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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 than any individual rep.

Nicholas shares how businesses can build replicable, scalable processes that elevate performance across the team and outlast turnover.

From coaching frameworks to deal inspection techniques, this episode dives deep into how structure can drive repeatable success.

Key Takeaways

• The Sales Playbook Isn’t Just a Tool, It’s the Foundation
  Nicholas explains why a sales playbook, when built right, allows you to scale, coach, and replicate winning behaviors across the team.
• Coaching Should Be Structured, Not Sporadic
  “Most coaching is reactive,” Nicholas says. He outlines a proactive model for deal reviews and ongoing rep development.
• Scripting Creates Freedom, Not Rigidity
  While some resist scripting, Nicholas makes the case that great scripts create consistency and free up reps to focus on the human side of selling.
• You Can’t Coach What You Don’t See
  With fewer reps in the office, sales leaders must find new ways to gain visibility into daily activity and pipeline health.
• The ‘Coach First, Close Second’ Mentality
  Tom, Brandon, and Nicholas all agree: The best modern sellers are also great teachers. Empowerment creates performance.

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

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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 yielding diminishing returns, this episode is your roadmap to creating high-quality, high-conversion opportunities through intentional, peer-driven conversations.

Brandon and Alice walk through how roundtables are being used to build reputation, deepen trust, and open doors that traditional outreach struggles to unlock.

What You’ll Learn

• Why Sales Conversations Are Stalling
  Buyers are overloaded, skeptical, and uncertain. Alice outlines why the old tactics fall flat and what needs to change in how we approach conversations.
• Reputation Over Outreach
  Brandon introduces the idea of “revenue through reputation” and how building credibility is more effective than spamming inboxes.
• Inside the Roundtable Model
  Alice details how curated, topic-specific roundtables not only attract your ideal customer but create immediate relational equity.
• The Anatomy of a Roundtable
  Learn how to plan, invite, moderate, and follow up. From identifying the right topic to converting participants into pipeline.
• Scaling Trust in a Buyer-Centric World
  It’s not about pitching. It’s about being seen as a trusted facilitator in a room full of your best prospects.

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

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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!

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