The Sales Evangelist

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

Donald didn’t believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks about how and why it changed. Sales Mindset Training Teaching somebody how to prospect means you’re also teaching them how to land more deals. Donald went through a program called Thought Pattern for High Performance on CTV. It helped him understand that there’s more to a sales mindset than just the idea of a pep rally or giving somebody a quote. Sales mindset is more about behavioral changes. It’s about making positive changes and looking at things you can control. The pandemic has affected the mindset of many people and some of the changes haven’t been for the better. There is a need to regulate our thinking and look at our behaviors. Underperforming salespeople would say that they don’t have time for prospecting because they’ve been busy doing other things. Top performing salespeople, on the other hand, are prospecting consistently. Underperforming sales reps have excuses while top performing sales reps have successes. Thoughts and desire lead to our beliefs and our belief leads to action. Top performing sales reps have the belief or the desire to succeed. This belief system leads them to action and as a result, they find people to help. Don’t stop learning and keep validating your beliefs. Teach yourself to make it a habit to have good beliefs that lead to great actions. An individual must change his/her belief to change the pattern of what he/she is doing. Sales leaders need to be aware of what their sales reps believe before they can help them improve their skills in prospecting. Use tools like Pipedrive and Wingman. These tools, however, won’t help you if you don’t change your mindset first. “Sales Mindset Training is a Joke” 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

Getting to know Joroen Corthout Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals. Use LinkedIn to win deals LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need. SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media. With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well. Automating data means having the ability to follow-up leads easier. When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact. Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software. It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible. Be very targeted with your messaging and try not to generalize the process of reaching out. There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going. Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage. “Use LinkedIn to Connect With Customers and Win Deals” episode resources Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their 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 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 Scott Roy and Roy Whitten Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. It’s a sales consultancy that works with organizations to transform their sales performance. They work with 45 countries in the B2C and B2B markets. Roy Whitten has been friends with Scott Roy for many years and they’ve journeyed through their sales careers together. Roy started in door-to-door selling but later on, transitioned into applying transformational work to B2B and B2C companies. He used his education and works in transformative learning to coach and train more than 100,000 people. Managing attitude to increase sales The issue is that when sales are going well, the attitude is great. When the sales aren’t going well, the attitude takes a downturn. As a sales leader, Scott is looking for ways to help his team manage their attitude and drastically increase sales. Managing attitude is more than just a causative attitude. It’s maintaining a purposeful attitude. It means having the ability to stay on track and see how things are going to work out positively. The first part in managing attitude is by getting a clear picture of what the purpose is for your selling activity and conversations. The second part is no longer being a victim of circumstances and taking control of the process instead of being affected by the situation. Scott volunteered in Cambodia and he discovered that the fundamental belief in selling is shared by many people whether they’re from a developing country or in the U.S: That selling is about pitching, convincing, and sometimes, pressuring people to make a decision. Decision intelliegence can help salespeople to become so much more effective than the pitch, convince, and persuade strategy. This means being committed to help clients make the best possible decision. Drastically increase sales with these 4 steps Step one: Find a problem, stay on the problem, and not get off the problem until it’s solved. It’s about taking the customer through the journey of discovering their pain point and helping them identify the causes in order to eventually come up with a solution. Step two: Know the impact of these problems on the company, employees, the brand, and additional touch points. Step three: It’s all about the solution. It’s how the products or eservice meet the problems in a way that the problems are solved. Step four: Calculate the return on investments and make sure that what you’re spending is worth it. R = A+C+E. Result is based on three things: The attitude you bring to every moment of the conversation. C is the competence you have in how well you are able to get you customers to explore the problem. E is effort or execution as you do the activities at the right time to effectively sell. Approach the customers with a problem proposition, not with what you can do for them. “The Best Way to Manage Attitude and Drastically Increase Sales” episode resources Reach out to Scott and Roy via their LinkedIn accounts. You can also visit their 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

Getting to know Shruti Kapoor Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today. Analyzing B2B sales calls Since the pandemic, Shruti has learned three things: First, there is a big dip in call volume since March but the number is slowly going up. Second, some businesses froze for a time but it's slowly going back. People have other reasons for not buying and it’s not just due to budget. Third, people love to talk about their kids so salespeople need to incorporate that into their discussions. During March, phone calls dropped to almost half. There is also a significant dip in the types of phone calls. Sales cycles are much longer with many more touch points due to the pandemic and people being remote. With the changes in call volumes, sales reps must look for other avenues. Shruti’s team uses voice calls and voice messages for their outreach. Salespeople today are curious whether it’s okay to talk about the pandemic, working from home, internet issues, and other topics, with their clients/prospects during a call. People are struggling with their budgets. Sales reps must listen to how their prospects are speaking of budget during the conversation. A sales rep can ask their prospect/client about the decision makers involved in the process early on. It is better to have someone from the finance team involved in the conversation. Sales reps need to develop more empathy as they talk to clients. People seem to be more open about sharing their struggles and salespeople need to be able to navigate sensitive topics. “3 Things We Learned Analyzing More Than 1 Million B2B Sales Calls” episode resources Connect with Shruti Kapoor via her LinkedIn account. