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The Best Closing Technique (Is Better Investigation)

By Liston Witherill / May 22, 2019 / Comments Off on The Best Closing Technique (Is Better Investigation)

So you’ve practiced your routine a million times, you’ve got your voice down to that perfect tone. You’ve perfected your strategy to get past the gatekeeper on a consistent basis. But you’re still not making a sale – why? What’s going wrong? Sometimes a little nudge in the right direction can get your prospect to…

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The Future of Sales Content with Hubspot CMO Kipp Bodnar

By Liston Witherill / May 15, 2019 / Comments Off on The Future of Sales Content with Hubspot CMO Kipp Bodnar

There was a time when most businesses saw content as something that customers engaged with only during specific phases of the buyer’s journey. Currently, 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. Our guest today, Kipp Bodnar is the Chief…

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Communication for Quiet Leaders with Tom Yorton

By Liston Witherill / May 14, 2019 / Comments Off on Communication for Quiet Leaders with Tom Yorton

Leadership, like personalities, comes in different shapes and sizes. Introversion or extroversion is not about how shy or social you are; it is about how you derive your energy.  Introverted leaders who struggle with communication, succeed when they understand the underlying needs and benefits for those they lead.  Today, our guest is Tom Yorton of…

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The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io

By Liston Witherill / May 8, 2019 / Comments Off on The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io

Why would anyone want to use cold email? Because, when done well, it can work. Cold email is not a replacement for inbound methods but a supplement—a way to drive near-term growth while inbound campaigns gain traction. Today, our guest is Forster Perelsztejn of Prospect.io. Their company makes software that integrates both finding people email…

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Brand Purpose For Your Clients and Agency with Betsy Henning of Aha

By Liston Witherill / May 7, 2019 / Comments Off on Brand Purpose For Your Clients and Agency with Betsy Henning of Aha

A brand’s purpose should be the center of attention in order to gain success. A brand with a strong purpose not only helps the overall good of society but also helps customers know what they stand for through purpose-driven brand actions. In a world in which consumers can quickly find out if a brand is…

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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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