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PODCAST

Mastering Modern Selling

Tom Burton, Brandon Lee, Carson V Heady

At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today"s market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics.In this new era of sales and marketing, success hinges on building meaningful relationships with prospects and

business marketing

All Episodes

67:02

MMS #124 - Turning Rejection into Revenue: What to Do...

Mastering Modern Selling ·

2025/02/13

In this episode of Mastering Modern Selling, Andrea Waltz, co-author of Go for No: Yes is the Destination, No is How You Get There, joins the conversation to explore the psychology of rejection in sales. With over 25 years of experience, Andrea shares why sellers fear rejection, how to shift their mindset, and why embracing failure can lead to greater success. If you’ve ever hesitated before reaching out to a prospect or felt discouraged after a lost deal, this episode will help you ref...

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65:12

MMS #123 - The Custom Sales Playbook: From Chaos to...

Mastering Modern Selling ·

2025/02/06

In this episode of Mastering Modern Selling, Lee Salz, sales strategist and author, joins Tom Burton and Brandon Lee to discuss the importance of a structured sales playbook. He challenges the belief that hiring "great salespeople" is enough, emphasizing that success depends on having the right system, not just talent. Without a structured playbook, even top performers can struggle. Lee shares a framework for building a custom sales playbook, helping organizations reduce chaos, improve ...

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64:16

MMS #122 - Humanizing Sales for Results: Building...

Mastering Modern Selling ·

2025/01/30

In this episode of Mastering Modern Selling, the hosts welcomed Denise Murtha to discuss humanizing sales in an AI-driven world. Denise, an experienced sales leader and founder of Cellevator, shared insights on how sales teams can shift from transactional approaches to people-first strategies.1. The Pitfalls of AI in Sales Without Human TouchAI is increasingly integrated into sales, but many organizations fail to use it effectively.Some companies allow AI to fully automate interactions, leadi...

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69:27

MMS #121 - From LinkedIn Lurker to LinkedIn Leader: ...

Mastering Modern Selling ·

2025/01/23

In this episode of Mastering Modern Selling, Brandon Lee and Carson Heady host Chris Dunn, VP of Sales and Business Development at Blue Hive Exhibits. Chris shares his transformation from a passive LinkedIn user to a recognized expert in his field, illustrating the power of authenticity, consistency, and relationship-building in the modern sales landscape. This journey reveals key strategies for leveraging platforms like LinkedIn, adapting to market shifts, and fostering meaningful ...

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70:33

MMS #120 - How to Level Up Your LinkedIn Strategy for...

Mastering Modern Selling ·

2025/01/16

This episode of Mastering Modern Selling focuses on using LinkedIn as a dynamic platform for modern sales success. Hosts Brandon Lee, Tom Burton, and Carson Heady explore strategies to engage meaningfully on LinkedIn, emphasizing building genuine relationships rather than transactional interactions. Drawing from personal stories and professional insights, they discuss how to transform LinkedIn into a "24/7 coffee shop" for sales and networking. LinkedIn as a Networking Platform, Not a Sales M...

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66:33

MMS #119 - The Chameleon Effect: Unlocking High-Value...

Mastering Modern Selling ·

2025/01/09

In this episode on Mastering Modern Selling, Brandon Lee and Carson Heady welcome Stephen Oommen, former sales leader at Microsoft and author-in-progress of The Chameleon Effect. The discussion dives into Stephen’s innovative approach to building authentic connections in sales, the importance of adaptability, and the emotional journey behind his philosophies.The Concept of the Chameleon EffectStephen explained The Chameleon Effect as the ability to adapt and connect with anyone. It’...

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64:46

MMS #117 - The Power of Being More Human in Sales

Mastering Modern Selling ·

2024/12/19

In this episode, Brandon Lee, and Carson Heady are joined by Andy Paul, a renowned sales strategist and the author of Sell Without Selling Out. With decades of experience across tech and startup sales, Andy shares actionable insights on why the sales industry needs to move away from outdated approaches and focus on buyer-centric practices. The False Promise of Sales Tools:Andy discusses the misplaced focus on sales tools that prioritize quantity over meaningful engagement.He highlights ...

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74:09

MMS #116 - Driving Profitable Change: Sales...

Mastering Modern Selling ·

2024/12/12

In this episode of Mastering Modern Selling, Don Barden, a seasoned sales expert and academic, delves into the evolving sales landscape. Barden emphasizes a critical shift from a focus on results to one centered on relevance. In today’s competitive market, adapting to these changes is key to staying ahead, those who don’t risk becoming obsolete.The Changing Sales LandscapeAs consumers face more choices than ever, the sales game has changed. Buyers can easily find multiple great...

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59:25

MMM #115 - From Data to Decisions: Digital...

Mastering Modern Selling ·

2024/12/05

In this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results. With the abundance of data available today, it's not enough to simply collect it—sales leaders and reps must learn to harness it effectively. The Power of Data in SalesDenise stresses that in today’s competitive sales landscape, using data isn’t optional—it’s essential. Sales professionals mu...

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65:30

MMS #114 - From Bar Bouncer to Tech President:...

