Getting the Last Laugh: Using Comedy Skills to Kill it in Sales

If you're feeling frustrated and stuck in a cycle of repetitive sales approaches that just aren't getting results, then you are not alone! Are you tired of feeling like your sales efforts are falling flat, and you're not making the impact you know you're capable of? It's time to break free from the ineffective methods and unleash your true sales potential!

In this episode of The Modern Selling Podcast, Mario Martinez Jr. interviews Jason Hartz, author of The Hartz Method: A Sales Performance Playbook and Director of Demand Services Development Programs at Oracle.

Jason's unique background, transitioning from stand-up comedy to sales enablement, offers a fresh perspective on sales methodologies. He draws parallels between sales and performance, emphasizing the importance of preparation, rehearsal, and creating engaging experiences for prospects. The conversation explores the intersection between confidence, experience, and performance-based selling, highlighting the need for sellers to exude confidence and continuously evolve their sales approaches. Jason's insights on leveraging technology, understanding audience cues, and embracing innovative solutions provide actionable strategies for enhancing sales productivity and efficiency.

If you're a sales professional looking to elevate your performance and drive meaningful conversations with clients, this episode offers valuable tips and perspectives to help you navigate the evolving sales landscape.,

If you start to treat each and every interaction with a customer as if you're standing on stage and performing, your ratio to hits to wins is going to increase. - Jason Hartz

This week's special guest is Jason Hartz:

Jason Hartz is an accomplished sales professional and the author of "The Hart's Method: A Sales Performance Playbook." With a rich career history encompassing stand-up comedy, fitness franchising, and sales training, Jason has garnered a wealth of diverse experiences. His notable roles at Oracle and within the fintech sector have contributed to his deep understanding of demand services and sales methodologies. Jason's book showcases his expertise in sales performance, offering a comprehensive guide to enhancing productivity and efficiency. Through his practical insights and strategic approach, Jason has established himself as a respected figure in the sales domain, providing valuable perspectives for sales professionals aiming to elevate their performance.

In this episode, you will find:

• Mastering the Sales Performance Playbook and Methodology can revolutionize your approach to selling, leading to increased success and growth.

• Balancing Confidence vs Experience in Sales can uncover powerful insights that transform your selling style and boost results.

• Implementing Performance-Based Selling Strategies can supercharge your sales effectiveness and drive higher revenue.

• Leveraging Technology for Sales Efficiency allows you to streamline your processes and maximize your sales potential.

• Discover how Enhancing Sales Skills with Innovative Tools can give you a competitive edge and elevate your performance in the market.

The key moments in this episode are:
00:00:08 - Introducing FlyMSG.io

00:01:16 - Jason Hartz’s Background

00:09:40 - Defining Performance-Based Selling

00:13:03 - Enhancing Customer Engagement

00:15:40 - Boosting Self-Confidence and Sales Acumen

00:15:48 - The Importance of Confidence and Experience in Sales Success

00:18:20 - Three Major Performance-Based Steps for Sales Preparation

00:22:28 - Setting the Table for Successful Sales Calls

00:25:04 - The Pitfalls of Inadequate Preparation

00:28:48 - Transitioning from Job to Profession in Sales

00:30:44 - Missed Action Item on AI Comparison

00:33:32 - Importance of Understanding the Audience

00:34:18 - Recording Sales Calls

00:41:24 - Leaving Lasting Impressions on Prospects

00:45:07 - Favorite Movie and Personal Connection

00:45:37 - Welcoming Jason Hartz to the Show

00:45:47 - Call to Action for Audience

00:46:19 - Conclusion and Closing Remarks

00:00:00 - Introduction

00:00:00 - Sales Productivity

Timestamped summary of this episode:
00:00:08 - Introducing FlyMSG.io
Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application.

00:01:16 - Jason Hartz’s Background
Jason Hartz shares his background in stand-up comedy, sales training, and working on movies, including "A League of Their Own".

00:09:40 - Defining Performance-Based Selling
Jason Hartz defines performance-based selling as treating customer interactions like stage performances, including preparation, rehearsal, and creating home court advantage.

00:13:03 - Enhancing Customer Engagement
Jason and Mario discuss using virtual backgrounds to create a personalized and engaging experience for customers, improving engagement and conversation starters.

00:15:40 - Boosting Self-Confidence and Sales Acumen
The conversation explores how performance-based selling can boost self-confidence and sales acumen by creating comfort and unity, leading to better customer interactions and outcomes.

00:15:48 - The Importance of Confidence and Experience in Sales Success
Jason discusses the debate of whether confidence or experience is more crucial for success in sales. He emphasizes the need for both confidence and experience, and the importance of boosting confidence through cold calls and discovery calls.

00:18:20 - Three Major Performance-Based Steps for Sales Preparation
Mario asks Jason for advice on performance-based steps for sellers to prepare for sales calls. Jason highlights the significance of outdressing the room, using scripted questioning strategies, and conducting thorough pre-work prior to customer-facing calls.

00:22:28 - Setting the Table for Successful Sales Calls
Jason elaborates on the concept of setting the table for successful sales calls by outdressing the room, using scripted questioning strategies, and conducting thorough pre-work. He emphasizes the need to approach every interaction with thorough preparation and professionalism.

00:25:04 - The Pitfalls of Inadequate Preparation
Mario shares a personal experience of a sales call where the seller lacked preparation and failed to understand the prospect's business needs. Jason emphasizes the importance of thorough research and preparation to avoid missed opportunities in sales interactions.

00:28:48 - Transitioning from Job to Profession in Sales
Jason discusses the distinction between holding a job and having a profession in sales. He emphasizes the importance of treating sales as a profession with a focus on continuous improvement, craftsmanship, and diligent preparation for every interaction.

00:30:44 - Missed Action Item on AI Comparison
Jason shares a story about a salesperson who missed the key action item in a follow-up conversation, focusing on AI comparison instead of addressing the prospect's main concern about startup credits.

00:33:32 - Importance of Understanding the Audience
Understanding the audience's needs and priorities is crucial in sales. Jason compares it to a comedian reading the audience's reaction to a joke, emphasizing the importance of reading the prospect's cues.

00:34:18 - Recording Sales Calls
Jason discusses the benefits of recording sales calls, highlighting the importance of capturing important details and action items during conversations and using technology to improve follow-up and performance.

00:41:24 - Leaving Lasting Impressions on Prospects
Jason emphasizes the importance of leaving a positive impression on prospects by demonstrating organization, process-based approach, and genuine interest in the prospect's success. He also discusses the impact of credibility in sales interactions.

00:45:07 - Favorite Movie and Personal Connection
Jason shares his all-time favorite movie, "The Inlaws," and connects it to a personal experience working with the director. This highlights the importance of personal connections and shared interests in building relationships.

00:45:37 - Welcoming Jason Hartz to the Show
Mario introduces Jason Hartz as the first-time guest on the modern selling podcast and expresses gratitude for joining the show.

00:45:47 - Call to Action for Audience
Mario urges the listeners to give the podcast a five-star rating and review on iTunes. He also promotes the text expander and personal writing assistant, Fly Message, to save time and increase productivity.

00:46:19 - Conclusion and Closing Remarks
Mario thanks the audience for listening and encourages them to keep selling. He signs off by expressing appreciation for the support and hints at the next episode.

00:00:00 - Introduction
Mario Martinez Jr. and Jason Hartz engage in a conversation about modern selling, discussing strategies, tools, and techniques to enhance sales performance.

00:00:00 - Sales Productivity
Mario and Jason delve into the importance of sales productivity and share insights on leveraging tools like FlySG for time-saving and increased efficiency in sales activities.

Sales Performance Playbook and Methodology
To increase sales productivity, sales professionals are advised to adopt performance-based sales strategies inspired by stage performances. These strategies, as outlined by Jason Hartz, require careful preparation, interaction rehearsal, and development of a pleasing and engaging experience for clients. The takeaway is that sales isn’t merely a transaction, but a performance that requires constant practice, feedback, and adjustment to deliver a stunning outcome.

Confidence vs Experience in Sales
The debate of confidence versus experience in sales success indicates that the two elements are not mutually exclusive. Confidence, which can be innate or nurtured, is crucial in creating an initial impression and fostering trust with customers. Experience, on the other hand, is vital in sales performance as it allows sellers to adapt their approach effectively, recounting real-world examples, and responding to various challenging situations.

Performance-Based Selling Strategies
Embracing performance-based selling strategies necessitates an understanding of the audience's preferences, swift action on action items, and utilization of technology for efficiency. The ability to read an audience, act on valuable cues, and adapt to different situations are essential to resonating with your customers. Moreover, regular coaching, timely reviews, and feedback can help sales professionals improve their performance, and create meaningful and lasting relationships with their clients.

The resources mentioned in this episode are:

• Connect with Jason Hartz on LinkedIn by sending a personalized connection request and mentioning that you heard him on the modern selling podcast.

• Visit the website http://www.thehartzmethod.com/ to learn more about Jason Hartz and his sales performance playbook.

• Follow Jason Hartz on Instagram at the handle @thehartzmethod for more insights and updates.

• Download FlyMSG for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.

Getting to Yes: A VC Reveals His Step-by-Step Framework for Assessing and Investing in Startups. If you're feeling frustrated and overwhelmed by the endless cycle of VC rejections, and finding it hard to break through the fundraising barriers, then you are not alone!

Navigating Startup Fundraising Stages
The journey of raising funds for startups is a structured process with distinct stages, each with its unique requirements and expectations. Understanding these stages, from friends and family rounds to seed rounds, can greatly enhance the startup’s chances of successful fundraising. Each stage requires a firm grasp of factors such as revenue requirements, investor expectations, and market positioning.

