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Modern Sales Podcast

A sales podcast that’ll help you sell more by understanding how people buy.

Your New Favorite Sales Podcast

Modern Sales Podcast

At the heart of all sales is people. It doesn’t matter if you’re a business owner, solo consultant, or frontline seller – it all comes down to people. And the most important question you can answer about people is how they buy and make decisions.

Modern Sales is a sales podcast that’ll help you build sales skills by understanding how people buy. Every week we publish two episodes: one solo (with just Liston, the host), and one interview episode. In every episode, you’ll get actionable advice based on the psychology, behavioral economics, neuroscience, and first-hand experience behind how people buy.

If you’ve never heard the show before, here are some of our favorite episodes:

Latest Episodes

10 min read

Managing Client Expectations: A Guide For Agencies

Managing Client Expectations: A Guide For Agencies Full TranscriptA friend recently broke up with her boyfriend. It was a short lived romance. You know the kind, it starts with a rush of excitement, followed by the first sign of differences beyond repair. You have a creeping suspicion that maybe it

Managing Client Expectations: A Guide For Agencies
7 min read

Theory of Constraints: What's Hindering Your Agency's Growth?

Theory of Constraints: What’s Hindering Your Agency’s Growth? Full TranscriptPutting me in charge of delivery, your agency would be a huge mistake. I ran my own agency for years have since converted my business to a solo practice. And now, as of this recording in March

Theory of Constraints: What's Hindering Your Agency's Growth?
13 min read

A Unified Theory of Business Development Strategy (2021)

A Unified Theory of Business Development Strategy (2021) Full Transcript Business is simply a system of value creation. It’s like a machine that continues to kick out more and more value, we still should in expertise and apply knowledge work. Driving value requires people processes, tools and applied effort.

A Unified Theory of Business Development Strategy (2021)
11 min read

Value-Based Pricing: Is It Right For You?

Value-Based Pricing: Is It Right For You?: Full Transcript In 2012, the wall street journal published an article claiming that Mac users were willing to pay 20 to $30. More per night for a hotel than Windows users. The insight came from a huge reliable data set, published and shared

Value-Based Pricing: Is It Right For You?
30 min read

Low Volume, High Conversion Cold Email with Brad Smith

Cold email outreach continues to be the best way to exert maximum control over your lead gen process. On this episode, Brad Smith shares his approach to low volume, high conversion cold email using a surprisingly low-tech approach. Connect with Brad on LinkedIn Low Volume, High Conversion Cold Email with

Low Volume, High Conversion Cold Email with Brad Smith
20 min read

Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale

There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and how it can change your whole approach to the sales. Mike’s website, Catalyst Sale Connect

Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale
23 min read

The Future of Field Sales with Badger Maps CEO Steve Benson

With so many people shifting from in-person to inside selling, the future of field sales is in question. In this episode, Steve Benson, CEO of BadgerMaps, gives a rundown of what he’s seeing with field sales, and how he sees it changing in the future. Steve Benson on LinkedIn

The Future of Field Sales with Badger Maps CEO Steve Benson
24 min read

Virtual Selling Research with Dave Shaby of RAIN Group

The global pandemic has accelerated the change from selling in-person to remote selling. But it’s nothing new. “Inside selling” means selling remotely, from a home or office, and has been around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely

Virtual Selling Research with Dave Shaby of RAIN Group
22 min read

Selling With Video Emails Is Just Humane with Ethan Beute

Selling With Video Emails Is Just Humane with Ethan Beute: Full TranscriptEthan Beute I certainly the positivity, the sincerity, the gratitude, the enthusiasm that doesn’t come through when you add three exclamation points in a smiley face the same ways when you reach out and say congratulations on your

Selling With Video Emails Is Just Humane with Ethan Beute
26 min read

Cold Prospecting Emails That Actually Work with Jack Reamer

Cold Prospecting Emails That Actually Work with Jack Reamer: Full Transcript Jack Reamer: Not everybody is keen to reply to a cold email. Not everybody uses LinkedIn. Not everybody sends tweets on Twitter or likes on Facebook. Your prospects are not all the same. They’re not robotic. And just

Cold Prospecting Emails That Actually Work with Jack Reamer
25 min read

Virtual Selling with Jeb Blount

Virtual Selling with Jeb Blount: Full Transcript Jeb Blount: That way, I build a better bond with you and we can argue this till the cows come home, but human beings make decisions based on emotion first and logic later. When people like you and feel good about you, they’

Virtual Selling with Jeb Blount
24 min read

Negotiation Plan Strategy with Jeb Blount

Negotiation Plan Strategy with Jeb Blount: Full Transcript Jeb Blount: Once we’ve decided we need to plan for a negotiation it allows us to identify all the stakeholders, what are the stakeholder lists? What motivation does each stakeholder have in order to get the deal done? So what’s

Negotiation Plan Strategy with Jeb Blount
27 min read

The Formula For Cold Email Outreach with Kevin Dorsey

Kevin on LinkedIn The Formula For Cold Email Outreach with Kevin Dorsey: Full Transcript Kevin Dorsey: What people forget also in email is the emotional side. Most emails you read today are too logical. KD, you’re a VP of Sales, that means you do this, we do this, book

The Formula For Cold Email Outreach with Kevin Dorsey
21 min read

What Joke Writing Can Teach You About Sales with Jon Selig

Jon Selig’s website Jon on LinkedIn What Joke Writing Can Teach You About Sales with Jon Selig: Full Transcript Jon Selig: As I started in standup, I was like, “Man, this is like selling. This is like going to a meeting in a boardroom with a group of

What Joke Writing Can Teach You About Sales with Jon Selig
20 min read

Go For No With Andrea Waltz

Andrea’s Book, Go for No Go For No With Andrea Waltz: Full Transcript Andrea Waltz: There are weird situations. But from a sales standpoint, I find that really having the courage in the moment where you have that opportunity to ask the question is universal. And we find

Go For No With Andrea Waltz
27 min read

The Truth About Emotional Sales and Empathy

The Truth About Emotional Sales and Empathy: Full Transcript David Priemer: Unlike IQ, intelligence quotient, which is believed to be set from birth, EQ, emotional intelligence, can be learned. And part of the way you do that is through pattern recognition. Now, in the sales world, what that would mean

The Truth About Emotional Sales and Empathy
30 min read

8 Steps to Winning Sales Presentations with Brian Burkhart

Sales presentations are the culmination of weeks, months, or even years of work. Getting them right is critical. Brian Burkhart, CEO of Square Planet, has a method of sales presentations that's a little unusual but uber effective.

