The Sales Evangelist

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

How do you get high email open rates? Discover the secret framework in this episode of the "Sales Evangelist Podcast." I, the podcast host, sit down with special guest Vin Matano and discuss his four-part cold email secret. I'm telling you, you don't want to miss this episode. Vin shares his deep expertise in cold email outreach. Tune in to learn his effective email strategies that'll bring you tremendous success. Who Is Vin Matano? Spending six years at Demandbase, Vin started as a BDR (Business Development Representative) before moving into a closing role on the mid-market major's team. Recently, he embarked on an entrepreneurship journey, eager to leverage his rich experience in sales. But that's not all. In this episode, Vin unveils the number one outreach channel that played a pivotal role in growing his pipeline. The reveal happens right at 1:09. And no, it's not cold calling. Can you guess what it is? Cold Emailing Success: What’s His Secret? (2:36 – 4:04) Many sales representatives struggle with personalized outreach. What on earth are you supposed to write? Vin shares the ideal email structure to help you figure it out: Observation Problem Statement Solution Call -To - Action Click play and discover why this email framework gives high open rates! Crafting Irresistible Subject Lines (4:51 - 8: 01) Please don't tell me you believe click-bait subject lines equals high open rates. Because it doesn't! These types of email subject lines are misleading and deceiving. You don't like to be lied to, so why should you lie to your customers? Vin and I delve into a straightforward email trick to boost customers' trust in your brand and encourage them to read your emails. Our special tip: Don't be flashy; stay boring. This approach empowers you to take control of your email marketing strategy and build stronger connections with your audience. The Role of Multi-Threading in Prospecting (17:23 - 18:20) At the very end of this episode, Vin shares how he uses multi-threading to win stakeholders. Discover how his approach helps ensure that your email outreach is more effective and has a better chance of getting a response. “You're overcomplicating it. Reread your email, and if it needs a better flow, put a random first sentence, a random problem statement, and a random solution. If those don't talk together, it's a bad email.” - Vin Matano. Resources Vin Matano on LinkedIn Vin Matano on TikTok Vin Matano on YouTube Vin Matano on Instagram Vin Matano 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 ...

Welcome back to another fantastic episode of the "Sales Evangelist Podcast." As your host, Donald C. Kelly, I have some big news to share! I'm pretty excited about this, and I know you will be too. But what's the big news? Don't keep yourself in suspense! Click that play button and get ready for the big reveal. The Sales Evangelist Podcast Updates I'm sure you've seen some of the changes my team and I have made. But in this special episode, I share with you what's really going on behind the scenes: Is It Over for the TSE Podcast? The TSE team has been a consistent presence in the podcasting world since 2013, and we're now at episode 1800. This long-standing commitment to providing you with valuable sales industry advice is a testament to our credibility. So, if you're looking for a reliable source, who is better than us? Listen to this episode and find out whether "The Sales Evangelist Podcast" is over. New Design If you have not noticed, the TSE brand design has a fresh new look. Let's give a special shoutout to our talented graphic designers who made it possible. But why the sudden changes? Who am I trying to look special for? Tune in at 2:27 and discover why I created a new brand identity. I'll also share my inspiring start-up story of the original look. Why the Recent Changes? As the sales industry continues to evolve, so does the TSE brand. I'm not just here to provide you with valuable insights, but also to grow and adapt alongside you. I aim to help you book more appointments and grow your pipeline, and the best way to do this is through continuous growth and change. However, I can't give you everything. Just know that more changes are coming! Are you looking for a podcast company to help you develop your brand and content? Explore TSE studios to make your ideas come to life. My team will provide you with everything you need to thrive and grow! “Are we shutting down the podcast? Is it perfect to stop right now at 1800?” - Donald Kelly. Resources 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

Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078. In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas. Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret! Marcus Sheridan’s Background Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences. He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services. Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts. Assignment Selling (17:16 - 21:12) Through an engaging example, my guest Marcus introduces the concept of “assignment selling.” Tune into his story at 17:16 and hear why providing prospective clients with valuable content should happen before direct sales engagement. Marcus also shares why this method helps build trust and transparency with potential clients. Discover how to streamline your sales efforts, reduce repetitive interactions, and close more deals with well-prepared and serious buyers in this episode. The Impact of Online Content on Sales (24:11 - 28:35) Did you know that consumers now read an average of 105 pages of a website before making a purchase decision? We didn’t either. This is why my guest dived deep into how online content impacts sales. He also explains the differences in buying behavior from ten to fifteen years ago. Listen to this episode and learn why businesses must adapt by integrating sales and marketing efforts to create a seamless experience for potential customers. Transparency in Business: Why It’s Important? (31:17 - 33:09) Marcus is passionate about honesty and transparency in modern business practices. He shares his core philosophy of "they ask, you answer," emphasizing why companies should address customer questions on their websites. But how does his philosophy empower potential clients before any direct engagement occurs? How does honest content help businesses filter out unsuitable prospects? By listening to this episode, discover how his approach enhances the sales process and fosters stronger, more transparent relationships between businesses and their customers. “People need to be consuming your junk before you meet with them face-to-face. Otherwise, you're setting yourself up for failure.” - Marcus Sheridan. Resources Marcus Sheridan on LinkedIn Marcus Sheridan International 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...

You have a fantastic business idea and often daydream about how life will be once you make it. However, once you start putting in the work, staying excited about your big idea becomes a lot harder. How can you stay disciplined to ensure you become a successful sales professional? Tune into this episode of The Sales Evangelist Podcast to find out. Your esteemed host, Donald Kelly, engages in a captivating conversation with Dre Baldwin, a renowned speaker celebrated for his vibrant energy. Dre shares his remarkable journey from basketball to YouTube fame, offering profound insights on mindset content, the third-day concept, and the crucial aspect of professional discipline. Click play to discover more about staying disciplined when reaching your goals! From Basketball to Mindset Content Dre shares his background as a basketball player and transitioning to creating content on YouTube. Initially, he wanted the channel to only focus on basketball videos, but after sharing life advice, he realized he could broaden his service to a wider audience. His ability to reach people through these videos laid the foundation for his future endeavors. The Third Day Concept (2:45 - 5:11) You know how on the first and second day of starting something new, you’re super pumped about getting everything done. But come the third day, you’re ready to throw in the towel. Now, all your plans are on the back burner until you finally decide to work on it. This is what my guest, Dre Baldwin, means when discussing the third-day concept. It’s the critical moment when the initial excitement of starting new wears off, and the real commitment begins. Those who continue to give their best effort even when they don’t feel like it are often more successful. Listen to Dre’s advice on overcoming the third-day concept to help you become a top sales professional. Also, if you want to dive deeper into this topic, consider getting his newest book, “The Third Day: The Decision That Separates the Pros from the Amateurs.” The book is free at thirddaybook.com, with just the shipping cost. Strategy and Execution (15:35 - 18:15) To achieve any goal, Dre recommends working backward from the desired outcome by asking, 'What would need to be true?' This reverse engineering helps deconstruct the steps required and establishes a framework for consistent execution. Dre also stresses the importance of developing an operational system to ensure the strategy is followed meticulously. Listen to Dre Baldwin on this episode of The Sales Evangelist Podcast to gain insights and practical advice to elevate your sales game. His discussion on deep emotional drivers and the importance of accountability can transform how you approach your goals. If you’re ready to unlock a higher level of performance and consistency, this episode is a must-listen. Don’t miss out—tune in and take the first step towards lasting success! "We know what needs to happen, but now, what pieces can we put in place that support those pieces?" - Dre Baldwin. Resources Dre Baldwin’s social media accounts LinkedIn Facebook Twitter Instagram YouTube 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

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach. In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game! Guest Introduction Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies. His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results. Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%! Challenges in Sales (3:33) Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles. He also highlights how organizations that lack systems struggle with consistent sales closing. Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward. The Perfect Deal Process: DEAL Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes. Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation. Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions. Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42. Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12. In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates. If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path. Don't miss out on these game-changing tips—tune in now to elevate your sales game! “Discovery is equally important for your buyer as it is for you.” - Matt Wolach. Resources Matt Wolach on LinkedIn Matt Wolach’s website Free Sales Scorecard 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

