Modern Sales

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Ep071 – Lead Qualification Using AI with Francis Brero of MadKudu

By Liston Witherill / April 17, 2019 / Comments Off on Ep071 – 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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Ep070 – Managing Remote Sales Teams with Derek Rahn of Lead Genius

By Liston Witherill / April 10, 2019 / Comments Off on Ep070 – 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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(Rebroadcast) Ep046: Expanding and Derisking a Large Account

By Liston Witherill / April 3, 2019 / Comments Off on (Rebroadcast) Ep046: 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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Ep069: Order Takers in Sales, and How to Not Be One

By Liston Witherill / March 27, 2019 / Comments Off on Ep069: Order Takers in Sales, and How to Not Be One

Consultants fix problems and identify opportunities for their clients. That’s how you apply your expertise. The inverse of that would be to just do whatever your client wants. There’s two issues with this: you’re abdicating your role and responsibility as a consultant; and your client isn’t the expert, you are, and therefore they not know…

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Ep068: Buying Decision Making Process and Selling Through Influencers

By Liston Witherill / March 20, 2019 / Comments Off on Ep068: Buying Decision Making Process and Selling Through Influencers

Navigating the buying decision making process is one of the keys to selling effectively. Sometimes you’ll get to talk directly to decision makers, and sometimes you won’t. The bottom line is that you won’t always have access to the person who controls the purse strings. In fact, there’s often more than one, or at least…

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Ep067: Sales Tech You Need For a Minimum Viable Sales Stack (MVS)

By Liston Witherill / March 5, 2019 / Comments Off on Ep067: Sales Tech You Need For a Minimum Viable Sales Stack (MVS)

Selling is more and more technology dependent. You could go absolutely crazy with the number of tools you try and implement for you and your team, but there are very real diminishing returns the more you pile on. Instead of asking about everything you could be doing, let’s start with a very different question: what’s…

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Ep066: Sales KPIs for Consulting Sales

By Liston Witherill / February 27, 2019 / Comments Off on Ep066: Sales KPIs for Consulting Sales

Whether we like to admit it or not, we suck at estimating and planning. In our sales process, it’s essential to track and follow metrics with sales KPIs. Key performance indicators will help us forecast and improve what we’re doing, what’s working, what’s not, and how to make adjustments as we go. We tend to…

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Ep065: Sales Process – How to Create Your Own

By Liston Witherill / February 20, 2019 / Comments Off on Ep065: Sales Process – How to Create Your Own

Having a clearly defined sales process can make all the difference in improving your pitches and proposals with clients. It may take a few attempts to get it down, but creating your own process is essential to your sale. What works for other consultants may not work for you, so it’s important to find your…

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Ep064: Losing Clients and Building Resilience

By Liston Witherill / February 13, 2019 / Comments Off on Ep064: Losing Clients and Building Resilience

Losing clients can be the result of various scenarios: you weren’t the best fit, the timing was off, or a budget couldn’t be agreed on. No matter the case, we are bound to lose clients in our sales efforts. How we deal with this loss can help to better prepare for future client interactions. When…

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Ep063: How to Build Authority as an Expert In Your Market

By Liston Witherill / February 7, 2019 / Comments Off on Ep063: How to Build Authority as an Expert In Your Market

Attracting the best clients starts when you build authority in your market. To know what you’re doing and be known as an expert requires a bit of work, but at the end of the day, it’s other people who determine whether you’re an authority figure or not. When you are building authority in your market,…

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