Mastering Modern Selling
At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today's market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics.
In this new era of sales and marketing, success hinges on building meaningful relationships with prospects and buyers. We believe in leveraging the power of modern strategies, techniques, and technologies to foster these connections. This approach, often referred to as Modern Selling, encompasses leveraging digital and social channels to create demand and cultivate strong relationships with prospects, partners, and customers.
By mastering Modern Selling, you and your team can enhance your visibility in the marketplace, establish yourselves as trusted advisors, accelerate pipeline growth and revenue, and position yourselves as the employer of choice in your industry.
Join us on Mastering Modern Selling as we explore the principles, practices, and innovations driving success in today's sales landscape."
MMS #144 with Nicholas Loise - Your Sales Playbook is More Valuable Than Any Rep
Leave your comment In this episode of Mastering Modern Selling, Brandon and Tom are joined by Nicholas Loise, a seasoned sales strategist and founder of the Sales Performance Team. The conversation focuses on a critical truth in modern sales: your sales playbook can be a stronger long-term asset tha...
MMS #143 with Brandon Lee and Alice Heiman - The Roundtable Strategy That Opens Doors
Leave your comment Welcome back to Mastering Modern Selling! In this kickoff episode, we bring back sales strategist Alice Heiman and Brandon Lee to talk about a strategy that’s been quietly transforming how sales conversations are started, the Roundtable Model. If cold calling and email are yieldin...
MMS #142 - Entering the Revenue Zone in a Modern Sales Era
Leave your comment In this episode of Mastering Modern Selling, Carson Heady and Tom Burton dive into the evolving world of sales and introduce Tom’s Revenue Zone framework. As the buyer takes the lead in the sales process, it’s more important than ever for sales teams to understand the modern buyer...
MMS #141 - The Trust Factor: Building Sales Teams Buyers Actually Want to Talk To with Jake Mannino
Leave your comment What does it really take to build trust in your team and with your buyers? In this episode, we’re joined by Jake Mannino, Global Sales Director at Microsoft and certified executive coach, for a deep dive into the emotional and strategic foundations of trust in sales. Jake shares l...
MMS #140 - Aligning Revenue Teams for Growth with Bill McCormark
Leave your comment In Episode 140 of Mastering Modern Selling, we welcome back Bill McCormick, founder of DigiSales, for a powerful conversation on breaking out of the social selling echo chamber. Bill shares how his mindset evolved from “LinkedIn is everything” to a more thoughtful, multi-channel s...
MMS #139 - Mastering Modern Sales in an AI World with Tom & Carson
Leave your comment In this episode, Tom Burton and Carson Heady explore how artificial intelligence is transforming sales in real, practical ways. While AI offers powerful tools to plan smarter, personalize outreach, and even recover stalled deals, the human element remains central to success. With ...
MMS #138 - Stop Blaming Sales, Build the System
Leave your comment In this powerful episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Alice Heiman, a strategic sales advisor to CEOs and host of Sales Talk for CEOs. Together, they explore a critical yet often overlooked truth: CEOs must be active participants in driving...
MMS #137 - What Your Buyers Think is What You Sell with David Rosenberg
Leave your comment In episode 137 of Mastering Modern Selling, David Rosenberg, President of Woosh Marketing Consultants, joins Brandon and Tom to break down what too many companies miss: success isn't just about your product, it's about how your audience perceives it. This episode unpacks how small...
MMS #136 - From Good to Unstoppable: Creating Sales Momentum That Sticks with Larry Long Jr.
Leave your comment In Episode 136 of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady welcome back a show favorite Larry Long Jr, CEO and Chief Energy Officer of LLJR Enterprises. Larry doesn't hold back. With a mix of energy, humor, and real talk, he calls on sellers and leaders ...
MMS #135 - The AI-Powered Sales Revolution: Why More Reps Isn't the Answer with Isabella Bedoya
Leave your comment What if your next sales hire wasn’t human? In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix. We go beyond the hype to explore practical use cases, ethical concerns, and ...