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. This episode is also partly brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 Martin Heibel Martin Heibel’s career has centered around software sales and he is now the co-founder of Ciara, the company where you can find the CRM software tool he calls The Conversation Assistant. Win deals on the Phone Right now reps are having to go back to the beginning of sales relationships and take a look at what the needs of their customers actually are as their needs may have changed. This involves revisiting their USP, their pitch, and how they will approach their customers. As the situation changes, it’s important not to make any assumptions. Make sure that the pitch is inline with the customer’s most current needs. Martin’s messaging detects the customer’s needs and pain points. It used to be that customers would go take part in outbound cold-calling in order to be qualified and these leads would be passed on to sales people. This has changed. It’s time to rethink the process from the first contact and marketing to a qualified lead to actually closing of the deal. Good rapport isn’t just about the flow of a conversation but also the care you give to the meeting environment. Having the zoom call in a kitchen is vastly different than having it in a studio. When everything starts shaking and moving, a good salesperson must be able to put all the pieces together and act on them quickly. At Ciara, they provide a conversation assistant. It’s software that records the conversation as you’re talking to a customer so you have feedback to consider the best next steps. “From Call to Close: How to Win Deals on the Phone” episode resources Connect with Martin Heibel via Crunchbase and LinkedIn. Check out their official website 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 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 Adam Springer Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less. Uncovering customer pain points Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals they want to achieve. A business must have its ideal customer profile because each person that a sales rep speaks to has their own pains and these pains affect them in different ways. It’s important to understand who you’re selling to in order to come up with the best approach to address their pain. Sales reps must understand what their prospects are dealing with if they want to know their customer pain points. When making calls, the goal of helping must be mutually beneficial. If you see that your products or offers aren’t the answer to their problems, you need to tell them and respectfully let them go. Bringing up your customer’s pain points during a call Bring up the pain points wisely during sales calls. Ask open-ended questions based on what you’ve already mapped out. Know your clients on a deeper level by asking difficult questions without making any assumptions. It’s more impactful for somebody else to tell you about their pain points than you telling them of the pain they may have. You don’t have to ask the same questions but you can have a format. Start with small talk and qualifying questions, tell them about yourself, and continue with whatever process falls in the sales cycle. Adam also asks the client which tool they’re currently using and the cost of the tools. By doing this he gets clues about their budget and where they may be financially. Don’t be afraid to ask questions and listen carefully. “How to Properly Uncover Customer Pain Points” episode resources Connect with Adam Springer via his LinkedIn account. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. This episode is also partly brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 Will Batista and Heidi Peters Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs. Will calls himself a reformed campaigner. He’s been doing political campaigns since he was 14 years old. Will also worked on digital strategy for a few political campaigns, did communications work, and acted as spokesperson for various efforts. Right now, Will is focused on sustainability efforts for a major utility in the Southwest. Effectively selling a candidate Oftentimes, people don’t see the need for political markers. They just vote for whomever they want. At the end of the day, Will and Heidi’s job is to go after the gap made up of those who may not have all the information they need. The first step in effectively selling a candidate is to know exactly what they stand for and what the message is. You must identify the strengths you want to push forward. Campaigns lose because they lack branding and messaging. It’s not about having the position for every single issue right away, but it’s about knowing who you are right away. Social branding is one of the first steps you need to do if you want to effectively sell a candidate. People today need to understand the political market because most of the time, they don’t know the facts. There are different marketing strategies for every group of people being targeted. Regardless of what you’re marketing, you need to have an overall brand image and brand message. You also need to know how to pivot as well. A winning candidate must be confident and authentic. Being confident means when somebody comes at you, it’s not going to knock you off your game. It’s the ability to maintain your brand identity even with the opinion of other people coming down on you. Always reflect the value of the people you are representing. There are two schools of thought in marketing in the political world: The people who say endorsements don’t matter and those who say endorsements can make a huge difference. At the end of the day, people vote based on their personal experience. Treat people with dignity and respect. “Politics and Sales: How to Effectively Sell a Candidate” episode resources Connect with Heidi Tagliaferri and Will Batista on Twitter. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. This episode is also partly brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. 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 Jeff Fromm Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool. Diving into brand loyalty Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more frequently. It doesn’t doesn’t mean using the brand exclusively; it means I’m willing to pay a small premium for it. Loyalty should matter to salespeople because when you’re helpful to your customers, they’ll want to work with you over and over. It’s the difference between average outcomes and making a lot of money. Professional salespeople are empathetic, they have great listening skills, and they collaborate to solve problems. Buyers don’t want to buy your product; they want to solve their problem. Questions are your friend, because they help the seller become smarter about the buyer, and they lead to a sale that is a better fit to the buyer’s needs. You have to have BANT: budget, authority, need, and timing. If you have those things in a buyer, then your job is to find the right solution. When you provide possible solutions, consider giving three different options and the cost range of each. That way you’re guiding your customer to a solution that best fits his needs. Show your customers the risk associated with their approach and point them toward the approach that is most likely to succeed. Give facts, and give customers places to cut corners if you can. “You have to be willing to lose what you do not have to win what you want.” Jeff Fromm Culture is wildly important with brand loyalty. Create your culture by being inclusive and innovative. Hire people who are motivated and then empower them and give them good tools. Be willing to collaborate. Leverage the power of your team by hearing their ideas. Find the people who are better than you at certain things. To build loyalty with Millennials, spend time with them. Nurture them. They are looking for mentorship. Members of Gen Z are looking for opportunities to prove they are capable of doing something. If you want to sell more, ask better questions. “How B2B Sellers Can Build Brand Loyalty With Customers” episode resources Connect with Jeff at [email protected]. If you reach out to him directly, he’ll send you a free copy of his book, The Purpose Advantage. If you guy a copy on Amazon, 100 percent of the proceeds go to The Brand Lab, which supports racial equality in marketing. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Using Past Stories in Your Close Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and other freelancers and within four years, he was able to scale it to an eight-figure business. Stories are effective Stories make you relatable and as a result, it’s easier to build relationships with other people. The more specific your story is, the better the reception will be and the more you tell your stories, the more comfortable you become in sharing them. As you tell your story, you want to watch for their reactions and listen to the feedback. Adjust your stories accordingly so it’s sharper the next time you tell it. There’s a certain amount of trial and error when crafting your story as you tweak it and see what works. It’s not necessary to always share success stories because people also appreciate how you coped with failure. Success stories aren’t always relatable. Create stories around objections Start by creating stories around objections. The most common objections are fear of losing money and the fear of wasting time. Take these objections and turn them into stories. Phil Knight’s book, Shoe Dog: A Memoir by the Creator of Nike is a good reference book on how you can create and tell your own stories. The Outsource School Nate’s goal is to help businesses hire A-players quickly. Nate’s company also has a system, a process built-in for operations and marketing to help grow others’ businesses. You can take advantage of it for $997/a year. Today, it’s dropped to $800. Nate believes that hiring is the number one skill you have to learn in the business. People who learn how to hire early are typically more successful down the road. “Using past stories in your close” episode resources Connect with Hirch via his LinkedIn account. You can also check out his Outsource school and learn more. Try the trial here. Nathan Hirsch also founded Ecombalance.com a monthly bookkeeping service for Ecommerce Sellers and Agencies 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals and also call us at (561) 570-5077. 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

I Don’t Need Anymore Training! It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson. There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons: There is a hypocrisy that’s often present in the sales arena Training is expected in many industries so it can be taken for granted. People don't look at areas they can improve on Hypocrisy in sales Salespeople know how to handle an objection like “We have this product already. We don’t need yours." We understand this is a challenge and can share how our product may help them due to the changes in trends. The same is true in sales where trends change there too. We can’t be hypocrites and expect our sales to improve when we don’t improve as well. The change should start from us. Training is expected Sales is a continuous learning process and there are many opportunities through podcasts, books, conferences, and more. People who excel may already have the experience, but they still want to learn more. The individuals, however, who don’t desire to improve start to become stagnant and decline in performance. When your role is critical and you’re not getting any training, people who don’t stay on top of their sales training wash out because they’re not equipped with enough tools. Areas you can improve upon There are numerous training sessions available for the areas that you need to improve. Be the sales rep the executives are looking for. Be a sales rep that executives are willing to take a risk for. “I Don’t Need any more Training!” 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. This episode is also brought to you by Wingman. Wingman empowers remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching. Get Insights. Get Intelligence. Get Revenue. Check out their website at trywingman.com. 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

Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode. Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people who have solutions. Direct mail defined Traditionally, direct mail has included letters, solicitations, and mailboxes. These can be personalized for marketing messages and are called tactile marketing. Nick started personalized direct mail when he needed to reach out to a gentleman with a portfolio of assets who had an interest in their mission. It was difficult to connect with billionaires but Nick was able to. Without much information, Nick was able to get his location and send him a package that included his book. Nick wrote a personal message in that book and called the gentleman fifteen minutes after he got the notification that his parcel was delivered. That got him a meeting. He was invited for lunch and they were able to build a business relationship. That is the power of direct mail. People want to know that they matter and this is an opportunity to go beyond marketing automation. Tactile marketing automation Tactile marketing is the coordinated and personalized orchestration of your digital and tactile efforts coming together. While email has an open rate of 1-2%, direct mail show a higher rate of 2-4%. When efforts are coordinated and worked in a timely way, sales reps can capture a person’s attention and move the conversation forward. Effective implementation starts with the identification of your ideal customer profile and you only mail people who fall under your customer category. Direct mail isn’t just about sending, it’s about giving personalized, valuable, timely, and intentional solutions to your target customers. You can also use traditional principles of marketing and incorporate them into your present strategies. “Using Direct Mail To Move Prospects Through Your Funnel” episode resources Connect with Nick Runyon via his LinkedIn account and visit 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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates. Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest, and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You. Reviews are critical in sales Customers look up companies on the internet and read reviews and complaints before they make they ever make a buying decision. Building a good online reputation is imperative and reviews are the best way to do that. Another method is to list as much information as possible - names of people, their cities, the items they bought, and snippets of their testimonials. If you’re giving this information to people for free, a reciprocity effect takes place. The key to getting positive reviews is to ask customers for a review when they are happy. Satisfied customers are more inclined to say good things about the company and the product. They are also more willing to go to the process of sending you their reviews. Leverage your reviews Leverage your reviews and share them with other channels. Include local business listings, use Yelp, Google listings, and others to increase the likelihood of your reviews getting seen by many people. Collect reviews that are genuine and authentic. Happy people want to write reviews that will help others share the joy. The aim is to provide high-quality service in order to keep the customers happy and satisfied. Bad reviews happen but you can change it if you proceed well. Call them and ask for the why and change their perception by making it right. Once they’re satisfied, ask them permission to take the review down. “How 5-Star Reviews Can Increase Conversion Rates” episode resources Check out Brian Greenberg on LinkedIn and download his audiobook and book on pdf for free. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