8 Steps to Winning Sales Presentations with Brian Burkhart
26 min read

Why Marketing Is Critical to Outbound Sales with Tony Lenhart

How much marketing do you need to do in your outbound selling? The answer is more than none, but less than Coca-Cola. What's in between? Learn the right balance between sales and marketing from Tony Lenhart, Sales Drummer at Sales Empowerment Group.

Why Marketing Is Critical to Outbound Sales with Tony Lenhart
28 min read

Radical Transparency In Negotiation with Todd Caponi

Radical Transparency In Negotiation with Todd Caponi: Full Transcript Todd Caponi: Buyers are trying to predict what their experience is going to be with your products, your services, your technology, and they hear your 5.0 speak. They’re trying to skip to the negatives, right? They’re trying to

Radical Transparency In Negotiation with Todd Caponi
27 min read

Value Planning For Better Sales Calls with Andy Paul

Links to find Andy Paul online: Andy’s website Connect with Andy Paul on LinkedIn Sales Enablement Podcast If you like this episode, check out my articles on sales call planning and value-based selling next. Value Planning For Better Sales Calls with Andy Paul: Full TranscriptAndy Paul: Well, I

Value Planning For Better Sales Calls with Andy Paul
28 min read

How to Sell During the Crisis with Jake Dunlap of Skaled Consulting

Connect with Jake Dunlap online: Jake Dunlap on LinkedIn Jake’s company, Skaled Consulting How to Sell During the Crisis with Jake Dunlap of Skaled Consulting: Full Transcript Jake Dunlap: You’ve got to know your buyer.And if your pricing model, is the way that you go to

How to Sell During the Crisis with Jake Dunlap of Skaled Consulting
26 min read

A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas

Connect with Amy Volas online: Amy Volas on LinkedIn Amy’s company, Avenue Talent Partners A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas: Full Transcript Amy Volas: When the market changes, which it is, this is going to be a course correction. And what I’m

A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas
14 min read

How to Build Authority In Your Market

If you liked this podcast episode, check out my articles on positioning strategy and value-based selling next. How to Build Authority In Your Market: Full TranscriptDave Ramsey has one of the biggest radio shows and podcasts in the world, maybe the biggest in the personal finance space. I’ve even

How to Build Authority In Your Market
24 min read

How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Interested in checking out Recapped?Recapped is a software tool that’ll help you and your clients stay on the same page at every step of

How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped
13 min read

Storytelling In Sales to Make Your Pitch Stick

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Storytelling In Sales to Make Your Pitch Stick: Full Transcript In 1985, Ronald Regan mentioned the AIDS epidemic publicly first the first time. 5636 had died

Storytelling In Sales to Make Your Pitch Stick
24 min read

How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How Professional Services Buyers Buy with Hinge Marketing’s Lee Frederiksen: Full Transcript Lee Frederiksen: We learn that people are more likely already five years

How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen
14 min read

Sales Presentations: How to Make Them More Effective Based On How People Learn

Mentioned in this show: Guy Kawasaki’s 10/20/30 rule Prezi Cognitive load For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales Presentations: How to Make Them More Effective Based On How

Sales Presentations: How to Make Them More Effective Based On How People Learn
30 min read

The Truth About Motivation with Justin Welsh

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. The Truth About Motivation with Justin Welsh: Full Transcript Justin Welsh: I take people through a framework that I really like, and so that framework is

The Truth About Motivation with Justin Welsh
13 min read

Sales Motivation Principles That Actually Work

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales Motivation Principles That Actually Work: Full Transcript I had a boss about 10 years ago who didn’t seem to understand motivation at all. Here’

Sales Motivation Principles That Actually Work
20 min read

Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting: Full Transcript Jason Bay: Be sensitive to the fact that there are certain industries much

Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting
13 min read

Remote Selling: The Sales Process for Selling Remotely

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Remote Selling: The Sales Process for Selling Remotely: Full Transcript I’m recording this on April 6th, 2020 about a month after the coronavirus pandemic lockdown

Remote Selling: The Sales Process for Selling Remotely
17 min read

Remote Selling: Video Selling and Building Trust Online

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Remote Selling: Video Selling and Building Trust Online: Full Transcript In 1960, the US presidential race was between a young John F. Kennedy and the older,

Remote Selling: Video Selling and Building Trust Online
14 min read

Remote Selling: Making the Fast Transition From In-Person to Online Selling

Get actionable advice on remote selling technology, meeting structure, and strategies that'll help you win more clients.

Remote Selling: Making the Fast Transition From In-Person to Online Selling
14 min read

(Rebroadcast) - Sales Training, Part 4: Value Based Selling Done Right

Value-Based Selling is how you support that price. By understanding and reinforcing the reason why a transaction will be valuable to the customer, you simultaneously increase the likelihood of a transaction as well as the price the buyer will be willing to pay. In this episode you’ll learn: What

(Rebroadcast) - Sales Training, Part 4: Value Based Selling Done Right
14 min read

(Rebroadcast) - Sales Training, Part 2: Finding the Pain

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. (Rebroadcast) – Sales Training, Part 2: Finding the Pain: Full Transcript Hey there listeners, it’s Liston and welcome to Modern Sales. If you’ve ever

(Rebroadcast) - Sales Training, Part 2: Finding the Pain
18 min read

Sales AI: Tools You Can Use It Right Now

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales AI: Tools You Can Use It Right Now: Full Transcript Forget 10,000 hours. How much progress could you make in 45,000 years? Well,

Sales AI: Tools You Can Use It Right Now
14 min read

Sales AI: Will AI tools take over sales jobs?

McKinsey Jobs Report LinkedIn’s Emerging Jobs Report For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales AI: Will AI tools take over sales jobs?: Full Transcript You could trace the AI revolution in

Sales AI: Will AI tools take over sales jobs?
13 min read

Sales AI: Is the revolution coming?

