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The Modern Selling Podcast

The Modern Selling Podcast

Auteur(s): Mario Martinez Jr
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 The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!©2016 All Rights Reserved. Vengreso Développement commercial et entrepreneuriat Entrepreneurship Gestion et leadership Économie
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  • Marketing Magic That Turns Startups into Billion Dollar Acquisitions with Dan Lowden | Ep. #309

    Marketing Magic That Turns Startups into Billion Dollar Acquisitions with Dan Lowden | Ep. #309
    Oct 20 2025
    As a sales leader, have you ever felt disconnected from your marketing team? You're not alone. In fact, up to 50% of Chief Sales Officers believe they're going it alone when it comes to driving revenue. But it doesn't have to be this way. In this episode of the Modern Selling Podcast, I sit down with Dan Lowden, CMO of Blackbird AI, to explore how sales and marketing can truly become a unified go-to-market team. With eight successful startup exits under his belt, Dan shares his proven marketing playbook for creating strategic customer relationships and driving exponential growth. Building Trust Through Face-to-Face Connections Dan emphasizes the critical importance of in-person events for building trust, especially in industries like cybersecurity where the stakes are high. He shares creative ways to maximize event impact without breaking the bank, including: Leveraging venture capitalist connections for cost-effective meeting spacesSponsoring targeted events alongside larger competitorsFeaturing customer speakers to gain coveted speaking slots The Marketing Playbook for Startup Success Drawing from his extensive experience, Dan outlines key elements of an effective marketing strategy: Engaging customers to build trust and add valueCreating content that showcases detailed problem-solvingParticipating actively in industry communitiesAligning closely with sales to drive qualified leads Fostering Long-Term Customer Relationships Dan reveals his approach to creating lasting partnerships: Ensuring products deliver on promises and improve over timeReacting quickly to support customers during challengesDemonstrating ongoing value to justify renewals and even price increases. For sales and marketing professionals looking to boost collaboration and drive results, this episode offers actionable insights from a seasoned expert. Don't miss Dan's tips on creating a unified go-to-market approach that positions your company for acquisition and long-term success. Key Moments of This Episode 00:00:00 - Marketing's Value to Sales: Bridging the Gap Many CSOs feel marketing isn't providing value, with up to 50% saying they're doing it alone. The key is building trust through regular engagement, providing valuable tools and assets, and demonstrating marketing's direct impact on sales opportunities and customer relationships. 00:06:37 - The Met Kiss: CMO's Secret Romance Novel Dan Loden, CMO of Blackbird AI, reveals he published a romance novel called "The Met Kiss" during COVID as a creative outlet. This unexpected hobby showcases his multifaceted personality beyond his cybersecurity expertise. 00:10:06 - Building Successful Partnerships Between Sales and Marketing Dan emphasizes the importance of a unified go-to-market team. Marketing should actively engage with sales, provide valuable tools, and directly contribute to customer acquisition. Regular communication and demonstrating marketing's impact on sales success are crucial for building trust. 00:15:22 - Leveraging Events and Community Engagement for Marketing Success Dan shares strategies for effective event marketing, even on a limited budget. He highlights the importance of face-to-face interactions, sponsoring targeted events, and leveraging customer speakers for greater credibility and exposure at industry conferences. 00:28:18 - Creative Marketing Strategies: LinkedIn Posting Party Mario shares an innovative "posting party" concept to drive engagement and build community. This low-cost strategy leverages AI tools for content creation and encourages participants to boost each other's posts, demonstrating creative approaches to marketing on a budget. 00:33:29 - The Marketing Playbook for Startup Success Dan discusses his proven marketing playbook, developed over years of experience. It includes strategies for brand building, customer engagement, and creating market momentum. The playbook is adaptable and has contributed to multiple successful startup exits. 00:36:41 - Creating Strategic Customer Relationships Dan emphasizes the importance of delivering consistent value through product performance and customer support. Building trust and demonstrating reliability, especially during challenging times, leads to long-term partnerships and customer loyalty across job changes. About Dan Lowden Dan Lowden is the CMO at Blackbird.AI and leads the company's strategic marketing efforts, including demand generation and brand leadership. He has over 20 years of strategic experience at the executive level. He has served as CMO at cybersecurity firm HUMAN Security (acquired by Goldman Sachs), named one of the TIME100 Most Influential Companies of 2023. Lowden also served as the CMO at Digital Shadows (acquired by Reliaquest) and, before that, CMO at Invincea (acquired by Sophos) and VP of Marketing at vArmour (acquired by Night Dragon). He has held marketing leadership ...
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    47 min
  • Building a Powerhouse Sales Team with Data and Heart with Megan Prince | Ep. #308