4 Steps to Systematic Sales Growth Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name. He is now with Berkshire Hathaway Homeservices Beach Properties and starting his own podcast show. Systematic Sales Growth Systematic sales growth can be achieved by either doing more of what you’re doing at the moment or trying new things. The whole business pattern is about birth, growth, maturity, and decline. Businesses need to look for more ways to add value to the market and ensure that people will come back to you. Competence Jimmy talks about ABL or always be learning. Build competence by learning new things to improve the business. Look at your weak spots in the business and learn more about it, become the expert in it. Get to the point where you are able to understand the business, the products and services more than anybody else. There are somany learning materials available in it’s a matter of discipline to get to where you want to be. Repetition builds reputation Consistency of providing value to the marketplace is where you build the confidence that the buyer has in you as the person selling the product. It’s now the perfect time to use videos and send video updates to a client base. The consistency helps in building your reputation. Once you build your reputation, your next goal is to keep communicating with people and have a referral basis. Find your systematic approach to consistency and providing value to the clients. Even when the whirlwind comes, you still need to stay consistent. Conversations lead to conversions You can send videos and post all posts in social media but at the end of the day, people do business with people. Salespeople need to connect, to have conversations, and ask questions. You need to get out there and find out how you can help others. Figure out their needs, their pain points, and you won't be able to do that without having the conversation. Confidence The first phone call will always be difficult but if you are confident, you will be able to answer the questions asked. It is critically important now to invest in yourself. Keep learning and connect with people. “4 Steps to Systematic Sales Growth” episode resources Connect with Jimmy Burgess via his Facebook and LinkedIn account. He also has his own website and podcast show. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that she became a success. Skills to overcome objections Alison has 3 C’s to guide her in being successful in sales: Clarity, confidence, and connection. Clarity starts with customer discovery. It’s in this stage that prospects are able to share their needs and sales reps are able to define how they can be part of the solution. Objections often fall under three categories - budget, time, and necessity. Prospects either don’t have resources to proceed, don’t have the time to engage, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better understanding about how to overcome these obstacles. Clarity is also about building rapport. Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech that’s been spoken over these samples. In the same way, well-spoken words can also make a positive impact. Confidence is also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism. The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions. Clarity, confidence, and connection are skills that can start with the sales call. “Three Skills to Help You Overcome Objections” episode resources Connect with Alison Proffit via LinkedIn, Instagram, and Facebook. You can also check out her website here. Alison has a Free Energy of Sales 3 mini-course that you can get 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 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 Recognizing Intent Signals Can Help Overcome Objections Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR team. Intent signals defined Intent signals are interactions, like digital interactions, with a prospective company, or even one person, that is an indicator that they want to have a conversation with you. The intent is an interest in either you, your competitors, or your industry. It tells you they are interested and you can engage. COVID-19 has become one of the most common objections that salespeople face today. The budget objection won’t come from a company that shows intent in the offered solution. Salespeople can overcome objections by focusing on the accounts that show intent. Ernest’s company uses keywords and value cards to see and gauge intent. Understanding the intent to overcome objections Buyers have changed and everyone now does research before deciding to purchase. It’s more efficient to see this intent and have the tools to gauge the prospects’ reasons for visiting your site before an approach. The sooner you identify these prospects, the sooner you can target the accounts. You can use sales engagement tools with the ability to track clicks. It also helps to engage in constant repetitive practice, role playing and right or wrong, being familiar with your strategy. “How Recognizing Intent Signals Can Help Overcome Objections” episode resources Reach out to Ernest Owusu via his LinkedIn account. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Vulnerability - The Key to Landing More Sales Appointments In 2020 The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode. Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have skirted the issue but he didn’t. He told the truth and said that the situation isn’t going great. While it isn’t going great for everybody, few people will share the areas they are suffering from. This conversation affected Donald and it allowed him to connect with the person on a human level, not just a professional one. Having a deeper conversation opened up a more meaningful dialogue and an opportunity for more conversations in the future. The vulnerability of this gentleman allowed him and Donald to talk more honestly with each other. They were able to share their experiences and challenges through this pandemic in a more authentic way. Vulnerability in sales Vulnerability is opening up to someone with the possibility of being attacked or harmed and for many people, it can be a scary place to be. Keep in mind, being vulnerable shouldn’t be confused with being desperate. Human beings are social creatures. We genuinely need to be heard and being vulnerable allows us to say what we need others to hear. It fast tracks a deeper conversation. When you’re dealing with prospects, try to be vulnerable without being desperate. It involves being real and honest from the onset of the conversation. Look for opportunities to have a deeper exchange and let them know you want to connect. “Vulnerability - The Key to Landing More Sales Appointments In 2020” 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 Top Three Issues Killing Your Sales Deals Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM. Things killing your sales deals Even before the pandemic, assumptions are one of the reasons why deals get killed. Salespeople make decisions based on assumptions and with sales being a very broad profession, it involves a lot of processes and complex solutions. Because it can be complex, you can’t make decisions based just on a “type” of person or solution. This can lead to wrong conclusions. Many salespeople think they’re disciplined people but they may not be consistent. True discipline isn’t a one-time thing. It has to be repeated daily. Selling is about helping someone improve their situation. This means you don’t have to sell to everyone, but you do want to offer help. People are rational and emotional beings. Sales reps may be complicating their sales process without meaning to. It’s best to slow down and look at the problem. It’s important to know what you want to accomplish in order for that goal to guide your steps. Keep learning For sales reps to keep evolving, you must continue learning the new information that comes out. Ask questions if you don’t understand the information you need to be successful. A little vulnerability is effective. Keep it simple and look for just one or two things that you can improve and start from there. Identify the one thing that’s holding your sales back and fix it. “The Top Three Issues Killing Your Sales Deals” episode resources Connect with George Bronten via his LinkedIn account. Check out George’s book, Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Important Business Lessons You Can Apply Across All Areas of Life A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life. Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities who have become entrepreneurs and with his help, they have been able to achieve success. Mark Timm is also an entrepreneur and they met through their mutual mentor, Zig Ziglar. The pandemic has impacted businesses of all sizes. These have been challenging months but this has also been a learning curve for Kevin. Kevin’s aggressive curiosity allowed him to start his career and it has sustained him to this day. He succeeds by watching where people begin and how they get to their destinations. The importance of mentors, the right pitch, and a great mindset Having the right kind of operational and finance team is imperative to help growth but Kevin also realized the importance of having a mentor, the experts, and leaders you want to emulate and follow. As a salesperson, the right pitch is also going to serve you well. Kevin uses the tease, please, and seize strategy: Sales reps tease the prospects with just enough information to get their attention, please them by solving their problems, and seize the close by offering a deal they can’t refuse. The right mindset is the foundation of success. You will face different obstacles and circumstances and attain different levels of success, but how far you go begins with what you think. You can fortify your mindset by what you choose to learn. It’s why reading consistently is so critical. Sales require on-going education. The more you learn, the better your grasp what the business of prospecting, selling and closing is all about. “Important Business Lessons You Can Apply Across All Areas of Life” episode resources Connect with Kevin Harrington and Mark Timm via their LinkedIn accounts. Check out the book, Mentor to Millions 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 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 → http://go.thoughtleaders.io/1988320200907 or 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Will B2B Sales Be Impacted by The Elections? The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election. The large organizations expand because they have more consumers, stockholders, and others that have a stake in the success of the company. They have the ability to make more solid predictions and see the bigger picture. They determine how the elected leaders will affect the organization. The election is different for the mid-sized companies as they aren’t immediately impacted by the results. This is also true for smaller companies. For sales reps, you may have more challenges in the time of the election. Brandon Julio, a professor at the London Business School said that during elections, firms reduce their investment expenditures by an average of 4.8%. Companies try to reduce expenditures but they continue to make investments. Preparing for it The B2B market doesn't have to feel the strain of an election year. First, sellers must have the proper mindset. This isn’t the end of the world and the impact may not be felt for a long time. Second, ensure that your company is prepared. Evaluate your sales pipeline and look into your CRM. Third, look at the fourth quarter every year. The book, The 12-week year, focuses on how companies tend to do well during the fourth fiscal quarter. The last thing is to plant seeds by building relationships whenever possible. “Will B2B Sales Be Impacted by The Elections?” episode resources Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 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 → http://go.thoughtleaders.io/1988320200907 or 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Let’s talk about that in this episode. Erik Kostelnik is the CEO of Postal.io, a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions. Challenges in reaching out to decision makers There have always been obstacles in selling; however, in the last 20 years, it has gotten a lot noisier due to sales and marketing automation. As a result, it has become more difficult to grab the attention of potential clients. People are just overrun by messages and have become desensitized. You need to be different if you want to interrupt this massive flow of data to the decision-makers. How to reach decision makers Historically we have operated on “five touches” to get to a yes or a no response. Operating within these parameters, sales reps standardized the workflow with these five touches in mind. The number of touches has increased, however, due to the volume of people trying to do the same things. It’s become even harder to get a hold of decision-makers. The solution is to go back to personalization. Formatted emails need to be removed from your own sequences and be replaced with persona-based selling. Sequence your outreaches using social media platforms, emails, and phone call pitches. You can use this steps: Send an email with a gift, like an ebook. Reach out through LinkedIn. Make a personal phone call. Email them. Repeat this process three times. With this process, you can reach decision makers, even offline. During this process, sharpen your sales sword and differentiate yourself from the competitors. “How to Reach Decision-Makers When Selling to Enterprises” episode resources Reach out to Erik Kostelnik via his LinkedIn account. You can also check out 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. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Mistakes Salespeople Make When Prospecting Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode. Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner. Common prospecting mistakes Here are the top 3 common mistakes that salespeople make when prospecting. Salespeople believe that everyone is a prospect Believing that what they seek is a sale rather than a meeting Talking more than listening Sales is about solving the problem and connecting your product to your client’s need. This isn’t about convincing people to buy from you. Unless you have what they need, convincing someone who wasn’t ready to buy can lead to buyer’s remorse. If you approach the prospect with the closing in mind, the sales process becomes about you and not about them. Not everyone is a prospect It’s hard for salespeople to realize not everyone needs your products and services. As sales reps, you need to evaluate your prospects and approach the process in a more curious way. You want to be able to recognize the people you’re supposed to work with and understand not everyone is going to be a good fit for you. When you work with people you connect with, and they with you, you’re setting yourself up better for a long-term relationship. Seek sale rather than a meeting When looking for sales, sales reps are focused on closing a deal. As a result, you may not recognize that prospects are signaling you that you’re being pushy. Your main goal isn’t the sale but the meeting, a chance for discovery. This is where you build a relationship with prospects. This is where you figure out if it makes sense for you to continue the conversation. Talking more than listening Sales reps can talk at length about their products and services long before they get permission. It’s presumptuous and off-putting and can push prospects away. The more a salesperson is talking, the less they’re learning. If we’re not learning about the prospects, we won’t be able to build that relationship and trust and we certainly won’t know what’s best for them. “Mistakes Salespeople Make When Prospecting” episode resources Reach out to Diane Helbig via her LinkedIn account. