Stay ConnectedSelling 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.
Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups.
Sign up for the newsletter to get the top 10 episodes emailed to you, and stay up to date on Liston’s writing, podcast, and sales advice.
Copyright: ©2019 Serve Don't Sell
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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
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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.
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https://servedontsell.com/modern-sales/cold-email-that-works
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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
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https://servedontsell.com/modern-sales/catalyst-sale
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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's company, Badger Maps
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/future-field-sales-badger-maps
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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 RAIN Group, shares his recent research on the question of how both buyers and sellers are adapting to the new remote selling reality. Here are some links mentioned in the show:
RAIN Group's Virtual Selling Study
Remote Selling article by Liston
Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
Podcast Episodes:
Remote Selling: The Sales Process to Use
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/virtual-selling-research
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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 relationship accelerators.
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https://servedontsell.com/modern-sales/selling-with-video
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Sending cold prospecting emails still works, but it takes some careful planning and a touch of empathy. Jack Reamer from Emails That Sell pulls back the curtain and shares everything that's currently working for him and his clients when it comes to cold email.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/cold-prospecting-emails
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The world was turned upside down in March and if you weren't selling virtually before, you are now. Office space is going away, and more companies are going remote and staying that way. Learn the fundamentals of virtual selling from Jeb Blount, best-selling author and accomplished sales trainer.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/virtual-selling-jeb-blount
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You may have thought deeply about negotiation before, but do you have a plan for it? Learn how a negotiation plan strategy can help you find a winning deal that gets you more of what you want, while still delivering what your clients needs.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/negotiation-plan
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Get Kevin Dorsey's formula for cold email based on thousands of emails he's written and sent through his work as VP of Sales at PatientPop. You'll learn how Kevin turns bland outreach into responses and meetings, the amount of research and personalization you need in order to be successful at cold outreach, and whether it'll keep working in the future.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/kevin-dorsey/
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Even though it may seem like a stretch, it's true: the process of writing jokes can teach you a lot about sales. It forced you to think about who you're talking to, what's important to them, and what their every day life is like. In this episode, you'll hear from Jon Selig, a standup comedian and sales trainer who helps sales teams write jokes that connect with their prospects.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/jon-selig
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You might be looking for a yes every time you have a new prospect, but what if that's the exact wrong approach? Instead of seeking out a yes, go for no. That's the advice from Andrea Waltz, author of the book Go For No, and she'll tell you how to fail your way to success.
Andrea's Book, Go for No
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/go-for-no-andrea-waltz
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You have to be more empathetic and have more emotional intelligence to do well in sales. But what does that mean, and what specifically should you do to increase your empathy? David Priemer, author of Sell the Way You Buy and owner of Cerebral Selling, knows a thing or two about emotional intelligence and empathy. In this episode, we'll discuss why empathy is so important during the sale, and what you can do to increase yours.
Connect with David:
Connect with David on LinkedIn
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/david-priemer-cerebral-selling
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Sales presentations are the culmination of weeks, months, or even years of work. Getting them right is critical. Brian Burkhart, CEO of Square Planet, has a method of sales presentations that's a little unusual but uber effective. In this episode, you'll learn his 8-step process to winning sales presentations.
Connect with Brian:
Brian's book, Stand for Something
Connect with Brian on LinkedIn
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/brian-burkhart
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How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/tony-lenhart
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Would you show your cards to the dealer during a game of blackjack? That's what Todd Caponi thinks you should do in your next sale, including your negotiation process. In this episode, you'll learn why it's best to expose your flaws openly, how it'll help you build trust, and how to use radical transparency throughout the sale.
