The Modern Selling Podcast

De: Mario Martinez Jr
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  • 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
  • The Seed & Soil Method: A New Approach to Sales Optimization

    The Seed & Soil Method: A New Approach to Sales Optimization
    Aug 13 2024
    What do fig trees and industrial glue have to do with sales success? Learn the unexpected agricultural analogy that could transform your sales strategy! This insight-packed conversation between two sales leaders will change the way you think about nurturing your team and your business. Get ready to dig deep and unearth the secrets of seed and soil in sales. Dive into the unexpected with Stephen Oommen and Mario Martinez Jr. on the Modern Selling Podcast. Stay tuned for a game-changing revelation that will recalibrate your sales mindset. If you're feeling frustrated with the lack of progress in your sales team, trying to figure out whether the problem lies with your people or your processes, then you are not alone! The struggle to identify the root cause of underperformance can be overwhelming, leaving you unsure of where to focus your efforts. It's time to untangle the web and uncover the real issues holding your sales team back. Let's dive into the importance of people, process, and tools in optimizing sales performance and achieving the outcomes you desire. Mastering Strategies for Growing Sales Numbers In this episode, Mario and Stephen discuss the importance of seed and soil in sales leadership, emphasizing the need for sales leaders to assess and address talent and environmental factors within their organizations to drive growth. By understanding the metaphor of seed representing talent and soil symbolizing the environment, sales leaders can strategically nurture their team members to optimize performance and achieve higher sales numbers. The key takeaway is that by focusing on both the individual talent (seed) and the organizational environment (soil), sales leaders can identify opportunities for improvement and implement strategies to drive sales growth effectively. This is Stephen Oommen's story: In Stephen Oommen's career, the significance of people, process, and tools in sales became apparent when he faced the challenge of revitalizing an underperforming organization. Through this experience, he uncovered the critical role of mindset and attitude within the sales team, igniting a transformation in his approach. Stephen's journey exemplifies the profound impact of human connections and individual perspectives on sales success. His ability to empathize and comprehend the human element within sales dynamics has not only reshaped his strategies but also inspired others to recognize the intrinsic link between people, process, and tools in driving sales performance. I usually would rather start with the soil, believe it or not. I would think through, if I were to build a finance plan, if I were to build anything, I would go through all of these metrics, see where our core skills were or wins, where do we have a toehold, a foothold and just market dominance. - Stephen Oommen My special guest is Stephen Oommen Stephen Oommen, formerly the vice president of enterprise sales at Outreach, boasts a robust 25-year tenure in sales, having navigated diverse industries, including substantial roles at Microsoft and ADP. His extensive experience encompasses selling an array of products, from cell phones to enterprise software. With a keen focus on driving sales performance and refining go-to-market strategies, Stephen's expertise in the critical elements of people, process, and tools in sales renders him an authoritative figure in optimizing team performance and achieving superior sales outcomes. In this episode, you will get the skills to: Mastering Strategies for Growing Sales Numbers at Scale: Learn how to exponentially increase your sales performance and drive revenue growth across your entire team. Embracing the Importance of People, Process, and Tools in Sales: Discover the vital role that people, processes, and tools play in optimizing sales outcomes and transforming your team's performance. Transitioning from Enterprise Sales to Strategic Advising: Uncover the key insights and strategies for successfully transitioning from traditional enterprise sales to a more strategic advisory role, unlocking new opportunities and revenue streams. Overcoming Challenges and Rebuilding in Sales Careers: Explore effective methods for overcoming challenges and rebuilding your sales career, empowering you to bounce back stronger and more resilient than ever. Cultivating Effective Leadership in Sales Organizations: Uncover the essential principles and practices for cultivating effective leadership within sales organizations, driving team motivation, and achieving outstanding results. The key moments in this episode are: 00:00:09 - Introduction to FlyMSG and Modern Selling Podcast 00:01:01 - Introduction to Stephen Oommen 00:04:16 - Personal Revelation of Stephen Oommen 00:07:55 - Seed and Soil Analogy 00:11:23 - Addressing Attitude and Mindset Issues 00:12:58 - Setting Expectations for In-Office Attendance 00:15:16 - Contract Review and Decision Making 00:17:01 - Talent ...
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    45 m
  • Implementing Effective Sales Enablement: Key Strategies from a Top Leader

