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In Episode 136 of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady welcome back a show favorite Larry Long Jr, CEO and Chief Energy Officer of LLJR Enterprises. Larry doesn't hold back.

With a mix of energy, humor, and real talk, he calls on sellers and leaders to ditch outdated habits and build something that actually works today.

This episode hits hard on what it really takes to stand out in a world that’s constantly moving: owning your calendar, taking daily reps, and showing up with intention.

Larry’s philosophy is simple: get clear on your purpose, stay committed, and don’t wait around for perfect conditions.

• Sales Has Changed, Stop Acting Like It Hasn’t

“There's still dinosaurs out there, but they're extinct.” Larry doesn’t mince words. If you're still relying on tactics from 2014, you're behind.

Making 1,000 calls a day hoping something lands isn't a strategy, it’s noise. Buyers have changed, and sellers need to catch up.

• Forget ‘Safe’, Start Being Seen

“Your content is not creating trust.” That was Brandon’s mic drop, and Larry doubled down. Polished, lifeless messaging isn’t helping anyone.

The people you're trying to reach want something real. Share your story, talk about your journey, and be someone worth believing in.

• Worry Isn’t the Problem, Inaction Is

Larry says it straight: a little worry is healthy if it gets you moving. But if you’re stuck worrying without action, that’s on you.

It's not about being flashy, it's about doing the work.

“Let me see your calendar. Who are you meeting? What are you learning?”

• Success Comes from Reps, Not Excuses

“You've got to get the reps in.” Larry's sports background shines through as he reminds us that success isn’t random.

It’s about repetition, accountability, and small steps done daily. Want results? Stop hoping and start practicing.

• The JOLT Effect – Jump On Life Today

Larry’s signature mindset is captured in one word: JOLT - Jump On Life Today.

Why? Because waiting is a trap.

“Tomorrow is not promised.”

Whether it’s getting healthy for your family or building a sales rhythm that works, it starts with taking real action now.

This episode is a wake-up call for every seller who’s coasting or playing it safe. Larry reminds us: the path to being unstoppable starts with ownership.

Don’t wait for motivation. Don’t wait for the market to shift. Build your discipline. Practice with purpose. And show up differently every single day.

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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What if your next sales hire wasn’t human?

In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix.

We go beyond the hype to explore practical use cases, ethical concerns, and the new skills sales pros must master to stay competitive in this AI-enabled landscape.

Whether you’re curious, cautious, or already experimenting with AI, this episode will help you think more strategically about the future of your sales team.

1. AI Employees Are Not Just Chatbots

Isabella defines AI employees as task-performing agents embedded in workflows, not just tools you prompt, but systems that take action automatically across SMS, email, calls, and CRM.

Think of them as digital team members handling your follow-ups, reactivations, and more.

2. Sales Reps Won’t Be Replaced, But They Will Be Repositioned

AI handles the mundane and repetitive.

Human reps move into strategist roles managing AI workflows, handling complex objections, and owning the emotional intelligence required to close.

3. Scaling Outreach Without Scaling Headcount

Instead of hiring more SDRs or BDRs, companies are using AI to nurture leads, qualify opportunities, and schedule demos.

It's not theory, it’s happening now, and Isabella walks us through real-world use cases like post-trade-show follow-ups and digital sales assistants.

4. Trust Isn’t Lost, It’s Rebuilt Through Value

AI can build trust when it delivers consistently valuable, fast responses. If it’s trained well, it may outperform junior reps.

Still, Isabella emphasizes that closing deals and earning emotional buy-in remains a human function for now.

5. New Role of the Seller: Coach, Manager, Strategist

Sales pros will soon manage a team of AI agents, much like GMs in “Moneyball.” The skills to build prompts, tweak workflows, and analyze data will be key differentiators.

Coaching AI and being coached by it will become a real scenario in sales teams.

The rise of AI employees in sales isn’t about replacing talent, it’s about redeploying it. As Isabella says, the reps who win will be the ones who embrace these tools, build systems, and create more space for the kind of selling only humans can do.

Sales isn’t going away. It’s getting smarter.

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

Send us a text

In this powerhouse episode of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady are joined by JD Miller, a seasoned sales executive turned private equity advisor.

With six successful exits under his belt, JD brings a rare blend of operational insight and boardroom savvy.

The discussion centers on how private equity firms evaluate and scale their portfolio companies—especially in the sales and marketing domains—and what sales leaders can do today to thrive in that high-expectation environment.

• Repeatability Is the Foundation of Scale

JD highlights that scaling isn’t just about hiring more reps, it’s about implementing repeatable, measurable systems.

When transitioning from a founder-led sales model to a broader team, companies need to get critical knowledge out of leaders’ heads and into structured playbooks.

This is essential when growing from five sellers to two hundred. Without repeatable processes, scale isn’t sustainable.

• Sales Leadership Must Be Fluent in Data

Today’s top CROs are expected to lead with data.

Whether through deep CRM analysis, conversation intelligence, or funnel metrics, modern sales leaders need to understand how to break down growth targets into tactical, trackable levers.

JD emphasized the need for CROs to either personally embrace analytics or work closely with RevOps to translate insights into strategy.

• “SMarketing”: Sales and Marketing as a Single Engine

JD introduced the concept of "SMarketing", a true merger of sales and marketing into one go-to-market function.

He shared real-world examples of aligning revenue goals with both teams’ activities and discussed how metrics like sales velocity can guide joint decision-making.

Bi-weekly check-ins and shared accountability are critical to keeping both teams rowing in the same direction.

• Messaging for the Modern Buyer

Buyers today expect a well-informed, highly personalized approach. JD stressed the importance of showing up with a point of view rooted in research, data, and empathy.

In a volatile economy, messaging must pivot from “growth at all costs” to helping buyers reduce risk and improve efficiency.

Sales and marketing alignment ensures these themes are consistent across every touchpoint.

• Performance Plans: Tools for Growth, Not Punishment

In JD’s view, performance improvement plans should be part of every employee's journey, not a disciplinary action.

He advocates for quarterly development conversations that blend short-term performance goals with long-term career aspirations.

JD Miller’s episode is a masterclass in bridging strategy and execution in modern selling. Whether you’re a CRO in a high-growth startup, a founder looking for investment, or a marketer working closely with sales, the principles JD shares can redefine how you scale.

By focusing on repeatable systems, cross-functional alignment, and buyer-centric messaging, you can transform your sales motion into an engine that attracts not only customers, but also investors.

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