The Modern Selling Podcast Podcast Por Mario Martinez Jr arte de portada

The Modern Selling Podcast

The Modern Selling Podcast

De: 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 Economía Gestión Gestión y Liderazgo
Episodios
  • Sales Leaders Must Get in the Trenches with Their Reps | Ep. #311 with John Allen

    Sales Leaders Must Get in the Trenches with Their Reps | Ep. #311 with John Allen
    Nov 21 2025
    Sales leadership isn't just about hitting numbers—it's about creating a strategic framework that transforms your entire organization into a revenue-generating machine. When you shift from viewing sales as a transactional function to positioning it as the strategic heartbeat of your company, everything changes. In this conversation with John Allen, CRO of GNA Partners, we explore how to build a consultative selling culture that puts customer outcomes first. John shares his journey from operations to sales leadership, revealing how his operational background became his secret weapon in creating systematic approaches to revenue generation. The Power of Operational Thinking in Sales Coming from an operations background gave John a unique perspective on sales strategy. Instead of relying on gut feelings or "the way we've always done it," he applied systematic thinking to every aspect of the sales process. This operational mindset became the foundation for scaling GNA Partners from a lifestyle business to a national player in the HR outsourcing space. Building a Revenue Culture That Actually Works Creating visibility into key metrics was the first step in transforming GNA's sales organization. By implementing Salesforce and making pipeline data transparent across the team, John created accountability and clarity around what success looks like. But transparency alone wasn't enough; the team needed to understand how their individual contributions connected to the company's broader strategic goals. The Two-Opportunities-Per-Week Framework After analyzing five years of data from top performers, John discovered something remarkable: the highest-producing reps consistently added two legitimate opportunities to their pipeline every week. This simple metric became the North Star for the entire sales organization, cutting through the noise of countless KPIs to focus on what truly drives results. Here's what you'll learn from this episode: How to transition from transactional selling to strategic consulting that builds long-term client relationships.The systematic approach to onboarding new sales talent that accelerates time-to-productivity.Why pipeline coverage ratios matter and how to calculate the right targets for your team.The critical role of sales leadership in reinforcing methodology through hands-on coaching.How to create accountability systems that drive consistent performance across your sales organization. John's approach proves that when you combine operational discipline with consultative selling principles, you create a sustainable competitive advantage. His insights on balancing pipeline development with rep growth offer a roadmap for any sales leader looking to scale their organization effectively. Whether you're struggling with inconsistent performance, looking to implement a proven sales methodology, or seeking to create better alignment between sales and operations, this conversation provides actionable strategies you can implement immediately. Key Moments of This Episode 00:00:00 - Customer-Centric Sales Philosophy: Focus on People and Relationships Sales success requires removing noise and focusing on adding two legitimate opportunities weekly to your pipeline. People buy from people, making the customer experience and relationship-building the ultimate differentiator when all providers offer similar solutions. 00:01:14 - Meet John Allen: CRO Journey from Banking to HR Outsourcing Leadership John Allen shares his 17-year journey at GNA Partners, transitioning from JP Morgan banking to becoming CRO of a Professional Employer Organization serving 4,500+ clients nationwide with comprehensive HR outsourcing services. 00:03:52 - Family Business to Private Equity: GNA Partners' Growth Transformation GNA Partners evolved from a family-owned business founded by John Allen Sr. and Tony Gralva to a private equity-backed company with TPG Capital, positioning for significant growth in the PEO space. 00:08:25 - Elevating Sales from Revenue Engine to Strategic Leadership Function Transforming sales teams from transactional order-takers to strategic consultants requires understanding client operations and positioning solutions through the customer's lens, focusing on business efficiency and profitability rather than just hitting numbers. 00:13:27 - Shifting from Transactional to Strategic Partnership Selling Successful sales transformation requires expertise in your field, maintaining a robust pipeline to eliminate desperation, and approaching conversations as collaborative problem-solving sessions rather than traditional sales pitches focused on closing deals. 00:21:03 - Building Revenue Culture Through Visibility and Measurement Systems Creating a revenue-focused culture starts with implementing CRM systems like Salesforce for complete visibility, establishing clear quotas and forecasts, and connecting individual sales goals to broader company objectives and resource allocation. 00:28:22 - The Two ...
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    59 m
  • The Transparent Sales Leader Who Shares Every Salary and Secret with Enrique Alvarez | Ep. #310

