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...
Apr 07, 2020•19 min•Ep. 120
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...
Apr 01, 2020•26 min•Ep. 119
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 --- Get a ...
Mar 26, 2020•23 min•Ep. 118
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 --- 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 heard? Help us get the word out by leaving a rating and review on ...
Mar 20, 2020•26 min•Ep. 117
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 --- Get a daily sales insight sent...
Mar 11, 2020•24 min•Ep. 116
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 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: Subsc...
Mar 04, 2020•29 min•Ep. 115
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. McKinsey Jobs Report 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 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: ...
Feb 26, 2020•23 min•Ep. 114
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 --- 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 Spot...
Feb 20, 2020•20 min•Ep. 113
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 --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single epis...
Feb 12, 2020•22 min•Ep. 112
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 --- Get a daily sales insight sent straight to your inbox: Subscribe to the d...
Feb 04, 2020•22 min•Ep. 111
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/cold-email-campaign-structure --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter ...
Jan 29, 2020•34 min•Ep. 110
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/selling-services-vs-products --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights ...
Jan 21, 2020•23 min•Ep. 109
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. Connect with Deep on LinkedIn Get Liston’s daily newsletter Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/buyer-insights-deep-mahajan --- Get a daily sales insight sent straight to your inbox: Subscribe to...
Jan 15, 2020•32 min•Ep. 108
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/buyer-insights-bill-ball --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights...
Jan 08, 2020•33 min•Ep. 107
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-enterprise-clients-buy --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a sin...
Jan 01, 2020•37 min•Ep. 106
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 ...
Dec 24, 2019•20 min•Ep. 105
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...
Dec 17, 2019•22 min•Ep. 104
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings-before --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single e...
Dec 11, 2019•24 min•Ep. 103
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-meetings --- 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 ...
Dec 04, 2019•24 min•Ep. 102
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-automation --- Get a daily sales insight sent straight to your ...
Nov 27, 2019•26 min•Ep. 101
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/how-content-is-shared --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode...
Nov 20, 2019•30 min•Ep. 100
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/content-marketing-for-sales-teams --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Do...
Nov 13, 2019•22 min•Ep. 99
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/product-differentiation --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single episode: S...
Nov 06, 2019•21 min•Ep. 98
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-copy --- 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 Subscrib...
Oct 30, 2019•23 min•Ep. 97
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-skills-from-marketers --- Get a daily sales insight sent straight to your inbox: Subscribe to the daily sales insights newsletter Don't miss a single epi...
Oct 23, 2019•23 min•Ep. 96
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-right-time --- 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 o...
Oct 16, 2019•18 min•Ep. 95
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-who --- 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 ...
Oct 09, 2019•21 min•Ep. 94
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/sales-questions-fix --- 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 hear...
Oct 02, 2019•23 min•Ep. 93
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-when-did-you-notice-this-was-a-problem --- 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 Podcast...
Sep 25, 2019•20 min•Ep. 92
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. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/salesquestions-how-long-has-this-been-happening --- 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 Podca...
Sep 18, 2019•18 min•Ep. 91