After scheduling an appointment with a prospective client, you’re confident they will close the deal once you speak with them again. However, when you enter the Zoom meeting, they’re not there. After sending several follow-up emails, it’s clear that this client got away. The follow-up game is pretty annoying, so how can you avoid this from happening ever again? Click the play button and listen to your host, Donald C. Kelly, on The Sales Evangelist Podcast! In today’s episode, I’m sharing effective sales follow-up techniques that can dramatically improve your sales process. The Importance of Follow-Ups (2:10 - 2:38) Many sales professionals fail not because of their pitch or product but because they need a consistent follow-up system. With a proper follow-up strategy, you can gain quality opportunities. Your role in the follow-up process is crucial. It's about getting prospects to reconnect with what you're selling. To learn how to do this effectively, listen to my key sales strategies that will empower you to close deals and engage prospects. Sales Fundamentals: Follow-Up Techniques What are the follow-up secrets I share within this episode? Below are some of the methods you'll learn more about when you tune in: Appointment Scheduling: I will share how you can avoid endless follow-ups and ensure your prospective client attends the meeting. Tune in at (3:32)! Vary Follow-Up Timing: Don't fall into the trap of calling a prospect at the same time every day. Click play at 7:56 and find out why mixing up your phone call schedule is better to increase the likelihood of catching them at a convenient time. Text Message Follow-Ups: Text messaging is a powerful tool for modern sales professionals. Hear my example at the 8:44 checkpoint on correctly sending text message follow-ups. Implementing a Follow-Up System Do you need help creating a structured follow-up system? I share how to do this and why organization helps maintain a steady flow in your sales pipeline. Consider testing these follow-up techniques in this episode to enhance prospect engagement and improve their overall sales process. For more insights and advanced sales strategies, connect with me on LinkedIn, Donald C. Kelly. Also, join our mastermind group at thesalesevangelist.com, and let's work together to boost your sales performance. Here’s to maximizing your sales pipeline and closing twice as many deals! 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 a seller trying to find your dream job? Discover how in this episode of The Sales Evangelist Podcast. Host Donald Kelly chats with guest Dan Fantasia, the CEO of Treeline Incorporated, on the crucial aspects of sustaining a sales career and excelling in job interviews. Click the play button to learn the five tricks to help sales representatives get hired immediately! Changing Lives Through Recruitment Treeline Incorporated, a Boston-based sales talent recruitment firm, has significantly impacted the lives of over 3500 individuals. With 23 years of experience, Dan and his firm provide invaluable advice to those seeking to change their careers. Research and Preparation: The Backbone of a Successful Job Search (4:10 - 8:43) Why is it important to research a company before the interview? Dan explains how research enables you to gauge if the company aligns with your values. Are their core values in sync with yours? Do you possess the requisite skill sets as per the job descriptions? He also answers a question that many new salespeople wonder, "Should you focus on one specific industry or be open to all types of jobs." Listen to the episode to discover the answers. Why Are You a Good Fit? (10:05 - 14:38) To determine if you're a good fit for the company, it's crucial to consider your skillset as a seller. Dan offers distinct advice for salespeople at different stages of their careers- those who are just starting out and those who have been in the industry for years. How do you ace the most common interview question, "Why do you think you're a good fit for the company." Reading job descriptions and understanding the company's core values will help you formulate a smooth answer. Be Present (14:39 - 21:36) You will only make it far if you strive to improve as a sales rep. Listen to Dan's story of how being distracted can cause you to be less engaged during the interview process. His example shows how important it is to ignore distractions to be within the present moment. Know Your Story (21:52 - 25:30) What does it mean to know your story? You must understand what you bring to the table for a successful interview. Listen to Dan's knowledge on why knowing yourself will immediately get you hired during the interview. Close After Every Interview (25:52 - 29:16) What does it mean to close after every interview? It’s your turn to be asking the questions. But what type of questions should you ask? Dan shares several examples of the questions you should ask after the interview. Learn the art of interviewing in this episode of The Sales Evangelist Podcast. Our special guest, Dan Fantasia, shares excellent tips on how to get your start in the sales industry. Click play now to hear his insights! "You have to research the company. Do not take that for granted!” - Dan Fantasia. Resources Treeline Inc. Dan Fantasia 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

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating. Negotiation isn’t manipulation: Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met. It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone. Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success. Conveying your interests isn’t manipulation – it’s telling your story to meet your needs. Barriers to entering a high-stakes negotiation: PACE: Prepare – aware – close – evaluate Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close. How can you expect to negotiate well if you don’t know what you want? There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties. Understand the solution from their perspective: Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person. As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue. Even if you know the answer, never make an assumption. Let the other party be heard. Be intentional with silence: Practice what you say, and teach yourself not to ramble after speaking. Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it. We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party. Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!) 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

Are you ready to revolutionize your sales strategy and close deals faster than ever? In our latest episode, we dive into the innovative world of sales acceleration with Andrew Kappel, a seasoned sales consultant with a knack for transforming sales strategies from the ground up. Join us as Donald Kelly, our host, explores Andrew’s approach to crafting compelling one-page business cases that speak directly to executive needs, streamline the sales process, and drastically improve client engagement. Click play now! Andrew Kappel’s Background He has a decade of experience in sales consulting and specializes in sales strategy and sales acceleration services. Before establishing his consulting practice, Andrew spent three years as a delivery consultant, and his duties paralleled those of a customer success team, only without a tangible product. Andrew's extensive background in various sales environments has equipped him with a keen understanding of different industries, sales processes, and the intricate dynamics of complex deals. Creating Impactful Business Cases Business case development is crucial for securing executive buy-in and facilitating successful internal selling strategies. Listen to Andrew’s expertise in developing a brief yet powerful business case that centers on the SP 30 framework. From listening to this business case framework, sellers can create successful sales pitches through situational awareness, problem identification, and strategic stakeholder engagement. Leveraging Technology and Consulting Expertise Andrew discusses how his consulting services integrate technology solutions to address specific sales pain points. Thanks to his background in enterprise data security and customer success, Andrew understands the importance of adapting sales approaches to fit transactional businesses and complex sales environments. Learn how change management is vital in seamlessly integrating CRM systems and other technologies to enhance business processes. Cold Outbound Prospecting and Effective Communication Are you looking for some successful cold outbound prospecting techniques? Listen to Andrew’s cold outreach strategy for more fruitful conversations with potential clients. His strategy blends empathy, precise communication, and visual communication in sales to enhance the effectiveness of a sales pitch. Turn in to discover how these elements lead to better business trust-building with customers. Strategy for Business Growth Hear Andrew’s business growth strategies that can help companies scale efficiently while managing challenges effectively. He illustrates how tailored sales acceleration services can dramatically impact growth trajectories, especially with solid sales strategy planning. In this episode, you’ll uncover the pivotal role of concise, impactful business cases, and how they can magnetically draw in executive attention and approval. Join us in this compelling conversation to elevate your sales game by understanding and implementing refined sales strategies that guarantee results. "You must build trust, rapport, and acumen with the person you work with." - Andrew Kappel. Resources Andrew Kappel on LinkedIn Benchmark Signal Consulting The 3-Part Business Case Framework 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, <a href=...

Are you struggling to pivot sales strategies based on a single customer’s feedback? Is it hard to understand why a seemingly perfect sales approach failed? If you answer yes to both questions, you must listen to this episode of The Sales Evangelist. Host Donald Kelly chats with Brady Jensen, a leading expert in market research and customer identification, about the importance of real-world data in crafting effective sales motions and enhancing customer credibility. Click play now to learn how to build a reliable, data-driven sales process! Brady Jensen’s Background Brady Jensen is a seasoned professional with expertise in harnessing real-world data to enhance go-to-market strategies for sales organizations. As the CEO of Aggregate Insights, he specializes in translating non-sales interactions into valuable sales insights. His company aims to help create stronger connections between sellers and buyers. Tune in and hear how his knowledge will boost your team's credibility and competitive advantage in sales scenarios. Real-World Data for Go-to-Market Professionals Brady shares how go-to-market professionals can leverage real-world data and refine their sales strategies. Hear how this approach helps sellers understand buyer’s behavior and assists in tailoring the sales process to meet the customers' exact needs. Sales and Marketing Alignment: The Key to Consistent Success Brady shares that true sales and marketing alignment begins with both teams having a profound understanding of each others’ roles. Discover how this partnership fosters a conducive environment for strategic accounts and helps nurture leads more effectively. Identifying and Avoiding False Sales Patterns Don’t make the mistake of identifying misleading sales patterns to detriment the sales process. Brady explains how sales and marketing alignment is crucial in avoiding biases that often mislead sales strategies. Listen to this episode to discover why you need to focus on feedback analysis and win-loss analysis to understand what strategies worked and which didn’t. He also shares how this approach helps sellers find their Ideal Customer Profile (ICP). Actionable Strategies for Sales Reps and Leaders Brady shares three actionable tips for reps and leaders to improve sales methodologies. But to know what they’re, you must click play and listen to this episode! Today's discussion with Brady Jensen highlights crucial techniques like customer identification and enhancing sales motion. You’ll also learn why it’s essential to integrate sales training with strategic insight into buyer behavior and market research. Tune into this episode to equip you with the knowledge to excel in the competitive world of B2B sales. "It's really about bringing insights from people in a non-sales context to help sellers understand exactly who they're selling to, what they care about, what motivates them, and helping translate that into a selling motion that helps your prospects feel like you get them." -Brady Jensen. Resources Aggregate Insights 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...

