At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today's market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics. In this new era of sales and marketing, success hinges on building meaningful relationships with pros ...
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Bill Kirst, an organizational change leader, supports organizations and clients navigating change in order to thrive, to overcome personal obstacles and to reach their full potential. Bill's blended approach has been cultivated over many years by consulting with individuals and offering leadership in military service. In his podcast, Bill talks with a diverse set of guests on the topic of leading change in today's ever-changing world. Brew up a cup of coffee, or tea, and enjoy the listen. *D ...
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Telesales Rockstar, Rob Liano delivers a much needed Kick in the Aspirations! After over two decades of sales, managerial and training experience, Rob shares cutting edge sales insight that will differentiate you from the competition along with a healthy dose of motivation. Are you ready to rock?
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MMS #105 - Live Shows & Podcasts for B2B Demand Generation with Carson Heady and Brandon Lee
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In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation. As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimate…
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MMS #108 - Out-Performing in a Digital-First World: Tactical Sales Strategies with David Brock
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In this episode of Mastering Modern Selling, the team welcomes sales veteran David Brock, founder of Partners in Excellence, to dive into the evolving landscape of modern sales. David shares timeless principles while exploring how technology, particularly AI, is transforming the way sales professionals engage with customers. Timeless Sales Fundamen…
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MMS #107 - From Doorsteps to Digital: Leveraging Offline Skills for Online Success
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This week's episode of Mastering Modern Selling we’re thrilled to have Jeff Kirchick, author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, and an experienced sales leader who has guided teams to success at multiple tech companies. Jeff shares his journey, insights on authenticity in sales, and how modern sellers can bal…
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MMS #106 - Lead with Your Brand: Mark Hunter’s Guide to Sales and Leadership Success
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In this episode of Mastering Modern Selling, we had the pleasure of hosting Mark Hunter for the second time, and he did not disappoint. Mark, also known as "The Sales Hunter," shared his journey from struggling salesperson to a world-class sales coach, revealing powerful lessons that can redefine how you approach your prospects and close deals. Sal…
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Episode 140: Alchemical Unplugging with Kristin Quattlebaum
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I am excited for you to meet my next guest, Kristin. We were introduced about a year ago by a former podcast guest and his wife. Kristin's story is one we know all to well, whereby we feel there is a call to do more, be more and answer that faint ping of purpose.Kristin is a disruptor, thought rebel and possibilitarian who struggled finding her pat…
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MMS #104 - Unlocking the Power of Mentorship with Douglas Stewart: How to Take Control of Your Growth
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Mentorship is an active process you take charge of, with the support of others. In this episode of Mastering Modern Selling, Douglas Stewart shares his empowering approach to mentorship in the digital age, focusing on personal accountability and growth. Discover how to find the right mentors, accelerate your development, and transform your life. Th…
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MMS #103 - Mastering Leadership and Communication in Sales with Richard Vickers
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In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth. With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation. He discusses how effective communication, understan…
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Episode 139: Totems, Talent & Teaching The World To Change with Derek Mitchell
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I cannot wait for you to meet Derek Mitchell. His origin story will have you remembering your own childhood, and the teachers and parents in your life that changed your world.Derek is the CEO of Partners in School Innovation. Partners in School Innovation has been on a mission to transform teaching and learning in the most challenged U.S. public sc…
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MMS #102 - Scaling Success: Lessons from the Frontlines with Eric Watkins
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In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales. Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation. C…
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Episode 138: From Madonna To Microsoft with Joyful Warrior, Heather Cook
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What do Madonna and Microsoft have in common? Turns out more than you think. I posed this question to Copilot and learned a few things. And in this episode I meet the personification of many of the characteristics of success shared by a pop star and a software company. Get ready to meet Heather Cook, Joyful Warrior and Community Connector changing …
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MMS E#101 - Leading with Influence and Mastering Partnerships with Rob Fegan
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In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo. In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales. From redefining what makes a great salespers…
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MMS E#100 - The LinkedIn Playbook - Celebrating 100 Episodes with Daniel Disney
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In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In. Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into pers…
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MMS #99 - Lead with LinkedIn: Why Every CEO Must Show Up
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In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward. LinkedIn: Your Leadership Stage LinkedIn isn’t just for networ…
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MMS #98 - Master the Complex Sale: Strategies for Sustainable Growth with Alice Heiman
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In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways: Don’t Be a Sales Preventer: …
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Special Solocast: How Do We Hold Onto Our Humanity in an Age of AI?
