Modern Sales - B2B Selling Podcast
By Liston Witherill
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Subscribers: 33
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Episodes: 154
Description
Selling complicated products and services is a relatively new thing, but most sales advice isn’t up to the job. On Modern Sales, you'll get actionable advice based on the psychology, behavioral economics, and neuroscience of how people buy.
Hosted by Liston Witherill, Head of Growth at Gold Front, a creative agency working with high growth startups.
Sign up for the newsletter to get the top 10 episodes emailed to you, and stay up to date on Liston's writing, podcast, and sales advice.
| Episode | Date |
|---|---|
|
148 - Managing Client Expectations: A Guide For Agencies
|
Mar 24, 2021 |
|
147 - Theory of Constraints: What's Hindering Your Agency's Growth?
|
Mar 17, 2021 |
|
146 - A Unified Theory of Business Development Strategy (2021)
|
Mar 10, 2021 |
|
145 - Value-Based Pricing: Is It Right For You?
|
Mar 03, 2021 |
|
144 - [Interview] Low Volume, High Conversion Cold Email with Brad Smith
|
Feb 24, 2021 |
|
143 - [Interview] Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale
|
Feb 17, 2021 |
|
142 - [Interview] The Future of Field Sales with Steve Benson
|
Feb 10, 2021 |
|
141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group
|
Feb 03, 2021 |
|
140 - [Interview] Selling With Video Emails Is Just Humane with Ethan Beute
|
Jan 28, 2021 |
|
139 - [Interview] Cold Prospecting Emails That Actually Work with Jack Reamer
|
Sep 16, 2020 |
|
138 - [Interview] Virtual Selling with Jeb Blount
|
Sep 09, 2020 |
|
137 - [Interview] Negotiation Plan Strategy with Jeb Blount
|
Sep 02, 2020 |
|
136 - [Interview] The Formula For Cold Email Outreach with Kevin Dorsey
|
Jul 30, 2020 |
|
135 - [Interview] What Joke Writing Can Teach You About Sales
|
Jul 16, 2020 |
|
134 - [Interview] Go For No With Andrea Waltz
|
Jul 01, 2020 |
|
133 - [Interview] The Truth About Emotional Sales and Empathy
|
Jun 25, 2020 |
|
132 - [Interview] 8 Steps to Winning Sales Presentations with Brian Burkhart
|
Jun 18, 2020 |
|
131 - [Interview] Why Marketing Is Critical to Outbound Sales
|
Jun 11, 2020 |
|
130 - [Interview] Radical Transparency In Negotiation with Todd Caponi
|
Jun 04, 2020 |
|
129 - [Interview] Value Planning For Better Sales Calls with Andy Paul
|
May 22, 2020 |
|
128 - [Interview] How to Sell During the Crisis with Jake Dunlap of Skaled Consulting
|
May 14, 2020 |
|
127 - [Interview] A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas
|
May 07, 2020 |
|
126 - How to build authority in your market
|
May 05, 2020 |
|
125 - [Interview] How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped
|
Apr 30, 2020 |
|
124 - Storytelling In Sales to Make Your Pitch Stick
|
Apr 28, 2020 |
|
123 - [Interview] How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen
|
Apr 23, 2020 |
|
122 - Sales Presentations: How to Make Them More Effective Based On How People Learn
|
Apr 21, 2020 |
|
121 - [Interview] The Truth About Motivation with Justin Welsh
|
Apr 16, 2020 |
|
120 - Sales Motivation Principles That Actually Work
|
Apr 14, 2020 |
|
119 - [Interview] Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting
|
Apr 09, 2020 |
|
118 - Remote Selling: The Sales Process for Selling Remotely
|
Apr 07, 2020 |
|
117 - Remote Selling: Video Selling and Building Trust Online
|
Apr 01, 2020 |
|
116 - Remote Selling: Making the Fast Transition From In-Person to Online Selling
|
Mar 26, 2020 |
|
(Rebroadcast) 081 - Sales Training, Part 4: Value Based Selling Done Right
|
Mar 20, 2020 |
|
(Rebroadcast) 079 - Sales Training, Part 2: Finding the Pain
|
Mar 11, 2020 |
|
115 - Sales AI: Tools You Can Use It Right Now
|
Mar 04, 2020 |
|
114 - Sales AI: Will AI tools take over sales jobs?