Connect with Todd:
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/todd-caponi
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Value planning should be done every time you interact with your prospects. It's the answer to the question: "what's in it for my prospects to talk to me?" And Andy Paul, of the Sales Enablement podcast and RingDNA, knows a thing or two about value planning for better sales calls. In this episode, he talks about how to improve your value planning during the discovery process and beyond.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/andy-paul-ringdna
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Should you be selling during the crisis? If so, how? The answer to the first question is yes, and the answer to the second question is more complicated. The simple version starts with one word: segmentation. In this episode, Jake Dunlap talks about his approach to segmentation, the pieces you need in place to make it work, and areas where he's seeing the most success with his own business and his clients' businesses.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/jake-dunlap
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Hiring the right people is mission-critical for all companies, of all sizes, and in every stage. Get hiring right and you'll people on board who can help you build something great, while the wrong people can sink the whole ship. Amy Volas has a lot to say about sales recruiting and sales hiring, and we talk about her approach to finding great salespeople and sales leaders.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/amy-volas-sales-recruiter
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Being seen as an authority in your market can reverse the tables. Instead of you interrupting people with prospecting messages, they may actually start coming to you. Building authority is a long process, and one that's definitely worth it. In this episode, you'll learn the basics of building authority in your market.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/build-authority
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Setting next steps is really the 80/20 of selling. To keep momentum in your deals, set next steps at the end of every meeting, every call, or any other interaction you have with prospects. In this episode, Mark Fershteyn, CEO of Recapped.io, talks about the process he uses to set next steps, and how you can start today.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/recapped
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Storytelling in sales is one of the most powerful skills available to you, especially if you sell something that represents hard change for your client. In this episode, you'll learn why stories are so powerful, what makes up a good story, and how to start using storytelling in your sales process today.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/storytelling-in-sales
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How is expertise bought, and how should you sell yours? Hinge Marketing asks this question over and over again, and they do research on how professional services buyers make purchasing decisions. In this episode, Liston interviews Lee Frederiksen to discuss what he's uncovered in his research that we can apply to consultative selling.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/hinge-marketing-lee-frederiksen
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Sales presentations are a critical piece of your sales process, but have you ever stopped to ask how effective yours are? We can turn to the science of learning and something called cognitive load theory for the answers. What you'll find is that your sales presentations could be improved. In this episode, you'll find out how.
Mentioned in this show:
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/sales-presentations
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Can you motivate your team to reach new levels of performance, or are differences in motivation just genetic? Justin Welsh, former VP of Sales at PatientPop, talks about his approach to motivation, and what you can (and can't) do to keep your team motivated. Justin also reveals his formula for selling anything - one based on copywriting! - and discusses the differences between selling products and services.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/justin-welsh
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The good times are easy. But how do you maintain motivation when things aren't going so well? In this episode, you'll learn the science behind motivation, how to increase your sales motivation and your team's, and what not to do, too.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/sales-motivation
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How do you prospect during a global pandemic? Well, think about what's going on with your prospect. That's exactly what you should do in a pandemic, and it's exactly what you should do when we're not in a pandemic. Jason Bay, a prospecting expert, gives his advice about how to prospect and lead with empathy. It's not just a way to feel better about how you do business - it's much more effective, too.
Want the full transcript? Visit the show notes page on our website:
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Selling remotely means a slightly different approach to your sales process, and you'll have to make adjustments accordingly. Attempting to directly transfer your sales process from in-person to online won't work. In this episode, you'll learn some of the nuance that goes along with selling remotely, and how to update your sales process accordingly.
For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/inside-sales-process
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Whether you're new to remote selling or you've been doing it for years, you know that building trust is a critical part of the process. In this episode, you'll learn how use video selling to build trust during your remote selling process, along with some other ideas about how to use video in your remote sales process.
For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/video-selling-podcast
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We're all in a time of great upheaval, and one of the biggest changes is being stuck inside. If you're new to remote selling, there's a lot to learn. In this episode, I'll cover the basics of what you need to know.
For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/remote-selling-podcast
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Relying on pricing and features to sell your services? There's a smarter way to go.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/value-based-selling-done-right-rebroadcast
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No pain, no change. In order for your buyer to be ready to make a purchase with you, they have to be in some kind of pain right now. That could be caused by a gap in their capabilities, by them losing money, missing opportunities, or losing out to the competition. Whatever it is, they'd better have some pain. Here's how to find it.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/finding-pain-rebroadcast
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The promise of AI may be somewhere off in the future, but machine learning and data science can help you sell more today. Learn the main ways it’s being used, by whom, and how you can have little robots helping you sell more right now.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/sales-ai-tools
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Artificial intelligence has a lot of promise, but how far it will go is up for debate. We take a look at sales AI and the potential impact it will have on jobs now and in the future.