Creating content on LinkedIn is essential for inbound marketing and growing a sales pipeline. But you need to figure out how to do it. Learn how to do it in this episode of "The Sales Evangelist Podcast." In this insightful episode, Gabe Lullo, the CEO of Alleyoop, joins host Donald Kelly to delve into the transformative role of content in sales strategies. With a focus on empowering sales development representatives (SDRs) and sales organizations, Gabe shares his journey from a hands-off LinkedIn user to a content-driven leader. Discover how this shift has exponentially boosted his company's success rates. Click play now! Understanding Alleyoop's Mission Gabe Lullo is the CEO of Alleyoop and a frontrunner in sales development and prospecting. He emphasizes that while Alleyoop doesn't handle sales directly, it specializes in optimizing the front end of the sales cycle, primarily using phone communication, and supports these efforts through various channels. The primary goal is to increase opportunities for clients to drive revenue. The Importance of LinkedIn and Content for Sales Donald and Gabe discuss the strategic use of LinkedIn and content creation as essential tools in sales. Gabe, having seen over a 100,000% increase in impressions year-over-year since heavily investing in LinkedIn content, stresses the massive potential content holds for generating business leads and enhancing company visibility. Content Creation vs. Traditional Outreach Gabe explains how previously, as an agency, their focus was on quietly promoting clients' brands in the background. Initial content experiments showed promise, leading to a more extensive commitment to content production, which complemented traditional outbound efforts. This dual approach has led to record-breaking business months, with half of their new deals sourced from content-related activities. Frontline Strategies: Empowering SDRs with Content Gabe points out the practical application of content in day-to-day sales operations. He advocates for equipping SDRs with ready-to-use content crafted by high-credibility figures in the company, typically the CEOs or recognized industry leaders. This strategy ensures that the SDRs are not just cold calling but engaging potential clients with meaningful content that establishes trust and authority from the outset. Tips for Creating Effective Sales Content Gabe suggests starting simple with text posts and gradually moving to more engaging formats like videos, which have proven to offer the highest engagement. He shares how Alleyoop has embraced an all-hands-on-deck approach in content creation, with various team leaders contributing to their robust content strategy. Tune in to unlock the powers of sales content creation with Gabe Lullo. Integrating content-driven sales strategies is crucial to truly thrive and not just survive. Your investments in your content today pave the way for tomorrow's successes. Click play to elevate your sales game through content! "Get comfortable with being uncomfortable." - Gabe Lullo. Resources The Sales Evangelist Podcast episode 1730 Gabe Lullo 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

Do you want to master the art of effective closing? The only way for you to become one of the greats in enterprise sales is by listening to an expert. In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with David Blaha, a seasoned professional with a 30-year track record, including pivotal roles at American Express and his current position as Chief Revenue Officer at Extend. Listen to these proven strategies to gain practical closing skills for enterprise-level sales. Click play now! David Blaha’s Background David Blaha's rich negotiating background starts from his impactful years at American Express. After American Express, David transitioned to working with startup companies, enhancing their growth trajectories before joining Extend as the Chief Revenue Officer. Through his story, you'll discover the importance of continuous learning and growth to develop a positive mindset for enterprise sales. Enterprise Sales: A Strategic Approach The secret to effective closing in enterprise sales is to remember it's an ongoing process. Never fall into the trap of believing that this step only matters at the end of the sales cycle. David shares how this approach establishes connections and secures smaller commitments throughout the negotiation. New Sales Motto: It's a marathon, not a sprint! If you like to rush through deals, you might want to stop. Donald and David both share how enterprise selling is like running an ultra-marathon. Sellers need persistence and strategic pacing, no matter how big or small the sale is! Negotiation and Relationship Building Peak curiosity and ask questions to understand customer needs to help you close deals. David shares how these seller's techniques build trust, create genuine connections, and offer tailored solutions to customers. One of the top negotiation skills sellers must master is non-adversarial tactics. David advocates for radical candor and transparency, aiming for mutually beneficial outcomes rather than merely focusing on margins. Key Principles of Enterprise Sales David shares his five essential principles for sales professionals: 1. Mindset: Maintaining a positive mindset is crucial, especially when facing rejections and diverse opinions from various stakeholders. 2. Connection: Building internal connections within organizations is vital to understanding different departmental goals and leveraging these insights. 3. Discovery: Conduct thorough discovery phases to tailor solutions based on explicit customer feedback and needs. 4. Adapting/Adjusting: Flexibility in adjusting offerings to align better with client expectations ensures long-term satisfaction and contract retention. 5. Negotiation: Strategic negotiation focuses on growth and long-term relationships rather than short-term wins. To achieve long-term success in enterprise-level sales, you must master effective closing. Commit to negotiation transparency to build customer trust; you'll become as great as our special guest. Listen to this episode and hear David Blaha's refined approach to the sales process. Take these tactics and apply them to your dealings, ensuring a trajectory of growth and success in the intricate world of enterprise-level sales. "Radical candor and transparency in negotiations are key. It's about negotiating in good faith and aiming for growth rather than just focusing on margins." - David Blaha. Resources David Blaha’s email: [email protected] David Blaha 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, <a href=...

What are the key traits to becoming a successful sales representative? Discover them in this episode of “The Sales Evangelist Podcast.” In this enlightening episode, host Donald Kelly sits down with Peter Smith, a seasoned sales leader and the author of the intriguing book "Hiring Squirrels." Peter shares invaluable insights on identifying and nurturing the right talent in the sales industry. Click play to learn the critical traits of successful sales professionals and a roadmap for leaders striving to enhance their teams' performance. Peter Smith's Background Over the years, Peter Smith has carved a niche in the luxury jewelry sales market, building and developing highly effective sales teams. He is not just a consultant but also an esteemed author and a columnist for industry magazines. His approach to sales training is sculpted around his published works, which focus on hiring strategies, the psychology of storytelling, and key sales techniques. The Squirrel Hiring Philosophy Peter explains the unique, attention-grabbing title of his book "Hiring Squirrels," inspired by the concept introduced in Mac Anderson's book "You Can't Send a Duck to Eagle School." The idea emphasizes hiring individuals who innately possess the necessary skills for a specific role rather than attempting to train those who do not. Peter highlights the importance of identifying salespeople who are naturally equipped for their roles, as approximately 58% of individuals in sales positions lack the essential traits necessary for success. Identifying Key Traits in Sales Candidates Peter and Donald discuss the three non-trainable traits crucial for sales success: drive, empathy, and resilience. Peter provides specific interview questions and strategies to uncover these traits in potential candidates, emphasizing the importance of honest and revealing responses to these targeted questions. He advises leaders to discern genuine talent through subtle cues and honest interactions during hiring. The Challenge of Rejection in Sales Rejection is an integral part of the sales process, and dealing with it effectively is a hallmark of a competent salesperson. Peter stresses resilience as a critical trait, as it determines how a salesperson handles rejection—whether they see it as a personal failure or a professional challenge. He underscores the need for sales professionals to embrace rejection as a stepping stone rather than a setback. Peter's insights provide a clear guide to enhancing sales team dynamics by focusing on intrinsic qualities that predict success. His approach challenges conventional hiring practices and encourages a more nuanced understanding of what makes a salesperson effective. This episode is a must-listen for anyone involved in sales or team management, offering a profound look at how to approach hiring and team building with a strategic and empathetic mindset. Tune in to rethink how you assess and nurture talent within your sales. “If you don't care about what people think, you're not going to be very good in sales.” - Peter Smith. Resources Peter Smith on LinkedIn The Retail Smiths Peter Smith’s books 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...

What's the secret to improving your sales team's performance? How can leaders create high-converting sales representatives? You want the answer to these questions, don't you? To find out, tune in to this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with special guest Dayna Williams about the secret tactics for developing highly converting sales reps. With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success. You know what to do now. Click play! Meet Our Guest: Dayna Williams Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector. Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry. Through her book, "The Diligence Fix," Dayna encapsulates the universal pain points of sales organizations and offers a top-down solution regardless of industry or organization size. Key Strategies for Sales Development 1. Simplify and Visualize the Go-to-Market Strategy The clarity of a sales team’s go-to-market strategy is crucial. Dayna discusses the importance of simplifying this strategy so that everyone from C-suite to front-line sales reps can express the company's approach articulately. A harmonious understanding of the go-to-market strategy across the board is the starting point for cultivating high-converting reps. 2. Create a Senior Leadership Communication Campaign Dayna proposes a regular, intentional communication campaign led by senior leadership to combat the natural loss of information over time. She suggests distilling the critical points from large-scale presentations and consistently reinforcing them throughout the year. This focus ensures key strategic messages are not lost after kick-off events but instead embedded into the organization's culture. 3. Adopt an Integrated Approach to Training Dayna challenges the traditional linear, role-based training method using an integrated approach. This method incorporates skills and knowledge across different levels, preparing sales reps for their current roles and future positions. For example, combining consultative selling training with leadership skills like giving and receiving feedback nurtures a rep's ability to grow within the company. Concluding Takeaways Dayna emphasizes looking beyond traditional training programs to develop sales reps effectively. Leaders must utilize various touchpoints for conveying information and changing behaviors, aligning them closer to how humans naturally develop habits and retain knowledge. Sales leaders struggling to help their team meet their goals will love Dayna's wisdom in this episode. Equip yourself with the secrets Dayna Williams has spent 20 years perfecting, condensed into one powerful episode. Listen now to transform your sales force into the high-converting powerhouse you know it can be. Your journey to sales excellence is just a play button away! "Unless you're really intentional, at the event of calling out the three to four things you want people to walk away with, the only thing they remember when they get home is what type of drink they had at the bar." - Dayna Williams. Resources “The Diligence Fix” by Dayna Williams The Diligence Fix 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