This is Brian Bell's story:

Brian Bell's journey into venture capital fundraising is a fascinating tale of a lifelong sales career that seamlessly transitioned into the world of startups and investments. From humble beginnings selling door-to-door as a sixth-grader to delving into commercial real estate and leading the AI category for AWS, Brian's diverse background laid the foundation for his venture into the world of venture capital. His candid revelation about navigating a quarter-life crisis due to working full-time in college, showcases the grit and determination that ultimately led him to where he is today. Brian's story is a testament to the fact that the path to success is often filled with unexpected twists and turns, and it's this authenticity and relatability that makes his insights into venture capital fundraising challenges so compelling.

Every idea will probably eventually be done in some way, shape, or form. - Brian Bell

this week's special guest is Brian Bell

Brian Bell serves as the Managing Partner and Founder of Team Ignite Ventures. With a background rooted in sales, AI, and venture capital, his professional journey reflects a diverse range of experiences, from selling electronics at Sears to leading the AI category for AWS. Under his leadership, Team Ignite has expanded to include over 2000 members, partners, and mentors, aligning with the vision to ignite startups as a team. Leveraging his extensive expertise, Brian offers invaluable insights into venture capital fundraising challenges and early-stage investments, providing a pragmatic and informed perspective for entrepreneurs navigating the intricacies of fundraising.

Key elements you will learn in this episode:

• Mastering Venture Capital Fundraising Insights: Unlock the secrets to overcoming challenges and securing vital funding for your startup.

• Navigating Startup Fundraising Stages: Discover the revenue thresholds that can propel your venture to the next level of investment and growth.

• Evaluating Founders for Investment: Gain insights into the key factors that investors consider when assessing the potential of startup founders.

• Unleashing Customer Acquisition Strategies for SaaS Startups: Learn innovative approaches to attract and retain customers, driving the success of your SaaS business.

• Harnessing the Power of Personalized Communication: Understand the crucial role of personalized communication in gathering valuable feedback for your podcast and fostering a loyal listener community.

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

00:01:18 - Background of Brian Bell and Team Ignite Ventures

00:05:10 - Early Stage Funding Rounds

00:09:24 - Challenges of Venture Capital Fundraising

00:13:22 - Mario's Fundraising Journey

00:14:14 - The Challenges of Venture Capital Fundraising

00:17:36 - Balancing Technical Innovation and Market Needs

00:21:23 - Evaluating Founders for Investment

00:22:46 - Importance of Product and Design in Startups

00:24:32 - Role of Team Dynamics in Investment Decisions

00:27:55 - Importance of Sales and Marketing in Startups

00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims

00:31:43 - Founder Market Fit

00:36:49 - Building End-to-End Solutions for Customer Problems

00:40:39 - Evaluating Customer Acquisition Strategies

00:41:02 - Acquiring Customers and Unique Advantage

00:42:20 - Marketing and Business Model

00:43:37 - Profitability and Due Diligence

00:47:51 - Persistence and Resilience

00:49:02 - Learning from Rejections

00:53:52 - Personalized Connection Requests

00:54:11 - Favorite Movie

00:54:23 - Impact of Shawshank Redemption

00:54:36 - Podcast Closing Message

Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG.io
Mario Martinez introduces himself as the CEO and founder of Vengreso, creator of FlyMSG, a personal writing assistant and text expander application. He also sets the stage for the podcast, focusing on sales growth.

00:01:18 - Background of Brian Bell and Team Ignite Ventures
Brian Bell shares his extensive background in sales and venture capital, highlighting his experience at Amazon and Microsoft. He also explains the vision behind Team Ignite Ventures, their focus on early-stage startups, and their network of partners and mentors.

00:05:10 - Early Stage Funding Rounds
Brian breaks down the different early-stage funding rounds, from friends and family to seed extensions, and explains the typical investment amounts and revenue thresholds associated with each round. He emphasizes the evolving nature of seed rounds in the current startup landscape.

00:09:24 - Challenges of Venture Capital Fundraising
Mario shares his personal experience with venture capital fundraising, highlighting the difficulty of raising investments in the current market. He mentions the decrease in investment and the challenges faced by startups in securing funding.

00:13:22 - Mario's Fundraising Journey
Mario shares insights into his own fundraising journey, disclosing the amounts raised in friends and family and precede rounds, as well as the valuation cap. He also outlines the goals for the seed round and the milestones they are aiming to achieve.

00:14:14 - The Challenges of Venture Capital Fundraising
Brian and Mario discuss the difficulties of venture capital fundraising, with Brian sharing insights from his experience and the advice he received from successful founders.

00:17:36 - Balancing Technical Innovation and Market Needs
Brian explains the importance of balancing technical innovation with market needs in early-stage startups, emphasizing the significance of building a user-friendly product and the execution capabilities of the founding team.

00:21:23 - Evaluating Founders for Investment
Brian outlines the key attributes he looks for in founding teams, including commitment, vision, and trustworthiness, highlighting the challenges of assessing these qualities in a short timeframe.

00:22:46 - Importance of Product and Design in Startups
Brian discusses the significance of product and design in early-stage startups, emphasizing the need to build a great product to differentiate from competitors and attract investment.

00:24:32 - Role of Team Dynamics in Investment Decisions
Brian shares the preference for startups with multiple co-founders, citing the correlation between solo founders and startup shutdowns, and the challenges of solo founders in building and scaling an organization.

00:27:55 - Importance of Sales and Marketing in Startups
The conversation starts with the significance of having a technical co-founder and the role of sales and marketing in startups. Brian Bell emphasizes the importance of being able to sell and market, even without a technical co-founder.

00:29:12 - Validating Total Addressable Market (TAM) and Problem Size Claims
Brian discusses the importance of understanding the market and how to validate TAM and problem size claims made by startups. He emphasizes the need for knowledge of the market and how the TAM can shift over time as problems are solved.

00:31:43 - Founder Market Fit
The concept of founder market fit is introduced, highlighting the importance of aligning the founder's background and expertise with the market they are targeting. Brian mentions that founder market fit can have a significant impact on the success of a startup.

00:36:49 - Building End-to-End Solutions for Customer Problems
The conversation delves into the importance of building end-to-end solutions around customer problems. Brian shares how their product, Fly Engage, was developed to address the scalability issues faced by sellers, ultimately leading to increased productivity.

00:40:39 - Evaluating Customer Acquisition Strategies
The focus shifts to customer acquisition strategies, with Brian showcasing his pipeline deals and discussing the concept of distribution advantage. The importance of having an unfair advantage in acquiring customers is emphasized.

00:41:02 - Acquiring Customers and Unique Advantage
Brian discusses the importance of finding a unique advantage in acquiring customers, such as being a sales expert or having a distribution advantage. He emphasizes the significance of customer acquisition cost (CAC) and customer lifetime value (LTV) in the process.

00:42:20 - Marketing and Business Model
Mario and Brian delve into the significance of marketing and the business model in scaling a startup. They emphasize the profitability and scalability of the business model, especially in the B2B SaaS industry, and highlight the importance of strong margins for scalability.

00:43:37 - Profitability and Due Diligence
Brian explains the focus on strong margins in evaluating a startup's profitability and touches on the due diligence process. He emphasizes the importance of thorough due diligence to ensure sound financial decisions and mentions specific aspects such as cap table, shareholder loans, and incorporation docs.

00:47:51 - Persistence and Resilience
Mario shares a personal anecdote about receiving initial rejection from Brian and using it as fuel to persist and eventually build a relationship. Both speakers emphasize the importance of not taking no for an answer and learning from rejections to fuel growth and development as a founder.

00:49:02 - Learning from Rejections
Mario and Brian discuss the impact of receiving rejection and how it can drive founders to prove naysayers wrong. They highlight the importance of resilience and the potential for a "no" to turn into a "yes" with persistence and

00:53:52 - Personalized Connection Requests
Brian advises sending personalized connection request messages when reaching out, referencing the Modern Selling podcast to establish a connection.

00:54:11 - Favorite Movie
Brian reveals his all-time favorite movie, "Shawshank Redemption," highlighting its impact and memorability.

00:54:23 - Impact of Shawshank Redemption
The discussion emphasizes the unforgettable and impactful nature of "Shawshank Redemption" as a movie.

00:54:36 - Podcast Closing Message
Mario encourages listeners to rate and review the Modern Selling podcast on iTunes, and promotes the use of Fly Message for productivity improvement.

Mastering Venture Capital Fundraising Challenges
Successful venture capital fundraising requires meticulous preparation, in-depth knowledge, and a resilient mindset. Understanding the fundraising process, expectations of potential investors and market trends are crucial in mastering these challenges. By navigating through these complexities, entrepreneurs can optimally position their startups and achieve successful fundraising outcomes.

Evaluating Founders - Key Factors
The evaluation of founders is an integral part of venture capital investments. Potential investors consider factors such as the founder’s commitment, vision, success history, and trustworthiness. Simultaneously, the founder's ability to think long-term, maintain customer focus, and adapt to changing circumstances greatly influences investor decisions.

The resources mentioned in this episode:

• Give the Modern Selling Podcast a five-star rating and review on iTunes.

• Download FlyMessage IO for free to save 20 hours or more in a month and increase your productivity. Visit flymsg.io to get your free text expander and personal writing assistant.

• Reach out to Brian Bell on LinkedIn or via email at brian@teamigniteventures.com to pitch your startup or connect with him.

• Check out the Pitch Team Ignite VC form to submit your pitch directly to Brian's inbox.

• Watch the movie Shawshank Redemption for an impactful and memorable experience.

Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game!

Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away.

Meet our guest:

This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales.

Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations.

I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris

Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape.

Enhance sales conversations
Mario and Richard delve into a fascinating discourse on the strategic use of the words "and" and "but" in sales conversations. Sales conversations often require a delicate approach, utilizing the correct words that can maintain a positive, collaborative tone and foster more intensive customer engagement. By tweaking these small but significant aspects of your conversation techniques, you'll be able to reduce potential friction and bolster the effectiveness and conviviality of your sales dialogues.

