The Sales Evangelist

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine. Daniel Disney released his second book called, The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales, and Revenue Generating Machine. The book is a comprehensive guide on LinkedIn for salespeople, sales teams, and businesses that want to get the most out of LinkedIn. Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn. You can create viral content, grow your audience, grow your brand, and you can end up with a ton of leads. The downside is that not all of these leads are good leads, they’re not your target customers, and they’re not likely going to convert. Common mistakes salespeople make on LinkedIn #1: Keeping a weak profile. At least 80% of teams that Daniel has trained with have profiles that aren’t optimized. Their profiles are not customer-focused and are just poorly written CVs. #2: Not sharing good content. Instead of sharing valuable content, they reshare company blogs that don’t add a contribution. They are sharing weak content with their audiences. #3: Sending bad messages. Salespeople make the mistake of sending out terribly written sales pitches and spam messages en masse, in high quantities, in hopes that something comes back. Common mistakes: Bad profile Bad content Bad messaging Today, the way buyers now buy has changed and the information they now have before making a purchase has changed significantly. Rewind 15 years ago and decision-makers didn’t have access to the internet and didn’t have access to all the information that we now have. There were no media reviews, no Google, and all these other things. Buyers were then at the mercy of their salesperson to provide them with the necessary information. Buyers today have standards and what they need from salespeople has changed significantly as well. Salespeople have to step up their game if they want to stay above the prospect or their customers. Generating leads on LinkedIn Make your profile more customer-focused. The customers and prospects don’t want to hear about your accolades and other achievements. What they want to hear is how you’re going to help them and how you can be an agent to help them get to their goals. Make your profile fully-focused on your target audience. There are two kinds of leads: the outbound and the inbound leads. There are things that you can do that will have people come to you and there are things you can do that will create opportunities for you to go to them. Start by connecting with relevant decision-makers in the industry on a regular basis, ideally about 10-20 connections everyday. You also need to begin sharing relevant value-giving content to your audience to grow your network. Share some thought leadership pieces, share the stories of your journey, share your knowledge and experiences, and more. You don’t need to be an expert to be successful on Linkedin. What you need to do is be authentic and share your journey with your audience. Your goal is to give as much value to your content as much as possible. The Key to LinkedIn Messaging The key to LinkedIn messaging is hyper-personalization. It’s not enough that their names are there nor is it enough to mention their company. If you want to get more responses on LinkedIn, you need to make the message about them. Do your research, read through their profile, look for their pain points, find something relevant to include in your message. Use video messaging to show that you really want to speak to them as well. “LinkedIn: How to Use Social Selling to Turn your LinkedIn into a Lead, Sale, and Revenue Generating Machine!” episode resources Follow Daniel Disney on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel an

LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments. Using LinkedIn voice message for effective appointments The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it. LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others. Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone. A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you. Improving your video messages or voice messages on LinkedIn Think of it as a very targeted approach. You can’t send video messages or voice messages to everyone. Pick the right people to send the messages to. Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them. Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you’re sending a voice note on a certain subject. Lay the foundation first before sending the voice or video message so that they know what’s coming their way. Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the name of the people who engaged that fall under this ideal client profile, and then connects with them. Following up these people with a video makes the outreach personalized. Research the people you’re going to send videos to. Don’t jump into doing videos right away. Do your research and think of what you’re going to say before you make the video. “LinkedIn: How to Use LinkedIn Voice Message and Videos to Schedule More Appointments” episode resources Follow Ollie Whitfield on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects. What to do next after connecting? Keep pitching until they say yes. Even if the prospects don’t say yes, send them a contract or a payment link. The challenge in LinkedIn or in any other platform is to game the system. This means wanting to get everything from the platform by doing the least amount of work possible. This method, however, rarely results in any positive outcome. This is true for email outreach, for LinkedIn, and for advertising. Many salespeople and entrepreneurs see LinkedIn as an automated lead generation tool but this isn’t how LinkedIn works. What works in any business and in sales is relationship building. It’s not even about getting the prospects to like you, rather, it’s about getting the prospects to trust you. Building Relationships Relationship building is about conveying to the marketplace your expertise and why you’re worthy of the conversation. In Ahmad’s coaching program, they call it the Medicaid Pipeline. It means that clients don’t talk to strangers unless there’s a good reason to do so. That LinkedIn connection request does not qualify as a good enough reason to guarantee a conversation. Our job as sellers and salespeople is to make the prospects believe that there’s something here for them to look at. Follow the 80-20 rule. Talk about the script, the closing pattern, and the strategies 20% of the time and spend the rest talking about the prospects’ beliefs and how they feel about the offer. In Ahmad’s team, they talk about the client during their sales meeting. They don’t talk about the tactics, they talk about client success. It helps their sales reps to have bulletproof confidence when they talk to prospects the next time around. Believe in what you’re selling Sales reps need to believe in what they’re selling. You need to be the vehicle in which that belief can be communicated to the marketplace. Gone were the days where you can just be good at sales and building relationships. Today, you also need to be very strong in product knowledge. If you want to make money in today’s economy, you need to become the expert that your clients want to engage with. If the customer has a leg up on you in terms of their knowledge and understanding of the problem then they don’t need you for anything. Be the expert in the conversation. As a sales rep, your goal is to publish. You have a treasure trove of knowledge from all that outreach and prospecting. Use that knowledge as lead indicators. Publish your expertise and evangelize your offering into the marketplace. “LinkedIn: Once You've Connected With a Prospect, Here's What You Should Do Next” episode resources Connect with Ahmad Munawar via LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every ep

How does being human on LinkedIn help you improve your sales game and increase revenue? In today’s episode, Ellis Stone joins Donald Kelly for a great conversation about being human on LinkedIn and what it means. LinkedIn is such a powerful platform for professionals, but everyone in the space is using it effectively. One of the issues that many are facing is that they’re not human enough on LinkedIn. Making human connections on LinkedIn People on LinkedIn aren’t being authentic and instead of being themselves, they try to emulate others. Sales reps are too used to utilizing scripts and sending them out to hundreds of prospects. We don’t have much success with scripts because buyers know that it’s not coming from you. The truth is, people buy from people. It’s difficult for companies to scale and track custom messages for every prospect. That is why companies opt for scripts or automated messages. There is nothing wrong with using scripts, especially if you’re new to the sales game, but if you’re already a few years into sales and you’re still using scripts then you’re lazy selling. You’re not researching the prospects, you’re not trying to get to know the person, and you’re looking at them like they’re just numbers. Ellis tells his team to use their personality when they sell, talk, and write, because sales reps have a better chance of building connections when they’re authentic. Be successful on LinkedIn LinkedIn now has a video messaging feature that everyone can use. It makes connecting much easier because they can see your face, your gestures, and they can hear the sincerity in your voice. A video can go a long way. It’s not all about the prospect on LinkedIn. You must build your brand on the platform. Make your profile page genuine. Make sure that when people are checking you out, they’re able to gauge you and relate to you. Don’t be afraid to put yourself on LinkedIn. Don’t be too professional in a way that everything needs to be perfect. Post some videos that show a relatable human side. Be interactive on LinkedIn. Join group talks, comment on people’s posts, like others’ posts, ask questions, and more. People in the same industry will eventually see your comments and questions and will check out your page. Be vulnerable. Connect with people and be honest in your approach. If you want to learn, then put that in your message. People want to help others learn things about their space so ask questions. No matter how or how big the opportunity is, aim to always say yes. Enjoy your job. People don’t buy products; they buy energy. So have that energy whenever you make the call and give your pitch. “LinkedIn: Being Human on LinkedIn” episode resources Connect and follow Ellis Stone of LinkedIn. You can also check out Sales for the Culture, an organization that aims to help black people into tech sales and help the ones already in there to go to the next level. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you liste

LinkedIn is a platform that allows professionals to network and connect with others in their industry. In this episode, Donal Kelly talks about the three LinkedIn strategies that provide results. The issue here is that there are too many people on LinkedIn, and when we find people, we start pitching right away without adding value to them. Ensure that you are engaging and not just going to the platform pitching and pitching. Three LinkedIn strategies you need Make sure that you are sharing content. , Create videos that you can share., Utilize the LinkedIn polls., Share your ideas/contents You know a lot of information about your industry that you need to share with other people. The goal is to become a thought leader and an expert in your own space. Tribal Impact saw that 55% of decision-makers use LinkedIn content to evaluate potential partners. Important people are looking at your content and the value that you add to every post you share. So make sure that you’re sharing content relevant to your ideal customers. Think of what your prospects are thinking but would never say to anyone and write a post about it. This content is relatable to many customers in your sphere. Create videos to share on social platforms, especially LinkedIn Videos are five times more likely to increase your engagement on LinkedIn than any other type of content. Recreate your content and make it into videos. Use hashtags when sharing your video content for more visibility. You can also use videos and send them via private messages. It makes your messages more personalized and increases your chances of engagement. Utilize LinkedIn polls Polls are like sharing a little message and then asking people for their opinion on the matter. Tribal Impact said that they saw 115% higher engagements in their polls for the last six months compared to other content they posted. Don’t just ask any questions. Make sure that your questions add value. Try to engage everyone who answers the poll and use hashtags in your post. “LinkedIn: Three LinkedIn Strategies Providing Results” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections. Being in a software company means that the people you’re working with are former executives from other software companies as well. It’s a very complex environment and so people are critical of the academic principles and the things they adopt because there are real things that work for a software company and there are those that don’t. For Chris Mele’s experience, how they price, package, and license their technology has a direct connection to the sales force. The impact of the pandemic on sales objections One of the biggest changes is the aversion to risks and this comes in many different forms. Buyers today are more risk-averse, especially when it comes to new relationships. Salespeople and companies start seeing the transaction size compress. People are no longer very keen on allocating cash. With the pandemic, people are more stressed and thus more uncertain. It’s a tough selling environment. Unless you’re in the industry where you’re selling tools such as Zoom and other related tools. Why are there objections? Price isn’t the only reason people aren’t buying. There are many companies today that offer premium prices that are doing well. There are a few companies that raised their prices and while they have fewer customers coming in, they’ve been able to isolate who they’re serving and they’re able to substantiate that premium value. Salespeople can destabilize the deal when you use word nuggets around the pricing, implying flexibility, at the early stages of the sales dialogue. Handling objections In the B2B perspective, there are many things that you can do outside of the price that you are charging. If people aren’t buying because of the price then you need to start evaluating your offer. Ask yourself what it is you’re offering and if you need to offer all of that. If you can offer just half of it then do so. Never look at your cost, instead, look at the value that you’re offering. Figure out what it is that you’re offering and the people to whom you’re offering. Make sure that you can name them. You may have a mix of customers you’re selling to pre-COVID and this group may include big and small enterprises. With the pandemic, you are losing some of these customers so it’s critical that you become very specific to the people you’re offering your products to. Even if the company falls down, you as the salesperson can still adopt. You may see the need to change the pricing a little bit or create your own little rules. The challenge here is to make sure that each salesperson isn’t changing the landscape entirely. Even when a customer meets two sales reps from the same company, their core offer and pricing should be the same. Pricing is an important part of the dialogue because it represents money that’s being invested. Sales reps have to be transparent and be upfront about the pricing early on the sales dialogue. “Objections: How the Pandemic May Impact Your Customer’s Sales Objections” episode resources Follow Chris Mele on LinkedIn. You can also check more of his books and activities on his website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modul