LinkedIn’s Emerging Jobs Report
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/sales-ai-tools-jobs
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The sales AI revolution is...here? Is it? What do we even mean when we say artificial intelligence in sales? In the first episode of the sales AI series, we’ll cover what artificial intelligence is...and what it’s not.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/sales-ai-what-is-it
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Is it better to focus on your prospect’s pain points, or what they stand to gain? In this episode, we’ll dive into the science of how buyers make decisions and which messages are more likely to move them to action. The results might surprise you...
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/pain-points
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Personality tests are a multi-billion-dollar industry because they promise to teach us more about ourselves and others - but do they work, and in what situations? In this episode, we’ll uncover the accuracy and usefulness of personality tests so you know how they can (and can’t) be helpful.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/personality-tests-sales
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The time has finally come to monetize Modern Sales, and how else would it be done but without sales? In this episode, you’ll learn the strategies and tactics used to bring in the first advertisers to the podcast, and the work that still needs to be done.
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https://servedontsell.com/modern-sales/cold-email-campaign-structure
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Selling services is quite different from selling products. Namely, it’s much more difficult! The differences come down to three main factors: definition, trust, and risk. The more you can address these factors, the more you’ll accelerate your services sales process.
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https://servedontsell.com/modern-sales/selling-services-vs-products
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Trust is a critical element of every sale, especially when the stakes are high. Deep Mahajan, Senior Director and Head of People Development and Culture at Nutanix, discusses her buying process and how she comes to trust her vendors.
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https://servedontsell.com/modern-sales/buyer-insights-deep-mahajan
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Finding the gaps within an organization provides opportunity. It’s those gaps that enable a sale to take place - just ask Bill Ball. In this Buyer Insights episode, Bill shares what it takes to sell into his own organization, and has a surprising request for all sellers.
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https://servedontsell.com/modern-sales/buyer-insights-bill-ball
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In order to know how to sell, we first must understand how buyers buy. And if you’re selling into Fortune 100 companies, you’ll definitely want to hear former IBM employee Ariel Yoffie’s in-depth, step-by-step process for evaluating vendors.
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https://servedontsell.com/modern-sales/how-enterprise-clients-buy
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How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.
Often we’re so focused on the goal of setting up a meeting that we overlook how to end a meeting. But in sales, I can assure you, the money is in the follow-up. How you end and follow-up from a meeting will be the ultimate determinants of your success.
That’s why we’re concluding the #SalesMeetings series on Modern Sales with an episode on concluding your sales meetings. Throughout this series, we’ve been discussing the science behind good (and bad) meetings. See them all in the show notes below.
Today I’ll share how to follow through on sales meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.
You’ll learn:
The power of permission, repetition, and agreement
How to end your meetings
How to follow through after meetings for success
Mentioned:
Check out our training programs
#SalesMeetings: Why Bad Meetings Are Killing Your Numbers
#SalesMeetings: What to Do Before Every Meeting to Make It a Success
#SalesMeetings: How to Run a Great Meeting
The Surprising Science of Meetings by Steven Rogelburg
Logan Nickelson at Music For Makers
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting
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No amount of planning can make up for a poorly run meeting. In this episode, I share the science behind setting the tone, action steps for running a great meeting, and advice on dealing with adversity when it comes.
Running a great meeting isn’t easy. People come to meetings with other priorities on their minds -- a looming deadline, a sick pet at home, etc. It’s your job to manage people’s behaviors and moods, make your objectives clear, and keep everyone engaged.
Having a plan before a meeting is important, but it can’t substitute the skills you need to set the tone and to be a good meeting facilitator. Ultimately, your ability to control the mood, pace, and flow of a meeting has a huge impact on the outcome.
