The Sales Evangelist

The first ten seconds of a cold call matter more than any other part of the outreach. But what do you say to keep your prospect from hanging up? In this episode, I’ll tell you exactly how to get them into your sales pipeline and close the deal. 1. Verify the Prospect Before diving into your sales pitch, confirm that you’re speaking to the right person. This not only ensures your efforts are targeted but also gives you a moment to prepare your next move. 2. Greet with Your Name and Company After verifying the prospect, introduce yourself by stating your name and the company you represent. This helps the prospect visualize who you are and understand why you’re reaching out. 3. POR: Point of Reference There’s a reason I always recommend LinkedIn. Use it as a point of reference to remind your prospect where they might know you from. This simple step can turn a cold call into a warm conversation, increasing the chances they’ll stay on the line instead of hanging up. 4. Relevance Relevance is the icing on the cake—it’s where you show how you can help them. For example, if you noticed on LinkedIn that your prospect is new to their role as a hiring manager, mention that. This demonstrates that your outreach is tailored and thoughtful. 5. Value Proposition Your relevance should seamlessly lead into your value proposition. Using the hiring manager example, explain how you can help them find the right employees and ensure they’re well-trained to contribute effectively to the business. 6. Confirm the Next Step By this point, you’re about ten seconds into the call. If your prospect is still on the line, it’s a good sign! Use this opportunity to schedule an appointment for a more detailed conversation. “Most prospects don’t want to talk to sellers and be sold to. But if you can get them to stay on the phone for 10 seconds, it buys you time to dive into the relevancy factor.” – Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

It’s getting cold outside, but that doesn’t mean your cold calls have to freeze your sales pipeline. Tune in to hear my hack for warming up your prospects and getting them more receptive to your proposals. Reach Out to Prospects on LinkedIn People are naturally skeptical of sellers, especially if they’ve never met you. That’s where connecting on LinkedIn can be a game-changer. Use LinkedIn Sales Navigator or a similar tool to identify your prospects’ triggers and build a targeted list of potential clients. Establishing a LinkedIn connection with your prospect before sending an email increases the chances they’ll respond positively when you cold call. It’s all about building familiarity and trust. Make an Introduction Before Cold Calling Think back to the caveman days—introductions have always been essential to building trust. By making an introduction first, you transform a cold call into a warm call because the prospect already knows who you are. Establishing trust with your prospects through LinkedIn or a prior introduction sets the foundation for a successful sales conversation. “When a trusted source vouches for someone, we’re far more likely to do business with them.” - Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting. Plan It Out The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients. Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting. While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit. Accountability If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative. Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track. If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below. Practice Your Message Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation. Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective. Eliminate Distractions Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away. To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions. You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting. — Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers The Sales Evangelizers Facebook Group Sales Mastermind Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In Part Two of the Back to the Basics Series, I cover a sales skill that everyone believes they need to master to close deals: multitasking. Honestly, I don’t think you need to be all that great at it. Why? Tune in to hear my thoughts on multitasking. Multitasking Doesn’t Work You might have 20 tabs open on your CRM right now, along with countless tools and windows. It may feel like juggling everything at once makes you more productive, but research shows otherwise. Focusing on one task at a time is actually far more effective for getting things done. In this episode, I share some research that debunks the false belief that multitasking is the key to productivity. Identify What You’re Trying to Accomplish I get it—it’s hard not to multitask when you have a million and one things to do. However, to avoid being less productive, take a moment to define the goal of each specific task. For example, if you’re prospecting, set a goal like having five conversations within an hour and booking one appointment. In the episode, I break down how to create effective and actionable goals like this. Take Breaks I also share data on the benefits of taking breaks for your brain health. Overworking yourself doesn’t help you accomplish more—it does the opposite. It’s okay to take short breaks throughout the day. If you work from home, step outside and get some fresh air. Focus on a task for at least 90 minutes, then take a break. This approach will help you stay productive while allowing your brain the rest it needs to recharge. “I encourage you to avoid multitasking. Instead, focus on one meaningful task at a time to stay productive and achieve better results.” - Donald Kelly. Resources The Sales Evangelist Sales Planner Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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 can you build rapport without coming across as wanting something in return? Prospects can easily sense if you’re not genuinely trying to connect with them and are only interested in their money. If you’re struggling with this sales method, listen to my guest, Ante Mihaljević, a sales and communication expert, share his refreshing take on building rapport with prospects. The Importance of Genuine Rapport Stop making rapport feel gimmicky or disingenuous by showing genuine interest in understanding and helping a prospect. This approach makes them feel heard and valued, fostering openness and a positive relationship. Techniques for Building Rapport Ante shares valuable insights on building rapport effectively: Stay Focused and Curious: Be genuinely interested in your prospect’s needs and listen actively to their concerns. Mirror and Match: Observe and subtly mimic your prospect’s language and behavior to create a sense of familiarity and trust. Avoid Focusing on the Outcome: Concentrate on the interaction and the process of connecting with your prospect rather than the end goal of making a sale. Recognizing Genuine Connection How do you know when it’s time to transition from building rapport to having a sales conversation? It’s all about intuition! Ante explains that you’ll intuitively know when you and your prospect are in sync and ready to discuss sales. Practical Exercises for Sales Teams For sales managers looking to train their teams in rapport building, Ante suggests exercises such as: Observational Practice: Encourage your team to observe and analyze prospects’ breathing rates and language patterns. Mirroring Exercises: Help your team get comfortable with mirroring by practicing with each other before trying it with actual prospects. “They will start finishing your sentences. They will start breathing at the same rate you’re breathing. So, a lot of these non-verbals will happen. When you know that has happened, you’re ready to move on.” — Ante Mihaljević. Resources Ante Mihaljević on LinkedIn Ante Mihaljević website Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Following up scares you just as much as cold calling does. But just like cold calling, circling back with a prospect is an important sales technique that can help improve your closing rate. My follow-up tips will help you move through the sales pipeline three times faster and close deals more efficiently. 1. Give Them the Agenda Just like in basketball, if your prospect doesn't know the rules, they won’t play along in the sales cycle. During your first meeting, let them know what you’re going to cover and how your services can help them. 2. Set a Specific Date and Time for the Next Meeting Before you end your first meeting, don’t forget to set a specific date and time for the next one. Remember, prospects have busy lives, and if you don’t provide clear details for the next meeting, they’re more likely to forget about following up with you. 3. Don’t Send Those Silly Follow-Up Emails The fact that you’re sending an email means it’s already a follow-up. So, there’s no need to add "follow-up" in the subject line or mention it in the email. Instead, focus on standing out or offering something of value to the prospect. 4. Just Follow Up Stop overthinking it! It’s your hesitation that’s holding you back in the sales pipeline. Be confident, and just send the email! “Understand your self worth. Your job is to solve a problem for them. Don't be so worried about your feelings. Think about what impact you're going to have on that person in their business when you best help them.” - Donald Kelly. Resources Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Storytelling allows you to connect with your prospects on a more personal level. However, sometimes you might find yourself telling the wrong stories or sharing a story at the wrong time. My guest, Eugene Theodore, walks us through how to create impactful stories that align with your sales goals. Meet Eugene Theodore Eugene Theodore is a highly skilled and experienced storyteller with a background in sales and personal branding. His storytelling approach aligns a product or service’s message with the needs and values of a target audience. Eugene helps sales professionals and leaders navigate different stages of the customer journey by using storytelling to foster meaningful connections and close deals. Why Storytelling Matters in Sales People prefer to buy from those they trust and feel connected to. Without a genuine connection, prospects may choose not to move forward in the sales process. Eugene explains that storytelling serves as a powerful alignment tool throughout the customer journey. It brings the necessary harmony between the product, the company, and the target audience. The Story Matrix Tool If you find it challenging to craft effective stories, Eugene suggests using his “Story Matrix” tool. This tool helps map out various story types for different stages of the buyer’s journey: awareness, consideration, decision-making, and retention. The Story Matrix allows you to create a grid that matches different phases of the buyer journey with suitable story types—whether humorous, serious, technical, or adventurous. Applying the Story Matrix Eugene provides practical examples of how to use the Story Matrix to tailor stories for different audiences and stages of engagement. He emphasizes the importance of understanding a client’s personal interests, professional stage, and organizational needs to refine and personalize the story, making it more impactful. “The story matrix is simply understanding the consumer journey, whether it's B2B or B2C, and understanding what is the right kind of story at that moment in time.” - Eugene Theodore. Resources Saga Squared Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster. Meet Cindy Allis Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle. In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period. Insights on Sales Seasonality Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business. She notes a recent extension in the peak season, driven by market trends and events like the Olympics. This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up. Mutual Action Plans and Digital Sales Rooms I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged. I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process. “It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis. Resources Aligned Floatist Cindy Allis on LinkedIn Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

