Month: April 2019

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Building Diverse Teams with Elena Christopoulos

By Liston Witherill / April 30, 2019 / Comments Off on Building Diverse Teams with Elena Christopoulos

There is an increasing body of evidence that diverse teams of varying racial and ethnic makeup produce better results. They perform better financially, gain a competitive edge when recruiting top talent, experience less employee turnover, and offer greater benefits for those they serve. Today, our guest is Elena Christopoulos. A very busy consultant who builds…

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Podcast on anchoring

By Liston Witherill / April 24, 2019 / Comments Off on Podcast on anchoring

On this week’s Modern Sales podcast episode, I talk all about anchoring and how you can apply it to your sales. Check out the episode to learn: How anchoring works The personality types most susceptible to anchoring How anchoring applies to pricing How your value conversations can set an anchor against your price Why anchoring…

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Price Anchoring How It Takes the Pain Out of High Prices

By Liston Witherill / April 24, 2019 / Comments Off on Price Anchoring How It Takes the Pain Out of High Prices

You find yourself in the market for a new car. You go to a nearby car lot and find a vehicle you would love to own, but the price is firmly outside of your range. Up walks an observant salesman, and after a bit of back and forth, he tells you he can beat 25%…

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Heavier than a boat anchor

By Liston Witherill / April 23, 2019 / Comments Off on Heavier than a boat anchor

When Tesla kickstarted the hype machine for the release of their Model 3, it was fueled by a simple and attractive promise. Namely, that they’d finally mass-produce a car, and it would be $30k. All of that Tesla tech, over-the-air software updates, insane mode, and the social status to boot for the low low price…

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How to Establish Authority with Bob Lalasz

By Liston Witherill / April 23, 2019 / Comments Off on How to Establish Authority with Bob Lalasz

One of the most powerful ways to establish authority is through thought leadership. It is all about sharing ideas, insights and valuable information to your target audience with the goal of solving their problem and improve lives. Being a respected expert is essential in new customer acquisition and retention. Acting as a visionary expert makes…

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Lead Qualification Using AI with Francis Brero of MadKudu

By Liston Witherill / April 17, 2019 / Comments Off on Lead Qualification Using AI with Francis Brero of MadKudu

Fast-evolving AI and machine learning algorithms are helping sales and marketing teams engage elusive prospects more contextually than in days prior. They do this by accurately picking up on signs that indicate a shift in a prospect’s readiness to enter the buyer’s journey. Today, our guest is Francis Brero from MadKudu. MadKudu is a software…

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Building a Personal Brand While Running a Successful Agency with Kurt Schmidt

By Liston Witherill / April 16, 2019 / Comments Off on Building a Personal Brand While Running a Successful Agency with Kurt Schmidt

A personal brand is one of the most powerful ways to differentiate you and your company from the competition. Developing a personal brand in the digital age requires a whole lot of time, strategy, and patience. My guest today is Kurt Schmidt of The Foundry, who prides himself on being an inspirational leader who solves…

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Managing Remote Sales Teams with Derek Rahn of Lead Genius

By Liston Witherill / April 10, 2019 / Comments Off on Managing Remote Sales Teams with Derek Rahn of Lead Genius

With the rise of digital entrepreneurs came the need to have virtual teams. Finding remote employees and getting them on board is one part of the equation. Then comes the time to start managing them. Today, our guest is Derek Rahn. He is the VP of Sales over at Lead Genius. Derek manages his own…

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Lead Qualification Process That’s Automatic, with Tom Miller

By Liston Witherill / April 9, 2019 / Comments Off on Lead Qualification Process That’s Automatic, with Tom Miller

Leads can be acquired in many different ways, from referrals through customers, white papers, social media and more. Deploying a survey with customized questions will help you be sure that you’re only talking to the most qualified people, who are most likely to buy. My guest today is Tom Miller, founder of Email for Experts.…

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(Rebroadcast) Expanding and Derisking a Large Account

By Liston Witherill / April 3, 2019 / Comments Off on (Rebroadcast) Expanding and Derisking a Large Account

We’ve all heard the saying “Don’t put all your eggs in one basket.” If you have more than one income stream, you still have a source or two if one of those streams dry up. If you get it right, diversification could be your biggest driver of growth and profitability. In this episode, you’ll learn…

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