As part of the sales process, you can expect objections from everyone you’re speaking with, including your prospects. Join us in this episode as Donald Kelly and Matthew Pollard answer the question, how can you prepare for your prospect’s most likely objections? Matthew Pollard’s first book was entitled, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone. It focused on selling as an introvert. His most recent book is entitled, The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections is a sequel to the previous book, and it’s focused on how introverts can out-network their extrovert counterparts. Many believe that extroverts have an advantage over introverts, but Matthew believes that this thought is just in peoples’ heads. The truth is, there’s no disadvantage. It’s just that the path to success for introverts and extroverts is different. What is networking? Networking is about fostering long-term relationships with champions and momentum partners. They are the people who sing your praises and have high-level credibility. They are the people who share your work beyond the networks you currently have. Preparing for objections A system is an external process and if something goes wrong, it’s not a personal attack on you. It’s just that there’s a part of the system that broke and you need to fix it. Introverts need to realize that externalizing and having a structured system in networking sales allows them to treat each objection, not as a personal attack. Introverts also need to have a plan and a structure of what they want to say instead of getting stuck in their heads for thinking of what to say and ending up not articulating the best version of themselves. Focus on receiving objections. Introverts often get stuck in their heads when they get an objection and then they end up not knowing what to say. Objection handling cushion is a way for extroverts to emotionally regulate and for introverts to work out what they say. Select a story to tell. It’s critical that you know the three major problems of your prospects and to have one story for each of these major objections. So, think of the three major objections and the three major stories. You can embellish your story to make it more interesting. Try to improve it everytime you retell it. People remember 22x more information when embedded into a story. For introverts, it activates the reticular activating system of their brain and creates an artificial rapport with the customers. Tell a story that is well-rehearsed and well-practiced. Introverts don’t believe that they can do it so they don’t gravitate toward it right away. The people who make plans and make the right preparations are the ones who succeed. It’s not about being introverted or extroverted. It’s about doing the right preparation. “Objections: How Can You Prepare for Your Prospect’s Most Likely Objections?” episode resources Follow Matthew Pollard on LinkedIn. You can also check more of his books and activities on his website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on

Women are doing great things in the sales industry. In this episode, Donald Kelly is joined by an amazing woman, Nadia Rashid. Listen as Nadia shares how to overcome the most common objections in B2B sales. Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global. Defining Objections For Nadia, objections are obstacles. These are the concerns that prospective buyers convey. Objections are buyers’ concerns that salespeople need to overcome. The objection is almost needed in sales because it allows the buyers to do a clear assessment of what’s in the market. It’s also a good indicator between a good salesperson and a great salesperson. How you react to objection when it’s thrown at you shows how much experience you have. Overcoming objections Nadia teaches sales reps to ask difficult questions in every call - are there any concerns? Is there any reason we shouldn’t move forward to the next step? These questions help sales reps ensure that there is a sales relationship built and that there are no surprises. Nadia categorizes objections in several areas, an example of which is the top of the funnel objections. These are objections during the actual sales cycle such as the lack of budget, the lack of resources, cost justification, and competing priorities. When there’s an objection, it’s important to take a pause. While others feel that it’s uncomfortable, this pause allows the buyers to gather their thoughts. Do the five-second rule for assessment. Nadia also asks sales reps to listen to other top sales representatives and learn from them. Oftentimes, they learn two things from these great sales reps: to actively listen and to ask a lot of open-ended questions to understand and validate the good stuff. Think of objections as a four-step process. Ensure that you’re listening. Always validate and ensure that your buyer/the person you’re talking to understands what you’re saying. Respond accurately. There’s no need to lie; if you don’t know the answer tell them honestly. Confirm that you’ve resolved the objection. An open dialogue is much more collaborative and better received. Come from a place of concern. You need to care about what it is that you’re solving for the prospect and how your solution is going to impact them. As sales reps, it’s critical to listen well and ask open-ended questions to trigger the buyers to think. Open-ended questions allow you to see if there is an opportunity there and see how engaged the prospects are. “Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources Follow Nadia Rashid on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used i

How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections. Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand. The book talks about the business from top to bottom and all the in-betweens. It’s about the things we’re afraid of and the things we don’t usually talk about. As a brand strategist, it’s her brand to look at a company from the top to the bottom and all the in-betweens. Natasha wasn’t always the entrepreneur. She started her working career as a nurse doing emergency and trauma, and she loved her job. She got bit by the entrepreneurship bug, and when she realized she couldn’t shake it off, she dipped her toes in it. After a while, she realized that she likes being an entrepreneur, so she made the shift and went from being a nurse into what she is now. Sometimes, salespeople are so passionate about what they could give that they forget that objections are part of the business. In this era, businesses need to scale and keep scaling. Companies need to think big, build momentum, and scale fast. Addressing Objections with Prospects Not being prepared for the objection is painful for a business. Document the objections. Whenever you get an objection, don’t just leave it in your head. Document what the objection or rejection was, create a document, and build responses to the objection/rejection. Most times, the reason for the rejection is because we failed to give them enough information for them to make the decision. Without ample information, people just eventually end up saying no. Many sales reps get too excited about what they offer. We forget that it’s not about us - it’s about them. It’s always about what the prospects need, about the solutions that work for them, and it’s about their pain points. Your goal is to tone down the pressure of selling to have that natural conversation where you’re giving out information to help your prospects. A lot of times, businesses struggle around process and performance. People are core to a business, but the process or the system is also as critical. Without a process/system in place, your people would be working in chaos. Use the right approach Keep learning and keep putting things together. That allows you to take a step back and start identifying the needs of the prospects from the point of hello, from the point of the first contact, whether it’s an email, on social media, or other platforms. Know the pain points before entering into a conversation instead of offering everything you have like a buffet. People don’t want that many options. Start the conversation by asking the why by determining their reasons for reaching out and knowing their trigger points. Know your products like the back of your eyelids. You need to break down your products and services into bits that prospects can understand and appreciate. Establish a transactional relationship at the beginning of the conversation. Still, you can’t enter into the price conversation before you’ve established an agreement that the solution you offer is what they’re looking for. It will help you set up that transactional relationship if you have the basic information pinned down. So, put up basic preliminary questions in your online appointment. While it is not wrong to have a red carpet concept for your business, you need to remember that you’re not meant to service every person in every industry. There’s only a certain subset of people you’re meant to service. “What to do If You Can’t Address Your Prospect’s Objections During a Call” episode resources Follow Natasha Davis on LinkedIn. You can also check out her website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE

The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world? What’s your view on objections? Objections have always been in sales; these objections are not going anywhere. The real point, however, is the why. Why are you getting these objections? What are you trying to achieve? Sales reps need to figure out the why of the objections to be able to move around them. The sales process isn't only about getting your goal which is closing the deal. It’s about slowing down and understanding the journey. It’s about determining the reason why the prospect is talking to you and why they took the initial call. We should remember to ask the why for every part of the sales cycle. Overcoming objections It comes down to having confidence in yourself as a seller and this comes from experience in getting knocked down several times and the experience of getting those wins. Sales reps need to ask the difficult questions but you also need to have the knowledge behind it so that you can answer any questions that may be thrown at you. Aside from the confidence in yourself as a seller, you also need to have confidence in whatever you’re selling. You need to do due diligence on your part to understand the products available. Prospects today respect you more if you ask questions and don’t stop at the surface level. They respect you when you do all the steps in the process. Buyers only buy from people who are checking all the boxes and asking the right questions. Building confidence The first step to building confidence is by giving yourself grace and it comes with time. Believe in yourself that this is a journey and you’re not supposed to be good at day one. It’s critical to take the time to invest in various self-promotions. Kristi was able to be a part of an organization that has its own sales methodologies. Take different pieces along the way with your own experience to build your own way of selling. It also helps to be part of an organization where you really believe in your products or services. Overcoming objections in this age Aside from knowing the why, it's also good to have that gut instinct. Use your gut instinct to judge people’s character to understand what it is they’re really saying. Do your research. There are a lot of companies that are doing their studies and publishing articles on how COVID has affected them. Find the things you need that will start the conversation. Sales is a matter of being there for your prospects and clients. We live in a world where there is so much content out there, we have all the advantages compared to the sellers years back. Do your part, sift the information available and share the ones that you know can add value to your prospects. At the end of the day, people like to be told what to do when it’s done the right way. “Objections: How Can I Handle Price Objections In This New COVID World?” episode resources Check out Kristi Strickland and follow her on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on

Sales isn’t sales without objections. As a sales rep, how will you overcome objections? In this episode, Donald Kelly talks about the basics of sales objections. The basics in sales objections An objection is defined as an expression or feeling of disapproval, an opposition or reason of disagreeing. From the buyer's perspective, objections are when the buyer has disapproval or maybe they don’t agree with something. Common disapproval in sales training is when the potential clients say that they don’t believe that the training can help their team. There’s truth in that objection but sometimes, the reason may just be because you have interjected yourself into the buyer’s situation or they may be uncomfortable with the situation moving forward. One of the things that most people don’t like about salespeople is that they can come off as being pushy sometimes. When we’re being pushy, the buyers or prospects won’t be in a state where they’d be ready to listen and be interested in the products or services offered. Even if that product can solve their problem, at that moment, it’s not something they value. Salespeople need to understand that objection and why they’re getting it in the first place. You can’t take the objection at face value because the buyers don’t necessarily understand the value of what’s being shared with them. Salespeople should back down in the first objection. Instead, learn to take a step back. Give them a menu or options. Reach out to them and try to determine the reason for their objection. An objection doesn’t mean that they won’t do business with you. Don’t make it a lost deal right away. Find more ways to build value and show them that value. Approach all the other decision-makers in that organization too. The goal is to go past the objection and let them see the value of your product or service. Stand out from the competition by being creative and by being persistent. A No now doesn’t mean that it’s a No forever. You can check out Ciara. It’s a company that helps you figure out effective ways that your team has been using to move past objections. “Sales Objections 101” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

For many, 2020 has not been a good year. If 2020 left you feeling defeated then do the work to overcome it. In this episode, Chris Williams talks about how you can do that. Moving forward in 2021 2020 was hard for everybody regardless of social status. It was a hard heart and mind-bending process. For Chris, there are three things that matter: You need to be yourself. In this time when money and the market are getting pushed, it’s difficult for people to figure out who you are. Eventually, you start to become someone else. You start to see other people on social media and you aim to become more like that person. You need to stop that and anchor down to who you are and what your core values are. Whatever your metrics are, whatever your numbers are, it’s not about the money. It’s about what you know that you’re good at and being able to anchor to that. A good handle on that will give you assurance and confidence. Have an actionable plan. You need to put up an actionable plan that leans on your strength. This may mean that you need to read a book, listen to a podcast, or other amazing resources you can get your hands on. Pick up resources that will give you actionable stuff that you can do. This is about clearly defining the list of things that you can do every single day. You need to have a community that supports you. You need to be with people with hearts, souls, and minds. People are inherently social beings. We have cultures, religious affiliations, political parties, and more. We need to anchor to a group of people who share the same beliefs and interests that we have. Don’t consume just any information available out there. Instead, lean in on the experts that provide the information that you like to consume. “If 2020 Left You Feeling Defeated, Do the Work to Overcome It'' episode resources Follow Chris Williams on Facebook and Instagram. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Bright seed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history. Getting to Know Oprah Winfrey Oprah Winfrey was born on January 29th, 1954 and her parents are Vernita Lee and Vernon Winfrey. She had her first speaking gig in front of the congregation at church, where she spoke about Jesus and how he rose from the dead on Easter Sunday. It was the beginning of her knowledge that this was something she could do. Oprah began writing and selling her speeches when she was 12. At one point, she earned $500 from selling her speeches. Structure and Expectation Oprah’s father gave her structure and expectation that allowed her to excel. She got a scholarship to Tennessee State University and was invited to the White House as well. Oprah’s success stems from five elements: She is relatable and she knows how to build relationships Her creativity and willingness helped her act even in difficult circumstances She’s a hard worker She thinks big and she continues to push herself Oprah is selfless On being relatable and building relationships Oprah allows herself to be vulnerable and she values her authenticity regardless of whether there’s a camera or not. She shows empathy to everyone she interviews. Instead of just asking the questions point-blank, she sees the humanity of every person and asks them like a fellow human being instead of a reporter. Oprah isn’t afraid of making mistakes and owning them. The same is true for sales: it is impossible for salespeople to be perfect in everything we do. Making mistakes is part of the process and being honest about your mistakes makes you a relatable salesperson. That’s the kind of salesperson people often gravitate to. On being creative and having the willingness to act Oprah doesn’t just sit and wait for things to happen. She takes action and turns things around. In sales, you may find yourself in a difficult situation sometimes. Instead of groveling about it, you need to act and make the best out of the situation. On thinking big and pushing yourself forward Oprah wanted to become an actress but wound up in the journalism industry. She did not, however, stop aiming for her dream until she became the lead in the film, The Color Purple. Sales reps can learn from Oprah Winfrey and her elements to success. Sales representatives may sometimes feel the need to offer things with strings attached in order to get ahead but that’s not always the best option. The door will still open if you are generous and give more to other people. The goal in sales is to help others and to give them solutions. “The Best Sellers in History Series - Oprah Winfrey'' episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio pro

