BLOG

  Welcome to the new Modern Seller video series. I’m sharing strategies that you can put into practice as either a sales professional or sales leader. The series is a great companion to the book, The Modern Seller, which is available on Amazon and Audible. In previous videos, I covered sales agility, entrepreneurial selling, and social capital. Today's topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done research in this space and found that only 29% of our clients are truly engaged with us. Loyal. That leaves up to 71 percent of clients that range anywhere from very satisfied to completely disengaged. These are the clients that can be swayed to move elsewhere...even the satisfied ones. Modern Sellers...

    Welcome to the Modern Seller video series.  I’m sharing strategies that you can put into practice as either a sales professional or sales leader. The series is a great companion to the book, The Modern Seller, which is available on Amazon and Audible. In previous videos, I covered sales agility, entrepreneurial selling, and social capital. Today's topic in The Modern Seller video series is on how you can build a network ecosystem that creates better selling opportunities and results. In the past, we could focus our sales efforts only on those buying our services. The risk with that approach is that we may be missing a relationship that’s key to earning a client’s business. But in the new sales economy, we need to get beyond our usual silos to work across the organization, and sometimes even outside of it. Your network ecosystem will help you solve for that. Think of your network ecosystem as...

  Today's topic is about building ambassadors in your sales organization. I like to think of an ambassador as a bridge. In a global sense, an ambassador is a bridge between countries and cultures. They are skilled at connecting their organization to prospects and clients, to their communities, and to their industries. The end result is that they have a stronger and more profitable territory or book of business. In this video, I share three strategies that will help you build this important dimension: 1) To understand a Client’s Lifetime Value. 2) To Create 29 Percenters. 3) To Amplify Your Key Relationships. Download a free chapter of The Modern Seller to learn more strategies for becoming a Modern Seller.

We're delving into how modern sellers are social. And today's video looks at goal setting in that context. Goal setting is part of the Social Framework that I introduced in my book, The Modern Seller.. Social goals have an element that makes them stand out: significance. Significance to you personally, and significance beyond you. For your clients, your organization, or your community. Any significant goal requires relationships—and significant goals separate modern sellers from average sellers. With this lens, modern sellers not only achieve this year’s quota, they also create an environment where they have momentum for the long-term. To help spark your goal setting, I share some ideas in this short video. Hint: The most important ingredient I’ve found to help me with goal setting is to dig into my motivation behind it. It's the internal motivation that keeps me going with these significant goals. Watch...

In previous videos, I covered sales agility and entrepreneurial selling. Now, let's delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and individual success. It is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value. Social capital goes beyond today's hyper-connectivity on social networks. It's the strategic relationships that create mutual reward, results, and impact. In The Modern Seller, I introduce a concept called the Social Framework. There are four elements to the framework: mindset, goals, network ecosystems, and habit. This video takes a look at the mindset piece of the framework, and I'll share three elements of the social mindset: Leadership Identity Trust Generosity Watch now to learn...

In previous videos, I covered sales agility. For the current set, I’m covering how modern sellers are entrepreneurial. Let's consider thought leadership for modern sellers. The term “thought leadership” shouldn't be a surface descriptor or label. True thought leaders are leaders above everything else. And today’s thought leadership needs both strategic and tactical approaches. Clients and prospects expect thought leadership to be backed by action and experience. It's the intersection of strategy, deep subject expertise, and selling skills. So how do you combine these elements for success in today's environments? In this video, I explain four key elements needed for modern sellers to elevate their thought leadership. The decision to be a thought leader and rise above your peers. Your thought leadership strategy. Specialize. Practice selling your ideas to a defined audience. Watch it now to learn more about...

Our behavior patterns –or our habits– are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It’s all part of the dimension– The Modern Seller is agile. Watch the video below.