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 3 of 4

  1. 026 - [Rebroadcast] Sales Tactics to Scale Beyond Referrals

    · 28 min · Episode 26

    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. Want the full transcript? Visit the…

  2. 004 - [Rebroadcast] Sales Questions to Ask In Discovery

    · 23 min · Episode 4

    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. Want the full transcript? Visit the…

  3. 002 - [Rebroadcast] Serve Don't Sell

    · 25 min · Episode 2

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

  4. 051 - [Interview] Part 2, Automating Your Business with Greg Hickman

    · 23 min · Episode 51

    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.…

  5. 050 - [Interview] Part 1, Automating Your Business with Greg Hickman

    · 24 min · Episode 50

    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.…

  6. 049 - Social Selling with LinkedIn

    · 26 min · Episode 49

    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…

  7. 048 - [Interview] Part 2, Trade Shows For Client Acquisition with Chris Martinez

    · 18 min · Episode 48

    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…

  8. 047 - [Interview] Part 1, Trade Shows For Client Acquisition with Chris Martinez

    · 22 min · Episode 47

    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…

  9. 046 - Expanding and Derisking a Large Account

    · 18 min · Episode 46

    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…

  10. 045 - [Interview] Part 2, Delegating Work with Karl Sakas

    · 28 min · Episode 45

    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…

  11. 044 - [Interview] Part 1, Delegating Work with Karl Sakas

    · 22 min · Episode 44

    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…

  12. 043 - Buying Behavior: What You Need to Know

    · 33 min · Episode 43

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

  13. 042 - [Interview] Part 2, Growing Leads with a Podcast with Ben Shapiro

    · 23 min · Episode 42

    How to use podcasting and personal branding to market and grow your B2B company. Want the full transcript? Visit the show notes page on our website:…

  14. 041 - [Interview] Part 1, Growing Leads with a Podcast with Ben Shapiro

    · 24 min · Episode 41

    How to use podcasting and use personal branding to build growth within your company. Want the full transcript? Visit the show notes page on our website:…

  15. 040 - Sales Mindset: How to Think About Selling Services

    · 24 min · Episode 40

    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…

  16. 039 - Gratitude in Sales? Yes, and Happy Thanksgiving

    · 21 min · Episode 39

    It's almost Thanksgiving, and I have a whole lot to be grateful for. But is there room for gratitude in sales? Want the full transcript? Visit the show notes page on our website:…

  17. 038 - [Interview] Part 2, Building a Personal Brand with Matt Inglot

    · 25 min · Episode 38

    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. Want the full…

  18. 037 - [Interview] Part 1, Builidng a Personal Brand with Matt Inglot

    · 22 min · Episode 37

    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. Want the full transcript? Visit the show notes…

  19. 036 - How Much Can You Push On a Sale?

    · 24 min · Episode 36

    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…

  20. 035 - [Interview] Part 2, Brand Story: How to Tell Yours with Raj Nathan

    · 23 min · Episode 35

    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…

  21. 034 - [Interview] Part 1, Brand Story: How to Tell Yours with Raj Nathan

    · 26 min · Episode 34

    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…

  22. 033 - [Update] Outsourcing, Podcasting, and Cold Email

    · 22 min · Episode 33

    In my monthly update for November 2018, you'll hear how I'm outsourcing, my podcast growth, and using cold outreach to acquire clients. Want the full transcript? Visit the show notes page on our website:…

  23. 032 - [Interview] Jason Bay, Part 2: Productizing Your Service

    · 23 min · Episode 32

    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…

  24. 031 - [Interview] Jason Bay, Part 1: Cold Email and Outbound Marketing

    · 30 min · Episode 31

    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…

  25. 030 - Inbound v. Outbound Leads: What's the Difference?

    · 26 min · Episode 30

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

  26. 029 - [Interview] Part 2, Growing an Ecommerce Agency with Ben Chafetz

    · 22 min · Episode 29

    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…

  27. 028 - [Interview] Part 1, Growing an Ecommerce Agency with Ben Chafetz

    · 18 min · Episode 28

    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…

  28. 027 - Sales Strategy to Scale Beyond Referrals

    · 28 min · Episode 27

    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…

  29. 026 - [Interview] Part 2, Creating a Simple Consulting Website with Jared Gold

    · 25 min · Episode 26

    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…

  30. 025 - [Interview] Part 1, Creating a Simple Consulting Website with Jared Gold

    · 18 min · Episode 25

    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…

  31. 024 - Do you need more leads, or better selling skills?

    · 29 min · Episode 24

    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…

  32. 023 - [Interview] Part 2, Cold Email with a Sense of Humor with Jon Buchan

    · 24 min · Episode 23

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

  33. 022 - [Interview] Part 1, Cold Email with a Sense of Humor with Jon Buchan

    · 22 min · Episode 22

    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:…

  34. 021 - Podcast Marketing For Your Consulting Business

    · 24 min · Episode 21

    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:…

  35. 020 - [Interview] Marketing Agency Growth with Brent Weaver

    · 22 min · Episode 20

    Brent Weaver of uGurus discusses the techniques he teaches to help digital marketing agencies grow and scale their businesses. Want the full transcript? Visit the show notes page on our website:…

  36. 019 - [Update] Promoting a Podcast Is Hard Work

    · 30 min · Episode 19

    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.…

  37. 018 - B2B Website to Support Your Selling

    · 25 min · Episode 18

    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…

  38. 017 - [Interview] Start a Podcast For Your B2B Service with Simon Thompson

    · 27 min · Episode 17

    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…

  39. 016 - [Interview] Content Promotion with Ben Dell

    · 24 min · Episode 16

    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…

  40. 015 - [Update] Monthly Update, September 2018

    · 24 min · Episode 15

    Here's my September 2018 update of all the happenings in my business. Want the full transcript? Visit the show notes page on our website: https://servedontsell.com/modern-sales/monthly-update-september-2018 --- Get…

  41. 014 - Proposals: How Many Options Should You Include?

    · 20 min · Episode 14

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

  42. 013 - [Interview] Sales Prospecting on LinkedIn with Jake Jorgovan

    · 31 min · Episode 13

    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…

  43. 012 - Proposals: The Best Way to Present

    · 21 min · Episode 12

    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. Want the full…

  44. 011 - Proposals: When to Write Them

    · 16 min · Episode 11

    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.…

  45. 010 - [Interview] Pricing Strategy to Raise Profitability with Jonathan Stark

    · 25 min · Episode 10

    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.…

  46. 009 - [Update] Monthly Update, August 2018

    · 27 min · Episode 9

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

  47. 008 - Lead Qualification

    · 24 min · Episode 8

    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. Want the full transcript? Visit…

  48. 007 - [Interview] Referral Marketing for B2B Services with Steve Gordon

    · 24 min · Episode 7

    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…

  49. 006 - Listening Techniques and the Consultant's Conundrum

    · 23 min · Episode 6

    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…

  50. 005 - [Interview] Selling and Human Behavior - Margo Aaron Interviews Liston Witherill

    · 36 min · Episode 5

    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. Want the…

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