You know that selling to prospects requires understanding how they buy. But you may still be struggling to master this technique. Join me and my guests, Jorge Soto and Justin Dorfman, co-founders of Asset Mule, as they explain how to focus on the buyer’s perspective to build a successful sales pipeline. Meet the Guests: Jorge Soto and Justin Dorfman Jorge Soto and Justin Dorfman are the co-founders of Asset Mule, a company specializing in buyer enablement. They bring valuable insights on integrating human elements in sales and understanding the psychology and motivations of buyers throughout the process. Instead of relying solely on CRM systems to close deals, they emphasize that understanding each stage of the buyer’s psychological journey accelerates the sales process. Focus on the Buyer’s Journey, Not Just Sales Techniques If you’re still using traditional sales scripts, it’s time to shift your approach. By understanding the buyer’s psychology and putting yourself in their shoes, you can better guide them through the journey. Awareness Stage: How will this product help solve my problem? Consideration Stage: Are there other products like this? Who else is using it? Decision Stage: Will this fit my budget? Will I have support if needed? Today’s buyers are more informed and considerate at each stage. Jorge and Justin explain how to use psychology to build trust and enhance the customer experience. Qualifying Leads with a Human Touch Early qualification calls help sales reps understand a buyer’s motivations. Jorge explains that asking direct questions can uncover issues that might otherwise be overlooked due to an over-reliance on tools and processes. These questions also help map out sales assets to use at each stage of the buyer’s journey. “Building rapport and trust by going the extra mile early in the process makes a real difference in the experience,” - Jorge Soto. “Every deal and every buying process is unique. Eventually, your goal is to turn the prospect into a champion. Once you establish that relationship, you can leverage their insights into their organization and its stakeholders, allowing you to map the buyer’s journey together and identify which assets to use at each stage,” - Justin Dorfman. Resources AssetMule Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Sometimes, getting a prospect to say “yes” requires the right personality. But what if your personality doesn’t quite match theirs? How can you prevent them from hanging up the phone? My guest, James Buckley—the self-proclaimed phone expert and co-host of the Sell Better Podcast—is here to share the communication style you need to instantly increase your cold-call success rate. Click play and learn how to align your sales style with your prospect’s personality. Meet James Buckley After meeting James Buckley, it’s clear why he’s known as “the phone guy.” His communication style evokes emotions far more swiftly and effectively than email ever could. James personalizes his sales approach by being authentic, intuitively connecting with prospective customers in a way that builds rapport and trust. Thanks to his unique methods, James has become a valuable resource for both new and seasoned sales professionals. Be sure to check out Sell Better, where he shares daily and weekly sales tips. Have the Right Personality The wrong approach could be keeping you from closing deals. James explains how to tailor your communication based on personality cues you can often pick up from LinkedIn profiles. For example, if someone appears friendly in their profile, adopt a jovial tone; but if a prospect’s profile has a more serious vibe, use a tone that matches. Think Smaller with Emails James says, don’t write a novel when emailing prospects! Decision-makers often read emails on mobile devices, so the shorter, the better. His advice? Make your emails concise and to the point by removing unnecessary words. Here are three ways ChatGPT prompts to improve your emails: Rewrite the email to make it shorter. Make it more about the prospect, less about yourself. Ensure it’s easy to read on a phone. Subject Line Tips Your subject line matters more than the email’s body. James shares that specific words can boost your open rates. For example, use “Thanks” for an ego appeal, rather than the neutral “Quick question.” Also, a meaningful preview text can also capture the prospect’s attention, increasing response rates. “Folks, I’m going to give you four words that will change everything about your emails in 2025: The shorter, the better.” — James Buckley. Resources The Daily Sales Show Sellbetter.xyz Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Here’s a shocking fact, reps don’t have to be nice in order to make a deal. Unconsciously, your need to be liked is turning you into a pushy salesperson. Listen to this episode with my guest Chris Caldwell to help you stop making this sales mistake. Chris Caldwell’s Background Chris Caldwell is a sales trainer and expert who runs “Sell As You Are,” a company that helps sales professionals succeed by embracing their authentic selves. With experience coaching youth soccer and leading sales retreats, Chris has deep insights into human behavior and the psychological needs that drive success. He focuses on aligning beliefs and behaviors with genuine intent, offering practical strategies to foster personal power, authenticity, and commitment in sales teams. Unmet Needs in Sales How do sales reps manifest their unmet needs in sales contexts? Chris provides an analogy of parents at a youth soccer game, demonstrating how people often project their unfulfilled emotional needs onto external situations or people. This behavior negatively impacts sales performance and client relationships. The Power of Setting the Frame To set clear expectations and agendas with prospects, try using Chris’s framework for sales conversations. His framework allows you to stay confidently in control throughout the sales process. The Importance of Getting to the Truth The primary objective of every first discovery call should be to uncover the truth of the prospect’s needs and situation. Chris stresses the significance of ensuring honest exchanges to facilitate genuine progress and decision-making. “It is in the nature of executives to get distracted because they have a hundred things they’re responsible for, and the problem you’re solving is likely one of fifty they’re trying to address. At the same time, if you do not keep them on the leash, if you do not keep them on your calendar, it is in their nature to deprioritize you. And you cannot blame them; you can only blame yourself.” - Chris Caldwell. Resources Chris Caldwell on LinkedIn sellasyouare.com Email: [email protected] LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies. In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox. Meet AJ Wilcox AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency. Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide. Why Should Sales Teams Use LinkedIn Ads? Most people avoid using LinkedIn Ads for two reasons: 1. They’re expensive 2. They believe they don’t work If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience with ease, and the return on investment is 2x higher with LinkedIn Ads. Three LinkedIn Ads Strategies for Sales Teams AJ shares these LinkedIn strategies for sales teams: Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates. ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven’t signed up yet at your fingertips makes it much easier to reach companies’ buying committees. This helps increase brand recognition on LinkedIn and improves sales teams’ deal closure rates. Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company’s leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline. “When we show these sales reps, as opposed to their company posts, they’re getting on average more than one extra second of dwell time.” - AJ Wilcox. Resources Connect with AJ Wilcox on LinkedIn Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast Learn more about AJ Wilcox at b2linked.com LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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 in the world is the status quo? How is it able to keep you from closing deals? My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge. Introducing Will Barron Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner. Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps. What is the Status Quo? You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo. Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia. There are psychological and business factors contributing to the status quo. Often, it’s not about the product or the competitor, but more about the inherent resistance to change. Engaging with Decision Makers Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals. Will provides practical advice on identifying and engaging those with the actual power to affect change. DIY Objection & Simplification Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don’t need external help. Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own. He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem. “If you’re selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron. Resources www.salesman.com The Salesman Podcast LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague. The principles they taught in that course provide excellent strategies that you can use during this year’s Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year. Common BDR Challenges During Q4 You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won’t make a decision before the end of the year? These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them. Mike suggests continuing to prospect during this time. You don’t want to start the new year trying to rebuild your sales pipeline. Don’t start fresh in 2025 and bring Q4 clients along. Prioritizing Deals You may find yourself with deals that are moving very slowly through the pipeline or with nothing at all. What actions should you prioritize to help close deals? Follow the Sandler Sales Training Care Plan, where you assess your accounts and prioritize which ones to keep. Mike and Emily provide examples of the Care Plan to help you understand how to apply it to your situation. Sales leaders may need to help team members prioritize their deals. Sometimes an outside perspective can help a sales rep view their accounts objectively. Be Creative with Your Prospecting During this time of year, most sales reps are out enjoying the holiday festivities like everyone else. You may be tempted to do the same, but if you want to close deals, you’ll have to put in some work. The good news is, if you get creative with your approach, you can still have fun while doing it. Attend the Christmas parties, but use the opportunity to talk to decision-makers. Don’t take a vacation during this time—use it to cold-call CEOs and presidents. The key is to work smarter, not harder, during this season. “Our job is to create an atmosphere and environment that allows the customer to buy while the salesperson stays out of the way.” - Mike Montague. “Looking at your accounts through the lens of the Care Plan will help you break down those targets into categories. You can focus on which ones are a priority to keep.” - Emily Davidson. Resources “The 12 Week Year,” by Brian P. Morgan and Michael Lennington www.sandler.com How To Succeed Podcast LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses. As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth. In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference. Understanding the Reticular Activating System (RAS) Your brain filters information all the time, and often in ways that may keep you from succeeding in sales. We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important. Your mindset and perception influence your belief in the effectiveness of your sales strategies. For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes. Sales & Psychology: The Connection Whether you believe it or not, psychology plays a major role in sales. We also believe that therapists can make some of the best sales representatives because they understand the human mind so well. Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust. The Journey to Sales Mastery If you want to improve your sales skills, try role-playing for practice. We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices. "With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge. Resources Check out Mark Roberge’s podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies. Learn more about The Sales Evangelist Sales Mastermind Program. Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Continuing from our last topic on prospecting, this episode dives deeper into it. I’m sharing an episode from last year featuring my discussion with Dr. Jean Oursler. She discusses why you’re not prospecting enough and what you can do to overcome this unique sales challenge. Meet Dr. Jean Oursler Dr. Jean Oursler is a renowned sales trainer known for her innovative approach to boosting new business development. She created the Caveman Brain System, a methodology based on understanding how the amygdala’s fight, flight, or freeze response can hinder sales success. Through her coaching, Dr. Jean aims to spread the principles of the Caveman Brain System widely, enabling teams to improve their business outcomes significantly. Caveman Brain: What Is It? Our brain still operates as though we’re living in the wild, even though society has evolved. Dr. Jean explains that the amygdala plays a major role in how we interact with the world around us. For example, you might struggle with cold calling because of your fight, flight, or freeze response. Your amygdala is trying to protect you from perceived dangers, and without you realizing it. This primitive part of your brain holds you back in sales situations, creating unnecessary fears and inhibitions. Practical Steps to Harness the Caveman Brain Dr. Jean offers actionable advice on how to deal with the Caveman Brain: Positive Self-Talk and Affirmations: Write down affirmations and repeat them daily to change your mindset. If you can’t come up with your own, try these: “I am a fabulous salesperson” or “People love reading what I write.” Understand the Source of Fears: Are you holding onto fears from childhood, culture, or past experiences? For example, maybe your parents told you not to talk to strangers, and that fear still influences your behavior. Simplistic Approach: Focus on basic goals like making a friend or solving a problem, rather than just closing the sale. Transforming Your Sales Mindset If you want to become a great salesperson, start by creating a positive mindset. Dr. Jean emphasizes that what we repeatedly see and hear shapes our reality. Fill your mind with positive and empowering thoughts to help you achieve professional success. “Know that almost everything in your life that isn’t happening the way you want is tied to your Caveman Brain. When you realize this and start to fix it, everything else begins to fall into place.” - Dr. Jean Oursler. Resources Connect with Dr. Jean Oursler on LinkedIn Visit CavemanBrain.com for free resources and training Join The Sales Evangelist Mastermind Group Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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’s your sales pipeline going? It’s not performing as well as you need it to during this time of year. That’s why in this episode, I’m going to show you how to fix it fast and continue growing your business before the holidays arrive. What's the Number One Sales Pipeline Killer? You’re doing everything right to grow your pipeline, and everything is going great. You’re getting clients, and they’re saying yes to your pitches. But now things are starting to slow down, which is frustrating when you’re getting used to the groove. Listen to my short story on how I overcame this unique challenge. It may help you when your sales pipeline suddenly slows down. Always Be Prospecting Closing deals is what makes you money. Once those are done, you’re going to need more to keep the money rolling in. This is why you always need to be on the lookout for new business opportunities. You don’t want your pipeline to dry up, because once one deal closes, you need to be ready to close another one ASAP. If you want to learn how to close deals faster, join my Sales Mastermind Class. You can find the link in the resource section. Self-Discipline for Prospecting Sellers who don’t take the time to prospect are the ones who believe it doesn’t work. However, it actually does work. Tell yourself, "I just can’t stop prospecting!" Set aside at least two hours on your calendar for prospecting to help you stay consistent. If you need help growing your pipeline, check out this episode with Monica Stewart. “Always be prospecting. You want to have more opportunities than you think you need to keep your pipeline full and advance deals.” - Donald C. Kelly. Resources Cold Call Openers TSE’s Sales Mastermind Class TSE’s LinkedIn Prospecting Course Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

