The Modern Selling Podcast Mario Martinez Jr

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 sea

 
Does this sound familiar? Have you been told to spend hours crafting engaging messages and comments on LinkedIn, only to feel like you're not getting the results you want? The struggle to stand out and engage meaningfully can be frustrating and time-consuming. If you've been there, you know the pain of putting in effort and not seeing the impact you hoped for.

Discover the surprising origin story behind Mario Martinez's journey to becoming a sales expert. From an accidental start in a photo finishing job to revolutionizing sales with AI, his story will leave you inspired and wanting more. But what's the untold secret behind his productivity? Find out more in the full podcast episode.

On The Modern Selling Podcast, host Mario Martinez Jr. shares his journey into sales, highlighting his early success and the challenges he faced. He discusses the evolution of FlyMSG from his previous company, Vengreso, and the inspiration behind its creation. Mario emphasizes the value of personalized engagement on LinkedIn and the power of AI in streamlining sales tasks.

His conversation with Joshua Lorimer delves into the significance of utilizing notifications effectively on LinkedIn and the future aspirations for FlyMSG AI and Vengreso. Mario's insights underscore the intersection of sales expertise, technology, and leadership in driving the vision for FlyMSG making this episode a must-listen for sales professionals and leaders who want to boost productivity.

You'll gain valuable insights into leveraging notifications on LinkedIn, the affordability and potential of AI-driven messaging, and the importance of fostering an inclusive culture within organizations. So, grab your headphones and tune in to gain practical wisdom from Mario's journey and the innovative solutions he's developed to revolutionize sales and social media engagement.

If you're a seller, Prospect better and Sell more now with FlyMSG If you're a non-seller, Type less. Do more with FlyMSG. - Mario Martinez Jr.

Mario Martinez Jr., CEO and founder of Vengreso, recounted his unexpected journey into sales during this engaging podcast episode. Reflecting on his early days as a photo finisher at Ritz Camera Centers, Mario shared a pivotal conversation with his regional manager, Hunter Anderson, who astutely recognized his natural talent for sales. This epiphany occurred when Hunter delved into Mario's exceptional sales numbers, revealing his innate ability to connect with customers and solve their problems.

In this episode, you will be able to:

Boost Your Sales Productivity with FlyMSG - Learn how to streamline your sales tasks and maximize efficiency with this productivity assistant.
Mastering LinkedIn Engagement for Sales Success - Discover the secrets to boosting your sales engagement on the world's largest professional network.
Elevate Your Sales Skills with Entrepreneurial Training Techniques - Uncover innovative sales training methods tailored for entrepreneurs to take your business to the next level.
Unleashing AI for Sales and Marketing Success - Explore the power of artificial intelligence in revolutionizing your sales and marketing strategies.
Mastering LinkedIn Connection Strategies for Sales Professionals - Uncover effective techniques for crafting meaningful LinkedIn connections that drive sales success.

From the humble beginnings of assisting customers with their photo orders, Mario's sales prowess shone through, leading to his transition to a sales associate role. This unexpected turn of events marked the genesis of Mario's illustrious 27-year career in sales, emphasizing the profound impact of recognizing and nurturing innate abilities. Mario's story resonates with the revelation that sometimes, our true calling emerges from unexpected encounters, unveiling hidden talents that shape our future paths.

The key moments in this episode are:
00:00:09 - Introduction to Vengreso and FlyMSG

00:01:45 - Mario

 
Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets!

If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions?

It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency!

Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.

I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck

My special guest is Henry Schuck

Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies.

Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale.

In this episode, you will be able to:

Harness the power of AI-driven sales engagement strategies to supercharge your sales process.
Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships.
Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach.
Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success.
Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.

 

The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG

00:01:17 - Special Guest: Henry Schuck

00:02:18 - Establishment of Zoom Info

00:05:29 - Discoverorg-Zoom Info Connection

00:09:47 - Henry's Legal Background and Risk Management

00:14:56 - Personalized Messaging in Sales

00:17:53 - Targeting Different Organization Sizes

00:21:08 - Targeting High-Level Executives

00:24:25 - Getting C-Suite Involvement

00:27:50 - Navigating Trust and Involving C-Suite

00:28:26 - Leveraging Champions for Meetings

00:29:18 - Connecting at Different Levels

00:30:40 - Building Strong Relationships

00:32:34 - Fostering Partnership with Clients

00:33:45 - Contrasting Sales Tactics for Different Segments

00:41:55 - Importance of Multi-Threading in Sales and Marketing

00:43:24 - Utilizing AI for Efficient Sales

00:45:05 - AI-Driven Account Briefs

00:48:07 - Revolutionizin

 
Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result.

We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve?

Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story.

Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions.

This is Mike Esterday's story:

The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation.

In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace.

