The Modern Selling Podcast

著者： Mario Martinez Jr
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  • The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
    ©2016 All Rights Reserved. Vengreso
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あらすじ・解説

The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
©2016 All Rights Reserved. Vengreso
リーダーシップ 就職活動 経済学
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  • Getting Past "No Thanks": Turn Objections into Opportunities

    Getting Past "No Thanks": Turn Objections into Opportunities
    2024/11/12
    Are you ready for the unexpected twist in the world of sales coaching? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership. If you're feeling frustrated with your sales team's performance and struggling to hit quotas, then you are not alone! Sales leaders often face the challenge of coaching their teams to overcome objections, but traditional methods may not be yielding the desired results. It's time to shake things up and find a new approach to drive success. Don't miss out on this game-changing revelation! Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. Coaching sales teams to overcome objections is a key aspect of driving successful sales outcomes. This is Jon Freeman's story: Jon Freeman's entrance into the world of sales was anything but planned. Despite initially pursuing a career in data processing, he found himself immersed in technology and sales. It was through this unexpected journey that Jon discovered his passion for helping people navigate the complexities of decision-making. His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. Jon's story is one of unexpected turns and valuable insights, offering a relatable narrative for sales leaders looking to guide and empower their teams to excel in handling objections and driving sales performance. In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io, to dive into the intricacies of coaching sales teams to overcome objections. Jon's journey from data processing to sales provides a unique perspective on understanding objections and guiding sales teams through their individual paths. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams. Throughout the discussion, Jon's practical advice and insights underscore the value of personalized coaching approaches and empathetic listening skills. His emphasis on the human element of sales and ethical business practices makes this episode a valuable resource for sales leaders and professionals aiming to enhance their sales strategies and team performance. With relatable anecdotes and expertise, Jon's conversation with Mario Martinez Jr. offers a fresh perspective on navigating objections and fostering meaningful sales conversations, making it a must-listen for sales leaders looking to elevate their team's objection handling skills. Your customer is more comfortable not making a decision, even when that decision is better for them. Your job is to help them cross that chasm or jump across that fence. - Jon Freeman This week's special guest is Jon Freeman Jon Freeman, the vice president of global sales at Innerspace.io, brings a refreshing blend of accidental sales experience and strategic leadership to the table. With a background in technology and a career that spans industry giants like Novell and Intel, Jon's journey from reluctant salesperson to sales management offers a unique perspective on coaching sales teams to overcome objections. His approachable demeanor and deep understanding of complex B2B sales make him a valuable resource for sales leaders looking to elevate their teams' objection-handling skills. Jon's ability to blend practical wisdom with a touch of humor creates an engaging and relatable narrative that resonates with sales professionals seeking to navigate the challenges of objection coaching. In this episode, you will be able to: Master objection handling techniques to close more sales and boost team performance. Cultivate lasting customer connections that drive loyalty and repeat business. Navigate the fine line between managing a team and being a successful salesperson. Leverage cutting-edge technology to supercharge your sales approach and stay ahead of the competition. Embrace integrity as the cornerstone of successful and sustainable sales relationships. The key moments in this episode are: 00:00:00 - Overcoming Objections in Sales Coaching 00:01:38 - Jon's Background and Innerspace.io 00:06:45 - Juicy Personal Story 00:09:56 - Coaching Sales Teams to Overcome Objections 00:13:33 - Practical Strategies for Sales Coaching 00:14:37 - Importance of Sales Guide and FAQ Document 00:15:26 - Dealing with Objections and Rejections 00:17:32 - Identifying Ideal Customers 00:20:23 - ...
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    49 分
  • Selling Like a Cockatoo: Insights from a TV Host and Sales Guru

