The Sales Evangelist

Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry. One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you? In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to do this simple SEO technique. LinkedIn Headline: What Do You Put in It? The LinkedIn headline is right underneath a person’s name and is a title they created for themselves. They may have their position and the company they work for within this section—for example, Sales Representative at HubSpot. Donald shares that the number one reason for creating a LinkedIn headline is search engine optimization (SEO). Your potential clients are looking for someone to help solve their problems. The best way to help them find you on LinkedIn is by using SEO keywords in your headline. For example, a person may seek someone knowledgeable about marketing automation. You should write “marketing automation specialist” as an SEO keyword within your LinkedIn headline. Donald also discusses it’s okay to use the company that works for the name within the headline section if it’s a big company, such as Google. However, using an SEO keyword is better if you work for an unknown company. Donald shares examples of crafting the perfect LinkedIn headline within the episode. The Sales Evangelist Podcast is always here to provide you with the best tips within the sales industry. If you want to improve your sales skills, subscribe to the podcast for more episodes. Also, don’t forget to check out TSE’s LinkedIn Prospecting Course. Sign up today before it’s too late! “Buyers want to learn, and sellers want to sell.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

What's the best way to offer a discount to a client? Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies. Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep. Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career. Richard’s Background Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies. He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales. Earning the Right to Ask Questions Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process. Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively. Highlights from "The Seller's Journey" Book Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies. These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines. Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight. Roleplay and Pricing Strategies Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics. Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings. The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor. Handling Discounting Requests Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment. Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain. Understanding Procurement Dynamics Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams. He explains that procurement isn't the enemy. Taking the time to build rapport and understand client’s needs can lead to mutually beneficial outcomes. The Role of Win-Win Scenarios Donald and Richard also explore the role of win-win scenarios in sales negotiations. Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client. This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics. In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales. Gain instant access to the first two chapters of "The Seller's Journey" below. "They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris. Resources “The Seller’s Journey” by Richard Harris Richard Harris on LinkedIn The Harris Consulting Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign...

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works. But what if you can't think of any new sales techniques? Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably. They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches. Learn non-traditional sales methods for building a pipeline in this TSE episode. The Paradigm Shift in Sales Training Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development. They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits. Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process. The Art of Building Partnerships Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships. Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses. Leveraging Networks: The Nearbound Concept Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers. Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies. When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic. Startup Growth and Scaling Challenges Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors. She pointed out the difficulties in cold outbound sales, including a low success rate. She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques. Emphasizing Trust and Connection Monica and Donald also cover the significance of trust and personal connection in business dealings. They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers. Building Nontraditional Sales Foundations Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology. Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships. However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects. Thanks to Monica’s invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry. "And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart. Resources Monica Stewart 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.

Two months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one. Or maybe you should follow up to see if they will work with you now. Why? In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again. The Number One Strategy To Close Deals Donald begins by breaking down the math of how many prospective clients a sales rep may lose within a given year. Most salespeople don’t take the time to return to those prospects and move on to the next one. However, Donald shares an excellent strategy for contacting those potential clients again to close a deal. LinkedIn Sales Navigator List After you take the time to figure out how many prospects told you no, create a lost deal list in LinkedIn Sales Navigator. You'll receive notifications on their recent activities after you add these individuals to the list. These activities could include a change of job, recent posts, and more. Donald shares why contacting someone who recently changed jobs and works in another company is a great idea. Also, pay attention to the individual's activities within the last 30 days. If you see they posted something, take the time to comment on it. It's a great way to start a conversation and build relationships on LinkedIn. Remember, you can use Sales Navigator for a 2-month free trial to see if you like it. The link is down below within the resource section. Do you want more sales tactics to boost your pipeline? Subscribe to The Sales Evangelist Podcast to help close twice as many deals as you are now! "Lost deals are never truly lost. They're opportunities in disguise." - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

You might have already realized this, but the sales world is changing. To make it, you must learn marketing skills to gain new clients. But everyone is not meant to be a marketer. How can you adapt to these changes and become successful at relationship-based selling? Start by listening to this episode of “The Sales Evangelist Podcast” to learn how to adopt SaaS marketing skills. In this episode, Donald engages in a dynamic conversation with Aaron, the CEO and founder of Alysio, a people performance management platform for go-to-market teams. Listen for valuable insights on the changing landscape of sales, the need for creativity and personalization, and the principles that drive effective sales strategies in the modern era. Adapting to the Changing Sales Landscape Aaron begins the conversation by shedding light on the evolution of sales. He emphasizes the need to adapt to the dynamic nature of sales, especially with the significant changes brought about by technology and unprecedented events like the COVID-19 pandemic. Drawing from his extensive experience in B2B SaaS sales, he presents a compelling case for embracing data-driven strategies and connecting with customers in a way that resonates with the current sales landscape. The Three Dimensions of Sales Success Drawing from Alysio's approach to sales, Aaron eloquently articulates the three critical dimensions of a great day in sales - customer data, revenue data, and people data. He underscores the importance of leveraging data at the team and individual levels to coach and train sales representatives effectively. Aaron's vision of a future where these three dimensions intertwine seamlessly reflects the innovative and strategic mindset that drives Alysio's approach to empowering sales teams. Embracing Creativity and Personalization in Sales One of the core themes of the conversation is the need for creativity and personalization in sales. Aaron shares impactful examples of creative approaches to outreach, such as leveraging personalized emails and running a successful podcast to connect with CROs. He emphasizes the shift from traditional sales tactics to engaging, entertaining, and personalized strategies that resonate with the modern buyer's mindset. The Human Touch in a Digital World Aaron emphasizes the importance of injecting a human touch into sales interactions in an age characterized by high-tech automation and AI. He brings forth the concept of being top of mind through creative and personalized outreach, citing instances where unconventional approaches have yielded remarkable results. Aaron's insights offer a fresh perspective on how sales professionals can leverage their creativity to stand out in a crowded digital landscape. Integration of Sales and Marketing Acknowledging the evolving role of sales professionals, Aaron highlights the significance of integrating marketing principles into sales strategies. He discusses the concept of every salesperson being a marketer in today's ecosystem and emphasizes the need for sales professionals to build their personal brand and establish trust. Aaron's approach reflects a holistic understanding of the interconnectedness of sales and marketing, emphasizing the importance of aligning these functions to drive impactful business outcomes. Empowering Sales Teams to Embrace Change Aaron shares pragmatic advice for sales professionals, encouraging them to be scrappy, creative, and consistently engaging in their outreach efforts. He emphasizes the value of trial and error, the power of creativity in outreach, and the need for continuous adaptation to stay ahead in a rapidly evolving sales environment. Now is the time for sales representatives to become creative, add personalization, and adopt modern sales dynamics to be successful. Aaron's insights offer a blueprint for reimagining sales strategies, integrating marketing principles, and harnessing the power of human connection in a digitally driven sales landscape. Do you want more sales advice? Subscribe to the TSE podcast for more inspiring testaments to transform and grow your business. "If I'm not great at cold calls, why spend three to 4 hours doing cold calls? It's not efficient. That's not the best use of my time." - Aaron McReynolds. Resources Alysio.ai Aaron’s email: [email protected] Aaron 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 A