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales AI: Is the revolution coming?: Full Transcript Is love only for people or could you love a computer just as much? Now, I love my

Sales AI: Is the revolution coming?
13 min read

Pain Points: Do Buyers Respond More to Pain Or Gain?

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Pain Points: Do Buyers Respond More to Pain Or Gain?: Full Transcript Don’t Drink and Fry. That’s the title of a 2011 campaign to

Pain Points: Do Buyers Respond More to Pain Or Gain?
12 min read

Do Sales Personality Tests Actually Predict Anything?

Personality tests are a multi-billion-dollar industry because they promise to teach us more about ourselves and others – but do they work, and in what situations? In this episode, we’ll uncover the accuracy and usefulness of personality tests so you know how they can (and can’t) be helpful.

Do Sales Personality Tests Actually Predict Anything?
21 min read

Using a Cold Email Email Campaign to Monetize This Podcast

Tools mentioned in this episode: Mixmax Loom LeadIQ Google Slides PandaDoc LinkedIn Sales Navigator For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website.  Using a Cold Email Email Campaign to Monetize This Podcast: Full Transcript

Using a Cold Email Email Campaign to Monetize This Podcast
14 min read

Selling Services v. Products: What’s the Difference?

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website.  Selling Services v. Products: What’s the Difference?: Full Transcript Let’s take a trip together to Ikea. Now, we’re not going just for the

Selling Services v. Products: What’s the Difference?
23 min read

Buyer Insights: Deep Mahajan On How Trust Is Built

Walmart has just about anything you need. But they don’t know a whole lot about you. Your experience setting foot into Walmart is the same as mine. The same things are on the shelf, we’d zigzag through the same aisles, we’d push the same carts, and we’

Buyer Insights: Deep Mahajan On How Trust Is Built
29 min read

Buyer Insights: Bill Ball on Finding the Gaps

According to Gartner, there are 6 to 10 decision-makers in a typical B2B sale. But, statistics like this one paint a blurry impression. Bill Ball, the Director of Learning and Development at DISYS, a global IT staffing company, says that number is just too low. In some of his most

Buyer Insights: Bill Ball on Finding the Gaps
27 min read

How Enterprise Clients Buy, feat. Ariel Yoffie (former IBM)

Understand how enterprise clients buy and it'll dramatically change your sales process. Here's a peek into their process.

How Enterprise Clients Buy, feat. Ariel Yoffie (former IBM)
15 min read

Sales Meetings: Successfully Ending Your Sales Meetings

Often we’re so focused on the goal of setting up a meeting that we overlook how to end a meeting. But in sales, I can assure you, the money is in the follow-up. How you end and follow-up from a meeting will be the ultimate determinants of your success.

Sales Meetings: Successfully Ending Your Sales Meetings
16 min read

#SalesMeetings: How to Run a Great Meeting

Running a great meeting isn’t easy. People come to meetings with other priorities on their minds — a looming deadline, a sick pet at home, etc. It’s your job to manage people’s behaviors and moods, make your objectives clear, and keep everyone engaged. Having a plan before a

#SalesMeetings: How to Run a Great Meeting
18 min read

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

If you had to rate how well you ran a meeting on a scale of 1 to 10, what would you give yourself? Did you fall in the top 25%? We tend to have an inflated sense of our ability to run a great meeting, but often we’re wrong.

#SalesMeetings: What to Do Before Every Meeting to Make It a Success
17 min read

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

Do you ever get the sense that you know something no one else does? Yeah, other people get it too. This is especially true in meetings, where we’re terrible judges of how well they’re going, and how effective they are. We tend to be pretty bad judges about

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers
19 min read

#SellersBecomeMarketers - Sales Automation Like a Marketer

Sellers today are still expected to have one-on-one conversations with clients, but they’re also expected to reach a lot of people in a personalized way to find clients in the first place. Start piling up all the little things you need to remember throughout the day and it’s

#SellersBecomeMarketers - Sales Automation Like a Marketer
20 min read

#SellersBecomeMarketers - How Content Is Shared (Inside Companies)

It’s easy to publish content instantly on the Internet. It’s not so easy to have your content seen by the right people at the right time — and that’s what matters. Having great content doesn’t mean much if no one sees it. In this episode, I cover

#SellersBecomeMarketers - How Content Is Shared (Inside Companies)
15 min read

#SellersBecomeMarketers - Content Marketing For Sales Teams

Buyers today are making the majority of their decisions before talking to a salesperson. Are you putting out the information they need to see before buying? You should be. Welcome to the new content marketing imperative for sales. It’s easier and more inexpensive than ever to distribute valuable content

#SellersBecomeMarketers - Content Marketing For Sales Teams
14 min read

#SellersBecomeMarketers - Product Differentiation: Why Different Is Better Than Best

The reality is… it’s not easy being different. Our brains are wired to be pattern-recognizing machines. And if you fit into the mold of the masses, well, it’ll be difficult to stand out from your competitors. That’s why being different is a critical — actually, a required — marketing

#SellersBecomeMarketers - Product Differentiation: Why Different Is Better Than Best
16 min read

#SellersBecomeMarketers - Being a Mind Reader with Sales Copy

Are your clients nodding along as you speak as though you’re reading their minds? You’ll be way ahead of the curve if your prospects feel like you can articulate their pains better than they can. Marketers use this mind-reading effect all the time. And like professional mind readers,

#SellersBecomeMarketers - Being a Mind Reader with Sales Copy
20 min read

#SellersBecomeMarketers - Sales Skills We Learn From Marketers

Sales is changing fast. Mostly it’s getting more difficult. It takes more emails, phone calls, and other touchpoints to land a meeting. Now teams of decision-makers weigh their buying decisions without your involvement. You may not even be needed in the buying process until its nearly over. It’s

#SellersBecomeMarketers - Sales Skills We Learn From Marketers
19 min read

#SalesQuestions - Why is now the right time?

There’s no way to overcome selling to the right person at the wrong time. Timing — like so many other aspects of buyer qualification — is a critical component of your sales process. But how do you know if now is the right time? It’s not difficult to find out.

#SalesQuestions - Why is now the right time?
14 min read

#SalesQuestions - Who else is this affecting?