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales. Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales. Back then, there were still no women in sales. She was young and inexperienced then. So, she followed what the other salesmen did. As a woman in a male-dominated career, she often felt intimidated by the men she met. She felt like she wasn’t taken seriously and there were times when she was only asked to take notes or to go and bring the boss. As a young girl, she was taught that being good meant accommodating others and knowing her place. She didn’t realize that the principle stayed with her. She found herself buying into the buyer system. Women not Glamorizing Sales There is a negative stigma in sales. Many women don’t see sales as an effective career. Another challenge is that we weren’t told about sales as a potential career. It’s not something that your guidance counselor talks about. Most times, men are hired because the people in the leadership roles are also men. Sometimes, they don’t even think about women as a good fit for sales. It’s a combination of mindset, what we think, and what those who are hiring think when they are looking for a good candidate. Many are also looking at sales as a stepping stone or a last recourse. This isn’t a good thing for women since women have so many natural strengths that are needed in the sales profession today. Womens’ natural talents in sales To be successful in sales today is much more than just knowing your own products and services. It’s about your ability to connect and understand other people. Buyers today are expecting salespeople to know about their own business as much as they know their own products and services. Women have the ability to connect the dots and figure what the problem is. Women are good listeners and are able to come up with empathic solutions. When it comes to selling, it’s critical to be quiet, to listen, and to ask the right questions. Women tend to be more concerned about others. They have the natural ability to put themselves in the background. Women in sales Women need to work a little bit harder to prove themselves. Sometimes, they need to prove themselves to the person they’re working for. The organization is a huge help for women. It’s critical for the organization to have a selling process that fits women like a glove. Women like roadmaps, they like to have direction. When they follow a process, they are able to have personal presence and they’re more likely going to win a deal. Often, the right system for women is when there’s no pressure. Women need to work on their personal presence. They need to put a system in place. Change the things that prevent them from achieving more. Learn to take control of the conversation. Lorraine’s Sandler Training helps salespeople develop a mutual agreement between your objective and what the customer/client wants to cover. Having the upper hand in the conversation allows you to have more confidence. Even with the slow progression in sales in terms of perceiving women, still, women have come a long way. Many women are becoming more successful in sales. “Leveling the Playing Field for Women in Sales” episode resources Follow Lorraine Ferguson on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling seller

Women are strong willed individuals who can thrive in the male-dominated sales industry. Today’s guest will help us understand how women can thrive in the male-dominated sales industry. Thriving in the male-dominated industry Cherilynn Castleman released a book entitled, What’s in the C.A.R.D.S: Five Post-Pandemic Sales Strategies. She’s been in sales for over 25 years and was able to experience the global financial crisis in 2008 first-hand. When she first started selling, salespeople used to spend 20% of their time building relationships and 80% on sales. This book talks about doing the opposite. 80% of the time should be spent building relationships while the other 20% should be focused on sales. The book is about how to connect and build relationships with other people. It’s about collaborating with clients and becoming more emphatic. The Perfect Time to be a Woman Harvard Business Review released a study in May 2020 that women outsell men after a crisis. Women, by nature, are emphatic, collaborative, and open-minded creatures. The best time for women to go into sales is right now. For Cherilynn, there are three levels of listening: Restaurant listening - it’s when your brain thinks a 100 miles a minute. You think of what food to eat or what food you had last week. A lot of salespeople sell this way. They’re very knowledgeable, so when their client starts talking, the sales reps are already answering every question in their heads. Reflective listening - We’re taught this in school. It’s when sales reps reflect what it said back to the clients. They’d reflect the conversation and then they present their pitch. Empathic listening - this is listening between the lines and listening to the words that weren’t spoken. You do this by muting your brain and taking deep breaths. This will allow you to focus on what’s being said and what’s not being said. It allows you to connect to the people talking on a deeper level. The 4 Fs Ask people about the four Fs: Ask them what it was like for their first day of the pandemic. Were they worried about their job? About their production? Ask them what it was like the first time they were doing what they’re doing now. Then, listen carefully. Ask them about their failure. Ask them about their future. Ask them about their finest moments. Any sentence that starts with an ‘I’ is not being empathetic. When you talk to clients, always be present and be where they are. Be with their frustration and then allow them to formulate a solution with you. It’s not that people hate Zoom calls; it’s more like they hate the way you run Zoom calls. You have to be authentic. Women are okay with being a little bit vulnerable as opposed to men. Make yourself relatable. You don’t necessarily have to be formal and take on that sales voice every time you jump on Zoom. Pause, figure out your superpowers, and leverage them. Right now, sales is about being open-minded, about being strategic, and about helping the clients come up with a vision. “How Women Can Thrive in the Male-Dominated Sales Industry'' episode resources Connect with Cherilynn Castleman via LinkedIn. You can also check out her website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our

It’s a common problem among workers in many industries. The question remains, why are women sellers paid less than their male counterparts? Let’s talk about this subject in today’s episode. Being in a woman in sales Jaunai Walker has been in the sales field for almost 20 years. It was her first job after she finished grad school. By 2007, an opportunity opened up and she landed a role in medical sales. Women being paid less isn’t only because of other factors but also because of ourselves. Jaunai suggests that it’s critical to learn to look at ourselves as women and see what we put out there. For most women, the stigma about what salespeople are remains in the back of their heads. Another factor is that at the interview part, women sell and promote themselves less than men do. Women don’t want to be seen as boastful, so they present themselves as heart-centered as they often do themselves a disservice. Women are seen as less confident compared to their male counterparts and because of that, they are often seen as less competent. Women also don’t ask or negotiate as much because women don’t want to be seen as pushy. Jaunai feels like that’s because of the fear of not being enough. Bridging the gap Women have these different personalities. They take on different faces when they’re at home or when they’re selling. There is a need to bridge the gap between the two. Bridge the gap between who women are out there and who they are in every aspect of their lives. It’s a proven fact that women are better closers than men so women have to channel that confidence. Don’t be afraid of a sales career. Everything you have right now from every industry wouldn’t happen without being sold. Even those things that aren’t seen, like ideas. Women have to be bold so it’s time to claim it. It’s critical to stand out and step up. “Why are Women Sellers Paid Less Than Their Male Counterparts?'' episode resources Follow Jaunai Walker on Linkedin. Check out her sales program, Perfect Your Pitch: Irresistible Sales Conversations that Convert for Heart-Centered People Who Have Heart Centered Businesses. Just give her a beep on LinkedIn! Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Imposter syndrome is common among salespeople, and it chooses no gender. In this episode, however, let’s learn how imposter syndrome affects women in sales. Melissa Oakes truly believes that she changes people’s lives. Although many don’t share the same thought, being able to bring people back to a time in their lives where they were happiest is a huge accomplishment. In the Hair Club, her team gets to help people feel good about themselves every day. It’s not just about the hair; it’s about what people can do for themselves to make their lives better. From having a better hair day to having a better life. Starting Hair Club It started out as a Hair Club for Men where almost all the salespeople were men. Melissa was one of the first female consultants. She also shared the negative stigma of salespeople then. Personally, she didn’t want to become a salesperson due to that stigma. When she did get into sales, into a male-oriented industry, she felt like she always had to overcompensate. She felt like she needed to do things right because she had something to prove. The Imposter Syndrome Imposter syndrome leaves you feeling doubtful and dealing with other negative emotions. Doubting whether what you do is enough; whether you are good enough. It was a challenging time for Melissa because it prompted her to take things personally. When she faces objections, she takes it as an attack. For men, they can just move on. The same isn’t true for women. Melissa always got into her own self-talks and eventually she realized that her doubts were making the sales process more about her and less about the person sitting in front of her. She realized that she couldn’t help other people if she remained in that state. The rejection she experienced didn’t motivate her. Instead, it piled up a lot of doubts in her head. Going over that state not only helps you as a salesperson, but also the people you’re trying to make an impact for. Melissa learned to turn that No into a Not Yet. It helped her follow up with someone and make sure that she is in contact with them, building relationships and connections with them. She learned to focus her attention on the people she’s helping and on what she could do for them. It’s important for new salespeople to be genuine and be authentic to themselves. Sales is about making connections so be genuine in your own way, and build connections in a way that works for you. Giving quality service is about finding out what the person needs from you or how your business/service/products help them. We need to care more and show that personal connection. We also need to celebrate the little wins because that will get you out from whatever feeling you’re in. “How Imposter Syndrome Affects Women in Sales” episode resources Follow Melissa Oakes on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online lib

Sales is a huge industry and it’s big enough for both men and women. However, the number shows that there are few women in this career. In this episode, we will talk about the reasons why we need more women in sales. Women in Sales Women are the best in sales. There are very few women in sales then and the number hasn’t improved much over the years. As a woman or a salesperson in general, you need to think of what you’re selling and how your buyers are. There are many categories where women are the primary decision-maker and buyers. Companies should see the need to have a salesforce to represent who the buyers are and 50% of the buyers are women. This is especially true for categories where products are more female-oriented. Having more women in sales also promotes diversity of thoughts, thinking styles, and perspectives. For the last 25 years, there have been more women in sales. There are also industries where women are the dominant sellers. In most times, it’s up to the manager if they give women the opportunities to be out there and represent the product. The truth is, it’s not just about having more women in sales. It’s more about the broad scope of diversity. That includes gender and race. What you need to be in sales Sales is not just about having graduated college. Sales is about understanding relationships. You don’t need to graduate with triple masters to be equipped with soft skills. You can be a great salesperson even when you didn’t have an MBA. Tiffanni stumbled into selling by accident. Her mother didn’t have the most positive response the first time she told her that she wanted to get into sales. It was later on that her mother realized that everything worked out for her in the end. There is a gap between men’s and women’s pay. There’s also a gap of pay between language and race. If you are a manager, you need to line up your team and see if there is a gap and how much the gap is. It’s time to shore it up and decrease if not totally eradicate the gap. Tiffanni was courageous and she followed what she believed in even when she had to give up a current position to be able to move further in her career. She kept stretching herself and kept learning more. Most importantly, she took the responsibility for her decisions. She’s now in a different part of her career. Instead of keeping moving forward, she’s now in the contribution mode. She helps others by sharing her journey. For beginners, it’s imperative that you understand the process, know yourself and the things you’re good at and use these things to your advantage. “Why We Need More Women in Sales” episode resources Connect with Tiffanni Bova via LinkedIn, Facebook, and Twitter. You can also read her book, Growth IQ, and follow her podcast called, What’s Next with Tiffanni Bova. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Registe

Working in the sales space, Donald Kelly has met a lot of people who impacted his journey one way or another. In this episode, he talks about how women leaders have impacted his sales career. Women in Donald’s life who made an impact Throughout Donald’s career, he has met several women sales leaders who guided him and helped him persevere. While he was doing the Accidental Seller Series in 2019, one of his first guests was his mom. While she didn’t have experience in a traditional sales role, she ran her own shop in Jamaica and that taught her valuable sales skills. Donald’s mom was a dedicated person and today, she still has that passion and drive. This mental attitude taught Donald to work hard and take advantage of the tough times. It also taught him not to give up too easily. Donald’s Aunt Ivy also helped him. She raised him for a while when his Mom came to the United States. He saw how hardworking and creative she was. She bought things in America and sold them back in Jamaica with a margin. She was one of the successful entrepreneurs in the community. The next person who helped and pushed Donald is his wife, his better half. Donald’s wife taught him to be better. She taught him to do his best and to walk the extra mile. Women Leaders in Sales who influenced Donald Laurie was one of the women sales leaders who impacted Donald’s career as well. She was in a software company where most of the employees were men. Laurie, however, was able to stand on her own. She was one of those individuals who could find the problem, identify the problem, and solve it. Donald also worked with Lisette. She’s now with the upper management of a large tech company in South Florida. She’s able to use her problem-solving skills and ask effective questions. She’s also a great student who easily understands the clients’ needs and their pain points, and she has a great way of helping them solve their problems. She understands their business and she sounds like an insider. Women in sales The Harvard Business Review reported in 2019 that the B2B sales landscape has been shifting in ways that favor women in sales. It said that 86% of women achieved quota compared to 78% of men. Both women and men choose the same seven capabilities but they differ in the ones they emphasize. Women emphasize connecting, shaping solutions, and collaborating with others. Men, on the other hand, relied more on improving and driving outcomes. “How Women Leaders Have Impacted My Sales Career” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals or call us at (561) 570-5077. We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/mark

