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 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
1:10:11
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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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56:15
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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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MMS #69 - Retro Selling (Relationship First) in a Digital Age with Kevin Brown
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In this episode, we are joined by Kevin Brown from LeadSmart Technologies. We begin with a reflective journey that takes us from Kevin's early experiences to the modern sales environment influenced by AI, social media, and a customer-focused approach. We discuss LinkedIn's transformation into a vital tool for sales and share interesting anecdotes f…
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SS 2.0 - #68: Modern Strategies for Acquiring New Customers
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1:02:37
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In this episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effec…
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SS 2.0 - #67: Mastering Modern Selling in 2024
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Welcome to the New Year! In our 2024 kickoff episode we examine the evolving realm of "social selling" and the strategic approach required for B2B success in today's fast-paced digital marketplace. This episode is focused on redefining our understanding of relationship building in sales. We explore how the digital era has transformed the dynamics o…
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SS 2.0 - #65: A Look Ahead to the State of Sales, Social and Demand Creation in 2024
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Discover the power of building lasting customer relationships and leveraging the latest AI technology in our final episode of 2023. Carson Heady, Tom Burton, and Brandon Lee, share their celebratory reflection on the year's most impactful moments and set the stage for the trends that will define the future of sales. Get ready to transform your appr…
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Episode 129: Infinite Growth And A Year Of Eights
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Be kind. This episode might be one of my first solo episodes that I recorded at length after much reflection going into 2024. And believe it or not, I was nervous every time I got in front of the mic. It is not perfect, but it is real. And it is me. It is probably indicative of the energy many of us went into 2024 with - slightly nervous and holdin…
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SS 2.0 - #64: A Look Ahead to the State of Sales, Social and Demand Creation in 2024
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In this episode we journey through the past year's B2B sales landscape, discussing the triumphs and obstacles we faced. With the buyer-centric approach taking center stage, trust-building has become more important than ever. The conversation flows from the tactical use of LinkedIn right into the relevance of quality over quantity in our social medi…
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SS 2.0 - #63: From Average to Ace: Greg Laemmer's LinkedIn Leap to the Top#1 Sales Rep
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In this episode we interview a social selling success story, Greg Laemmer. Discover how his mastery on the tennis court served as a prelude to sales success, and the undeniable impact of genuine interactions on LinkedIn. Greg dismantles the myths about traditional sectors being resistant to tech, revealing instead how these platforms can skyrocket …
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SS 2.0 - #62: The Jolt Effect in Social Selling with Special Guest Matt Dixon
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Get ready for some serious sales wisdom as Tom, Brandon and Carson sit down with Matt Dixon, the brilliant mind behind "The Challenger Sale" and "The Jolt Effect," to dissect the seismic shifts in B2B sales and the rise of social selling. This episode is a masterclass in overcoming the silent sales-killer: customer indecision. It's not just another…
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SS 2.0 - #61: The Art of Negotiation and Influence with Special Guest Mark Raffan.
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In this episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We …
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SS 2.0 - #60: Social Selling from the Heart Part 2 with Larry Levine
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In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart". Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sale…
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Episode 128: A Redux & Reunion with Paul McCarthy, The F.I.R.E.D. Leader
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On Episode 128, we reunite with Paul McCarthy, who has been on quite the journey as he authored and published The F.I.R.E.D. Leader, the leadership and disruption playbook for the next generation. And on the heels of the most operatic firing of the world's most famous tech talent and leader - Sam Altman, Paul's book is proving to be a must read. In…
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