|
Feb 26, 2020 |
|
113 - Sales AI: Is the revolution coming?
|
Feb 20, 2020 |
|
112 - Pain Points: Do buyers respond more to pain or gain?
|
Feb 12, 2020 |
|
111 - Personality Test: Can They Help You Sell?
|
Feb 04, 2020 |
|
110 - Using Cold Email Email to Get Podcast Advertisers
|
Jan 29, 2020 |
|
109 - Selling Services v. Products: What's the Difference?
|
Jan 21, 2020 |
|
108 - [Interview] Buyer Isights: How Trust Is Built with Deep Mahajan
|
Jan 15, 2020 |
|
107 - [Interview] Buyer Isights: Finding the Gaps with Bill Ball
|
Jan 08, 2020 |
|
106 - [Interview] Buyer Isights: How Enterprise Clients Buy with Ariel Yoffie (Former IBM)
|
Jan 01, 2020 |
|
105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings
|
Dec 24, 2019 |
|
104 - Sales Meetings, Part 3: Running a Successful Meeting
|
Dec 17, 2019 |
|
103 - Sales Meetings, Part 2: How to Plan For a Great Meeting
|
Dec 11, 2019 |
|
102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers
|
Dec 04, 2019 |
|
101 - Sellers Become Marketers, Part 6: Automating Like a Marketer
|
Nov 27, 2019 |
|
100 - Sellers Become Marketers, Part 5: How Content Is Shared Inside Companies
|
Nov 20, 2019 |
|
099 - Sellers Become Marketers, Part 4: Content Marketing For Sales Teams
|
Nov 13, 2019 |
|
098 - Sellers Become Marketers, Part 3: Why Different Is Better Than Best
|
Nov 06, 2019 |
|
097 - Sellers Become Marketers, Part 2: Being a Mind Reader With Sales Copy
|
Oct 30, 2019 |
|
096 - Sellers Become Marketers, Part 1: The Seismic Shift In Sales
|
Oct 23, 2019 |
|
095 - Sales Questions, Part 6: Why Is Now the Right Time?
|
Oct 16, 2019 |
|
094 - Sales Questions, Part 5: Who Else Is This Affecting?
|
Oct 09, 2019 |
|
093 - Sales Questions, Part 4: What Have You Done to Fix It?
|
Oct 02, 2019 |
|
092 - Sales Questions, Part 3: When Did You Notice the Problem?
|
Sep 25, 2019 |
|
091 - Sales Questions, Part 2: How Long Has This Been Happening?
|
Sep 18, 2019 |
|
090 - Sales Questions, Part 1: What's Going On?
|
Sep 11, 2019 |
|
089 - Personal Branding, Part 3: Advanced
|
Sep 04, 2019 |
|
088 - Personal Branding, Part 2: Intermediate
|
Aug 28, 2019 |
|
087 - Personal Branding, Part 1: The Basics
|
Aug 21, 2019 |
|
086 - Sales Training, Part 9: How to Make Sales Training Stick
|
Aug 14, 2019 |
|
085 - Sales Training, Part 8: Negotiation
|
Aug 07, 2019 |
|
084 - Sales Training, Part 7: Addressing Objections and Talking Money
|
Jul 31, 2019 |
|
083 - Sales Training, Part 6: Account Planning For Complex Sales
|
Jul 24, 2019 |
|
082 - Sales Training, Part 5: Sales Proposals and Sales Presentations
|
Jul 17, 2019 |
|
081 - Sales Training, Part 4: Value Based Selling Done Right
|
Jul 10, 2019 |
|
080 - Sales Training, Part 3: Establishing Gaols With Your Client
|
Jul 03, 2019 |
|
079 - Sales Training, Part 2: Finding the Pain, and How Deep It Is
|
Jun 26, 2019 |
|
078 - Sales Training, Part 1: The Serve Don't Sell Method
|
Jun 19, 2019 |
|
077 - 9 Ways to Lose Your Client's Trust
|
Jun 12, 2019 |
|
076 - How to Gain Trust In Sales
|
Jun 05, 2019 |
|
075 - [Interview] Outbound Sales and Cold Email with Kevin Warner of Leadium
|
May 29, 2019 |
|
074 - The Best Closing Technique (Is Better Investigation)
|
May 22, 2019 |
|
073 - [Interview] The Future of Sales Content with Hubspot CMO Kipp Bodnar
|
May 15, 2019 |
|
072 - [Interview] Cold Email Keeps Getting More Expensive with Forster Perelsztejn of Prospect.io
|
May 08, 2019 |
|
071 - Price Anchoring: Taking the Pain Out of High Prices
|
Apr 24, 2019 |
|
070 - [Interview] Lead Qualification Using Sales AI with Francis Brero of MadKudu
|
Apr 17, 2019 |
|
069 - [Interview] Running Remote Sales Teams with Derek Rahn of Lead Genius
|
Apr 10, 2019 |
|
045 - [Rebroadcast] Expanding Large Accounts
|
Apr 03, 2019 |
|
068 - Don't Be an Order Taker!