Do you struggle to connect with executive decision-makers despite knowing you have the solutions they need? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Candace Taber, a maestro of sales enablement whose insights into the alchemy of effective selling are nothing short of transformative. Candace doesn’t just sell; she evangelizes with wisdom, empathy, and a deep understanding of the elusive art of buyer-centric selling. Let Candace guide you through the intricate dance of matching your pitch with the specific objectives of every stakeholder in the room. Click play now! About Candace Taber Candace Taber is a devoted wife, mother, and sales enablement leader focusing on equipping sales leaders to amplify their impact. With a firm belief that leadership is the cornerstone of effective sales enablement, Candace dedicates herself to preparing leaders to excel in their roles and create force multipliers within their organizations. Foundations of Effective Sales Enablement Donald and Candace discuss the misconception that sellers should inherently possess the knowledge necessary for success. Rejecting this idea, Candace emphasizes the employer's role in equipping and enabling employees. This means providing a clear performance path, feedback mechanisms, and the resources employees need to thrive in their environment, contributing to the employer-employee value exchange. How to Position Messaging to Executives Candace presents practical advice on communicating with executives without seeming presumptuous. She recommends referencing industry trends and openly wondering how these may relate to the executive's focal priorities. By approaching the conversation with genuine curiosity and a well-researched hypothesis, sellers can position themselves as partners, not just vendors. Advice for Sellers: Writing Goals at Organizational Levels Candace shares a valuable exercise for sellers looking to improve their business acumen. She advises practicing writing objectives and goals at different organizational levels—from individual contributors to executives. This practice helps sellers better tailor their messaging according to the strategic and operational priorities relevant to each role they encounter. Are you ready to fine-tune your pitch and tailor your approach with the precision of an expert strategist? With Candace’s insider tips, any sales professional listening can step into the arena more prepared than ever before. Join us for this episode and equip yourself with the tools to meet your quota and exceed expectations by enabling your prospects' success—a true win-win in the complex dance of sales. "Yes, you have quotas. Yes, you have numbers, but you can take a moment to be intentional about what you're doing and set yourself up for success when you do that." -Candace Taber. Resources Candace Taber on LinkedIn LinkedIn Sales Navigator 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

Every experienced sales rep knows they must use LinkedIn Sales Navigator to build an effective sales pipeline. But, do you know how to use it correctly? In this episode of "The Sales Evangelist Podcast," host Donald is joined by sales expert and coach Phil Gerbyshak to dive deep into the practical ways sales professionals can utilize LinkedIn Navigator to build a strong sales pipeline. Phil shares his passion for the toolset and a refined process for leveraging the platform's capabilities. Click play to learn how to maximize LinkedIn Sales Navigator for effective sales outreach and networking. Getting to Know Phil Gerbyshak Phil Gerbyshak hosts the “Sales Leadership Podcast,” offering insights to sales leaders and those aspiring to lead sales teams. His expertise spans mindset, skillset, and toolset in sales, and his coaching and training methods have helped many sales reps elevate their game. To connect with Phil, visit philgerby.com and drop him a line. The Power of LinkedIn Sales Navigator Phil advocates for LinkedIn's Sales Navigator, touting its superiority to the free version of LinkedIn by providing a more robust set of tools tailored for sales professionals. He credits Sales Navigator with streamlining his outreach process and enhancing his ability to target the right connections. Building a Winning LinkedIn Profile Phil reminds us of the often-overlooked aspect of having a fully updated LinkedIn profile. He stresses the importance of a current headshot and a headline clearly outlining who and how you help. This complete profile strategy is vital when prospects compare your profile to others. Tips for a Stand-Out LinkedIn Profile Ensure your banner portrays a clear and relevant message. Update your featured section to break the scrolling pattern with rich media content. Share skills relevant to your position that your prospects and customers value. Are you ready to unlock the secrets of LinkedIn Sales Navigator and transform your sales game? Tune in to listen to the latest episode with Phil Gerbyshak and Donald Kelly. Phil shares the secrets to building a winning sales pipeline. Subscribe today to learn how to leverage LinkedIn Sales Navigator for outreach! "Be more human. If you wouldn't do it to somebody sitting right next to you, why the heck are you doing it online? By using sales navigator, using some of the tactics we discussed today, you have fewer people, so it's easier to be more human." - Phil Gerbyshak. Resources philgerby.com Phil Gerbyshak on LinkedIn LinkedIn Sales Navigator 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

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. But what if you could pinpoint why your deals are stalling and prevent it before it happens? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes! The Stall Deal Dilemma Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline. Mastering Communication: Asking the Right Question Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects. Why Don't Sellers Ask the Hard Questions? Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. Benefits of Uncovering Objections Early Donald discusses the advantages of early objection handling, which include: Building trust and authenticity with your prospect. Demonstrating your experience and foresight as a sales professional. Enabling a clear path to address and mitigate potential obstacles. Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen! Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive! "The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

One of the most common mistakes people make when using LinkedIn is not taking the time to build authentic relationships. Don’t go adding hundreds of connections to your LinkedIn profile. Instead, do this! Listen to this insightful episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with guest Sabine Gedeon on the world of LinkedIn networking. Sabine shares her extensive experience and lays down a five-step process to leverage LinkedIn for effective relationship-building and networking. Click play now! Meet Sabine Gedeon Sabine is the CEO of Gedeon Enterprises. She is also a coach, consultant, speaker, and author. Remember to connect with her on LinkedIn to learn about her. Evolution of LinkedIn Sabine takes us through the history of LinkedIn, from its original use as a platform for recruiters to its transformation into a hub for marketing, networking, and community building. She emphasizes the need for people, especially HR professionals, to engage more actively on the platform. The Five-Step LinkedIn Strategy Sabine outlines her five-step approach to using LinkedIn effectively. 1. Connectors Mindset: Understanding your 'why' and what you offer. 2. Value Assessment: Identifying your strengths, expertise, and opportunities for growth. 3. Ecosystems: Recognizing your network's broad array of ecosystems, such as friends and family, and political connections. 4. Inventory List: Categorizing your contacts based on their ecosystems and closeness to you. 5. Success Circles: Establish three layers of contacts—Fab Five, Core Fifty, and Essential Hundred—and regularly engage with them. Systems and Consistency Sabine uses systems like Streak to help maintain her networking strategy. She also shares other methods to keep track of connections and ensure regular engagement with contacts. Importance of Human Connection Donald and Sabine agree on the importance of the human touch in networking. Sabine advises treating each online interaction as personal as meeting someone at a coffee shop. Building genuine relationships on LinkedIn doesn't have to be as complicated as you make it. If you need help connecting with others on the platform, take the time to listen to Sabine Gedeon's strategies in this episode. Tune in now! "People are missing out on the opportunity to build and cultivate relationships before they need things. It's almost like that whole notion around making deposits before you can withdraw. People are missing out on the opportunity to create. Make deposits before they start to need the withdrawals." -Sabine Gedeon. Resources Sabine Gedeon on LinkedIn Gedeon Enterprises Bob Berg's book, "The Go-Giver." Streak Boomerang for Gmail LinkedIn Sales Navigator 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=...

You're about to send a LinkedIn connection request, and the platform allows you to create a personalized message. Do you take the time to do it? Yes or no? If you choose not to do it, you must tune into this episode of "The Sales Evangelist Podcast." Even if you said yes, still click play. Host Donald Kelly delves into the ongoing debate surrounding LinkedIn connection requests. Should sales professionals personalize them or keep them generic? Discover the importance of personalized connection requests and learn how to create meaningful conversations that can lead to sales opportunities. The Great LinkedIn Debate Donald addresses a common question among sales professionals: the importance of personalizing LinkedIn connection requests. He debunks myths, points out common mistakes, and emphasizes the potential impact of a well-crafted, personalized approach. Personalized vs. Generic Requests Donald discusses why generic messages are ineffective and often ignored. He advocates for personalized messages, which he argues can significantly increase your chances of connecting and engaging with your targeted prospects. The LinkedIn Monetization Insight An interesting point Donald raises is LinkedIn's decision to charge for personalized connection requests. He interprets this as evidence of their effectiveness and a tool that LinkedIn monetizes because it works, not because it doesn't. This key insight provides a unique perspective on the platform's internal data and user behavior. Donald's LinkedIn Connection Strategy Listen to Donald's own methodology for LinkedIn engagement. His process involves Sales Navigator, account and lead list building, proactive engagement with recent posters, and meaningful follow-up through multiple communication channels. Donald's tactic is all about grabbing attention, starting conversations, and fostering relationships that lead to sales opportunities. Engagement Leads to Opportunity Donald emphasizes that engagement is the key to unlocking potential business opportunities. He shares personal anecdotes and client results to support his stance on using personalized connection requests to initiate conversations. Join Donald and his colleagues for a live discussion on LinkedIn, furthering the conversation on this topic. Connect with him on LinkedIn to learn more about it. “Do you feel that you're so unique that you are the only one asking them to connect because you have a mutual connection? That's so preposterous!” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