That’s why in the third episode of the #SalesMeetings series on Modern Sales, I’m sharing the science behind setting the tone, action steps for running a great meeting, and what to do when things go wrong. Throughout this series, I’m covering how to plan meetings, run them successfully, and what should happen afterward.
You’ll learn:
The psychology of emotional contagion
Actionable steps to run your sales meeting effectively
What to do if a meeting isn’t going well
Mentioned
Check out our training programs
#SalesMeetings: Why Bad Meetings Are Killing Your Numbers
#SalesMeetings: What to Do Before Every Meeting to Make It a Success
The Surprising Science of Meetings by Steven Rogelburg
Logan Nickelson at Music For Makers
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/how-to-run-great-sales-meeting
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Want your meetings to be successful? Then you’ll have to take the right steps before the meeting in order to set yourself - and your client - up for success. In this episode, you’ll learn how to plan every meeting so it’s a smashing success.
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https://servedontsell.com/modern-sales/sales-meetings-before
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Sales meetings are one of the most important, highest leverage things we do. Yet so many meetings are just...bad. In this series, we’ll cover why meetings are so bad, and how to turn them around asap.
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https://servedontsell.com/modern-sales/sales-meetings
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Are you managing more and more prospects with longer sales cycles? Then there’s absolutely no way you can keep current on everything you need to do without the help of software and some automation. In this episode, we’ll cover the sales automation you need to accelerate your efforts and deliver a better client experience.
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https://servedontsell.com/modern-sales/sales-automation
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Even if you have the most interesting and useful content in the world, it doesn’t matter if no one sees it. Knowing how that content spreads within companies and across networks can mean the difference between huge reach and obscurity.
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https://servedontsell.com/modern-sales/how-content-is-shared
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Why did you make the last purchase you made? Because you believed it would help you. Why did you believe that? Information. And usually that information comes from content. Learn the new content marketing imperative, and how sales teams can use it.
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https://servedontsell.com/modern-sales/content-marketing-for-sales-teams
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Want to stand out and be noticed when you sell? You have to be different. And the truth is that different is more important than being the best. Learn why, and what you can do to stand out with product and service differentiation.
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https://servedontsell.com/modern-sales/product-differentiation
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Developing your mind-reading skills will help you better serve your clients, period. We’ll take a look at how sales copy is developed, the lessons you can apply to improve your sales process and bottom line results.
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https://servedontsell.com/modern-sales/sales-copy
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Sales is going through a seismic shift, and there are two core skill sets you need to stay relevant: consultation, and marketing. Learn why the change is occurring, and the core marketing skills you need to remain ahead of the curve.
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https://servedontsell.com/modern-sales/sales-skills-from-marketers
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How likely is your opportunity to close? Timing is a big factor that'll determine the likelihood of success, reveal your clients' drive to change, and help you forecast a more accurate close date.
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Whatever’s going on with your client that’s causing them pain, it’s causing other people pain too. You can uncover and leverage that collective hardship by asking this one question.
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https://servedontsell.com/modern-sales/sales-questions-who
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The more your client has tried unsuccessfully to fix their problems, the more pain they’ll be in. But have they tried enough yet? Learn how to find out in this episode.
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https://servedontsell.com/modern-sales/sales-questions-fix
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When your client notices they have a problem can be just as important as understanding what that problem is. You’ll learn how to find out in this episode.
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https://servedontsell.com/modern-sales/salesquestions-when-did-you-notice-this-was-a-problem
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In Part 2 of the #SalesQuestions, we'll find out why it's so important to learn how long your client has been experiencing their pain, and what that can tell you.
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Miscommunication is when two people have a conversation but come out with different understanding. This is the first episode for the #SalesQuestions Series in Modern Sales. "What's going on?", a simple question everyone can use to avoid miscommunication.
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https://servedontsell.com/modern-sales/salesquestions-whats-going-on
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In today’s episode, I’ll talk about how you can influence people too and do it at scale by building a personal brand. I’ll tell you why it opens the best kinds of opportunities. What it means to get advanced with your personal branding efforts and the steps you can take to start building today.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/building-a-personal-brand-part-3
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The idea of “personal branding” is unusual to most people. In this episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand.