One thing that AI lacks, which humans possess, is creativity. I'm not suggesting you stop using the technology because of this, but it's important to be aware of its limitations. When you add your personal touch to AI-generated content, you can close more deals more effectively. Learn how in this episode with Dale Dupree, where he shares tips on incorporating creativity into AI-driven processes. Is AI Preventing Society from Being Creative? As you may notice, tools like ChatGPT and other AI platforms can often sound robotic. Dale discusses how AI lacks emotions and likely always will. While researchers are working to infuse human emotions into AI, upon closer examination, this thinking proves to be flawed. AI doesn’t understand emotions the way humans do. When it comes to tone, feeling, and triggering the brain to take action, a human touch is still necessary. Have a Bigger Purpose Than Making Money Yes, you entered the sales industry because you wanted to make money. But to get where you want to be, you have to work for it. You can’t always rely on AI to do your job for you. While your goal is to make money, you also need a deeper purpose for why you’re doing what you do. Strive to achieve great things and have a vision or sense of impact for your organization. Why are you trying to sell your product to your buyers? How does it help them with their problems? Answering these questions will help you stay motivated beyond just making money. Improving the Buyer Experience with AI and Creativity People in today’s society often dislike dealing with humans in customer service. This is usually because they feel the salesperson isn’t listening to their problems, is reading from a script, or simply doesn’t care about the buyer at all. I shared an example of when I tried ordering a pizza, and the customer service representative was from Dubai. Due to AI, the service experience wasn’t great, which made me want to take my business elsewhere. Keep this in mind when switching everything to AI. The human touch is essential to maintaining strong customer relationships and keeping customers loyal to your business. Breaking the AI Reliance Trap It’s hard not to over-rely on AI—it makes life so much easier. However, remember that sales is all about building and maintaining relationships. Too much automation can create a disconnect between businesses and customers. Learn how to use AI effectively without losing the human touch! “We think we’re being more efficient with AI, but we really aren’t. It’s like UberEats—you pay for someone to bring the groceries to you so you don’t have to leave the house. However, it costs money to do this, and you’re spending the same amount, if not more, than if you had gone to the store yourself.” - Dale Dupree. Resources The Sales Rebellion The Sales Rebellion LinkedIn Jeremiah Griffin Dale Dupree LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and ...

Most sellers take the time to master their pitching or objection handling skills. However, do you ever stop to take the time to master your active listening skills? Join me in this episode with my guest, Zach Bradshaw, President of Business Development at Brightkey, as we deep dive into the nuances of active listening in sales. Introduction: Meet Zach Bradshaw Zach is the Vice President of Business Development at Brightkey, a company that specializes in providing managed services to businesses. His success stems from the many failures and obstacles he faced throughout his professional journey. Overcoming rejected proposals and poor approaches has allowed him to hone his ability to listen to clients. Now, he guides his team to approach client interactions without preconceived notions and to focus on genuinely understanding clients' problems in order to address them. The Power of Listening in Sales Recently, I conducted a LinkedIn poll and discovered that one of the most important sales skills is active listening. However, this doesn’t just involve using your ears to understand consumers' pain points. Zach shares that a seller must also take the time to understand the unsaid and read between the lines, which is a crucial aspect of active listening. Preparing for Effective Sales Conversations Always prepare yourself before engaging in sales meetings. Zach advises sales reps to conduct comprehensive research on their prospects to gain a deep understanding of their businesses. Analyzing CRM data and reviewing past interactions allows you to anticipate potential challenges and tailor your marketing approach accordingly. This preparation sets the stage for a more meaningful and productive dialogue with potential clients. The Role of Team Collaboration and Continuous Learning Stop holding isolated one-on-one meetings and adopt the collaborative approach that Zach uses with his team at Brightkey. Holding meetings with your team allows everyone to share their experiences and insights on the company’s sales. This culture of continuous learning and shared knowledge helps team members develop a well-rounded understanding of various sales scenarios and enhances their ability to ask the right questions. Overcoming the Fear of Asking Difficult Questions Are you afraid to ask questions that might disrupt the flow of a conversation? Learn Zach’s strategy to overcome this fear and adopt a partnership-based approach. "Don't go in with a preconceived solution. Don't go in thinking that we're going to push a and b product because it was brought up at the most recent meeting." - Zach Bradshaw. Resources Zach’s email: [email protected] Zach’s LinkedIn Brightkey.net //thttpshesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Recently, I attended HubSpot's 2024 INBOUND event, a three-day conference showcasing the latest in marketing, sales, and AI. Listen to this episode to hear the three biggest takeaways from the event. Why is HubSpot’s INBOUND Conference Important? HubSpot is one of the leading marketing companies, dedicated to gathering and sharing essential industry insights. The conference is a key platform for unveiling the latest trends and innovations in marketing, and sales. INBOUND brings together industry leaders, offering attendees the chance to network, share ideas, and build partnerships with top professionals in their fields. It also features thought leaders and innovators who inspire attendees with new perspectives and creative solutions to business challenges. 1. Search is Dying To some extent, search engines are declining. Is it even worth caring about what Google thinks of ChatGPT writing anymore? HubSpot estimated that search is projected to decrease by 25% by the year 2026. Why is this happening? Honestly, what’s the point of using Google when you can just use AI? 2. Personalize, Personalize, Personalize There are some terrible cold emails out there, and recently, I received one. A guy literally pitched podcasting services to me (Donald C. Kelly😭). How funny! If he had done his research, he would’ve known why he was wasting his time. Remember, personalization involves deep research! Guess what else? HubSpot is figuring out how to use AI in their cold email outreach to help people avoid this mistake. 3. Spend More Time on Social Media Yes, social media platforms are designed to keep you spending more time on them. But can you blame them? It’s how they make money. This means your target audience is on social media all day long. I’m sorry to say this if you’re introverted or dislike social media, but if you want to grow your business, you’ll need to spend more time on these platforms. One platform you should take greater advantage of is LinkedIn. Learn how to use it effectively with TSE’s LinkedIn Prospecting Course. Click the link in the resource section. “By using AI to prepare cold outreach emails, their conversion rate increased by 84%. That’s amazing, because that’s exactly what we should be using AI for.” - Donald Kelly. Resources INBOUND 2024 LinkedIn Prospecting Course https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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’s a reason why some producers make it, and some don’t. If you’re struggling, you may be putting off a specific task because it annoys you. However, a top performer would never do this. In this episode, I chat with Andrew Barbuto, a seasoned sales professional and author, about what high-performing sellers do to help them succeed. Listen to the five things that will help you stand out and meet your goals. Andrew Barbuto’s Background Andrew Barbuto is an accomplished sales professional and author with a deep understanding of the intricacies of top-performing sales strategies. He shares his sales methodologies in his insightful book, “Top Sales Producer: How To Crush Your Sales Quota.” Andrew's commitment to excellence in sales makes him a valuable resource for anyone aspiring to elevate their sales performance and effectively manage their client interactions. Key Practices of Top Performers Andrew shares the five things that top performers do differently than average performers. 1. Time Management: Top performers allocate their time to maximize revenue-generating activities. Start early on your work tasks and focus only on the ones that bring in money. Also, don’t forget to put the phone down to help avoid distractions. 2. Research: You may find researching on a specific client to be long and boring, but it’s one of the most important tasks top performers do. Andrew explains that rather than adopting a broad approach, successful sellers conduct targeted research to identify and connect with the right prospects. 3. Meeting Preparation: You can avoid generic questions and tailor conversations to address specific needs by coming to a meeting prepared. This is why it’s important to research a prospect before contacting them. 4. Prospecting Activities: Andrew recommends employing a multi-channel approach with at least seven touchpoints, including phone calls, emails, and LinkedIn messages. This persistence helps in turning cold prospects into warm leads. 5. Leveraging CRM: Creating detailed notes will allow you to maintain contact with prospects and personalized value with each one of them. You can do this by using a CRM system to help strengthen your client relationships. "Top producers typically will try to allocate as much time as they possibly can to revenue-generating activities." - Andrew Barbuto. Resources Top Sales Producer: How To Crush Your Sales Quota Andrew Barbuto on LinkedIn B2B Weekly Tips Cold Outreach Strategy https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In 2024, building a personal brand is essential for success. In this episode, I sit down with Ian Agard, a sales coach specializing in personal branding, to discuss how sales reps can strengthen their brand to enhance sales performance. Tune in to hear Ian's insights on leveraging your personal brand to close more deals. Meet Ian Agard Initially, Ian started his career as a marketer and eventually transitioned into becoming a proficient seller. His exceptional ability to connect with people, attributed to the strong personal brand he has built over time, sets him apart. Ian has progressed through roles as a sales leader and a sales coach, where he now runs a sales coaching program called "Level Up." His program is designed to help Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) earn their next promotion within three to six months by focusing on mindset, habits, and mastering essential sales skills. Why Personal Branding Matters A personal brand is what people think of when they see or hear your name. This is how you share your values, expertise, and journey, without having to explain it to every potential client. Ian shares how building a personal brand allows salespeople to create a strong connection with followers and better opportunities for sales growth. Building Your Brand: A Step-by-Step Guide Ian shares how sales representative can start building their personal brand in three simple steps: Vision and Values: Start by having a clear vision for your life and understanding your core values. Profile Setup: Ensure you have a professional photo and a value statement on your LinkedIn profile. Consistent Posting: At a minimum, post once a week sharing your journey, challenges, wins, and relevant industry insights. Ian also shares how niching down can help with finding your target audience. He shares his own experience of focusing on helping lawyers with digital marketing and the success that came from being a recognized expert in that niche. “Start today and build your brand. It's like farming. If you plant those seeds today, in 90 days, in 120 days, you're going to see some fruit and you'll be like, wow, why didn't I start this a year ago?” - Ian Agard. Resources Ian Agard on LinkedIn Donald Kelly on LinkedIn https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