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Discuss and Understanding Women Leadership Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable, and professional image. Obstacles to women leadership Even though it’s 2020 women are still facing this challenge - the lack of pay base across the table. Males typically make more than their female counterparts, even in the same role. Leadership roles have been primarily populated by men over the course of time, women have flooded that role. Even then, there’s still a disparity. Women often feel like an imposter when the reality is that they are capable of doing the job well. Women will, however, have the tendency to hold back because they still don’t have the bravado. The critical point to being successful, however, is striving to be the best and making sure you have a solid support system among your partners, family, and friends. Women are often put down in the workplace so it’s important to set up boundaries. They shouldn’t allow others to dictate how they should or should not feel. Look for mentors Men can help by being a good foundation and support system but women should look for unbiased mentors who will pull them up, get the respect they deserve, and help them find a seat at the table. “Discuss and Understanding Women Leadership” episode resources Connect with Linda Yates via his LinkedIn account and watch out for her upcoming podcast as well! The podcast will be about the many challenges the women are facing right now in various industries and how they are able to overcome these obstacles and challenges. Listen to IntHerRupt podcast produced by tsestudios.io/intherupt. You can also mail Linda 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. 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Knowing the Right Time to Ask for the Sale Sales is about the timing - when to pitch, when to close, and when to ask for the sale. Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless, which talks about closing and negotiating with purpose. Best ways to ask for the sale Customers today have choices. Every dealership is just a click away from buying the car and the failure to deliver exceptional experiences will cause sales reps their deals. Today’s lifestyle is different than it has been. People worked and could afford to change cars every two-three years. Now, many are battling unemployment. With everything so unsure, everyone is having to navigate a variety of financial struggles. Sales reps must focus on building the relationship because with so much competition it isn't just about selling a car, customers expect excellent service and a great experience. People are willing to pay as long as they have a stellar experience. Negotiating the right way Salespeople need to learn how to make the customers feel good. People want to feel they got a good deal at the end of a negotiation. Don’t negotiate out of fear, but from inspiration. You won’t make every shot but you need to believe that you could. How to close a sale If you want to be great, you must be willing to pay the price. Practice your closing pitch by saying it out loud over and over again. Listen to your voice and pay attention. Sales reps shouldn’t practice their techniques on their customers, but during the time in between. Challenge yourself to get better and have fun. A sale is made when you transfer your enthusiasm to your customers. “Knowing the Right Time to Ask for the Sale” episode resources Connect with Tim Kintz via his LinkedIn account. 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 Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a daunting task in today’s climate but it’s necessary. In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the economic downturn that resulted from covid. With the knowledge he’s accumulated, he’s helping other businesses turn it around and in many cases, launch even better. Reach out executives The pandemic leveled the playing field for all - every sales rep and even the executives are going through the same experiences together. Almost all businesses are in a state of change as they push the threshold of what they’ve known as common business practices. They’re having to relearn where to listen. Sales reps who are equipped with the right knowledge and who are positioning themselves to talk with the right executives are going to see success despite current industry standards. Bring value to the executives There are three ways to sell: feature benefits selling solution perspective selling provoking the customer Jeremy suggests that the last one is the best approach today as businesses right now are changing. As a sales rep, ask yourself, “Who needs the expertise of our company most right now?” Approach your customers with the question, “Who in your organization knows about the need first?” Ask them what their problems are and offer them a solution. The business executive team should be looking at the market and asking the important questions: Where do we play? How do we win? What are the issues that our clients are facing? It’s a team effort Have a team meeting that talks about value proposition and the sales efforts on a weekly basis. Make it a dedicated meeting and discuss how you sell right now. What are the shifts you are making as a company? Talk about the strategies that work and get feedback from everyone on the team. Sales is the sharp end of the spear when it comes to business development. The organization must learn to adapt with the trend and make the necessary changes to have a competitive advantage. Sales teams who are thriving keep everyone in their organization from getting laid off. “How to Reach Executive Decision Makers, and Why They are Listening Right Now” episode resources Follow Jeremy Miller on LinkedIn now to learn more. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Will Sales Make Me More Confident and Improve My Social Skills? Sales is a career where people develop their social skills and deepen relationship building. What happens, however, if you’re starting from a place of anxiety and it’s hard for you to talk to people? Is it still possible to have a successful career in sales? Unfortunately, sales isn’t the solution to these issues and in this episode, we’ll talk about the reasons why. The wrong idea of getting into sales Sales is a career that deals with interacting with people and the point of it is not to boost your confidence. Being a salesperson who is looking for ways the customer can benefit you means that you’re thinking more about fulfilling your needs rather than helping the buyers solve their problems. Nobody should get into sales exclusively thinking about what they’re going to get out of it. This mentality makes sales reps people pleasers. They’re afraid of offending their prospects so it keeps the sales rep from asking the important questions. Wanting to please people means losing the ability to speak of the problem upfront in fear of ruining business relationships. In the long run, this doesn’t serve your customers well. Sales is more than just talking Just because you love talking doesn’t mean you should get into sales. There are other career opportunities that would give you the platform to talk. Get into sales with a desire to succeed and with existing mental fortitude. Sales is a demanding job - it has deadlines, pipelines, and goals that need to be met. If you go into sales without the right mindset, it will be difficult to improve and succeed. What sales is There’s a lot of processes involved in sales. For example, administrative work involves emailing clients and prospects, cleaning up the CRM, and more. Sales is a great career but it isn’t for everyone. Don’t get into sales if you just want to help boost your confidence and build social skills. If you are shy, don’t like talking, and you have anxiety, these are things you’ll need to resolve before you think about a sales career. Otherwise, it could exacerbate the problem for you and any future clients. Anyone going into sales should want to help other people find solutions to their problems. “Will Sales Make Me More Confident and Improve My Social Skills?” episode resources If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