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https://servedontsell.com/modern-sales/building-a-personal-brand-part-2
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The idea of “personal branding” is unusual to most people. In this episode, learn about the basics of personal branding and how you can get started.
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https://servedontsell.com/modern-sales/building-a-personal-brand-part-1
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Get exercises and ideas for making sales training stick for you and your team.
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In this episode of the SDS training series, we'll talk specifically about negotiating price.
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https://servedontsell.com/modern-sales/negotiating-price-dont-negotiate-price
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Learn how to talk about money and objections, including how to address the most predictable ones.
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Account plans bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success.
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A sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.
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https://servedontsell.com/modern-sales/creating-winning-sales-proposals-and-sales-presentations
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Relying on pricing and features to sell your services? There's a smarter way to go.
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https://servedontsell.com/modern-sales/value-based-selling-done-right
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As a consultant, it’s important to set well-defined and measurable goals for your clients.
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https://servedontsell.com/modern-sales/establishing-goals-with-your-client
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How to find your clients pain to motivate them to take action and buy from you.
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If your team is operating without a sales process, you need to do something about it—right now.
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Want to lose your client's trust? Just do any of these 9 things...or don't, if you want to keep their trust.
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Making trust your number one value isn’t just the right thing to do; it’s also good business.
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Let’s talk about how to sell yourself , and how inbound plays a role in this process.
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So you have a problem: deals aren’t closing fast enough for your liking or maybe you’re just not closing enough of them.
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https://servedontsell.com/modern-sales/the-best-closing-technique-is-better-investigation
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Today, more companies understand the critical role that high-value content plays at every stage of the buyer’s journey, and in particular, the selling process.
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https://servedontsell.com/modern-sales/the-future-of-sales-content-with-hubspot-cmo-kipp-bodnar
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Want to get people to respond to your cold emails? Learn tips and tricks on how to send better outreach emails that actually get a response.
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Learn about price anchoring and how it is commonly used in pricing to pull the negotiations toward it.
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https://servedontsell.com/modern-sales/price-anchoring-how-it-takes-the-pain-out-of-high-prices
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Exceed not only ensures that every lead receives a follow-up, but that those leads are nurtured and qualified using artificial intelligence and automation.
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https://servedontsell.com/modern-sales/lead-qualification-using-ai-with-francis-brero-of-madkudu
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Managing remote sales teams creates unique challenges, but you can overcome them.
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https://servedontsell.com/modern-sales/managing-remote-sales-teams-with-derek-rahn-of-lead-genius
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Having large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/rebroadcast-expanding-and-derisking-a-large-account
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You're in the service of your client. So, it's really imperative that you're always doing what's best for them, and that takes investigation.
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https://servedontsell.com/modern-sales/order-takers-in-sales-and-how-to-not-be-one
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Developing relationships with influencers can help to establish your decision-making processes.
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Sales tech is virtually unlimited but...what is the minimum stack you need? You'll get the answer in this episode.
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https://servedontsell.com/modern-sales/sales-tech-you-need-for-a-minimum-viable-sales-stack-mvs
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Unfortunately, we are pretty bad at estimating, but we need a way to measure the impact of our actions. Enter: sales KPIs.
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https://servedontsell.com/modern-sales/sales-kpis-for-consulting-sales
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You know you can improve your sale, but you're not sure how. Implementing a sales process may be your best solution.
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https://servedontsell.com/modern-sales/sales-process-how-to-create-your-own
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How to deal with loss, and build your resilience so you can move on to the next opportunity faster.
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https://servedontsell.com/modern-sales/losing-clients-and-building-resilience
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To be an expert in your field, you must build authority first. You have to both know what you’re doing, and be known.
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https://servedontsell.com/modern-sales/how-to-build-authority-as-an-expert-in-your-market
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Software products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology.
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When you step out of the comfort zone of selling to familiar markets, can you sell something to a client who doesn't want it?
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https://servedontsell.com/modern-sales/can-you-change-a-stubborn-persons-mind
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Service providers often use SEO to market their business, but ranking as the top result for a search term may not be the most effective method. Dan Shure, SEO Expert at Evolving SEO, shares his tips and tricks to leverage search in marketing online.
