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The Modern Seller Show - Episode 9

Build your modern selling skills & grow your sales with LinkedIn Top Sales Voice & Sales Strategist Amy Franko.

Today's sales and business development teams need modern sales skills to succeed. The Modern Seller Show is filled with practical insights you can use right now to win new business and grow existing clients.

If you’re a B2B sales professional, business developer, or leader, this monthly sales show is for you. Amy interviews an elite lineup of guests including industry leaders, sales practitioners, and innovators to share real-world experience and current best practices. Every conversation will help you to grow your sales and your career. These 30 minutes will fly by!

Don’t miss an episode! Register here and block your calendar every 3rd Monday from 3-3:30 pm ET
Recorded Sep 20 2021 28 mins
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Presented by
Amy Franko, The Strategic Sales Expert
Presentation preview: The Modern Seller Show - Episode 9

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  • Channel
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  • Beat the Bots with Human to Human Connection Oct 28 2021 9:00 am UTC 49 mins
    Anita Nielsen, The Human to Human Sales Expert
    There is no doubt that increasingly sophisticated technology is changing the way we sell, today. Technology can be employed to create remarkable productivity gains for sales professionals. There is, however, a slightly darker side of the equation. There is a very real fear about advances in technologies such as machine learning, AI and robots, will render sales professionals obsolete. Sales professionals are faced with hype and fear, both. The key to optimizing productivity in b2b sales is striking a balance between the use of technology and leveraging human to human connection.

    You will learn:

    1. Why there is validity to both the fear and the hype surrounding technology in b2b sales
    2. Why human to human connection is, and will continue to be, the most crucial, differentiating component of b2b sales.
    3. How to adopt the modern sales professional’s mindset around technology and how best to leverage it in the sales motion.
    4. pecific ways to help you strengthen the human part of the sales equation.
    5. How you can master the balancing act and future-proof your sales career.
  • Does Outsourcing Sales Ever Make Sense? Oct 28 2021 8:00 am UTC 46 mins
    Darryl Praill, The Sales Engagement Expert w/guest, David Kreiger
    You’ve trained your sales team. They know your solution inside-out. They live-and-breath your Ideal Customer Profile. They can handle any objections thrown their way. Their activity numbers are exceeding expectations.

    That above paragraph is rarely heard from sales leaders.

    Sales is hard, and numbers are being missed.

    You’ve tried it all.

    What’s your next move?

    Is it possible that maybe, just maybe, it makes sense to outsource a portion of your sales development efforts? Could a third-party provider possibly help you achieve the results you seek? Is there a time when it makes sense to bring in an outsider; a pinch hitter?

    Sometimes, it does — not unlike how management often brings in an outsider to lead the sales team. Sometimes you just need a fresh perspective.

    In this session, we will break down exactly when you should bring in an external partner, why they will complement your efforts, how you can sell the investment, and how you can treat them as your own private science lab.

    In the pursuit of quota, sometimes you need to bring in a little muscle.

    Register now to learn more.

    You will learn:.

    1. What situations does it make sense to bring in an outsider
    2. How external sales agencies make their money and achieve their objectives
    3. What you need to provide for them to succeed
    4. What should your expectations truly be when it comes to success
    5. How you can sell the investment internally
  • Avoiding Collateral Damages to your Business with System Thinking Oct 28 2021 7:00 am UTC 33 mins
    Christian Maurer
    Sales Managers are often unconscious about collateral damages to the business caused by their current management practices. Many of them cause actual. System Thinking helps to identify the causes for those collateral damages and to take corrective actions.
  • Work From The Ground Up- What It Takes To Scale Your Revenue Oct 28 2021 6:00 am UTC 43 mins
    Jeff Bajorek, The Fundamentals/Principles Expert with guests, Jessica Watts & Jeremy von Halle
    You’ve got great ideas, and you have all the tech and the apps in the world to help you scale, but what does your foundation look like? Are all of the elements there? I sit down with Mud City founders Jessica Watts and Jeremy von Halle to discuss the essentials that often get overlooked when revenue organizations look to grow fast.

    You will learn:

    1.What are the mistakes most startups make when they try to ramp up
    2.What are the things you must absolutely do right in order to grow?
    3.How do Sales and Operations collaborate best in today’s startup environment
  • Create a Successful Sales Growth Culture in Professional Services Oct 28 2021 5:00 am UTC 45 mins
    Amy Franko, The Strategic Sales Expert
    As a sales leader or growth officer, you know that sustainable sales growth and the right sales culture are critical to attracting and keeping top clients and top talent.

    Sales culture and sales growth don’t happen by chance -- your vision, strategies, and implementation practices all play in role. What are some things you’ll want to consider? In this talk we’ll cover:

    • Current state and future state of your sales growth culture
    • The impact of sales growth on your organization
    • Considerations in key sales productivity areas like people, process, technology, and resources
    • Accountability practices
    • Maintaining a culture of sales growth in distributed environments

    You will learn specific strategies and implementation ideas to create an effective and impactful sales growth culture.
  • Make Selling Easy & Cold Calling Painless -- No Sales Scripts, No Sales Pressure Oct 28 2021 4:00 am UTC 49 mins
    Ari Galper, The Trust-Based Selling Expert
    In today’s over marketed, overhyped world, the “same old” sales techniques and sales coaching for creating new sales results, doesn’t work anymore -- which is why so many business owners and sales consultants are forced to “chase” their potential clients and are seeing their sales results steadily decline over time.