He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship.

Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities.

Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday

Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical

 
Struggling to book more sales meetings and increase productivity? Tired of ineffective prospecting methods that don't yield results, leaving you feeling frustrated and overwhelmed? If you're ready to boost your productivity and engagement, it's time to discover the game-changing AI tool that's transforming sales workflows. Join us as we uncover the secrets to streamlining your sales process and boosting your results.

Want to know how to supercharge your sales productivity and engagement? We've got the solution for you to achieve just that. Let's dive into the game-changing AI tools that will skyrocket your sales success. Sound good?

In this episode of The Modern Selling Podcast, Mario Martinez Jr. dives into the benefits of using AI to enhance sales productivity. Mario draws from his extensive 27 years of experience in B2B sales to shed light on the challenges faced by sales teams and the potential of AI in addressing these obstacles. He emphasizes the importance of personalization and value-driven engagements in the prospecting process, urging sales professionals to prioritize referrals and relationship-building. Mario also delves into the role of AI in streamlining workflows, highlighting the need for a balanced approach that leverages technology while maintaining human-to-human interaction. Throughout the episode, Mario shares practical insights and actionable strategies, making it a valuable resource for sales professionals looking to boost their productivity with AI. Whether you're seeking to refine your prospecting efforts, optimize sales engagement, or explore the possibilities of AI in sales, this episode offers a fresh perspective and practical advice to help you elevate your sales game.

Was it 50% closer than where you were at? If so, keep on doing it. Save on productivity. Worth it. - Mario Martinez Jr.

In this episode, you will be able to:

Master Effective B2B sales prospecting strategies to land more high-quality leads.
Enhance Sales productivity using AI for increased engagement and streamlined workflows.
Build a successful digital sales playbook for staying ahead in a technology-driven market.
Personalize sales outreach to foster stronger connections and drive better results.
Leverage LinkedIn for sales prospecting to tap into a goldmine of potential leads.

 

The key moments in this episode are:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast

00:02:51 - Mario's Background and Vengreso's Success with FlyMSG

00:08:27 - The Number One Challenge in B2B Sales Prospecting

00:10:59 - The Impact of Scaling and Personalization on Prospecting

00:14:07 - The Perfect Playbook for Prospecting

00:15:30 - The Role of LinkedIn in Modern Networking

00:17:25 - The Omnichannel Approach to Communication

00:19:38 - The Importance of Personalization

00:22:59 - The Pitfalls of Generic Email Templates

00:27:55 - Enhancing Productivity in Sales Communication

00:29:41 - The Role of AI in Sales Tools

00:31:09 - Human-Assisted AI

00:33:24 - The Importance of Value in Messaging

00:35:40 - Omnichannel Prospecting and LinkedIn Engagement

00:43:47 - The Role of Content in Prospecting

00:44:07 - Social Media Engagement and Algorithm

00:45:08 - Leveraging LinkedIn for Connection

00:46:36 - Engaging with Reps

00:48:36 - Thought Leadership and AI

00:54:27 - Connecting with Mario



Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG and the Modern Selling Podcast
Mario Martinez Jr. introduces FlyMSG.IO, a personal writing assistant and text expander application. He also previews the conversation with Daniel Bonds on the modern selling podcast.

00:02:51 - Mario's Background and Vengreso's Success with FlyMSG
Mario shares his extensive background in B2B sales and the success of Vengreso's FlyMSG software, including recent funding. He also discusses the growing popularity of FlyMSG in Brazil.

 
If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone!

Have you heard the myths about building successful SDR BDR teams?

Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team.

In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals.

From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration.

I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel

Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams.

Skills you will learn in this Episode:

Mastering the art of building high-performing SDR BDR teams.
Accelerating your career through strategic sales development role progression.
Crafting sales email frameworks that captivate and convert.
Embracing the power of an omnichannel sales approach for amplified results.
Elevating sales outreach with the impact of personalized strategies.

 

The key moments in this episode are:
00:00:08 - Introduction to Vengreso and FlyMSG

00:01:14 - Importance of Sales Development

00:06:55 - Personalization in Sales Outreach

00:11:33 - The Role of Coaching in Sales Development

00:14:41 - Creating Quality Pipeline

00:16:00 - Multi-Threaded Selling

00:17:33 - Career Development Path

00:20:39 - Bridging the Skills Gap

00:23:09 - SDR Role Duration

00:29:41 - SDRs' Daily Activities and Time Management

00:31:41 - Leveraging LinkedIn Engagement

00:34:15 - Challenges and Solutions in Sales Development

00:36:09 - Leveraging Text Messaging in Sales Outreach

00:41:57 - Adding Value in Sales Touchpoints

00:43:17 - Leveraging LinkedIn for Prospecting

00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence

00:51:47 - Co