    Selling Like a Cockatoo: Insights from a TV Host and Sales Guru
    2024/11/06
    Are you ready for a mind-blowing revelation that will completely change your perspective on modern selling techniques? Get ready to uncover the unexpected truth that will revolutionize the way you engage with your customers and close more deals. Stay tuned to find out how to transform your sales approach and elevate your success to new heights. Do you want to increase your sales effectiveness and build stronger relationships with your customers? If you're ready to discover the solution to achieving that result, stay tuned for an engaging and insightful approach that will transform your selling techniques and resilience. Let's dive in and elevate your sales game together! Have you ever felt like you're putting in all the effort but not getting the results you want? Maybe you've been told to smile and push through, but deep down, you're feeling the frustration of not making real connections and closing deals. If this sounds familiar, you're not alone. Let's break through the ineffective advice and turn your sales game around for increased effectiveness and stronger relationships. It's time to shake off the old ways and embrace a new approach that brings real results. Are you ready to transform your sales game? This is Gail Kasper's story: Gail Kasper's initiation into the world of sales was an unexpected fusion of family influence and personal experiences. Growing up with a father who possessed a natural knack for sales, Gail observed and absorbed the art of selling from a young age. However, it was her hands-on experience on the front lines, starting as a receptionist and later evolving into a managerial role, that truly cemented her understanding of the sales process. From selling appliances in California to navigating the complex world of training programs, Gail's journey is a testament to perseverance and adaptability. Overcoming abrupt career transitions, including a sudden leap into entrepreneurship after being let go from a job, Gail learned firsthand the significance of agility and continuous growth in the fast-paced realm of modern sales. Her narrative not only showcases her sharpened sales acumen but also underscores the pivotal role of effective leadership in driving sales success. Gail's compelling journey serves as a guiding light, illustrating how embracing change and unwavering commitment can pave the way for triumph in the dynamic landscape of sales. Stop selling. Back up. Slow down. Take control of the call. Position yourself as not ready to jump, but actually pulling back on the sale. - Gail Kasper My special guest is Gail Kasper Gail Kasper, an accomplished TV host, author, and master sales trainer, brings her dynamic expertise to the Modern Selling Podcast. She has empowered teams within Fortune 500 and multibillion-dollar companies, enhancing their sales and public speaking skills. Gail's journey, which began with her dropping out of college at 19 and working her way up the corporate ladder through resilience and determination, provides a unique perspective on the sales profession. Her recent book, "Sell Like a Cockatoo," showcases her innovative approach to sales techniques, offering valuable insights for sales professionals seeking to strengthen engagement and resilience. With her blend of experience, authenticity, and success, Gail Kasper is poised to offer a fresh and impactful perspective on effective sales techniques for modern selling. In this episode, you will be able to: Master modern selling techniques to close more deals and boost your sales performance. Cultivate genuine customer relationships that drive loyalty and repeat business. Overcome sales objections with savvy strategies that turn challenges into opportunities. Harness the power of personalization to make your sales outreach stand out and resonate with prospects. Adapt your sales strategies for virtual environments to thrive in the digital marketplace. The key moments in this episode are: 00:00:00 - The Importance of Genuine Communication in Sales 00:01:11 - Gail's Background and Expertise 00:03:18 - Gail's Book "Sell Like a Cockatoo" 00:03:59 - Juicy Revelations - Gail's Introverted Nature and Unique Relationship Story 00:07:04 - The Evolution of Sales and the Modern Buyer 00:13:14 - Building Strong Relationships in Sales 00:14:26 - Climbing the Ladder in Sales 00:15:34 - Utilizing Modern Sales Techniques 00:20:10 - The Concept of "Sell Like a Cockatoo" 00:25:14 - Overcoming Sales Challenges 00:26:30 - The Art of Sales as the Art of Helping 00:28:38 - Selling to the Business Pain 00:29:02 - Helper Mode in Sales 00:31:53 - Sales Process on Steroids 00:37:44 - The Future of Selling 00:40:53 - Impact of Automation on Social Media Platforms 00:42:27 - Functioning vs. Engaging in Sales 00:43:20 - How to Connect with Gail Kasper 00:44:11 - Favorite Movie Discussion 00:46:18 - Conclusion and Call to Action Timestamped summary of this episode: 00:00:00 - The ...
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    47 分
  • Leveraging The Best Tools For Sales Leaders