If you think your client is the only person affected by his or her pain, think again. Whatever the issue is, you can bet that its effects are rippling throughout the organization. And so will the solution you bring to the table. So, wouldn’t it be helpful to consider

#SalesQuestions - Who else is this affecting?
15 min read

#SalesQuestions - What have you done to fix it?

Your client has tried unsuccessfully to fix their problem and it’s getting more painful, but are they telling you the entire history of the problem? In today’s episode, I’ll tell you how to find out the complete history, what it reveals about your client’s motivation, and

#SalesQuestions - What have you done to fix it?
14 min read

#SalesQuestions - When did you notice this was a problem?

We mostly think of buying as an isolated act, something our customers do in the moment. But it’s probably more useful to think of buying as a behavior. A behavior is an action or reaction which is triggered and conditioned. Today we’ll be diving into the episode #3

#SalesQuestions - When did you notice this was a problem?
14 min read

#SalesQuestions - How long has this been happening?

What happens when a prospect finally starts hinting their company has an opportunity or problem that fits with your solution? Should you take this as a sign that all the stars have finally aligned and it’s time for you to go in for the close? Not so fast. One

#SalesQuestions - How long has this been happening?
14 min read

#SalesQuestions - What’s going on?

Speak some words, receive some words. Throw the ball back and forth indefinitely. Cross your fingers that you understand how to avoid miscommunication. One would have thought that miscommunication would drop with the advancement of technology. Alas, this hasn’t been the case. We’re more connected than ever, yet

#SalesQuestions - What’s going on?
19 min read

Building a Personal Brand (Part 3)

This is Part 3 of my personal branding series. If you’d like to start from the top of the series, go back and listen to the last episode where I discussed some intermediate steps you can take to build your personal brand. In today’s episode, I’ll talk

Building a Personal Brand (Part 3)
17 min read

Building a Personal Brand (Part 2)

This is Part 2 of my personal branding series. If you’d like to start from the top of the series, go back and listen to the last episode where I cover the reasons you might need a personal brand, and how to get started with the basics. In today’

Building a Personal Brand (Part 2)
13 min read

Building a Personal Brand (Part 1)

It won’t happen overnight, of course. This is Part 1 of my personal branding series and in this episode, you’ll learn: Why a personal brand is critical in salesThe 4 Pillars of a Personal BrandHow you can start building your personal brand on LinkedIn and BravadoHow you can

Building a Personal Brand (Part 1)
15 min read

How to Make Sales Training Stick

Time alone can’t be the answer to expertise, it also must be about the quality of the time you put in. A concept called deliberate practice. It has four components: set a goal, practice with focus, get feedback and assess your limits then repeat the cycle and practice what

How to Make Sales Training Stick
13 min read

Sales Negotiation 101

Now let’s talk about negotiation: Most price objections are value objectionsWhat your client might mean when you get a price objectionThe goal is to understand what your client really wantsDon’t cut your price for a proof of concept, and don’t cut your price unless you’re getting

Sales Negotiation 101
19 min read

Addressing Objections and Talking Money

Almost every prospect you speak to has objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

Addressing Objections and Talking Money
13 min read

Sales Account Planning For Complex Sales

Key takeaways in this episode: Work with your Client Advocate to identify everyone involved in the decision making process so you can know what they all want and needUse your Decision Maker Map to help you through this process, and enlist the help of your Champion to become a co-conspiratorCraft

Sales Account Planning For Complex Sales
15 min read

Creating Winning Sales Proposals

How to Create a Winning Sales ProposalAny successful deal needs a sales proposal whether you like it or not. A sales proposal can either make you lose or win a deal. It can help you gain a new client or establish long-term relationships with prospective clients. Keep in mind: a

Creating Winning Sales Proposals
14 min read

Value Based Selling Done Right

Value-Based Selling is how you support that price. By understanding and reinforcing the reason why a transaction will be valuable to the customer, you simultaneously increase the likelihood of a transaction as well as the price the buyer will be willing to pay. In this episode you’ll learn: What

Value Based Selling Done Right
12 min read

Sales Training, Part 3: Establishing Goals With Your Client

Key takeaways when establishing goals with your client: – Identifying pain is essential in setting goals – Specificity and SMART goals are key – Once goals are specific enough, we need to find the value of those goals, in both qualitative and quantitative terms Pain points are the problems that drive your customers

Sales Training, Part 3: Establishing Goals With Your Client
1 min read

Finding the Pain, and How Deep It Is

Each pain point refers to a specific problem your customers are facing. Ideally, you want to position your product or service as a solution to that problem. And here’s the thing about pain points: really understanding them is what makes or breaks your deals. In this episode you’ll

Finding the Pain, and How Deep It Is
13 min read

The Sales Process You Need to Win Big Clients

In this episode, I’ll walk you through the process that I use and I recommend. 1. Finding the Pain (Pain Points) 2. Setting Goals 3. See and Realize the Value of Goals 4. Proposal and Offer To provide true value to your customers, start by asking the right questions.

The Sales Process You Need to Win Big Clients
16 min read

9 Ways to Lose Your Client's Trust

Building trust is critically important in every sale, and there are three main ways that you can do that. But there’s a flip side to building trust: breaking it. In this episode, you’ll learn the three main mechanisms to break – or build – trust, and the most common ways

9 Ways to Lose Your Client's Trust
17 min read

How to Gain Trust In Sales

Building trust was important 50 years ago, and it’s just as important today. When buyers trust sellers, they depend on them, listen to them, give them access, and spend time with them. Trust is critical for sales success. But today’s buyers are busier than ever and, at the

How to Gain Trust In Sales
27 min read

Using Outbound While Still Being Human with Kevin Warner of Leadium

Today our guest is Kevin Warner. Kevin is the co-founder and CEO of Leadium.io, your premier partner for lead generation and sales acceleration. In this episode, we’ll be talking about: The difference between inbound and outbound leadsHow to reach out to peopleChallenges from selling services particularly coming from

Using Outbound While Still Being Human with Kevin Warner of Leadium
14 min read

The Best Closing Technique (Is Better Investigation)

So you’ve practiced your routine a million times, you’ve got your voice down to that perfect tone. You’ve perfected your strategy to get past the gatekeeper on a consistent basis. But you’re still not making a sale – why? What’s going wrong? Sometimes a little nudge