Salespeople know that objections are a big part of sales. In this episode, Brandon Bornancin talks about how to effectively handle objections during discovery. Objections in the discovery phase There are two things you need to become a millionaire: one, a massive list of everyone you need to sell to, and two: the ability to master and anticipate sales objections. Brandon became obsessed with sales objections and sales objection scripts. People don’t talk much about it because they’re somehow showing their weakness. Some salespeople believe that they shouldn’t overcome objections. Salespeople shouldn’t battle it out with prospects. The truth is if you have a product that would help the clients’ lives for the better, you need to learn to overcome their objections. Overcoming objections is very much like playing a Super Bowl championship game: you need to be prepared. You need to have all the plays, the strategies to address their objections, and you need to learn most of the possible situations. Overcome the objections Brandon makes his team write objections in a Google doc because it automatically creates outlines. There are only fifteen typical objections and we usually just face five of these every single time. Write down every sales objection and write out the script to overcome every single one of them. The scripts can play differently every single time. All the different scripts are different plays that you can customize. Write the scripts for every single objection. Have them handy, memorize them, study them, rewrite them, and practice them every single day. Use them as much or as little as you need. Customize them in a way that would best fit a certain situation. This isn’t a one-size-fits-all kind of thing. You don’t have to use it exactly as it is; use parts of it. Slice and dice your scripts depending on the kind of objection you get. Your script is your roadmap. You can use it to overcome the objections and build up your value to the end of the sales journey which is the closing. The number one objection is: I’m not interested. This is the most common objection that you hear. If you don’t learn how to do that, then you’re failing the number one objection in all of sales calls and every sales pitch. When prospects say that they’re not interested, it simply means that they’re not seeing interest enough to commit their time and energy. When a prospect says that he/she is not interested, you need to dig in and figure out why he/she isn’t interested. It’s always important to dig in a little deeper. Brandon and his team created Seamless.ai for account-based selling. The best way to email a list is to pick a niche to reach. You can pick a persona in an industry with one pain point then write a personalized pitch to that person. You can send this pitch to the niche and when they get that email, they’d feel that it is personalized and relevant. People from the same niche typically have similar pain points. You need to address that pain point. “Discovery: How to Effectively Handle Objections During Discovery” episode resources Follow Brandon Bornancin on LinkedIn. You can check out Seamless.ai as well, the world’s first and only real-time search engine for B2B contact information. Read one of his books, Seven Figure Social Selling: Over 400 Pages of Proven Social Selling Scripts, Strategies, and Secrets to Increase Sales and Make More Money Today! Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two mo

We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds. The beliefs in Sales Salespeople don’t come from a place of selling. Rather, we come from a place of serving. The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there is clarity and simplicity to your offer. The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes. The use of questions is critical in sales. The way you ask questions builds up authority and credibility. Before the leave-behinds You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation. It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility building support. The importance of leave-behinds The higher the value of what you’re selling is, the more customized your leave-behind should be. It can be an actual presentation, or anything that would provide added value. You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt. It matters what you leave behind. How you handle the objections on the spot is a measure of how good of a salesperson you are. Think about the top four objections why people don’t say yes and prepare for them. To be a great salesperson, you need to understand human beings. It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have. Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them. “Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources Connect and follow David Keesee on LinkedIn. You can also visit his website, David Keesee. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

We already know that the discovery meeting is an important part of the sales process. In this episode, we’ll talk about the best ways to structure your discovery calls and improve outcomes. Structuring your Discovery Calls Salespeople accomplish more selling by how they structure and conduct the discovery meetings. You accomplish more by how you ask and how you pitch. Discovery precedes presentation. We first need to understand why we’re doing this. You need to get the customers comfortable with you. You have to build credibility so that the customers and potential clients are willing to talk to us. Salespeople are not “Yes-man” people. We need to level the playing field. We can’t go thinking that we’re winning the deals by scoring obedience points. It’s critical to understand the purpose of discovery. Salespeople have two missions: To produce the most value and the best outcome for the customers To give ourselves the best chance of winning the deal There’s this obedient salesperson in us that tends to break the rules if an interested client comes in. We skip the discovery meeting phase and go directly into the sales journey. But this sends out a message that you don’t care much about the discovery phase. It is important to own the process. Let the customers jump through some hoops. Let them know that they also need to do their part if they want to partner with you. Without the discovery process, you won’t know what they need and you won’t be able to tailor your presentations when you’re talking to people. You also won’t be able to understand how they make the decision. As salespeople, we need to understand their pain, their frustrations, and their challenges. “Discovery: Best Ways to Structure Your Discovery Calls and Improve Outcomes” episode resources Connect and follow Mike Weinberg on LinkedIn. Grab a copy of his book New Sales Simplified. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

This episode is sponsored by: Skipio - Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com. NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. We’ve talked about the importance of the discovery meeting in the previous episode. This time, Jeff Bounds talks about the powerful questions to ask during your discovery meeting. The discovery meeting conversation The drama Glengarry Glen Ross and all the other movies impressed on many the importance of closing. People are buying closing books and closing materials because that’s how we have been preconditioned. People see the close because it's part of the exchange. It’s the part that you see below the tip of the iceberg. Without discovery meetings, salespeople are just seeing the clip and not the story. Jeff talked to hundreds, if not thousands, of salespeople and he saw that the biggest ingredient that many don’t appreciate is the use of appropriate questions. Many salespeople also don’t think much of what’s in it for the buyers. These things prevent many from going to the next level. At the end of the day, it’s not about you. It’s about them. It’s not about what matters to you but on what matters to the buyers. Most salespeople often assume: we assume that we understand the product, we assume that we know what the buyers want, and more. The assumption is one of the worst things that you can do because 9 out of 10 times, you can be wrong. Without probing and without asking the right questions, you won’t be able to find out what your prospects are trying to accomplish. Salespeople continue to use the canned sales pitch even when it doesn’t often work. At the end of the day, it comes across as inauthentic and people can see through that. People process visual images at 10 million bits per second. In that sense, salespeople are artists and we all need to paint a good picture for our clients. Ask the right questions Salespeople need to ask the right questions and often, these are difficult probing questions to ask. The hard questions allow you to anchor on the objections before they even happen. Try to get into the emotions of the prospects because people buy on emotion and then they justify it with logic. Roleplay is one of the best things you can do to prepare yourself and other salespeople in your team as well. Jeff shares this quote, ‘Prepare more and practice, then you’ll bleed less in war.’ It means preparing yourself well and leveraging your power of prediction in any aspect of the sales process. No matter what you’re doing, before you pick up the phone and make that call, you need to understand the space, the pain points, and what’s going on in the marketplace. When you’re calling with the clients, you’ll be able to provide valuable information, ask the right questions, and bring up ideas to get the conversation going. What you need in the discovery process You need clarity and you need to understand from the prospects’ side, especially their gain and the things they want to accomplish. Try this little exercise: Get a piece of paper and write down three things. These are the reasons why people aren’t buying from you. These are the things that prevent you from getting the deal. Fear Uncertainty Doubts Discovery: Powerful Questions to Ask During Your Discovery Meeting” episode resources Follow Jeff Bounds on LinkedIn. You can also check out his website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.Try Skipio at www.Skipio.com. This episode is also brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: the prospecting side and the closing side. The prospecting side is the hustle part that many salespeople don’t care for as much. The closing side is when the transaction is completed. Another critical part of the sales journey is the discovery meeting. Sometimes, salespeople assume things about their clients and prospects without checking in with them. They go to the presentation right away and do it beautifully, too. They are taken aback when the prospect doesn't close the deal with them. For Donald, the discovery part of your sales process is more important than the close. Without discovery, you won’t be able to close. You have prospects that do not fit your product and services. There could be any number of reasons why these prospects are not a fit. Probing, digging, and getting information will help you disqualify prospects. Salespeople should focus more on disqualifying the prospects instead of trying hard to quality them. You want to get rid of the ones that don’t fit the bill to focus on the ones that do fit the bill. Discovery meeting allows you to do the following: Understand the needs of the client and understand our capabilities. We understand how they’re going to make decisions for our solution. We understand what they know and help them implement the solution. Lastly, it allows us to understand who will make the decision and the money they’re going to spend As salespeople, you need to understand and establish that there is a need rather than hear them saying that they’re doing research and they’re trying to figure out what works for them. The first phase is to disqualify the prospect. Ask them questions and figure out if they have a need for your services or solutions. Your second phase is the demonstration and the proposal. You shouldn’t be overcoming major objections at this point because you’ve already done that in the discovery. Some salespeople make the mistake of becoming too focused on the discovery process and then don’t keep that attention throughout the process. Your goal is to have natural conversations with the buyers and give them a valuable purchasing experience. Doing effective discovery is difficult work. It requires you to ask adult questions and have adult discussion but these conversations will help you take out the objections. “Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.

This episode is sponsored by: Skipio - Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com. NetHunt - NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse Diversity is a result of numerous kinds of efforts, and we’re focusing today on underrepresented sellers. As a sales leader, how can you offer a hand up to underrepresented sellers? Marchello Arcelay is a waste stream analyst in Metro Atlanta and he works with small to medium sized companies to provide them with sustainable waste solutions. He helps small to medium sized restaurants or Fortune 500 companies who want to reduce their carbon footprint. He also has a show called Cocktails with Chello and he streams it live on Facebook, YouTube, and LinkedIn. Helping new and underrepresented people You have to exercise caution when helping people of color in the sales industry. Help others with willingness and an open mind. It’s important to create different milestones to ensure that the people you are helping are on track. When you help others, you just don’t help them with a certain aspect. Your goal is to help them through the entire process. You don’t just give them the tools without teaching them how to use them or without giving them a follow-up. It’s equally important that you hold them accountable for the milestones that you give them. You don’t need to go straight away to help. First, you need to build trust and rapport. Go for a casual conversation at first. You can also use social media platforms. Create groups and promote them to your network. Tell them about your goals of helping other people, especially those who are new to sales or those who are from underrepresented groups. Don’t limit your help and offer to people of color because then, you’re not promoting diversity and you won't get the momentum that you want and need. “Diversity: How Can I Offer a Hand Up to Underrepresented Sellers?” episode resources Connect with Marchello Arcelay on LinkedIn today. You can also check out his YouTube channel here to see his show, Cocktails with Chello. You can also call him at +678-683-9136 Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Skipio. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Get one month free on an Individual plan with code TSE, or, 2 free seats/licenses on Teams. Try Skipio at www.Skipio.com.Try Skipio at www.Skipio.com. This episode is also brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today → https://nethunt.com/tse This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudio

The conversation about building a diverse sales team is an important one, and in this episode, Donald Kelly hosts a roundtable discussion about why a diverse team should be built. The importance of a diverse team Without a diverse team, you are missing out on the insight that you need to work with the diverse buyers out there. There’s not just one type of buyer; there are diverse types of buyers especially in the technology space. A company with just one type of person misses out on the connection with so many different people. Driving for maximum outcomes means capturing the perspective of diverse buyers and relating to them. Without diversity in your organization, you are limiting the creativity, flexibility, and performance of the team. The same is true for sports managers who aren’t open to diverse talents, backgrounds, ethnicities, and more. Diversity allows everyone to learn from each other. Women, for example, are socialized differently. It’s necessary to have an open mindset and to believe that there’s more than one way to have success. It all comes down to leadership. They must be proactive and intentional in the plans of building diversity. When you are in a leadership position, you have the power to bring someone up or bring someone in that can produce at a high level. Recruiting people is important, and the same is true for retaining them. You need to make sure that you support the new people in your team and that you provide them with a nurturing environment. Changing the policies If you see that there’s a lack of diversity within the organization, don’t hesitate to talk about it and point it out. It’s okay to mention that there’s a person in the team who could contribute to the diversity of the organization. You need to be transparent and ask the members of your team about the things you can do to improve diversity. Even if you’re not a leader, you can still make changes. Ask insightful questions to help the customers think about their strategy and their processes. Do not be afraid of asking the hard questions of your customers. The same should hold true in not being afraid of asking the hard questions to the leaders in your organization. Change is difficult for everyone so leaders need to care. Anita Nielsen advocates using high-impact questions with customers to get to their emotions quickly. People like people who are like them. Likeability is an important part of persuasion. Diversity is life or death. The whole concept of diversity is very important. Diversity is more than just business. It goes beyond it, especially in this day and age. “Diversity: ROUND TABLE - Why You Should Consider Building a Diverse Sales Team” episode resources Follow Anita Anita Nielsen on LinkedIn. Get a copy of her book Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career here. Follow Larry Long on LinkedIn. Dre Smith’s LinkedIn is here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

There are many black women in sales and despite the challenges, they keep on moving forward to have success. Tune in as today’s guest, Cynthia Barnes, speaks of the challenges affecting black women in sales. Cynthia Barnes is the founder and CEO of the National Association of Women Sales Professionals. It’s a member-based organization of women who sell B2B services in a male-dominated industry such as SAAS (Software as a Service), tech, cloud, and others. The organization provides two things to its members: access to laser-focused companies on achieving parity for women in sales and training created by women for women to reach the top 1%. Women’s’ participation in sales Anytime there’s an underrepresented population, there will always be challenges that are specific to them and vice-versa. When women are working from home, they aren’t only employees. They are also mothers and wives. They juggle three or more different roles all at the same time. These women are doing a good job of making sure that they’re staying balanced, but that comes at a price. Sometimes at the expense of their mental health. When women give so much to their company, to their husbands, and their kids, they have nothing left for themselves. Cynthia emphasizes the thought that you can’t pour from an empty cup. You always need to fill the cup to be a rockstar at work, home, and with the kids. Organizations can make a difference in ensuring that their employees are appropriately compensated and given the work-life balance they need. When sales members are well taken care of and they’re engaged, their output greatly improves. The money organizations put into their employee care is an investment. The expression, ‘Happy wife, happy life,’ is also applicable at work. If women in sales are happy, engaged, supported, and heard, they’ll be able to perform better. As it is, women already outsell men by 5%. With that support system at work, women can do so much more. Challenges women face in sales Sales leaders who did not grow up with a diverse background will less likely prioritize diversity, equity, and inclusion because it’s only thought to get more revenue, not an actual idea where they feel and see tangible results. With the racial and systemic bias in the previous year, many companies wanted to get women in sales. They wanted not only black women but also the other underrepresented minorities. The problem is that there are no programs in place to elevate women in sales. They only attract them but they do not make an effort to retain them. There are still no organizational changes that make the women feel respected, welcomed, and represented. When it comes to bringing in more diversity to the table, all you often see is a team of leaders who are all men. Women are leaving the workforce because they can’t be a wife, a mother, and a teacher at the same time. It’s about creating a culture of belonging. Women should have a voice at the table, not just a seat. They need to be heard and to be treated fairly. Breaking the barriers There should be more women in leadership roles. As a leader of an organization for women in sales, part of Cynthia’s responsibility is to empower women to have the right mindset, get the right verbiage, and build awareness around microaggressions. Women shouldn’t sit idly waiting for the opportunities that they’ve already earned. Women should be the change that they want to see. “Diversity: Challenges Affecting Black Women in Sales?” episode resources Connect with Cynthia Barnes on LinkedIn. You can also check out their official site here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "

Diversity and inclusion are important in sales but what do these things mean exactly? In today’s episode, Stephen Hart and Sharon Manker are joining Donald in talking about what diversity and inclusion mean in sales. Diversity and inclusion in sales Diversity is being invited to the table and inclusion means having a seat at the table to participate in whatever opportunity there is. It’s not just about getting the seat at the table but it’s also about having the equity component. We need to break down the unconscious biases that we have. We need to employ true diversity, equity, and inclusion not only in the sales team but also in an organization as a whole. For the black men and women, what the media portrays of us doesn’t really represent who we are. Growing up, you may have developed a certain mindset towards people of color and that translates into the workplace. Naturally, you gravitate towards the things that you know and what you’ve been taught. There are biases that we were brought up with that we need to check at the door. Getting over the things that you’ve been taught is an uncomfortable conversation. There’s a need for willingness and openness to have these difficult conversations. There are things that you can do to change the cycle and have more diversity and inclusion in your organization even if you’re only a small group. Shaping the culture Culture is very important. Sharon’s organization is very committed to the culture of inclusion and diversity. They recently hired a Chief Diversity Officer, an initiative that highlights the differences. There's self-reporting that employees can do. You can go and report that you’re an LGBTQ without any repercussions. You need to be comfortable in the skin that you’re in when you go to work. Organizations should encourage people to have difficult conversations to ensure that the culture is sustainable. It needs a top-down approach where people at the top invite everyone to be heard. The goal is to create an environment in the workplace where everyone can talk about the biases and differences. Every member of the organization should be able to see each other and be able to show empathy. Organizations should champion training everyone on unconscious biases, on how to talk about difficult conversations, and how to be advocates. Expanding the workforce for people of color At the end of the day, you're going to hire the most suitable person for the role. But it’s also important that organizations represent society and have different perspectives in the team. If everyone is looking through one lens, then you’re missing an opportunity. The more you know, the more you grow. In sales, the more you know of the things that you’re trying to achieve, the more likely you’ll get success. Unless you have a diversity of thoughts in the team, you won’t have innovation. Unless you are inclusive, you won’t know what else is out there. “Diversity: What Do Diversity and Inclusion Mean in Sales?” episode resources Connect with Sharon Manker on LinkedIn. You can also connect with Stephen Hart on LinkedIn, Twitter, Instagram or visit his site here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Men

In matters of diversity, salespeople can’t help but sometimes ask,’Do Americans have racial bias with who they buy from?’ Kwame Christian has both a law and business background. He understands the issue of whether Americans have a bias from who they buy from, and he is doing bias training to help companies understand the importance of knowing humans on a deep fundamental level. The existence of bias In truth, everybody has biases. It is a by-product of a naturally functioning brain. Bias doesn’t make you bad. It only becomes a problem if you are aware of your biases and you don’t do something about it. It’s important to raise awareness to help people make better decisions. Americans have biases with the way they buy. Salespeople need to determine what those biases are and create strategies to try to work around them. Biases cut both ways - there are positive biases and negative biases. You are more likely to know, like, and trust people who are like you and people who are represented frequently in the media. The reality is that regardless of race and color, we all share the same media representations repeatedly. It’s not only the Caucasians who would favor white people, but even some people of color also favor white people too. Changing your perception The change has to start with self-awareness because you can’t do anything about any obstacle unless you know that it exists. As a salesperson of color, you need to be aware of the bias working against you. You need to learn how to tip the scale in your favor in terms of the positive bias. Salespeople of color need to be more mindful in creating unique opportunities to make positive touchpoints with the people they want to work with. Spend a little more time building rapport and making people feel comfortable. If a white salesperson allocated three minutes for pleasantries during a call, then a black salesperson needs to allocate seven minutes for pleasantries before moving to the business side of things. You need to make more effort at the beginning of the interaction to ensure that the person you are speaking with feels comfortable with who you are as a person and what you bring to the table before you transition to the other side of the dialogue. Once they recognize that you’re legit, that you have intelligent quantities and value, then pushing through the barriers will become easier. As a white buyer, you need to recognize how your bias impacts your decisions. “Diversity: Do Americans Have Racial Bias With Who They Buy From” episode resources Connect with Kwame Christian on LinkedIn and check out this podcast as well. If you want more tips on how to be a genius in negotiating, check out their official website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The sales space is a huge industry but it needs more diversity. In this episode, DeJuan Brown talks about how we remove the barriers to sales for people of color. Studies show that 78.9% of salespeople in all industries are white, 11.2% are tan, and the remaining percentage is divided into various ethnicities. There is so much success in sales but there are barriers - both visible and not so visible to many. The barriers in sales Job descriptions can become a barrier, especially for black people. These are individuals who do not have much experience in a specific space. Some jobs need 7-10 years of experience before one can even get a nod for an interview. There’s also the perception that sellers don’t make money and that a career in sales is just a plan B, C, or D. In some communities, there’s still a stigma on salespeople. They’re the ones you shut your door to, they are the car dealers, the door-to-door insurance man, and other undesirable roles. Changing the mindset Sales leaders and professionals who have experienced in sales and who have seen saw how it can could support families for generations have to be vocal. T, they need to speak up, and start talking to break the stigma. Salespeople who are achieving success in the sales world need to put their success on display to attract other people into the sales space. It’s essential to help these people to make it in sales and get themselves past the door. Some people already have the skills to get into sales and succeed in it but they lack the right mindset. As sales leaders, your goal is to put that spark in them, to bring them along for the ride, and teach them what they can do. There is a need to attract a new generation of salespeople and when you do that, you need to have a place for them to grow. They need guidance on how to navigate the sales space to avoid the pitfalls. Job description is a barrier and many companies today are eliminating cutting people off right off out the bat because of it. Organizations are looking for years and years of experience that many do not have. What they do have is the right attitude but they don’t get to show their tenacity off because they’ve been cut off by the experience requirement. Young black people who want to get into the sales space need good mentors. They need to be taught the truth that sometimes companies are looking for people who can do the job right and who have the right attitude. Aspiring salespeople need to lean into communities, gain get confidence from their mentors, and have the humility to ask for help in improving their skills. Companies right now are looking for ways to make gender-neutral job descriptions. DeJuan, however, would like to see that same effort to create job descriptions that wouldn’t box people out. DeJuan encourages sales leaders today to keep learning from the people before them, to keep learning and sharpening one another, look for ways to help others get into the sales space, and ensure that these new salespeople are properly equipped. “Diversity: How Do We Remove the Barriers to Sales for People of Color?” episode resources De Juan and other great minded individuals who were also mentioned in this podcast created a community called Sales for the Culture. It’s a community to attract and empower black people in technology sales. Check out the community on LinkedIn. Connect with DeJuan Brown on LinkedIn, Marcus Knight, and Jacob Gebrewold. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more ab