It’s no secret—a structured sales process can significantly boost your ability to close deals. Following a proven step-by-step method reduces the pressure and uncertainty when a potential buyer says "no." In this episode, I sit down with Gregg and Mike, co-authors of Sales Sucks, But It Doesn’t Have To, to discuss the sales strategies that have fueled their success. Tune in to learn how you can apply their techniques to achieve the same results. The Genesis of "Sales Sucks, But It Doesn’t Have To" Greg and Mike's Previous Roles: At their last company, Greg and Mike devised technological innovations that expedited onboarding and sales processes, helping the company grow faster than its competitors. Why Write the Book: After realizing that new sales representatives could improve by using these effective methods, they decided to create a book to outline their step-by-step process. Sales Methods for Leaders and Reps Rapport and Problem-Solving: Establishing rapport and understanding client problems are critical. Instead of a hard sell, frame conversations around problem-solving. Script and Process: Greg explains the importance of having a script and understanding the 'why' behind each part of the process. It's about helping customers make informed decisions rather than manipulating them. Role Playing and Real-Time Practice: To ensure that scripts are both practical and effective, frequent role-playing and real-time practice are crucial. This also helps identify and rectify any gaps in the process. Practical Application in Different Sales Scenarios Example Scenario – Selling HR Software: Greg provides a script for selling HR software, showing how framing the problem and solution sequentially helps in decision-making. Leveraging Technology: Mike highlights how predictable behaviors in sales scenarios can be facilitated with technology, making the sales process more efficient and scalable. "It's really the ethical thing to do, to prepare and arm your salespeople to go in to perform in ways that better them." - Mike Latch. "You have a choice. Either make it the best, become the best in the company, or help the company get better, or go work for the best." - Gregg Murphy. Resources “Sales Sucks, But It Doesn’t Have To” https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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's no denying how AI has changed the way we do business in the sales industry. In some areas, it’s better and in others, we’re still working out the kinks. But, has it improved the way we do cold calling? In this episode, I have an engaging conversation with Rabi Gupta, the CEO of Evabot, on how AI can bridge the gap between sellers and buyers. Learn how to use AI tools to improve your cold calling techniques. Meet the CEO of Evabot Rabi Gupta is a co-founder and CEO of a startup company. His day-to-day responsibilities involve managing various aspects of the business. He is passionate about identifying and solving problems that salespeople face by using innovative technology and artificial intelligence. Rabi's leadership and expertise drives his company's mission to enhance the efficiency and effectiveness of sales teams. Cold Calling 2.0 Defined Buyers are tired of hearing the same old tired pitches, making it harder for sellers to meet their quotas. Cold Calling 2.0 uses AI technology to help sellers become more efficient in researching buyer’s potential pains and challenges. For example, a seller can use an AI tool to find a specific issue highlighted within a company’s quarterly report. The unique approach keeps sellers from using generic sales outreach techniques and makes cold calls more valuable to prospects. AI’s Role in Sales Enhancements AI enables sales teams to automate routine tasks such as lead qualification, customer segmentation, and follow-ups. This allows sales reps to focus more on building genuine connections with prospects and close deals faster. With advanced data analytics, sellers can analyze vast amounts of customer data to identify patterns and predict future behavior. Sales teams can tailor their approaches to individual customer needs more accurately. Also, AI enhances cold outreach by providing relevant, precise, and timely information about prospects. This creates sales messages that are more personalized and impactful. "What we have seen is if you start with the research part first versus any other greetings, it works really well because today everyone is like, hey, I'm this. I'm calling from this." - Rabi Gupta. Resources Evabot https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

LinkedIn Sales Navigator is a powerful tool for growing your business and gaining clients. However, using the marketing tool can be a bit complicated. If you’re unsure how to use Sales Navigator, tune into this episode. I chat with Josh Shirley, a seasoned sales professional from Sandler, on the most effective ways to use the tool to help grow a sales pipeline. Josh Shirley’s Background Josh Shirley is a representative of Sandler, a renowned sales training organization. He highlights that his relevance arises when sales leaders seek an institutionalized system offering predictable outcomes based on set inputs. Sandler’s methodical approach provides sales professionals with the structured support similar to those in other professions with established educational backgrounds, enabling them to perform effectively right from the start. Referrals: The Gold Standard of Leads Referrals are the golden component of receiving sales leads. Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation. The LinkedIn Rule of Seven Josh shares explains that for every seven LinkedIn connections, there's typically one person willing and able to refer you. He outlines three practical applications of this rule to improve your referral tactics. One to Many Referrals: This is suitable for territory managers who need leads from various potential clients. Many-to-One Referrals: Useful for targeting named accounts where multiple mutual connections might lead you to a high-value prospect. One-to-One Referrals: This involves asking one referrer about one specific prospect and repeating the process. Practical Execution with LinkedIn Sales Navigator Josh explains how LinkedIn Sales Navigator simplifies the process of finding mutual connections who can act as referrers. He provides detailed steps on how to filter through profiles using Sales Navigator's advanced search functionalities to make this task more efficient. Overcoming Psychological Barriers One of the barriers salespeople face when asking for referrals is the fear of appearing needy or intrusive. Josh advises on shifting this mindset and adopting the belief that people generally want to help you succeed. "It's not that you don't know how to ask for referrals. It's that there's something in you stopping you from asking because You’re afraid you’re going to come across as needy." - Josh Shirley. Resources Josh Shirley on LinkedIn Sales Tales Podcast https://thesalesevangelist.com/opener Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

You call a potential client, and when they answer the phone, what do you say to reel them into your offer? “Hello, how are you doing? My name is Kevin?” No, this is going to get you hung up on. Listen to this episode to find out what you’re supposed to say instead. I share five effective cold call openers to help you start conversations with prospects. Also, don’t forget to download the call opener document for the other five tactics. 1. Curiosity Opener Curiosity makes a prospect more interested in your call and open to conversing with you. Try verifying the prospect’s name and referencing something you saw about them on LinkedIn. Make sure it's relevant to a business problem they're currently having. This initial spark can pave the way to a longer dialogue where you can provide value. 2. Referral Opener You can consider this one as the golden opener. Use this call opener when you know someone within the prospect's professional network to boost your credibility. Mentioning a mutual contact can make the prospect more inclined to listen to what you have to say. 3. Problem Solver Opener Take time to research a common challenge in the prospect’s industry. Start by stating that you've spoken to others in the same field who have faced similar problems. Then, ask how they are currently handling this challenge. This approach not only shows your understanding of their industry but also positions you as a potential problem-solver. 4. Industry Insight Opener A part of being a seller is being an expert in industry trends, and you can use this as an advantage when cold calling. After you verify the prospect’s name, share an interesting trend within their industry. This will show the potential buyer that you’re well-informed and that your solution is timely and beneficial to their needs. 5. Value Proposition Opener If nothing else works, then try to deliver a compelling value proposition. Be specific on how you’ve helped similar companies to achieve measurable results. This can immediately capture the prospect's interest and make them more willing to continue the conversation. "You want to spark curiosity. It makes it more intriguing for the prospect." - Donald Kelly. Resources https://thesalesevangelist.com/opener TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

You may be working at a company that doesn't have a good CRM, which can easily make your job stressful. How can you overcome this challenge to boost your sales? Listen to this episode and hear my conversation with a ten year veteran sales professional. I chatted with Moustafa Moursy on how to develop your own personal sales system to help close more deals fast. Moustafa Moursy’s Background Moustafa Moursy runs Push Analytics, a full-service digital agency. His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level. With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs Why Do Sellers Need a Workflow? If you don’t have a personal system of management, you’re only going to get so far. You may be good at the day-to-day workflow or a specific skill, but without a personal system, you’re only going to get so far. The personal system allows you to recognize your strengths and weaknesses. What Should Be In Your System? It depends on what type of service or product you’re selling. The more complex your workflow is, the more planning you will have to do to build your system. Moustatafa shares that you should start by organizing your day-to-day workflow: Build healthy habits to help you be productive List out the tasks you plan to do for the day Have a positive mindset If your company doesn’t have a good CRM, Moustafa shares how you build a spreadsheet to create a system. Have checkpoints, and at the end of the week, review them. This will help you stay on track with your system, and if something falls through the cracks, you’ll be able to catch it. Building Your Personal System Moustafa shares several steps to help you build a personal sales system: Organizing your CRM or spreadsheet Writing out what you want your system to be Building habits to create your system “Maybe I would have been able to close a deal, if I had follow-up. That’s the point of having a personal system.” - Moustafa Moursy. Resources Reach out to Moustafa: [email protected] and use TSE” in the subject line for a consultation. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