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Pardon the interruption. But this is something we all need to hear. After a recent interview I noticed had great impact on those who listened it felt important to share this in the form of a solocast of sorts. What follows is a blend of poetry, philosophy and a cautionary tale to an ever-changing industry. You might say it’s an unrequited letter to…
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MMS #97 - Video Prospecting: Avoiding Common Pitfalls and Achieving Success with Juan Pablo Garcia
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Dive into the world of video prospecting with insights from Juan Pablo Garcia in the latest episode of Mastering Modern Selling. Discover how integrating video into your sales strategy can revolutionize your outreach and engagement efforts. The Role of Authenticity in Video Prospecting: Juan Pablo emphasizes the importance of authenticity in video …
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MMS #96 - Sales Success: From Value Creation to Objection Handling with Bob Burg & Jeff West
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In episode 96 of "Mastering Modern Selling," we had the privilege of hosting Bob Burg and Jeff West, the brilliant minds behind the book "Streetwise to Saleswise." This engaging conversation delved into transforming sales approaches, overcoming objections, and the importance of personal development in achieving sales success. The Importance of Pers…
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MMS #95 - Authentic Sales Strategies: Bridging Passion and Purpose with Liz Wendling
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In Episode #95 of Mastering Modern Selling, Liz Wendling joins us to share her insights on authentic sales strategies. With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets. Key Takeaways: Embrace Authenticity: Liz highlights the i…
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MMS #94 - Transforming Sales Leadership: From Managers to World-Class Coaches with Keith Rosen
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Dive into the latest episode of Mastering Modern Selling, featuring renowned sales leadership expert, Keith Rosen. This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders. The Allure and Reality of Sales Management Keith Rosen sheds light on the common misconceptions ab…
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MMS #93 - Why Personal Branding Matters: Lessons from the First Six Months of 2024
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In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. They explore the strategies and benefits of building a strong personal brand in today's competitive market. Key Points: Consistency Compounds: Cars…
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Episode 136: A Different Kind of Country with Drake Jensen
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Drake Jensen is a different kind of country. An early pioneer and a man whose music helped me at a pivotal time in my life. Drake sings with an open heart and that still gives some in this world some heartburn. And that suits him just fine. Drake and I first met back in 2011 when I reached out to him to thank him for his music and for being the cou…
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MMS #92 - Crafting Connections Using Humor: B2B Transformation with Jon Selig
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In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales. This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor. Here are five key …
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MMS #91 - Unlocking Curiosity: Leadership and Culture with Carl Lubbe
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Welcome to Episode 91 of Mastering Modern Selling! We had the pleasure of hosting Carl Lubbe, a renowned curiosity coach. Carl brings a wealth of experience and unique perspectives on sales leadership and the power of curiosity in driving sales success. This episode is packed with insightful and transformative advice for sales professionals aiming …
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MMS #90 - Sales Success with Mindset, Mental Models, and More Meaning with Bernadette McClelland
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In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations. Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales pr…
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MMS #89 - Leading Change in an Era of AI: Empowering Sellers with Bill Kirst
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In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert. The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology…
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Episode 135: The Pride Edition with Brian Johnson
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Each year, around this time, I like to feature a story in an episode I refer to as the PRIDE Edition. It is in this annual episode I feature an inspirational story of one human’s endeavor to authenticity and journey to joy. As many of us know, that is often a lifelong journey and one that comes with inordinate amounts of heartbreak and hopefully, e…
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MMS #88 - Intentional Moves: Career Strategies to Reach the Top 10% with Kristie Jones
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In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies. Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career …