The Best Closing Technique (Is Better Investigation)
24 min read

The Future of Sales Content with Hubspot CMO Kipp Bodnar

Our guest today, Kipp Bodnar is the Chief Marketing Officer of HubSpot, where he sets HubSpot’s global inbound marketing strategy to drive awareness and demand for HubSpot’s inbound marketing and sales products. In this episode, we’ll be talking about: The role and future of content in salesAccount

The Future of Sales Content with Hubspot CMO Kipp Bodnar
25 min read

The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io

Today, our guest is Forster Perelsztejn of Prospect.io. Their company makes software that integrates both finding people email address and sending them email sequences to reach out. Their product is designed to help with email outreach. In this episode, we’ll be talking about: What is prospectingFive step approach

The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io
15 min read

Price Anchoring How It Takes the Pain Out of High Prices

The salesman has just utilized a tactic known as “price anchoring.” In this episode, we’ll be talking about: What is anchoringHow does anchoring applies to pricingHow does anchoring applies to datesA product is truly never “cheap” or “expensive”; it’s all relative. People love to compare when valuing products

Price Anchoring How It Takes the Pain Out of High Prices
25 min read

Lead Qualification Using AI with Francis Brero of MadKudu

Today, our guest is Francis Brero from MadKudu. MadKudu is a software tool that allows sales and marketing teams to score the leads that are coming in. Prioritizing those that are most likely to buy based on historical performance, historical data and firmographic information. In this episode, we’ll be

Lead Qualification Using AI with Francis Brero of MadKudu
34 min read

Managing Remote Sales Teams with Derek Rahn of Lead Genius

Today, our guest is Derek Rahn. He is the VP of Sales over at Lead Genius. Derek manages his own sales remote team, he lives in Las Vegas and his team is elsewhere. LeadGenius is a data curation service that works with the world’s best B2B organizations. In this

Managing Remote Sales Teams with Derek Rahn of Lead Genius
10 min read

(Rebroadcast) Expanding and Derisking a Large Account

In this episode, you’ll learn how to: Diversify the number of relationships you have within an accountUse different locations and departments as a diversification toolUse your service offering as leverage to derisk your exposureHave a 3-point strategy within your own companyRepeatedly increase exposure to unearth more sale opportunitiesWhat do

(Rebroadcast) Expanding and Derisking a Large Account
13 min read

Order Takers in Sales, and How to Not Be One

Being an “order taker” has become a derogatory phrase in consulting and sales. I don’t mean it to be, but it does hint a larger problem: clients want your advice, even when it runs counter to their prevailing wisdom. Order takers are people who respond to a customer’s

Order Takers in Sales, and How to Not Be One
14 min read

Buying Decision Making Process and Selling Through Influencers

The bottom line is that you won’t always have access to the person who controls the purse strings. In fact, there’s often more than one, or at least no single one. The old model of approaching sales as if there’s a single decision maker is, often times,

Buying Decision Making Process and Selling Through Influencers
22 min read

Sales Tech You Need For a Minimum Viable Sales Stack (MVS)

Instead of asking about everything you could be doing, let’s start with a very different question: what’s the minimum you should be doing??? Your Minimum Viable Sales Stack (MVS) has a few simple, time-tested, productivity-enhancing, and bottom-line-improving components, and in this order: Communication ToolsCustomer Relationship Management (CRM)Prospecting

Sales Tech You Need For a Minimum Viable Sales Stack (MVS)
17 min read

Sales KPIs for Consulting Sales

We tend to be optimistic in our estimations, but we should be realistic about them. Deciding on the KPIs that you should be measuring and paying attention to as a consultant really comes down to your particular sales system and your sales playbook. In this episode, I’m sharing: How

Sales KPIs for Consulting Sales
15 min read

Sales Process – How to Create Your Own

The goal of having a winning sales process is to reliably find your perfect client, and know when you’ve found them. When you’re talking to people who you can’t help or shouldn’t do business with, you’re able to determine that much faster with a sales

Sales Process – How to Create Your Own
15 min read

Losing Clients and Building Resilience

When faced with a loss, we can interpret it in one of two ways: dejection, where we take the rejection personally, or rationalization, where we accept the situation at its surface without digging deeper to learn more. Knowing that you can’t win every sale each time to delve into

Losing Clients and Building Resilience
16 min read

How to Build Authority as an Expert In Your Market

When you are building authority in your market, it’s done in hopes that you’ll have a steady flow of higher-quality clients waiting to work with you. If you have enough people waiting for you, you can work on your own terms. In this episode, I’ll be talking

How to Build Authority as an Expert In Your Market
35 min read

Service Differentiation and Intellectual Property with Sean Flaherty of ITX

Sean’s background in software development has led him to develop products that customers trust and can advocate for. More and more each day, we see the words “user experience” popping up and greatly impacting the way users interact with technology. Sean uses his expertise to fulfill these needs of

Service Differentiation and Intellectual Property with Sean Flaherty of ITX
10 min read

Can You Change a Stubborn Person’s Mind?

It’s a fact of human nature that we tend to think our opinions are usually right, while opposing opinions are not. In sales, it’s important to remember that being right does not matter at all. The sale itself is what matters. Spending time and energy trying to figure

Can You Change a Stubborn Person’s Mind?
34 min read

How to Apply Search Marketing to Your Business with Dan Shure

Dan Shure is an SEO Expert at Evolving SEO, and he’s sharing how B2B businesses can utilize SEO to market themselves more effectively online. Bringing his expertise and personal experience with search marketing, Dan offers valuable insight. In this episode, we cover: The benefits of creating content that starts

How to Apply Search Marketing to Your Business with Dan Shure
12 min read

Personality for Sales, and How to Improve Yours

Even if you’re not a “natural,” you may just have to dig a little deeper to understand our personality for sales, and how we can make small but significant improvements to the way you sell. In this episode, I’ll share: How we can make changes to improve our

Personality for Sales, and How to Improve Yours
26 min read

Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online

Dan Golden, President and Chief Search Artist of Be Found Online, shares how a “happy accident” set his business apart from others through a unique referral program. Recognizing that there was a need for referrals, Dan and his team were able to build the trust and credibility BFO needed to

Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online
12 min read

Overcoming Objections, and the Real Meaning of “No”

It’s a fact of prospecting that you’ll hear the word “no” on multiple occasions. The real question is, what does it mean when you hear it? It’s often not what you think. In this episode, I’ll cover: What “no” really means as defined by the clientPracticing

Overcoming Objections, and the Real Meaning of “No”
32 min read

B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam

Draw customers to you by letting them do the initial legwork of familiarizing themselves with your company through your content. You’d do it in the sales process anyway, so your content can go a long way to establishing you as an authority. In this episode you will learn how

B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam
13 min read

Demonstrating Sales Leadership to Your Client

Demonstrating sales leadership is a critical skill to master. Yes: leadership starts from the moment you begin selling! As a service provider, your clients are watching your every move to understand what it might be like to work with you. Show leadership early and often in the process. In this

Demonstrating Sales Leadership to Your Client
16 min read

Optimizing Your Clutch.co Listing with Ryan Stevens (Part 2 of 2)

Optimizing your Clutch listing is the missing piece to landing the client or project you’ve been searching for, and Ryan teaches us how to do just that. In this episode, we’ll cover: Why listing less services will bring you more leadsWhat the most successful profiles of Clutch are

Optimizing Your Clutch.co Listing with Ryan Stevens (Part 2 of 2)
15 min read

Driving Leads and Traffic to Your Agency Using Clutch.co with Ryan Stevens (Part 1 of 2)

While most businesses turn to Adwords, there are emerging and effective methods to drive more clients to your agency. Platforms like Clutch help clients make well-informed decisions on who to hire for their next big project. In this episode, we’ll cover: How Clutch.co reduces risk & uncertaintyHow to

Driving Leads and Traffic to Your Agency Using Clutch.co with Ryan Stevens (Part 1 of 2)
18 min read

[Rebroadcast] Sales Tactics to Scale Beyond Referrals

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. [Rebroadcast] Sales Tactics to Scale Beyond Referrals: Full Transcript Hello and welcome to the Liston.io Show, I’m Liston, and I want to help you

[Rebroadcast] Sales Tactics to Scale Beyond Referrals
14 min read

[Rebroadcast] Sales Questions to Ask in Discovery

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. [Rebroadcast] Sales Questions to Ask in Discovery: Full Transcript Hello and welcome once again to the Liston.io show, episode number four. I am crazy, crazy

[Rebroadcast] Sales Questions to Ask in Discovery
16 min read

[Rebroadcast] Serve Don't Sell

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. [Rebroadcast] Serve Don’t Sell Full Transcript Hello, and welcome to Episode Two of The Liston.io Show, where I teach consultants how to sell

[Rebroadcast] Serve Don't Sell
17 min read

Automating Your Business to Help Scale with Greg Hickman (Part 2 of 2)

Mentioned in this episode: Apply for a strategy session with Liston System.ly Infusionsoft Active Campaign Jeff Walker Bonjoro Schedule Once ClickFunnels SalesMessage For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Automating Your Business

Automating Your Business to Help Scale with Greg Hickman (Part 2 of 2)
18 min read

From Agency to Productized Service with Greg Hickman (Part 1 of 2)

Mentioned in this episode: Apply for a strategy session with Liston System.ly Infusionsoft Active Campaign Jeff Walker Bonjoro Schedule Once ClickFunnels SalesMessage For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. From Agency to

From Agency to Productized Service with Greg Hickman (Part 1 of 2)
17 min read

Social Selling with LinkedIn, Part 1

Social selling is a tool that can help you out, sure, and LinkedIn’s the place to do it. But at a minimum, you should be using LinkedIn to prospect and research target accounts and people you’d like to know. In Part 1 of a short series on LinkedIn,

Social Selling with LinkedIn, Part 1
14 min read

Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 2 of 2)

Mentioned in this episode: Book a strategy call with Liston Dude Agency Design Pickle Traffic and Conversion Summit Zendes Freshdesk Asana For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Using Trade Shows to Acquire

Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 2 of 2)
17 min read

Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 1 of 2)

Mentioned in this episode: Book a strategy call with Liston Dude Agency Design Pickle Traffic and Conversion Summit][4] Zendesk Freshdesk Asana For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Using Trade Shows to

Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 1 of 2)
11 min read

Expanding and Derisking a Large Account

In this episode, you’ll learn how to: Diversify the number of relationships you have within an accountUse different locations and departments as a diversification toolUse your service offering as leverage to derisk your exposureHave a 3-point strategy within your own companyRepeatedly increase exposure to unearth more sale opportunitiesIf you’

Expanding and Derisking a Large Account
21 min read

How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)

Mentioned in this episode: Apply for a Strategy Call With Liston 15 Steps to Delegation by Karl Sakas Building a Lifestyle v. Equity Business by Karl Sakas Rev.com Transcription Service Meltdown: Why Our Systems Fail and What We Can Do About It by Clearfield and Tilcsik For more information

How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)
16 min read

How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)

Mentioned in this episode: Apply for a Strategy Call With Liston 15 Steps to Delegation by Karl Sakas Building a Lifestyle v. Equity Business by Karl Sakas Rev.com Transcription Service Meltdown: Why Our Systems Fail and What We Can Do About It by Clearfield and Tilcsik For more information

How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)
21 min read

Buying Behavior – What You Need to Know to Sell More Effectively

Sure, you can continually improve your selling skills, but none of it matters if you’re focused on you. What matters is your clients and what they want. Do you know what drives them to buy in the first place? In this episode, I’ll cover: Why understanding buying behavior

Buying Behavior – What You Need to Know to Sell More Effectively
17 min read

Podcast Marketing for Agency Growth with Ben Shapiro (Part 2)

Mentioned in this episode: Strategy Call Martech Podcast For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Podcast Marketing for Agency Growth with Ben Shapiro (Part 2): Full Transcript Liston Witherill: Welcome to Modern Sales,

Podcast Marketing for Agency Growth with Ben Shapiro (Part 2)
17 min read

Podcast Marketing for Agency Growth with Ben Shapiro (Part 1)

Mentioned in this episode: Strategy Call Martech Podcast For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Podcast Marketing for Agency Growth with Ben Shapiro (Part 1): Full Transcript Liston: Welcome to Modern Sales, a

Podcast Marketing for Agency Growth with Ben Shapiro (Part 1)
16 min read

Sales Mindset – How to Think About Selling as a Service Provider

Mentioned in this episode: Schedule a Strategy Session with Liston Mindset by Carol Dweck The Brain Audit by Sean D’Souza For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales Mindset – How to Think

Sales Mindset – How to Think About Selling as a Service Provider
13 min read

Gratitude in Sales? And Happy Thanksgiving!