You’re using every sales tactic, method, and technique to get a potential buyer to close a deal. When you think they are going to say yes, they end up telling you I have to think about it some more. Within your mind, you think you did everything right. So why are they telling you no? In this episode, you’re going to find out the error you made. I chat with a special guest with a surprising background, Yano Anaya, who shares the number one mistake sellers make when closing a deal. Yano Anaya’s Background Do you remember the two sidekicks of the bully who got his tongue stuck on the pole? Well, one of them was Yano Anaya. After spending years as an actor, he decided to make a switch to entrepreneurship. His unique background helped him become a sales marketing expert. Currently, he runs The Christmas Story Family, selling merchandise from the movie. Also, he is the host of a new podcast, “Talking a Christmas Story,” where you can hear behind-the-scenes stories and personal memories from the cast. Psychology Trick To Close More Deals As a seller, you kind of have to ask your potential customers for money. That’s the business of sales. Yano noticed how sellers often struggle with this challenge and are unable to close deals effectively. He shares that if you have a problem with asking then you may have a personality trait that makes you feel uncomfortable in the sales industry. To overcome this, you have to switch your way of thinking. Yano says that instead of feeling as though you’re asking, view it as if you’re giving them something that will better them. Breaking Through Your bias Thinking Digging deep within and asking yourself why you have a problem with asking for large amounts will help you shift through your objections. Once you can create value within your biased thoughts, you’ll realize that you’re not hurting anybody by asking. It also depends on the type of service and product you’re offering. If you buy into what you’re providing and how it helps others, your negative feelings about asking for money may go away. Remember building confidence takes time, if you struggle with this practice meditation, mindful techniques, or reach out to a sales coach. Authenticity Brings More Sales Yano shares how being a trustworthy person helps you close more deals. People want to feel a connection and know you’re a genuine person. Even though some sellers may have a specific personality trait to help them display their real personality, a process may help you. “If you use your negative trait positively, then asking for 50K is the ripple effect of you helping an individual scale." - Yano Anaya. Resources A Christmas Story Family Facebook Group Talking A Christmas Story PodcastMentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Where does the state of sales stand today, and what should you prioritize to strengthen your pipeline? In this episode, I explore the Salesforce 2024 State of Sales Report to provide answers. Join me as I uncover the top three insights from the report. Partnerships In the Salesforce report, I came across a compelling statistic: 89% of teams currently leverage partnerships, and 50% expect to do so within the next year. As reaching prospects becomes increasingly challenging, partnerships offer a powerful solution by providing direct introductions within organizations. I share an example of why partner deals are so effective and why this approach is set to become a major trend in the sales industry. Recurring Sales Revenue More companies are shifting towards recurring revenue models instead of relying solely on one-off sales. Recurring revenue provides a more stable and predictable income stream, which is crucial in today’s fluctuating market. This approach is important because it enhances financial stability and drives long-term business growth. Importance of Personalization According to the Sales report, 86% of buyers are more inclined to make a purchase when their goals are understood. Yet 59% of buyers feel that sales reps fail to take the time to understand them. Personalization involves taking the time to understand their problems and offering tailored solutions. “If you’re going to be more effective at personalization, look for ways you can personalize around the challenges people are facing.” - Donald Kelly. Resources Salesforce 2024 Report TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In the world of sales, the relationship between sales teams and their CRM tools can often be strained. But what if I told you that the problem doesn't lie with the CRM itself, but in how it's being used? Imagine having a toolkit that can drive your business to the next level when configured and utilized correctly. This is where the expertise of Moustafa Moursy, the insightful founder of Push Analytics, comes into play. Listen to our conversation to discover how to make your CRM work for you and not against you. Guest Introduction Moustafa Moursy runs Push Analytics, a full-service digital agency. His team specializes in various areas, including CRM implementation and consulting, helping businesses elevate their operations to the next level. With experience across numerous industries, Push Analytics is a top-tier HubSpot partner and offers tailored solutions for complex business needs. Common Misconceptions About CRMs We dive into the common pitfalls organizations face regarding CRM expectations. A prevalent issue is the assumption that simply having a CRM will automatically boost sales. Moustafa clarifies that a CRM is merely a tool. To make the CRM effective you have to properly set it up and strategically plan on how to use it for your business. Choosing the Right CRM Moustafa explains the importance of selecting a CRM that aligns with your business needs. He points out that while HubSpot is versatile and user-friendly, other CRMs like Salesforce might be suitable for highly customized or niche requirements. Setting Up for Success Moustafa suggests an initial assessment of current workflows before configuring a CRM. Understanding the specific needs of your sales and marketing processes ensures that the CRM enhances productivity rather than becoming a cumbersome add-on. "Really understanding the business needs and the resources available allows you to overlay what you can puzzle together to make things work." - Moustafa Moursy. Resources Reach out to Moustafa: [email protected] and use TSE" in the subject line for a consultation. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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 many times do you follow-up with a potential customer? Is it just one time? This may be the reason why you’re not meeting your sales quotas. In this episode, I chat with Guitze Messina, the Director of Latin America for HARDI, on the importance of following up. Listen and learn essential follow-up techniques to help you close more deals. Guest Introduction Guitze Messina brings a wealth of knowledge and experience as the Director of Latin America for HARDI. The organization groups together distributors and manufacturers of HVAC equipment across North and South America. Guitze has a strong background in sales and recurrent sales strategies, which he shares in this episode. Importance of Follow-Up Starting off, I share how follow-up is a known driver of sales success and most reps fail to execute it effectively. Guitze supports this by sharing startling statistics: 44% of salespeople follow up only once, and a whopping 56% don't follow up at all. Moreover, 88% of business is closed after five follow-ups, underscoring the necessity of persistent follow-up. Strategies for Effective Follow-Up Guitze shares practical strategies for making follow-up less daunting and more effective: Get Permission: Always ask for a follow-up time when sending a quote. This ensures that the customer expects your call and doesn't view it as an intrusion. Set Reminders: If you don't reach the customer at the agreed-upon time, leave a message indicating when you'll follow up next. This shows professionalism and persistence. Reduce Unproductive Quoting: Sales managers should guide their teams to focus on productive activities and better target customers likely to convert. The Role of Sales Managers Sales managers play a crucial role in instilling good practices. Guitze outlines three critical responsibilities for sales managers: Guidance Through Data: Use data to identify real customers and focus efforts. Activity Monitoring: Ensure salespeople are engaging in productive sales activities, not just quoting endlessly. Effective Coaching: Use questions, not directives, to coach salespeople. This approach has been proven to be more effective. “What is the number one sales activity that any salesman should be doing? Calling.” - Guitze Messina. Resources MONEYCALL: A Proactive Sales Method for Recurring Sales with Less Prospecting Guitze Messina on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Lebron James is 39 years old and is still playing basketball as if he just got out of high school. Do you know why he’s still able to run up and down the court so smoothly while most of us can barely make it up a flight of stairs? It’s because he puts in the time and effort to keep his body in tip-top shape. This example provides you with what to expect from my conversation with my guest, Kristi Jones. She shares what the top ten percent of sellers are doing outside of work that’s helping them close deals. Tune in and hear what separates top performers from the rest of the pack. Met Kristi Jones Kristi Jones is a seasoned sales professional with a wealth of experience in helping organizations improve their sales processes and achieve remarkable results. She has worked extensively in the sales arena, collaborating with various companies to refine their strategies and elevate their performance. Kristi is also an accomplished author, having written books that delve into sales and personal development. Personal Sales Math Understanding your own sales metrics is crucial for success. Kristi emphasizes the need for sales professionals to know their average sales, sales cycles, and close rates. This allows individuals to tailor their pipelines and targets, making it easier to hit quotas consistently. Top performers are those who understand their personal sales math and apply it diligently. Beyond the Surface Kristi explains that the habits of top 10% performers often go unseen. She draws parallels between sales professionals and athletes, emphasizing that peak performance is achieved through rigorous discipline both in and out of the workplace. Activities like regular exercise, maintaining a balanced diet, having a spiritual practice, and ensuring enough sleep all contribute to sustaining high performance levels. The Power of Accountability Having an accountability partner can significantly boost your chances of achieving your goals. Kristi suggests partnering with someone who can hold you accountable for your actions, be it related to business or personal growth. This external accountability often makes it easier to stick to new habits and routines. "The work to get to the top doesn't actually happen at work. It happens after work." - Kristi Jones. Resources “Selling Your Way In,” by Kristi Jones Kristi Jones on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are. Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis. Data-Driven Strategies for Success Nick shares data on the success rates of different call openers. He recommends using well-researched and context-based openers to increase success. My guests also discuss the effectiveness of describing a problem with dangerous specificity to establish credibility and capture the prospect's attention. The Power of Personalized Openers Armand and Nick emphasize the importance of using personalized, context-based openers to stand out from the typical cold caller approach. You can establish a friendly rapport and credibility with prospects by conducting moderate research and focusing on relevance. Handling Objections with Empathy and Humor My guests stress the need for cold callers to recognize objections as interruptions and respond with understanding and humor, rather than being defensive. They recommend isolating and practicing core talk tracks, such as openers and objections, to improve the overall sales conversation. Problem-Centric Approach and Storytelling Armand underscores the value of leading with a problem-centric approach. By pinpointing a specific problem that resonates with the prospect, you can create a visceral reaction and position yourself as a strategic partner in solving their issues. Armand and Nick’s Book: Cold Calling Sucks, That’s Why It Works Armand and Nick challenge the common perception that cold calling is an ineffective sales strategy in their book. Drawing from their extensive experience and data analysis of over 300 million cold calls, the authors present a compelling case for the power of cold calling when done correctly. The book offers practical strategies and insights for crafting personalized, context-based openers to set sellers apart from the typical cold caller approach. “We recommend finding the top five triggers that would make you believe someone could be a good customer. When you're looking for those five triggers in order and find one, that's your reason for calling them. You don't need to keep researching, so you can start operationalizing this stuff and become far more efficient.” - Nick Cegelski. “It should take 30 seconds to disqualify, 30 seconds to research. Find one thing. That's what you put in your opener.” - Armand Farrokh. Resources order.30 mpc.com/book 30 Minutes to President’s Club Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Are you addressing your customers' pain points? If not, you may not truly understand what they want from you. In this episode, I speak with Phillip Swan, a top expert in customer experience. Tune in to hear his insights on why customer-centricity is crucial in today's business world, especially in 2024. Phillip Swan's Background Phillip Swan is a seasoned customer experience expert with decades of experience. He prioritizes the customer and helps clients reimagine business models using responsible AI. His customer-centric approach emphasizes that while the customer isn't always right, but understanding their pain points is essential. Phillip's dedication is also reflected in his work with Lingo Aid, an organization focused on improving customer interactions and outcomes. The Evolution of the Customer Journey Did you know that 76% of B2B buyers avoid human interaction until absolutely necessary? Phillip shares why businesses must ensure their marketing efforts provide sufficient information to buyers in the early stages of their customer journey. Strategy Tip: listen instead of pitching in initial meetings with potential clients to build trust. The Essential Role of Trust To build customer loyalty and encourage repeat purchases, you must first earn their trust. Inspired by a 1961 science fiction novel, Phillip explains the concept of "grokking the customer" and its relevance today in truly understanding and empathizing with customers' needs and pain points. Building Customer-Centric Organizations Phillip shares that all organizational teams should focus on the customer, not just the sales and marketing team. He clarifies that this approach must include finance, legal, product engineering, customer success, and even the board of directors. According to Phillip, customer centricity is about creating a seamless, frictionless experience for the customer. It's about consistently meeting their needs with little effort and ultimately enhancing their overall experience with the organization. Actionable Steps for Sales Leaders For sales leaders looking to inculcate a culture of customer-centricity, Phillip suggests actionable steps, including: Mapping out business processes to identify and eliminate friction points. Fostering a belief system within the organization that emphasizes delivering customer value. Encouraging cross-departmental collaboration to ensure a unified approach to customer service. “Salespeople need to do one thing in my book and one thing really, really well, which is in the first meeting, do not present your stuff.” - Phillip Swan. Resources Phillip Swan on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