    Leveraging The Best Tools For Sales Leaders
    2024/10/22
    If you're feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! Are you using the right tools to measure your sales team's success? Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It's time to rethink your sales tool strategy. Are you tired of spending hours crafting personalized messages only to get minimal results? Let's turn that frustration into success. Keep reading to find out how. In a captivating narrative, Mike Curliss, the VP of Sales, shares his eye-opening journey of grappling with the daunting task of improving email engagement rates. He paints a vivid picture of the challenges faced when buyers questioned his location during conference calls, igniting a quest for innovative solutions. With a hint of nostalgia, Mike reflects on the timeless advice from his mentor about the significance of personal connections, drawing parallels to the modern virtual world. Through engaging storytelling, he unveils the pivotal role of virtual backgrounds in sparking conversations and establishing rapport in the digital landscape. As he delves into the art of personalization and delivering value in email prospecting, Mike's insights resonate deeply, offering a compelling narrative of the struggles and triumphs in the realm of modern sales strategies. His tale serves as an inspiring beacon for sales professionals, offering valuable tips and lessons learned from navigating the complexities of prospecting and fostering genuine engagement in an ever-evolving digital landscape. A fool with a tool is still a fool. - Mario Martinez Jr. In today's episode, we feature a webinar between our CEO Mario Martinez Jr, and Mike Curliss is the Vice President of Sales at Maximizer, bringing extensive experience in CRM utilization and sales strategy development. With a career spanning over two decades, Mike has established himself as a seasoned professional in leveraging collaboration tools to enhance sales team productivity and customer engagement. His expertise lies in driving successful prospecting efforts and improving email engagement rates, making his insights crucial for sales professionals aiming to elevate their prospecting effectiveness and communication strategies. In this episode, you will be able to: Boost Email Engagement: Learn how to skyrocket your email engagement rates and stand out in your prospects' inboxes. Elevate Sales Call Presence: Uncover the power of using virtual backgrounds to create a professional and engaging environment in sales calls. Streamline Sales Strategy: Discover the seamless integration of CRM systems to supercharge your sales strategy and drive better results. Maximize Omnichannel Engagement: Master the art of omnichannel sales engagement strategies to connect with prospects across various touchpoints. Measure Sales Tool Impact: Uncover effective ways to measure the ROI of your sales tools and optimize your sales efforts for success. The key moments in this episode are: 00:00:00 - Challenges with Email Prospecting 00:03:29 - Importance of Virtual Backgrounds 00:04:18 - Using Teams for Collaboration 00:07:34 - Enhancing Email Engagement 00:13:46 - Efficient CRM Integration with Outlook 00:14:15 - Maximizing CRM Integration with Outlook 00:15:14 - Leveraging LinkedIn for Sales Outreach 00:17:50 - Applying Sales Methodology to Multiple Channels 00:19:22 - Building Effective Referral Networks 00:23:31 - Balancing Automation and Personalization 00:28:58 - Applying Sales Principles to Social Media Channels 00:29:56 - Role of TikTok in B2B Sales 00:31:35 - Integrating Tools with CRM for Sales Leaders 00:35:24 - Strategies for Increasing Sales Rep Productivity 00:42:31 - Improving Buyer Engagement through Omnichannel Strategy 00:43:11 - Importance of Multi-Channel Selling 00:44:14 - Evolving Touch Point Strategies 00:45:49 - Utilizing Video for Engagement 00:47:28 - Importance of Inbound Leads and Follow-up Timestamped summary of this episode: 00:00:00 - Challenges with Email Prospecting Mario discusses the challenges of email prospecting, with less than 3% engagement rate. Personalization, value, and a call to action are highlighted as key factors to improve email response rates. 00:03:29 - Importance of Virtual Backgrounds Mario emphasizes the importance of virtual backgrounds in sales conversations, sharing how it can engage buyers and start conversations. Personalization to the individual and value delivery are key elements for successful engagement. 00:04:18 - Using Teams for Collaboration Mike shares insights on using Teams for communication and integration, both internally and externally. He emphasizes the importance of visibility, quick information sharing, and integration with CRM for effective collaboration. 00:07:34 - Enhancing Email Engagement Mario provides tips for ...
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    56 分

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