|
Mar 27, 2019 |
|
067 - Navigating Complicated Accounts and Their Decision Makers
|
Mar 20, 2019 |
|
066 - Minimum Viable Sales Stack: The Sales Technology and Apps You Need
|
Mar 06, 2019 |
|
065 - Sales KPIs for Consulting and Services Sales
|
Feb 27, 2019 |
|
064 - Sales Process: The Recipe to Make Your Own
|
Feb 20, 2019 |
|
063 - Losing Clients and Building Resilience
|
Feb 13, 2019 |
|
062 - How to Build Authority As an Expert In Your Market
|
Feb 07, 2019 |
|
061 - [Interview] Differentiating Your Service with IP with Sean Flaherty of IX
|
Jan 31, 2019 |
|
060 - Can You Change a Stubborn Person's Mind?
|
Jan 29, 2019 |
|
059 - [Interview] Using SEO to Drive Sales with Dan Shure
|
Jan 24, 2019 |
|
058 - Is There One Right Personality For Sales?
|
Jan 22, 2019 |
|
057 - [Interview] Using Referral Marketing to Drive Sales with Dan Golden
|
Jan 17, 2019 |
|
056 - Overcoming Objections and the Real Meaning of "No"
|
Jan 15, 2019 |
|
055 - [Interview] B2B Content Marketing with Benji Hyam
|
Jan 10, 2019 |
|
054 - Demonstrating Leadership Through Your Sales Process
|
Jan 08, 2019 |
|
053 - [Interview] Part 2, Getting Professional Services Leads with Clutch
|
Jan 04, 2019 |
|
052 - [Interview] Part 1, Getting Professional Services Leads with Clutch
|
Jan 03, 2019 |
|
026 - [Rebroadcast] Sales Tactics to Scale Beyond Referrals
|
Dec 31, 2018 |
|
004 - [Rebroadcast] Sales Questions to Ask In Discovery
|
Dec 27, 2018 |
|
002 - [Rebroadcast] Serve Don't Sell
|
Dec 24, 2018 |
|
051 - [Interview] Part 2, Automating Your Business with Greg Hickman
|
Dec 21, 2018 |
|
050 - [Interview] Part 1, Automating Your Business with Greg Hickman
|
Dec 20, 2018 |
|
049 - Social Selling with LinkedIn
|
Dec 17, 2018 |
|
048 - [Interview] Part 2, Trade Shows For Client Acquisition with Chris Martinez
|
Dec 13, 2018 |
|
047 - [Interview] Part 1, Trade Shows For Client Acquisition with Chris Martinez
|
Dec 12, 2018 |
|
046 - Expanding and Derisking a Large Account
|
Dec 10, 2018 |
|
045 - [Interview] Part 2, Delegating Work with Karl Sakas
|
Dec 07, 2018 |
|
044 - [Interview] Part 1, Delegating Work with Karl Sakas
|
Dec 06, 2018 |
|
043 - Buying Behavior: What You Need to Know
|
Dec 03, 2018 |
|
042 - [Interview] Part 2, Growing Leads with a Podcast with Ben Shapiro
|
Nov 30, 2018 |
|
041 - [Interview] Part 1, Growing Leads with a Podcast with Ben Shapiro
|
Nov 29, 2018 |
|
040 - Sales Mindset: How to Think About Selling Services
|
Nov 26, 2018 |
|
039 - Gratitude in Sales? Yes, and Happy Thanksgiving
|
Nov 19, 2018 |
|
038 - [Interview] Part 2, Building a Personal Brand with Matt Inglot
|
Nov 16, 2018 |
|
037 - [Interview] Part 1, Builidng a Personal Brand with Matt Inglot
|
Nov 15, 2018 |
|
036 - How Much Can You Push On a Sale?