Do you have full control over your sales meeting? Is it difficult getting your prospects to go in the direction you want them to go? You answer "no" to the first question and "yes" to the second question. Right? Well, you know what to do now! Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Within this five-minute episode, you'll be ready to take control, establish authority, and confidently guide your prospects. Take advantage of these critical strategies that can accelerate your sales success! Taking Control of Your Sales Meetings The key to having a successful sales meeting is being in control of its direction. Donald emphasizes that while catering to the prospect's requests is essential, offering them a meeting roadmap ensures they recognize you as an expert in your field. The Agenda of A Guided Sales Session To lead your sales meeting, set a clear agenda. Address the prospect's hopes and set the stage for the main goal. It's to guide them through informed choices. Donald suggests asking prospects what they want to learn. This is to consider the meeting effective. Then, build the conversation around those objectives. Also, share your expertise and insights. Expert Advice on Pricing Queries One common challenge salespeople face is when a prospect jumps straight to pricing. Donald advises against catering to this demand blindly. Instead, offer transparency about your pricing range while steering the conversation back to understanding their specific challenges and whether your service is a good fit. Maintaining Control with A Robust Conclusion Donald stresses that you should reserve the last five minutes to review the main points and schedule the next meeting. This strategy helps maintain the sales process's momentum and positions you as a prepared and experienced professional. Join “The Sales Mastermind” for hands-on guidance and an interactive learning environment. It's an opportunity for you to practice, role-play, and get actionable tips to enhance your sales performance. Lastly, subscribe to keep up with the newest content to improve your sales game! “The key is to get them to feel they're giving you all the stuff they need and want to give.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson. Sales Spotlight - Mary Kay Ash Mary Kay Ash is world-renowned for being the makeup and skincare queen. Her pink Cadillac has become iconic. How did this come from someone who kept getting passed over for promotion? Because she is considered to be one of the best sellers in history. Here are five reasons why: Had a purpose and a why Created a vision or a common cause Had a strong and impressive work ethic Had the desire to create and give rewards Willing to take action Mary Kay Ash was born on May 12, 1918, in Hotwells, Texas. For most of her childhood, she took care of her sick dad while her mother made the family's earnings. At 17 years old, Mary Kay married Ben Rogers and had three children with him before Ben went to war in WWII. Their marriage eventually ended, and Mary Kay was left with three children to care for. She needed to make money to feed her children, so she started working for Stanley Home Products in 1939. She’d go into someone’s home and host parties to encourage people to buy household items. Mary Kay was great at her job, and she became a top seller. By 1952, Mary Kay was hired by World Gifts. After 10 years, however, she quit her job. At that time, the sales force was mostly made up of men, and no matter how hard she tried, she couldn’t get ahead because she was a woman. She saw the men she was training were getting promoted, going onto better jobs, and they were getting a much higher wage. Had a purpose and a why With $5000, Mary Kay used the money to build her empire. Mary Kay had a purpose. She was a mother who needed to take care of her kids and a woman who wanted to see other women succeed. Mary Kay also had a vision that helped her achieve her dreams. She had a why. As a salesperson, a vision and purpose can propel you beyond a bad sales day. For many people, a paycheck isn’t enough. There has to be a deeper connection, something bigger. Having a purpose is the motivation that moves you to show up even when things get hard. Have a purpose that pushes you to create an opportunity for the people you care about the most. Mary Kay had a purpose that was even bigger than herself. While she wanted to care for her family, she also wanted to create something to help other women. Created a vision and a common cause Every great salesperson in this series had a vision and created a common cause. Mary Kay recognized that women were undervalued in the sales industry and other workplaces. Women were not considered as capable as men. This misconception prompted Mary Kay to build an empire that would give women the opportunity to succeed and do more. Her business opened doors for women to become six-figure earners and, as a result, became the breadwinners for their families, giving them a community where they were valued. The company grew, and by the end of its second year, it had made $1 million in product sales. Salespeople can also achieve greater success if they communicate a common cause to their clients. Creating a brand message that solves problems and identifying a common struggle can create a unifying purpose. Had a strong and impressive work ethic Mary Kay had an impressive work ethic and worked hard. She got up every day at 5:00 AM. She said, “If you get up at 5 o’clock three times a week, you’ll gain an extra day. You need to try it a few times because you realize a great feeling of satisfaction at 8:00 in the morning when you’ve already finished what would have taken you six hours to do after 8 o’clock because of the interruptions.” Make it your goal to wake up early, put in the time, start working, and be productive without distractions. Allow yourself to practice and challenge yourself as Mary Kay did. Had the desire to create and give rewards The Harvard Business Review laid out three reasons why people leave their jobs: because they don’t like their boss they don’t see an opportunity for promotion or they were offered a better job. Mary Kay understood this and set up a system with four levels of promotion: Independent beauty consultant Red jacket beauty consultant Independent sales director National sales director As salespeople hit their numbers, they were promoted to the next level and received different rewards. This motivated people and gave them room to grow. The system made them very successful. The ultimate success for any employee in Mary Kay is winning the pink Cadillac. As a sales rep or sales leader with a small business, give your team a path and an opportunity to grow. Give them a goal, and offer a reward when they hit that mark. They will see that as an opportunity to earn and achieve. It helps your company because you’ll have an employee who works hard to earn the reward. Willing to take action Mary Kay left her full-time job and decided to create

Are you ready to uncover the secrets of successful sales strategies in a highly competitive landscape? In this episode of "The Sales Evangelist Podcast," host Donald Kelly chats with guest Claudio Meidler, an experienced sales professional working as an account executive for Google's German team in Dublin. Claudio shares his insights on navigating the competitive landscape and securing the share of the wallet when selling to enterprise or mid-level organizations. Tune in to this enriching episode and gain a fresh perspective on navigating the modern sales landscape with confidence and finesse. Building Credibility and Delivering Value Claudio emphasizes the importance of standing out in terms of service level and delivering value beyond the competition. He discusses the significance of conducting thorough research before approaching potential clients understanding their needs, pain points, and industry-specific knowledge. Claudio highlights the effectiveness of providing insights, market knowledge, predictions, case studies, and testimonials early in the conversation to build immediate credibility and trust. Unconventional Approaches to Success Donald and Claudio discuss breaking away from traditional sales tactics and how being direct and tactful can yield powerful results. Claudio discusses the importance of addressing unspoken concerns and objections, expressing understanding and empathy, and using direct language to navigate potential hesitations or objections from the buyer's side. The role-play between the two demonstrates how this approach can open up dialogues and lead to deeper, more fruitful conversations. Creating a Lasting Impact Claudio shares his perspective on delivering service without expecting an immediate return on investment, following up on bold questions, and continually striving to exceed the client's expectations. He emphasizes the value of constant learning and adaptability in the sales process, where leveraging unconventional techniques can create a lasting impact and differentiation in the market. Claudio Meidler shares invaluable insights and strategies for success in the competitive sales landscape. Learn how to stand out in a competitive environment, build trust with your prospects, and ultimately secure that coveted share of your wallet. Take advantage of this opportunity to revolutionize your sales approach! Listen to the full episode now to discover how to enhance your sales strategies and achieve outstanding results. "Do your homework beforehand, deliver information and service without expecting an immediate return on investment, ask bold questions, and deliver testimonials or case studies to build credibility straight from the start." - Claudio Meidler. Resources SimilarWeb Claudio Meidler 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

Are you properly preparing for first-time meetings? Failing to do so can lead to missed opportunities and lost sales. But don't worry—in this episode of "The Sales Evangelist Podcast," host Donald Kelly will share valuable tips on effectively preparing prospects and ensuring a smoother, more productive interaction. Click play to hear what one of the industry's top sales leaders says about this essential step in the sales process. The Importance of Preparing Prospects Donald emphasizes the significance of prepping prospects before meeting with them. In a world with automated scheduling tools, it's essential to go the extra mile to personalize and optimize the prospect's meeting experience. The Strategy Donald suggests a simple yet powerful strategy to prepare prospects effectively. He recommends sending a quick video introduction to the prospect, providing a warm welcome, and addressing potential questions or concerns they might have. Additionally, including specific details about the upcoming meeting and offering personal contact information can further enhance the prospect's preparedness and engagement. Enhancing Engagement and Courtesy By implementing this strategy, sales professionals can significantly enhance engagement and courtesy from prospects. Providing personal contact information encourages prospects to connect and communicate, establishing a more respectful and engaged relationship from the outset. Overcoming Concerns Donald addresses common concerns associated with this strategy, such as the fear of potential cancellations. He explains that having prospects inform you of a cancellation is more beneficial, demonstrating their courtesy and genuine interest, rather than dealing with unexplained no-shows. Recommended Tools Donald recommends executing this strategy using video platforms like Loom, Vidyard, or BombBomb. Even for those uncomfortable with video, he encourages leveraging these tools to convey the preparatory message effectively. Ultimately, sales professionals gain a competitive edge by effectively preparing prospects and increasing their chances of closing deals. Join Donald Kelly as he continues to empower sales professionals to thrive and succeed in their endeavors. "I want you to thrive, succeed, and raise your level of thinking." Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

Are you ready to unlock the secrets to successful sales strategies and go-to-market plans? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value. She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights! Hannah's Professional Journey Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales. Her professional journey spans from prominent global corporations to disruptive startups. Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies. The Evolution of AI Technology Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers. She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google. Sales Strategy Planning Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value. Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines. Territory Management and Strategic Approach Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories. She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results. Seasonal Budgeting Cycles Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations. She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities. Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike. If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results. “If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo. Resources Hannah Ajikawo 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 ...