In this episode, you will be able to:

• Master the Neat Selling method and close more deals.

• Enhance your sales conversations with strategic use of "and".

• Successfully negotiate with procurement teams and win big contracts.

• Skillfully handle pricing discussions to maximize sales opportunities.

• Navigate contract negotiations with procurement for mutually beneficial outcomes.

The key moments in this episode are:
00:00:08 - Introduction to the Podcast

00:01:24 - Welcome Richard Harris

00:04:12 - Richard Harris's Background

00:08:31 - Writing "The Seller's Journey"

00:12:22 - Navigating Procurement

00:13:45 - The Power of "And" vs "But"

00:17:55 - The Importance of Agreement in Sales Conversations

00:21:05 - Slowing Down for Strategic Thinking

00:23:43 - The Role of Procurement in Negotiations

00:27:19 - Navigating Negotiations with Procurement

00:28:45 - Overcoming Adversarial Negotiations

00:29:43 - Handling Discount Requests

00:32:53 - Importance of Economic Impact

00:34:35 - Leveraging Pricing in Negotiations

00:40:36 - Unbundling Contract and Pricing

00:42:46 - Procurement's Unusual Contract Clause

00:46:17 - Negotiating with Procurement and Legal

00:49:41 - Procurement Tactics and Training

00:51:18 - Personalized Connection Requests and Judging

00:51:57 - Favorite Movie and Final Thoughts

Timestamped summary of this episode:
00:00:08 - Introduction to the Podcast
Mario Martinez Jr. introduces the podcast and explains that it features sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale.

00:01:24 - Welcome Richard Harris
Mario Martinez Jr. welcomes Richard Harris to the show, discussing that they are in the 7th season with over 250 episodes. They talk about Richard's new book, "The Seller's Journey."

00:04:12 - Richard Harris's Background
Richard Harris shares his background, growing up in sales and his work with the Harris Consulting Group. He talks about his approach to sales training, focusing on the humanity of the sales process.

00:08:31 - Writing "The Seller's Journey"
Richard Harris discusses the inspiration behind writing "The Seller's Journey," explaining his belief that there's no such thing as a buyer's journey. He emphasizes the importance of the seller's journey and the tactics shared in the book.

00:12:22 - Navigating Procurement
Richard Harris delves into the topic of negotiating with procurement, highlighting that procurement is not the enemy and discussing the importance of engaging with them early in the sales cycle to understand their needs and challenges.

00:13:45 - The Power of "And" vs "But"
Richard Harris discusses the significance of using "and" instead of "but" in sales conversations. He explains that "and" signifies agreement, while "but" can be perceived as disagreement, turning people off.

00:17:55 - The Importance of Agreement in Sales Conversations
Richard emphasizes the importance of showing agreement when speaking with buyers, influencers, and coaches. He explains that using "and" can help reduce confrontation and friction in uncomfortable conversations, ultimately improving the buyer's experience.

00:21:05 - Slowing Down for Strategic Thinking
Mario and Richard discuss the impact of intentional changes in thinking processes, such as using "and" instead of "but," to slow down and strategically approach sales conversations. Richard shares how this tactic can help salespeople better connect with buyers and improve their overall experience.

00:23:43 - The Role of Procurement in Negotiations
Richard shares his experience negotiating with procurement and provides insights into the role of procurement in sales. He highlights that procurement is not always the enemy and discusses the dynamics of negotiation in larger contracts involving procurement teams.

00:27:19 - Navigating Negotiations with Procurement
Richard offers strategies for navigating negotiations with procurement, emphasizing the importance of early engagement and seeking permission from champions to involve procurement sooner. He also addresses the power dynamics and decision-making authority within procurement processes.

00:28:45 - Overcoming Adversarial Negotiations
Richard Harris discusses the challenge of negotiations feeling adversarial and shares strategies to shift the conversation to commercial terms, emphasizing the value exchange.

00:29:43 - Handling Discount Requests
Richard explains the importance of using the term "commercial terms" and shares a role play scenario to demonstrate handling discount requests effectively by focusing on economic impact.

00:32:53 - Importance of Economic Impact
Richard emphasizes the significance of understanding economic impact in negotiations and differentiates it from ROI. He highlights the importance of discovery skills in uncovering economic impact.

00:34:35 - Leveraging Pricing in Negotiations
Richard provides insights on leveraging pricing in negotiations by offering additional benefits in exchange for discounts, such as marketing support, case studies, and prepayment of contracts.

00:40:36 - Unbundling Contract and Pricing
Richard cautions against the unbundling of contract and pricing in negotiations, emphasizing the importance of including elements such as customer references and logos in contracts to avoid internal conflicts.

00:42:46 - Procurement's Unusual Contract Clause
Procurement redlined the contract to include a clause allowing termination for convenience, with a strange twist of prepaying and getting a refund for unused services.

00:46:17 - Negotiating with Procurement and Legal
A two-hour negotiation session with procurement and legal resulted in an agreement on a termination for convenience clause. However, they later denied agreeing to it, but a recorded snippet proved otherwise.

00:49:41 - Procurement Tactics and Training
Procurement tactics include intentional delays and denial of agreed terms. These tactics are frustrating but can be navigated with evidence and strong negotiation skills.

00:51:18 - Personalized Connection Requests and Judging
Richard judge's LinkedIn connection requests and uses them for sales training. Personalizing connection requests is crucial to make a good impression.

00:51:57 - Favorite Movie and Final Thoughts
Richard's favorite movie is Shawshank Redemption. The episode concludes with a call to action to rate and review the podcast.

Master Neat Selling technique
Hone your sales skills with the Neat Selling technique. This method urges sales professionals to delve into the buyer's need, economic impact, their access to authority, and timeline. Elevating your expertise on this technique can propel your sales success by facilitating a deeper understanding of buyer's needs and economic considerations, thereby aligning your product or service to provide maximum value.

Ace negotiations with procurement
For sales professionals, negotiations with procurement teams can be challenging. In this episode, Mario and Richard share insightful strategies, tactics, and experiences to help you navigate these discussions more confidently and effectively. From framing the conversation to anticipate individual needs, understanding your customer's perspective, and being well-prepared with quick information, these valuable strategies can position you for more successful negotiations with procurement teams.

The resources mentioned in this episode are:

• The book The Seller's Journey by Richard Harris is available on Amazon and other online platforms. It covers tactics for closing deals and is a valuable resource for sales professionals.

• Connect with Richard Harris on LinkedIn and send a personalized connection request mentioning that you heard him on the modern selling podcast.

• Download FlyMSG for free to save 20 hours or more in a month and increase productivity. It's a text expander and personal writing assistant.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.

   

Attention Sales Professionals: Want to skyrocket your email response rates and engagement with prospects? Get ready for a game-changing solution that will revolutionize your sales email communication and drive incredible results. Stay tuned to discover how you can achieve this and transform your sales game.

Uncover the shocking truth about the common mistakes in email communication that could be costing you valuable leads. Learn how to transform your approach and skyrocket your response rates. Stay tuned to uncover the unexpected secrets that will revolutionize your sales game.

This is Jason Kramer's story:

Jason Kramer's journey into mastering effective sales email communication stems from his early passion for communication, which he elevated to graphic design and verbal communication. With a robust background in marketing, communication, and advertising, he ventured into the realm of web development and marketing, where he gained invaluable experience in handling leads and managing the sales process.

Jason's unique approach involves layering communication and advertising on top of data, particularly CRM, to drive enhanced results for companies. His focus on helping companies navigate the challenges of lead management and data segmentation has led to remarkable improvements in response rates and prospect engagement. Emphasizing the importance of a defined process and the right tools to manage it effectively, Jason's insights resonate with sales professionals seeking to elevate their email communication skills.

Through personalized and customized strategies, Jason has effectively adapted to the evolving dynamics of sales communication, making him a trusted advisor for sales professionals looking to optimize their email outreach and engagement.

It's all about the impression of the brand and the way that the brand exists in the marketplace. - Jason Kramer

This week's special podcast guest is Jason Kramer

Jason Kramer, the founder of Cultivize, brings a wealth of experience in marketing, communication, and advertising to the table. His expertise lies in leveraging data within CRM to help businesses effectively manage their lead nurturing process. With a focus on establishing meaningful connections with prospects, Jason's insights are invaluable for sales professionals looking to build stronger relationships with buyers. Through his practical approach and emphasis on defined processes, Jason provides actionable strategies that resonate with sales leaders and professionals.

In this episode, you will be able to:

• Master the art of lead nurturing and relationship building to supercharge your sales success.

• Unlock the secrets of optimizing sales engagement and outreach for unparalleled results.

• Learn the keys to effective sales email communication to skyrocket your response rates.

• Refine your sales process to achieve greater efficiency and effectiveness.

• Uncover powerful lead generation strategies to fuel your sales pipeline.

The key moments in this episode are:
00:00:08 - Introduction to FlyMSG.io

00:01:10 - Building Stronger Relationships with Buyers

00:03:22 - Unique Insight into Jason Kramer

00:05:21 - Lead Nurturing Process

00:09:08 - Establishing Meaningful Connections

00:13:42 - Automation and Engagement Strategies

00:14:52 - Approaches for Sales Qualified Leads

00:16:27 - Cold Outreach Strategy

00:18:38 - Extended Sales Engagement Campaign

00:26:45 - Personal Rapport and Quality Over Quantity

00:27:45 - Protecting the Integrity of Salespeople

00:28:34 - Analyzing the Initial Email

00:34:30 - Ineffective Follow-Up

00:36:45 - Inappropriate Humor in Email

00:40:29 - Lack of Value in Subsequent Emails

00:41:08 - The Pitfalls of Email Outreach and Sales Sequences

00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping

00:46:19 - The Need for Process and Oversight in Sales Outreach

00:48:41 - Accountability and Process in Sales Management

00:53:42 - Key Steps for Improving Sales Outreach

00:55:14 - About afterthelead.com

00:55:37 - All-time favorite movie

00:56:10 - The timeless appeal of "The Big Lebowski"

00:56:22 - Gratitude and podcast wrap-up

Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG
Mario Martinez, Jr introduces the podcast and the guest, Jason Kramer, the founder of Cultivize. They discuss lead nurturing and the importance of managing leads that come into the sales pipeline.