You want to speak with a company's high stakeholders but have no idea how to reach them. Prospecting is always a challenge for sellers, but it’s easier when you use this powerful sales technique that’ll get through to anyone. In this episode, I chat with Stu Heinecke, a Wall Street Journal cartoonist, marketer, and author, about using contact marketing for prospecting. Listen to the secrets he used with his sales teams to reach prospective clients and close more deals. Stu Heinecke’s Background Stu Heinecke, a Wall Street Journal cartoonist, discovered the power of “Contact Marketing” early in his career, earning him two Hall of Fame nominations as a marketer. He now hosts and writes for the How To Get A Meeting with Anyone podcast and blog. Additionally, Heinecke is the founder and president of Contact, a company specializing in contact marketing. Importance of Business Cards When was the last time you saw someone pull out a business card? Thanks to the digital world we live in today, it's rare. However, Stu shares why it's essential to go back to the basics to help clients remember who you are. Upgrading Business Cards to Devices Say goodbye to business cards and hello to engagement devices. The regular business cards aren't impressing people anymore, especially those with long titles. So, instead of giving them a card, you provide them with an engagement device. An example of this is Kevin Mitnick's card. The card does not contain logos, words, or descriptions. It speaks for what the company does. The goal is to make business cards serve as visual metaphors for your best work. They still fit in their pocket, but they use them differently, and not only when they give you a call. How Does Contact Marketing Work These engagement devices are designed to align with the contact marketing model. Businesses should establish a baseline for responses. The goal is to achieve a 100% breakthrough with every deal the company makes. To accomplish this, provide prospects with a standout card that directs them to your landing page. A well-crafted card will pique their curiosity about what your landing page offers, potentially sparking the beginning of a conversion. Stu’s book offers a wealth of stories and insights on launching campaigns using contact marketing. It’s filled with actionable ideas that you can adapt to your own contact marketing efforts to achieve breakthroughs with your audience. “Reach people using relevant, timely, and high-value campaigns.” - Stu Heinecke. Resources How to Get a Meeting with Anyone Get The Meeting How to Grow Your Business Like a Weed Stu Heinecke on LinkedIn TSE Prospecting Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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...

How can you gracefully sauté around the nay-sayers when making cold calls? You might have to learn from a ballerina to find out. In this episode, I sit down with Wendy Weiss, the Queen of Cold Calling, to discuss the power of mastering the art of cold calling. Wendy shares her journey from ballerina to sales trainer and how the principles she learned in ballet class have transformed her approach to sales. Meet Wendy Weiss Initially, she aspired to be a ballerina and pursued a dance career. However, she worked at a telemarketing agency focused on business-to-business development to support herself financially between dance gigs. Years later, when her ballet career ended, Wendy realized that her expertise in cold calling was a marketable skill. This realization led her to write her first book, "Cold Calling for Women," and launch her own business. Now she helps business owners, sales professionals, and individuals build their sales pipelines and grow their businesses more effectively. The Ballet Class Model Wendy explains the three-step model she learned in ballet class and how it applies to sales: Warm-up: Define your target audience and create a script that resonates with them. Rehearsal: Practice your script and prepare for potential objections. Performance: Execute your cold calling strategy with confidence. Overcoming Fear and Rejection The fear of rejection keeps you from making the phone calls, but once you let go of it, everything else will fall into place. Wendy shares her own experience with rejection in the dance world and how it prepared her for sales. She emphasizes the importance of practice and muscle memory in overcoming fear and building confidence. Effective Role-Playing Techniques To help sales teams master the art of cold calling, Wendy suggests implementing role-playing exercises. She recommends having team members practice their scripts as if they were on real calls, standing up and using headsets to make the experience more realistic. She also suggests using a rapid role-play technique in which the leader raises various objections, and team members must quickly respond with appropriate answers. Success Story Wendy shares the inspiring story of her client, Tammy, who overcame her fear of being perceived as pushy or aggressive in her cold-calling efforts. After completing Wendy's six-month implementation program, Tammy is now on track to make $25,000 per month in her commercial real estate business, with the potential to earn $300,000 annually. “We keep doing the same thing over and over and over again until you get the muscle memory. You don't have to think about it. You can just do it. It's the same in sales. You need the muscle memory." - Wendy Weiss. Resources The Salesology Sales Prospecting Toolkit Gosalesology Salesology: Conversations with Sales Leaders Wendy Weiss on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or <a href=...

In the sales world, the mantra "do more with less" often feels more like a challenge than a guiding principle. In this episode, I chat with Anthony Nava, Senior SDR Manager at Crunchbase. With years of dedicated service and experience, Anthony reveals the innovative strategies that have helped his team thrive despite tight resources. Discover how Anthony's blend of empathy, tech-savviness, and strategic thinking can transform your sales team's performance. Meet Anthony Nava He leads the sales efforts for the team, contributing significantly to their success through various innovative and strategic approaches. Anthony has navigated the company's various transitions and challenges, leveraging tools like AI to maximize efficiency and performance. Before joining Crunchbase, Anthony amassed valuable skills and knowledge that have made him an effective leader and a critical asset to the organization. Embracing AI to Boost Sales Efficiency When faced with limited resources, Anthony leverages AI tools to drive efficiency and maintain high performance. Essential tools mentioned include: Attention AI: Helps in call listening, note-taking, and integrating insights into Salesforce, saving time for SDRs and allowing for focused coaching. Crunchbase Insights: Using AI to determine accounts in a buying position, providing a strategic advantage by identifying potential deals before competitors. Adjusting Your Ideal Customer Profile (ICP) Anthony discusses the critical pivot toward refining the Ideal Customer Profile (ICP) to enhance sales efficacy. His team, through data analysis and collaboration with marketing, identified key decision-makers who had a high impact on deal closures: Finance Involvement: Around 80% of closed deals involved finance personnel from the early stages. Strategic Adjustments: By aligning towards this new ICP, they ensured better engagement and quicker deal cycles. Coping Mechanisms for Leaders Anthony delves into how leaders can mentally and emotionally prepare themselves: Empathy: Understanding the team’s challenges and adjusting leadership styles accordingly. Positive Reinforcement: Continuously highlighting the exciting potentials and future achievements. Offsite Meetings: Facilitating team get-togethers to discuss concerns and strategies. It also helps maintain a cohesive unit. "Data and collaboration will be your best friend in some of the toughest times." - Anthony Nava. Resources Anthony Nava on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Understanding human psychology will always move your sales pipeline faster than the speed of lightning. In this episode, I share a simple trick that helped my podcasting company secure valuable appointments and generate significant revenue. Discover why the "Close File" method still works and how you can use it. Understanding Human Behavior One of sales's most fundamental and overlooked aspects is understanding human behavior. Every title, email, and phone call in sales is not just a transaction, but an opportunity to connect with a real person who craves genuine interaction. By grasping the nuances of human psychology, salespeople can navigate conversations more effectively and close more deals. The "Close File" Strategy The "Close File" strategy is an email tactic that can effectively filter out non-responsive leads and revive interest from potential prospects. I share an example of a simple yet effective email that asks the recipient if they still want to proceed or if the file should be closed. This approach leverages psychological triggers like FOMO (Fear of Missing Out) to prompt responses. Why It Works The success of the "Close File" strategy lies in its psychological underpinnings. People fear missing out on valuable opportunities, and the confident, straightforward approach of closing the file catches their attention. This method cleans up your pipeline and accelerates the decision-making process for leads. “The idea of you closing something and taking it away makes them want it even more. It's kind of like when you were a teenager, and your parents told you not to do something. It made you want to do it even more.” - Donald Kelly. Resources LinkedIn Sales Navigator TSE Sales Mastermind Class TSE studios Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Have you ever wondered how FBI agents can get suspects to tell them everything within seconds? Those tactics they’re using can be surprisingly practical in your sales game. In this episode, I invite two exceptional guests, Adele Gambardella, and Chip Massey, to share their unique hybrid of sales wisdom drawn from their expansive backgrounds. Listen to discover forensic listening and effective convincing techniques to boost your sales success. Guest Introductions Adele Gambardella With over 15 years of experience running her own agency, Adele shares the journey of transitioning from cold calls with limited success to securing significant clients through strategic media coverage offerings. Adele expertly discusses how her PR and journalism background seamlessly blended into her sales tactics, making her exceptionally skilled in selling concepts and narratives. Chip Massey Chip details his fascinating transition from FBI special agent and hostage negotiator to business consultancy, where he met Adele. The collaboration between Chip’s high-stakes negotiation skills and Adele’s PR expertise forms the foundation for their innovative sales training firm. His profound understanding of human behavior and negotiation lends invaluable insights into the sales process. Forensic Listening Definition: Forensic Listening is the art and science of analyzing conversations to understand clients' unspoken narratives and emotions. Four Key Components Emotion: Identifying and tracking the present emotions during the conversation. Theme Development: Recognizing recurring themes that indicate what the client values the most. Voice: Observing pitch, tone, and cadence to determine excitement or disinterest. Body Positioning: Differentiating between body language and positioning to gauge the client's engagement level. Methods to Improve Forensic Listening Recording and Reviewing Meetings: Utilize tools like Otter AI to capture the conversation, allowing for a thorough post-call analysis. Targeted Validation: Following up with insights gained during conversations to show genuine interest and appreciation for the client’s input. Essentials of Convincing Chip & Adele share the importance of convincing and how sellers can improve. Convincing Continuum Point of Agreement: Starting with a mutual agreement to lower initial defenses. Fear, Uncertainty, and Doubt (FUD): Addressing these components comprehensively to alleviate client concerns. Cliffhangers: Leaving clients with intriguing, open-ended statements or questions that encourage further engagement and follow-up. Personal Convincing Styles: Identify whether you and your client are emotional or fact-based convincers and adjust your approach accordingly. "You're listening for a deeper understanding of who you're talking to. And you get that by understanding what their emotions are. What are they passionate about? Where do they have energy?" — Adele Gambardella. Forensic listening is the art and science of analyzing a conversation after it's happened. Because what we say is words leave clues." — Chip Massey Resources Book: “Convince Me" Training So Good, It's Criminal Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits <p...