Are you ready to transform your cold email outreach strategy for 2024? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Vlad Oleksiienko, a growth leader with extensive experience in sales development and cold outreach at scale. Vlad shares valuable insights into the evolving landscape of cold emailing in 2024 and beyond. He focuses on the challenges and effective strategies for sales reps to scale their outreach efforts. Prepare to revolutionize your approach to cold emailing and propel your sales growth to new heights. Tune in to learn from the expert himself! The Challenges of Cold Emailing at Scale Vlad delves into the challenges faced by sales reps in the realm of cold outreach. He highlights the evolving nature of email inboxes, the impact of AI-generated emails, and the growing demand for personalized and relevant communication from buyers. Tailoring Cold Outreach for Different Markets Vlad emphasizes the importance of tailoring cold outreach strategies based on the market and company. He distinguishes between high-volume, low-touch cold emails at scale for SMBs and mid-market companies without SDRs and the more targeted approach taken by enterprise SDRs. Intent-Based Cold Outreach Vlad introduces the concept of intent-based cold outreach, emphasizing the significance of leveraging specific signals or triggers to identify prospects likely to engage with the outreach on a deeper level. He outlines various tools and methods for determining intent, including leveraging sales navigator, social listening, and technographics. Crafting Effective Cold Email Sequences Donald and Vlad delve into the practical implementation of intent-based outreach, focusing on the structure of email sequences and the need for conditional personalization based on the recipient's persona and industry. Vlad provides insights into creating relevant and compelling email sequences while avoiding overcomplication and balancing personalization and scalability. Navigating Google and Yahoo Changes Vlad clarifies the implications of Google and Yahoo changes and offers practical tips to ensure compliance and maintain deliverability. He advises against over-complicating the situation, emphasizing the need for relevancy, opt-out links, and technical considerations to address deliverability challenges. Discover practical strategies for implementing intent-based cold outreach and navigating the evolving email marketing landscape. Vlad shares valuable insights on leveraging intent signals, crafting highly relevant emails, and staying out of Google and Yahoo's spam radar. Tune in for actionable advice, real-world examples, and proven techniques to supercharge your cold email campaigns. "Cold outreach and outbound marketing are still effective channels, probably still one of the most effective ways to generate new revenue and keep your company growing." - Vlad Oleksiienko. Resources Vlad Oleksiienko on LinkedIn [email protected] 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 have a client on the phone, and they decide not to close the deal. Do you? Tell them to have a good day and hang up, or ask if they know anyone else needing your services. In this episode of "The Sales Evangelist Podcast," host Donald C. Kelly shares the most overlooked strategy of asking everyone for referrals. With a passion for empowering sales professionals, Donald shares valuable insights and practical tips to help you unlock the potential of referral generation. Tune in to elevate your sales prowess and harness the power of referrals! Utilizing Untapped Potential Donald discusses the importance of recognizing the untapped potential in every interaction. He encourages sales professionals to assume that everyone they speak with knows someone who could benefit from their services. The Art of the Ask From his own experiences, Donald shares a simple yet powerful approach to requesting referrals. He outlines the process of respectfully inquiring if the contact knows anyone who could benefit from the offered product or service. Donald emphasizes delivering value and building rapport before requesting a referral. Referral Incentives and Tools Donald explores the potential of incentivizing referrals by offering small gifts or incentives to contacts who provide valuable referrals. He suggests options such as gift cards or utilizing specialized software to facilitate the process. By incorporating these incentives, sales professionals can encourage contacts to consider and actively refer potential leads. Start embracing this proactive approach to seeking referrals and recognize every interaction's vast potential. Challenge yourself and apply these principles to elevate your sales game. Listen to the full episode now and embark on your path to monumental achievement! “Nine out of ten customers are willing to give referrals, but only 11% of salespeople ask for referrals. So there's a big gap of people wanting to provide you with business, but you aren't taking advantage of them.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on "The Sales Evangelist Podcast" to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you're ready to revolutionize your sales team and boost your own sales career, you won't want to miss this episode! Qualities of Successful Salespeople Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales. Hiring the Right Talent Donald and Lori discuss the challenges of identifying the right talent for sales roles. Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent. Tools and Processes for Evaluating Sales Talent Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. She highlights the importance of pre-hire assessments to understand potential hires better. Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals. The Role of Sales Leadership What’s the impact of sales leadership on the success and retention of sales talent? Lori underscores the pivotal role of sales managers in influencing and supporting their teams. She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences. Retaining Sales Talent and Workplace Culture Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common. Strategies for Prospective Sales Professionals Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. She underscores the value of conducting in-depth research into the company's mission, vision, and employee support initiatives to make informed career decisions. Lori Richardson's insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders. Tune in to the full episode to delve deeper into Lori's wealth of knowledge and gain actionable strategies for hiring the right talent! "If you have a sense of failure and messages in your head that are not supporting you to go forward, there's a lot of things that can keep you from being successful." - Lori Richardson. Resources Lori Richardson on LinkedIn Women Sales Pro Women Sales Pro Instagram 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...

Are you tired of lengthy, drawn-out discovery calls that seem to go on forever without getting to the heart of the matter? Imagine condensing those time-consuming conversations into just 15 minutes while delivering maximum impact. In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Chet Lovegren to reveal the secrets behind shortening discovery calls while achieving outstanding results. Chet, a master at sales consulting, shares practical role-playing examples and outlines four key questions that can transform your discovery process. You'll witness practical demonstrations on identifying challenges, understanding their context, gauging expertise, and establishing implications—resulting in streamlined yet effective discovery interactions. Tune in to revolutionize your discovery calls and enjoy results that speak for themselves! The Essential Four Questions for a Successful Discovery Chet highlights the importance of the four key questions that form the foundation of a successful discovery process. These questions involve identifying challenges, understanding context, gauging expertise, and establishing implications. Chet emphasizes the need for sales professionals to tailor these questions to the specific needs of their prospects and their respective industries. Simplifying Complex Sales Processes Donald and Chet stress the significance of simplifying the sales process and avoiding overly complex approaches. Chet shares his experience of condensing discovery calls from 30 minutes to just 15 minutes, showcasing the effectiveness of streamlined conversations. This approach saves time and ensures that prospects receive immediate value and quantifiable solutions. Expert Guidance and Effective Communication Chet discusses the importance of positioning oneself as an expert during sales interactions. He stresses the need for sellers to guide their prospects and provide clear, concise communication. Drawing parallels to a successful car buying experience, the importance of offering a simple and easily understandable process becomes evident. Establishing Implications and Quantifying Value Chet emphasizes the need for sales professionals to establish the implications of not addressing key challenges. By quantifying their solutions' potential value and impact, sellers can effectively showcase their offerings' immediate and tangible benefits. This approach ensures that prospects can make informed decisions based on the real, measurable value they stand to gain. Personalized Discovery Templates Chet generously offers personalized discovery templates for sales professionals looking to enhance their approach. You can receive customized resources and expert guidance tailored to your needs by contacting him. This offer reflects Chet's commitment to helping sales professionals excel in their discovery processes and drive valuable results. In this episode, you'll witness a powerful role play where Donald and Chet dive deep into the art of the discovery process. With the simplicity and value-focused approach, Chet demonstrates how an effective discovery doesn't have to be an hour-long ordeal. Click play and listen to Chet's engaging content and insightful perspectives on sales strategy and discovery processes. "You don't need 30 minutes for discovery, man. You need 15 minutes." - Chet Lovegren. Resources Chet Lovegren on LinkedIn The Sales Doctor 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...