00:01:10 - Building Stronger Relationships with Buyers
Jason Kramer shares his background in marketing and advertising and emphasizes the need for a defined process when handling inbound leads. He highlights the importance of nurturing and educating leads to make informed decisions.

00:03:22 - Unique Insight into Jason Kramer
Jason Kramer reveals a surprising fact about himself and his wife - matching skull candy tattoos of Mickey and Minnie Mouse. Mario Martinez Jr. reacts with surprise, creating a lighthearted moment in the conversation.

00:05:21 - Lead Nurturing Process
Jason explains the importance of having a CRM and using it effectively in the lead nurturing process. He emphasizes the need for a well-maintained database and establishing a cadence for touching base with prospects during the sales process.

00:09:08 - Establishing Meaningful Connections
Jason outlines strategies for establishing connections with prospects, including personalized emails, LinkedIn engagement, and occasional text messaging. He highlights the importance of tailoring communication to fit the prospect's pain points and preferences.

00:13:42 - Automation and Engagement Strategies
Jason discusses the common "spray and pray" approach to engagement and the use of plain text messages. He emphasizes the importance of leveraging data to nurture leads and tailoring the approach based on the prospect's engagement level.

00:14:52 - Approaches for Sales Qualified Leads
The conversation explores the distinction between handraisers and sales qualified leads, with Jason highlighting the need for different approaches. He emphasizes the importance of providing value and authenticity in the initial outreach, tailored to the prospect's specific pain points.

00:16:27 - Cold Outreach Strategy
Jason delves into the intricacies of cold outreach, stressing the importance of targeting the right audience and titles within organizations. He discusses the effectiveness of short, personalized emails with minimal links, coupled with tracking and monitoring engagement signals.

00:18:38 - Extended Sales Engagement Campaign
The conversation shifts to the concept of elongating the sales engagement campaign over four months, challenging the traditional 30-day outreach model. Jason shares insights on continuous tweaking and monitoring, with a focus on high-quality leads and personalized rapport-building.

00:26:45 - Personal Rapport and Quality Over Quantity
Jason explains the personalized approach to building rapport through multiple touchpoints, including LinkedIn, text messages, and phone calls. He emphasizes the importance of weeding out unqualified prospects and prioritizing quality over quantity in the engagement process.

00:27:45 - Protecting the Integrity of Salespeople
Mario and Jason discuss the importance of protecting the integrity of salespeople by blurring out company names and individual names in email examples. They also discuss the potential impact on sellers' reputation.

00:28:34 - Analyzing the Initial Email
Mario and Jason review an initial email from "Bob" and critique its use of jargon, lack of clarity on results, and the sender's identity. They emphasize the need for personalized and value-driven communication.

00:34:30 - Ineffective Follow-Up
The conversation shifts to "Bob's" follow-up emails, highlighting their lack of value and the use of generic phrases. Mario and Jason discuss the negative impact of overly frequent and unhelpful follow-ups on the recipient.

00:36:45 - Inappropriate Humor in Email
Mario and Jason critique "Bob's" attempt at humor in an email, deeming it inappropriate and off-putting. They emphasize the importance of maintaining professionalism and relevance in communication with potential clients.

00:40:29 - Lack of Value in Subsequent Emails
Mario and Jason analyze "Bob's" repeated attempts to confirm email receipt without providing value or addressing the recipient's needs. They stress the importance of delivering meaningful content and value in every communication.

00:41:08 - The Pitfalls of Email Outreach and Sales Sequences
Mario and Jason discuss the challenges of poorly crafted email outreach and sales sequences. They highlight the importance of understanding buyer behavior and the negative impact of spammy and ineffective messaging.

00:42:39 - Uncovering Sales Intelligence Tools and Email Scraping
Mario reveals how he sets up an alias email to identify when sales intelligence tools scrape his information. Jason emphasizes the importance of understanding the technology being used and the implications of email scraping for sales outreach.

00:46:19 - The Need for Process and Oversight in Sales Outreach
Jason underscores the lack of oversight in sales outreach and the need for a refined process. They discuss the importance of aligning sales and marketing efforts to ensure qualified leads and a consistent brand presence in the market.

00:48:41 - Accountability and Process in Sales Management
Jason emphasizes the need for accountability in managing sales teams and the importance of refining processes for effective outreach. They highlight the significance of communication between sales and marketing teams to drive qualified leads.

00:53:42 - Key Steps for Improving Sales Outreach
Jason outlines three key steps for improving sales outreach, including evaluating technology usage, centralizing data, and establishing a collaborative agreement. They stress the importance of working together to achieve business growth and informed decision-making.

00:55:14 - About afterthelead.com
Jason mentions afterthelead.com as a resource for great information, contact details, and giveaways. He also shares the correct spelling of his name for those looking for more information.

00:55:37 - All-time favorite movie
Jason shares his all-time favorite movie, "The Big Lebowski," highlighting its well-written and entertaining factors. He even recently enjoyed watching it with his 14-year-old son.

00:56:10 - The timeless appeal of "The Big Lebowski"
Jason emphasizes the enduring value and entertainment of "The Big Lebowski," mentioning that he found it just as good watching it for the 30th time as he did the first time.

00:56:22 - Gratitude and podcast wrap-up
Mario expresses gratitude to Jason for being on the show. He also urges listeners to leave a five-star rating and review for the podcast on iTunes and promotes the download of fly message for increased productivity.

Mastering Email Communication
Highly effective email communication isn't simply about crafting an email and hitting send. It requires understanding the recipient’s pain points, being concise and clear with the message, and personalizing content to capture the recipient's attention. With an average email receiving only about 15–20 seconds of a reader's attention, keeping your message short and to the point, along with the strategic inclusion of case studies or examples, ensures your email gets the attention it deserves.

Optimizing Sales Outreach
Effective sales outreach starts with an in-depth understanding of the target audience and tailoring the messaging accordingly. This requires sales professionals to steer clear of generic mass emails and focus more on personalized, value-driven communication. Utilizing the correct tools, deploying the right strategies, and regular monitoring of engagement can significantly optimize outreach efforts, helping sales teams connect more meaningfully with prospects and increase the likelihood of closing deals.

Establishing Meaningful Connections
Developing strong relationships is a crucial aspect of a successful sales strategy. By understanding the length of the sales cycle, identifying a suitable touchpoint cadence, and using effective communication tools, businesses can build substantial connections with prospective clients. An appropriately planned and well-implemented strategy can lead to more engagement, improved trust, and ultimately a higher conversion rate.

The resources mentioned in this episode are:

• Connect with Jason Kramer on LinkedIn and send him a personalized message to start a conversation.

• Visit afterthelead.com to access valuable information, contact details, and free giveaways and playbooks related to lead nurturing and sales enablement.

• Download FlyMSG and sign up for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free text expander and personal writing assistant that can help you streamline your writing and communication tasks.

Does it sound familiar to struggle with building a strong team culture within your sales team? You may have been told to simply focus on individual sales performance without considering the impact of team dynamics. This approach often leads to a lack of collaboration, communication breakdowns, and a decrease in overall sales success, leaving you feeling frustrated and unable to achieve your desired results.

Do you want to create a team environment where collaboration and productivity thrive? Manoj Ramnani will reveal the key to establishing a cohesive and high-performing team culture. Discover the solution to fostering an atmosphere of unity and success within your sales team. Unlock the secret to cultivating a strong and effective team culture.

Our gues today is Manoj Ramnani. His journey to building a successful company without taking any VC money is a testament to his resilience and determination. From the early stages of his career, Manoj recognized the value of fostering a strong team culture. It was during his first foray into entrepreneurship that he truly grasped the impact of a positive and driven team environment. Through the ups and downs of founding multiple companies, Manoj honed his ability to bring people together, instilling a sense of ownership and accountability within his teams. His approach to team culture goes beyond the conventional, as he seeks individuals who not only understand their failures but also learn and grow from them. Manoj's story is one of unwavering commitment to building a company where every team member is invested in the collective success, and his insights are invaluable for sales leaders navigating the complexities of team dynamics and culture.

Building business is a team sport. If I was a pianist, I'd do it all by myself, much less coordination. It's just me, right? If I had to put 15 hours to play piano and be perfect at it, probably would be easier. But when you have to have a bunch of folks coming together, and you need A players that are independent thinkers, that take ownership, they have their own thoughts and opinions to get them all coming together, that's the hardest part of building any business. - Manjoj Ramnani

Manjoj Ramnani, the CEO and founder of Sales Intel, has a proven track record of successfully establishing and growing businesses, with Sales Intel marking his fourth venture. Headquartered in the Washington, DC metro area, Sales Intel has achieved notable success without relying on venture capital funding. Specializing in providing data and intelligence solutions for go-to-market teams, Manjoj is committed to enabling businesses to build strong pipelines, increase win rates, and expand their account sizes. With a team of around 150 professionals, he is known for fostering a collaborative and innovative team culture. Beyond his professional pursuits, Manjoj's passion for flying and being a recreational pilot adds a unique dimension to his persona, reflecting his multifaceted expertise and interests.

In this episode, you will be able to:

• Build a strong team culture to foster collaboration and success within your sales team.

