The Sales Evangelist

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

There can be several reasons why you’re not hitting your sales goals. Today we discuss the number 1 reason you don’t hit your goals. Accomplishing goals With all that happened this year, many are looking forward to 2021. It’s always important to set your goals and make sure that you accomplish the goals.These are actual goals that you can be accountable for and that will help you become successful. Say goodbye to the status quo and look forward to the challenges and opportunities. Failing your goals People fail and don’t win their goals because they aren’t really goals, rather, they’re wishes. Example of which is: I want to be successful in 2021. It’s a very wishy-washy goal. Make SMART goals: specific, measurable, attainable, and time-based. Goals should be something that you can focus on. Another reason why people fail is because of their lack of visuals of the goals they want to achieve. You need to paint your goals vividly. It’s important to be able to imagine your goals with closed eyes. The lack of emotion toward your goals can impact your ability to achieve them. We are emotional creatures and these emotions impact the decisions we make. Planning your goals List as many little goals as possible and tie them toward bigger goals. The micro goals will help you accomplish the big goals. Follow the specific plans you have for your little goals and set a schedule when to do them. Go for constructive motivation instead of restricted motivation. Constructive motivation stems from yourself; it’s the push that’s not coming from the managers setting this quota or that. If you do have a quota, make sure to own it. In this way, the restrictive motivation turns into constructive motivation. “Goal Setting: The Number 1 Reason You Don’t Hit Your Goals” 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 reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day. The black hole of admin tasks Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information. As a result, a lot of people end up feeling busy but not productive. Busy means you’re running from one thing to the next while being productive means making progress towards your goal. What can happen is that people get tied up in the transactional work of selling. Sales reps and sales leaders are the ones who look for prospective clients. We sit down with people and have a conversation about the impact our services or products can make on their business. We create the opportunity. When you’re stuck with admin tasks, however, you’re unable to pick up the phone and make cold calls. Too much of this can cause opportunities to be non-existent. You can get caught up helping other people with their tasks and assisting clients but only do so after you’ve completed the tasks that are going to help you move toward your own goals. Not deciding how to spend your time well can put you at risk to be in the bottom 50%. Prioritize the activities that create and capture opportunities. The blocking system Anthony encourages sales reps and leaders to have a 90-minute block where all they do is focus on creating opportunity When the time is up, they can check their inbox for anything interesting. Afterwards, they give themselves a second 90-minute block for additional tasks that are important in the work day. You become more proactive when you learn to focus on a task and not get distracted by emails and calls. Make sure those are separate from your task time. When you're doing the work you need to do, you owe the work your best effort and energy. Aggregate all the admin tasks you need to do. Organize your tasks according to category and then designate time for them. Don’t go back and forth between different tasks as that takes too much time and energy. Selling comes from opportunity creation and opportunity to capture. Everything else that we do is secondary to that. The only things you’re going to get paid for is creating opportunities. Everyday, do what’s most important first, without fail, and don’t negotiate with yourself. Get to the point where whatever the worst task is, you do it without hesitation. “Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day” episode resources Follow Anthony Iannarino on LinkedIn. 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

Due to the pandemic, most businesses have transitioned to working remotely. In this episode you’ll learn how to maximize sales productivity when working with a remote team. Ensuring sales productivity At a very young age, author, speaker and organization improvement consultant Brad Jeavons watched his mother selling over the phone. He saw how she used trust and value to make an impact on her customers. The consultative approach his mother used was effective. Brad made note that using the phone can cover a lot of turf. Brad also studied the strategies of big companies such as McDonalds and Apple, and how their practices are applicable to productivity and sales performance. Some of the best practices and operational/enterprise excellence in the world today come from the largest organizations. With working remotely, we can take all these practices to another level. The 4 Ps in Productivity The 4 Ps in Sales Productivity: Plan - you need to be able to focus and create a plan of attack. Know who is still currently buying and learn how to adjust the plan. This plan has to be done with people, not to people. People - We need to show empathy toward our sales team because everyone is feeling the effects of the pandemic. Build trust within your team. Process - Collaboration is important in team processes. It enables everyone to be in on the plan and adjust the plan as a whole. Partner with your customers - Go into these relationships as an abundant consultant, not just as a merchant selling to customers. Sell with a purpose. The only way to do so is by helping the sales team form a process they will practice with consistency. Brad uses the customer journey mapping technique to help sales teams develop an abundant sales approach in which they become highly skilled as they practice. Agile sales and marketing processes start with the customer’s buying journey. This is before the discovery phase. It’s focusing the team on the customer’s pain points and their needs. It enables them to connect to the customers on a deeper level. The Devotion phase allows you to focus on how you can serve your clients so they become people who are devoted to your product or service. “S1: Maximize Sales Productivity When Working With a Remote Team” episode resources Follow Brad Jeavons on LinkedIn. You can also get his book, Agile Sales: Delivering Customer Journeys of Value and Delight. You can also visit his site to learn more 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

