In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation.

As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.

1. Creating Differentiation through Content

• Live shows and podcasts offer a unique platform to showcase expertise and differentiate yourself from the competition. By providing value-driven content that resonates with your audience's pain points and interests, you build trust and authority in your niche.

2. Leveraging Guest Appearances to Build Pipeline

• One of the most effective strategies discussed was inviting potential prospects as guests on your show. This method not only opens the door to meaningful conversations but can also lead to long-term business relationships. Many deals have resulted from initial guest appearances, where the prospect first learned about the value you offer during a show.

3. Amplifying Reach through Audience Sharing

• When a guest shares your show with their audience, it exponentially increases your reach. This strategy taps into your guest’s network, helping you expand your audience and potential customer base. Over time, this builds momentum for your brand and visibility in your industry.

4. Strategic Content Distribution for Continued Engagement

• After recording a live show or podcast, repurpose the content into bite-sized, shareable snippets across multiple platforms (LinkedIn, YouTube, Instagram, etc.). By keeping your content in front of your audience consistently, you keep them engaged and build stronger relationships over time.

5. Using Shows for Personal Brand Building and Sales Attribution

• Carson and Brandon emphasize the importance of sales teams understanding the long-term ROI of these efforts. Often, companies fail to attribute success correctly to content like podcasts and live shows. By viewing these platforms as long-term relationship builders, rather than immediate sales generators, teams can reap the full benefits of consistent content creation.

Live shows and podcasts are more than just content formats; they’re powerful tools for B2B demand generation.

By focusing on creating value for your audience, strategically leveraging guests, and amplifying your reach, you can build a personal brand that drives meaningful business outcomes.

As Carson and Brandon highlight, the key is consistency and a focus on long-term relationships.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

Mentorship is an active process you take charge of, with the support of others.

In this episode of Mastering Modern Selling, Douglas Stewart shares his empowering approach to mentorship in the digital age, focusing on personal accountability and growth.

Discover how to find the right mentors, accelerate your development, and transform your life.

This inspiring conversation offers actionable advice for anyone seeking to unlock the full potential of mentorship.

• The Modern Mentorship Mindset:

Mentorship today is dynamic, leveraging diverse, informal connections through digital platforms like social media and podcasts to continuously learn and grow.

• Personal Accountability:

Mentorship requires proactive effort. Taking ownership of your development shifts the focus from waiting for mentorship to actively seeking guidance for personal growth.

• Finding the Right Mentors:

Clarifying your needs—whether career advice, personal growth, or specific skills—helps you find mentors who can contribute effectively. It's valuable to have multiple mentors across different areas.

• Mentorship Myths:

There’s no need for a perfect mentor. Doug stresses that mentorship can come from various people, and being active in the process with clear goals ensures mutual benefit.

• Leveraging Mentorship for Fast Growth:

Doug shares his experience of how deliberate mentorship choices accelerated his growth, and offers strategies for structuring your learning, setting milestones, and staying accountable.

Doug Stewart's approach to mentorship is a game-changer.

By shifting the focus from passively waiting for the right mentor to actively seeking guidance, you can significantly accelerate your growth.

His story shows that mentorship isn't elusive—it’s something you can initiate and build into your life today.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter

In this engaging episode of Mastering Modern Selling, Richard Vickers joins the hosts to explore the critical aspects of sales leadership, training, and personal growth.

With a background in sales training and development at US Foods, Richard brings over 18 years of experience to the conversation.

He discusses how effective communication, understanding personalities, and applying simple but powerful strategies can make salespeople more effective.

• Communication and Personality Types:

Richard highlights the importance of tailoring your communication style to the buyer’s personality using the DISC model.

Understanding whether a client is Dominant (D), Influencer (I), Steady (S), or Conscientious (C) helps create more meaningful and impactful conversations.

• Money Flows Where Needs Are Met:

Richard emphasizes that successful sales hinge on understanding and meeting client needs.

Sellers often get bogged down in systems or features when they should focus on solving the buyer’s problems.

• The Power of Mock Conversations:

Role-playing and mock conversations, according to Richard, help build confidence and prepare salespeople for real-world situations.

By practicing in a "safe space," sellers can refine their approach before engaging with actual clients.

• The Importance of Personal Branding:

Richard encourages everyone, including more introverted personalities, to develop their personal brand.

He shares strategies for leveraging social media and connecting authentically with your audience while staying true to your strengths.

• Listening is Key to Sales Success:

One of the most crucial skills in sales, according to Richard, is the ability to listen.

By asking the right questions and truly hearing the client’s needs, sellers can build trust and create stronger connections.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

Check out our Live Show Events here: Mastering Modern Selling Live Show

Subscribe to our Newsletter: Mastering Modern Selling Newsletter