The Modern Selling Podcast Por arte de portada

The Modern Selling Podcast

De: Mario Martinez Jr
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  • Resumen

  • The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
    ©2016 All Rights Reserved. Vengreso
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Episodios
  • Streamlining RFPs: AI Tools to Automate Responses

    Streamlining RFPs: AI Tools to Automate Responses
    Jun 4 2024
    Do you want to streamline your RFP response process and win more contracts? Imagine a more efficient and effective way to handle RFPs, ensuring your responses stand out. We'll be sharing a solution to help you achieve that result. Uncover the unexpected way AI can help you win more RFPs with a powerful tool. It's not just about streamlining responses; it's about gaining a competitive edge and uncovering hidden insights. Find out the surprising truth that's transforming the RFP game and putting you ahead of the pack. Ready to discover the game-changing tool that's making waves in the industry? Stay tuned for this groundbreaking reveal. This is Mark Shriner's story: Mark Shriner, a seasoned business development and growth specialist, shares his journey from an adventurous trip to Asia with only $117 in his pocket to leading a consulting company in Japan. Through a chance encounter, he found himself in the sales track after securing a job with a Taiwanese computer magazine publisher, which fueled his career in sales. Mark's experience in business expansion and his tenure with Memoq, a software provider, led him to co-found Memoq RFP, a company focused on streamlining RFP responses for small and medium-sized businesses. His story of resilience and adaptability serves as an inspiration, demonstrating the unexpected paths that can lead to success. Mark's unique journey showcases the unpredictable nature of life and how seizing opportunities, even with limited resources, can lead to remarkable achievements. In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Mark Shriner, the CEO and co-founder of Memoq RFP, diving into the challenges of responding to RFPs, RFIs, and RFQs. Mark shares his personal journey, including an adventurous stint in Asia with minimal funds, which eventually led him to a career in sales. The episode sheds light on the complexities of document requests in the sales process, emphasizing the significance of strategic decision-making, collaboration with subject matter experts, and the impact of AI tools in streamlining the response process. Mark's insights into the frustrations faced by subject matter experts and the potential for AI tools to alleviate these challenges offer practical takeaways for sales professionals. His emphasis on the importance of relationship-building and the value of informed competitive positioning in responding to RFPs and RFQs make this episode a must-listen for those seeking to enhance their approach to document requests. Mark's personal anecdotes and experiences add depth to the conversation, making it relatable and insightful for sales professionals navigating the complexities of RFPs and RFQs. You found a problem and then figured out a solution, and people buy that. You go in and help them fix something that's broken. - Mark Shriner My special guest is Mark Shriner Mark Shriner, hailing from Seattle, is the CEO and co-founder of Memoq RfP. With a career spanning over 20 years in leadership positions, including country manager, regional sales manager, and CEO in Asia Pacific, Mark has garnered extensive expertise in business development and growth. His involvement in assisting companies with market expansion led to his foray into RFP technology, driven by the need for enhanced response processes for small and medium-sized businesses. Mark's profound industry experience equips him to provide valuable insights into the integration of AI to streamline RFP responses, making him a knowledgeable and credible guest for the audience to glean insights from. In this episode, you will be able to: Mastering Winning Strategies: Learn how to craft winning strategies for RFPs and RFQs to stand out from the competition and win more business. Boosting Sales Efficiency: Discover how to streamline and improve sales with optimized RFP response processes for greater success and faster turnaround times. Harnessing AI for Optimization: Explore the power of leveraging AI in RFP response optimization to enhance efficiency and accuracy in the sales process. Nurturing Effective Relationships: Unlock the secrets to building effective sales relationships pre-RFP to foster trust and increase win rates. Small Business RFP Success: Uncover essential tips tailored for small businesses to achieve RFP success and compete effectively in the marketplace. The key moments in this episode are: 00:00:08 - Introducing FlyMSG 00:01:11 - Mark Shriner's Background 00:04:38 - RFP Challenges for Small and Medium-Sized Businesses 00:06:28 - Mario's Experience with RFPs 00:11:37 - Mark's Journey to Asia 00:12:55 - Understanding RFPs and Document Requests 00:15:31 - Challenges in Responding to Document Requests 00:18:11 - Communicating During RFPs 00:19:42 - Helping Create RFPs 00:24:39 - Process Tweaks for RFP Response 00:25:48 - Go/No-Go Decision-making Process 00:26:44 - Subject Matter Expert Collaboration 00:29:24 - AI Tools for ...
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    56 m
  • Sales led growth strategies for SaaS