The world is changing, and sales representatives must adapt. This is especially true when it comes to content creation. Do you know what the top-performing social media content is nowadays? It's video creation! If you're not taking the time to create and promote videos, it may keep you from building your pipeline. In this thought-provoking TSE episode, host Donald Kelly speaks with Adam Robinson, founder and CEO of Retention, about his approach to content creation. Adam discusses the significance of establishing content pillars and sub-pillars to maintain coherence and deliver a unified message. This technique has been instrumental in Adam's success, solidifying the foundation for his content strategy. Discover Adam's methods to improve your sales techniques. The Chris Walker Method Adam credits Chris Walker for the impact his approach has had on Adam's own content creation journey. By consistently reinforcing a central message, Adam emphasizes the role of repetition in strengthening the audience's understanding and recall. He also touches upon the growing propensity for video content, hinting at the potential crossover for YouTubers into corporate positions, as video prowess becomes increasingly valuable in business. Building Trust with Organic Content Both Adam and Donald concur on the superior efficacy of organic social content compared to traditional ads when building trust. Donald personally reflects on his inclination towards products discovered on social media, favoring YouTube for its less intrusive nature over website videos. This preference underscores the shift towards content platforms that offer a more genuine connection with audiences. Adam's Philosophy on Social Media and Connection Adam elucidates the pivotal role of social media in forming relationships and amplifying one's presence. He shares his own narrative of venturing into content creation, underlining the initial uncertainties and the growth that followed. His experiences testify to the value of perseverance and authenticity in the content creation landscape. Establishing a Unique Voice The conversation delves into Adam's early challenges in content creation within an unfamiliar niche, his strategic moves to raise brand awareness, and the evolution that led him to discover his unique voice. Adam parallels Chris Walker's style, acknowledging the influence and adaptation of Chris's methods in his video production process. Behind-the-Scenes and List-Style Content Adam and Donald discuss the fascinating effect of behind-the-scenes style videos and their ability to captivate audiences with a sneak peek into the creative process. Adam also extols the unexpected success of unconventional formats like lengthy list-style LinkedIn posts and sideways 'fake podcast' videos, which resonate more with audiences than high-budget docuseries. Content Creation: A Blend of Art and Inspiration Adam underscores that while there is no foolproof blueprint for success in content creation, a wealth of inspiration can be harnessed. He advises taking cues from flourishing creators and incorporating their ideas with a personal flare. Adam encourages starting modestly on one platform and prioritizing iterative improvement. In this illuminating TSE podcast episode, sales representatives can reflect on the insightful journey through the art of content creation, the trust-building power of organic social content, and the pivotal role of video in today's business landscape. Discover the importance of authenticity, perseverance, and the strategic use of social platforms to amplify one's voice and brand. Lastly, don't forget to join Adam's waiting list for his pioneering software, Retention. “There is no more effective way and efficient way to build trust to an audience than organic social.” - Adam Robinson. Resources Adam Robinson on LinkedIn Billion Dollar Challenge Retention Chris Walker 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

You’re sending LinkedIn connects one after the other. But no one responds to your messages. It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet. Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are. Tip 1: Make Sure They're Active on LinkedIn Donald shares that just because you see someone on LinkedIn doesn't mean they actually get on the platform. To ensure they're active on the platform, take the time to see if they're posting anything and how often they do it. You can quickly look into this by using LinkedIn Sales Navigator. If you don't have the tool, Donald shares an actionable tip on how to do this within the episode. He also suggests you listen to past TSE episode 1743 on how to find active ICPs on LinkedIn. Tip 2: Be Patience One of the biggest mistakes most sales reps make on LinkedIn is connecting with people and trying to sell immediately. Donald discusses that connecting with them and building a relationship is better before trying to sell. This will help the potential buyer feel more comfortable talking with you and trust that your product is worth the money. You can do this by engaging with them on the platform. Start by reviewing what they share on LinkedIn and commenting on their posts. Tip 3: See What They Like on LinkedIn Another way to start conversations on LinkedIn is to see what content they like. You can review their recent activities on their profiles to see if a conference is coming up or if they like posts from a specific trend. Donald also shares you need to connect with people within your ICP company. Doing this will make you seem less of a stranger and help your potential buyer feel more comfortable talking to you. Bonus Tip: Write Personalized LinkedIn Messages Sending a personalized message doesn’t mean discussing personal matters such as children or the college they attended. Instead, it means you took the time to review their profile or activity and see what really matters to them on the platform. If they took the time to write a blog post on LinkedIn, you can send a personalized message asking a question about it. There you have it! These are short and sweet LinkedIn tips to help you find and connect with your ICPs. For those new to the show, subscribe to the podcast to help build your pipeline and close twice as many deals as you are now. “Focus on what matters to that individual. It’s the best way to start conversations on LinkedIn.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 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

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect. What do most salespeople do when customers get cold feet? Many salespeople are taught that the reason this happens is that you haven’t beaten their status quo. They dial up the FOMO. Matt found that this increases the odds that the customer will do nothing. Two reasons that the deal could be lost to no decision The customer still feels the pull of the status quo and they believe what they are currently doing is good enough. They don’t see that switching to your product is a better alternative. They are indecisive about changing the status quo. They don’t know what to pick, they feel a lack of information, or they feel like they won’t get what they are paying for. How do you overcome customer indecisiveness? The JOLT effect During Matt's study, he found that there are four behaviors that high performers use to get customers unstuck. The acronym JOLT. Judging the level of indecision. The best salespeople use a technique of pings and echoes. Offering a recommendation. If everything looks good, then doing nothing seems like the best option. The best salespeople narrow the options and then recommend to the customer what they believe would be best. Limiting the exploration. When the customer asks for more information it may feel like the customer is making progress. Beyond a certain point, the customer is engaging in analysis paralysis. To limit their exploration you need them to trust you and consider you the expert. Taking risks off the table. Manage expectations early on and then give them a safety net. Resources To learn more about Matt’s company visit dcminsights.com To learn more about the Jolt effect visit the Jolteffect.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 makes the top ten percent of sellers different from the other ninety percent? Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry. Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success. Tune in and gain insightful advice on helping young sales professionals reach their full potential. Choosing the Right Sales Role Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions. She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect. Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential. Taking Ownership and Embracing Opportunities Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities. Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales. The Path to Personal Growth and Career Advancement Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives. Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals. Donald and Kristie share insights about the significance of career clarity and making intentional job transitions. The Importance of Self-Care and Personal Development A key theme of the conversation is the prioritization of self-care and personal development by top performers. Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success. They contend that personal growth and understanding human psychology are critical in sales. Identifying and Nurturing Your Sales Superpower Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field. She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales. Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments. Visualizing Success: Lessons from Athlete to Sales Expert As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports. She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain. Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth. For those wanting to dive deeper into Kristie’s sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.” “When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones. Resources Kristie Jones on LinkedIn Sales Acceleration Group Selling Your Way In Newsletter Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value...