Apply for a strategy call For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Gratitude in Sales? And Happy Thanksgiving!: Full Transcript Hello and welcome to the Liston.io Show. I am Liston and I

Gratitude in Sales? And Happy Thanksgiving!
18 min read

Building a Personal Brand While Running an Agency with Matt Inglot (Part 2 of 2)

Mentioned in this episode: Apply for a Strategy Call with Liston Matt’s Agency, Tilted Pixel Freelance Transformation For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Building a Personal Brand While Running an Agency

Building a Personal Brand While Running an Agency with Matt Inglot (Part 2 of 2)
8 min read

Technology as a Differentiator For Your Agency with Matt Inglot (Part 1 of 2)

Mentioned in this episode: Apply for a Strategy Call with Liston Matt’s Agency, Tilted Pixel Freelance Transformation For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Technology as a Differentiator For Your Agency with

Technology as a Differentiator For Your Agency with Matt Inglot (Part 1 of 2)
16 min read

Sales Cycle – Should You Push It Forward, or Stay Patient?

Mentioned in this episode: Apply for a strategy call with Liston Ask a question and Liston will answer it on the podcast For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Sales Cycle – Should You

Sales Cycle – Should You Push It Forward, or Stay Patient?
16 min read

Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 2 of 2)

This is episode Part 2 of 2. Go back and listen to Part 1 if you haven’t yet! Mentioned in this episode: Raj’s Website, Startup Hypeman Book a Strategy Call with Liston For more information on remote selling and a complete list of links mentioned in this podcast,

Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 2 of 2)
19 min read

Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 1 of 2)

This episode is Part 1 of 2. Go check out Part 2 when you’re done here! Mentioned in this episode: Raj’s Website, Startup Hypeman Book a Strategy Call with Liston For more information on remote selling and a complete list of links mentioned in this podcast, visit this

Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 1 of 2)
14 min read

Outsourcing, Podcasting, and Cold Email, Oh MY! (November Update)

Apply for a Strategy Session with Liston For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Outsourcing, Podcasting, and Cold Email, Oh MY! (November Update): Full Transcript Hello and welcome to another episode of the

Outsourcing, Podcasting, and Cold Email, Oh MY! (November Update)
19 min read

Cold Email and Productizing Your Service Offering with Jason Bay of Blissful Prospecting (Part 2 of 2)

Mentioned in this episode: Blissful Prospecting Connect with Jason on LinkedIn Book a Strategy Call with Liston LinkedIn Sales Navigator Apollo.io LeadIQ NeverBounce Mailshake Mail Merge Tool Woodpecker Nova.ai For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote

Cold Email and Productizing Your Service Offering with Jason Bay of Blissful Prospecting (Part 2 of 2)
25 min read

Cold Email and Outbound Marketing with Jason Bay of Blissful Prospecting (Part 1 of 2)

Mentioned in this episode: Blissful Prospecting Connect with Jason on LinkedIn Book a Strategy Call with Liston LinkedIn Sales Navigator Apollo.io LeadIQ NeverBounce Mailshake Mail Merge Tool Woodpecker Nova.ai For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote

Cold Email and Outbound Marketing with Jason Bay of Blissful Prospecting (Part 1 of 2)
17 min read

Inbound v. Outbound Marketing – How to Choose the Right Mix

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Inbound v. Outbound Marketing – How to Choose the Right Mix: Full Transcript Hello and welcome to the Liston.io Show. I’m Liston. I’m here

Inbound v. Outbound Marketing – How to Choose the Right Mix
18 min read

Growing an Ecommerce Agency with Ben Chafetz (Part 2 of 2)

Mentioned in this episode: Book a Strategy Call with Liston 121ecommerce.com For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Growing an Ecommerce Agency with Ben Chafetz (Part 2 of 2): Full Transcript Liston

Growing an Ecommerce Agency with Ben Chafetz (Part 2 of 2)
14 min read

Growing an Ecommerce Agency with Ben Chafetz (Part 1 of 2)

Mentioned in this episode: Book a Strategy Call with Liston 121ecommerce.com For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Growing an Ecommerce Agency with Ben Chafetz (Part 1 of 2): Full TranscriptListon Witherill:

Growing an Ecommerce Agency with Ben Chafetz (Part 1 of 2)
18 min read

Scale Agency Sales Beyond the Referral

Mentioned in this episode: Book a call with Liston For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Scale Agency Sales Beyond the Referral: Full Transcript Hello and welcome to the Liston.io Show, I’

Scale Agency Sales Beyond the Referral
19 min read

How to Create a Simple Consulting Website with Jared Gold (Part 2 of 2)

Mentioned in this episode: Schedule a Strategy Call with Liston Jared Gold’s Website By Tonight For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How to Create a Simple Consulting Website with Jared Gold

How to Create a Simple Consulting Website with Jared Gold (Part 2 of 2)
14 min read

How to Create a Simple Consulting Website with Jared Gold (Part 1 of 2)

Learn more about Liston Schedule a Strategy Call For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How to Create a Simple Consulting Website with Jared Gold (Part 1 of 2): Full Transcript Liston Witherill:

How to Create a Simple Consulting Website with Jared Gold (Part 1 of 2)
18 min read

Do you need more leads, or better selling skills?