    Sales led growth strategies for SaaS
    May 28 2024
    Have you heard these myths about SaaS sales led growth strategies? Myth 1: Product led growth is the only way to scale. Myth 2: Cold emails are ineffective for SaaS sales. Myth 3: Scaling a SaaS business requires massive funding. I'll reveal the truth about these myths, but brace yourself for some eye-opening strategies. Hey there! In this podcast episode, Mario Martinez Jr. was interviewed by Joana Inch for the SaaS stories podcast, and he shares his journey from a service-based company to a SaaS organization, shedding light on the challenges and dynamics of the SaaS industry. He delves into the transition of FlyMSG from product led growth to sales led growth, offering valuable insights into the pivotal moments and strategic considerations that shaped our approach. Mario emphasizes the significance of adaptability and the willingness to pivot in response to market dynamics and customer behavior. By discussing the challenges of engaging with enterprise clients and the importance of personalization in sales and marketing efforts, he offers actionable insights for SaaS founders and sales leaders. If you're keen on enhancing sales and marketing alignment and implementing growth strategies, this episode provides a wealth of knowledge and practical advice to navigate the ever-evolving landscape of SaaS. So, grab your headphones and tune in to gain valuable insights for driving growth in the SaaS industry! It's better to have 50% of something than 100% of nothing. - Mario Martinez Jr. In this episode, you will be able to: Master Sales Led Growth Strategies: Uncover the secrets to accelerating your SaaS business through effective sales tactics and strategic growth planning. Unravel the Power of Sales Led Growth: Discover the distinct advantages of sales led growth over product led growth and how it can drive your SaaS business to new heights. Harness the Potential of LinkedIn for Sales Success: Unlock the potential of LinkedIn as a powerful tool for enhancing your sales efforts and expanding your SaaS business reach. Navigate the Art of Scaling SaaS Startups: Learn the art of effectively scaling your SaaS startup, ensuring sustainable growth and long-term success in a competitive market. Embrace Personalization in Cold Outreach: Explore the impact of personalized cold outreach methods and how it can revolutionize your sales approach, leading to increased conversions and meaningful connections. The key moments in this episode are: 00:00:08 - Introducing Vengreso and FlyMSG 00:02:31 - Vengreso's Pivot to FlyMSG 00:06:29 - Challenges in Marketing and Sales 00:11:44 - Product Led Growth vs. Sales Led Growth 00:14:47 - The Struggle with PLG and Success with SLG 00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales 00:16:27 - Overcoming Marketing and Technological Debt 00:18:16 - Balancing Sales Led Growth and Product Led Growth 00:19:39 - Identifying the Pivot Point 00:27:39 - Securing Enterprise Clients and Funding 00:29:32 - Landing Enterprise Clients 00:30:14 - Engaging Enterprise Clients 00:35:06 - Providing Value 00:41:23 - Cold Email Approach 00:43:37 - The Power of Marketing and Sales Email Differentiation 00:45:23 - The Effectiveness of Omni-Channel Marketing 00:46:25 - The Challenge of Scaling People in SaaS 00:48:22 - Profitable Scaling in the VC Market 00:52:57 - Finding Purpose and Mission in Business Timestamped summary of this episode: 00:00:08 - Introducing Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso, the creators of FlyMSG, a free personal writing assistant and text expander extension. The podcast will feature insights from sales leaders and influencers to help grow sales numbers at scale. 00:02:31 - Vengreso's Pivot to FlyMSG Mario Martinez Jr. shares the story of Vengreso's pivot to FlyMSG. The company transitioned from a service-based model to a SaaS company, launching FlyMSG as a productivity tool that gained traction beyond the sales industry. 00:06:29 - Challenges in Marketing and Sales Mario Martinez Jr. discusses the challenges in marketing and sales, particularly post-Covid. He emphasizes the mismatch between the way buyers shop and the way salespeople sell, leading to the need for innovative solutions like FlyMSG. 00:11:44 - Product Led Growth vs. Sales Led Growth Mario Martinez Jr. explains the difference between product led growth (PLG) and sales led growth (SLG). He describes PLG as individual-driven decision-making with virality, while SLG is driven by corporate need and problem-solving. 00:14:47 - The Struggle with PLG and Success with SLG Mario Martinez Jr. delves into the challenges with PLG and the success with SLG. He highlights the importance of understanding the dynamics of each approach and how Vengreso navigated the shift from SLG to PLG. 00:15:41 - Understanding the Differences Between Group Licensing and Individual Sales The conversation delves into the nuances of selling group ...
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    54 m
  • Growth-Stage Venture Capital Strategies | Matt Melymuka #269