    The Transparent Sales Leader Who Shares Every Salary and Secret with Enrique Alvarez | Ep. #310
    Nov 5 2025
    Are you struggling to retain top sales talent because your team members can't find meaning in their work? The secret isn't just about hitting revenue targets—it's about building a purpose-driven organization that attracts exceptional people and creates lasting value. In this episode, I sit down with Enrique Alvarez, co-founder and managing director of Vector Global Logistics, to explore how purpose and profit can coexist in high-performance sales organizations. Enrique shares his unique approach to building a global sales team that operates on three core pillars, including their groundbreaking Results-Only Work Environment and complete transparency policy. From Transactional to Transformational Vector Global Logistics has cracked the code on shifting from short-term transactional relationships to long-term transformational partnerships. Enrique reveals their comprehensive hiring process, including how they identify candidates who can build authentic relationships rather than just close deals quickly. You'll discover their unconventional approach to transparency, including sharing everyone's salaries, company financials, and decision-making processes with the entire team. This radical openness creates trust and empowers sales professionals to make better decisions for both customers and the company. AI Integration with Human Connection We explore how Vector Global Logistics leverages AI tools while maintaining the human touch that drives real relationships. Enrique shares practical examples of using AI for customs entries, tracking shipments, and market analysis—all while ensuring their sales team focuses on what AI can't do: building genuine personal connections. The conversation covers the critical balance between automation and personalization, and why rushing to implement AI without human oversight can damage the very relationships that drive long-term success. Building Global Sales Teams With team members across China, Vietnam, India, Mexico, Chile, Peru, Ukraine, and beyond, Enrique provides insights into managing a truly global sales organization. He shares their panel interview process, the importance of cultural fit, and why they prioritize entrepreneurs over traditional salespeople. Here's what you can expect to gain from this episode: • A framework for attracting top talent through purpose-driven company culture • Strategies for building transformational client relationships instead of transactional ones • Practical approaches to integrating AI while maintaining authentic human connections • Methods for creating transparency that builds trust and improves performance • Insights into managing and scaling global sales teams effectively Whether you're a sales leader looking to reduce turnover, a business owner wanting to build a more meaningful organization, or a sales professional seeking to create deeper client relationships, this conversation provides actionable strategies for long-term success. Key Moments of This Episode 00:00:49 - Introduction to Purpose-Driven Sales Leadership Mario introduces Enrique Alvarez, Managing Director of Vector Global Logistics, to discuss how purpose and profit can coexist in high-performance sales organizations and the importance of building meaningful sales cultures. 00:02:00 - Vector Global Logistics: A Purpose-Driven Company Overview Enrique shares his background as co-founder of Vector Global Logistics, explaining their unique resource-based logistics model built on three pillars and their global presence across multiple countries. 00:05:29 - Personal Insights: Soccer Dreams and Professional Journey Enrique reveals his passion for soccer and dream of making a national team, providing personal context about his drive and competitive nature that translates into business leadership. 00:15:27 - Hiring Excellence: Finding and Retaining Great Sales Talent Discussion on comprehensive recruiting processes, cultural fit assessment, and the importance of transparency in hiring decisions. Emphasis on word-of-mouth referrals and quick decision-making for underperformers. 00:24:12 - Virtual Hiring Strategies and Results-Only Work Environment Enrique describes Vector's Results-Only Work Environment culture, focusing on performance over presence, and their approach to hiring self-driven entrepreneurs for global sales roles. 00:28:34 - From Transactional to Transformational Client Relationships Exploration of shifting sales approaches from short-term transactions to long-term strategic partnerships, emphasizing the importance of leadership alignment and transparency in building trust. 00:30:58 - Radical Transparency: Open Book Management Philosophy Enrique explains Vector's 100% open policy where all employees know everyone's salaries, company finances, and business metrics, fostering trust and better decision-making across the organization. 00:34:03 - AI Integration While Maintaining Human Connection Discussion on ...
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    57 m
  • 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 m
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I am new to formal sales. This podcast series is a godsend. Each episode is smart, engaging, and delivers a rich set of ideas, stories, and strategies to help a person gain more certainty around prospecting and selling. The episodes on "PQ" - Partnering Quotient - and implementing AI into your lead generation activities I have listened to again and again. So much useful information and good food for thought. Some episodes feature mega inspiring human beings talking to Mario; these conversations help a person to recalibrate just how difficult TRULY are one's current obstacles. Good stuff.

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