• Understand the importance of product market fit to drive your sales strategy and maximize customer satisfaction.

• Overcome the challenges of selling a product in its early stages to establish a foothold in the market.

• Manage customer expectations for product development to ensure a positive and trusting relationship.

• Implement effective sales strategies and communication techniques to enhance your sales performance and customer engagement.

The key moments in this episode are:
00:00:08 - Introduction to Flymessage IO and Sales Intel

00:01:30 - An Insight into Manoj Ramnani

00:05:40 - Discovering Manoj's Hidden Passion

00:09:32 - The Importance of Team Culture and Building Sales Intel

00:13:20 - Setting Cultural Values and Pillars

00:15:06 - Progress and Market Learning

00:16:13 - Cultural Pillars and Accountability

00:18:00 - Hiring Executive Leaders

00:22:05 - Long-Term View and Employee Retention

00:27:55 - Learning from Failure

00:30:06 - Key Factors for Sales in Services vs. Product Companies

00:31:29 - Impacting Product as a Sales Leader

00:32:36 - Challenges of Selling an Unproven Product

00:36:14 - Progress Over Perfection in Product Development

00:42:48 - Building Trust Through Transparent Sales

00:45:17 - The Importance of Not Selling Futures

00:46:02 - Managing Expectations on Product Development

00:47:34 - Negotiating Future Product Development

00:48:59 - Connecting with Manoj Ramnani

00:49:41 - Manoj's Favorite Movie

Timestamped summary of this episode:
00:00:08 - Introduction to FlyMSG.io and SalesIntel
Mario Martinez Jr. introduces the podcast and guest Manoj Ramnani, CEO and founder of Sales Intel. They discuss the creation of FlyMSG and the role of Sales Intel in providing data and intelligence for go-to-market teams.

00:01:30 - An Insight into Manoj Ramnani
Manoj Ramnani shares his background as a fourth-time founder and CEO of Sales Intel. He also reveals a little-known fact about being a recreational pilot, showing a different side to his professional life.

00:05:40 - Discovering Manoj's Hidden Passion
Manoj Ramnani unveils his passion for flying and owning his own plane, expressing his plans to fly across the country to meet customers and partners. This personal insight adds depth to his professional persona.

00:09:32 - The Importance of Team Culture and Building Sales Intel
Mario and Manoj delve into the challenges and successes of building Sales Intel without venture capital funding. They highlight the significance of team culture, emphasizing the need for the right people with the right attitude, focus, and drive.

00:13:20 - Setting Cultural Values and Pillars
Manoj discusses the cultural pillars of Sales Intel, emphasizing the importance of customer-centricity and progress over perfection. He shares insights from his previous experiences and the evolution of cultural values within the company.

00:15:06 - Progress and Market Learning
Manoj emphasizes the importance of making progress, getting the product to market, learning from the market, and iterating to keep making progress.

00:16:13 - Cultural Pillars and Accountability
Manoj discusses the importance of cultural values, accountability, and the idea of being in it together as a team.

00:18:00 - Hiring Executive Leaders
Mario raises the challenge of hiring executive leaders who may not have the same ownership mindset as a founder. Manoj highlights the importance of looking for capability, cultural fit, stability, and long-term thinking in potential executive hires.

00:22:05 - Long-Term View and Employee Retention
Manoj shares the concept of longer-term thinking and how it applies to employee retention and success within the company. He emphasizes the importance of giving employees enough time to see things through and the benefits of long-term commitment.

00:27:55 - Learning from Failure
Manoj candidly discusses his own experience with failure and the importance of taking ownership of mistakes. He emphasizes the value of learning from failure and the impact it can have on personal and professional growth.

00:30:06 - Key Factors for Sales in Services vs. Product Companies
Manjoj discusses the key differences in sales strategies for services and product companies, emphasizing the importance of product market fit, pipeline generation, and company culture.

00:31:29 - Impacting Product as a Sales Leader
Manjoj explains the role of sales leaders in partnering with product and technology leaders to ensure successful product execution, especially in early-stage companies with unproven products.

00:32:36 - Challenges of Selling an Unproven Product
Mario shares the challenges faced by sales reps selling an unproven product, emphasizing the importance of managing customer expectations, downplaying product issues, and maintaining resilience in the face of challenges.

00:36:14 - Progress Over Perfection in Product Development
Manjoj highlights the value of prioritizing progress over perfection in product development, sharing his experience with setting realistic expectations and focusing on strengths to achieve traction in a competitive market.

00:42:48 - Building Trust Through Transparent Sales
Mario discusses the importance of transparency in sales, advising sales leaders to disclose potential product issues to build trust with buyers and manage customer expectations effectively.

00:45:17 - The Importance of Not Selling Futures
Mike Reevy's leadership style is highlighted, emphasizing the importance of not selling future products or features. This approach makes life easier for the organization and conditions sellers to refrain from promising future deliverables.

00:46:02 - Managing Expectations on Product Development
Manoj explains the importance of managing expectations when it comes to product development timelines. He stresses the need to communicate awareness of requested features, but not promise specific delivery timelines.

00:47:34 - Negotiating Future Product Development
The conversation touches on negotiating future product development with clients. Manoj shares an example of how they negotiated a quarter million dollar payment for a specific request, highlighting the complexities of product development in a mature organization.

00:48:59 - Connecting with Manoj Ramnani
Listeners are encouraged to connect with Manoj on LinkedIn and are reminded to send a personalized connection request mentioning the podcast. Manoj's LinkedIn profile and last name spelling are provided for reference.

00:49:41 - Manoj's Favorite Movie
Manoj shares that "The Godfather" is his all-time favorite movie, providing a personal touch to the conversation. This light-hearted moment adds a personal touch to the end of the episode.

Cultivating a strong team culture
Manoj highlights the importance of creating a robust team culture in driving the success of an organization. This involves fostering an environment of transparency and open communication. Having the right people with suitable attitudes and focus, and investing in their growth, is key to achieving this.

Understanding product market fit
Product market fit is critical in determining the growth trajectory of a business, as emphasized by Manoj. A well-differentiated product that meets the needs of its target market is crucial for long-term success. Furthermore, it is vital to continuously evaluate and innovate your product to stay ahead in the competitive business environment.

Overcoming early-stage challenges
Overcoming early-stage challenges is part and parcel of any startup journey, something Manoj explains vividly. Learning from mistakes and setbacks and adopting a long-term view can significantly help in getting past these hurdles. Setting realistic expectations, focusing on progress over perfection and patience is key to navigating these initial roadblocks.

The resources mentioned in this episode are:

• Connect with Manjoj Ramnani, CEO of Salesintel, on LinkedIn by sending a personalized connection request mentioning that you heard him on the modern selling podcast.

• Download FlyMSG.io for free to save 20 hours or more in a month and increase your productivity. FlyMSG is a free personal writing assistant and text expander application.

• Give the modern selling podcast a five-star rating and review on iTunes to show your support.

• If you're looking for a sales intelligence solution, consider connecting with Salesintel to explore their data and intelligence SaaS solution for go-to-market teams.

• Watch Manjoj Ramnani's video on YouTube titled Success is Not a Straight Line to gain insights into the lessons he learned from his previous company's failure and success.

If you're feeling frustrated because your current hiring process is only bringing in mediocre sales talent, then you are not alone! You may already be spending countless hours sifting through resumes and conducting interviews, only to end up with sales professionals who lack the drive and results you need. Instead of seeing a boost in sales team performance, you're stuck dealing with underperformers who are holding your team back. It's time to make a change and attract the A-level sales talent your team needs to succeed.

In this episode of The Modern Selling Podcast, Doug Dvorak, Motivational Sales Speaker, Trainer & Sales Performance Coach, shares his insights on attracting A-level sales talent. Doug is one of the most well-traveled keynote motivational speakers available today. Doug has earned his spot in the motivational speaking hall of fame. He has also been inducted into the International Who’s Who of Professional Speaking.

Doug Dvorak's journey from being a seasoned sales representative to a leader in sales talent acquisition is a compelling narrative of resilience and vision. His career spans the burgeoning era of the Internet, selling data communication products, to leading global sales teams in the realm of manufacturing enterprise software. Doug's story is a testament to the fact that attracting A-level sales talent is not just about skill; it's about creating an environment that resonates with top performers. His journey encapsulates the essence of perseverance and a relentless pursuit of excellence in sales talent acquisition.

We can't sell as Fred Flintstone anymore. We're George Jetson. And AI is in support to allow us to get more FaceTime, email time, phone time, zoom times. That's the only time we make money. - Doug Dvorak

This week's special guest is Doug Dvorak, the founder and managing principal of the Sales Coaching Institute, bringing with him a wealth of experience as a professional sales representative and keynote speaker. Having spearheaded sales of data communication products, web browser technology, and enterprise software to global giants such as IBM and John Deere, Doug's expertise in attracting and retaining A-level sales talent is unparalleled.

In this episode you will learn to:

• Master the art of hiring and retaining sales talent can transform your sales team's performance.

• Discover the secrets to attracting A-level sales talent and elevating your team's success.

• Uncover the power of using sales assessments for hiring top-performing sales professionals.

• Learn sales compensation plan best practices to motivate and reward your sales team effectively.

• Explore the impact of AI on sales leadership and how it can revolutionize your sales strategies.