What are three things you can do to become a top-performing seller? My guest, Eric Hamilton, will reveal the answer in this episode. He uncovers what sets top performers apart in the challenging world of sales. Also, you'll hear insights from his latest book, "The Sales Blueprint: What Winners Do Differently." Listen to gain actionable strategies to help you excel even in tough economic times. Eric Hamilton's Background Eric Hamilton is a seasoned sales leader and the author of "The Sales Blueprint: What Winners Do Differently." Throughout his successful career, Eric has emphasized the importance of disciplined, consistent sales processes. Eric's systematic approach aims to provide a structured, repeatable framework that new and seasoned sales professionals can leverage to achieve consistent success. Key Ingredients of Sales Success Eric breaks down sales success into three main components: Preparation Mindset Execution The Power of Preparation Eric explains that being prepared days, even weeks, in advance is crucial. Preparation involves everything from understanding the client's business to setting agendas and confirming meeting details. This approach ensures that sales professionals are not just winging it but are strategically ready for every interaction. The Right Mindset Eric discusses how being mentally prepared can instill confidence and command in a sales meeting. Techniques like the Wonder Woman pose are suggested to foster a powerful presence. He also shares his personal routine of mindfulness and meditation, which helps him start the day with a positive mental state. Execution: The Final Piece From beginning a meeting assertively to effectively managing the conversation flow and nailing the next steps, execution is where preparation and mindset culminate. Eric stresses the importance of setting agendas, controlling the meeting, and transitioning to the next steps well before time runs out. ‘It's important to have the mindset that you will succeed in anything you do.But that goes hand in hand with preparation. If you're not prepared, you won't be mentally ready to deal with whatever you have to deal with.’ - Eric Hamilton. Resources "The Sales Blueprint" by Eric Hamilton Eric Hamilton on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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’s a sales enablement evaluation going on. Are you ready for its changes? In this episode, I chat with Shane Evans, the Chief Revenue Officer at Gong. Together, we explore the rapidly evolving world of sales enablement and its challenges. Discover actionable strategies to improve your sales performance and productivity. Guest Introduction: Shane Evans Shane Evans is the Chief Revenue Officer at Gong, a role that involves overseeing anything that touches customers or prospects interested in Gong. His team includes sales development reps, solution engineers, implementation consultants, and customer success representatives. With a focus on creating high-performing sales teams, Shane brings unparalleled insights into how data and technology can transform sales enablement. The Problems in Sales Enablement Shane reveals some alarming statistics that highlight problems in the current state of sales enablement: 77% of sellers' time is spent on mundane tasks like data entry. Sellers are hitting only 30% to 35% of attainment, affecting their motivation and overall company performance. Only 1% of data from sales interactions makes it into CRM systems. The Role of Revenue Intelligence Shane discusses how Gong’s focus on revenue intelligence addresses these challenges: Activity Capture: Gong automatically captures data from Zoom meetings, phone calls, emails, and Slack messages. This allows more comprehensive and accurate data to inform sales strategies. Targeted Coaching: AI analyzes interactions to offer pinpointed coaching on areas like competitive knowledge and effective questioning. This helps sales leaders provide real-time guidance to improve performance. Success Stories Shane shares compelling success stories from Gong's clients: Upwork: Using Gong, Upwork improved its forecast accuracy to over 95%, significantly impacting its stock performance. ADP: The payroll giant uses Gong to enhance their win rates, average contract values, and overall productivity. The Future of Sales Enablement Shane believes the future of sales enablement lies in utilizing data effectively to provide ultra-personalized coaching and support. He stresses the importance of capturing contextual data to improve sales performance, regardless of the organization's size. "Enablement is no longer about just creating generic documents and pumping them out for people to try and act on. It's identifying the skills and behaviors where people have gaps and then being very targeted in the moment to give them the coaching and the information they need to be more effective." - Shane Evans. Resources Shane Evans on LinkedIn Gong.io Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Capturing your prospects' attention is more challenging than ever, thanks to our distracting world. So, how do you cut through the noise and effectively engage with potential clients? In this episode of The Sales Evangelist Podcast, I speak with Alan Versteeg, a seasoned sales leader and head of Growth Matters. Hear his insights and strategies for grabbing your prospects' attention and turning it into meaningful business opportunities. About Alan Versteeg Alan Versteeg is the mastermind behind Growth Matters, an organization dedicated to enhancing sales management development. His mission is to provide sales leaders with the tools they need to improve their game and, by extension, help their sales teams excel. In this episode, Alan emphasizes the critical role of sales managers in driving sustainable sales performance and the importance of mindset in successful selling. The Importance of Mindset How important is mindset in sales? According to Alan, you can’t sell anything unless you have this specific mindset to make it in the sales industry. He suggests that sales professionals should view their roles as noble and genuine efforts to help customers. This conviction translates into clarity, confidence, and, ultimately, competence. Alan points out that many top salespeople become mediocre sales managers because they lack this foundational mindset. Relevance: The Currency of Value Alan shares how to engineer relevance into your sales conversations by doing meticulous research and personalization. He argues that generic sales messages won’t cut it, especially with AI generating compelling scripts at scale. Instead, salespeople must tailor their outreach to demonstrate a profound understanding of the prospect's industry and challenges. Practical Strategies for Gaining Attention Alan offers a practical framework he calls the Initial Value Promise. It involves crafting a message that immediately signals relevance to the target prospect. This sales approach is based on the neuroscience behind the Reticular Activating System (RAS), which filters information based on its relevance to us. Navigating Rejections Always welcome rejections and see them as opportunities to reposition your efforts. Alan advises that if a prospect says no, it's best to thank them and move on rather than trying to convince them otherwise. Instead, focus your energy on those who find your value proposition relevant. “Relevance is the currency of value.” - Alan Versteeg. Resources Growth Matters International The Catastrophic State of Sales Coaching Alan Versteeg on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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 HillMentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Are you excited to enter the world of sales? In this episode of The Sales Evangelist podcast, I chat with Jay Johnston, an expert in tech sales and job placement. We explore the vital steps aspiring sales reps need to take to land their first job. Jay shares his insights on the three crucial elements every seller must master to secure their dream job. Additionally, he offers practical advice from his own experience and how he successfully navigated the tech sales landscape. Jay Johnston’s Background Jay Johnston is a seasoned professional with a remarkable background in the tech sales industry. Having achieved significant success at Dell, Jay advanced through four different roles in just two and a half years. He is now dedicated to helping others land competitive roles in tech sales through his company, where he serves as both a coach and mentor. Importance of Good Documentation Jay Johnston emphasizes that your resume and LinkedIn profile are more than just documents; they are your Trojan horses. These documents often create the first impression and strongly influence hiring managers' perceptions of you. Jay shares tips on crafting a visually appealing resume and a compelling LinkedIn profile that stands out. Power of Proper Preparation Preparation is key to crushing any job interview. Jay details his approach to categorizing potential interview questions into three sections. He explains how different types of questions require different preparation strategies. Asking Amazing Questions The ability to ask thoughtful, insightful questions can set you apart from other candidates. Jay discusses the importance of doing your homework and crafting questions that show your interest in the company and demonstrate your analytical skills. Asking questions that reveal your awareness of the company's goals and challenges can make a lasting impression on hiring managers. “How can you show the characteristics a hiring manager cares about without being dull and boring like every other candidate?" - Jay Johnston. Resources EliteTechSales Jay Johnston on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before! Meet Brian Town Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility. As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience. His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face. Importance of Mindset and Visualization Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial. We discuss the powerful concept of "flick back, flick up." This technique involves recalling a past successful moment to regain composure and confidence during sales pitches. Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance. The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales. Rejection and Motivation Navigating through rejections is an inherent part of the sales profession. We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals. This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently. Confidence and Belief Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales. He emphasizes the psychological aspect of recalling past successes to fuel present confidence. I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations. Moral Obligation and Client Advocacy We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting. This principle of client advocacy not only builds trust but also establishes a strong foundation for long-term relationships. "I think the reason, the thing that I found in confidence in selling, is the belief, that simple belief in yourself and your team that you can deliver." - Brian Town. Resources MichiganCreative Brian Town on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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’s the number one deal killer, and how can you stop it from happening? Find out in this episode of “The Sales Evangelist Podcast.” Join me as I delve into a conversation with Feras Alhlou, a seasoned professional with a wealth of knowledge in sales strategies, business growth, and entrepreneurial advice. With a career spanning over two decades, Feras is a treasure trove of insights on deal killers, effective follow-up techniques, and customer engagement strategies that boost sales performance. Don't miss out on the opportunity to gain from his expertise-hit play now! Feras Alhlou’s Background Feras Alhlou boasts over 25 years of experience in Silicon Valley, having navigated the highs and lows of the startup ecosystem. Originally hailing from sunny Florida, he found himself in the tech hub of the world, where he rose to the position of Vice President at a cutting-edge high-tech company. However, after experiencing a layoff during a dry job market, Feras took destiny into his own hands by co-founding a business with a friend. Today, Feras is dedicated to helping other entrepreneurs scale their businesses to seven and eight figures while avoiding the pitfalls he encountered on his journey. Identifying and Eliminating Deal Killers Right at the beginning of the episode, we tackle one of the most critical issues in sales: deal killers. Listen to Fera discuss how delayed response and poor time management keep reps from closing deals at 4:58. The 2-1-2 Sales System Around the 10:05 mark of the episode, Feras introduces the 2-1-2 system. It’s a robust framework to enhance sales responsiveness and efficiency. The system emphasizes responding to inbound leads within 2 hours, taking the first available meeting slot provided by the client, and sending follow-up proposals within 2 business days. This proactive approach to sales follow-up can make or break deals. Effective Follow-Up Techniques Traditional follow-ups like sending a generic "checking in" email are ineffective. Instead, Feras advocates for adding value to every communication. Whether it’s an insightful article or data relevant to the client's industry, providing meaningful updates keeps you in mind and demonstrates your commitment to their success. Always add value in follow-up communications to stand out and build stronger customer relationships. "If you left a positive impression on these people, guess what? They'll remember you the next time around when they go to another company." - Feras Alhlou. Resources Startup With Feras Startup With Feras YouTube Feras Alhlou on LinkedIn Startup With Feras Facebook Startup With Feras Instagram Feras Alhlou on X Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Mastering the art of cold calling is a challenge, but it's a skill that can transform your sales game. If you're looking to level up your sales techniques, this episode of 'The Sales Evangelist Podcast' is a must-listen. In this episode, I had the pleasure of discussing with Ryan Pereus, CEO and founder of Superhuman Prospecting, the practical application of cold outreach methods in building effective sales pipelines. Tune in and get ready to implement his special cold-calling techniques. Ryan Pereus' Background Ryan Pereus is an established figure in the sales development space, having dedicated the past seven years to mastering the intricacies of cold calling in the B2B marketplace. He is the CEO and founder of Superhuman Prospecting, a company he created that emphasizes perfecting cold outreach strategies using a USA-based team. Ryan's passion for cold calling and innate talent have allowed him to manage approximately 80 to 100 monthly campaigns. Based out of Philadelphia, his journey and expertise in the cold calling domain have made him a valuable resource for teams and individuals looking to enhance their sales outreach efforts. Understanding Product Relevance The key to effective cold outreach is understanding what makes a product relevant to the target market. Starting at 5:09, you'll hear my guest, Ryan, discuss why product relevance determines the success of a cold call campaign. He'll also reveal a fascinating case that enabled his team to secure approximately 100 monthly meetings, underscoring the transformative power of hyper-relevant solutions in appointment settings. The Four Pillars of Cold Call Success At the 7:09 mark, Ryan breaks down the four essential elements for successful cold call campaigns: 1. Product Relevance 2. Target Market Accuracy 3. Strength of Messaging 4. SDR Execution Tune in to hear how these four elements can create a highly effective cold outreach campaign, ultimately improving connect rates and sales conversion. Real-Time Sales Coaching and Script Development We discuss the importance of training SDRs in crafting and executing a strong sales script. Role-playing, listening to call recordings, and real-time feedback can provide invaluable insights for refining outreach approaches. This targeted sales coaching ensures that SDRs are well-equipped to engage decision-makers. "You just have to adapt and realize that sometimes cold calling isn't just about the market saturation or the fact that it doesn't work. It's about the fact that the product or service is no longer as relevant as it used to be in cold calling." - Ryan Pereus. Resources QuickColdCalls Ryan Pereus on LinkedIn The Sales Evangelist Mastermind Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to thesalesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Having the right mindset will always help you in the worst situations. If you don’t believe me, tune into this episode of “The Sales Evangelist Podcast.” In this episode, I chat with Casey Stubbs, an experienced entrepreneur and mentor, on the essentials of having the right mindset to set and achieve goals, overcome setbacks, and thrive in business and investing. Click play to change your negative thinking to positive ones! Guest Introduction: Casey Stubbs Casey Stubbs is an entrepreneur and content creator specializing in investor and trader education, focusing on achieving success in financial markets. His journey began in 2009 when he launched his website TradingStrategyGuides.com to provide educational resources for financial market participants. Despite the initial pressure of providing for his family, Casey transformed a challenging situation into an opportunity, which has since flourished into a successful business and a rewarding career. Overcoming Setbacks Expecting and enjoying setbacks may sound counterintuitive, but it’s essential for personal growth. Casey highlights that setbacks are temporary and help build character, resilience, and perseverance. Setting a mindset that embraces challenges prepares you to face them head-on and emerge stronger. Setting and Achieving Goals Casey shares his journey from being a construction worker to a successful entrepreneur in the financial market. His initial goal was simple – to put food on the table after losing his job. However, his mindset and the fact that he set and achieved progressively bigger goals helped him build a thriving business. Casey’s story underscores the importance of starting with small, achievable objectives and using mile markers to track progress. Conflict Resolution and Relationship Management Managing relationships and resolving conflicts are crucial skills in both personal and professional settings. Casey points out that having predefined processes for conflict resolution helps maintain healthy relationships and ensures long-term success. Knowing how to handle conflicts beforehand can prevent them from derailing your goals. “I know that as I'm going through the fire, I'm getting better, I'm getting more skill, I'm getting stronger, and I'm building up my perseverance. I'm going to keep pushing through, and I'm going to keep learning, and this pain and discomfort I'm going through is benefiting me. It's benefiting the people around me.” - Casey Stubbs. Resources tradingstrategyguides.com Complete Trading System Casey Stubbs on LinkedIn Casey Stubbs on X Casey Stubbs on Facebook Trading Strategy Guides on Instagram 10x Is Easier than 2x by Dan Sullivan and Ben Hardy Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Do you know the most powerful trait to have as a sales professional? Find out in this episode of “The Sales Evangelist Podcast.” In this episode, I chat with Edwin Aristor, a GTM Growth Strategist with Praxis Labs, about how curiosity can transform sales performance and foster meaningful client relationships. Click play to learn more! About Edwin Aristor Edwin Aristor is a multifaceted individual whose roles span from father and husband to sales professional and men's retreat facilitator. Currently working with Praxis Labs, Edwin is part of the go-to-market team, focusing on promoting an immersive learning platform designed to build inclusive leadership skills. The Role of Curiosity in Sales Curiosity is a deep, authentic commitment to understanding prospects and clients. Edwin emphasizes the importance of accepting surface-level answers and engaging in deep discovery to unpack layers of business challenges. Tune in and hear why authentic listening and asking probing questions are cornerstones of effective sales strategies. Sales Vulnerabilities and Growth Edwin shares a story of one of his coworkers learning why vulnerability in sales is necessary. Hear why openness fosters a culture of continuous improvement at 6:08. Practical Tips for Cultivating Curiosity Edwin discusses several actionable sales techniques to foster curiosity: Role-Playing in Sales: Regular role-play exercises on non-business topics can enhance one's questioning skills, which later translates into better business conversations. Sales Training and Personal Development: Investing in personal development programs can significantly boost one's ability to engage deeply with clients. Listening to Recordings: Reviewing past sales calls to identify missed opportunities for deeper questions helps refine one's approach. Effective Communication and Team Development For sales leaders, Edwin suggests exercises encouraging sales teams to engage in conversations unrelated to their primary sales agendas. This practice can improve the team's ability to perform deep discovery and navigate sales objections more effectively. “The day that she became vulnerable is the day that she became powerful.” - Edwin Aristor. Resources Edwin Aristor on LinkedIn edwinaristor.com Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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’s the ideal word count for a successful cold email? To find out, tune into this episode of the Sales Evangelist Podcast. In this episode, I sit down with Jason Kramer to discuss the ins and outs of effective email outreach. Jason, the founder of Cultivize, shares his proven framework for enhancing email effectiveness and driving better results in the sales process. Click play to gain actionable insights and strategies in email outreach. Meet Jason Kramer Jason Kramer founded Cultivize, a company dedicated to helping businesses optimize their sales process through nurtured lead generation and effective use of CRM tools. With a marketing background and deep sales experience, Jason has pioneered innovative strategies for ensuring nothing falls through the cracks. The Magic Number for a Successful Email One of the key takeaways from this episode is the ideal word count for an email. But what is it? To find out, tune into this episode at 3:33! This magic number ensures clarity and focus, making your emails more effective. Effective Cold and Warm Outreach Strategy Jason sheds light on different strategies for cold outreach and warm leads. He provides a detailed email framework that includes: 1. Introduction Email (8:11 - 9:47): Short, to the point, focusing on the problem you solve. 2. Case Study Email (9:55 - 10:54): Provide proof of your solution’s effectiveness. 3. Follow-Up Emails (10:55 - 11:47): Checking if the prospect received your previous email. 4. Reintroduction Email (12:26 - 12:59): Offering additional value and insights. 5. Continuous Engagement (13:03 - 14:29): Using CRM insights, LinkedIn networking, and even text messaging for diversified touchpoints. Best Practices for Email Subject Lines and Links Jason advises keeping email subject lines between a specific amount of words to increase open rates. He also shares how many links you should have in your email to ensure higher domain quality and reduce the risk of getting flagged by spam filters. "The quality of your domain name is a big deal, right? Because if you get blacklisted or be seen as a spammer. It's going to affect not only what you're doing, it's going to affect the whole company." - Jason Kramer. Resources Afterthelead.com Jason Kramer on LinkedIn Cultivize Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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

