Podcasts · Business

Modern Sales - B2B Selling Podcast

Liston Witherill

154 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.

More about the show

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.

Episodes page 1 of 4

  1. 148 - Managing Client Expectations: A Guide For Agencies

    · 16 min · Episode 150

    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…

  2. 147 - Theory of Constraints: What's Hindering Your Agency's Growth?

    · 12 min · Episode 149

    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…

  3. 146 - A Unified Theory of Business Development Strategy (2021)

    · 21 min · Episode 148

    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…

  4. 145 - Value-Based Pricing: Is It Right For You?

    · 17 min · Episode 147

    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:…

  5. 144 - [Interview] Low Volume, High Conversion Cold Email with Brad Smith

    · 39 min · Episode 146

    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…

  6. 143 - [Interview] Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale

    · 27 min · Episode 145

    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…

  7. 142 - [Interview] The Future of Field Sales with Steve Benson

    · 32 min · Episode 144

    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…

  8. 141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group

    · 33 min · Episode 143

    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…

  9. 140 - [Interview] Selling With Video Emails Is Just Humane with Ethan Beute

    · 31 min · Episode 142

    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…

  10. 139 - [Interview] Cold Prospecting Emails That Actually Work with Jack Reamer

    · 35 min · Episode 141

    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…

  11. 138 - [Interview] Virtual Selling with Jeb Blount

    · 30 min · Episode 140

    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…

  12. 137 - [Interview] Negotiation Plan Strategy with Jeb Blount

    · 28 min · Episode 139

    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…

  13. 136 - [Interview] The Formula For Cold Email Outreach with Kevin Dorsey

    · 38 min · Episode 138

    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…

  14. 135 - [Interview] What Joke Writing Can Teach You About Sales

    · 29 min · Episode 137

    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…

  15. 134 - [Interview] Go For No With Andrea Waltz

    · 28 min · Episode 136

    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…

  16. 133 - [Interview] The Truth About Emotional Sales and Empathy

    · 34 min · Episode 135

    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…

  17. 132 - [Interview] 8 Steps to Winning Sales Presentations with Brian Burkhart

    · 41 min · Episode 134

    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…

  18. 131 - [Interview] Why Marketing Is Critical to Outbound Sales

    · 33 min · Episode 133

    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…

  19. 130 - [Interview] Radical Transparency In Negotiation with Todd Caponi

    · 38 min · Episode 132

    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…

  20. 129 - [Interview] Value Planning For Better Sales Calls with Andy Paul

    · 33 min · Episode 131

    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,…

  21. 128 - [Interview] How to Sell During the Crisis with Jake Dunlap of Skaled Consulting

    · 34 min · Episode 130

    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…

  22. 127 - [Interview] A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas

    · 36 min · Episode 129

    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…

  23. 126 - How to build authority in your market

    · 26 min · Episode 128

    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…

  24. 125 - [Interview] How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped

    · 30 min · Episode 127

    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…

  25. 124 - Storytelling In Sales to Make Your Pitch Stick

    · 22 min · Episode 126

    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…

  26. 123 - [Interview] How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen

    · 36 min · Episode 125

    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,…

  27. 122 - Sales Presentations: How to Make Them More Effective Based On How People Learn

    · 24 min · Episode 124

    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…

  28. 121 - [Interview] The Truth About Motivation with Justin Welsh

    · 38 min · Episode 123

    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…

  29. 120 - Sales Motivation Principles That Actually Work

    · 22 min · Episode 122

    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…

  30. 119 - [Interview] Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting

    · 25 min · Episode 121

    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.…

  31. 118 - Remote Selling: The Sales Process for Selling Remotely

    · 19 min · Episode 120

    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…

  32. 117 - Remote Selling: Video Selling and Building Trust Online

    · 26 min · Episode 119

    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…

  33. 116 - Remote Selling: Making the Fast Transition From In-Person to Online Selling

    · 23 min · Episode 118

    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.…

  34. (Rebroadcast) 081 - Sales Training, Part 4: Value Based Selling Done Right

    · 26 min · Episode 117

    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:…

  35. (Rebroadcast) 079 - Sales Training, Part 2: Finding the Pain

    · 24 min · Episode 116

    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…

  36. 115 - Sales AI: Tools You Can Use It Right Now

    · 29 min · Episode 115

    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…

  37. 114 - Sales AI: Will AI tools take over sales jobs?

    · 23 min · Episode 114

    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…

  38. 113 - Sales AI: Is the revolution coming?

    · 20 min · Episode 113

    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.…

  39. 112 - Pain Points: Do buyers respond more to pain or gain?

    · 22 min · Episode 112

    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…

  40. 111 - Personality Test: Can They Help You Sell?

    · 22 min · Episode 111

    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…

  41. 110 - Using Cold Email Email to Get Podcast Advertisers

    · 34 min · Episode 110

    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…

  42. 109 - Selling Services v. Products: What's the Difference?

    · 23 min · Episode 109

    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…

  43. 108 - [Interview] Buyer Isights: How Trust Is Built with Deep Mahajan

    · 32 min · Episode 108

    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…

  44. 107 - [Interview] Buyer Isights: Finding the Gaps with Bill Ball

    · 33 min · Episode 107

    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…

  45. 106 - [Interview] Buyer Isights: How Enterprise Clients Buy with Ariel Yoffie (Former IBM)

    · 37 min · Episode 106

    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…

  46. 105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings

    · 20 min · Episode 105

    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…

  47. 104 - Sales Meetings, Part 3: Running a Successful Meeting

    · 22 min · Episode 104

    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.…

  48. 103 - Sales Meetings, Part 2: How to Plan For a Great Meeting

    · 24 min · Episode 103

    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…

  49. 102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers

    · 24 min · Episode 102

    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…

  50. 101 - Sellers Become Marketers, Part 6: Automating Like a Marketer

    · 26 min · Episode 101

    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,…

Shows are listed from Apple Podcasts' charts and directory, and Podcast Index where it is used. Every show and episode belongs to its publisher and plays from the publisher's own feed; this site hosts none of them. Explicit shows are for adult profiles only, and children’s profiles hear only children’s shows. More about this list.