Modern Sales

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How to Gain Trust In Sales

By Liston Witherill / June 5, 2019 / Comments Off on How to Gain Trust In Sales

Building trust was important 50 years ago, and it’s just as important today. When buyers trust sellers, they depend on them, listen to them, give them access, and spend time with them. Trust is critical for sales success. But today’s buyers are busier than ever and, at the same time, have access to more information…

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Using Outbound While Still Being Human with Kevin Warner of Leadium

By Liston Witherill / May 29, 2019 / Comments Off on Using Outbound While Still Being Human with Kevin Warner of Leadium

Outbound is a traditional way of marketing where it is the company that starts the conversation. Outbound leads also called as interruption lead generation’ is when you send messages directly to prospects. Print advertisements, telemarketing, televisions, and radio advertisement are few of the examples that fall under the outbound marketing. Today our guest is Kevin…

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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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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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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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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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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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(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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Order Takers in Sales, and How to Not Be One

By Liston Witherill / March 27, 2019 / Comments Off on 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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