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https://servedontsell.com/modern-sales/how-to-apply-search-marketing-to-your-business-with-dan-shure
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Self-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships.
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https://servedontsell.com/modern-sales/personality-for-sales-and-how-to-improve-yours
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With so many approaches to digital marketing, word of mouth can seem like a thing of the past. Dan Golden of Be Found Online grew his agency through referral programs and simple, friendly gestures, and he shares how you can do it, too.
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When we hear any negative statements from clients, we feel the progress of the sale is in jeopardy. Understanding what "no" really means will help in overcoming objections when serving.
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https://servedontsell.com/modern-sales/overcoming-objections-and-the-real-meaning-of-no
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Some marketers believe that content marketing has no place in a consulting business because content won’t attract the clients their business needs. Benji Hyam, Co-Founder of Grow and Convert, built his agency exclusively on content marketing, and he’ll share how he did it in this episode.
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Throughout the sales process, clients need leaders to take on the ups and downs that may come. Listening to the client, and providing insight with strategic thinking will set you apart as a leader.
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https://servedontsell.com/modern-sales/demonstrating-sales-leadership-to-your-client
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Your search rank position is critical for your agency or consulting business. Clutch.co is an online database with verified reviews, and Ryan Stevens - the #2 at Clutch - will tell you how to optimize your profile and make the most of your Clutch listing.
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Credible reviews can make or break your chances of landing a client. In part 1 of my interview with Ryan Stevens, Senior Business Manager of Clutch.co, he shares how this online database can increase traffic and generate leads to your agency.
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Ready to scale your sales beyond referrals? Most service providers exist strictly on referrals, but it's a risk your business can't afford. Here's how to grow beyond the referral.
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Asking good questions is critical in the sales process - particularly in discovery. In this episode, I'll cover the four questions you should ask in every discovery you conduct.
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https://servedontsell.com/modern-sales/rebroadcast-sales-questions-to-ask-in-discovery
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The key to selling your consulting expertise is to serve, not sell. It’ll unlock better relationships, more clients, and feel a lot better to you and your client.
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https://servedontsell.com/modern-sales/rebroadcast-serve-dont-sell
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Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.
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Picking a focus for your agency or consultancy will accelerate your ability to scale and automate parts of your business. Greg Hickman has done both, and he wants to help you to do the same thing in your business.
Want the full transcript? Visit the show notes page on our website:
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Social selling is a buzzword and everyone's telling you to do it. The one place to focus is LinkedIn, and I'll give you a rundown of some of the best ways to start social selling using LinkedIn in Part 1 of a series of episodes on how you could use LinkedIn to start more conversations.
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https://servedontsell.com/modern-sales/social-selling-with-linkedin-part-1
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Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder, and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.
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Executing your work is tough, and outsourcing it is tempting...but most people get it wrong. Chris Martinez, Founder and CEO of DUDE Agency, built his entire business on outsourcing and he's here to teach you what he's learned.
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Having large accounts gives you convincing logos and seemingly bottomless revenue opportunities, but tying so much revenue to a single client is a risk, too. In this episode, you'll learn how to diversify and derisk your exposure to your largest accounts.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/expanding-and-derisking-a-large-account
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Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.
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Delegation helps you focus on higher and higher value activities, but that doesn't make it easy. My guest, Karl Sakas, has been called "The Agency Whisperer" and has advised hundreds of agency owners to delegate effectively to take control of their agencies.
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What you want doesn't matter when it comes to selling. What matters is what your clients want, so you have to understand why they buy and their buying behavior.
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How to use podcasting and personal branding to market and grow your B2B company.
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https://servedontsell.com/modern-sales/podcast-marketing-for-agency-growth-with-ben-shapiro-part-2
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How to use podcasting and use personal branding to build growth within your company.
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https://servedontsell.com/modern-sales/podcast-marketing-for-agency-growth-with-ben-shapiro-part-1
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Doing the right things won't matter nearly as much if you're not thinking the right things when you sell. It's often referred to as "mindset," and having the right one when you sell will make an immediate difference in how you approach your process.
