99 episodes

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!

The Modern Selling Podcast Mario Martinez Jr

    • Marketing
    • 5.0, 10 Ratings

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!

    5 Must-Have Sales Coaching Tips for Emerging and Seasoned Leaders, with Scott Miller

    5 Must-Have Sales Coaching Tips for Emerging and Seasoned Leaders, with Scott Miller

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    We all know the mantra of sales leadership: find, recruit and retain top talent. But after recruiting, the most important role of a leader is to provide feedback and coaching. My guest in this episode of the Modern Selling podcast is an experienced leader who brings five amazing sales coaching tips you can use, whether you are a seasoned leader or just starting out as a sales leader.
    Dive into the fascinating conversation with Scott Miller, Executive Vice President of Thought Leadership at FranklinCovey Co. Scott leads the strategy, development, and publication of FranklinCovey’s bestselling books and thought leadership, which provide the framework for the company’s world-renowned content and solutions.
    He is the author of FranklinCovey’s Management Mess to Leadership Success: Become the Leader You Would Follow (Mango Media). He is also the co-author of The Wall Street Journal bestseller, Everyone Deserves A Great Manager: The 6 Critical Practices for Leading a Team, released in October 2019 (Simon & Schuster).
    In his previous roles as Executive Vice President of Business Development and Chief Marketing Officer, Scott helped lead the global transformation of FranklinCovey’s brand to match the transformation of the company. Prior to that, as General Manager of Client Facilitation Services, Miller worked with thousands of clients and client facilitators in numerous markets in over thirty countries. He has presented to hundreds of audiences across every industry, and loves to share his unique journey as an unfiltered leader thriving in today’s highly filtered corporate culture.
    He is definitely a leadership expert and you don’t want to miss the sales coaching tips he reveals in this interview.
    Five Sales Coaching Tips for Success Many sales leaders were promoted to their current positions because they were the top performers in their team or because they had many skills and talents that helped them climb the corporate ladder. But the truth is that they don’t know how to lead.
    Leadership is about building people and leaving a legacy and that involves continuous sales coaching with your team. The following five sales coaching tips will help you become a better leader.
    1. Develop a Leader’s Mindset The first role of a leader or manager is to develop a leader’s mindset. The old mindset was, “I achieve results on my own.” That’s what people promoted into leadership did as independent producers, but they must realize that what they did as top sales representatives has no correlation to leadership.
    Scott says that the new mindset is, “I get work done with and through other people.” And that requires a new set of skills.
    2. Nurture the Goose and get the Golden Eggs According to data from a leadership training firm, the average promotion into leadership is at age 30, but the average age at which they receive leadership training is 42. That’s a 12 year gap!
    The pressure for growth in many companies doesn’t allow leaders and managers to slow down and teach leadership principles. Scott says that sales leaders must be conscious of the type of growth they want to achieve so they don’t burn out their sales reps and balance that with sales coaching -- that way you nurture the goose (the sellers) and get the golden eggs (the sales).
    The role of leaders is to enable, grow, pollinate and build their teams, which takes time and effort. So make it a priority to set apart time for sales coaching with your reps.
    3. Check your ego Self-awareness is one of the most important traits of a leader. As a sales leader, you must recognize your strengths and also your areas of growth, your weaknesses. Listen to your team and own your mess.
    Scott advises newly promoted leaders to sit down with their team and admit that they are scared and that they don’t hav