Mastering Modern Selling ·

2024/11/28

In this episode of Mastering Modern Selling, Nabil Aitoumezian and the hosts dive into the importance of authenticity in the sales process and how live shows can help create impactful, genuine connections with audiences. Whether you’re trying to scale your outreach or create engaging content, the conversation offers key strategies for success.Leverage Live Shows for Authentic ContentNabil emphasizes the power of live shows to create genuine, human-driven content. Live interactions c...

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59:01

MMS #113 - Adapting Sales Strategies for the Modern...

Mastering Modern Selling ·

2024/11/21

In this episode of Mastering Modern Selling, Amy Franko, author of The Modern Seller and a seasoned sales strategist, joins the conversation to discuss how to adapt and excel in the evolving sales landscape. From strategy creation to the integration of sales and marketing, Amy shares actionable insights for professionals aiming to thrive in today’s buyer-centric world. Modern Seller Attributes:Sales professionals must provide exceptional value that intertwines them with the product ...

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66:41

MMS #112 - Strategic Sales Mastery: Building Scalable...

Mastering Modern Selling ·

2024/11/14

In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father’s seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations. Here’s a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Sales Strategy Over Process: Liz emphasizes that most companies mistakenly start with sales processes without a clear strate...

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64:45

MMS #111 - The Evolving Art of Selling with Allan Langer

Mastering Modern Selling ·

2024/11/07

In this episode of Mastering Modern Selling, hosts Brandon Lee and Carson V. Heady welcome Allan Langer, founder of the Seven Secret Sales Academy, to dive deep into the world of effective and authentic sales strategies. With a career spanning over 27 years, Allan shares his transformative journey in sales, highlighting how he went from a top rep at Andersen Windows to a bestselling author and sales consultant. This episode is packed with insights on how to break away from the tradi...

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61:01

MMS #110 - Beyond the Bottom Line: Purpose-Driven...

Mastering Modern Selling ·

2024/10/31

In this compelling episode of Mastering Modern Selling, Dirk Beveridge, founder of Unleashed WB and Executive Producer of We Supply America, shares invaluable insights into purpose-driven leadership, innovation in sales, and the noble calling of the distribution industry. He discusses how sales have evolved from traditional methods to a more consultative, people-first approach. Moving Beyond Transactional SalesDirk emphasizes that most sales strategies are outdated, focused on comme...

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58:58

MMS #108 - Revenues Through Reputation

Mastering Modern Selling ·

2024/10/24

In today's episode of Mastering Modern Selling, Tom Burton and Brandon Lee explore a vital topic: how to drive revenue by cultivating a strong professional reputation. This is more than just being seen—it's about being trusted, instilling confidence, and demonstrating competence in the marketplace. Whether you're engaging prospects or working to deepen customer relationships, your reputation is a powerful driver of business success.Trust is Built on Consistency and Proximity: B...

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60:30

MMS #108 - Out-Performing in a Digital-First World:...

Mastering Modern Selling ·

2024/10/17

In this episode of Mastering Modern Selling, the team welcomes sales veteran David Brock, founder of Partners in Excellence, to dive into the evolving landscape of modern sales. David shares timeless principles while exploring how technology, particularly AI, is transforming the way sales professionals engage with customers. Timeless Sales Fundamentals: No matter how much the tools and technologies evolve, the core of sales remains the same: understanding the customer’s problem...

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65:09

MMS #107 - From Doorsteps to Digital: Leveraging...

Mastering Modern Selling ·

2024/10/10

This week's episode of Mastering Modern Selling we’re thrilled to have Jeff Kirchick, author of Authentic Selling: How to Use the Principles of Sales in Everyday Life, and an experienced sales leader who has guided teams to success at multiple tech companies. Jeff shares his journey, insights on authenticity in sales, and how modern sellers can balance traditional techniques with today's digital tools. Whether you're a seasoned sales pro or just starting out, Jeff’s advice will give...

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59:15

MMS #106 - Lead with Your Brand: Mark Hunter’s Guide...

Mastering Modern Selling ·

2024/10/04

In this episode of Mastering Modern Selling, we had the pleasure of hosting Mark Hunter for the second time, and he did not disappoint. Mark, also known as "The Sales Hunter," shared his journey from struggling salesperson to a world-class sales coach, revealing powerful lessons that can redefine how you approach your prospects and close deals. Sales Mindset is Everything: Mark emphasizes that your mindset going into a sales call determines your outcome. A positive, ...

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62:58

MMS #105 - Live Shows & Podcasts for B2B Demand...

Mastering Modern Selling ·

2024/09/26

In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation. As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.1. Creating Differentiation through ContentLive shows and podcasts offer a unique platform to showcase expertise and differen...

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65:34

MMS #104 - Unlocking the Power of Mentorship with...

Mastering Modern Selling ·

2024/09/19

Mentorship is an active process you take charge of, with the support of others. In this episode of Mastering Modern Selling, Douglas Stewart shares his empowering approach to mentorship in the digital age, focusing on personal accountability and growth. Discover how to find the right mentors, accelerate your development, and transform your life. This inspiring conversation offers actionable advice for anyone seeking to unlock the full potential of mentorship. The Modern M...

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140 results

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