Libsyn Directory

Mastering the First Domino to Land Flagship Clients Faster with Tim Castle | Ep. #307

Release Date: 10/01/2025

Sales Leaders Must Get in the Trenches with Their Reps | Ep. #311 with John Allen

The Modern Selling Podcast

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 G&A 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...

The Transparent Sales Leader Who Shares Every Salary and Secret with Enrique Alvarez | Ep. #310

The Modern Selling Podcast

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,...

Marketing Magic That Turns Startups into Billion Dollar Acquisitions with Dan Lowden | Ep. #309

The Modern Selling Podcast

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...

Building a Powerhouse Sales Team with Data and Heart with Megan Prince | Ep. #308

The Modern Selling Podcast

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...

Mastering the First Domino to Land Flagship Clients Faster with Tim Castle | Ep. #307

The Modern Selling Podcast

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...

The Modern CRO Guide to Building Resilient Sales Organizations with Adam Block | Ep. #306

The Modern Selling Podcast

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era. Scaling Enterprise Sales: Key Insights · Building a robust playbook for enterprise...

Reimagining Go To Market with AI Powered Workflows with Adrian Rosenkranz | Ep. #305

The Modern Selling Podcast

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique...

Mastering the Art of Helping Customers Through Sales with Mario Martinez Jr. | Ep. #304

The Modern Selling Podcast

Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways: The two biggest...

Automating Prospecting: How AI Boosts Sales Performance | Ep. 303 with Mario Martinez Jr.

The Modern Selling Podcast

Have you ever wondered why your sales team's performance doesn't match their enthusiasm for training? I found myself in this exact predicament, puzzling over a 97% customer satisfaction rate for our program, yet only 15% of participants were implementing what we taught. This disconnect led to a fascinating journey of discovery and innovation in the world of sales technology. Key Insights: The unexpected pivot from service to software, driven by market demands and investor feedback How we leveraged our sales training expertise to create AI-powered writing and engagement tools The...

Modern Buyer Journey Demands New Lead Generation Approaches with Zach Jones | Ep. 302

The Modern Selling Podcast

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth,...

More Episodes

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 Training Academy, at the nexus of influence, persuasion and value creation in an AI centric world. Recognized in the World's Top 30 Negotiation Professionals 2025. Host of The Tim Castle Show.