    No matter what business you are in, real sales results go to those who shift their mindset to trust-based selling, with genuine trust, authenticity and integrity. Discover how to master the art of selling with trust, from Ari Galper, the world’s #1 authority on trust-based selling, so you can finally tap into your true sales potential – without having to sacrifice your values or integrity along the way.

    In this once-and-a-lifetime sales training and sales coaching breakthrough presentation, you’ll discover:

    How to free yourself of the negative "salesperson" mindset, so you can sell authentically and with integrity...and reap the financial rewards

    The keys to stop slipping into "sales pitch" mode and start creating natural two-way conversations with your prospective clients and members...and why if you do NOT do this you'll be potentially leaving more money on the table than you will be banking

    Why focusing on your prospect's truth is more important (and profitable) than focusing on making the "sale"

    Seldom revealed strategies to identifying your hidden sales triggers that make your prospects go into "fight or flight" mode

    Secrets to easily moving the sales process forward without having to apply sales pressure to close the sale

    How to "follow-up" after sending information, without "chasing your prospect" and why successful entrepreneurs, business owners and top sales consultants never reveal how to do this (hint: it’s dead easy if you know how)
  • Small Business Owner's No Selling Sales Guide Oct 28 2021 3:00 am UTC 36 mins
    Diane Helbig, The No Selling Sales Expert
    Many small business owners struggle to sell effectively. Abandon the idea of selling all together and you'll be ahead of the game! In this talk I'll review why selling doesn't work, a different mindset that does work, and how to use discovery in each phase of the sales process.

    You will learn:

    *How to network effectively on and off line
    *How to engage during a sales appointment for maximum results
    *Why selling doesn't work
    *How to prospect more effectively
  • B2B Sales Operating System for Growing a Business Oct 28 2021 2:00 am UTC 42 mins
    Liz Heiman, The Sales Growth Expert
    Get control of your sales by implementing a sales operating system that makes your sales manageable and predicable. Sales is not a black box that you drop leads into the top of and hope something comes out the bottom. A solid sales operating system establishes a strategy and process to follow and manage. With those in place you can see where you stand against your goal and how to reposition your team to get the results you need.

    In this webinar, you will learn:

    1.What a sales operating system is
    2.How a sales operating system works
    3.The components of a sales operating
  • B2 for New Sales Managers - Episode 9 Oct 27 2021 6:00 pm UTC 45 mins
    Wesleyne Greer, The-New-to-Sales-Management Expert
    Get out of the weeds and get out of your own way! Learn to lead your team, make your numbers, and strategically grow -- all while maintaining the right balance. Wesleyne Greer will give you the blueprint for success and help you become a sales manager who shows up as a leader!
  • All Things Are Possible - Episode 43 - Happy Birthday! Oct 27 2021 4:00 pm UTC 45 mins
    Carla Arnold, The Inspiring Sales Expert
    Do you need a pick me up to get through your week? Look no further. That’s what All Things Are Possible is all about. Join me each week to gain personal and sales insight from God’s Word.

    In All Things Are Possible together we will apply scripture and faith-based common sense to everyday sales activities, providing you with practices that can shift your approach and transfigure your sales.

    Utilizing a scripture and faith-based methodology allows you to:

    ¨ Understand the power within you better than ever before
    ¨ Personalize messaging
    ¨ Better position yourself to be the best you can be
    ¨ And most importantly, gain personal insight!

    Join me every Wednesday at 11:00 am CST on The Sales Experts Channel
  • Stop Killing Deals - Episode 20 - Fear and Cognitive Biases Recorded: Oct 26 2021 32 mins
    George Bronten, The Sales Effectiveness & Tech Expert
    In keeping with the theme of Halloween we have put together some spooky highlight clips from our episodes about fear and cognitive biases. You won’t want to miss this special edition as the key takeaway will help you defeat the inner monster that kills deals!
  • The Diamond Group - Getting Better at Sales - Episode 43 Recorded: Oct 25 2021 22 mins
    Fred Diamond, The Excellence in Sales Expert
    Join Institute for Excellence in Sales Cofounder Fred Diamond and his panel of sales experts, pundits and fixers every Monday at 4PM CST for the sales industry’s hottest show on solving the sales challenges you are facing.
    Each week, The Diamond Group will tackle perplexing sales problems submitted by in-the-field sales professionals that are stopping them from achieving their goals and hindering their performance.
    Diamond and his rotating expert panel of sales thought leaders and sales executives will go deep into solving the problem utilizing their collective wisdom, years of experience and been-there, done-that fortitude.
    Challenges include obstacles to successful prospecting, hindrances to deal flow, process glitches, mindset issues and other deterrents.
    Listeners will get real, thoughtful and implementable solutions to help them solve the problem and move forward. It will be a great way to find answers to what might be hindering your sales success.
    This is “appointment webinar.” Once you start attending, you will not want to miss a show.
    See you Monday at 4pm!
  • Making Sales Social: Digital Strategies to Grow Your Business - Episode 43 Recorded: Oct 25 2021 23 mins
    Bill McCormick, The LinkedIn Sales Conversations Expert and Brynne Tillman, The LinkedIn for Sales Expert
    On Making Sales Social each week we’ll be interviewing some of the top sales & marketing experts of our time to identify the tips and strategies that are truly working for their clients today. We’ll discuss how we can transform those skills to succeed with virtual and social selling.
  • The DRIVE with Darryl Praill & friends, weekly business news you need now: EP 41 Recorded: Oct 22 2021 41 mins
    Darryl Praill, The Sales Engagement Expert
    You're working to get business intelligence, marketing strategy, customer insight, sales analytics, and the best practices to build your business. Your business growth depends on knowing what's happening in the world of business. 