    Growth-Stage Venture Capital Strategies | Matt Melymuka #269
    May 21 2024
    Want to make better investment decisions and strategic growth plans? I've got the solution for you to achieve that. Get ready to improve your venture capital investment strategies and take your business to the next level. Let's dive in and uncover the key to successful growth-stage investment strategies. Does this sound familiar? You've been bombarded with templatized outreach from investors who don't seem to know anything about your business? You're left feeling frustrated and disrespected, wondering if anyone took the time to understand your unique needs. It's time to change the game and experience a more strategic and tailored approach. Say goodbye to generic pitches and hello to a personalized, value-driven connection. It's time to engage with investors who truly understand your vision and goals. Discover the unexpected sales technology revolution that's reshaping the industry. Unveil the inside secrets of how a venture capitalist is transforming growth-stage investment strategies. Learn how AI and automation are augmenting the human touch in sales. Find out the surprising movie choice of a Boston native turned New York investor. Stay tuned for the jaw-dropping insights that will change the way you approach sales tech forever. This is Matt Melymuka's story: Matt Melymuka, co-founder and managing partner at Peakspan Capital, offers a unique perspective on venture capital investment strategies. His journey into the world of growth-stage investment began over 15 years ago, focusing on B2B software. His passion for this niche led him to establish Peakspan Capital, a firm dedicated solely to B2B software. Matt's approach emphasizes specialization and strategic partnerships, aiming for a collaborative, domain-specific engagement with companies. His commitment to a focused, growth-driven investment strategy has not only shaped his professional journey but also reflects his dedication to creating impactful, sustainable partnerships. This journey showcases Matt's unwavering dedication to the B2B software industry and his passion for strategic, growth-focused investment strategies. AI should not be thought of as replacing the seller or replacing a selling function or replacing even the seller's brain. AI is all about augmenting the seller. - Mario Martinez Jr. This week's special guest is Matt Melymuka, the co-founder and managing partner of Peakspan Capital. He brings over a decade of expertise in growth-stage investment strategies. With a focus on late-stage growth companies, Matt's leadership at Peakspan has resulted in managing $2 billion across three funds and a $600 million active investment vehicle. His specialized approach centers on B2B software, encompassing sales, marketing, and hospitality technology. Matt's philosophy of maintaining alignment with ambitious yet pragmatic objectives has led to a remarkably low capital loss ratio of 1.4%, demonstrating his commitment to collaborative and sustainable growth for entrepreneurs. As a guest on the Modern Selling Podcast, Matt promises an insightful conversation on venture capital investment strategies that will undoubtedly enlighten and inspire entrepreneurs, business leaders, and investors. In this episode, you will be able to: Mastering Venture Capital Investment Strategies: Uncover the secrets to successful growth-stage investments and maximize your returns. Navigating Sales Technology Trends 2023: Stay ahead of the curve with the latest advancements in sales tech, giving your business a competitive edge. Implementing B2B SaaS Marketing Best Practices: Learn how to effectively market your B2B SaaS product and boost your customer acquisition. Embracing AI and Automation in Sales: Streamline your sales processes and enhance productivity by harnessing the power of AI and automation. Excelling in Effective Fundraising for Startups: Discover the key tactics for successful fundraising, propelling your startup to new heights. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:21 - Focus and Specialization at Peakspan Capital 00:07:23 - Contrarian Approach to Venture Capital 00:10:03 - Fundraising Challenges and Personal Revelation 00:13:14 - Traveling with Kids and Parenting 00:13:44 - Parenting and Family Dynamics 00:15:09 - Market Trends in 2023 00:17:16 - Sales Organization Investment 00:19:41 - Strategic Approach to Sales Investment 00:24:24 - Buyer-Centric Sales Tech Trends 00:28:23 - The Importance of Writing Skills in Sales 00:29:07 - Personalization in Sales Outreach 00:30:50 - Technology's Impact on Sales Training 00:33:56 - The Role of Technology in Sales and Marketing 00:39:27 - Strategic Relationship Building in Sales 00:42:02 - The Role of AI in Sales Development 00:43:26 - Technology as an Enabler 00:44:06 - Augmenting the Seller with AI 00:46:29 - Focus on Augmentation, not Replacement 00:47:18 - Contact Information Timestamped summary of this episode: ...
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    50 m
Liderazgo Exito Profesional Economía
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Rich Tapestry of Sales Tools & Tactics

I am new to formal sales. This podcast series is a godsend. Each episode is smart, engaging, and delivers a rich set of ideas, stories, and strategies to help a person gain more certainty around prospecting and selling. The episodes on "PQ" - Partnering Quotient - and implementing AI into your lead generation activities I have listened to again and again. So much useful information and good food for thought. Some episodes feature mega inspiring human beings talking to Mario; these conversations help a person to recalibrate just how difficult TRULY are one's current obstacles. Good stuff.

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