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important. The sales statistics The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and 80% of people in the sales occupation are white as well. Sales is a great field and a huge one. There is still so much space and room for more people. Three reasons why diversity and inclusion are important It helps you understand your clients better. A study of the Harvard Business Review in 2013 showed that organizations with sellers who share the same ethnicity as their clientele were 152% more likely to understand their clients’ needs better. Putting people of the same culture and ethnicity creates a connection that would help the sales progress. Clients and prospects are more at ease and relaxed when they speak with sales reps who share their culture. It improves employee engagement A Gallup poll in 2018 shared that companies with engaged employees achieve 4x the growth of their competitors. This means that if the employees are engaged and they’re enjoying the atmosphere, they are bound to grow. Building connection is hard but if you have a diverse team, there is better engagement among team members and it encourages participation. Every member of the team will feel understood and will feel like they belong, Based on the study, organizations lose about $480 billion a year in productivity because of disengaged employees. Increase in market share The diverse sales team reports a 40% increase in their market share. There can be many contributing factors to this including the fact that your team can go to different communities and areas to look for people they can connect with. Have a good mix of people in your team and build it in a diverse way. “Diversity: 3 Benefits of Building a Diverse Sales Team” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this day and age, how can salespeople schedule appointments when so many people are working from home? Tune in as Maddy Martin talks about prospecting in the modern sales world. Scheduling appointments in the remote working scene The work-from-home setting has a huge impact on sales especially in website chat messages, missing calls, and others. The impact is also apparent with what your next steps will be for the leads that are coming through. Every single call and chat is precious. This truth makes you realize that how you do in that first conversation is the most critical step. It’s important to take that first incoming call or you do something about the first message. Salespeople have to be ready to respond and answer the calls at all times because your follow-up and other efforts will be in vain when you don’t take the first opportunity that prospects present to you. There is a debate between profit and productivity. There’s a question of whether you can interrupt your day for every inbound new lead. Screening and then scheduling are the most important workflows that you need to do to determine if you’ve asked the right person and identify if the prospect is right for the business. Sales is all about preparedness. It’s important to lock in the prospect by scheduling it in your calendar. You can’t be available every second of the day but you can be open to having the appointments scheduled to be able to prepare properly. Create a system that allows you to do other sales activities and let other people help fill in your calendar with qualified leads. You need to focus your energy on walking people through your business to the point that they’re ready to sign an agreement with you because nobody else can do that better than you. There are several tools for scheduling available today - Calendly, Acuity, and ScheduleOnce. All these are only for a few bucks a month. With these tools, you don’t need to spend so much time hiring new people. Make sure to have a quality lead list to begin with. Know your target audience and your ideal client profile and hone that. You can give that list to Smith.ai, a superior virtual receptionist, and they will do the outbound calls for you. At the moment, Smith.ai does social via Facebook Messenger. Most times, your ideal clients are busy during the day. On these remote-working days, you need to be available at that time when your prospects and clients are available. Always be on the channel where the conversations are happening about your business. This may be Facebook groups and pages. These groups are active throughout the day so look for clients there, know what they’re talking about, their concerns, and be a part of the conversation. One effective approach is to give your prospects a video that would help them prepare as well. Businesses that charge for consultations can integrate a payment system as well or attach an invoice link that prospects or clients can click into. When scheduling an appointment, it’s best to ask a couple of questions ahead of time to establish expertise and control. Your goal is to establish your position in the relationship properly. “Prospecting: Scheduling Appointments When so Many People are Working from Home’” episode resources Connect with Maddy Martin via LinkedIn. You can call 657-276-484 to start your Smith.ai experience today. Use the code sales evangelist to get $100 off for the first month. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sal

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “How can I tell when it’s time to consider a prospect close-lost?” Learn more in this episode. A close-lost deal For Guil, a deal is never lost in the sense that once you start building a relationship with someone, you should keep that relationship alive for as long as it takes. Some prospects need more work and time than others. It’s not a closed deal when the prospect has been qualified after you’ve done your discovery call and you’ve seen that there’s a huge opportunity there. It may only mean that the prospect needs more time and push to get converted. In this case, it means that as a sales leader, it’s your responsibility to take the lead. Salespeople must be clear of their next steps. It’s not enough to hop on a call with a prospect and just bid them goodbye with a promised email sent to their inbox later on. You need to be clear of what you’re going to do next whether it’s scheduling an appointment with the prospect or others. Most salespeople make the mistake of not planning ahead and not putting a timeline to their plans. Instead of deciding that a deal is dead, it’s better to put the prospect in a nurturing funnel where they get a monthly email from the company. It may be valuable content relevant to them or just actionable tips they can do. It’s not advisable to put the prospect in an inbound machine when the deal is taking too long. Don’t make the mistake of deciding that a prospect is dead when you haven’t done your research. In the end, you may be ending a deal without knowing that the person you were talking to wasn’t even a decision-maker in the company. Focus on building relationships and focus on discovery. Build your personal brand on LinkedIn and let people know what you do and what value you offer. A deal can be lost for a specific moment but it might not be lost forever. The end game is always building relationships and bringing in value. When a salesperson loses faith in the relationship you’ve built with the prospect, then that can be a sign that deal is lost. Remember, you don’t need to proverbially bend your knee or do what you wouldn’t do just for a deal to happen. Don’t waste your effort and time on prospects who don’t share and appreciate the value you bring to the table. You don’t need disappointed customers. What you need are clients who are satisfied and happy with the services you offer and who would potentially refer your business to other people. “Prospecting: How can I Tell When It’s Time to Consider a Prospect “Close-Lost?” episode resources Follow Guillaume Moubeche on LinkedIn. You can also check out the tool, lemlist. A tool that allows you to send effective cold emails that get attention. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Not all deals come to a close, so when a deal doesn’t close, how long should you wait before re-engaging the prospect? David Perry speaks in length about closing in today’s episode. Re-engaging the prospects David is a big fan of value selling. Value selling is part of the training that enterprise sellers can go through. It is a value-based approach which is a seemingly simple framework on the surface but with a lot of power behind it. Looking at frameworks is helpful when conversing with other salespeople or whoever is involved in the deal. The more you look at the framework, the more you are able to see the things that are taking priority in the organization at a given moment. There are top three reasons why deals don’t close: The lack of access to power Timing The lack of articulation of value or tying it to the key master sector business issue Sales reps, however, have a whole array of reasons why deals don’t close. Value selling is very difficult since every customer has their own view and perspective of what value is. You need to be able to translate that value for it to be considered value for the overall organization. Before re-engaging the prospect, you will want to make sure that the team has a clear idea of what the gap is. Brainstorm with the team about the issues and forecast the additional risks that you will have when you re-engage with a prospect. All the issues with the deal must be discussed with the rest of the team no matter how minute those issues may be. When you are having a problem re-engaging the prospect even when the deal is almost at the end of the line, it’s good to take a step back and identify the bad signal and whether it’s the lack of access to power or something else. At the end of the day, your first step is to call or email the prospect to try and get back on their calendar. Chapter 11 of David’s book, Game of Sales: Lessons Learned Working at Adobe, Google, and IBM, lists all the value sources that you can use as hooks for re-engaging and catching the attention of your prospects. With huge deals and with so much at stake, it’s normal to feel like the deal is dead several times over. Reaching an impasse doesn’t mean that you have to let go of the deal. It’s important to always be prepared no matter who you meet, especially if you are meeting with the executives. Make sure to learn what you can before the arranged meeting. Identify their style and make sure to adapt and adjust. Make sure to highlight the risks of the deal to the executives. Transparency is important. “Prospecting: When a Deal Doesn’t Close, How Long Should I Wait Before Re-Engaging the Prospect?” episode resources Follow David Perry on LinkedIn. You can also check out his book, Game of Sales: Lessons Learned Working at Adobe, Google, and IBM on Amazon or get the PDF here. You can check more resources here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him. Fred suggests for salespeople to relax and stop stressing themselves out looking for the right strategy and method. He uses the acronym WIIFM or What’s Iin Iit Ffor Mme. This is his magic in selling anything to anybody. Nobody wants to be sold but everybody wants to buy. You need to first and foremost figure out what your prospect wants. As salespeople, we need to stop looking at prospects as prospects;, we need to start looking at them as potential friends. Most salespeople are educators because they we need to show the prospects why the service or product is to their benefit. People who want what you have won’t run from you. Every salesperson needs to have an elevator pitch. You have to say something that’s going to make you look up. Salespeople often make the mistake of not investing in prospecting. They We invest in other things such as clothes and sales but they we forget to invest in prospecting. If you do prospecting correctly, you will close unbelievably well. Remember that a decision-maker is a person. No matter how big the company you are selling to, you will still talk to the decision-maker. Look at the gatekeeper as the decision-maker to get past the door. Closing the sale doesn’t always mean that the deal is done. It may also mean other things such as being able to cut the cycle in half. It is very important to just be yourself and to create a plan for every meeting and every phone call. Always keep your elevator pitch ready to grab people’s’ attention. Find something that you have in common with the person you’re talking to on the phone. Talk about it with them to keep them in the conversation. The more personal you can get, the deeper rapport you are able to build. Fred’s mentor, Zig Ziglar, said, ‘Forget the canned presentation, go with a planned presentation.’ In whatever sales presentation you do, always ask what’s in it for you and then put yourself in the prospects’ shoes. Think of the things that they want to hear and go from there. “Prospecting: What’s the Best Sales Strategy for Engaging Unresponsive Prospects?” episode resources Connect with Fred Freundlich via his website. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

As a salesperson in sales, have you asked other successful salespeople this question, “Is there magic involved in grabbing the attention of your prospects?” If yes, how did they respond? In this episode, Daniel and Eliott talk about how you can grab your prospects’ attention. Prospecting the right way It’s the basics that help you win the fight and remember that you never train hard enough on the basics. People use their mailbox the least. Their email inbox, Facebook ad LinkedIn messenger, and their text threads ate all blown up with messages. It’s too crowded. Sending something to people via their mailbox is an attention-grabbing technique. Presenting things in a different way disrupts the regular pattern and prompts people to pay attention. Donald and Elliott sent Donald their book but instead of just a book, it was their book in a box. There was a jiu-jitsu white belt in it, a note, and other information related to the book. The mailbox is another perfect way to create curiosity. Sending out something unique will help you stand out and grab the attention of your prospects. It doesn't have to cost much but it should show how much care it took to prepare the package. It’s part of the reason why people are then obligated to see and talk to you because they know how much time it took for you to send the mail. Grab your prospect's attention If you’re trying to get attention in a crowded economy, you need to be different and you need to be doing something new. As a sales rep, you need to be bold. You need to take a bold approach, think outside the box, and to take a stance on what you want to try out. When you get a meeting with a prospect, make it your goal to geek out with them. Follow the five-point of contact rule: spend five minutes on Google, YouTube, Facebook, or LinkedIn profiles of your prospect and look for something that will allow you to genuinely geek out with them. It’s important to build that deep rapport. It means getting a clear picture of who they are, their interests, their attitude, their problems, and more. As a salesperson, try to serve the prospects and give them what they need regardless whether they know or do not know it. Another way to grab the attention of your customers is by creating events as it allows you to make set up your own stage Sales professionals don’t wait for things to come to them, they take action and make things happen. You want to become an expert in your field and you do that by putting great content out there and by establishing yourself as an authority on the industry that you’re focused on. Ask yourself, what else of you is out in the world? Sales is about service; this is the number one reason why people are coming back to you and why they’ll keep buying from you. It’s because they were served, and not just sold to. Develop a powerful system by creating a post-mortem after every engagement and learn the lessons well. “Prospecting: Is There Magic Involved in Grabbing the Attention of Your Prospects?” episode resources Check out their book, Sales Jiu-Jitsu: The Secret Back Belt System for Champion Leaders here. You can also visit the site for more tools. Follow Daniel Moskowitz and Elliott Bayev on LinkedIn too. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: Th