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It's almost Thanksgiving, and I have a whole lot to be grateful for. But is there room for gratitude in sales?
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https://servedontsell.com/modern-sales/gratitude-in-sales-and-happy-thanksgiving
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Personal branding is 1) hard work and 2) enormously beneficial for your business in the long run. In Part 2 of my discussion with Matt Inglot, he talks about why and how he's building his personal brand.
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How is your agency different? Using special or even proprietary technology can help you stand out, which is exactly what Matt Inglot did with his agency, Tilted Pixel.
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Some clients seem ready to start with you right away, but then something happens and they cool off. They want to wait a month, or even indefinitely. What to do about it? I'll give you some strategies to address this directly, and 5 ideas for updating your sales process so you have a chance at preventing it from happening in the first place.
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https://servedontsell.com/modern-sales/sales-cycle-should-you-push-it-forward-or-stay-patient
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Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps startups and consulting companies tell their story so they become superheroes.
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Ready to tell a story that makes your clients stop dead in their tracks and start working with you? Raj Nathan, aka The Startup Hypeman, helps startups and consulting companies tell their story so they become superheroes.
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In my monthly update for November 2018, you'll hear how I'm outsourcing, my podcast growth, and using cold outreach to acquire clients.
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https://servedontsell.com/modern-sales/outsourcing-podcasting-and-cold-email-oh-my-november-update
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Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the details of how he uses cold email and outbound marketing to win and build a business.
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Are you fisher, or a hunter? Your sales and marketing strategies should have a mix of both. Jason Bay of Blissful Prospecting walks through the details of how he uses cold email and outbound marketing to win and build a business.
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Let's talk about how to sell yourself , and how inbound v. outbound plays a role in this process.
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https://servedontsell.com/modern-sales/inbound-v-outbound-marketing-how-to-choose-the-right-mix
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Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share how he's done it here.
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https://servedontsell.com/modern-sales/growing-an-ecommerce-agency-with-ben-chafetz-part-2-of-2
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Ecommerce is a competitive landscape, and Ben Chafetz has found a way to build a thriving consulting firm focused on Magento development. He'll share how he's done it here.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/growing-an-ecommerce-agency-with-ben-chafetz-part-1-of-2
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Ready to scale your agency sales beyond referrals? Most agencies grow from existing contacts, networking, and referrals. But that's not a viable way to scale. In this episode, I'll tell you what it takes to scale your agency sales.
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https://servedontsell.com/modern-sales/scale-agency-sales-beyond-the-referral
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If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.
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If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.If you don't have a great website, you're at an immediate disadvantage in marketing yourself to new clients. What makes a great website? My guest Jared Gold of Website By Tonight has the answer.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/do-you-need-more-leads-or-better-selling-skills
---
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If you’re falling short of your revenue goals, you need to make a change. Do you need more leads, or better selling skills? In this episode I’ll give you some ideas for how to pinpoint the issue(s) – and there are probably more than one.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/do-you-need-more-leads-or-better-selling-skills
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Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 2 of 2.
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Jon Buchan of The Charm Offensive shares his tips for cold email outreach that'll get a response from anyone. This is Part of 1 of 2.
Want the full transcript? Visit the show notes page on our website:
---
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I'll tell you exactly why I'm so bullish on podcasting, and the 6 major ways I use it in my business.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/start-a-podcast-as-content-marketing-for-your-consulting-biz
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Brent Weaver of uGurus discusses the techniques he teaches to help digital marketing agencies grow and scale their businesses.
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https://servedontsell.com/modern-sales/digital-marketing-agency-growth-with-brent-weaver
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In my October 2018 update, I'll tell you why I'm doubling down on podcast promotion and letting it lead all of my content efforts. Plus I talk about an event I attended, my vacation, and my newfound running addiction.
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It seems so obvious, but it's worth saying: your website is a critical sales tool. Do it the right way, and it'll pay huge dividends. I'll tell you the 6 key functions of a website for your consulting or professional services business.
