Lessons on Becoming an Elite Performer in Sales

The Modern Selling Podcast

If you're feeling frustrated and overwhelmed by ineffective sales strategies that aren't getting you the results you want, then you are not alone! Trying to juggle multiple tasks and approaches without seeing the sales success you deserve can be disheartening.

It's time to break free from the cycle of frustration and find a more effective path to achieving your sales goals. Let's explore new strategies together to elevate your sales game and achieve the success you've been striving for.

Master Sales Career Development Strategies

In this episode of The Modern Selling Podcast, Tony Morando provides valuable insights on mastering sales career development strategies. He emphasizes the importance of continuous learning, refining sales skills, and staying updated with industry trends. Morando's career journey serves as a testament to the dedication and perseverance required to excel in the sales industry.

Throughout the episode, Tony's emphasis on perseverance, consistency, and the drive to become elite in sales emerges as a central focus, providing practical guidance for sales professionals navigating the modern selling landscape. His valuable insights on career development, effective sales techniques, and the importance of personalized communication make this episode a must-listen for sales professionals aiming to enhance their skills and achieve improved sales success.

This Week's Special Guest:

For this week's episode, Tony Morando, Chief Sales Officer of World Emblem, shares his 18-year sales career journey, offering valuable insights into sales leadership and career development strategies. He emphasizes the significance of being coachable, setting measurable goals, and the impact of industry expertise in pursuing leadership roles.

Tony's experience of six promotions in 18 years highlights the importance of deliberate learning and expertise in career advancement. The conversation also delves into the evolving dynamics of the competitive marketplace, emphasizing the need for adaptability and agility in meeting customer demands.

Just because you get a no today doesn't mean you're gonna have a no tomorrow. You have to stay on it. You have to be consistent, and you can't lose that communication. - Tony Morando

In This Episode, You Will Hear All About:

• Mastering Sales Career Development Strategies: Unlock the key to accelerating your sales career with expert strategies for professional growth and success.
• Embracing Effective Sales Objection Handling Techniques: Discover the art of overcoming objections and turning them into opportunities for closing deals.
• Building Strong Client Relationships in Sales: Learn the secrets to fostering lasting and profitable relationships with your clients, leading to increased loyalty and sales.
• Crafting Impactful Sales Voicemails: Uncover the tips and tricks for leaving voicemails that grab attention, spark interest, and drive action from your prospects.
• Becoming an Elite Sales Professional: Elevate your sales game by mastering the essential skills and mindset needed to stand out and thrive in the competitive sales landscape.

The Key Moments in this Episode are:

00:00:08 - Introduction to the Podcast

00:01:24 - Welcoming Tony Morando

00:04:46 - Overcoming Fear

00:07:09 - Career Progression and Patience

00:13:21 - Navigating Increased Competition

00:14:14 - Building a Unique Value Proposition

00:15:14 - Becoming Elite

00:16:29 - Personal Experience in Sales

00:22:30 - Overcoming Objections

00:25:19 - Consistency and Persistence

00:27:26 - Effective CRM Usage and Time Management

00:33:57 - Inbox Management and Time Management

00:35:58 - Effective Sales Techniques

00:37:42 - Bringing Value to Calls

00:39:25 - Voicemail Strategy

00:40:19 - Importance of First 15-20 Seconds in a Voicemail

00:41:27 - Analyzing a Sales Voicemail

00:46:31 - Short and Sweet Voicemail Strategy

00:49:06 - Leveraging Social Selling Triggers

00:51:48 - Tony's Favorite Movie

Timestamped Summary of this Episode:

00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and its focus on helping sales leaders and practitioners grow their sales numbers at scale.

00:01:24 - Welcoming Tony Morando Mario Martinez Jr. introduces Tony Morando as the Chief Sales Officer of World Emblem, highlighting the topics they will cover, including pathways to management and leadership.

00:04:46 - Overcoming Fear Tony Morando shares a personal revelation about being petrified of flying and how he overcame it by jumping out of a plane for his first flight, leading to his current comfort with flying.

00:07:09 - Career Progression and Patience Tony Morando discusses the importance of being patient in career progression, emphasizing the value of learning from mistakes and the need to earn promotions through expertise and deliberate progress.

00:13:21 - Navigating Increased Competition Tony Morando addresses the impact of increased competition in today's market, citing the Amazon model's influence and its implications for meeting customer expectations in a timely manner.