We are welcoming the new year with a new podcast entitled, ‘Selling in Color.’ It’s a new podcast designed to help salespeople weather the challenges in the sales world. Looking back The Sales Evangelist podcast started eight years ago and we’re now at about 1,400 episodes. TSE has also produced about 3.45 million downloads to the podcast. All these episodes have helped many people, organizations, and families to progress. The podcast is a powerful avenue to share ideas. Martin Luther King said, ‘Our lives begin to end the day we become silent about the things that matter.’ Sales is difficult because sometimes, people don’t accept the solutions that you offer them or they don’t realize the problem in the first place. There are so many different opportunities available to us when we come together. 2020 was a tough year: the pandemic happened, George Floyd happened, and others. After Floyd, many people have asked where the black people in sales are. There are black sales leaders and sales reps out there and there are different challenges tied to them. In truth, minorities are facing a lot of challenges when it comes to the corporate scene for selling. Major companies out there do not have diverse teams. There’s too much inclusion in most teams, including sales. Sales is a very rewarding career and you can use it to help your family. According to the Bureau of Labor Management, 79.8% of people in sales are white and 11.2% are black. The other 10% consists of other nationalities. There are many reasons for this. It might be because they don’t realize how rewarding sales is or they weren’t given the opportunity to try a career in sales. There are so many topics unique to minorities that need to be addressed. ‘Selling in Color’ podcast The podcast is launching on February 15. It’s a show dedicated to helping people of color understand more about sales, understand the opportunities, and discuss the challenges specific to the minorities of people of color. It would help minorities to reach out to the right people for mentorship and to get access to quality sales. This is a movement to more inclusiveness in sales and to get more minorities involved in sales. “Introducing the ‘Selling in Color’” episode resources Help out or learn more by going to tsestudios.io/sic. You can also check out other podcasts while you’re there as well. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Skipio at www.Skipio.com. Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real. 85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations. When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in. This was ineffective. Today, salespeople are so desperate that they put their pitches in their connection request message. Salespeople are becoming more and more desperate that they no longer know how to get other people’s attention. Brynne calls it pitch slapping, and it’s not a good approach because it turns people off. LinkedIn has become a platform where people are getting all kinds of notifications left and right. This approach is not only ineffective, it’s also damaging. We all want to have as many conversations as possible on LinkedIn but what we don’t want to do is sell on LinkedIn. When connecting with people on LinkedIn, treat them and talk to them as if they’re on the other side of the table. This is what real-life networking is all about. You would never walk up to a person in real life and right then and there introduce yourself and reach out. The same is true on LinkedIn. Building LinkedIn connections the right way As salespeople, always remember that you need to earn the right to get a conversation. You can’t assume that they want to talk to you when they’re getting several other connections in a day. Connecting with them is not an agreement that they will be having a conversation with you. You need to earn the right to keep moving forward. How? Position your profile as a resource. People will look at your profile when you connect with them. They need to see that you can provide value. Your profile’s goal is to get people to stay. It has to do five things: It has to resonate with your buyer It has to create curiosity Make sure it teaches them something new Ensure that what they’ve learned prompts them to think differently about their current state Let your profile’s content lead to your solution Social selling is about content. Salespeople often make the mistake of telling people how they can help instead of just helping them. Everybody is saying that they can help. Top-ranked keynote speaker Michael Port said that you need to give away so much value that you’re afraid you gave too much, and then give more. You need to use LinkedIn in a way that you are adding value to your prospective clients. 74% of buyers choose the sales rep who adds value and insight, not the one with the lowest bid. Build an authentic connection and let them know that you’re going to be with them. Your connections are your best referrals. You can ask them if you can use the name of the people they are connected with and whom you are about to connect to. Export your connections and put them in a spreadsheet. Do an inventory of your existing connections and see who in the list you can have a conversation with. “Prospecting: How to Convert Your LinkedIn Connections Into Meaningful Conversations” episode resources Connect with Brynne Tillman on LinkedIn and you can also check out the Linkedin library for various resources! Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Are you one of the many sales reps who suffer from imposter syndrome? If so, how can you keep imposter syndrome from destroying your cold-calling efforts? Join Donald as he talks about the subject. Defining imposter syndrome Imposter syndrome is a psychological pattern where an individual doubts his/her own abilities to do something. This then prevents them from acting or doing what they’re supposed to do. One would usually feel the imposter syndrome when they’re doing a task that’s new to them. For example, if you are new to a selling marketing services role but you have very little experience in sales, you may feel overwhelmed when selling your services to large companies. You may feel like a fraud when speaking with Chief Marketing Officers and others. As mentioned, it’s a psychological pattern. It’s a way of thinking that you’re not capable of doing something and that you’ll always be seen as a fraud. The truth about imposter syndrome Imposter syndrome is a belief. With imposter syndrome, your mind creates different situations. In truth, some of these made-up scenarios will happen to you in your sales journey. Not everyone whom you’re going to speak to will buy from you. Instead of looking at the people who will not buy from you, focus on the potential customers who will buy from you. It’s a belief As much as you believe that you’re an imposter, it is better to believe in the opposite. Believe in yourself and believe that you have something good to offer. Look for ways to build your confidence One way to do that is to look at your past customers or the customers at your current company. Build your confidence and be excited about what you’re going to offer. You need to understand the problem or the pain of your customers to be able to articulate how you can potentially help them. Recognize that not everyone is going to buy from you If you speak with 20 people, you can’t expect all these 20 people to buy from you. Remember that if somebody rejects you, it doesn’t mean that they’re doing so because you’re a fraud. They are rejecting the offer or the opportunity at the moment but they will likely change their mind the next time. Don’t give up just yet when you only used one approach. Don’t back out immediately. Know that there are people who want what you offer Focus your attention on the people who want what you offer. Some people are not ready right now but there are others who are ready to take the plunge and jump with you. Pour your laser-focused attention on the people and organizations who are interested in your services. Don’t let the imposter syndrome hold you back. Here’s your assignment: Do 10 outreach activities. It may be doing calls, connecting on LinkedIn, sending outreach messages, etc. You will start seeing results from doing your outreach and this will help build your confidence. Follow this positive mantra: “This is a New Year. There are new opportunities and I’m going to get them.” Change your mindset and go out every single day doing big things. “Prospecting: How to Keep Imposter Syndrome from Destroying your Cold-Calling Efforts” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTENDED trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

2020 has gone and now we’re making our way into yet another year. In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. Know the sales stats 40% of businesses did not meet their revenue targets last year. 81% of non C-suite employees have some influence in the final purchase decision. Important sales trends about prospecting #1 - 40% of businesses did not meet their target revenue in 2020. The implication: 64% of sales leaders who doubled down on remote selling said that they met or exceeded their revenue targets in 2020. The pandemic has helped us move 30 years into the future in the way we perform and operate the business. The idea of remote working wasn’t a huge thing in the beginning of 2020. The pandemic, however, forced the global workforce to work remotely. More and more prospects are now working from their homes, and it’s your job as a sales rep to grab their attention. Showing empathy is even more important today as prospects are juggling both their home life and work life at the same time. #2 - 81% of non C-suite employees have some influence in the purchasing decision and 73% of millennials are involved in the decision-making process. The implication - Sales reps today need to understand how millennials operate. Millennials use social media platforms such as Twitter and LinkedIn. Your job is to find ways to connect with these young people instead of just waiting around to be introduced. Try to be more social in your efforts in reaching and connecting to these young individuals. Think of ways to connect on a human level. You need to understand what millennials care about and the causes they are drawn to. #3 AI Automation. Customer-based organization Forrester said that AI and automation will put sellers on a path to fulfill their consultative destiny. Many salespeople complain that they spend way too much time doing administrative work. This is holding them down from doing the more important things such as prospecting. Many sellers say that the administrative tasks burden them. Companies are now focusing on using CRMs with automation such as Monday.com, salesdirector.ai, PipeDrive, SalesForce,and others. These CRMs have built-in automation tools that connect email straight into the CRM database. AI adoption by sales teams is projected to increase by 139% over the next three years. Automation helps sales reps do what’s more important instead of burying themselves in menial administrative tasks. #4 Personalization. Due to automation, people have the desire to connect more with others. There is something about interacting with others that uplifts us. Being able to talk with others personally has its powers. While automation has its place, there are still certain times and avenues where we can add human interaction into that effect. Look for ways to add human touch when you’re reaching out to your prospects or doing phone calls. Inject a more humanistic side into your outreach activities. Tim Cook, CEO of Apple said, “For all of the beauty of technology and all the things we’ve helped facilitate over the years, nothing yet replaces human interaction.” #5 B2B sellers will become experts in creating engaging videos In a recent survey, 40% of B2B reps said that they plan to modify their tactics to adapt to remote selling activities. Sellers are looking for ways to become more dynamic in how to grab their prospects’ attention. 70% of sales reps say that social referrals convert faster than any other lead they’re getting. Spend more time on LinkedIn a nd build 10-15 personal connections with potential customers. Make sure that you connect with people who actually connect with you as well. Send a personal message and have a dialogue with them. Share content and think about your ideal customer and their challenges, pains, and difficulties. People are looking for ways to connect. Take full benefit of that and approach people as friends instead of sellers right away. “Prospecting: 5 Trends You Should Know About Prospecting Going Into 2021” episode resources Consider the following CRMs with automation built in: monday.com, salesdirector.ai, pipedrive, Salesforce. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sal