|
Nov 12, 2018 |
|
035 - [Interview] Part 2, Brand Story: How to Tell Yours with Raj Nathan
|
Nov 09, 2018 |
|
034 - [Interview] Part 1, Brand Story: How to Tell Yours with Raj Nathan
|
Nov 08, 2018 |
|
033 - [Update] Outsourcing, Podcasting, and Cold Email
|
Nov 05, 2018 |
|
032 - [Interview] Jason Bay, Part 2: Productizing Your Service
|
Nov 02, 2018 |
|
031 - [Interview] Jason Bay, Part 1: Cold Email and Outbound Marketing
|
Nov 01, 2018 |
|
030 - Inbound v. Outbound Leads: What's the Difference?
|
Oct 29, 2018 |
|
029 - [Interview] Part 2, Growing an Ecommerce Agency with Ben Chafetz
|
Oct 26, 2018 |
|
028 - [Interview] Part 1, Growing an Ecommerce Agency with Ben Chafetz
|
Oct 25, 2018 |
|
027 - Sales Strategy to Scale Beyond Referrals
|
Oct 22, 2018 |
|
026 - [Interview] Part 2, Creating a Simple Consulting Website with Jared Gold
|
Oct 19, 2018 |
|
025 - [Interview] Part 1, Creating a Simple Consulting Website with Jared Gold
|
Oct 15, 2018 |
|
024 - Do you need more leads, or better selling skills?
|
Oct 14, 2018 |
|
023 - [Interview] Part 2, Cold Email with a Sense of Humor with Jon Buchan
|
Oct 12, 2018 |
|
022 - [Interview] Part 1, Cold Email with a Sense of Humor with Jon Buchan
|
Oct 11, 2018 |
|
021 - Podcast Marketing For Your Consulting Business
|
Oct 08, 2018 |
|
020 - [Interview] Marketing Agency Growth with Brent Weaver
|
Oct 03, 2018 |
|
019 - [Update] Promoting a Podcast Is Hard Work
|
Oct 01, 2018 |
|
018 - B2B Website to Support Your Selling
|
Sep 26, 2018 |
|
017 - [Interview] Start a Podcast For Your B2B Service with Simon Thompson
|
Sep 12, 2018 |
|
016 - [Interview] Content Promotion with Ben Dell
|
Sep 05, 2018 |
|
015 - [Update] Monthly Update, September 2018
|
Sep 03, 2018 |
|
014 - Proposals: How Many Options Should You Include?
|
Aug 29, 2018 |
|
013 - [Interview] Sales Prospecting on LinkedIn with Jake Jorgovan
|
Aug 22, 2018 |
|
012 - Proposals: The Best Way to Present
|
Aug 16, 2018 |
|
011 - Proposals: When to Write Them
|
Aug 15, 2018 |
|
010 - [Interview] Pricing Strategy to Raise Profitability with Jonathan Stark
|
Aug 08, 2018 |
|
009 - [Update] Monthly Update, August 2018
|
Aug 06, 2018 |
|
008 - Lead Qualification
|
Aug 01, 2018 |
|
007 - [Interview] Referral Marketing for B2B Services with Steve Gordon
|
Jul 25, 2018 |
|
006 - Listening Techniques and the Consultant's Conundrum
|
Jul 18, 2018 |
|
005 - [Interview] Selling and Human Behavior - Margo Aaron Interviews Liston Witherill
|
Jul 11, 2018 |
|
004 - Sales Questions to Ask In Discovery
|
Jun 29, 2018 |
|
003 - [Interview] Write a Book on Pricing, Make $1M with Blair Enns
|
Jun 29, 2018 |
|
002 - Serve Don't Sell
|
Jun 29, 2018 |
|
001 - Welcome to Modern Sales
|
Jun 28, 2018 |