The key moments in this episode are:
00:00:08 - Introduction to the podcast

00:01:25 - Doug's Background and Experience

00:09:02 - Hiring A-Level Talent

00:13:51 - Strategies for Hiring Senior Talent

00:16:03 - Attracting and Retaining A-Players

00:17:49 - Attracting and Retaining Great Sales Talent

00:18:50 - Hiring Process and Assessments

00:20:32 - Vetting Candidates and Cultural Fit

00:26:17 - Elements of a Successful Sales Compensation Plan

00:31:42 - Avoiding Complex Compensation Plans

00:35:01 - Importance of Compensation in Sales Leadership

00:36:39 - Impact of Technology on Sales Leadership

00:43:24 - Embracing AI in Sales

00:46:03 - Leveraging Technology in Sales

00:49:41 - Connecting with Doug Dvorak

Timestamped summary of this episode:
00:00:08 - Introduction to the podcast
Mario Martinez Jr. introduces the podcast and the guest, Doug Dvorak, founder of the Sales Coaching Institute.

00:01:25 - Doug's Background and Experience
Doug Dvorak shares his background as a former sales representative and leader, and his transition to founding the Sales Coaching Institute in 2005.

00:09:02 - Hiring A-Level Talent
Doug discusses the importance of having a well-constructed hiring process and building a farm system to identify and groom A-level sales talent, including partnerships with colleges and universities.

00:13:51 - Strategies for Hiring Senior Talent
Doug suggests establishing strong relationships with search professionals who have expertise in the industry to help in the search for senior talent, as well as leveraging referrals from current senior reps.

00:16:03 - Attracting and Retaining A-Players
Mario emphasizes the importance of leaders being interviewed by potential hires, and discusses the significance of personal brand and culture in attracting and retaining top talent.

00:17:49 - Attracting and Retaining Great Sales Talent
Doug discusses the importance of branding to attract top sales talent and shares insights on the hiring process using the top grading system.

00:18:50 - Hiring Process and Assessments
Doug elaborates on the top grading system and the use of sales assessment tools like Gallup's challenger or disk, as well as the importance of conducting thorough reference checks.

00:20:32 - Vetting Candidates and Cultural Fit
Doug emphasizes the significance of vetting candidates through online assessments, interviews, and reference checks to ensure cultural fit and mutual value for both the employer and the candidate.

00:26:17 - Elements of a Successful Sales Compensation Plan
Doug highlights the key elements of a successful sales compensation plan, including a reasonable base, non-recoverable draw, clear KPIs, and accelerators to motivate and attract top sales talent.

00:31:42 - Avoiding Complex Compensation Plans
Doug discusses the negative impact of complex and changeable compensation plans, emphasizing the importance of simplicity, transparency, and fair compensation to retain and motivate A players in the sales team.

00:35:01 - Importance of Compensation in Sales Leadership
Doug emphasizes that the compensation of sales leaders should be less than top performers. He discusses the impact of compensation on behavior and the mistake of promoting the best rep to a leadership role.

00:36:39 - Impact of Technology on Sales Leadership
Doug delves into the effects of technology, specifically AI, on sales leadership. He highlights the game-changing nature of AI in automating manual tasks and freeing up time for sales leaders and reps.

00:43:24 - Embracing AI in Sales
Doug stresses the importance of AI augmenting sales reps and leaders rather than replacing them. He discusses the productivity savings and the need for data-driven decision making in sales.

00:46:03 - Leveraging Technology in Sales
Doug emphasizes the role of AI in supporting sales reps to get more FaceTime, email time, phone time, and zoom time to drive meaningful conversations. He underscores the importance of humanization and contextual relevance in engagement.

00:49:41 - Connecting with Doug Dvorak
Doug shares his contact information for connecting with him directly and mentions his website and phone number for further engagement.

Hire and Retain Top Sales Talent
Finding and keeping high-level sales professionals can be a game-changing strategy for organizations looking to expand their business. A thorough hiring process can include elements such as a detailed sales assessment, a well-structured interview, and even asking candidates to submit videos to demonstrate their skills and motivation. In addition, a comprehensive onboarding process and a transparent, easy-to-understand compensation plan can promote staff retention and encourage top performers to stay with the company.

Attract A-Level Sales Professionals
Attracting top-notch sales talent requires a strategic approach that goes beyond just offering a decent salary. Companies need to work on their branding, create a dynamic sales culture, and establish processes that can identify and attract A-level talent continuously. Forming partnerships with universities to offer internships can also provide a much-needed funnel to attract and assess potential candidates that can later become full-time hires.

Power of Sales Assessments
Sales assessments have evolved to become an essential tool in the hiring process, providing deep insights into a candidate's sales aptitude, personality, leadership skills, and more. Tools like Gallup's challenger or DISC can help verify if a candidate's skill set matches the job requirements and how comfortably they can fit in with the company's culture. They serve as an effective complement to reference checks and interviews, helping to ensure that hires are not only capable but also motivated and a good cultural fit.

• Connect with Doug Dvorak directly via https://dougdvorak.com/

• Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a free text expander and personal writing assistant.

• Check out the 100 best chat GBT prompts and the best LinkedIn Chat GPT prompts available on Vengreso's website for AI-powered engagement.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners.

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• https://www.linkedin.com/company/vengreso

• https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

• https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

Get ready to uncover the secrets of mental toughness in sales with expert Matt Phillips. Discover the key to overcoming challenges, achieving success, and reaching your full potential. But what happens when the pressure is on, and the quotas must be met? Stay tuned to find out.

This is Matt Phillips's story:

Matt Phillips' journey is a testament to the transformative power of embracing discomfort and seizing unexpected opportunities. His encounter with Ruben Gonzalez, a four-time Olympian, sparked a life-altering proposition - co-writing a book. Although initially hesitant, Matt's decision to step out of his comfort zone and accept the challenge led to personal and professional growth. This experience not only tested his confidence but also provided a platform to share valuable insights. It's a story of resilience, courage, and the profound impact of venturing into uncharted territory. Matt's narrative serves as a poignant reminder that growth often blossoms from embracing discomfort and seeking new challenges. His journey embodies the essence of mental toughness and the unwavering spirit required to navigate uncertainties.

The quality of leader you become is based on the quality of questions you ask. - Matt Phillips

Matt Phillips is the CEO of Matt Phillips Leadership Coaching, specializing in elevating sales professionals and teams to achieve peak performance. With over eleven years of experience, Matt's expertise lies in nurturing mental toughness and resilience, crucial for success in the competitive sales environment. His approach combines coaching, workshops, and online programs to instill the necessary skills for achieving sales goals. Beyond his professional pursuits, Matt's passion for gravel bike riding reflects his commitment to personal growth and embracing new challenges. His unique blend of leadership coaching and personal experience brings a fresh perspective to the crucial topic of mental toughness in sales.

In this episode, you will be able to:

• Master mental toughness to excel in sales.

• Boost confidence and shatter limiting beliefs for sales success.

• Uncover the pivotal role of leadership in driving sales performance.

• Empower your sales team with effective enablement strategies.

• Harness the power of mindset for unparalleled success in sales.

The key moments in this episode are:
00:00:08 - Introducing the Podcast

00:01:23 - Overcoming Mental Toughness

00:08:56 - Matt's Leadership Coaching

00:10:22 - Matt's Gravel Bike Ride

00:12:40 - Embracing New Challenges

00:12:56 - Understanding Mental Toughness

00:15:12 - The Five Elements of Mental Toughness

00:18:08 - Building Confidence

00:21:32 - Nature vs. Nurture

00:26:41 - Understanding Beliefs and Overcoming Challenges

00:27:15 - The Role of Beliefs in Sales and Leadership

00:28:49 - Shifting Beliefs for Sales Success

00:29:53 - Individual Responsibility and Leadership Development

00:36:53 - Overcoming Distractions and Effective Coaching

00:40:06 - Importance of Training and Enablement Plan

00:41:22 - Building a Leadership Philosophy

00:43:47 - Resources for Mental Toughness

00:46:06 - Quality of Leadership

00:47:53 - All-Time Favorite Movie

Timestamped summary of this episode:
00:00:08 - Introducing the Podcast
Mario Martinez Jr. introduces the "Modern Selling Podcast" and the guest, Matt Phillips, CEO of Matt Phillips Leadership Coaching, discussing mental toughness.

00:01:23 - Overcoming Mental Toughness
Matt shares a personal story about writing a book with a four-time Olympian, emphasizing the importance of stepping out of one's comfort zone and the impact of challenges on personal and professional growth.

00:08:56 - Matt's Leadership Coaching
Matt explains that his coaching primarily focuses on salespeople and cross-functional teams, emphasizing mental toughness, consistency, and separating oneself from others as key components of achieving sales goals.

00:10:22 - Matt's Gravel Bike Ride
Matt shares a personal detail about his new hobby, gravel bike riding, connecting it to the memory of his late father and emphasizing the unexpected nature of his interest in biking despite his physical appearance.

00:12:40 - Embracing New Challenges
Mario and Matt discuss their shared interest in biking and how they have both embraced new challenges, such as mountain biking, demonstrating the importance of stepping out of one's comfort zone and trying new experiences for personal growth.

00:12:56 - Understanding Mental Toughness
Matt and Mario discuss the importance of defining mental toughness and its key elements like confidence, focus, control, energy, and intentional action.

00:15:12 - The Five Elements of Mental Toughness
Matt breaks down the five elements of mental toughness - confidence, focus, control, energy, and intentional action - and how they contribute to building a strong mindset.

00:18:08 - Building Confidence
Matt emphasizes the importance of leveraging past successes to build confidence and propel future actions, regardless of challenges faced in sales or leadership roles.

00:21:32 - Nature vs. Nurture
Matt and Mario delve into the discussion of whether mental toughness is something innate or can be developed through training and practice, highlighting the importance of nurturing key behaviors like confidence and control.

00:26:41 - Understanding Beliefs and Overcoming Challenges
Matt shares his personal experience of understanding beliefs and how it freed him up. He emphasizes the importance of identifying and challenging limiting beliefs to achieve success in sales and leadership.

00:27:15 - The Role of Beliefs in Sales and Leadership
Matt discusses the impact of beliefs in sales, highlighting the importance of confidence and understanding the origins of beliefs. He emphasizes the need to rewire the brain to overcome limiting beliefs and achieve success.