Do you need help finding your ideal prospects on LinkedIn? In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with. Discover the seven best ways to find the right LinkedIn contacts. 1. Use LinkedIn Sales Navigator Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones. One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform. You can use your ICP to target potential customers based on their industry, interests, and the companies they work for. Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you. 2. Look at the Engagement on LinkedIn Posts Consider looking for LinkedIn posts based on your industry. Then, pay attention to the individuals engaging with these posts. Look through their profiles and see if any of them match your ICP. 3. Industry Influencers No matter your industry, some individuals are prevalent within the space. These individuals are more than likely to receive the most engagement on LinkedIn. Find these influencers and see who is engaging with their posts. Again, check to see if they match your ICP. It’s a great way to send a personal connection with potential customers. 4. Contacts of Companies Like influencers, searching for companies within your industry allows you to find potential customers who follow them. Donald provides an example of how to do this within the episode. 5. People Who Follow Your Company One of the best ways to find your ICPs is by seeing who follows your company. You can easily do this with the LinkedIn Sales Navigator tool. 6. General Filter If you’re not using LinkedIn Sales Navigator, you can use the general filter on the platform. Go to the search bar and use the filter to find people who fit your ICP. 7. Focus on People Who Engage With Your Post You should post on LinkedIn regularly and pay attention to those engaging with your content. They’re likely potential customers who may need your products or services. Once again, wonderful tips from Donald Kelly. If you’re ready to build your pipeline and close twice as many deals as you do now, subscribe to the TSE podcast for more sales advice. “Engagement leads to conversations. Conversations lead to opportunities.” - Donald Kelly. Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, <a href=...

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. This isn’t a normal article. It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. Justin Su’a is a former competitive baseball player and despite not having the physical prowess and physical ability like some other players, he was still able to gain success. His family trained him to face any adversity with a positive mindset. Their team also had a sports psychologist who spoke to the players about tools and strategies that were taught to Olympians. The principles taught by the sports psychologist resonated with Justin and ignited a desire for him to follow the same career path. These principles not only work for sports but can be applied by people of all walks to every aspect of life. Here are the 10 high-performance habits that lead to success: Win the morning Do hard things Embrace feedback Learn from failure Choose your attitude Do one more Have a purpose Recommit every single day Be patient Fear no one Win the morning Winning the morning is all about starting strong. People complain they don’t have enough time in the day but the truth is, there’s not enough time because they’re not using the time they have. Instead, they’re wasting it. All you need to do is to start the morning strong by getting up with purpose. Successful people and high-performers are able to do hard things. Sometimes one of these is to wake up early when nobody else does. Move towards your goal by telling your body to get up, even when it wants to sleep. This is you practicing to dominate your body. If you do that over and over again, you are going to be able to train yourself to do difficult things. When you don’t want to pick up the phone to make a sales call, train yourself by telling yourself to pick up the phone anyway. Make that first decision ad it will get easier. Winning the morning is important because it starts your day off with taking control. Tell yourself to do one thing and attack it. Regardless of whether you’re a night person or a morning person, your morning begins when you wake up. Wake up strong by doing it on purpose and with passion. Set up a routine, workout, eat right, fill your mind, and fill your heart. There are two things that people often underestimate when trying to achieve greatness: How long it’s going to take and how hard it’s going to be. Whether you set a personal goal or a professional goal, don’t underestimate how difficult it’s going to be or how long it’s going to take for you to achieve the goals. The danger in doing so is that you’re mentally unprepared when adversity comes. When problems strike, many would-be performers pull the plug and give up. High-performers, on the other hand, have the ability to do hard things because they have acknowledged beforehand that achieving their goals may be hard. They’ve prepared themselves mentally and physically for the hard things. Successful people didn’t realize their achievements overnight. Many hours, days, months, and sometimes years are spent working towards their goals. They win the morning and keep going. Little things matter People tend to seek out the hard actions and don’t realize the tedious detail-oriented things matter just as much. Examples are reading for on-going education and taking notes during training. Great performers don’t take these details for granted. The details that need to be executed will be different from one person to the next. The key is to find the details that apply to your success and whatever they are, do them. Learn from failures The inability to learn from failure is the number one factor that destroys would-be performers. Many professionals from various careers and industries are afraid of failure. It’s not necessarily even the failure in itself, but their interpretation of failure. They perceive that failure means they’re not good enough. These negative phrases that play over and over in someone’s mind lead to feelings of failure but you can train yourself to understand these feelings don’t reflect the truth of the situation. Instead of viewing failure negatively, It can be looked at as an opportunity to learn. Every successful entrepreneur has seen failure and fought against it. They overcome these adversities by using failures as a means to learn from their mistakes and get better. Sarah Blakely, the CEO of Spanx, was asked why she’s so good at her job. She attributed her success to the training that got from her father. Sarah’s father would ask her, “How did you fail today and what did you learn from it?” She grew up learning from failure. Those who are willing to learn from failure will fear it less and those who fear it less are more dangerous because they know how to use it. When you can wake up every morning, not being afraid of failure, you take the pressure off yourself. You’re able to go after your goals and take chances you might not h