    • 49 min
    The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black

    The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black

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    We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling.
    But, what does the future of sales look like? Are we going back to how things were before COVID or is the new normal here to stay?
    That is the fascinating topic of conversation I had with my guest in this episode of the Modern Selling Podcast, Hang Black, VP of Global Sales & Technical Enablement at Juniper Networks. Hang develops and delivers a strategic framework for consistently onboarding new sellers, continuous talent nurture, and implementation of best practices in sales programs and tools.
    As an experienced leader in high-tech companies, her expertise spans sales enablement, business development, marketing and engineering in large companies like AMD and Cisco as well as smaller companies such as Gigamon and 8x8.
    Hang is a global speaker on sales, leadership, and a passionate advocate for women in the workplace. She holds a BS in Chemical Engineering from the University of Texas at Austin, plus three patents in semiconductor manufacturing.
    The New Normal is Not the Future of Sales The future of sales is not what we experienced before the pandemic nor is it what we are living today. According to Hang, the current environment is not the new normal but a far swing of the pendulum before we go back to a point somewhere in the middle.
    In the post-quarantine world, sales professionals won’t be working from home all the time, but neither will outside sales teams be in the field as they used to.
    For example, in the last few years, a salesperson relied on trade shows for prospecting and lead generation. In 2020, there are no trade shows but virtual events are very successful for B2B companies.
    Hang believes that in the post-covid world, not all trade shows will come back, as some people will prefer the convenience and affordability of virtual events. She thinks that in-person events will be more intimate and meaningful; they will be more limited in attendance because they will be more targeted and less blanketed.
    In the post-covid world, B2B sales reps must be more mindful of people’s time and add more value. Why? Because although in a virtual environment you may have higher attendance than in live events, that does not mean every attendee will be engaged. Each sales rep must work hard to try and engage people online with content that’s relevant to them.
    What Will Sales Look Like in 2021? In 2021, sales organizations will still have a field sales team but with a strong virtual component with sales reps who know how to leverage tools and technology.
    Hang says that at Juniper Networks, she is focusing on two major bets for the future of sales: 
    Leveraging skills for digital and social selling and Blurring the line between sales and technical sales. COVID was the perfect storm to start working on major social selling initiatives. That’s why a team from Juniper Networks took Vengreso’s digital training program, Selling with LinkedIn® Teams, to learn how to find, engage and connect with prospects on LinkedIn® and start more sales conversations.
    Sales leaders and sales enablement leaders must look at what’s coming and plan for a world that’s more digital than ever before. Gartner data from 2018 already showed that B2B buyers only spent 17% of their time with vendors. And with an average of three vendors per buyer, a company would only have 5.6% of the time with a prospect.
    The 2020 quarantines have accelerated the trend towards digital buying in the B2B world.
    Hang’s personal experience helped her see the importance of implementing a digital selling initiative at Juniper’s sales organization. While a lot of people may li

    • 41 min
    3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows

    3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows

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    The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of remote selling are struggling.
    What is the solution? That’s the topic of conversation in this episode of the Modern Selling Podcast with John Barrows, CEO of JBarrows Sales Training. John provides sales training and consulting services to some of the world’s fastest growing companies like Salesforce.com, Google, LinkedIn®, Slack and many others. His over 20 years of experience spans all aspects of Sales at every level from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start-up that was sold to Staples. He’s an active sales practitioner who trains in what he does every day.
    He’s also the author of an Amazon best-seller children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.
    Listen to this episode as John shares great insights on how to succeed in sales in the new normal.
    Developing Relevant Sales Prospecting Strategies Many sales people lost their jobs during the economic downturn of the last few months. However, John says there was a different outcome for average sales reps than for good sales reps: those reps that didn’t improve their skills and relied on automation to hit quota got laid off when COVID came, but those who leveled up their game, kept their jobs.
    There are no silver bullets in sales, no email templates that guarantee sales success. As a sales leader you must teach your sellers to put in the hard work, to take their profession seriously, honing their craft and improving all the time.
    Now is the time for salespeople to go deep into personalization, stay relevant and start caring for the people they are trying to reach.
    John shares three sales prospecting strategies that sellers can use to succeed in the new normal.
    1. Go Deep with Personalization John says sellers should stop using strict cadences, stop automating everything and start personalizing. They should do their homework and put themselves in the shoes of their prospects.
    For example, sellers could research the issues that VPs of Sales are facing right now and ask themselves, what is the component of our product or service that helps them solve that problem? Then they should reach out and connect with the VPs based on their research.
    2. Lead with Empathy and Thoughtfulness John says there is a lot of fake empathy going around, meaning sales reps sending “friendly messages” in cold outreaches. For example, generic messages such as “I hope you and your family are doing well” are not well received.
    The formula for real empathy is:
    Empathy = Personalization + Relevance
    Real empathy comes from understanding your prospect’s real needs today, not the needs they had two or three months ago before COVID. That involves revisiting your Ideal Customer Profile (ICP) or buyer personas, because they have changed (or if the personas have not changed, at least their priorities have).
    When was the last time you called your top clients and asked them, “What are you facing right now?” By finding what your current customers are going through, you can understand what your prospects may be going through as well and develop real empathy.
    The great thing about this exercise is that your clients will be happy to tell your reps what type of messaging would resonate with them, so your sellers can use that messaging during their sales prospecting.
    3. Gain insights John says that the top three priorities for sales leaders right now are:
    Revenue Qualified meetings Insights Revenue and meetings are obvious, but gaining in

    • 57 min
    Building Sales Teams: How to Attract, Develop and Retain Top Talent, with Wendy Mitchell-Covington

    Building Sales Teams: How to Attract, Develop and Retain Top Talent, with Wendy Mitchell-Covington