    Building a Powerhouse Sales Team with Data and Heart with Megan Prince | Ep. #308
    Oct 9 2025
    Building a successful sales organization from the ground up is no small feat. It requires strategic planning, data-driven decision-making, and a focus on cultivating the right mindset within your team. In this episode, I sit down with Megan Prince, Chief Revenue Officer of Zeni, to explore how she led her company to 10x their ARR in just a few years through a powerful outbound sales strategy. The Power of Outbound Sales Learn why Megan believes that a strong outbound motion is crucial for controlling your destiny and driving consistent growth. She reveals how 65% of Zeni's revenue comes from outbound efforts and explains why it's their most cost-effective customer acquisition channel. Building an Effective Tech Stack Discover the tools and technologies Zeni uses to power their outbound engine, including: · Orum for cold calling · LinkedIn Sales Navigator for social selling · AmpleMarket for data mining and email automation · Avoma for listening to cold calls · HubSpot for task management · FlyMSG.io for AI Writing, text expansion, sales prospecting training and social selling Designing High-Impact Sequences Megan breaks down their 20+ step outbound sequence that spans 20-30 days, incorporating multiple touchpoints across various channels. She emphasizes the importance of persistence, noting that it often takes 12-18 touches to convert a prospect into a customer. Data-Driven Decision Making Learn about the critical metrics Megan tracks to ensure predictable pipeline generation, including: Point of sale revenue per headcount Total activities to convert one customer SQLs per customer Pipeline to close-won rates Cultivating a Winning Mindset Explore the daily practices Megan encourages her team to adopt, such as gratitude journaling and intention-setting, to maintain a positive attitude in the face of rejection. Whether you're a sales leader looking to scale your organization or a rep aiming to improve your outbound game, this episode offers actionable strategies to elevate your sales performance. Tune in to learn how to build a data-driven, high-performing sales machine that can drive exponential growth for your business. Key Moments of This Episode 00:00:00 - The Importance of Cold Calling in Modern Sales Discusses the decline in email conversion rates and the effectiveness of cold calling for customer acquisition. Highlights the need for persistence in outreach, with 9,000 activities and 12-18 touchpoints typically required to convert a customer. Emphasizes the value of human interaction in sales processes. 00:01:30 - Introducing Megan Prince: From Door-to-Door Sales to Chief Revenue Officer Megan Prince shares her journey from door-to-door sales to becoming CRO at Zeni, a company providing automated bookkeeping for startups. She discusses her experience growing Zeni's ARR by 10x and the importance of outbound sales strategies in the company's success. 00:04:58 - Building a Successful Outbound Sales Strategy Megan explains Zeni's outbound sales approach, including their tech stack (Orum, LinkedIn Sales Navigator, etc.) and 20-step sequence over 20-30 days. She emphasizes the importance of persistence, data-driven decision making, and maintaining a 2:1 BDR to AE ratio for optimal unit economics. 00:34:10 - Key Metrics and Mindset for Sales Success Megan discusses critical metrics for tracking BDR performance, including point of sale revenue per headcount and total activities to convert customers. She emphasizes the importance of data-driven decision making and cultivating a positive mindset through gratitude journaling and intention setting for sales team success. 00:40:44 - Leadership Advice for Building a Sales Organization Megan's key advice for sales leaders: lead with care and empathy to inspire team loyalty. She stresses the importance of balancing data-driven strategies with genuine concern for team members' well-being. Megan also shares her preferred methods of contact and personal insights. About Megan Prince Megan Prince is a dynamic revenue leader known for building and scaling high-performing sales organizations that have driven hundreds of millions in revenue. Currently the Chief Revenue Officer at a Zeni.ai, she specializes in architecting repeatable go-to-market strategies, cultivating customer-first cultures, and operationalizing excellence from the ground up. Megan's journey began in the grit of door-to-door sales and accelerated quickly, rising to VP of Sales at a publicly traded company within six years. Along the way, she's been honored as a 30 Under 30 standout, Director of the Year, and a multi-time President's Club and Million Dollar Club achiever. What differentiates Megan is her focus on the inputs of driving culture, clarity and consistency as the true drivers of performance. She's deeply passionate about developing talent, and is committed to helping others ...
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    44 min
  • Mastering the First Domino to Land Flagship Clients Faster with Tim Castle | Ep. #307