Have you ever wondered how the sales process is in Europe? One of the key differences between American and European outreach methods is phone usage. European sales representatives rely less on phone calls than in America when contacting potential customers. But why is this, and could it be a better outreach strategy? In this exciting episode of the Sales Evangelist podcast, host Donald Kelly speaks with guest Kiran Ramaiah, a sales expert, on European outreach strategies. Sales representatives across the globe rely less on spamming their prospects and instead focus on building authentic relationships when selling. Tune in and discover why it’s better to follow this method. Understanding GDPR and Sales Outreach in Europe The General Data Protection Regulation (GDPR) has significantly shifted the landscape of sales outreach in Europe. Consent is paramount, with emails and LinkedIn messages being the go-to methods, while phone calls require prior consent. Kiran and Donald discuss how prospecting in Europe demands a nuanced approach—longer cadences, compelling subject lines, and concise messaging—to navigate this regulated environment successfully. Prospecting with Precision Kiran outlines the cornerstone of European prospecting: tailored messaging and meticulous research on buyer personas. He emphasizes the effectiveness of LinkedIn for uncovering trigger events and crafting relevant connections. Donald concurs, stressing the importance of simple yet impactful messages resonating with the prospect's interests and needs. Sales Sequences in the European Market Challenges in Europe include the difficulty in cold calling and the necessity to refine sales tactics based on contacts' roles and industries. Kiran shares why grasping buyer personas and industry-specific peculiarities is key to developing effective sales sequences. Sales Cadences and Cultural Considerations Recognizing cultural differences in outreach is crucial. European cadences stand in stark contrast to their American counterparts, requiring thoughtful spacing of communication to respect the recipient's time and avoid being marked as spam. Kiran advises against requesting calls in the first email, promoting respect for the prospect's decision-making process. Closing Deals with Relevance and Value Both Donald and Kiran concur on the significance of communicating value. Kiran shares methodologies that accentuate relevance to prospects, boosting the chances of successful deal closing. The expert duo caution against repetitive 'bumping up' of emails, advocating for personalization and aligning with the prospect's priorities. Leveraging LinkedIn and Crafting Subject Lines Kiran's strategy of leveraging LinkedIn to engage prospects illustrates the power of platform research and personalized subject lines. Donald emphasizes using LinkedIn to stay informed on current events and fostering genuine connections. Timing and Follow-Up Communication An essential strategy that Kiran highlights is the timing of follow-ups. He suggests allowing at least five days for recipients to respond, advocating for patience, and respecting the prospect's process. Before you try selling to a client in Europe, learn some of the techniques sales representatives use to help win them over. European sales representatives rely on social media and email before calling a potential customer. Building a relationship with a prospect before selling to them is important. If you do it the American way, you’re more than likely going to get ignored. “But the moment you ask them for a call on the very first email, they will not even reply to you at some time. They will say, okay, not interested.” - Kiran Ramaiah. Resources Kiran Ramaiah 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/

Do you have a clear vision of what you want for 2024? If not, then you are already setting yourself up for failure. This year should be about improving your income, succeeding, and thriving in the sales industry. But the only way to do this is by establishing a clear vision for yourself. In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives into the importance of creating a vision as a salesperson. He provides practical insights and tips on how sales professionals can develop a vision, set effective standards, and achieve their goals to thrive and succeed in 2024. Understanding Vision, Mission, and Standards Donald clarifies the distinction between vision and mission. He highlights that while the mission statement reflects current actions and objectives, the vision pertains to future aspirations and long-term goals. Drawing from an example by the Lassian blog, he illustrates how a sales professional's vision may encompass aspirational goals, such as becoming the top performer in their organization or making a meaningful impact in a specific area, while their daily mission involves tasks and responsibilities to achieve that vision. Incorporating Standards Donald emphasizes the importance of setting minimally acceptable levels or benchmarks, which individuals should continually work towards. He draws parallels between standards in sales and other professions, emphasizing that standards serve as critical metrics that align with an individual's mission and vision. These standards represent the key performance indicators (KPIs) necessary to achieve long-term goals. Practical Application for Sales Professionals Donald provides actionable advice for sales professionals, focusing on implementing these principles in their daily routines. He emphasizes identifying three critical standards directly contributing to achieving the set vision. Additionally, he suggests incorporating specific daily goals or KPIs that align with these standards. For instance, he recommends setting goals for prospecting time, outreach efforts, and referral requests, emphasizing their direct impact on achieving the established vision and standards. This episode provides valuable guidance for sales professionals seeking to elevate their performance and achieve long-term success in 2024. Join Donald as he shares his insights and actionable strategies for sales representatives. “The vision is very different from the mission statement. The mission statement is what you or your company is doing right now. The vision is something you’ll accomplish in the future.” - Donald Kelly. Resources The Sales Evangelist Master Program 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 noticed how hostile the world is today? You go to turn on the news, and the reporter is discussing the latest shootings or the war in Russia. When you scroll through social media, you notice the many arguments people are having over the slightest disagreement. What about your inner self? Do you find your mental health in a primarily negative state? When one bad thing happens to you, do you fixate on it all day? With so much negativity around, how can you change it to thrive in a more positive environment? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Anthony Iannarino, the author of the book "The Negativity Fast." Tune in to discover the health risks of negativity, the benefits of gratitude, and why you need to grab a copy of this book. Negativity Fast Background After the shutdown and people returning to their regular routines, Anthony noticed how everyone around had a negative aurora around them. Everybody complained about everything, no matter how minor the issue was. Due to this, he conducted research on why humans are more pessimistic and struggle with staying positive. In his book, you’ll discover the scientific reasons for negativity and how people can switch to becoming more positive. One thing he noticed while researching and writing the book was that he was writing it for the wrong group of people. He believes mindfulness and knowing the importance of mental health should be taught to children in elementary schools. Doing so will help them remain optimistic as they become adults, and they can struggle less when it comes to their mental health. Why Are People So Negative? Anthony discusses how many people operate on negativity bias in his book. This prevents them from seeing the positives in their lives. He also shares the four elements of negativity bias: Negative potency: Negative things register more emotionally than positive things. Steeper negative gradients: The closer you get to an adverse event, the more damaging it feels to you. Negative dominance: You focus more on something negative, even though something positive just happened to you. Negative differentiation: It’s harder for your brain to process negative experiences. He also shares that people are more negative due to being in an ACDC environment. ACDC stands for Accelerated Constant Disruptive Change. Anthony provides an example of AI technology and how everyone saw it as unfavorable based on the ACDC environment analogy. How Do You Stop Complaining? Anthony shares that life expectancy is going down due to fentanyl and suicide. People turn to drugs and believe they need to escape due to not seeing the positives in life and not having anything good to look forward to. His secret to stop complaining is to remember it’s bad for his physical and mental health. From his research, he discovered that when someone is a chronic complainer, the hippocampus gland in the brain begins to shrink. As it shrinks, it’s harder for you to figure out how to fix your problem. He also discusses how those who complain all of the time ruin their relationships as it pushes people away. Nobody wants to listen to somebody be negative all of the time. Anthony shares that the best thing to do about your problem is to correct it. Importance of Gratitude When you buy his book, you'll notice two pages of citations on the benefits of gratitude. He included the sources because he wanted people to know the scientific research behind gratefulness. Some benefits include better cognitive thinking, reduced chances of heart attack, a stronger immune system, closer relationships, and reduced inflammation within the body. Suppose you want to help others or yourself to practice more gratitude. Anthony says it's best to follow Martin Seligman's advice. At the end of your day, write down three things that went well for you and why they did. After doing it for a month, you'll notice that more good things happen to you than bad things. This will help you shift your focus on the negatives and realize the good within your life. Why You Should Help Others? Anthony shares a story of him buying dogs from the humane society. The workers posted a picture of him on Facebook, calling him an angel. After that, more people came to the organization to buy animals. He also shares a story of why he gave a homeless man $80.00, and his daughter thought he was crazy for doing so. However, it was a wonderful thing that he helped the man. The moral of the stories is that taking the time to help others makes you forget about what you’re complaining about. The last piece of advice from Anthony is to remember your time here is short, and you should spend it in a positive state as much as you can. You're the source of your negativity and can shift it to positive. If you are in a negative state of mind most of the time, you must listen to this TSE podcast episode. It's an insightful episode that'll show you how important it is to care for your mental well