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    The average tenure of a sales rep is 15 months and according to a report by DePaul University replacing a sales rep costs organizations $97,690 on average. That’s why when building sales teams, sales leaders must know how to attract, develop and retain top talent.
    My guest in this episode of the Modern Selling Podcast is Wendy Mitchell-Covington, National Vice President of Sales Success at TriNet. She is a strategist who has successfully built and scaled sales organizations. Throughout an extensive sales and leadership career, she has been committed to attracting, developing and retaining top talent. She believes top performing sales professionals are the engine that drive every flourishing company.
    Listen to this episode as Wendy shares her experience building sales teams and tips on how to build your own successful team.
    Helping Sales Reps Through Tough Times Many sellers are finding it hard to stay engaged and maintain productivity during the current health crisis. Not only have their working conditions changed but in many instances their target customer is not buying.
    Wendy says that it’s important for sales leaders to understand what’s going on with their team. Are they isolated at home and feeling depressed? Or are they trying to homeschool their kids while prospecting and attending virtual meetings?
    Once sales leaders understand the daily reality of their team, they can take actions to alleviate their pain. For example, at Trinet, they implemented a very detailed communication plan to address these issues and provide help. As a result, they established virtual meditation and exercise sessions, and began celebrating small wins more often to keep sellers motivated.
    Lessons in Building Sales Teams Wendy explains that there are three key ingredients sales leaders must have to build a great sales team:
    Attract top talent. Develop top talent. Retain top talent. To attract top talent leaders must identify the characteristics and past experiences required for success in the role they’re hiring for, whether it’s B2B or B2C experience, long sales cycles or transactional cycles, in-person selling or remote selling -- whatever the needs are for your organization.
    Wendy says one of the most important skills a sales leader needs is knowing how to conduct behavioral-based interviews. Listen as Wendy shares three fundamental questions you must ask every candidate.
    Once you hire top talent you must develop and retain them, starting from day one. Wendy says sales leaders must challenge their sellers constantly so they won’t feel stuck. You can do this by working together on a development plan and helping them improve their craft every day.
    Top talent will stay with your company if they feel they’re part of something bigger than themselves, so communicate your vision continuously. And, of course, you must be financially competitive if you want to retain them.
    Teach your Sellers to Think Like a CEO One of the keys to make your team feel part of something bigger than themselves is to teach them to think like a CEO. That means helping them understand and feel how they fit within the organization, and the impact and contribution of their work.
    Listen to my conversation with Wendy as we share some real life stories on how we accomplished this with our sellers and more tips about building your sales team.
    Outline of This Episode [2:13] From Dance to Sales: Wendy’s sales career. [7:13] How to help your team to stay engaged and productive when pipelines are frozen. [20:23] How Trinet is helping businesses to thrive during the COVID-19 crisis. [24:24] Lessons in building sales teams. [38:04] How to retain Millennial sellers. [42:09] The mindset needed to stay motivated as a part of a large sales team. Resources Mentioned Connect with Wendy Mitchell-Covi

    • 50 min
    How Inclusion and Diversity in Sales and Business Can Enrich the Workplace, with Sara Jones, Episode #144

    How Inclusion and Diversity in Sales and Business Can Enrich the Workplace, with Sara Jones, Episode #144

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    A large number of sales organizations in America are still dominated by white male leaders,  which means they’re missing out on the great benefits of inclusion and diversity in sales. Exposure to other cultures, ethnicities and backgrounds has the potential of taking organizations to the next level, providing fresh perspectives and innovative solutions.
    My guest on this episode is Sara Jones, CEO of InclusionPro®, where she consults thoughtful leaders on building inclusive cultures, with a particular focus on team performance and innovation. Sara has more than 20 years of experience in diversity and inclusion, talent, workforce, operations, partnerships, content/product, fundraising and legal strategies. Sara is also Co-Founder of Women Tech Council (WTC), a national organization focused on the economic impact of women in driving high growth for the technology sector.
    Listen as Sara shares her experiences and insights on the importance of diversity and inclusion in the workplace.
    Sara’s Story: From an Orphanage to the Board Room Sara came to the U.S. in the 1970s as a Korean adoptee. Growing up in a religious community in Salt Lake City, UT, she experienced what it felt to be different. Not only did she look different than her parents, but she arrived in America as a two year old with a strange tattoo on her arm. Little did she know that that tattoo would be the clue to find her birth family many years later.
    Listen to the fascinating and emotional story of how Sara reunited with her brothers in South Korea after decades of being separated and how that encounter inspired her to improve diversity and inclusion in the corporate world.
    This episode is sponsored by XANT, the enterprise leader in sales engagement. Xant has authored the Definitive Guide to Sales Cadence. Get your copy at www.SalesCadenceGuide.com 
    The Power of Inclusion and Diversity in Sales Sara says that people at every company want to be accepted for who they are, including their cultural background and ethnicity; they don’t want to be seen just as an asset or a job title. They are human beings with different perspectives and worldviews that can contribute to the organization. 
    A person’s identity shapes their thoughts and actions at work. When sales leaders don’t recognize that those perspectives have a real business value, they are missing on the potential of different sales techniques that the leader may not be accustomed to.
    Inclusion by Design Sara notes that everyone started their careers without all the skills and the knowledge they needed, even white people, but were given the opportunity. That’s because people are hired on potential.
    CEOs and Sales Leaders must be intentional in hiring a diverse workforce, even if it means giving opportunities to people from minority backgrounds that don’t have all the skills yet, but have the potential to grow in their careers.
    Sara calls this inclusion by design: when leaders are strategic in building a diverse organization. This was the case with Vengreso. My co-founders and I created a minority-owned diverse business with Latinos, Asians, African-Americans, men and women, Millennials and Boomers at all levels of the organization. We focused on building a diverse workforce, which is why our About page includes people of all ages, races, and locations.
    Listen as Sara and I tell stories that illustrate good and bad examples of diversity in the workplace and tips on how to make your organization more inclusive.