    Mastering the First Domino to Land Flagship Clients Faster with Tim Castle | Ep. #307
    Oct 1 2025
    In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success. The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and clients. AI-Enhanced Negotiation Strategies Explore how artificial intelligence is revolutionizing the negotiation process. Tim reveals how AI can help you: Prepare more effectively for client meetings Understand your prospect's behavioral profile Receive real-time coaching during negotiations The "9 Before 9" Strategy Uncover Tim's powerful technique for creating sales momentum. By completing nine revenue-generating actions before 9 AM, you'll plant seeds for future success and start each day with a winning mindset. Believing in the Possible Tim shares his personal motto and how it can transform your approach to sales challenges. Learn to reframe obstacles as opportunities and push beyond self-imposed limits. This episode is packed with actionable strategies to elevate your negotiation skills and close more deals. Whether you're a seasoned sales professional or just starting out, you'll gain valuable insights to help you thrive in today's competitive landscape. Are you ready to unlock your full potential as a negotiator and sales expert? Listen now and discover how to create lasting value for your clients and your career. Key Moments 00:00:00 - Building Trust in Sales: The Competitive Edge Trust-building is crucial in sales, especially in the early stages. Demonstrating empathy, transparency, reliability, and capability are key components. Salespeople should focus on humanity and transparency to gain a competitive advantage, as these skills are harder to replicate and differentiate from high-quality products and consistent delivery. 00:01:11 - Introducing Tim Castle: Negotiation Expert and Author Tim Castle, CEO of Negotiators Edge and author of "The Art of Negotiation" and "The First Domino," discusses his background and expertise in negotiation. He explains his concept of being a "negotiation futurist" and the importance of leveraging AI in negotiation strategies. 00:04:48 - The First Domino: Landing Your First Client in 90 Days Tim Castle introduces his new book "The First Domino," which focuses on helping salespeople and entrepreneurs land their first flagship client within 90 days. The book covers strategies for differentiation, credibility-building, and overcoming challenges in the early stages of sales or business development. 00:14:29 - The MAGIC Framework for Sales Success Tim Castle presents the MAGIC framework for sales success: Make connections, Add value, Give value willingly, Inspire others' growth, and Connection. This approach emphasizes building relationships, providing value without expectation, and inspiring growth in others to create a strong network and sales momentum. 00:20:39 - The Negotiator's Edge: Leveraging AI in Negotiation Tim Castle discusses the Negotiator's Edge, emphasizing the importance of using AI for preparation, understanding client challenges, and improving negotiation strategies. He explains how AI can enhance EQ, simulate role-playing scenarios, and provide valuable insights for more effective negotiations. 00:33:04 - The 9 Before 9am Strategy for Sales Momentum Tim Castle shares the "9 before 9am" strategy for creating sales momentum. This approach involves completing nine revenue-generating actions before 9am each day, such as personalized outreach or business meetings. This strategy helps build a strong pipeline and creates a proactive mindset for sales success. 00:35:58 - Negotiation Strategy vs. Tactics: Understanding the Difference Tim Castle explains the difference between negotiation strategy and tactics. Strategy focuses on the overall game plan and long-term outcomes, while tactics are specific moves or techniques used in the moment. He emphasizes the importance of value creation in negotiation rather than relying solely on tactics. 00:42:35 - "Believe It's Possible": A Motto for Success Tim Castle shares his personal motto, "Believe It's Possible," and how it can be applied to overcome challenges and achieve seemingly impossible goals. He encourages adopting this mindset as a default, using it as a decision filter, and reprogramming self-talk to build mental resilience and drive success. About Tim Castle Tim Castle is a negotiation futurist, multi-award winning bestselling Author, notably The Art of Negotiation, The Momentum Sales Model and launching soon The First Domino. Founder of The Negotiators Edge ...
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    49 min
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