Modern Sales - B2B Selling Podcast

By Liston Witherill

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. Every Wednesday a new episode will tackle a big sales challenge like value pricing, having better discovery conversations, and account planning for large enterprise buyers.

  1. 1.
    148 - Managing Client Expectations: A Guide For Agencies
    16:11
  2. 2.
    147 - Theory of Constraints: What's Hindering Your Agency's Growth?
    11:54
  3. 3.
    146 - A Unified Theory of Business Development Strategy (2021)
    21:07
  4. 4.
    145 - Value-Based Pricing: Is It Right For You?
    16:59
  5. 5.
    144 - [Interview] Low Volume, High Conversion Cold Email with Brad Smith
    39:28
  6. 6.
    143 - [Interview] Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale
    27:06
  7. 7.
    142 - [Interview] The Future of Field Sales with Steve Benson
    31:43
  8. 8.
    141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group
    33:03
  1. 9.
    140 - [Interview] Selling With Video Emails Is Just Humane with Ethan Beute
    30:32
  2. 10.
    139 - [Interview] Cold Prospecting Emails That Actually Work with Jack Reamer
    35:17
  3. 11.
    138 - [Interview] Virtual Selling with Jeb Blount
    29:55
  4. 12.
    137 - [Interview] Negotiation Plan Strategy with Jeb Blount
    27:48
  5. 13.
    136 - [Interview] The Formula For Cold Email Outreach with Kevin Dorsey
    37:35
  6. 14.
    135 - [Interview] What Joke Writing Can Teach You About Sales
    29:27
  7. 15.
    134 - [Interview] Go For No With Andrea Waltz
    27:35
  8. 16.
    133 - [Interview] The Truth About Emotional Sales and Empathy
    33:43
  9. 17.
    132 - [Interview] 8 Steps to Winning Sales Presentations with Brian Burkhart
    41:07
  10. 18.
    131 - [Interview] Why Marketing Is Critical to Outbound Sales
    33:19
  11. 19.
    130 - [Interview] Radical Transparency In Negotiation with Todd Caponi
    38:26
  12. 20.
    129 - [Interview] Value Planning For Better Sales Calls with Andy Paul
    33:28
  13. 21.
    128 - [Interview] How to Sell During the Crisis with Jake Dunlap of Skaled Consulting
    34:19
  14. 22.
    127 - [Interview] A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas
    36:03
  15. 23.
    126 - How to build authority in your market
    25:30
  16. 24.
    125 - [Interview] How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped
    29:43
  17. 25.
    124 - Storytelling In Sales to Make Your Pitch Stick
    21:46
  18. 26.
    123 - [Interview] How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen
    36:06
  19. 27.
    122 - Sales Presentations: How to Make Them More Effective Based On How People Learn
    24:13
  20. 28.
    121 - [Interview] The Truth About Motivation with Justin Welsh
    38:24
  21. 29.
    120 - Sales Motivation Principles That Actually Work
    22:12
  22. 30.
    119 - [Interview] Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting
    24:57
  23. 31.
    118 - Remote Selling: The Sales Process for Selling Remotely
    19:26
  24. 32.
    117 - Remote Selling: Video Selling and Building Trust Online
    25:58
  25. 33.
    116 - Remote Selling: Making the Fast Transition From In-Person to Online Selling
    22:53
  26. 34.
    (Rebroadcast) 081 - Sales Training, Part 4: Value Based Selling Done Right
    25:33
  27. 35.
    (Rebroadcast) 079 - Sales Training, Part 2: Finding the Pain
    24:11
  28. 36.
    115 - Sales AI: Tools You Can Use It Right Now
    29:05
  29. 37.
    114 - Sales AI: Will AI tools take over sales jobs?
    22:41
  30. 38.
    113 - Sales AI: Is the revolution coming?
    19:32
  31. 39.
    112 - Pain Points: Do buyers respond more to pain or gain?
    21:46
  32. 40.
    111 - Personality Test: Can They Help You Sell?
    22:22
  33. 41.
    110 - Using Cold Email Email to Get Podcast Advertisers
    33:56
  34. 42.
    109 - Selling Services v. Products: What's the Difference?
    22:35
  35. 43.
    108 - [Interview] Buyer Isights: How Trust Is Built with Deep Mahajan
    31:50
  36. 44.
    107 - [Interview] Buyer Isights: Finding the Gaps with Bill Ball
    33:11
  37. 45.
    106 - [Interview] Buyer Isights: How Enterprise Clients Buy with Ariel Yoffie (Former IBM)
    36:41
  38. 46.
    105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings
    20:11
  39. 47.
    104 - Sales Meetings, Part 3: Running a Successful Meeting
    21:42
  40. 48.
    103 - Sales Meetings, Part 2: How to Plan For a Great Meeting
    24:26
  41. 49.
    102 - Sales Meetings, Part 1: Why Bad Meetings Are Killing Your Numbers
    24:00
  42. 50.
    101 - Sellers Become Marketers, Part 6: Automating Like a Marketer
    26:23

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