Are you ready to revolutionize your approach to finding prospects? Do you sit back and hope they'll come to you, or are you casting wide nets on LinkedIn, crossing your fingers for a response? Let's face it. These tactics scream "lazy prospecting." But fear not! In this thrilling episode of The Sales Evangelist, the charismatic Donald Kelly is here to transform your strategy. Dive into this power-packed five-minute episode and unravel the secrets behind proactive prospecting. Say goodbye to the old ways and hello to a new era of engagement. Don't miss out! What Is Lazy Prospecting? What exactly is lazy prospecting? In the episode, Donald explains it’s making a phone call without researching the prospect. When prospecting, you should do your prep work. This involves seeing who else works in the organization and looking at the individual’s LinkedIn profile. However, most sellers take this time to scroll through their phones, hoping for the best. Donald explains how most sales representatives become lazy prospectors without realizing it. LinkedIn Profile Before making a phone call, review the prospect's LinkedIn profile. Scroll through to see their achievements, recent work events, or posts they’re engaging in. Donald shares how you can use this information during a phone conversation with your prospects. Hint: Use LinkedIn Sales Navigator during your research! Multi-Threading in Sales Speaking of Sales Navigator, it’s the ideal tool for multi-threading. Use it to find someone within our prospect’s organization you can engage with and talk to on LinkedIn. Donald shares how to multi-thread within the episode correctly to help you connect with your prospects and close a deal. Are you a fan of quick, impactful insights? Dive into our five-minute episodes that pack a punch! Hit subscribe and immerse yourself in the latest trends and updates from the sales world. Our mission? To empower you to double your deal closures by enhancing your pipeline like never before. Join us for these brief yet potent episodes and say goodbye to lackluster prospecting. Transform into the sales leader you're destined to be. Let's do this! “The more shots you take on goal, the more chances you have of scoring.” - Donald Kelly. Resources The Sales Evangelist Sales Mastermind LinkedIn Sales Navigator 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

It's all in the data, right? But what's good is the data if you don't know how to utilize the information? In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry. Tune in and discover how to help you build your pipeline and close twice as many deals as you are now. Derek Rahn’s Background Derek has over 15 years of experience in sales and marketing, specifically within the B2B space. He is the VP of demand generation of Lead Genius, which crafts tools to help companies find their ideal customers. His position allows him to see the current trends and changes within the sales industry. Challenges in the SaaS Landscape One challenge Derek sees within the SaaS industry is that too many team members interact with one customer. This harms the client's relationships with the company and can easily cause misunderstandings. He suggests limiting the number of employees speaking with potential clients during the sales process. Derek also noticed that sales representatives have too much going on with their daily workloads. For example, IC roles are becoming more management-oriented due to the increased team size. He explains whether this has a positive or negative impact on sales companies. Current Sales Data Trends One trend that Derek notes is the rise of verticalization within the industry. The old method of selling was based on geographical areas, and sales reps would know the insides and outs of the business within this region. However, the way sales companies niche down is different now, thanks to remote work. The focus shifts towards pain points, subject matters, and specific industries. For example, there used to be only two well-known CRMs that were used for all industries. Now, there are millions of CRMs for specific industries. The second trend Derek observes is that sales companies must actively target SMBs. This is because there’s a need to continue growing revenue, and more data tools are needed to help sales teams reach SMBs. Utilizing the Data as a Sales Leader Derek shares how sales leaders can utilize data effectively to help their teams reach goals. He suggests starting with the ICP and segmenting it into different, unique categories. He also explains how he helped a company break down its ICP categories and their benefits. The money is in the data! Pay attention to your data if you want your sales company to reach its fullest potential. This is where you’ll find everything you need to grow your business. Listen to this episode to discover how to use data effectively and why you must niche down! “If teams want to see more success, automation is the only way to achieve this.” - Derek Rahn. Resources Derek Rahn on LinkedIn Lead Genius 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

Wanna know the secrets to mastering the art of sales negotiation? Once you learn them, you'll never go hungry again! But first, you must tune in to hear this episode of "The Sales Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing. They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make. Listen and discover how to become a better sales negotiator in this episode. Also, don't forget to grab your copy of Patric Tinney's books down below. He shares a world of sales knowledge within this episode and his books! Patrick Tinney’s Background Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.” He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their knowledge of sales negotiation. This is due to its complexity; you need the right experience to teach others. Common Mistakes and Challenges in Sales Negotiation Partick discusses how, in the Far East, people live for negotiation. However, in North America, people prefer to avoid the negotiation process and find it uncomfortable. He also shares how some sellers are afraid to make mistakes during negotiations. But you shouldn't let this stop you from trying to negotiate. In the world of business, mistakes are bound to happen. It's also the best way to learn the sales negotiation process. Another mistake Partick finds is how most sellers hammer their potential buyers into decisions. They are always rushing to make deals, which is a huge mistake. It's better to wait it out, and he shares why in the episode. Becoming a Better Strategic Planner Negotiator Patrick shares why more sellers need to consider SWAT analysis and business cases. He discusses why this is important and how it can make everything easier for professional buyers. Patrick debunks the myth that using the SWAT analysis is useless. He discusses how sellers can leverage their threats and weaknesses to become better negotiators. Patrick shares his sales philosophy of becoming a better strategic planner. It’s to remove negative risks and replace them with positive ones. His last advice is to think about what a great deal looks like at the end of the sales process. This episode is a must-listen for those struggling with sales negotiation and strategic planning. You’ll discover invaluable advice from Patrick’s knowledge within the sales world. Tune in to hear this insightful chat with host Donald Kelly and special guest Patrick Tinney! “If you don’t have the chomps, you just can not speak with great clarity.” - Patrick Tinney. Resources Centroid Training & Marketing Patrick Tinney on LinkedIn Unlocking Yes - Revised Edition: Sales Negotiation Lessons & Strategy Perpetual Hunger: Sales Prospecting Lessons & Strategy Nothing Stops Me: Sales Success from Adversity The Bonus Round: Corporate Sales Lessons & Strategy 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 ...

A potential buyer just told you no on a deal you have been trying to close for months. Should you accept this objection or use sales techniques to help them change their minds? In this short and sweet episode of the Sales Evangelist Podcast, host Donald Kelly shares four steps for handling objections with you. Discover these techniques and how they can help change a potential buyer from saying no to yes. Tune in now and test these sales methods with your prospects. 1. Mindset Donald discusses that most sellers start thinking negatively when a prospect says they’re not interested in their products. Sometimes, it’s due to them really not being interested, and you’ll be able to tell by their actions. However, some prospects don’t know if they can decide on a potential deal. Donald explains how to switch negative thinking into positive thinking to help these prospects decide. 2. Why Donald explains why some prospects may view a potential deal as a threat. Your job is to figure out why they have this viewpoint. They may have had a bad experience with a different vendor and see your product as the same as theirs. Ask deeper questions to figure out the problems. 3. Value/Risk Once you understand why they have negative viewpoints, Donald discusses how you can help prospects see the value in your product. Help potential clients understand their unknown risks and tell them how your product can eliminate them. 4. Invitation Once you provide value to your prospect, give them an invitation to set a meeting with you. Donald shares how to invite prospects to schedule a meeting and close a deal. Dealing with sales objections is never easy, especially when you don’t know how to combat them correctly. However, if you listen to this episode, you’ll learn how to handle objections. Tune in to hear this exciting five-minute episode of The Sales Evangelist Podcast. “The idea behind an objection is that there’s a need for more clarity.” -Donald Kelly. Resources The Sales Evangelist Sales Mastermind 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

Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. in Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. What is Your Caveman Brain? The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain” Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off! We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson. How Do We Work WITH the Caveman Brain? The amygdala only knows what it sees and hears. Pay attention to the media and information you consume! Identify your personal fears. Know what is holding you back and why. Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up. [Tweet "Almost everything that’s happening in your life that isn’t happening the way you want it to comes down to your caveman brain. When you realize that and you start to fix that, everything else falls back into place.” – Dr. Jean Oursler"] Resources https://cavemanbrain.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

New reps and veteran sellers alike are looking for the missing piece in their sales game – look no further. In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work (The Ultimate Sales Machine) to bring us into the future of selling. What is a Dream 100? There is always a smaller number of better buyers than there are buyers. Selling to your better buyers is smarter and cheaper than selling to anyone else. When he was a seller, Chet Holmes spent his energy focusing on his ideal clients rather than selling to 20,000 prospects. “In your face, in your space, in your place.” Chet Holmes used a lot of marketing tactics WITHOUT spamming. Aim to be interested instead of interesting! Identify YOUR Dream 100 Start by going through your contacts and identifying the people who could be in your Dream 100 – without social media. Don’t get overwhelmed – start with a Dream 5 or Dream 10! Place your focus there, and build on it. 3 Dream 100 DON’Ts It doesn’t need to be “100”. The most important thing to do is find your better buyers – the customers who are really right for you. It doesn’t need to be people outside of your sphere. After looking through your contacts, check your social media, your CRM (customer relationship management), and other places in your SOI (sphere of influence). Bigger isn’t always better. Even if big accounts bring in a lot of money, they may not be profitable, and they may not need you. You may not like working with them, which makes them NOT a dream client! "My father was a fifth-degree blackbelt. He realized that there are only so many ways that you kick or you punch, and it’s just a matter of practicing these things over, and over, and over again. He’s famous for the saying, ‘Mastery isn’t about doing 4,000 different things, it’s about doing 12 things 4,000 times.” – Amanda Holmes Resources http://ultimatesalesmachine.com (Chapter 4 of the book is free!) Reach out to Amanda directly @amanditaholmes on Instagram 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