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the software company ConnectAndSell and offers one INSANELY valuable tool to sellers: The ability to talk to as MANY people as you want at the push of a button. Throughout his career, however, he’s encountered one trend. The Number One Objection Sellers Face: In the COUNTLESS sales reps that Chris has worked with, the most common objection they face, and the hardest to overcome, is a simple phrase. That phrase is “I’m all set.”. What triggers this objection? Most people think that cold calls are mostly marketing. Marketing gets TOO involved within the process of the cold call, and going into a cold call with a marketing mindset is deadly. One of the most FREQUENTLY used tactics in marketing is establishing a niche. Define your niche or area of expertise and then do something to differentiate yourself from the competition. Although this is a useful avenue for marketing, it’s TERRIBLE during cold calls. The reason is simple: If you try to establish a category or niche during a cold call, you come off as condescending. Think about it: You’re effectively telling whoever you’re calling that THEY’RE incompetent and that YOU are better at whatever your specific niche is. Doing this within the first cold call, to a completely new buyer, is a surefire way to get the “we’re all set” objection. Why should the buyer go with your solution when they think their solution is already effective? So, how should sellers overcome this objection? You have to RELIVE the fear of whoever you’re calling. Virtually ALL cold callers assume the person they’re calling is angry or annoyed with them. In reality, though, this person is scared. You’re someone they do not know, and we’re naturally afraid of the unknown. To overcome this natural fear, empathize with them. View the world through THEIR eyes. They see YOU as a problem. Acknowledge that, and then offer a solution to that problem. This begins to build TRUST between you and the person you’re calling. If you want to learn more about Chris’s strategies, you can check out his podcast called Market Dominance Guys, or his company website at ConnectAndSell.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. 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

After scrolling through LinkedIn for fifteen minutes, you finally found the perfect potential client. Now, it’s time for you to start a conversation with them. But how do you do this without them ignoring you? You’ll discover exactly how in this episode of “The Sales Evangelist Podcast.” Host Donald Kelly shares five tips on starting conversations with cold prospects on LinkedIn. Tune in and hear what he has to say! 1. Ask For Help Don’t be ashamed; everyone needs help sometimes. Donald discusses how you can ask for help from others on LinkedIn. 2. Ask a Question When you DM a cold prospect, consider asking a question. But remember to be humble! 3. Compliment Them Everyone loves compliments it’s no secret. Take the time to say something nice to your cold prospect. They may be more willing to accept your sales pitch when you congratulate them. 4. Share Their Stuff People want their content to reach a wide audience, even out of their network. So, help them out and share what they post. Also, it’s one of the best ways to start a conversation on the platform. 5. Send An Audio Or Video Message Face it, our world is obsessed with technology, and people are tired of outdated methods. Stand out among your competitors and send an audio or video message. It will help you connect better with cold prospects because they see more than just a pretty picture on LinkedIn. Donald Kelly always shares wonderful advice to help sales reps step their game up. Did you like these short tips on starting a conversation with cold prospects? Wouldn’t you like more advice on how to utilize LinkedIn effectively? Subscribe to TSE Podcast to build your pipeline and sell three times more than you’re now! Also, don’t forget to connect with Donald on LinkedIn. Resources Donald C Kelly LinkedIn TSE LinkedIn Prospecting Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 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 the end of the year, and you’re enjoying the good food, presents, and holiday spirits. But you still need to complete some tasks before December is over. In this short episode of “The Sales Evangelist Podcast,” host Donald Kelly shares three things sellers must do by the last week of December. What are those three tasks? Tune in and find out! They may set you up for bigger wins in 2024. 1. Be Transparent With Past Potential Customers · You want to tell your past potential buyers that you’re still trying to close the deal, but not how you think it should be done. · Donald shares excellent examples of how to do this correctly. · Remember, it’s not about you and trying to close deals. It’s about how you and the product can help solve their issues. · Donald discusses how you can take advantage of LinkedIn in the episode. If you need help, consider taking the LinkedIn Sales Navigator course. 2. Reconnect With Customers and Connections · You probably have hundreds or thousands of connections on LinkedIn. But how many of them do you actually engage with? · Donald discusses why this is important and provides examples of reconnecting with customers on LinkedIn. · Money in the bank: customers are more likely to offer referrals! 3. Focus On Lost Deals · Do you ever circle back to your lost deals? You may want to give this a try. · Donald shares why this technique works for sales representatives around this time of the year. · Who knows, they are more willing to work with you now than they were last time. It won’t hurt to try. Short, sweet, and juicy sales tips! While waiting for the last week of December to be over, take the time to try these three sales techniques. They’ll have you bringing in the New Year with more clients and money! “Start a conversation, and you’ll be amazed at how many people will reply back.” - Donald Kelly Resources Donald C. Kelly on LinkedIn LinkedIn Sales Navigator Course TSE LinkedIn Prospecting Course Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Here’s one thing you’re not taking the time to learn: the human mind. Understanding why people buy things allows you to have the upper hand in the sales process. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly invites Phil Agnew, the UK's number one marketing podcast host, to share insights on psychological nudges that can benefit salespeople. With his background in marketing and expertise in behavior science and psychology, Phil brings to light six psychological effects that can significantly impact sales. Tune in and learn how psychology greatly influences people’s buying decisions. Understanding the Effects The episode features a comprehensive discussion of six effects psychologists and behavioral scientists discovered over the years. These effects are anchoring, scarcity, reciprocity, social proof, the Prattful effect, and the labor illusion. Anchoring and Its Impact on Sales Phil explains the anchoring effect, which is the concept that individuals are anchored to the initial information they receive. He delves into practical examples of how anchoring influences decision-making and shares insights on how salespeople can use anchoring to their advantage. Leveraging Scarcity in Sales The conversation then moves on to scarcity, a psychological concept where a scarce resource is perceived as more valuable than an abundant one. Phil discusses innovative ways to apply scarcity and shares compelling studies demonstrating the effectiveness of leveraging scarcity in marketing and sales strategies. Reciprocity in Salesmanship Phil delves into the concept of reciprocity, focusing on the human tendency to return a favor. He shares engaging stories, including the fascinating tale of the world's most successful used-car salesman, and provides practical insights on implementing reciprocity in sales strategies. The Power of Social Proof Social proof is the next psychological effect examined in the episode. Phil elaborates on individuals' tendency to follow others' actions and illustrates how salespeople can use social proof to influence the decision-making process of potential buyers. His insights shed light on the persuasive nature of social proof in sales scenarios. Exploring the Prattful Effect The conversation takes a fascinating turn as Phil discusses the Prattful effect, an intriguing psychological phenomenon that underscores how showcasing a weakness can actually enhance likability and desirability. He provides valuable examples and practical applications for leveraging the Prattful effect in sales strategies. The Labor Illusion and Its Value in Sales The episode culminates with exploring the labor illusion, where the perceived effort and work put into a product or service enhance its value. Phil highlights studies that illustrate the influence of the labor illusion on consumer decision-making and provides actionable guidance for sales professionals. Practical Applications and Real-World Examples Throughout the episode, Phil intertwines the psychological effects with practical, real-world examples, translating complex psychological concepts into actionable strategies that sales professionals can implement to enhance their sales approach. From leveraging scarcity in product marketing to highlighting weaknesses to build trust, Phil's insights provide a wealth of actionable ideas for sales enhancement. In this enthralling episode, Phil Agnew provides a deep dive into the fascinating realm of psychological nudges and their impact on sales strategies. Explore these six psychology sales tricks to enhance your approach. "The initial bit of information that we hear when we're about to enter a sales conversation can actually anchor us and change how we act." - Phil Agnew. Resources Nudge Podcast by Phil Agnew LinkedIn: Phil Agnew 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 epi