Salespeople don’t play it safe at all times. You need to take risks, challenge expectations, and do big things to succeed. How do you do that? Listen as Jonathan Diaz shares his thoughts. Increase your motivation Jonathan and his siblings love Kobe shoes and back in 2010, Kobe wore bright lime green shoes called The Grinch for a big Christmas game they played. Jonathan really wanted to get a pair for himself. Nike launched their sneaker app and they “dropped” the shoes, which meant you’d need to log in at the time they drop to enter a raffle and have a chance to buy the shoes. The usual response for this app is a big sorry since somebody else has been selected. It’s really rare to win it. Even when Jonathan knew that his chances were slim, still he tried to do what he could to win it. He reached out to his friends and family to help him. He did his best to get what he wanted. His wife told him that his name wasn’t picked and that he wasn’t chosen. But he didn’t stop there. He kept on until he got the shoes he wanted! It seemed impossible for Jonathan to get the shoes but he was motivated and he persevered. He had a vision and he put his mind to it. The same is true for sales: when the odds are stacked against you, you find a way to make it happen. If you want something, you need to do everything in your power to get it. Success is a combination of hard work and luck. You need to put in the effort to be rewarded. “Motivation: Take Risks, Challenge Expectations, and Do Big Things!” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Salespeople often find themselves asking, “how do I increase my sales motivation?” It’s a common challenge and in today’s episode, Aaron talks about how you can further your sales journey by increasing your motivation. Aaron Conjelado was an account executive for an advertising company in the Philippines. He spent two years in that position and had great success in it. Moving into the US, Aaron didn’t meet with a lot of salespeople, and with the pandemic, he lost touch with his sales skills and got rusty. Cultivating motivation Aaron doubted his skills in sales. He was anxious and worried whether people would understand him, especially with his thick accent. He started doubting himself and his abilities in sales. It’s important to face reality to be able to find a way to perform better. Find a mentor to help you overcome your doubts. Discuss your planned course of action. Listen and learn as much as you can from your coach. Another key is practicing your pitch. It’s also effective to practice your script whenever you can. Imagine different situations and practice your responses to objections. Seeing great results from your efforts to improve is also a good motivation. The important thing is to not quit because all the sacrifice you put into will eventually come back to you in multiple folds. It all circles back to having a purpose and a reason. If you put in the work, you'll start seeing magic and you'll start seeing results. When you’re in doubt, always go back to what your purpose is. “Motivation: How Do I Increase My Sales Motivation?” episode resources Connect with Aaron Conjelado via LinkedIn. You can also email him at [email protected]. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Salespeople today face the same dilemma: ‘how to successfully close an impossible deal during a pandemic.’ This isn’t new to us but we still need all the help we can get. Tune in to this episode as Ariel Telli talks about how to close impossible deals. Switching to the sales side Ariel is a co-monitor at Siemens Healthineers and he’s assigned to the different states in Argentina. Ariel is passionate about people and teaching customers. He’s switched from being a bioengineer fixing devices to being a bio-engineer who also does sales. He has been in the sales position for two and a half years now. He has built a strong relationship with prospects and prospects trust his product recommendations. He felt that he could grow in the sales area and it would give him the chance to really learn more about connecting with people. Facing the challenge It was in the city of Ushuaia where the client, an important clinic in the area, almost closed a deal with the competitor. Their potential client, however, had a problem with their finances and the bank didn’t approve of their planned business. Ariel’s team went beyond and looked for a bank that would help their client. They built a model business for the customer and offered it to them before the pandemic. When they first met them, they didn’t have the financial tool that their prospective client needed. That did not stop them from keeping the communication lines open. They still kept reaching out to them. Once they were equipped with the right tools, Ariel presented the prospects with opportunities they could get their hands into. Ariel’s team is mindful of their client and they do what they can to make the transaction as cost-effective and as efficient for them. They sped up the documentation and the paper process. They also make sure to have it signed so that the conversion rate is favorable for the client. When the deal was about to close, another competitor appeared and they offered a lower price. Their machine wasn’t the same as what Ariel’s team was offering. Fortunately, the client was convinced that Siemens had the best solution. Building trust and relationships are important. It’s also essential to have perseverance when looking for solutions for the clients. You can’t offer a half-baked solution. “Motivation: How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic” episode resources Check out Ariel Telli’s LinkedIn here. Click Here for the video of Clínica San Jorge announcing Siemens’ new high-field MR machine. Click here to find the story posted on Siemens’ Healthineers website: https://www.siemens-healthineers.com/ar/news/resonador-fin-del-mundo.html (there will be a notification to convert the text to English is you want to read it. It is originally in Spanish). Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Bright Seed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Today’s guest is Nelson Leitao and he’s going to share important lessons learned about perseverance during a 10-year climb up the customer ladder. In this episode we’ll discuss what that means. The art of selling Nelson loves his job for two particular reasons: Interacting with people and getting the chance to improve patient experience. For Nelson, being in the medical sales field, he isn’t only dealing with devices, he is helping people through his products. Their company’s vision is A day without passion in healthcare is a lost day. Nelson worked for his company for 25 years already but he’s only been working in sales for 10 of those years. One hard lesson came from offering the same solution to three different companies. He focused on the sale more than unique customer needs and it cost him two of the three prospects. What Nelson didn’t acknowledge was that there were three different customers, three different processes, and three different needs. Instead of customizing the offer to each company, he mistakenly thought giving them the same solution would solve everything. Nelson is now quicker to subscribe to his company’s vision to listen more than he talks. Nelson had to reframe his mindset and though it was a huge challenge, he was able to pull through. Climbing the customer ladder It’s similar to marriage in that it has its ups and downs and there may be challenges you have to overcome everyday. Climbing the customer ladder is about how you improve your relationship with your customer. It’s dynamic because your customers all have different needs. Climbing the customer ladder means climbing their trust. First, you need to be present and customers need to feel that focus everyday. They want to know they can ask for your help and you’re there even when you don’t have all the answers. Be committed to helping people and opening doors for the customers. The motivation is knowing you will win with them, you will gain more experience and learn the process, and you will understand their needs. Looking outside the box Being in the healthcare sector, most people focus on technology and clinical solutions but there’s more to it. The technology and the devices are good but they also need to implement a good workflow. With Nelson managing accounts for financially depressed countries, he is prompted to think of the financial implications for his customers. It is important to be creative and to show something different to separate you from other companies. Help the customers bring out the solutions the best they can. “Motivation: Important Lessons I Learned About Perseverance During My 10-Year Climb Up the Customer Ladder” episode resources Connect with Nelson Leitao on LinkedIn. You can also send him an email at [email protected]. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean? It’s a mindset thing Have the mindset of always being curious and ready to learn something new. People who are defeated say “it’s not working anymore.” They make excuses and often, the current excuse is COVID. While that is a legitimate view, you still have to look at things from a different perspective in order to keep going. Instead of your circumstances limiting what you can do, look at it as a new environment and an opportunity to see new ways you can reach out to your prospects. Regardless of the situation, sales is all about relationships, so find a way to connect with people. The old school sales approach of getting on the phone, playing the numbers game, and needing to have consistent activity makes the sales process a grind. Go into sales with a different mindset. Instead of getting caught up in the grind activity, reflect on what you learned yesterday. Sales is not just about coming into the office, booting up the computer, picking up the handset, and calling. You can find ways to enjoy the process. Sales as an art Enjoying sales starts with the right approach to leadership roles. It involves supporting your team and having the desire to help other people get better. Don’t start a team meeting by talking about numbers. Get personal and let them know you’re all in this together. Sit down with all the members of the team and have a practice game, a dialogue, a conversation. Focus on how you can help each other. From an individual perspective, if the leader isn’t taking the team in that direction, then create the opportunities yourself. There’s nothing better than the opportunity to be yourself. Be the catalyst for change. Be the person that helps and motivates others. As you gain more knowledge, share it with your colleagues. Getting out of the box It is hard to work from home in this pandemic. It can be stressful so look for a way to get out of the box. Make time for watercooler conversations and the things you are missing. Be responsible and professional. As a leader, hire salespeople with the right attitude, especially in this pandemic. Don’t ever sell out of your own shoes. This means not putting the clients or prospects in your shoes. That’s not your job. You can’t judge their purchasing decisions based on your financial capabilities. If you are selling a Rolls Royce and you yourself don't own one, you can’t really judge if a person coming into the showroom can or cannot afford your car. When you enjoy what you’re doing, you will eventually see good results. “Motivation: Approach Sales as an Art and a Science Instead of a Grind” episode resources Connect with Gary Manske on LinkedIn. You can also send him an email at [email protected]. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Let’s join Joel Malkoff and Donald as they talk more about the importance of organizing these tasks. Making Sales Goals a part of your daily activities Joel thinks empathy is a priority. It’s a conscious way of selling and it puts the seller in the buyer’s shoes. Salespeople need to sell with integrity. Many salespeople set short-term goals and become so engrossed with this list they become very self-centered. You want to set long-term goals and build long-term relationships because it keeps integrity at the center of these interactions and facilitates trust. Look beyond the one-shot sale. This means being able to walk away from the situation if your product or service doesn’t fit. Don’t just focus on closing the deal. Maintain focus on your long-term goals. Transparency and full disclosure are very important in sales. Maintaining integrity As a salesperson, you want to present your product the best that you can without misleading people. Don’t slam the competition. Focus on putting your product in the best light possible. Always look for a way to connect with prospects within your territory. Send them an email, allow them to get to know you, and don’t immediately go into sales mode. Sales is more than art and science. You need to learn sales from other people, like mentors, who have a lot of experience to share. Sometimes, salespeople set goals that aren’t realistic so they don’t reach them. This is why it’s so tempting to create short-term goals instead. Maintain integrity and work smart by looking at low hanging fruit. Understand that referrals and references are the biggest part of your business. Be willing to share the customer relationships you’re building with upper management. By doing so, they know you’re still working on building a future even when you aren’t able to reach your goal for the month or the quarter. When you sell ethically you’re answering to a higher authority. By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit. Being ethical is smart for business. “Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities” episode resources Connect with Joel Malkoff on LinkedIn. You can also visit his site and get his book, Selling Ethically: A Business Parable Connecting Integrity with Profits on Amazon. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas. From the Philippines to Thailand please! Mae Mar assists with email support and sends messages to the guests who appear on the show. She also manages some of Donald’s mails and works on lead generation for the sales team. Mae has been with the TSE team for about four years now. For Christmas, Mae wants to spend some time with her husband who is in Thailand. She wishes to fly from the Philippines to Thailand and surprise her kids on Christmas eve. You can reach out to Mae via email at [email protected] Let’s Create a Startup Rael Ramirez is in charge of the show notes for all the podcast episodes and also does some content writing for a few of our TSE clients. Rael is interested in creating a startup company herself and although she knows that can be difficult, she’s got episodes from The Sales Evangelist to help her jump into it. You can reach out to Rael via LinkedIn and email. I’d Like a 2020 Redo Jermaine Wishart is the BDR lead business development team leader in TSE. He didn’t start with sales but eventually went back to B2B and improved his skills. 2020 has been wild and Jermaine would love a redo. The pandemic has impacted so many people and he believes we all deserve to have a fresh start. Jermaine is on LinkedIn and on Facebook. Broken is Beautiful Michelle Ruschman is the Podcast Production Coordinator for TSE Studios. She edits the show notes, interviews clients for case studies, and occasionally writes relevant articles about sales. She’s written a book entitled, Jesus and Me: The Year that I Wrote Down Our Conversations, and is currently looking for a publisher. Michelle is also a fused glass artist and is most known for her cross pendants called Beautifully Broken. For the holiday, she’s wishing for more glass so she can get a gift that keeps on giving. The pendants she makes serve as a source of encouragement and inspiration to many people. Reach out to Michelle via her website, www.michelleruschman.com, through email, on Facebook, and Instagram. Inner and Peace and Career Growth Deson Cunado takes care of the graphics for The Sales Evangelist. He creates the images for the podcasts and does the graphic maintenance on TSE’s websites. His next artistic goal is to create films where he can showcase the beauty of nature. You can check out his portfolio here. When Deson made a video showing a Philippine map created from a cork board, it went viral, and inspired a lot of people to create their own as well. This Christmas, Deson just wants some peace and joy in his life. There’s not much he wants materially, but would love to have more inner peace , happiness, and growth in his profession. Connect with Deson on Facebook, LinkedIn, and Instagram. Letting Go of Negative Vibes Nancy Paul is the business development rep for The Sales Evangelist, and handles many of the appointments. She is passionate about connecting with people, building relationships with clients, and getting the message to many. Travelling is something that Nancy has been waiting for. For this holiday, she’s wishing for a getaway and to let go of her negativities. Connect with Nancy via email. A Healthy Family Above All Jeron Obial has been with the TSE team for the past five to six years. He started with audio editing when his friend introduced him to radio broadcasting. He was then assigned to production for commercials. It’s been a great experience especially with the changes brought about by modern technology. Jerson is pretty content with what he has right now - the family, the blessings, the good health. He couldn’t ask for anything more. Reach out to Jerson via email. A Vaccine for COVID-19 Aaron Conjelado sets appointments for TSE. He is going out there talking to people about The Sales Evangelist. For this holiday, he wishes for COVID-19 vaccine and he wants it first. Let’s start talking to each other Shannon Rasmussen is in charge of the operations for the The Sales Evangelist team. She’s taking care of all things “behind the scenes.” With team members all over the globe, she keeps everyone moving forward together. Through working on the TSE podcast, she has learned three major things: Great sellers ask powerful questions. They listen. They challenge the status quo. Shannon’s wish is for Americans to reconnect with each other and not allow politics to be a divisive area. She wants US citizens to remember the government belongs to us, the people, not to the Republicans or the Democrats. Shannon is hopeful that the whole TSE team will continue growing and serving its listeners. You can check out Shannon’s blog here. “Goal Setting: Christmas Day - The TSE Team Pitches Its Wishlists to Santa” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive to

Before you jump into creating a goal, make sure the goal is a SMART goal. It's S for specific, M for measurable, A for attainable, R for realistic, and make sure it's T, time bound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goals. What are smart sales goals? Let’s talk about that in this episode. Aiming for SMART sales goals SMART stands for: S - specific M - measurable A - attainable R - realistic T- time bound A goal that says, ‘I want to be successful by the end of 2021…’ is not realistic. When you set a goal, you need to evaluate specific elements first. Ask yourself if it is specific enough, measurable, attainable, realistic, and if it is time-bound. Setting SMART goals is important because you can easily run out of steam if you don’t seem to be making progress. People move forward with vision and motivation. Your life has more meaning when you have something to look forward to. Generic goals are often not accomplished. Make micro SMART goals to help you accomplish your big SMART goals. Use SMART goals for your team to encourage them to accomplish more. It will collectively help toward the overall vision. Use a chart or an excel sheet where you can record and track your goal. This will help you check your progress and give you visual support as you get closer to your goal. The little check marks will inspire you. The TSE team uses a leaderboard where performance can be tracked and that visual inspires us towards accomplishing our goals. Examples of SMART sales goals: I want to set 10 appointments per week. I want to have at least 95% of my appointments be accepted by the account executive over the next 10 days. I want to be able to close 20 deals in the next month. “Goal Setting: What are SMART Sales Goals and How Important Are They For You” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales people have so many goals they are working toward it’s inevitable that there will be goal-setting mistakes made along the way. In this episode, Dr. Jason Scott Earl is going to help us avoid these mistakes. Errors made when setting goals A common goal-setting mistake that’s made is trying to do too many things at once. What’s helpful in goal setting is the ability to focus on just one or two. This will help you prioritize your actions as you move toward accomplishing these goals. What leads to failure is trying to be everything to everyone. Identify your specific role. Focus on the one thing that you can accomplish that will improve your life financially, mentally, or spiritually. Make a short list of goals and a new list of priorities. If you’re avoiding these actions, it’s important to make changes that will get you moving in the right direction again. When Dr. Earl was working through his own goal-setting mistakes, his biggest problem was not setting clear expectations. He found that you couldn’t meet the objectives you weren’t clear about. What imaginative scenario can you create that has your back against the wall? It isn’t a comfortable feeling but it prompts you to make the serious changes that your organization needs. When you make a decision to change something, it puts you in a different position mentally. Things start to shift and line up. Don’t be afraid to face brutal facts. For example, ask yourself how you feel about 2020 and what you could have done differently. A whole new world is unfolding. All you need is a little bit of insight and discipline to learn many amazing things. “Goal Setting: Top Goal-setting Mistakes Salespeople Make (and How You Can Avoid Making Them)” episode resources Connect with Dr. Jason Scott Earl on Link edIn or shoot him an email at [email protected]. You can read Elbert Hubbard’s A Message to Garcia here. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com