There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how to overcome it. What unproductivity looks like Andres has subscribed to many methods and ways to become productive. Entrepreneur on Fire’s John Lee Dumas is one of the podcasts he listens to. There’s also the Freedom Mastery Journal where you write down four things that you want to accomplish in a day. Often, though, it’s difficult for many to finish their list of tasks to do for the day. The most productive times are in the early mornings or late at night. But always pushing out your workday to late night isn’t healthy. It eventually leads to burn out. Feeling unproductive doesn’t necessarily mean that you didn't get any work done in a day. It may also mean that you weren’t able to do what you intended to do because you were side-tracked with other tasks. For Andres, sometimes the inspiration for doing his listed tasks happens at the last minute. Andres is now trying a new exercise where he prepares for his tasks beforehand. He also considers the productivity tools he is using. The TSE Mastermind has been helpful for Andres as it provided accountability which then equates to goals reached. Sometimes, Andres wants to get things done and loses sight of other things. It is important to learn how to allocate and delegate tasks. It is not easy to do the hard things but they’re the ones that are going to be the critical pieces moving forward. Oftentimes, when you have many things to do, you tell yourself that you are most productive at the last minute and that you work better under pressure. Write down the things you need to do and scale the tasks in levels of importance. “Productivity: ‘I Feel Unproductive Every Day’” episode resources Follow Andres Escobar on LinkedIn. 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

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order? Getting to know Jas Takhar Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage. Ensuring sales productivity High-level sales refers to how many people you’re speaking to and how many conversations are specifically about sales. Most people who were in sales for a long time had an advantage before COVID. Because they were able to speak with people face to face, they had a higher chance of closing a sale. Every sales person is now playing on a level field because we can’t meet people in person. Conversations are now happening virtually. Sales reps now need to structure their day and prepare for the virtual meetings. Jas calls his warmest prospects first thing in the morning. These are prospects who have already shown interest and are already in the last phases of getting the deal. The warmest prospect is where you are going to get the highest return. Create momentum for your day by having this conversation to launch. The best time to reach out to new prospects is right after you make a new sale. This is when you feel lighter, happier, and that elation radiates into the conversation. Jas thinks of his prospects like apples. Green apples are people who like to keep in touch with him and red apples are prospects who are ready to go. Rotten apples are cold prospects. Jas calls his ready-to-go prospects first, willing-to-have-a-conversation second, and his cold prospects last. It’s all about momentum. Always do your highest producing activities first thing in the morning. Even when you're working from home, you still need to be active. Keep learning and educating yourself. Study the numbers and get as much positive information as you can. “S1: How to Maintain Your Sales Productivity Even While Working From Home” episode resources Connect and follow Jas Takhar on LinkedIn. Follow his podcast as well! Visit his website for more information about Jas. 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 leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working towards closing a sale? Let’s talk about. Getting to know Skip Miller Ski Miller is the author of Outbounding: Win New Customers with Outbound Sales and End the Dependence on Inbound Leads. This time last year, Skip observed that people were running short and the inbound leads were running dry. It was a problem he knew he needed to address. Salespeople thought they’d be able to hit their sales and unfortunately, they didn’t. He started to write the book to find out the best practices in good salesmanship. Ensure that they keep prospecting and selling through best practices Revenue is a trailing indicator rather than a leading indicator. You can start measuring proactive and leading activities, as well as competencies. Ask your sales team to share their sales pitch, how they talk to a senior buyer, and ask them to share emails they send to prospects or buyers. These frequencies all create opportunities to coach. Good managers are focused on frequencies and competencies. A great way to get everyone involved is to make them a challenge or game. Great managers are now huddling with their team to get their numbers up before the year ends. On Miller’s team, they make it a game. They have contests to whose email gets the best response rate and give out awards. It’s a dual purpose activity. Not only do they enjoy their work but they’re improving their skill sets. Miller discovered that when you put people into fit teams of three to four members, the group will call out any member who isn’t doing what they should be doing. Good sales managers are good at disqualifying leads. They don’t allow deals to just sit in the funnel. This qualification skill set is built with guidelines. They decide when to drop a lead and leaders can only do that if they’re in constant communication with their sales reps. Emails that initiate curiosity get the best response. Keep that in mind when crafting the email. “How Can You Ensure That Your Team Spends Its Time Actually Selling?” episode resources Follow Skip Miller on LinkedIn. You can also check out his website to learn more. You can get his new book on Amazon or check the 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 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

Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horizon. Listen to this episode as Donald talks about what you can look forward to doing with The Sales Evangelist podcast. Welcoming the change The first change is the length of the episodes. Based on a poll, 37% of our listeners said that a good podcast length is somewhere between 20-30 minutes. Less time with introductions. Instead, we will focus more on the expertise they offer and the wealth of knowledge that will benefit our listeners. With all the episodes we’ve already published, it gets harder for new listeners to locate the episodes they want to listen to. To remedy that, we’re going to organize the episodes into seasons. The seasons will also be categorized into parent topics such as productivity, goal setting, and more. Finding episodes will be much easier! The content will be focused on answering your questions and the concerns that come directly from our listeners. New live coaching sessions will be available in the episodes where we’ll get to feature customers, prospects, and other community members. “Season 1 "Why We Changed Up The Show"” 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

The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing. Sean M. Doyle is with FitzMartin, a sales first consultancy firm that helps companies with their sales, marketing, and alignment. Their approach towards marketing and sales is based on science that drives revenue for their clients, while integrating sales and marketing. The idea of science-based framework Most of us love superheroes. As the last touch, salespeople can be seen as the hero for their clients. Most salespeople don’t want the marketing team involved because they have a different process. While the marketing team complains about bad leads, science has a different view. 80% of these leads should be considered to be in a cycle of consideration, preparing to change, and then retreating. Behavioral science is the transtheoretical theorem of behavioural change according to Prochaska & DiClemente. There’s more to human behavior than just awareness. When interviewing an ad agency, ask them to articulate what they feels is the most effective marketing approach just before closing a deal. If they fail to answer the question, move on. A good marketer knows how to impact a deal all the way through the process. Looking back, Looking forward The book Changing for Good: A Revolutionary Sic-Stage Program for Overcoming Bad Habits and Moving your Life Positively Forward by James O. Prochaska is recommended reading. It talks about the change of behavior that is applicable to everyone who seeks to change. From a marketing and sales point of view, there are specific ways to help when the customers want to move forward. When people are contemplating a purchase, they go to your website. Just because the prospects haven’t bought, it doesn’t mean they forget what they know of your company and their needs. They don’t need any more brand awareness. They need the later stage processes to help them finalize their decision. Marketers need to help people move from contemplation to preparation, and eventually to action. “Looking Back/Looking Forward - The Secret To Closing More Deals” episode resources Follow Sean M. Doyle on LinkedIn or visit his personal website. You can also get his book, Shift for free by clicking this link. 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