    Implementing Effective Sales Enablement: Key Strategies from a Top Leader
    Aug 6 2024
    Hey there, tired of feeling like you're constantly juggling between customer success and finding new sales opportunities? You've probably been told to just push harder and do it all, leaving you exhausted and stretched thin. The struggle to balance it all can be overwhelming, leaving you feeling drained and unproductive. But what if there's a better way to achieve both success and productivity without burning yourself out? Keep reading. Want to revolutionize your sales team's approach and achieve exceptional customer engagement? I've got the solution to help you achieve that. Let's dive in and uncover the secrets to transforming your sales productivity and customer-centric strategies. Are you ready to level up your game? Let's make it happen! This is Teri Long's story: Teri Long, the Vice President of Global Revenue Enablement at MindTickle, has had an incredible journey that led her to her current role. With more than 20 years of experience as an enablement leader, she initially spent a decade as a quota-carrying sales rep, which shaped her unique perspective on the challenges and needs of sales professionals. Teri's unwavering passion for enabling sellers and driving customer success is evident in her varied experience, spanning startups, enterprise organizations, and fractional work within business development and operations. Her remarkable resilience and determination are showcased by a surprising and inspiring personal story – overcoming a snowmobiling accident that resulted in a six-inch titanium plate and six screws in her collarbone, followed by a swift return to snowmobiling just two months after surgery. Teri's journey, both personally and professionally, reflects her tenacity and drive, making her insights on implementing effective sales enablement programs all the more impactful and compelling. Humans are complex and humans aren't linear. We need to figure out how to teach sellers and customer success that in this new world, you get a box this big, and somehow you need to translate verbal and nonverbal body language. - Teri Long Teri Long, serving as the Vice President of Global Revenue Enablement at Mind Tickle, boasts 20+ years of extensive experience in enablement leadership, coupled with a decade-long tenure as a quota-carrying representative across startups and enterprise organizations. As a pivotal founding member of the Revenue Enablement Society, her influence has been instrumental in shaping global enablement strategies. Teri's expertise lies in implementing effective sales enablement programs, making her a sought-after authority for sales enablement leaders and professionals aiming to optimize sales productivity and foster a customer-centric approach. In this episode, you will be able to: Mastering effective sales enablement programs for exponential growth. Unleashing the power of a digital presence to supercharge sales success. Aligning customer success and sales strategies for unstoppable growth. Boosting sales productivity through cutting-edge technology solutions. Harnessing personal brand prowess to skyrocket sales performance. The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:01:18 - Welcoming Teri Long 00:08:09 - Implementing Sales Enablement Programs 00:12:36 - Identifying the Biggest Problems 00:14:02 - Effective Enablement Leadership 00:14:58 - Challenging Assumptions in Sales Training 00:18:30 - Impact of Operationalizing Processes 00:20:44 - Fundamental Challenges in Sales 00:24:34 - Sales as the Art of Helping 00:28:55 - Balancing Customer Experience and Sales 00:29:35 - Restructuring Customer Success Compensation Model 00:30:39 - Misalignment Between Sales and CS 00:34:28 - Bridging the Gap Between Sales and CS 00:39:48 - Digital Presence and Relationship Building 00:43:55 - Blog Content and Social Media 00:44:35 - Connecting with Teri 00:45:16 - Personalized Connection Requests 00:45:48 - Favorite Movies 00:47:22 - Closing Remarks Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, a free personal writing assistant and text expander application. The podcast aims to help sales leaders and practitioners grow their sales numbers at scale. 00:01:18 - Welcoming Teri Long Mario welcomes Teri Long, Vice President of Global Revenue Enablement at Mind Tickle, and shares their history of collaboration in shaping revenue enablement sales strategies. 00:08:09 - Implementing Sales Enablement Programs Teri emphasizes the importance of initiating enablement strategy with a charter and a listening tour to identify urgent, short-term, and long-term priorities, as well as success metrics tied to organizational business metrics. 00:12:36 - Identifying the Biggest Problems Teri advises enablement leaders to investigate root causes by delving into data and being hyper-curious. She highlights the importance of ...
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    49 m
  • How to Craft Memorable and Effective Slide Decks

    How to Craft Memorable and Effective Slide Decks
    Jul 23 2024
    If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone! Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever. Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth. This is Tom Martin's story, our special guest for this week: Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations. In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches. The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers. Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention. His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations. In this episode, you will be able to: Craft compelling sales presentations that captivate your audience and drive results. Elevate your sales pitch decks with effective strategies to leave a lasting impression. Enhance memory retention in your presentations to ensure your message sticks with your prospects. Integrate sales and marketing seamlessly to create powerful, cohesive presentations. Master techniques for delivering sales pitches with confidence and poise. The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:00:48 - Sales Presentation Design 00:01:17 - Tom Martin's Background and Converse Digital 00:05:13 - Revealing a Juicy Secret 00:09:56 - The Challenge of Slide Deck Presentations 00:12:36 - The Science of Presentation 00:14:22 - Biological Limitations 00:17:36 - The Three T's 00:19:31 - Show Up and Throw Up Syndrome 00:23:09 - The 10% Slide 00:25:21 - Improving Slide Decks 00:26:14 - Persuasive Presentations 00:28:15 - Uncomfortable Sales Engineer 00:31:24 - Training for Presentation Skills 00:37:00 - Standardizing Sales Decks 00:39:37 - Understanding Salespeople's Needs 00:40:15 - Embracing Salespeople's Preferences 00:43:56 - Leveraging Website and Follow-up 00:47:39 - Aligning Sales and Marketing 00:49:31 - Favorite Movie and Personal Insight Timestamped summary of this ...
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    52 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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