00:14:14 - Building a Unique Value Proposition Tony discusses the need for sellers to create a unique value proposition to win customers in a competitive marketplace. He emphasizes the importance of standing out and providing exceptional value.

00:15:14 - Becoming Elite Tony emphasizes the need to go above and beyond to be elite, highlighting the importance of putting in extra effort, making sacrifices, and constantly learning and improving in order to separate from the competition.

00:16:29 - Personal Experience in Sales Tony shares his personal experience in software sales, emphasizing the importance of putting in the hours, becoming an expert in the industry, and sharing best practices with peers to succeed in sales.

00:22:30 - Overcoming Objections Tony discusses the significance of discussing and learning from common objections in sales to overcome them effectively. He highlights the value of daily huddles for sharing and learning from past objections and challenges.

00:25:19 - Consistency and Persistence Tony shares a memorable sales success story about his persistence in following up with a client over a ten-year period, ultimately leading to a significant contract. He emphasizes the importance of consistency, never giving up, and bringing value to every interaction.

00:27:26 - Effective CRM Usage and Time Management Tony discusses the importance of using CRM effectively and scheduling future activities to stay on track. He also emphasizes the significance of time management and organization in sales.

00:33:57 - Inbox Management and Time Management Tony shares his struggle with managing his inbox and the challenge of maintaining a zero inbox policy. He highlights the importance of time management and the impact of being organized on personal and professional success.

00:35:58 - Effective Sales Techniques Tony emphasizes the importance of active listening, consistent communication, providing value, and exceeding expectations in building and maintaining strong client relationships. He also discusses the significance of asking questions and listening without interrupting the prospect.

00:37:42 - Bringing Value to Calls Tony delves into the importance of bringing value to live conversations and narrowing in on topics that matter to the prospect. He also shares his approach to leaving voicemails, keeping them short and avoiding selling through voicemails.

00:39:25 - Voicemail Strategy Tony discusses his approach to voicemails, preferring to keep them short and sweet without selling through them. He also emphasizes the importance of capturing and keeping someone's attention within seconds.

00:40:19 - Importance of First 15-20 Seconds in a Voicemail Tony and Mario discuss the critical role of the first few sentences in a voicemail to engage the listener. They emphasize the need for brevity and value in the initial message to capture the recipient's attention.

00:41:27 - Analyzing a Sales Voicemail Mario plays a sales voicemail and invites Tony to critique it. They discuss the importance of identifying the correct industry and the need for thorough research before reaching out to potential buyers. They also highlight the significance of clear and genuine communication.

00:46:31 - Short and Sweet Voicemail Strategy The hosts review another voicemail and share differing perspectives on its effectiveness. Tony highlights the intrigue and curiosity it creates, while Mario emphasizes the importance of providing more information and context to prompt a response. They also touch on the significance of personalizing outreach.

00:49:06 - Leveraging Social Selling Triggers Mario explains his approach to leveraging social selling triggers, such as profile views, to initiate meaningful connections with potential buyers. He emphasizes the importance of guiding recipients to relevant content and tracking their engagement for informed follow-ups.

00:51:48 - Tony's Favorite Movie Mario wraps up the episode by asking Tony about his all-time favorite movie, which Tony reveals to be "Fight Club." This lighthearted segment adds a personal touch to the conversation, providing a glimpse into Tony's interests outside of sales.

Hone Effective Sales Objection Handling Techniques

Morando discusses the importance of honing effective sales objection handling techniques in the competitive sales landscape. He highlights the significance of addressing objections and consistently training to overcome them. By mastering objection handling, sales professionals can enhance their ability to navigate challenges and close deals successfully.

Cultivate Strong Client Relationships in Sales

Building strong client relationships is crucial in sales success, as highlighted by Morando in the podcast. He emphasizes the need for genuine and authentic communication to engage prospects and build lasting connections. Cultivating strong client relationships not only fosters trust but also paves the way for continued sales success and business growth.

The resources mentioned in this episode are:

• Connect with Tony Morando on LinkedIn by sending a personalized connection request mentioning the modern selling podcast.
• Visit worldemblem.com to reach out to Tony Morando through the contact form on the corporate website.
• Sign up for FlyMSG for free to save 20 hours or more in a month and increase productivity. This is a free text expander and personal writing assistant.
• Watch the movie Fight Club for a classic and timeless favorite.
• Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners.

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