Are you dreading the thought of cold calling on a Friday afternoon? This episode of "The Sales Evangelist Podcast" could change that. Join me and my special guest, Sara Plowman, as we delve into the art and science of cold outreach. Click play to hear her practical cold-calling strategies that have propelled her success in the competitive world of sales development and account management. Sara's Journey in Sales Sara Plowman is a seasoned professional in the sales industry, currently serving as a Senior Business Development Manager at Pareto. Unlike a traditional SDR, Sara is involved in the entire sales cycle—from cold outreach and booking meetings to running those meetings, closing deals, and managing accounts. Her love for outbound sales and the hunting aspect has been a significant driver of her success at Pareto, where she has progressively taken on more responsibilities over the years. Cold Calling and the Summer Friday Strategy (5:09 - 8:36) If you go back to my episode with Vlad Oleksiienko, you know that many sales reps choose not to do cold-calling. However, Sara has found the perfect cold outreach strategy to book more appointments and win clients. Sara's enthusiasm for cold calling shines through as she explains her unique strategy of utilizing Summer Fridays for outreach. Recognizing that executives are often in good spirits and more relaxed toward the end of the week, Sara has found that Friday cold calling can lead to higher appointment-setting success rates. The Importance of Just Doing It (9:26 - 12:50) Sara lives by the advice of “just do it.”She emphasizes that action, rather than over-planning, often leads to sales success. Sara encourages sales professionals to take the plunge, make the calls, and see what works through real-life interactions. Sales Art: Personalized Approaches for Different Accounts (15:52 - 17:32) Sara elaborates on the importance of tailoring sales approaches based on the client's personality and preferences. She stresses that effective salespeople must be flexible and adapt their cold outreach methods to what seems most promising for each unique engagement. "Timing is everything within sales. And I think you need to know when the time is right. And you're never gonna know unless you pick up the phone and give them a call." - Sara Plowman. Resources Sara Plowman on LinkedIn Sara Plowman on Instagram Sara Plowman on TikTok Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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