00:28:49 - Shifting Beliefs for Sales Success
Matt explains the significance of shifting beliefs in sales, focusing on the role of confidence and challenging limiting beliefs. He emphasizes the need for sales leaders to coach their teams through shifting beliefs to overcome challenges and achieve success.

00:29:53 - Individual Responsibility and Leadership Development
Matt addresses the individual responsibility in sales, emphasizing the importance of setting goals and reflecting on what motivates individuals. He also discusses the role of sales leaders as coaches in developing their teams and optimizing performance.

00:36:53 - Overcoming Distractions and Effective Coaching
Matt shares insights on overcoming distractions and maintaining focus in sales. He also highlights the importance of effective coaching, emphasizing the need for leaders to actively listen to their team members and provide hands-on support to drive performance.

00:40:06 - Importance of Training and Enablement Plan
Matt emphasizes the importance of leaders helping employees who are new to a task by providing a starting point, vision, and practical examples. He also highlights the need for leaders to invest time in coaching and mentoring employees.

00:41:22 - Building a Leadership Philosophy
Matt discusses the significance of developing a clear leadership philosophy and the need for leaders to communicate their expectations and actions to their team members. He stresses the importance of investing time in training and coaching the team for optimal performance.

00:43:47 - Resources for Mental Toughness
Matt shares about a free master class training for sales leaders and the importance of knowing your numbers through a metrics cheat sheet. He encourages individuals to take advantage of these resources to improve mental toughness and achieve sales goals.

00:46:06 - Quality of Leadership
Matt emphasizes the importance of asking the right questions and reflecting on personal beliefs to become a better leader. He encourages individuals to challenge obstacles and rewire their thinking to unlock new possibilities and achieve desired results.

00:47:53 - All-Time Favorite Movie
Matt shares his all-time favorite movie, "Field of Dreams," and relates it to his personal connection with the sentimental story behind it, emphasizing the importance of cherished memories and sentimental moments.

Learn Leadership's Impact on Sales
Leadership, according to Matt Phillips, extends beyond just holding team members accountable. It involves training, coaching, and equipping team members with the necessary tools to meet their sales objectives efficiently. By understanding leadership's impact on sales, professionals can better align their efforts with their overall goals, thus optimizing team performance and driving success.

Strengthen Mental Toughness for Sales
Matt Phillips underscores the immense role mental toughness plays in the highly competitive sales industry. In a world where sales teams and individuals are constantly jostling for the same opportunities, mental zing stands out as a reliable key to success. Through this episode, Matt seeks to equip sales professionals with the necessary tools to cultivate mental toughness, thus improving their resilience and ultimately their sales performance.

Boost Confidence and Break Through
Constantly revisiting past victories constitutes an essential part of fostering self-belief, according to Matt Phillips. He encourages sales professionals to leverage their past successes as a springboard to future victories. This episode inspires sales professionals to develop an unwavering confidence in their abilities, enabling them to break through challenges and meet their sales targets head-on.

The resources mentioned in this episode are:

• Sign up for the free master class training on How to Become an Elite Sales Leader and Triple Revenue Growth to learn about mindset shifts and tactical strategies for sales leadership.

• Visit Mattphillipscoaching.com to access a metrics cheat sheet that can help you focus on the right metrics to optimize your performance as a sales leader or individual contributor.

• Download FlyMSG, a free text expander and personal writing assistant, to save 20 hours or more in a month and increase your productivity.

Do you desire to enhance your business's efficiency and effectiveness? Discover how to achieve increased focus and productivity in your business operations as I share the solution with you. Learn how to attain heightened performance and output in your entrepreneurial pursuits. Join me to unlock the key to maximizing productivity in your business endeavors.

Driven entrepreneur Sebastian Schieke defies distractions to achieve laser-focused productivity, despite the ever-changing business landscape and financial constraints.

Does it sound familiar to struggle with maximizing sales and providing exceptional customer service? You may have been told to simply increase your sales team or customer service staff without considering the underlying issues. This can result in a lack of efficiency, wasted resources, and ultimately, a disappointing impact on your business performance.

Stick to two or three things at most and remain laser focused on the mission at hand. - Mario Martinez

For this episode, Mario Martinez Jr. was interviewed by Sebastian Schieke

Sebastian Schieke is the CEO and founder of a notable company focused on productivity software. With a specialization in AI and its applications in business operations, Sebastian brings a wealth of expertise to the table. His insights into leveraging AI for enhanced workflow processes and increased productivity have made a significant impact in the realm of sales and customer service. Sebastian's role in implementing AI technologies has been instrumental in reshaping the landscape of business operations, providing valuable solutions for entrepreneurs and business owners seeking to streamline their processes.

In this episode, you will be able to:

• Discover how AI revolutionizes sales and customer service for enhanced business performance.

• Explore the pivotal role of human involvement in AI-driven conversations and its impact on customer experience.

• Uncover the importance of responsible usage of AI technology in driving ethical and sustainable business practices.

• Learn effective strategies for integrating AI into your workflows to streamline operations and boost productivity.

• Navigate through the challenges faced by entrepreneurs in leveraging AI to stay ahead in the competitive market landscape.

The key moments in this episode are:
00:00:08 - Introducing FlyMSG.io

00:01:31 - Evolution of AI in the Workplace

00:03:47 - Human Assisted AI and Super Productivity Tools

00:08:21 - The Power of Integrated AI

00:09:32 - The Role of FlyMSG in Sales and Engagement

00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging

00:16:31 - The Pitfalls of AI to AI Communication

00:17:29 - The Importance of Respectful and Human-Centric Communication

00:21:48 - The Impact of AI on Enterprise Communication

00:29:29 - Ubiquitous AI Communication and Workflow Integration

00:32:13 - Personalized AI Writing Assistant

00:33:28 - Current Business Environment

00:34:29 - Struggles in Business

00:35:41 - Focus and Productivity

00:37:31 - Special Offer for Listeners

Timestamped summary of this episode:
00:00:08 - Introducing FlyMSG.io
Mario Martinez Jr. introduces FlyMSG, a free personal writing assistant and text expander application designed to help sales leaders and practitioners grow their sales numbers at scale.

00:01:31 - Evolution of AI in the Workplace
Sebastian Chic and Mario Martinez Jr. discuss the rapid development of AI and its integration into workflow processes. They emphasize the importance of AI bringing value and enhancing the user's workflow.

00:03:47 - Human Assisted AI and Super Productivity Tools
Mario Martinez Jr. explains the concept of human assisted AI and the need for tools that consolidate applications to enhance productivity. He highlights the value of AI in the user's daily workflow.

00:08:21 - The Power of Integrated AI
Sebastian Schieke and Mario Martinez Jr. delve into the benefits and business cases of integrated AI, emphasizing its impact on daily communication and workflows. They discuss how AI is no longer limited to simple tasks but has become fully integrated into various work processes.

00:09:32 - The Role of FlyMSG in Sales and Engagement
Mario Martinez Jr. explains the functionalities of FlyMSG, including its role in sales prospecting training, deploying messaging, and engaging with buyers. He also discusses the human-assisted AI approach in the development of FlyMSG's AI tools.

00:16:07 - The Power of Contextual Relevance and Hyper Personalization in Messaging
The conversation starts with Sebastian Schieke emphasizing the importance of contextual relevance and hyper personalization in messaging for sales, customer service, and business owners. He highlights the value of using the human mind rather than AI for this purpose.

00:16:31 - The Pitfalls of AI to AI Communication
Sebastian and Mario discuss the absurdity of AI to AI communication and the potential problems it can create. Sebastian shares an anecdote about a customer's frustration with a bot and emphasizes the need for tools to assist, not replace, human intelligence.

00:17:29 - The Importance of Respectful and Human-Centric Communication
The conversation delves into the potential dangers of AI generating communication and the importance of respectful and human-centered interaction on social media. Sebastian underscores the need for developers to prioritize creating AI tools that enhance communication without contributing to disrespectful or hateful content.

00:21:48 - The Impact of AI on Enterprise Communication
Sebastian discusses the potential dangers and biases created by AI platforms that use data to train their models. He highlights the importance of implementing enterprise-grade AI to protect sensitive data and maintain a high level of customization in communication across different platforms.

00:29:29 - Ubiquitous AI Communication and Workflow Integration
The conversation explores the unique value of platforms like FlyMSG in providing a ubiquitous experience across various SaaS applications. Sebastian emphasizes the need for AI tools to integrate seamlessly into users' daily workflows and

00:32:13 - Personalized AI Writing Assistant
Mario discusses the potential for a personalized FlyEngage tool that learns from the user's voice to generate messages. The complexity of adapting to individual voices and corporate needs is highlighted.

00:33:28 - Current Business Environment
Mario reflects on the rapid speed of change and uncertainty in the current business landscape, emphasizing the challenges faced by business owners and the need for global solutions to accelerate growth.

00:34:29 - Struggles in Business
Mario shares his perspective on the difficulties faced by entrepreneurs and business owners in finding product market fit and accessing funding, emphasizing the need for focus and resilience in the face of challenges.

00:35:41 - Focus and Productivity
The importance of staying focused on what has worked in the past, avoiding distractions, and optimizing productivity is emphasized by Mario, highlighting the need for a laser-focused approach in business.

00:37:31 - Special Offer for Listeners
Mario offers a special discount code for listeners interested in trying FlyMSG, encouraging them to leverage the productivity tools to save time and increase efficiency in their daily tasks.

Human Involvement in AI Conversations
While AI technology offers undeniable advantages in business and sales, the essentialness of human involvement in AI-driven conversations cannot be underestimated. By ensuring contextual appropriateness, particularly in calls to action and hyper-personalized messages, businesses can leverage technology to enhance human interaction rather than replace it. This balance of AI automation and human touch fosters a more appealing and engaging customer experience.