There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nom’s Bake Shop, talks about how direct mail is the new email. Chelsea and her partner didn’t begin their journey with direct mail immediately but as they grew the company, they ventured into the direct mail space. This strategy became even more important as they shifted from a cookie company to a gifting company. From a cookie company to a gifting company A lot of people forget about direct mail and how it’s an effective way of communicating with clients and prospects. The bake shop started out as a family project for their father who recently retired. It was a hobby that he could enjoy while getting a chance to interact with other people. The company was built with her husband, father-in-law, and sister-in-law. They started with a cookie company and expanded into a gifting company. Entering into the gifting industry as they created cookies that are individually packaged with the customer’s or recipient’s logo, the cookies are then mailed out in customizable gift boxes. This shift moved them into direct mailing at the same time. The power of direct mail Direct mail allows them to send gifts conveniently and still make the gift meaningful. For companies and clients, it’s important to know the specific person you are gifting to versus blindly sending to a company and hoping that it lands in the right hands. To ensure that their cookies don’t go stale, they employ different campaigns to reach out to prospects/clients/recipients in order to ask about their shipping addresses and inform them a package is coming. They aren’t sending out emails through an automation platform. People are more receptive when there’s another human on the other end. Chelsea has been seeing their range and she thinks that it’s due to how warm their leads are. They also make case studies to present to their clients/prospects. Regardless of the marketing strategy you employ, it all comes down to who your ideal client is and where your leads are. In business, people generally respond positively when they’re treated warmly. There should be an underlying motivation to connect with people. Be authentic in your giving. People are attracted to an energy that is genuine. “Why Direct Mail is the New Email” episode resources Connect with Chelsea Martin on LinkedIn. You can also visit their site to get Instagram-worthy delights. 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. Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 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 metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies. Getting to know Darrell Amy Darrel Amy helps companies grow their revenue. He started his career in 1993 and was in the office technology world. He got involved in sales training and launched a sales training company in 2004. Darrell has already helped thousands of people through his sales training programs for global technology companies. He’s also been involved in the digital marketing journey. Growing revenue for B2B companies There are two metrics for growth: Net new clients Cross-sell. Net new growth is the number of clients you have this month versus last month. The measurement for cross sell is revenue per client. Different companies, sales teams, and different industries have sales reps who are good at either netting new clients or cross selling. Your goal is to drive reasonable growth in each area simultaneously to get magical things happening. For one of their clients, Darrell’s company grew both simultaneously and were able to increase their revenue within 3 years. There’s only one metric to know: How many clients do I have? These are the two drivers of revenue: The number of clients you have and the revenue per client. These are the things you need to track. If you look at business from its most basic levels, you’re left with people and process. Every business is a combination of the two. Sales teams need to learn the processes after the sale. The importance of knowing the process It’s important to do periodic business reviews and put a process in place to do it. The lack of a cross sell metrics is a big red flag for a company. There are so many opportunities inside your client base, especially your ideal clients. Your ideal clients are clients that are a perfect fit for the business. They are the ones who will buy everything that you offer and they represent your business for you. Most companies have the 80/20 rule, where 80% of their revenue comes from 20% of their clients. When you identify what this 20% looks like, then you’ll be able to identify your ideal prospects. Get close to your ideal clients, write down their characteristics and hang out with them. .Find out what they really want. “Best Metrics to Help B2B Companies Gauge Success” episode resources Follow Darrell Amy on LinkedIn or text revenue to 210-00 to get their free tool kit. You can also check out this book from the website. 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. Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 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 ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity. Getting to know Matt Baglia Matt Baglia considers himself as an accidental CEO. He is the co-founder and CEO of SlickText. Over the past nine years, his roles have varied between marketing, sales, development, design, support, and more. Use text messaging tactics to convert prospects With SMS, you must get permission before you can text prospects. It’s different with emails because a prior business relationship is enough reason for you to start messaging them. Every prospect needs to opt-in and every single person and message needs to be treated like gold. B2B gets a little tougher as opposed to B2C when it comes to SMS marketing. There’s a lot more catching up in B2B. In B2C, you always need to bring value to the end consumers. On the B2B side, it’s more about knowing and understanding the risks of every outreach, the wants of the customers, and the reasons they’d be willing to let you into their personal network. SMS marketing works best when you have a subscriber base that wants to continue to receive messages over and over again. The reason we send text messages is because we care about the person and want to reach out to them. Segmentation is important to be able to start hyper targeting the prospects based on their interests. Responses are also necessary and as messages come in, it’s important to be able to have a one-on-one communication with them. Think of SMS marketing as an inbound marketing strategy. Matt’s team is developing a feature that’s about ready to launch. It’s called automated workflow. The goal is to get to a place where you can hyper target your customers in an automated fashion. Ask yourself the question, “Are my customers repeat buyers?” The answer to this question helps decide the path your customer will follow. Work on an inbound strategy that offers value. “Convert Prospects Using Text Messaging Tactics” episode resources Reach out to Matt Baglia via LinkedIn or send them an email at [email protected]. You can also check their website 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. Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 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

Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments. Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. The game has changed so much over the years that Joseph and other sales reps have to rely on their selling skills. Schedule More Sales Appointments Sales pharmaceutical is not the typical B2B sales where they reach out to doctors or customers via email with an attached clinical prescribing information. The opportunities for sales reps to reach out with doctors is restricted as a lot of doctors don’t allow sales reps to barrage in their clinics, offices, or even do lunches with them. It’s even worse now with the pandemic as seeing other people in person has become even more difficult. Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up. There are always limitations when it comes to setting appointments but sales reps have to work around these limitations and go from there. Joseph used to make do with excel sheets to remind him of his schedules and appointments but it was disorganized and affected his sales. The lack of a platform to help organizing the papers and documents wasn’t as effective as he thought. It took a while for his team to build a virtual platform, they now use the tool called Viva Engage which is similar to Zoom but with product details and has slides. It allowed them to make detailed presentations. Tools impact sales Joseph’s decreased number in sales prompted him to evaluate his mindset. He changed his mindset and he also aimed to become more organized. He also started listening to several podcasts including The Sales Evangelist and heard about Trello and Crmble. Trello and Crmble allowed him to be more organized and allowed him to see his appointments, schedules, and other tasks. He was able to have all necessary information in one platform. With these tools, you can schedule your appointments and other tasks months ahead. Crmble also tracks your sales pipeline. “How to Schedule More Sales Appointments Using Crmble.com” episode resources Connect with Joseph Villegas on LinkedIn. 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. Do you want to increase your deals by using conversation intelligence? Visit trywingman.com and see how AI-chatbots help in supercharging your revenue. 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

Getting to know Christina Mautz Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization. Know your ideal customers The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently. With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering. It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are. As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase. Understand the buyer’s journey Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online, has made information easy to share across channels. People are now trying to find their own solutions. Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem. Researching gives you insight into the things that your customers are trying to figure out. In every stage of the journey, the opportunity is in knowing what they need. Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time. Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a solution that the customer is looking for. Headline the content with the words that the customers are using and searching for. This is where SEO comes in. In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO. Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes. “Meet Revenue By Understanding the Buyer's Journey” episode resources Connect with Christina Mautz on LinkedIn. You can also check out their company website. 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 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

Getting to know Kim Fredrich Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “If You Can Have a Conversation, You Can Sell”. Use Questions as Unique Selling Propositions Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions. Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.” Raise questions in a way that the answer is useful and valuable to both of you. A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better. Be clear on your value proposition and put some time and effort into crafting good questions. Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation. Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with. Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department. The sales conversation must be tied to emotions. Don’t focus on the features. Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport. “Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources Connect with Kim Fredrich on LinkedIn. 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 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

Emotional intelligence is an important factor in making sales reps effective in their jobs.This includes being kind throughout your business practice. How is emotional intelligence going to further your sales revenue? Let’s find out in this episode. Cole Baker-Bagwell has been a Yogi for 26 years and one of the first rules of Yoga is the ethical rule to do no harm. This entails practicing compassion and kindness which are powerful enough to change the perception of their experiences and other outcomes. Emotional intelligence - Be Kind Many sales reps today, especially the beginners, can get caught up in product knowledge and competition. As a result, there may not default to compassion and kindness as a practice. This can hinder them from getting to a solution that is beneficial to the customer. Awareness and mindfulness are important but these concepts have been diluted and misinterpreted in today’s society. Jon Kabat-Zin’s says that mindfulness is awareness. It means paying attention in a particular way, on purpose ,without judgement. We need to cultivate that awareness, the first level of emotional intelligence, before you can engage. Developing that mindfulness makes it easier for you to show up and uphold a commitment to do no harm in every single part of your business. Many sales executives and sales professionals are held to a quota. When the quarter almost ends, the pressure brews and some and them may feel this pressure inside their own bodies. This pressure can be difficult to manage if there isn’t a state of mindfulness. Choose kindness and awareness The pressure then prompts the sales professionals to work from a place of desperation. These feelings can increase the likelihood of missing out on awareness, of connecting thought with word and action. The whole idea of the race is created by human beings, a pace we have chosen. Everyone is running in a race and multitasking and somehow, people forgot about collaboration, generosity, and compassion. It all boils down to the choices people make. Remember who you’re serving, what you’re doing, and why it matters to them. Business is about offering value and building relationships. It’s not limited to just reaching your quota for the quarter. Ask yourself these questions - what kinds of sales motions do I put in place? How do I create policies as a sales executive? “Emotional Intelligence for Sellers: Be Kind” episode resources Connect with Cole Baker-Bagwell 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. 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 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