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MMS #87 - Empowering Partnerships: Unlocking Revenue Potential with Vince Menzione
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In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft. Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and l…
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MMS #86 - Your Buyers Don't Want to Talk, But They Are Lurking
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In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams. In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment. Here are five key tak…
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MMS #85 - Fresh Perspectives: A New Era of Sales with Victoria Jimenez
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In this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady. Here are five pivotal points from the discussion: Integrative Sales Education: Victoria details her ac…
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MMS #84 - A CEO's Guide: Using LinkedIn for 60%+ Business Opportunities with Matt Watson
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In the latest episode of 'Mastering Modern Selling,' we had the pleasure of hosting Matt Watson, the dynamic founder and CEO of Full Scale. This discussion is a treasure trove of practical insights on leveraging personal branding and modern selling strategies effectively. Key Insights from the Episode: Personal Branding on LinkedIn: Matt emphasized…
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MMS #83 - Reimagining Sales Leadership: Strategies for Today’s Market with David Priemer
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In this engaging episode of Mastering Modern Selling, we had the pleasure of hosting David Priemer, a seasoned sales strategist known for his contrarian approach to modern sales practices. David shared profound insights and strategies to reimagine and revitalize sales processes, emphasizing a journey from conventional sales tactics to innovative an…
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Bonus Episode: The Tortured Poets Department First Public Reading
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Yes, you're the understudy to the Tortured Poet…you just didn’t know it.I had nearly forgotten about the event of the season arriving in the overnight hours to our digital devices. And this morning, as I prepare for my first public poetry reading, I have to smile, because the universe always has a way of showing us “a way.” I have been thinking abo…
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MMS #82 - How CMOs Can Elevate CEO Personal Brands with MJ Smith
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In this episode of Mastering Modern Selling, our special guest, MJ Smith, a seasoned B2B marketing leader with extensive experience in the industrial sector, shared invaluable insights that are shaping the future of sales and marketing. Below are the five key takeaways from our enlightening discussion: Leadership and Content Synergy: MJ underscored…
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MMS #81 - "Show Me You Know Me" with Samantha McKenna: LinkedIn Strategies That Create Opportunities
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In an enlightening episode of Mastering Modern Selling, Samantha McKenna, CEO of #SamSales Consulting, brings her vibrant energy and unmatched expertise to the table. As a veteran in enterprise sales with a rich background including leading roles at major corporations like LinkedIn, McKenna offers a fresh perspective on sales strategies that break …
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MMS #80 - Credibility is Key: Harnessing Social Strategies with Mark Hunter
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In the latest episode of Mastering Modern Selling, our hosts sat down with the renowned sales expert Mark Hunter, offering a deep dive into the world of sales and its evolving dynamics. Here are some key takeaways from this episode: 1. The Power of Association: Mark emphasized the significance of who you associate with in the sales domain. Your cir…
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Episode 134: Birth of a Salesman with Carson Heady
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On this episode we meet multi award winning Sales Leader and All Around Luminary, Carson Heady. Carson is a bestselling author of five books in addition to being one of Microsoft's most influential Directors and #1 Social Sellers. He is a Global Sales Trainer, a podcast host and 🏆 award-winning mentor to many teams and talent. You will love this co…
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Episode 133: All Pride, No Ego with Jim Fielding
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Jim Fielding, a proud Ohio native and Indiana University Hoosier, started his career on the department store floor. Over the next 30 years, he would lead some of the world’s most beloved media and retail brands, including The Gap, Disney, Claire’s, Dreamworks, and 20th Century Fox. Jim is known for his ability to combine storytelling and product me…
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Episode 132: Simple but Profound in Human Design with Becky Morrison
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Honored to welcome back Becky Morrison for the third time to the podcast. This time we talk about something powerful, simple and profound...HUMAN DESIGN. You are going to love this conversation. Reach out to Becky if you would like to learn more at untanglehappiness.comBy Bill Kirst