How do you get people to know you before they meet you? In this five-minute episode of “The Sales Evangelist Podcast,” host Donald Kelly will tell you exactly how. Donald emphasizes the importance of creating a point of reference and humanizing oneself in prospects' eyes before initiating sales conversations. Discover valuable insights on building connections with potential prospects before engaging with them. Building Relationships on LinkedIn Donald discusses the challenges of reaching prospects through traditional means, such as emails and phone calls, and highlights the effectiveness of creating a point of reference on LinkedIn. He suggests that LinkedIn serves as a social gathering spot and provides an opportunity to bridge the gap between a sales professional and a prospective client by allowing them to see the human side of the individual. The "Get to Know Me" Post One of the key strategies that Donald shares is the concept of the "Get to Know Me" post on LinkedIn. He encourages listeners to utilize the featured section of their LinkedIn profiles to highlight a post that showcases their personal side instead of a sales pitch. By steering prospects to this post, individuals can offer a glimpse into their personal life and interests, thereby breaking down the initial barrier and shaping a more relatable image in the eyes of potential clients. Humanizing the Sales Approach Donald stresses the significance of adding personality and humor to the "Get to Know Me" post. By injecting elements of fun and sharing personal quirks or preferences, individuals can attract prospects on a human level, transcending the typical sales persona. He draws from a guest's advice to incorporate humor into the post, as laughter is a powerful tool to forge connections with others. Encouraging Authentic Connections Donald encourages listeners to experiment with the "Get to Know Me" post on LinkedIn and invites them to share their experiences with him. He emphasizes the universal need for genuine human connections and advocates for transforming LinkedIn from a professional networking platform to a human networking platform. Donald shares powerful tips in this five-minute episode. Try implementing these strategies to help build your pipeline and close more deals. Join us in the next episode for more insightful discussions and actionable sales strategies. “They see you as a sales professional. How can we break down that barrier so they can see you as a human being and then, from that, converse and start the conversation and talk to you? They're not just looking at a seller. They're looking at Mary, or they're looking at DJ.” - Donald Kelly. Resources Donald 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

No matter what you do, you never reach your monthly sales goals. You try every sales technique in the book, but your quota is nowhere near where it should be. Maybe you’re a sales leader with one or two reps meeting their monthly quota. But, the rest is struggling to make it. How can you quickly change this around and ensure every seller on your team meets their numbers? Tune in and listen to this week’s episode of “The Sales Evangelist Podcast.” In this episode, we delve into the world of sales leadership with Gretchen Gordon, the president and founder of Braveheart Sales Performance, a sales consulting firm. Focusing on small and medium-sized businesses, Gretchen leads a team dedicated to maximizing organizational growth and developing individuals in sales roles and sales leadership positions. Grab your notebook and pen and listen to her insightful advice for sales representatives. The Importance of Effective Sales Leadership Gretchen provides insights into the crucial role of effective sales leadership in maximizing growth and individual performance within organizations. She emphasizes the significance of confidence, skill sets, and mindset in creating a happy, accomplished sales team. Challenges in Sales Leadership Gretchen discusses the common challenge of promoting top sales performers into leadership roles without providing the necessary training and resources, leading to ineffective leadership practices. This highlights the need for a shift in mindset and skill set when transitioning from an individual contributor to a leadership position. Adapting to Changing Work Environments Addressing the impact of the pandemic and hybrid work environments, Gretchen emphasizes the importance of cultivating intimate connections with team members to understand their motivations and challenges. She acknowledges the need for proactive engagement and coaching in remote or hybrid work settings. Coaching for Success Gretchen emphasizes the significance of coaching as a fundamental aspect of effective sales leadership. She distinguishes between informal and formal coaching, highlighting the need for consistent engagement and personalized development plans tailored to individual goals. Implementing Formal Coaching In detailing the formal coaching structure, Gretchen emphasizes the importance of scheduled coaching sessions and real-time participation in sales activities. She stresses the value of involving team members in identifying areas for improvement and providing targeted support and guidance. The Role of Accountability in Sales Leadership Gretchen presents a nuanced approach to accountability, moving beyond mere quantitative metrics to qualitative assessment of behaviors and practices. She emphasizes the role of a sales manager as an accountability partner focused on enabling continuous improvement. Motivation and Personalized Accountability Gretchen highlights the need to understand the unique motivational drivers of team members to personalize accountability measurements. She outlines a more engaging and personalized approach to driving performance by linking performance goals to individual aspirations. Elevating Sales Leaders In discussing the evolution from individual contributor to sales leader, Gretchen highlights the necessity for distinct skill sets and mindsets in effective management. She encourages aspiring sales leaders to focus on continuous self-improvement and development, elevating themselves to elevate their teams. Gretchen Gordon's insights provide a comprehensive understanding of successful sales leadership principles. She offers a roadmap for organizations and aspiring sales leaders to achieve growth and success by addressing the challenges, strategies, and key elements of effective leadership. “We have to think about the key traits that would predict success in management if you're a top salesperson, and frequently it's not being the top salesperson because they're a solo practitioner. I would say be open to the fact that you don't have to know everything, and it's okay not to know what you don't know.” - Gretchen Gordon. Resources Braveheart Sales Performance Gretchen Gordon’s book, “The Happy Sales Manager.” Gretchen Gordon’s email: [email protected] Braveheart Sales Performance 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 <a...