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode. Bad Luck in Prospecting Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem. When it comes to cognitive dissonance, it’s basically a thought, a theory, or an idea that can be opposed to the reality we want to achieve. You can’t have two opposing thoughts going on at the same time. When prospecting, a sales rep will believe that someone will, or will not, pick up the phone or answer the door. There are these two opposing forces within each salesperson. When a sales rep leans into a more optimistic point of view, it changes the way they perform, their demeanor, confidence, and the words they say. The optimists are probably the most willing to solve the clients’ problems and more willing to help other sales reps who are struggling in prospecting as well. That optimistic nature is felt by the prospect and the prospect is more likely to respond positively. Sales reps shouldn’t listen to their negative thoughts or to their bad wolves. Lessen “bad luck” by lessening cognitive dissonance and not feeding the more negative aspects of your mind. Get rid of bad luck in prospecting Focus on the most important things. The brain doesn't have any idea what’s real and what’s not when it comes to perceiving the truth so you need to define the reality you want your brain to follow. Your chances of performing better in your prospecting increases significantly when you're feeding the right thoughts. Surround yourself with people who help you develop a positive outlook in prospecting. Become a part of the sales community who help you and look for programs to learn more about how to prospect effectively. Luck is the intersection of opportunity and hard work. Focus on the positive side aspects of the work and your success. Believe that you can do it and start thinking accordingly. Your actions will follow. “The Real Reason Why You Are Having "Bad Luck" When Prospecting” 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 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

How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on capturing peoples’ attention. Getting to know Brendan Kane Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digital divisions for two movie studios and realized he was an entrepreneur. That’s when he started building technology platforms and licensing them back to big media companies. Grab your prospects’ attention It’s important to understand that there are over 60 billion messages sent out on digital platforms each day. It’s a noisy and saturated world. This means you’re no longer just competing against your direct competition, you’re now competing against every piece of content. Crafting a message is a skill. You must use hook points to grab your prospect's attention. The first 3-5 seconds are your only windows to create that pattern interruption. Hook point is designed to win the first part of the conversation. There are three pillars to design hooks: Getting somebody to stop, formulating a story to maintain their attention, and doing it authentically. One of the biggest mistakes that people are making is saying the same things repeatedly. Create a pattern interruption and be creative. Brendan Kane uses subversive expectations. It’s a great way of flipping things on its head. It’s different from a clickbait. When the interruption has been made, the next step is to maintain interest by telling a story that correlates to the interruption. This story is actually a message about how you can provide value while offering solutions for their pain points. Most people make the mistake of creating a story based on how they perceive the world when it should be from the prospect’s point of view. These days, it’s less about the content and more about the context. Most people have solid content but they don’t contextually package it in a way people listen and latch onto it. “How Grab Your Prospect's Attention In 3-5 Seconds Using Hook Points” episode resources Check out Brandan Kane’s LinkedIn profile or watch his free masterclass on creating hook points. 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 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

Getting to know Cody Butler Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of their businesses. In this episode, Cody Butler shares his expertise on how to get responses by crafting effective outreach messages. Crafting effective outreach message One of the biggest mistakes people make is the lack of brevity. Everyone is so busy they’re sending messages that are dense and hard to navigate. The messages Cody sends taps into clients’ biggest existing desires. You need to figure out what they want before sending an outreach message. The goal is to get the person to engage so don’t ask too much in the first email. In this initial email you only need the prospect to raise their hand and say yes! The second email provides the overwhelming your solution is what they need and you offer a very low key call to action. In all your communication, what you are looking for is to mitigate potential objections to get the outcome that you want. Go to Reddit, Quora, and other forums if you’re not entirely familiar to get more acquainted with people who fall in your niche. In forums, you don't have to present the answer, you just need to ask the question. Ask questions pertaining to your brand and niche to really narrow down the interests of your target audience. You also need to understand the questions people are asking. The people reading your outreach message shouldn’t be able to answer with, “So what?” It should be a message that requires a Yes or a No. Keep it simple and benefit-driven. At maximum, an outreach message should be two sentences long. Don’t let it sound like you’re deciding for them. Let the market decide if the message is going to work. Personalize your messages and instead of the subscribe/unsubscribe link, go for the stop receiving these emails or don’t email me again. “Crafting an Effective Outreach Message That Gets Responses” episode resources Connect with Cody Butler via LinkedIn and also check out Cody Butler’s book, The 90 day Marketing Plan. Visit his official website to learn more. 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 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