AI Integration for Sales
The incorporation of Artificial Intelligence in sales has drastically changed the landscape, offering new levels of efficiency and personalization. Tools like Vengreso's FlyMSG streamline the creation and sending of messages, which not only saves time but also enhances overall productivity. Embracing this technology combines human creativity and intelligence with AI capabilities, providing a promising path to higher sales and customer satisfaction.

Responsible Usage of AI
As AI technologies push new boundaries, there is a parallel need for responsible usage to navigate potential risks. Implementing enterprise-grade AI that ensures user data privacy and minimizes bias is paramount, just like FlyMSG's usage of private Language Model Models (LLMs). This mindset for responsible AI application helps enable the beneficial exploration of AI's potential, while safeguarding user trust and data integrity.

The resources mentioned in this episode are:

• Visit Flymsg.io to set up your individual account and leverage FlyMSG for free to expand text and engage with your target buyer on LinkedIn using AI tools.

• Use the secret code PrimeDay2023 (capital P, capital D, 2023) to get 15% off the 27, 66, and $132 yearly plans for FlyMSG. This will help you increase your productivity and save about an hour per day.

• Give the Modern Selling Podcast a five-star rating and review on iTunes. Your feedback is greatly appreciated.

• Download FlyMSG for free right now to increase your productivity and save time. It's your free text expander and personal writing assistant.

• If you want to stay 20 hours or more in a month and increase your productivity, go right now and download FlyMSG. That's FlyMSG.io for free.

If you're feeling frustrated by the lack of response to your personalized sales messages, where your efforts to connect with prospects seem to fall flat, then you are not alone! Despite your attempts to craft tailored messages and engage with potential clients, you may find that your outreach process is inefficient and unproductive. Instead of seeing increased engagement and con, you may be experiencing a cycle of wasted time and missed opportunities.

In this episode of The Modern Selling Podcast, Mario Martinez Jr., the CEO and founder of Vengreso, delves into the challenges faced by sales professionals in creating personalized engagement with buyers. He introduces FlyMSG.io, an innovative tool developed by his company, designed to streamline the process of crafting customized messages. Mario's expertise in digital sales prospecting and his company's focus on enhancing sales messaging for prospecting make him a credible source on this topic.

The episode covers the inefficiencies of traditional outreach methods, the importance of personalization, and the introduction of AI-powered tools like FlyEngage AI and FlyPost AI to scale engagement efforts. The conversation emphasizes the significance of contextual relevance, personalization, and maintaining visibility across various touchpoints to improve buyer engagement. Sales professionals struggling with personalized messaging and seeking to enhance their outreach process should tune in to gain insights on leveraging AI tools like FlyMSG.io to save time and increase productivity while maintaining a personal touch in their buyer interactions.

The name of the game is not Spray and Pray. The key to success is personalization and contextually relevant messaging. - Mario Martinez Jr.

In this episode, you will be able to:

• Engage buyers with AI to boost sales efficiency.

• Streamline personalized messaging with FlyMSG.io

• Overcome challenges of email marketing with personalization.

• Increase buyer engagement through strategic social channel use.

• Scale prospecting efforts while maintaining a personal touch.

The key moments in this episode are:
00:00:08 - Introduction

00:01:41 - Using AI for Buyer Engagement

00:03:17 - The Problem with Sales Messaging

00:07:54 - Templates and AI

00:11:29 - The Future of Personalization

00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media

00:18:42 - Introducing Fly Engage AI and Fly Post AI

00:20:16 - Leveraging Connections and Building Engagement

00:21:39 - Maximizing the Benefits of LinkedIn Engagement

00:28:40 - Using AI to Improve Productivity

00:29:47 - Engaging with Connections on LinkedIn Sales Navigator

00:30:18 - Text Expander for Template-Based Messaging

00:31:06 - Importance of Consistency and Quality

00:31:38 - Getting Started with Fly Message

Timestamped summary of this episode:
00:00:08 - Introduction
Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creator of FlyMSG.io He explains that the podcast aims to help sales professionals grow their sales numbers at scale.

00:01:41 - Using AI for Buyer Engagement
Mario discusses how FlyMSG, a free personal writing assistant and text expander application, can help sales professionals increase their prospecting engagement by up to 40%. He emphasizes that FlyMSG.io is not a bot and encourages listeners to try it.

00:03:17 - The Problem with Sales Messaging
Mario explains that many sales professionals struggle with writing effective sales emails and messages. He discusses the importance of using templates to save time and ensure consistency in messaging. He introduces FlyMSG as a solution to this problem.

00:07:54 - Templates and AI
Mario discusses how FlyMSG combines templates and AI to help sales professionals engage with their target audience. He explains that the platform allows users to quickly deploy pre-written messages with just a few keystrokes. He emphasizes the importance of personalization in sales messaging.

00:11:29 - The Future of Personalization
Mario highlights the impact of personalization in sales messaging, especially with Google's new policies on spam. He emphasizes the need for individualized and relevant messaging to improve response rates and avoid being marked as spam.

00:14:59 - The Challenge of Engaging with B2B Buyers on Social Media
Sellers face the challenge of engaging with B2B buyers on social media platforms like LinkedIn. Email and phone have low effectiveness, but using additional channels like text, LinkedIn, or video can increase engagement by up to 40%. However, the time-consuming process of finding relevant posts and crafting authentic responses hinders scalability and efficiency.

00:18:42 - Introducing Fly Engage AI and Fly Post AI
Fly Engage AI and Fly Post AI are tools designed to address the challenges of engaging with buyers on LinkedIn. Fly Engage AI analyzes an individual's posts and helps sellers write relevant responses, saving time and increasing scalability. Fly Post AI allows users to generate thought leadership posts on any topic, with AI-generated content that can be personalized for maximum impact.

00:20:16 - Leveraging Connections and Building Engagement
Sellers can leverage connections on LinkedIn to build engagement and maintain visibility. By sending personalized connection requests and following up with valuable content, sellers can stay on the radar of their target buyers. Building a multi-channel approach that includes messaging, commenting, and posting content helps establish a strong presence and increase the chances of success.

00:21:39 - Maximizing the Benefits of LinkedIn Engagement
Engaging with buyers on LinkedIn offers several benefits, including increased visibility and extended exposure through newsfeeds. Sellers can maximize these benefits by implementing a connection request strategy, sending personalized messages, and consistently posting valuable content. By utilizing human-assisted AI and maintaining a genuine,

00:28:40 - Using AI to Improve Productivity
Mario discusses the benefits of using human-assisted AI to remove emotion and focus on tasks. He demonstrates how to use AI to edit and tag posts, as well as engage with connections on LinkedIn Sales Navigator.

00:29:47 - Engaging with Connections on LinkedIn Sales Navigator
Mario explains how AI can be used on LinkedIn Sales Navigator to engage with connections. He shows how to view posts and leave comments directly within the platform, making prospecting more efficient.

00:30:18 - Text Expander for Template-Based Messaging
Mario introduces the text expander feature, which works on various online platforms. He demonstrates how to search for and insert pre-defined message templates, saving time and ensuring consistency in communication.

00:31:06 - Importance of Consistency and Quality
Mario emphasizes the importance of consistency in messaging, from using hashtags to maintaining a cultural component within a team. He highlights the role of Fly Message in improving time, quality, and scalability in sales.

00:31:38 - Getting Started with Fly Message
Mario directs listeners to visit flymsg.io to set up an account and access a 14-day trial. He mentions the Sales professional plan, which includes unlimited access to Fly Message tools and 14 hours of sales prospecting training.

Streamline Personalized Messaging
Personalized messaging is a cornerstone of effective sales strategy. Yet, it often becomes tedious and time-consuming, making it challenging to scale. Tools like FlyMSG.io help in personalizing messages at scale, thereby significantly reducing time and effort, enhancing productivity, and leveraging the personal touch to drive impactful conversations with potential buyers.

Engage Buyers with AI
Artificial Intelligence (AI) has revolutionized many aspects, and the sales industry is no exception. AI empowers sales professionals to engage more effectively and efficiently with their potential buyers. Tools like FlyEngage AI and FlyPost, from the FlyMSG family, harness the power of AI, not only offering excellent time-saving solutions but also providing valuable insights into buyer habits, significantly enhancing engagement strategies.

Overcome Email Marketing Challenges
Email marketing is often fraught with challenges such as low response rates and high spam complaints. But, by incorporating AI-powered tools like FlyMSG.io and adhering to effective strategies, sales professionals can navigate these hurdles. Not only does this enhance email deliverability, but significantly improves engagement rates, driving a higher return on investment and paving the path for successful buyer engagement.

The resources mentioned in this episode are:

• Download FlyMSG.io: Go to the Chrome store or website and download FlyMSG, the free personal writing assistant and text expander application.

• Try it out: Once you have downloaded FlyMSG, give it a try and see how it can help increase your prospecting engagement with LinkedIn by up to 40%.

• Increase your sales numbers: Utilize FlyMSG to improve your sales numbers at scale. Use the app to create personalized and engaging messages to your target audience.

• Create buyer engagement: Use FlyMSG to create buyer engagement by crafting effective and attention-grabbing emails. The app provides templates and suggestions for subject lines, message content, and more.

• Save time: With FlyMSG, you can save time by using pre-built templates for common sales scenarios. Simply type a few keystrokes and the entire message will be generated for you.

• Enhance prospecting: FlyMSG.io can help you enhance your prospecting efforts by providing AI-powered suggestions and recommendations. This can help you tailor your messages to specific buyers and increase your chances of getting a response.

• Drive inbound leads: By utilizing the features of FlyMSG, you can drive inbound leads by creating personalized