Are you ready to learn top sales tricks from a seasoned professional? Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less. Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology. This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs. Brian’s Background Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries. His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business. Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiation psychology. The book is a culmination of his years in the field, providing readers with insights into understanding clients' psychologies and the inherent mistrust they often have toward salespeople. His deep understanding of the sales process is backed by his history of hands-on experience and his dedication to teaching others through various platforms, including his media presence and the courses he offers. Educating the Customer: A Delicate Balance Brian draws an intriguing analogy between purchasing a car and buying a CRM system — customers don't always need to know every single detail, akin to not requiring an entire owner's manual. This idea aligns with his belief that the essence of a successful sale is not about overwhelming customers with information but rather about asking appropriate questions, navigating objections, and guiding the customer toward self-realizing their needs. Negotiation Tactics and Sales Psychology The conversation transitions to negotiation strategies, emphasizing making low initial offers and understanding the client's perspective. Brian explains that the art of closing effectively involves leading a potential customer to conclude the deal themselves, a technique he elucidates through a compelling role-play scenario with Donald. In this demonstration, Brian focuses on preemptively diffusing objections, presenting informed options, and validating the customer's authority to make decisions. Closing Strategies and Building Rapport Donald and Brian discuss closing techniques, stressing the necessity of approaching the sales process thoughtfully rather than hastily. With a 30% closing ratio illustration, Brian illustrates the need for clarity in objection handling and more efficient movement through rejections. Rapport and trust are highlighted as indispensable elements of a successful close, enhanced through humor and active listening. For listeners looking to refine their sales approach and negotiation skills, this episode of 'The Sales Evangelist Podcast' with guest Brian provides a treasure trove of strategies grounded in psychological insight. Offering both theoretical and practical wisdom, Brian’s dialogue with Donald is an essential listen for anyone eager to up their sales game and connect with clients on a deeper level. “All right, here's the secret sauce. Maybe nobody's ever told you this one, but here's a secret. Okay? If we know that people like to buy things from people they like and trust, sure. The fastest way to get somebody to like you is to make them laugh. See, you just laughed.” - Brian Will Resources Brian Will Media The Psychology of Sales and Negotiations Masters of Sales and Negotiations Class Code: SALES 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/marketer

Many sales representatives believe that doing outbound with LinkedIn takes a lot of work. But not with these five simple techniques. In this unique episode of “The Sales Evangelist Podcast,” host Donald Kelly shares five ways to do daily outbound prospecting on LinkedIn. Tune in and discover these short and sweet tips. 1. Reach Out to People You’re Already Connected With Donald discusses this as one of the easiest ways to do outbound on LinkedIn. 2. Utilize the “Permission To Ask a Question” Technique He shares the importance of reaching out to clients within your networking connection. 3. Pay Attention to Who Engages With Your Posts These people can be potential clients! 4. Celebrations If you see someone celebrating something, start a conversation with them. 5. See Who Is Following Your Company They’re already following your brand, so reach out to them. There you have it! Short, sweet, and juicy LinkedIn outbound techniques. To build your pipeline and close more deals, subscribe to the TSE podcast to learn more about effective modern sales methods. “If you’re not posting on LinkedIn, you need to post. People will engage with it, and your job is to engage with them.” - Donald Kelly. Resources 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 made five hundred cold calls in one day. In four hundred calls, no one answered, and in another fifty, the potential clients said a hard no. In twenty-five calls, you received maybes; in the last twenty-five calls, the potential buyers said yes. With you making so many calls in one day, you figured more people would say yes. This is why so many sales representatives believe cold calling is dead. Bust, honestly, it’s not. It’s just the old methods of cold calling are dead. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Gabe Lullo about the new cold calling techniques. Gabe shares his expertise and insights on cold calling, sales strategies, and staying relevant in the ever-evolving sales landscape. Discover the importance of relevant messaging, personalization, human touch, and effective communication in this insightful episode. Is Cold Calling Dead? Addressing the prevalent debate, Gabe firmly asserts that cold calling is far from dead. Supported by data and real-life experience, he emphasizes the effectiveness of cold calling in qualification, call-to-action, and appointment setting, debunking the myths surrounding its relevance in the current sales environment. Modern Sales Approach Gabe stresses the importance of an omnichannel approach, integrating call, email, and social platforms to establish meaningful and relevant connections with prospects. He emphasizes the need for high-volume activity paired with a relevant message, highlighting the power of personalization and the human touch in driving engagement. Strategies for Relevant Messaging Gabe delves into the nuances of crafting relevant messaging, emphasizing the importance of relevance over mere personalization. He shares insights on identifying and leveraging data providers to tailor messages according to the prospects’ specific verticals and ICPs, and the significance of using technology for optimizing communication channels. The Role of Human Touch and Empathy The conversation explores how human touch, empathy, and personalized, relevant communication set sales professionals apart in the current market. Gabe emphasizes the need to sound like a human, not an AI bot, illustrating how to engage prospects effectively and foster genuine connections. Optimizing Sequencing Gabe challenges the traditional sequence approach, advocating for a burst of activities across multiple channels rather than drawn-out, segmented sequences. He highlights the significance of engagement and conversation to drive effective communication, emphasizing the need to adapt and modernize sales strategies. Mastering the Cold Call Gabe shares valuable insights into mastering the art of cold calling, stressing the need for extensive training and knowledge of objection handling. Understanding and anticipating objections empowers sales professionals to navigate conversations effectively and win at cold calling. In this power-packed episode, Gabe provides invaluable insights into the world of cold calling and contemporary sales strategies. Listeners gain practical strategies for staying relevant, fostering engagement, and mastering the art of cold calling in the ever-evolving sales landscape. Remember, cold calling isn't dead, and with the right approach, it remains a critical tool in the modern sales professional's arsenal. Discover how to use cold calling the right way in this TSE Podcast episode. “Well, first off, cold calling is absolutely not dead. And I don't come to these calls with opinions because I think opinions are not really valuable. I come with data and stats, right? Our reps are making tens of thousands of phone calls per day. And we have a lot of close friends who have very large organizations in which we've built their in-house teams or at least assisted. And so we know what they're doing, too. Thousands of data points and calls have shown us that the phone is still the ultimate weapon for qualification, getting a call to action, and getting an appointment on the calendar.” - Gabe Lullo. Resources 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<a href=...

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only part of the equation; you first have to get their attention! In today’s episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think. But first, why did they write a book? Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize. It’s harder than ever to sell to enterprise sellers (yes, people say that every year. But it’s true!) And COVID-aside, the subscription-based economy is growing. There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers. They interviewed many executives to see how they felt about sales. From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn’t even give them coupons. We’re just as disappointed as you are.) They asked one simple question: what could sellers do better? Below were the three overwhelming responses: First, tell me something I don’t know. Second, how does what you’re selling align with my goals and strategies. Third, make my life easy (and don’t give me a 30-page proposal.) Personalization is more than inserting the name of each person in an email blast. It’s developing a point of view that is interesting to the person you’re talking to. Hold on, let’s say that again for those who missed it: spend a moment to develop a point of view interesting to the person you’re talking to. As a sales leader, we expect output from our BDRs. But we can’t do this and expect results from a spray-and-pray method. The game has changed. How can you implement these sales techniques? For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities. Explain the “how” you can help them before you can get into the “how much.” For sales leaders, equip your salespeople with the specialized knowledge they might need. You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support. Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career. Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at [email protected] or connect on their business’s LinkedIn page. (Or connect directly with Stephen and Melody.) 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, ...

