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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

68:57

MMS #103 - Mastering Leadership and Communication in...

Mastering Modern Selling ·

2024/09/12

In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth. With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation. He discusses how effective communication, understanding personalities, and applying simple but powerful strategies can make salespeople more effective.Communication and Personality Types:&...

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56:28

MMS #102 - Scaling Success: Lessons from the...

Mastering Modern Selling ·

2024/09/05

In this energetic episode of Mastering Modern Selling, we dive deep into sales innovation and modern practices with Eric Watkins, a dynamic sales leader who embraces contrarian thinking to redefine success in sales. Eric shares insights that challenge traditional sales strategies, focusing on the power of process, leadership, and differentiation.Challenge the Status Quo in SalesEric emphasizes the need to rethink outdated sales tactics that may not have ever worked. Sales leaders mu...

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59:30

MMS E#101 - Leading with Influence and Mastering...

Mastering Modern Selling ·

2024/08/29

In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Rob Fegan, an experienced sales leader with a knack for challenging the status quo. In this high-energy session, Rob delves into the concept of being a "sales contrarian" and how it can revolutionize your approach to sales. From redefining what makes a great salesperson to the importance of process over people, this episode is packed with actionable insights that every sales professional needs to...

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68:45

MMS E#100 - The LinkedIn Playbook - Celebrating 100...

Mastering Modern Selling ·

2024/08/23

In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In. Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.1. The Role of AI in Sales: Daniel emphasizes the growing importance of AI in social selling, particularly...

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63:57

MMS #99 - Lead with LinkedIn: Why Every CEO Must Show Up

Mastering Modern Selling ·

2024/08/15

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership StageLinkedIn isn’t just for networking—it’s where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.Bu...

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63:17

MMS #98 - Master the Complex Sale: Strategies for...

Mastering Modern Selling ·

2024/08/09

In the latest episode of Mastering Modern Selling, we had the pleasure of hosting Alice Heiman, a renowned expert in B2B sales strategies. This episode is a must-listen for sales leaders and executives aiming to avoid common pitfalls that can unknowingly prevent sales success. Here’s a sneak peek into the key takeaways:Don’t Be a Sales Preventer: Alice highlights how CEOs and sales leaders might unintentionally become obstacles in their sales process. She emphasizes the importance of recogniz...

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57:03

MMS #97 - Video Prospecting: Avoiding Common Pitfalls...

Mastering Modern Selling ·

2024/08/02

Dive into the world of video prospecting with insights from Juan Pablo Garcia in the latest episode of Mastering Modern Selling. Discover how integrating video into your sales strategy can revolutionize your outreach and engagement efforts.The Role of Authenticity in Video Prospecting: Juan Pablo emphasizes the importance of authenticity in video communication. By being genuine and showing your true self, you can build stronger connections and trust with potential clients. This auth...

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59:36

MMS #96 - Sales Success: From Value Creation to...

Mastering Modern Selling ·

2024/07/25

In episode 96 of "Mastering Modern Selling," we had the privilege of hosting Bob Burg and Jeff West, the brilliant minds behind the book "Streetwise to Saleswise."This engaging conversation delved into transforming sales approaches, overcoming objections, and the importance of personal development in achieving sales success.The Importance of Personal Development:Bob Burg emphasizes that success in sales is deeply rooted in personal development. He shared his journey from struggling in sa...

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61:20

MMS #95 - Authentic Sales Strategies: Bridging...

Mastering Modern Selling ·

2024/07/18

In Episode #95 of Mastering Modern Selling, Liz Wendling joins us to share her insights on authentic sales strategies. With a background spanning 30 years in sales, Liz offers a unique perspective on connecting with potential clients by treating them as humans rather than mere sales targets.Key Takeaways:Embrace Authenticity:Liz highlights the importance of being genuine in sales interactions. She recounts her early career where she succeeded by treating prospects like family, which led ...

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70:11

MMS #94 - Transforming Sales Leadership: From...

Mastering Modern Selling ·

2024/07/11

Dive into the latest episode of Mastering Modern Selling, featuring renowned sales leadership expert, Keith Rosen. This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders.The Allure and Reality of Sales ManagementKeith Rosen sheds light on the common misconceptions about sales management. Many high-performing salespeople are enticed by the perceived power and authority of managerial roles but often lack the n...

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64:26

MMS #93 - Why Personal Branding Matters: Lessons from...

Mastering Modern Selling ·

2024/07/04

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. They explore the strategies and benefits of building a strong personal brand in today's competitive market.Key Points:Consistency Compounds:Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small inf...

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60:45

MMS #92 - Crafting Connections Using Humor: B2B...

Mastering Modern Selling ·

2024/06/27

In the latest episode of Mastering Modern Selling, our hosts had an engaging discussion with Jon Selig, a seasoned sales professional and stand-up comedian, about the transformative power of humor in sales. This episode dives deep into how salespeople can break through the noise with memorable and impactful messaging using humor. Here are five key takeaways from this enlightening conversation:The Power of Relatability:Jon emphasizes that humor can make sales messages more relatable ...

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66:14

MMS #91 - Unlocking Curiosity: Leadership and Culture...

Mastering Modern Selling ·

2024/06/20

Welcome to Episode 91 of Mastering Modern Selling! We had the pleasure of hosting Carl Lubbe, a renowned curiosity coach. Carl brings a wealth of experience and unique perspectives on sales leadership and the power of curiosity in driving sales success. This episode is packed with insightful and transformative advice for sales professionals aiming to elevate their game.Key Points:The Importance of Presence in Sales: Carl emphasizes the significance of being truly present during sale...

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54:47

MMS #90 - Sales Success with Mindset, Mental Models,...

Mastering Modern Selling ·

2024/06/13

In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations. Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effectively with clients.Key TakeawaysEmbrace Change and Inspire Buyers: Bernadette emphasi...

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62:36

MMS #89 - Leading Change in an Era of AI: Empowering...

Mastering Modern Selling ·

2024/06/06

In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert. The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.Key Takeaways:The Importance of Empathy in Change Management:Bill emphasizes empathy as his greatest skill set, crucial for understanding and...

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59:48

MMS #88 - Intentional Moves: Career Strategies to...

Mastering Modern Selling ·

2024/05/30

In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:1. Embrace Full-Cycle Selling:Kristie highlights a significant shift in the industry where full-cycle sel...

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37:16

MMS #87 - Empowering Partnerships: Unlocking Revenue...

Mastering Modern Selling ·

2024/05/22

In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.1. The Evolution of Partnership Strategies:Vince shares his journey from being a top seller in t...

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58:36

MMS #86 - Your Buyers Don't Want to Talk, But They...

Mastering Modern Selling ·

2024/05/16

In an era where buyers meticulously avoid sales conversations, understanding the 'Anonymous Zone' becomes pivotal for sales teams. In this episode, Tom Burton and Brandon Lee dive into this challenging landscape, offering actionable insights on how to engage buyers who prefer to remain invisible until the last possible moment. Here are five key takeaways to transform your sales approach:Recognize the Buyer's Journey: Buyers today complete most of their purchasing research anonymously onl...

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46:15

MMS #85 - Fresh Perspectives: A New Era of Sales with...

Mastering Modern Selling ·

2024/05/09

In this week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady.Here are five pivotal points from the discussion:Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program’s focus on real-world applications rather than traditional exams. The curriculum emphasizes role-pl...

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54:33

MMS #84 - A CEO's Guide: Using LinkedIn for 60%+...

Mastering Modern Selling ·

2024/05/02

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