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https://servedontsell.com/modern-sales/how-your-website-should-help-your-selling
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Having a podcast is one of the best medium to show your expertise. But do you know that podcasting is also a great channel to increase the quality and number of your leads? Learn from Simon Thompson as we discuss why podcasting is a great fit for service providers like you.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/why-service-providers-need-a-podcast-with-simon-thompson
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Your content is one of the best ways to show your expertise. However, creating great content alone is not enough. Getting people to actually see it is a skill unto itself. Benjamin Dell has some advice, and a tool, for you.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/promoting-your-content-with-ben-dell
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Here's my September 2018 update of all the happenings in my business.
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https://servedontsell.com/modern-sales/monthly-update-september-2018
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There are two rules for presenting your proposal: 1) include options, 2) don't include too many options. I'll tell you why, and what to do about it.
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https://servedontsell.com/modern-sales/how-many-options-to-include-in-your-proposal
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LinkedIn is a powerful prospecting tool that consultants can use to find new clients. Jake Jorgovan shares his thoughts and expertise on how consultants can turn LinkedIn into a lead generating machine.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/linkedin-prospecting-for-the-win-with-jake-jorgovan
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Have you ever experienced being ghosted by your potential clients after sending your proposal via email? Please, don't ever send your proposal over email without presenting it first. Here's why.
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Writing a proposal can take a lot of our time and can be incredibly expensive depending on the scope of the project. The problem is, not all proposals get accepted and all those hours you spend could add up to nothing. Here’s a solution that will save you a ton of time, and only write the proposals that you're most likely to win.
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https://servedontsell.com/modern-sales/when-to-write-a-consulting-proposal
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I am a big proponent of the idea that hourly billing is a really bad way to price your services and grow your business. Learn from Jonathan Stark as he discusses why you should leave hourly billing behind forever.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/why-hourly-billing-could-be-killing-you-with-jonathan-stark
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Welcome to the first installment of my monthly update, where I'll pull back the curtain on my business and share with you how it's going.
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https://servedontsell.com/modern-sales/monthly-update-august-2018
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One of the challenges of being a consultant is how to spend your time wisely. Want to be sure not to waste your time, or other people's time? Find out if they're a fit or not, quickly.
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https://servedontsell.com/modern-sales/qualifying-prospects-how-much-and-how-to
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I believe that the best leads are those that come through referrals. However, getting referrals by directly asking your clients is not the best way to generate leads. There's a better way, and Steve Gordon has the answer for you.
Want the full transcript? Visit the show notes page on our website:
https://servedontsell.com/modern-sales/how-to-get-more-referrals-with-steve-gordon
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Every consultant faces The Consultant’s Conundrum: you get paid for your thinking and advice, but you should listen more than talk early in the sales process. Learn the 4 tools to overcome The Consultant's Conundrum in order to be better at selling the right way.
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https://servedontsell.com/modern-sales/the-consultants-conundrum
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Want to know more about me than you already do? You're in luck! Margo Aaron interviews me about my journey and how a rap career and building computers as a 12 year contributed to the Liston you know and love.
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https://servedontsell.com/modern-sales/margo-aaron-interviews-me
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The earliest part of your sales process is the time when your client will tell you exactly how to sell them, but only if you listen. That's the power of questions during discovery. Do it right, and you'll have happy clients who buy. Do it wrong, and...you won't.
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https://servedontsell.com/modern-sales/the-power-of-questions-in-discovery
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Write a book for $1M? Some people say you'll never make money writing a book, but Blair Enns, founder of Win Without Pitching, begs to differ. He'll tell you his plan in this can't-miss episode.
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The key to selling your consulting expertise is to serve, not sell. I know it sounds weird, but it’ll unlock better relationships, more clients, and whole lot better feeling about every sales step you take.
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https://servedontsell.com/modern-sales/serve-dont-sell
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Welcome to The Liston.io Show! I want to help you build a better consulting business. Hang out here to learn about marketing, selling, and improving your consulting expertise and building your team, if you have one (or want one).
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https://servedontsell.com/modern-sales/welcome-to-the-podcast
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