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MMS #79 - The Modern Revenue Generation Fly Wheel
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In the latest episode of Mastering Modern Selling, we head into the heart of modern sales techniques with the hosts, Tom Burton and Brandon Lee. This episode highlights the evolving landscape of sales, offering a fresh perspective on engaging with the modern buyer. Five Essential Insights: Old Sales Methods Are Out: Brandon Lee explains that the ol…
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MMS #78 - Bridging the Gap: Offline Skills in a Digital World with Moeed Amin
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In this week's episode of Mastering Modern Selling, we were joined by the remarkable Moeed Amin, a seasoned sales professional and neuroscience expert. As we explored the interplay between neuroscience and effective selling strategies, Moeed shared invaluable insights that are bound to transform the way you approach sales. Key Takeaways: ◾ The Inte…
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MMS #77 - How to Get Attention in an Attention-Deficit World with Erik Huberman
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Dive into the world of sales and marketing with Erik Huberman, a maestro in attracting and retaining attention in our bustling digital age. In a world where attention is the new currency, Erik's strategies offer a blueprint for success. This episode offers insights for anyone looking to elevate their sales and marketing game. Key Takeaways: 1️⃣ Eve…
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MMS #76 - Sell More, Suck Less with Dale Dupree
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Dive into the journey of sales transformation with Dale Dupree in this episode of Mastering Modern Selling. Discover innovative strategies to elevate your sales approach, foster genuine customer relationships, and stand out in the competitive sales landscape. Key Insights: Reimagining Sales: Explore Dupree's journey from a traditional sales perspec…
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MMS #75 - The Sales Evolution: Digital First, Not Digital Only with David J. P. Fisher
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In episode 75 of "Mastering Modern Selling," we delve into the evolving world of digital sales with guest David JP Fisher. Unpack the essence of digital-first approaches and human connections in sales with actionable insights from Fisher's extensive experience. Key Points: Digital First, Not Digital Only: Fisher emphasizes the importance of a digit…
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MMS #74 - Reimagining Sales: A Journey from Sales Contrarian to Sales Champion with Lee Salz
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In this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation." Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness. Key Point…
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MMS #73 - Mastering Sales Fundamentals: Blending Tradition with Social Selling with Donald Kelly
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On this episode of "Mastering Modern Selling", we delve into the integration of traditional and innovative selling strategies in the current sales landscape. 5 Key Points Discussed: Donald's Unique Selling Philosophy: Inspired by his experiences selling mangoes in Jamaica, highlighting the importance of creativity and authenticity in sales. Importa…
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Episode 131: Rediscovering Your Legacy with Qiana Sanders
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Prepare for a powerful conversation of healing and rediscovering your legacy with the one and only, the incredibly inspiring Qiana Sanders. Qiana and I met in the newly minted hallways of a corporate office and in that first meeting we somehow knew we would be longtime friends and champions of change along the way. Qiana's story is one rooted in th…
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MMS #72 - Mastering Modern Sales Leadership with Drew Ellis
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Join us for this week's episode featuring Drew Ellis, VP of Mid-market Sales at SAP, who brings valuable insights into modernizing B2B sales strategies. Our discussion is aimed at sales professionals eager to excel in the digital era, offering guidance for those engaging with both large enterprises and the dynamic mid-market. We will explore how to…
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MMS #70 - Commanding the Digital Stage: Mastering Confidence and Communication with Julie Hansen
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Join us for an insightful discussion with Julie Hansen, an expert in virtual communication and sales, in this week’s special feature. We delve into the art of mastering digital interactions, exploring how to establish a commanding presence both on camera and in person. Our conversation will focus on practical strategies to enhance the authenticity …
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Episode 130: "Not the Only One in This Town" with Brooke Hatala
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Excited to welcome the first guest of 2024 with Brooke Hatala. Brooke is a rising star as a singer/songwriter in Nashville. "The North Carolina native’s penchant for honest storytelling with a tinge of rocking energy makes Hatala a perfect fit for Nashville’s new era.” And while she is not the only one in in the town of Nashville, she is certainly …
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