opening episode of the Modern Selling Podcast. Our guest leads one of the most iconic sales training organizations in the world, so you know his insights will be both actionable and proven. Christoffer Ellehuus is the President of Korn Ferry Digital. He has a proven track record as a C

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 Led 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. With

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