Nothing is more frustrating than hearing a potential customer tell you they already have a vendor and don't need your services. Having spent so much time researching them, you feel it was all for nothing. Now you're wondering if you should try to convince them your services are better than their current vendor. But what tactic can you use to help win them over? In this episode of the Sales Evangelist podcast, host Donald Kelly shares his best strategy for handling the common sales objection, "We already have a vendor; we're not interested." He'll show you how to uncover the prospect's true interest, provide value, and keep the conversation toward a potential deal. Listen to this five-minute episode to unlock the secret approach to turning these objections into opportunities. Understanding Objections Donald emphasizes that objections don't always indicate disinterest but rather a lack of information. It's crucial to understand the prospect's specific needs and ensure that your solution is relevant to their challenges. Identifying the right fit and relevant problems is essential in addressing objections effectively. Engaging the Prospect By acknowledging the prospect's statement (e.g., "We already have a vendor"), Donald suggests taking the conversation in a different direction. He emphasizes the importance of catching the prospect off guard and demonstrating an understanding of their concerns and potential areas for improvement. Uncovering Pain Points Through skillful questioning, sales professionals can uncover pain points or dissatisfaction with the current vendor. A deeper dialogue can be initiated by asking open-ended questions and displaying genuine interest in the prospect's challenges. Presenting a Solution Donald advises presenting a compelling solution that directly addresses the identified pain points. By showcasing the unique value of your offering and how it can effectively resolve the prospect's challenges, you can open the door to further discussion and potential collaboration. Effective Communication Utilizing effective communication techniques, such as active listening and mirroring the prospect's language, is pivotal. By demonstrating genuine empathy and understanding, sales professionals can build rapport and trust, laying the groundwork for productive conversations. Closing the Deal The episode highlights the significance of transitioning the conversation towards a potential next step, such as setting up a follow-up call or meeting. Donald stresses the importance of articulating the value proposition clearly and effectively to drive the prospect's interest in further exploration. Handling these types of objections doesn't have to be a dead-end but can actually be an opportunity to showcase your value. In this episode, Donald unpacked the best strategy for navigating this common objection, providing actionable tips to turn these conversations around and set the stage for successful deal closures. This episode is a must-listen if you're serious about enhancing your sales game. So, tune in to the Sales Evangelist podcast and equip yourself with the tools to handle objections and thrive in turning them into opportunities. Don't miss out on this invaluable insight to unleash your sales potential! "Objections don't necessarily mean somebody's not interested. It's that they don't know enough to be able to be truly interested." - Donald Kelly. Resources The Sales Evangelist Sales Mastermind 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

How do you move beyond having a network of connections on LinkedIn to leveraging it to drive meaningful conversations and opportunities? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly chats with Brandon Lee, the founder of FistBump, on the best practices for maximizing your impact on LinkedIn. Discover powerful techniques for engaging with prospects, creating compelling content, and establishing genuine connections that lead to tangible results. Tune in to hear essential strategies for utilizing LinkedIn to drive sales success. Brandon Lee’s Background Brandon founded Fist Bump, which offers a done-for-you and done-with-you model aimed at C-suite sales leaders looking to leverage LinkedIn more effectively. The service appeals to individuals seeking guidance on improving their LinkedIn utilization and those lacking the time to do it themselves. LinkedIn as a Sales Tool Donald and Brandon discuss the critical role of LinkedIn in B2B sales and business. They tackle the common issue of professionals failing to effectively utilize their LinkedIn connections after making them, highlighting the need for a more strategic approach to networking and relationship-building on the platform. Best Practices for Utilizing LinkedIn Brandon emphasizes the importance of adopting a networking, rather than a purely sales-driven, mindset when using LinkedIn. He shares the challenges of coming across as just another demanding voice in the crowd and advises on shifting from a lead generation to a demand creation mindset. Creating Intriguing Content Brandon stresses the significance of sharing educational and informative content that resonates with buyers, regardless of whether they are currently in the market. He delves into the strategy of transforming valuable customer insights into engaging social posts and provides examples of how to offer industry-related solutions rather than straightforward sales pitches. Making Content Relatable Donald and Brandon explore the concept of relatable content and the impact of sharing experiences and insights that resonate with the audience. They discuss the effectiveness of content that addresses common industry challenges and offers solutions, emphasizing its relatability and value to the target audience. Maximizing Engagement Through Comments Brandon advocates for consistent and meaningful engagement by commenting on relevant posts and extending conversations by commenting on comments. He emphasizes the algorithm’s positive response to active engagement and encourages leveraging it to increase post visibility and exposure to a broader audience. Taking Advantage of Profile Views Brandon highlights the benefit of monitoring profile views and utilizing them as an opportunity to extend connection requests and initiate conversations. He stresses the importance of personalizing connection requests and seeking common ground with potential connections, ultimately fostering a more extensive and valuable professional network. Overcoming Impostor Syndrome Brandon shares advice for individuals hesitant to leverage LinkedIn, focusing on overcoming impostor syndrome. He emphasizes the value of personal experiences and the significance of taking the initial step, as well as reinforcing the learning curve and the benefits of perseverance. Brandon’s expertise provides invaluable insights into fostering meaningful connections, creating engaging content, and maximizing visibility on LinkedIn, offering actionable tactics for those seeking to elevate their sales game on the platform. With practical tips and a focus on authentic human connection, Brandon's approach is both compelling and achievable for anyone seeking to excel on LinkedIn. Tune in to the full episode for a wealth of actionable insights and take your LinkedIn game to the next level! “I think Sales Navigator is a great sales tool, and LinkedIn is a great networking tool. But if we confuse them and try to sell before we network, we try to sell before we build a rapport or a reputation, then we're just a cold voice demanding or asking people for their time. People have had enough of that!” - Brandon Lee. Resources https://getfistbumps.com/ Brandon Lee 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 <a

Are you ready to elevate your sales game and close those six-figure deals? In this episode, Dr. Darnyelle Jervey Harmon joins host Donald to share her insights on transforming sales mindset and strategy. Dr. Darnyelle has a wealth of experience and knowledge working with business leaders to achieve significant revenue growth and success. Her approach integrates business growth strategy, talent development, leadership development, and sales psychology. Discover how to revolutionize your sales approach and cultivate a mindset that drives unprecedented success. Tune in to this episode with Dr. Darnyelle Jervey Harmon and ignite your journey to selling millions! Overview of Dr. Darnyelle Jervey Harmon's Work Dr. Darnyelle Jervey Harmon is the founder of Incredible One Enterprises, a company that specializes in helping business leaders reach their revenue goals. The focus is on driving revenue growth and achieving millionaire status. Transforming Sales Mindset Dr. Darnyelle emphasizes the importance of understanding the connection between how salespeople see themselves and how they perceive money. She highlights the critical impact of early childhood beliefs about money and the need to dismantle limiting beliefs to drive sales success. The Sell Millions Method Dr. Darnyelle introduces the "Sell Millions Method," which encompasses five pillars: strategy, sales, systems, support, and success mindset. Each pillar aligns sales strategies with individual mindset and money consciousness to drive improved sales outcomes. Understanding the Problems and Solutions The first pillar, “Strategy,” involves understanding the client's problems that they have been unable to solve independently and presenting the solutions that appeal to the client's self-selection of the offered solution. Sales Tools and Systems The "Sales" pillar leverages sales tools and key performance indicators (KPIs) to enhance conversion rates. The "Systems" pillar highlights the importance of establishing standard operating procedures leveraging software and automation to make the sales process predictable and efficient. The Power of Education-Based Marketing The episode underscores the power of education-based marketing in connecting with potential clients and how it helps build trust and understanding around the products or services offered. Furthermore, it explores the need for education to align with different segments of potential clients based on their stage in the decision-making process. Investing in People and Mindset Dr. Darnyelle emphasizes the critical role of a well-supported and trained sales team. She shares her experience of transforming underperforming teams into top performers through dedicated training and development programs. Additionally, she highlights the essential value of equipping sales teams with financial literacy and shifting their mindset toward money to enable them to sell effectively. Key Insights on Sales and Money Consciousness The conversation delves into statistics revealing the pervasive financial stress and lack of financial literacy among employees, which leads to a substantial loss for employers. Dr. Darnyelle highlights the significance of transforming how sales professionals view money to facilitate successful sales outcomes. Dr. Darnyelle Jervey Harmon delivers a masterclass on selling effectively and unlocking the potential for large deals. With her Sell Millions Method framework, she illuminates the critical connection between mindset, money consciousness, and sales success. Dr. Darnyelle's insights on strategy, sales tools, systems, support, and mindset shift the paradigm around sales leadership and empower sales professionals to supersede limitations and accelerate sales conversions. Tune in to this episode to gain invaluable wisdom on transforming your sales approach, cultivating a success mindset, and leveraging education-based marketing to drive results. Dr. Darnyelle's expertise is a game-changer for anyone seeking to elevate their sales game and achieve remarkable results. “60% of adults live paycheck to paycheck. So that means the people that are selling in your organization live paycheck to paycheck, which means they don't understand money. It means that they don't have a strong relationship with money. These people are responsible for getting your customers to buy more of your product and service in exchange for money. Oh, that's a bad place to be.” - Dr. Darnyelle Jervey Harmon. Resources Movetomillions.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 <a href=...