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.

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Episodes page 2 of 4

  1. 100 - Sellers Become Marketers, Part 5: How Content Is Shared Inside Companies

    · 30 min · Episode 100

    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…

  2. 099 - Sellers Become Marketers, Part 4: Content Marketing For Sales Teams

    · 22 min · Episode 99

    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,…

  3. 098 - Sellers Become Marketers, Part 3: Why Different Is Better Than Best

    · 21 min · Episode 98

    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…

  4. 097 - Sellers Become Marketers, Part 2: Being a Mind Reader With Sales Copy

    · 23 min · Episode 97

    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.…

  5. 096 - Sellers Become Marketers, Part 1: The Seismic Shift In Sales

    · 23 min · Episode 96

    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…

  6. 095 - Sales Questions, Part 6: Why Is Now the Right Time?

    · 18 min · Episode 95

    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…

  7. 094 - Sales Questions, Part 5: Who Else Is This Affecting?

    · 21 min · Episode 94

    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…

  8. 093 - Sales Questions, Part 4: What Have You Done to Fix It?

    · 23 min · Episode 93

    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…

  9. 092 - Sales Questions, Part 3: When Did You Notice the Problem?

    · 20 min · Episode 92

    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…

  10. 091 - Sales Questions, Part 2: How Long Has This Been Happening?

    · 18 min · Episode 91

    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…

  11. 090 - Sales Questions, Part 1: What's Going On?

    · 21 min · Episode 90

    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…

  12. 089 - Personal Branding, Part 3: Advanced

    · 27 min · Episode 89

    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…

  13. 088 - Personal Branding, Part 2: Intermediate

    · 25 min · Episode 88

    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. Want the full transcript? Visit the…

  14. 087 - Personal Branding, Part 1: The Basics

    · 20 min · Episode 87

    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. Want the full transcript? Visit the show notes page on our website:…

  15. 086 - Sales Training, Part 9: How to Make Sales Training Stick

    · 24 min · Episode 86

    Get exercises and ideas for making sales training stick for you and your team. Want the full transcript? Visit the show notes page on our website:…

  16. 085 - Sales Training, Part 8: Negotiation

    · 21 min · Episode 85

    In this episode of the SDS training series, we'll talk specifically about negotiating price. Want the full transcript? Visit the show notes page on our website:…

  17. 084 - Sales Training, Part 7: Addressing Objections and Talking Money

    · 30 min · Episode 84

    Learn how to talk about money and objections, including how to address the most predictable ones. Want the full transcript? Visit the show notes page on our website:…

  18. 083 - Sales Training, Part 6: Account Planning For Complex Sales

    · 21 min · Episode 83

    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. Want the…

  19. 082 - Sales Training, Part 5: Sales Proposals and Sales Presentations

    · 24 min · Episode 82

    A sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals. Want the full transcript? Visit the show notes page on our website:…

  20. 081 - Sales Training, Part 4: Value Based Selling Done Right

    · 21 min · Episode 81

    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:…

  21. 080 - Sales Training, Part 3: Establishing Gaols With Your Client

    · 19 min · Episode 80

    As a consultant, it’s important to set well-defined and measurable goals for your clients. Want the full transcript? Visit the show notes page on our website:…

  22. 079 - Sales Training, Part 2: Finding the Pain, and How Deep It Is

    · 23 min · Episode 79

    How to find your clients pain to motivate them to take action and buy from you. Want the full transcript? Visit the show notes page on our website:…

  23. 078 - Sales Training, Part 1: The Serve Don't Sell Method

    · 20 min · Episode 78

    If your team is operating without a sales process, you need to do something about it—right now. Want the full transcript? Visit the show notes page on our website:…

  24. 077 - 9 Ways to Lose Your Client's Trust

    · 25 min · Episode 77

    Want to lose your client's trust? Just do any of these 9 things...or don't, if you want to keep their trust. Want the full transcript? Visit the show notes page on our website:…

  25. 076 - How to Gain Trust In Sales

    · 27 min · Episode 76

    Making trust your number one value isn’t just the right thing to do; it’s also good business. Want the full transcript? Visit the show notes page on our website:…

  26. 075 - [Interview] Outbound Sales and Cold Email with Kevin Warner of Leadium

    · 36 min · Episode 75

    Let’s talk about how to sell yourself , and how inbound plays a role in this process. Want the full transcript? Visit the show notes page on our website:…

  27. 074 - The Best Closing Technique (Is Better Investigation)

    · 21 min · Episode 74

    So you have a problem: deals aren’t closing fast enough for your liking or maybe you’re just not closing enough of them. Want the full transcript? Visit the show notes page on our website:…