A Simple Exercise to Understand Your Customers' Values Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode. David Priemer had the opportunity to work with Salesforce and saw how sales machines were built operationally and culturally. His time in sales made him realize that people naturally love to buy things but they don’t like speaking with salespeople. David aims to combine his experience as a salesperson and research scientist with the curiosity-based approach to help make sales better for all. Sell the way you buy Modern selling and buying have changed dramatically over the past 5-10 years. With the advent of social media, people no longer have the mental bandwidth to care about everything equally. Unfortunately, many salespeople are stuck using the same tactics that worked 10-20 years ago and that can be disastrous. Salespeople must step up and use modern approaches to connect with buyers as they become more driven, skeptical, and information-rich. Let go of closing tactics Many sales reps tend to default to out-dated closing scenarios that corner people into buying their products. They push people in making purchasing decisions without considering and understanding customer value. Instead of forcing people to purchase using generic and scripted methods, use personalization. Reciprocity is more likely to occur when you put in the effort of doing homework before reaching out to prospects. Unconscious selling This refers to people who are executing certain sales tactics because someone told them to and they don’t always work. The idea is to be curious about how the sales approach is perceived and knowing why a particular pitch worked or didn’t. One solution is to identify the enemy - what are the challenges your customers face? Understand what your customer values. Tap into their emotions because this is how people connect. Sellers are the solutions to pain points and when we solve problems, we put ourselves in a position of credibility. Don’t lead with the solution, lead with the problem, and be indispensable. “A Simple Exercise to Understand Your Customers' Values” episode resources Connect with David Priemer in LinkedIn and check out his book, Sell the Way You Buy. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 to Be Indispensable to Your Customers How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode. Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can help you engage, acquire, and retain customers. Becoming indispensable to your clients The challenge is understanding the difference between what your buyer can get exclusively from you versus what they can get from Google or other sources. There are two ways to become indispensable to your clients. The first is by being helpful and approachable and the other is recognizing that both you and your clients are human beings. You should be able to maintain a business relationship while delivering business value. Salespeople can make the mistake of forgetting that clients and prospects are more than that. They are also people with families and at the end of the day, just normal people who are all going through the same things we all are. If you treat your clients just by dollar value, you risk losing the connection and trust. Bridging gaps using events This may not be possible now due to the pandemic but when we’re able to host events again, we should. Going to events allows us to meet prospects face to face, shake their hands, and have a conversation. When you get to meet people and share a meal, it’s easier to see the person, even beyond their title or position in the company. Becoming indispensable to your customers starts with creating a genuine relationship with them. You earn this by becoming a trusted advisor and being consultative. Don’t fake authenticity. Lead with empathy and understand that people are trying their hardest in a very difficult time. You need to understand that the product you’re selling is not the most important thing in the whole world. What’s important is the connection and remembering your client is a human being first. “How to Be Indispensable to Your Customers” episode resources Connect with Nick Casale via his LinkedIn account. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

What To Do When Co-Workers Try To Steal Your Deals Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers to these questions. Be indispensable When you are working with a client or a potential client, make your presence known. Don’t reach out to just one individual in the organization, reach out to multiple individuals who are at multiple levels. Talk to their director of sales, their HR rep, the VP of sales, and if you’re able, talk to their executive. As much as possible, have three conversations or interactions with these people so the company identifies you as the rep for the products you represent. Make sure that you are indispensable to the client and provide value. To maximize your interactions use the technology that’s available to you and omnichannel to connect with the people in your target organization. For example, there’s LinkedIn, email, and more. Just make sure you’re reaching out and show your interest in working with them. Stay calm When you see somebody in your deal or pipeline, it’s important you don’t make a scene. Stay calm and take deep breaths. Bad things happen when you let your emotions get the best of you. Don’t give your client, that team member, or your boss any opportunity to see you as unprofessional. The person who’s level-headed wins the battle. Understand the rules Make sure you know your company’s policy when it comes to pursuing opportunities and working in the boundaries of your territory . It keeps you in line and it keeps you in accountable to respecting someone else’s territory. You want to know the rules before you play the game. Approach the teammate calmly When it comes to approaching a teammate about encroaching a territory, be level-headed and investigate what their reasons might be. Perhaps they don’t know how the company policy works, so educate them. But if that teammate does know the rules, your approach will tell them you are serious and professional. Clarify the status and solve the problem head-on. If the management allows such a situation to happen multiple times consider another organization with better morale. If you’re finding this happens to you repeatedly, it’s time to put your foot down and have a serious conversation so it doesn’t occur again. “What To Do When Co-Workers Try To Steal Your Deals” episode resources If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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 Secret Weapon for Selling Anything Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a salesperson. Flynn Blackie dropped his education and pursued his thirst for success. He started creating websites for friends and as word of mouth grew his reputation, he was able to build his website development business. Secrets of successful selling Learn their names A person’s name is the first and easiest information to obtain. Knowing someone’s name is important and it immediately sparks their interest. Using a name means you are giving an individual importance and you value them. That sparks the clients’ interests. Understand what’s important to them The next thing you need to know someone’s interests. Genuinely learn what they need and how your services can help them. Personalize your approach and choose businesses and clients’ causes that you are passionate about. Salespeople need to go the extra mile if we want to grab the attention of our prospects. We want to set ourselves apart from our competition. Take advantage of social media channels One of the most common resources salespeople will use is social media. It’s a great way to find common ground between you and your clients and support them through their interests. Prospects feel appreciated when you personalize your approach. In the midst of this pandemic, you can help your clients for free with Flynn’s COVID-support website. He’s offered free strategy calls and solutions to people who need help. Flynn discovered that in this time of crisis, people who were coming to him are those who have wanted to kickstart their career in business but didn’t have the time before. Have the desire to learn from other people Another secret tip to selling is learning from other people. Build a connection with like-minded salespeople and mentors who have already walked the path you want to follow. “The Secret Weapon for Selling Anything” episode resources Connect with Flynn Blackie via his LinkedIn account. Read the article that featured the mind of Flynn here too! If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Why Sales Executives Should Look to the Midwest When Hiring After COVID-19 Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well? Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full potential by helping them to get established in a career in tech, regardless of their location. Due to the pandemic, there’s been a shift in the unemployment rate from 2% to almost 20%. All industries have been affected, including technology. However, many companies that are well-capitalized and those with a good business model are now getting back to hiring talent. Hiring in the Midwest Start-up companies are not for everyone, but if you can get on the front end of a rising star, there are incredible opportunities and potential for growth. For example, businesses in the midwest are raising considerable money. They are investing in talent and they are growing and selling. The opportunity is enormous. Tech hubs outside of Silicon Valley, like those that are found in the Midwest, are unique in each of their own ways and are showing encouraging growth. It should be noted that unlike the companies in Silicon Valley, these smaller startups don’t have the same level of capital. They need a sound revenue model from day one and have to be profitable to survive. This should help salespeople to focus on companies with a strong revenue model in order to have the best-earning potential. Life in the Unvalley Tech hubs outside of Silicon Valley are also known as the Unvalley. The cost of living and the quality of life is different in the Unvalley in that the competition for jobs is lower. Many sales reps believe that working for a startup company in the Unvalley is more rewarding in terms of achieving success. Each tech hub is very different and there is an advantage in knowing these communities well. The startup companies aren’t as well-mapped so their data is sparse. When making work-related decisions, look at the culture of the company, and make sure their values align with yours. Even with layoffs, there are enormous opportunities particularly in the tech communities in the Unvalley. “Why Sales Executives Should Look to the Midwest When Hiring After COVID-19” episode resources Connect with Matt Hunckler via his LinkedIn account. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Secret Ninja Hack For CRM Updates and Meeting Recaps The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have CRM hacks, however, the task can be faster and less tedious. CRM hacks you need to know Updating CRM isn’t an easy job. When you meet a prospect, and you have a great conversation, ideally the relationship will continue to progress. Although the relationship building is gratifying, most salespeople don’t enjoy spending time recording the details, updating the information on the CRM, and organizing the details as the relationship moves toward a closing. Working on CRM is not the most exciting aspect of the sales process, but it is necessary. The importance of CRM An organized CRM helps salespeople understand their customers more, and this knowledge offers a better idea about how to help the customer. A salesperson can only be as effective, however, inasmuch as the data in the CRM is useful. One of the CRM hacks you can use is utilizing Google Doc for its accessibility and straightforward layout. Check out the features and tools within the app and take advantage of their many uses. One feature that can help with speed and efficiency is the typing feature. Use it the next time you have a meeting in order to take quick notes. You can then copy all the little notes you have and put it in the CRM. The other CRM hack available is Otter, a transcription website that can transcribe all your recorded audios. You can record your Zoom meetings and import it to Otter to get a breakdown of your conversation per second. This allows you to go back to your meetings to review parts of the conversation you want to revisit. Use these CRM hacks to make the most of your CRM. “Secret Ninja Hack For CRM Updates and Meeting Recaps” episode resources Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world. She finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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

Using Video To Improve Lead Generation There have been huge improvements in lead generation tools that salespeople can use with much more efficiency. In this episode, Sean Gordon will discuss the video technology he and his team created called vidREACH and how it can be used to improve contact with prospects. Ideas to improve lead generation With technology available today, people are seeing video as an effective tool to improve lead generation. Forbes projects that 80% - 85% of all content by 2022 will be sent through videos as people are turning to mobile-based apps. A 30 second video easily replaces 500-word content. Salespeople want a platform that allows them to stand out in their industry so they need a personalized approach to make a human connection, especially when the pandemic has made it difficult for people to gather. This human connection leads to more conversation, then appointments, and eventually, closing more deals. Regardless of the channel you use to connect with other people, whether it be through LinkedIn, email, traditional email, messenger - you need a workflow. Sean’s system allows you to figure out that workflow as you send personalized messages. With Sean’s plug and play approach, you can load your contacts with their first name, last name, and email and once that’s done, you can then create a video or an email template that can be used again. Video to increase lead generation Anyone can just send a video at any stage but it’s the format that matters. Remember that videos are more like wallpapers that are clickable, and they’re hyperlinks that allow you to pick-up thumbnails you want to go into. Effective Video formats Everyone is different. There are some progressive companies. Some would use a breakup email and others go for personalized formats to give that raw and authentic feel to it. The standard best practices are some of the basics in video creation. This includes the proper lighting, the camera angle, the background, good audio, a good video quality, the use of a teleprompter script, and other equipment. For Sean, a 30-45 seconds video is enough. The key to improve lead generation using videos isn’t the length but the message - the shorter the message, the more effective it becomes. Create your message in a way that personalizes it to the person you’re targeting so think about their industry and their challenges. “Using Video To Improve Lead Generation” episode resources Connect with Sean via his LinkedIn account. You can also visit their website to get a chance to speak with him personally. If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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 for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 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