Welcome to the…
Modern Sales Podcast
A sales podcast that’ll help you sell more by understanding how people buy.
Your New Favorite 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:
Sales personality tests promise a lot, but they may not deliver what you think they do. This multi-billion dollar industry wants you to believe it’s science, but is it? And if not, are personality tests useful at all?
The time has finally come to monetize Modern Sales, and how else would it be done but without sales? In this episode, you’ll learn the strategies and tactics used to bring in the first advertisers to the podcast, and the work that still needs to be done.
Selling services is quite different from selling products. Namely, it’s much more difficult! The differences come down to three main factors: definition, trust, and risk. The more you can address these factors, the more you’ll accelerate your services sales process.
Having trust established is the only way to complete a sale. Deep Mahajan, a Senior Director at Nutanix, discusses why trust is so critical, and how to build it with her.
Finding the gaps within an organization provides opportunity. It’s those gaps that enable a sale to take place – just ask Bill Ball. In this Buyer Insights episode, Bill shares what it takes to sell into his own organization, and has a surprising request for all sellers.
In order to know how to sell, we first must understand how buyers buy. And if you’re selling into Fortune 100 companies, you’ll definitely want to hear former IBM employee Ariel Yoffie’s in-depth, step-by-step process for evaluating vendors.
How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.
Want to run better meetings? First, you need to know how to plan like a pro. In this episode, you’ll learn what to do before every meeting to make it a smashing success.
The cost of meetings is staggering. Especially since most people find them poorly run and unproductive. That’s why we’re digging into the science behind good (and bad) meetings in the new #SalesMeetings series on Modern Sales. First up, why the problem of bad meetings is far worse and more costly than you think, and how to start improving them immediately.