  28. 073 - [Interview] The Future of Sales Content with Hubspot CMO Kipp Bodnar

    · 32 min · Episode 73

    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. Want the full transcript? Visit the show notes page on…

  29. 072 - [Interview] Cold Email Keeps Getting More Expensive with Forster Perelsztejn of Prospect.io

    · 35 min · Episode 72

    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. Want the full transcript? Visit the show notes page on our website:…

  30. 071 - Price Anchoring: Taking the Pain Out of High Prices

    · 26 min · Episode 71

    Learn about price anchoring and how it is commonly used in pricing to pull the negotiations toward it. Want the full transcript? Visit the show notes page on our website:…

  31. 070 - [Interview] Lead Qualification Using Sales AI with Francis Brero of MadKudu

    · 34 min · Episode 70

    Exceed not only ensures that every lead receives a follow-up, but that those leads are nurtured and qualified using artificial intelligence and automation. Want the full transcript? Visit the show notes page on our…

  32. 069 - [Interview] Running Remote Sales Teams with Derek Rahn of Lead Genius

    · 45 min · Episode 69

    Managing remote sales teams creates unique challenges, but you can overcome them. Want the full transcript? Visit the show notes page on our website:…

  33. 045 - [Rebroadcast] Expanding Large Accounts

    · 15 min · Episode 45

    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…

  34. 068 - Don't Be an Order Taker!

    · 21 min · Episode 68

    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. Want the full transcript? Visit the show notes page on our website:…

  35. 067 - Navigating Complicated Accounts and Their Decision Makers

    · 20 min · Episode 67

    Developing relationships with influencers can help to establish your decision-making processes. Want the full transcript? Visit the show notes page on our website:…

  36. 066 - Minimum Viable Sales Stack: The Sales Technology and Apps You Need

    · 33 min · Episode 66

    Sales tech is virtually unlimited but...what is the minimum stack you need? You'll get the answer in this episode. Want the full transcript? Visit the show notes page on our website:…

  37. 065 - Sales KPIs for Consulting and Services Sales

    · 26 min · Episode 65

    Unfortunately, we are pretty bad at estimating, but we need a way to measure the impact of our actions. Enter: sales KPIs. Want the full transcript? Visit the show notes page on our website:…

  38. 064 - Sales Process: The Recipe to Make Your Own

    · 22 min · Episode 64

    You know you can improve your sale, but you're not sure how. Implementing a sales process may be your best solution. Want the full transcript? Visit the show notes page on our website:…

  39. 063 - Losing Clients and Building Resilience

    · 23 min · Episode 63

    How to deal with loss, and build your resilience so you can move on to the next opportunity faster. Want the full transcript? Visit the show notes page on our website:…

  40. 062 - How to Build Authority As an Expert In Your Market

    · 24 min · Episode 62

    To be an expert in your field, you must build authority first. You have to both know what you’re doing, and be known. Want the full transcript? Visit the show notes page on our website:…

  41. 061 - [Interview] Differentiating Your Service with IP with Sean Flaherty of IX

    · 45 min · Episode 61

    Software products aren’t created just to get things done. Sean Flaherty teaches us how we can utilize software to build experiences through technology. Want the full transcript? Visit the show notes page on our…

  42. 060 - Can You Change a Stubborn Person's Mind?

    · 15 min · Episode 60

    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? Want the full transcript? Visit the show notes page on our website:…

  43. 059 - [Interview] Using SEO to Drive Sales with Dan Shure

    · 44 min · Episode 59

    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…

  44. 058 - Is There One Right Personality For Sales?

    · 19 min · Episode 58

    Self-awareness can help you to better understand how to improve your personality for sales, and strengthen client relationships. Want the full transcript? Visit the show notes page on our website:…

  45. 057 - [Interview] Using Referral Marketing to Drive Sales with Dan Golden

    · 34 min · Episode 57

    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…

  46. 056 - Overcoming Objections and the Real Meaning of "No"

    · 19 min · Episode 56

    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. Want the full transcript? Visit…

  47. 055 - [Interview] B2B Content Marketing with Benji Hyam

    · 41 min · Episode 55

    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…

  48. 054 - Demonstrating Leadership Through Your Sales Process

    · 20 min · Episode 54

    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. Want the full…

  49. 053 - [Interview] Part 2, Getting Professional Services Leads with Clutch

    · 22 min · Episode 53

    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…

  50. 052 - [Interview] Part 1, Getting Professional Services Leads with Clutch

    · 21 min · Episode 52

    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…

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