Learn more about Liston Schedule a Strategy Call For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Do you need more leads, or better selling skills?: Full Transcript Hello and welcome to the Liston.io

Do you need more leads, or better selling skills?
21 min read

Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 2)

Mentioned in this episode: Jon Buchan’s Charm Offensive website Ask a question Liston will answer on the podcast Download 5 email templates every consultant needs Apply for a strategy call with Liston For more information on remote selling and a complete list of links mentioned in this podcast, visit

Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 2)
18 min read

Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 1)

Listen to Part 2 here when you’re done >>> Mentioned in this episode: Jon Buchan’s Charm Offensive website Ask a question Liston will answer on the podcast Download 5 email templates every consultant needs Apply for a strategy call with Liston For more information on remote

Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 1)
17 min read

Start a Podcast as Content Marketing for Your Consulting Biz

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Start a Podcast as Content Marketing for Your Consulting Biz: Full Transcript Is a podcast a gigantic waste of time and should you consider doing one?

Start a Podcast as Content Marketing for Your Consulting Biz
16 min read

Digital Marketing Agency Growth with Brent Weaver

Mentioned in this episode: Brent Weaver and uGurus 60-Day Sales Plan Got a question? Leave a voicemail and Liston will answer it on the podcast. For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Digital

Digital Marketing Agency Growth with Brent Weaver
20 min read

Podcast Promotion, Personal Growth, Vacation, and Being Lazy – Monthly Monday October 2018 Update

Mentioned in this episode: Book a Strategy Session with Liston 5 Essential Sales Email Templates Every Consultant Needs to Win $10k Clients Consulting Power Up Facebook Group Folyo by Rob Williams New Coast Media Dylan Hey Greg Faxon For more information on remote selling and a complete list of links

Podcast Promotion, Personal Growth, Vacation, and Being Lazy – Monthly Monday October 2018 Update
16 min read

How Your Website Should Help Your Selling

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How Your Website Should Help Your Selling: Full Transcript Hello, and welcome once again to the Liston.io Show. I, of course, am Liston and I

How Your Website Should Help Your Selling
20 min read

Why Service Providers Need a Podcast with Simon Thompson

You can check out Content Kite here: www.contentkite.com For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Why Service Providers Need a Podcast with Simon Thompson: Full Transcript Liston Witherill: Welcome to Modern

Why Service Providers Need a Podcast with Simon Thompson
18 min read

Promoting Your Content With Ben Dell

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Promoting Your Content With Ben Dell: Full Transcript Liston Witherill: Welcome to Modern Sales, a podcast for entrepreneurs, business owners, and salespeople looking to have more

Promoting Your Content With Ben Dell
16 min read

Monthly Update, September 2018

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Monthly Update, September 2018: Full Transcript Hello and welcome once again to the Liston.io show. I’m Liston and I want to help you build

Monthly Update, September 2018
12 min read

How Many Options to Include In Your Proposal

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How Many Options to Include In Your Proposal: Full Transcript Hello there, and welcome to another episode of the Liston.io Show. I’m Liston, and

How Many Options to Include In Your Proposal
24 min read

LinkedIn Prospecting For the Win with Jake Jorgovan

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. LinkedIn Prospecting For the Win with Jake Jorgovan: Full Transcript Liston Witherill: Welcome to Modern Sales, a podcast for entrepreneurs, business owners and salespeople looking to

LinkedIn Prospecting For the Win with Jake Jorgovan
13 min read

How to do a Sales Proposal Presentation, and Why You Shouldn’t Email It

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How to do a Sales Proposal Presentation, and Why You Shouldn’t Email It: Full Transcript Welcome once again to the Liston.io Show. I, of

How to do a Sales Proposal Presentation, and Why You Shouldn’t Email It
10 min read

When to Write a Consulting Proposal

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. When to Write a Consulting Proposal: Full Transcript Hello there, and welcome once again to the Liston.io Show. I, of course, am Liston Witherill, and

When to Write a Consulting Proposal
18 min read

Why Hourly Billing Could Be Killing You with Jonathan Stark

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Why Hourly Billing Could Be Killing You with Jonathan Stark: Full Transcript Liston: Welcome to Modern Sales, a podcast for entrepreneurs, business owners, and salespeople looking

Why Hourly Billing Could Be Killing You with Jonathan Stark
19 min read

Monthly Update, August 2018

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Monthly Update, August 2018: Full Transcript Hello there, and welcome once again to the Liston.io Show. I, of course, am Liston, and I want to

Monthly Update, August 2018
15 min read

Qualifying Prospects – How much, and how to?

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Qualifying Prospects – How much, and how to?: Full Transcript Hello and welcome to another episode of The Liston.io Show. My name is Liston Witherill and

Qualifying Prospects – How much, and how to?
19 min read

How to Get More Referrals with Steve Gordon

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. How to Get More Referrals with Steve Gordon: Full Transcript Liston Witherill: Welcome to Modern Sales, a podcast for entrepreneurs, business owners, and salespeople looking to

How to Get More Referrals with Steve Gordon
12 min read

The Consultant’s Conundrum

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. The Consultant’s Conundrum: Full Transcript Hello, and welcome once again to the Liston.io Show. I am your not quite fearless, but almost fearless host,

The Consultant’s Conundrum
25 min read

Margo Aaron Interviews Me

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Margo Aaron Interviews Me: Full Transcript Liston: Welcome to Modern Sales, a podcast for entrepreneurs, business owners, and salespeople looking to have more and better conversations

Margo Aaron Interviews Me
5 min read

Welcome to The Liston.io Show

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Welcome to The Liston.io Show: Full Transcript Welcome to Modern Sales, a podcast for entrepreneurs, business owners, and salespeople looking to have more and better

Welcome to The Liston.io Show
16 min read

Serve, Don’t Sell

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Serve, Don’t Sell: Full Transcript Hello, and welcome to Episode Two of The Liston.io Show, where I teach consultants how to sell their expertise

Serve, Don’t Sell
33 min read

Creating a $1M Book on Pricing to Leverage Consulting Expertise with Blair Enns

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. Creating a $1M Book on Pricing to Leverage Consulting Expertise with Blair Enns: Full Transcript Liston Witherill: Welcome to Modern Sales, a podcast for entrepreneurs, business

Creating a $1M Book on Pricing to Leverage Consulting Expertise with Blair Enns
14 min read

The Power of Questions In Discovery

For more information on remote selling and a complete list of links mentioned in this podcast, visit this remote selling article on our website. The Power of Questions In Discovery: Full Transcript Hello and welcome once again to the Liston.io show, episode number four. I am crazy, crazy excited

The Power of Questions In Discovery