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MMS #142 - Entering the Revenue Zone in a Modern Sales Era
Manage episode 491186914 series 3392472
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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's journey.
Tom, the author of The Revenue Zone, explains how building trust, creating demand, and using technology like AI can help sales professionals stay ahead in an increasingly complex market.
This episode offers valuable insights on reshaping sales forecasting, guiding buyers through the sales process, and leveraging the yellow brick road concept to drive revenue success.
Key Highlights:
- Modern Sales Forecasting: Tom shares how traditional sales forecasting methods no longer suffice and why understanding buyer readiness is key.
- Building Trust and Creating Demand: Learn why trust is the new currency in sales and how to generate authentic demand that moves beyond basic interest.
- The Yellow Brick Road: Tom discusses how to guide buyers along a personalized, trust-based journey, building the yellow brick road to the Revenue Zone.
- AI and Personalization: Discover how AI tools are transforming the sales process, allowing for personalized buyer journeys at scale.
- Practical Advice for Sales Teams: Whether you're a solo seller or part of a team, Tom offers actionable steps on how to implement the Revenue Zone framework into your sales approach.
Don't miss out—your next big idea could be just one episode away!
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Chapters
1. MMS #142 - Entering the Revenue Zone in a Modern Sales Era (00:00:00)
2. elcome & Episode Setup Carson kicks off the show, introducing the topic and welcoming guest Tom Burton, author of The Revenue Zone. (00:01:19)
3. The Origin of the Revenue Zone (00:06:17)
4. Buyers Are in Control Now (00:11:02)
5. Building Trust Before Demand (00:16:32)
6. What Is the Yellow Brick Road? (00:21:57)
7. AI, Personalization, and the Modern Seller (00:27:27)
8. Bringing the Revenue Zone to Life (00:32:52)
9. Final Insights & Takeaways (00:38:17)
138 episodes
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