    The problem is time management. We're here to help! Here's a roll-up of current events for entrepreneurs, marketers, and sales leadership. It's a digest of the news that will impact YOU -- the mergers and acquisitions, brand positioning moves, business management, emerging technologies, high performance, and a little bit of gossip, too!

    It's the info you need for forecasting, decision making, problem management, innovation, strategic planning, troubleshooting, and staying in the know.

    Join VanillaSoft CRO Darryl Praill on Friday afternoons for The DRIVE. Darryl will highlight the latest and greatest, the news and opinions from the week in sales… in a fun and entertaining way that only Darryl can!

    So, block your calendar every Friday at 3:00pm ET, and spend part of your Friday afternoon drive home (does anyone do that anymore?!) with Darryl on The DRIVE!
  • In Lehman's Terms - Ep 10: Sales Video Beyond Prospecting User-generated content Recorded: Oct 22 2021 10 mins
    Doug Lehman, The Virtual Selling Video Expert
    In this episode we will discuss Video Marketing Strategies for better sales conversations beyond prospecting. How to leverage video for post sales engagement and opportunities. Best practices for user-generated content and more.
  • XO: eXtraordinary Outcomes - Episode 42 Recorded: Oct 22 2021 41 mins
    Subhanjan Sarkar, The Buyer-Led Sales Expert
    Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.

    The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.

    The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinay Outcomes!

    See you every Friday at 9am EST.
  • Whale Watching - Episode 10 Recorded: Oct 21 2021 34 mins
    Josh Curico, The HubSpot Expert and Holly McCully, The Niche Inbound Strategy Expert
    Whale Watching is an Inbound Marketing and Sales show hosted by Josh Curcio and Holly P. McCully of protocol 80. Each month the two inbound experts tackle a wide range of topics to help viewers make the most of their marketing / sales practices, and demystify the theories and practices of inbound. Whale Watching packs an educational and tactical punch, while remaining light-hearted and fun. Tune in to see Josh and Holly trade best practice tips, answer viewer questions, and make a few dad jokes along the way.
  • Winning 5x Deal Repeatedly! - Prospect Presentations-Demos Recorded: Oct 21 2021 11 mins
    Lisa Magnuson, The Landing 7-Figure Deals Expert
    What are the seismic shifts required right now?

    Why are prospect presentations and demos at the heart of stalls and stops?

    How 3 simple ways to improve your finalist presentations and demos with result in more wins?
  • How Your Sales Teams Can Become Trusted Advisors to C-Suite Executives Recorded: Oct 20 2021 45 mins
    Steve Bistritz, The Selling to Senior Executives Expert
    Why do executives test and screen salespeople? How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives? 
    My book, Selling to the C-Suite, is based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat.

    Now fully revised and updated, the second edition of the book explains how the impact of online tools and social media are revolutionizing the way executives buy, and how you can successfully sell to them. 
    This webinar will also explore what senior executives told us about their relationships with salespeople, including how they should align with the relevant executive to win those critical key deals. 
     You will learn how to help your sales teams… 

     • Circumvent the inevitable roadblocks, using proven techniques 
     • Establish credibility with C-Suite executives, thereby obtaining continued access to them 
     • Become a trusted advisors to the relevant executives for sales opportunities
  • All Things Are Possible - Episode 42 Recorded: Oct 20 2021 8 mins
    Carla Arnold, The Inspiring Sales Expert
    Do you need a pick me up to get through your week? Look no further. That’s what All Things Are Possible is all about. Join me each week to gain personal and sales insight from God’s Word.

    In All Things Are Possible together we will apply scripture and faith-based common sense to everyday sales activities, providing you with practices that can shift your approach and transfigure your sales.

    Utilizing a scripture and faith-based methodology allows you to:

    ¨ Understand the power within you better than ever before
    ¨ Personalize messaging
    ¨ Better position yourself to be the best you can be
    ¨ And most importantly, gain personal insight!

    Join me every Wednesday at 11:00 am CST on The Sales Experts Channel
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

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  • Live at: Sep 20 2021 7:00 pm
  • Presented by: Amy Franko, The Strategic Sales Expert
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