    • 58 min
    Why Sales Leaders MUST Revisit their Sales Training Strategies NOW, with Mary Shea, Episode #143

    Why Sales Leaders MUST Revisit their Sales Training Strategies NOW, with Mary Shea, Episode #143

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    Many companies still train their sales reps with outdated methodologies from 20 or 30 years ago. But the modern buyer is very different. To teach skills that will help sellers reach digitally savvy buyers who prefer to do research on their own before engaging with them, organizations must change their sales training strategies and delivery methods.
    My guest on this episode is Dr. Mary Shea, Principal Analyst at Forrester. She has been interested in the topic of sales training for many years, both as a salesperson, a sales leader, and now as a researcher. Her research focuses on the empowered B2B modern buyer and how business leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed both today and in the future.
    Mary helps the world's leading brands figure out how to adapt their go-to-market strategies to match the expectations of the modern buyer and the modern buying and selling dynamics.
    Listen as Mary shares her experience and practical advice for sales leaders.
    [bctt tweet="#SalesLeaders, are your sales #training strategies relevant to today’s modern buyer? Learn how to train sellers to reach the modern buyer on the @GoModernSelling podcast with @GoVengreso CEO, @M_3Jr and @sheaforr of @Forrester." username="GoVengreso"]
    NOW is the Time for Sales Leaders to Revisit Their Sales Training Strategies Mary says that the B2B buyer has changed so much that organizations need to go back and revisit their sales training strategies, whether that's in-house or outsourced to a provider or a hybrid approach.
    Business buyers do more and more research on their own, visiting review sites like TrustRadius and G2 Crowd and consulting their personal networks.
    Millennials are now a third of the US workforce and by 2025 they will make up about 45% of the global workforce. These digital natives are very comfortable learning on their own and transacting over the internet without help. And, according to Forrester research, they continue acting more like consumers.
    Sales leaders must ask themselves whether or not their sales training program is providing their sellers the skills they need to be successful in a digital world.
    Last year, Mary led the research on a Forrester published report detailing the findings of a study of the different types of sales training providers in the market. The report helps companies understand who's delivering training in modern formats that their employee base will really care about, using language that is appropriate for the 21st century, showing visuals that make sense to today’s salesforce, and using the right sales tools.
    Mary says that when COVID-19 came, all the trends she had observed in the market and that she expected to take 24 to 36 months to become mainstream, suddenly accelerated. Now that both sellers and buyers are working from home, companies realize that they cannot reach buyers through old methods. Organizations that didn't have the right sales training provider in place or haven't revisited their sales training strategies are scrambling to figure out how they can empower sellers to achieve success in a virtual world.
    [bctt tweet="#SalesLeadership, listen now to the @GoModernSelling podcast as @M_3jr interviews @sheaforr of @Forrester about sales training strategies to help sellers reach the modern buyer." username="GoVengreso"]
    How to Leverage the Mediums to Engage with the Modern Buyer Sellers today must learn the skills to communicate with buyers across different channels available to them (phone, chat, social media, etc.). They must understand how to engage effectively and with the right etiquette in all these mediums.
    Many sellers still don’t know how to use LinkedIn® correctly, sending InMail messages that are not personalized nor targeted to the right audience, thus wasting o

    • 47 min

Customer Reviews

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Max Branding ,

This podcast is a lifesaver

So many fantastic tips about selling and business. I can't wait for each new episode. Must-listen for anyone in sales or interested in growing their business

Karen @ Interview Valet ,

Great show

Mario is a great host. I enjoy the rich conversations he has with his guests and every episode is packed with value. Definitely subscribe to this podcast so you don't miss anything.

Charles Kirkland ,

Absolutely the best podcast on sales

This is one of the few shows that actually interviews people who are really in the trenches making sales and closing deals. I would recommend you listening to this podcast with pen and paper in hand because it is so jammed pack with useful information and actionable nuggets.

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