show episodes
 
Selling complicated products and services is a relatively new thing, but most sales advice isn’t up to the job. On Modern Sales, you'll get actionable advice based on the psychology, behavioral economics, and neuroscience of how people buy. Every Wednesday a new episode will tackle a big sales challenge like value pricing, having better discovery conversations, and account planning for large enterprise buyers.
 
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show series
 
Let’s say Hubspot hired us and we’re in charge of growing their Partner Program app. Join us as we create an outbound strategy for Hubspot. This is what we came up with: Stats:4,000+ installs Target Audience: Product Manager Goal: A) Have commitment from companies to add this to their road map.B) Find out the right contact to discuss this withC) Fi…
 
In this episode we are covering the most common mistakes that people make using Sales Navigator to do prospecting, outreach and lead generation. Are you doing any of this? - Relying on industry filters - Not using seniority filters properly - Not using negative keywords - Rely exclusively on your inmail credits - Not using groups - Not using second…
 
Today we’re going to teardown Jordan Belfort’s famous cold outreach script that he used to grow his company Stratton Oakmont from nothing to a Hollywood movie. WHAT YOU WILL LEARN IN THIS EPISODE: - Schedule a call to find where the prospect is at the moment, not necessarily to close a sale - Go to the point as fast as possible - Don’t waste your t…
 
Today we’re talking about which channels are optimal for outreach and which ones you should pay attention to if you want to generate more replies and more leads in 2001. HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: Why you should consider multi-channel approach How to use a channel as part of your multi-step campaign How to position each outre…
 
Today we have eleven questions about sales outreach. Let’s dive in! RAPID FIRE QUESTIONS: What kind of greeting should I use? What’s the simplest way to test a multichannel campaign? How can I find a better prospect using Sales Navigator? Is it possible to find a list of my competitor’s prospects? If so, how? If all I can find is an info@ or team@ …
 
Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/value-based-pricing-is-it-right-for-you --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subscribe on Spotity Subscribe on Apple Podcasts Like what you hea…
 
We’ve received a lot of cold emails for link building, and in this teardown we want to reformulate some of the value propositions of those emails, turning them from features into benefits. Emails we teared down: 1 > I have some recently created content and was wondering if I can send it over and maybe share it with your audience. 2 > I was thinking…
 
Cold email outreach continues to be the best way to exert maximum control over your lead gen process. On this episode, Brad Smith shares his approach to low volume, high conversion cold email using a surprisingly low-tech approach. Connect with Brad on LinkedIn Want the full transcript? Visit the show notes page on our website: https://servedontsel…
 
Hello outbounders! Today we’re going to reveal how to go from 0 to 1000 LinkedIn connections in a very short period of time. Say you are looking for influencers in your field to give you life career advice. Here is what you can do to get to a meaningful network of the right people on LinkedIn in 3 steps: Start small Use low hanging fruits Make your…
 
There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and how it can change your whole approach to the sales. Mike's website, Catalyst Sale Connect with Mike on LinkedIn Want the full transcript? Visit the show notes pa…
 
In this episode we’ll go over three emails in ten minutes. Takeaways from this episode are: cut it down, keep it clear and try out some images to personalize. If you have received some interesting cold emails and you would like us to do a quick teardown on them, email us and we’ll be happy to take a quick look at them. Also check out https://course…
 
With so many people shifting from in-person to inside selling, the future of field sales is in question. In this episode, Steve Benson, CEO of BadgerMaps, gives a rundown of what he's seeing with field sales, and how he sees it changing in the future. Steve Benson on LinkedIn Steve's company, Badger Maps Want the full transcript? Visit the show not…
 
In this episode we’ll go over five unfair advantages that you have when you do outbound sales. What We Cover: Handpick clients Zero delay Low risk Bigger pool Own the conversation The biggest advantage you have is that outbound can make an entrepreneur’s dream come true very fast - if you find the segment of the marketplace that needs what you have…
 
The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it? Dave Shaby, COO at RA…
 
Plain ol' text-based emails can be boring, but everyone likes to get a video sent just to them. Video emails, using a tool like BombBomb, can increase your reply rates and build relationships faster. Ethan Beute, Chief Evangelist at BombBomb, shares what he knows about selling with video and how it can transform sterile, impersonal emails into rela…
 
Today we are going to define what Lead Generation is - short and clear. HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: What it means to win interest from qualified prospects Job titles that involve lead generation as a primary role Inbound and outbound paths to lead generation How to qualify leads What personalization is and how it can benefit y…
 
Today, we’re facing a challenge - 10 minutes to find Jordan Belford’s email address and send a cold email to him. This is what we came up with: Jordan, I’ve taken a straight line 2 times and have already seen 3x more sales because of your training. But that’s not actually the reason I’m contacting you today… I see Oracle has sponsored your Youtube …
 
In this watercooler episode we’re talking about the four types of campaigns that were getting 40-60% reply rate in 2020. Let’s see what they are! HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: How the pandemic affected reply rates Why it was a good year for campaigns that are inquiring about purchasing a company The advantages of re-engaging you…
 
Today we have a sales outreach rapid fire. Here are the questions: Should I reach out during the holiday season? How would you cold email for competitor research? How can I follow up with people who replied “not interested” six months later? What is the future of B2B prospect data? What should I do with the prospect who opened my email, clicked on …
 
In this growth chat we are talking about well established entrepreneurial businesses proposing great lifetime deals for their cool products to a huge audience. If you’re dealing with a well established company, you need to be careful about how you do outreach, because you can tarnish a brand that’s been doing nicely for a while. We’ll use the growt…
 
If you are trying to find the best way to ramp up sales, you must be wondering if that involves an agency, or you should focus on the internal sales team. Let’s see what are pros and cons to either of the choices. HERE’S‌ ‌WHAT‌ ‌WE‌ ‌COVER‌ ‌IN‌ ‌THIS‌ ‌EPISODE: Questions to ask yourself when planning next year’s sales The risk of outsourcing outb…
 
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