Oh no! It’s happening again. The biggest search engines are making changes. But, this time, it’s to protect people’s email accounts. Sellers sending out over 500 emails per day may want to stop because there will be repercussions for doing so. In this episode of "The Sales Evangelist Podcast," host Donald Kelly addresses the recent strict changes announced by Yahoo and Google regarding email outreach. How will these changes affect your sales approach? What are the limits to how many emails can you send now? Tune in to this week’s episode and learn how to adapt to these recent changes. Understanding Yahoo and Google's Changes Donald breaks down the changes announced by Yahoo and Google, highlighting that bulk senders who dispatch more than 5000 emails per day must adapt to align with the heightened requirements. These changes aim to shield end users from spam and potential security risks associated with excessive unsolicited emails. Insights Derived from Mailgun Referencing insights from Mailgun, Donald delves into the implications for sales professionals and how these changes impact their outreach strategies. He emphasizes that aligning with the standards enforced by Google and Yahoo is essential for safeguarding email deliverability and maintaining a positive sender reputation. Essential Practices for Email Outreach Donald outlines three crucial elements that sales professionals must prioritize to navigate the evolving email outreach landscape. These include authenticating emails, enabling easy unsubscribe options, and sending targeted emails that cater to recipients' interests and preferences. Implications for Sales Professionals Addressing the potential impact on sales professionals, Donald discusses the nuances of these changes for individual contributors and organizations. He stresses the importance of adherence to email authentication practices, particularly for organizations with multiple sales representatives engaged in outbound email activities. Technical Requirements for Email Authentication Donald elucidates the technical aspects of maintaining compliance with Google and Yahoo's email-sending policies. He emphasizes the need to implement SPF, DKIM, and DMARC measures to uphold authentication standards for domains exceeding the 5000-email threshold. Adapting to Enhance Relevance and Impact Drawing parallels between the evolving email outreach landscape and the need for enhanced creativity and relevance, Donald underscores the importance of crafting substantive and impactful communications. He stresses the need for sales professionals to establish reference points, leverage referrals, align with recipient interests, and ensure a respectful and relevant approach. Embracing a Thought Leadership Mindset Encouraging sales professionals to adopt a thought leadership mindset, Donald emphasizes the importance of focusing on individual buyers' specific needs and challenges. He advocates for aligning communications with potential impacts on the buyer's role or responsibilities, thus enhancing the relevance and impact of outreach efforts. Donald urges listeners to elevate their sales game and take advantage of the resources and sponsors highlighted in the episode. He offers valuable guidance for sales professionals seeking to adapt to the changes in email outreach and elevate their approaches to securing quality sales opportunities in a shifting landscape. Resources TSE LinkedIn Prospecting Course MailGun Update on Gmail and Yahoo "Slow the game down. Don't rush, don't stress. When there's a breakaway by far, go ahead and take that breakaway. Take that shot. But right now, let's slow the game down. Let's play the field and increase the chances of us scoring" - Donald Kelly. 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 class="MsoNormal"

In this episode of the TSE podcast, host Donald Kelly speaks with development lead Brain Liebel from Ambition. They dive deep into the rhythms of successful sales strategies and performance to redefine the sales approach. Donald and Brian unpack the essence of human interaction in sales, the strategic 'snowball effect' of building a robust sales pipeline, and how to turn data from sales conversations into tactical gold. Let's sift through the invaluable insights from this rich discussion. Human Interaction: The Core of Sales In today's world, where automation and technology are prevalent, the importance of human connection can sometimes be underestimated. However, Brian underscores the irreplaceable value of human-to-human interaction, especially during the initial conversations in the sales pipeline. Using analogies from lead utilization, he emphasizes the need for salespeople to focus on engagements ready to blossom instead of wasting potential opportunities. Creating a Documented Sales Process Drawing from his expertise, Brian advises having a carefully documented process within sales teams. This cornerstone allows for iteration and implementation of tactical solutions, moving beyond the often insufficient directive of simply 'putting in more effort.' The systematic approach is about leveraging every lead and conversation to build a 'snowball' that grows over time - a strategy that becomes increasingly more potent as insights and data are collected. The Role of Ambition and Networking Brian shares his experience with Ambition, a sales coaching and performance management platform. This tool exemplifies the integration of data-driven strategy into everyday sales tasks. Additionally, Brian extends an offer to connect on LinkedIn, allowing listeners to delve into sales discussions and gain further insights from a well-established industry leader. Organization in Prospecting Brian stresses the importance of organization in prospecting. He offers actionable advice on maintaining accurate data, imperative for evaluating performance and strategizing more effectively. He outlines four vital administrative tasks: transcribing notes at an account level, implementing a tagging system, devising customizable queries, and updating the conversation timeline. Deep Dive into Tagging Systems A specific focus was given to the tagging system, with Brian explaining that a balance is required in the number of tags used. This balance ensures that the system aids the organization without becoming overly complicated. Such a system assists in categorizing follow-ups, creating a more efficient path to revisit prospects. The 'Snowball Effect' of Sales Conversations Brian breaks down the 'snowball effect,' offering concrete statistics gathered from the Bridge group detailing the monthly average quality conversations salespeople have. He also illuminates the conversion rate of these interactions and the long-term value of conversations that don't immediately result in meetings. This is a testament to the importance of viewing every conversation as a stepping stone to eventual success. Collecting Sales 'Gold Flakes' To harness the full potential of conversations, Brian advocates keeping logs of critical data points post-discussion. He shares his tagging method for optimizing follow-up actions, such as tagging direct dials and follow-up dates. Additionally, the speakers recommend creating touchpoints on LinkedIn and sending follow-up emails to help prospects remember the interaction, likening the process to collecting small gold flakes that accumulate into a valuable reserve over time. Gratitude for Insights As the discussion wrapped up, both speakers exchanged gratitude, highlighting the importance of sharing knowledge and appreciation in the sales community. These moments of connection nurture professional relationships and foster a supportive atmosphere where learning and development can thrive. Donald and Brian agree that the meticulous process of cold prospecting, akin to sifting for gold, makes top-of-the-funnel activities enjoyable and fruitful. Sales professionals can elevate their pipelines by making every piece and interaction count and relish the journey toward a rewarding outcome. Join us for the next episode of “The Sales Evangelist” as we continue to uncover the art and science behind effective sales strategies. “How do you take all of this data and turn it into a tactical way to execute and return to these prospects you spoke to? You learned something, but it wasn't the right time to meet. What do you do with that? I think with a lot of salespeople is we're always looking to be a wordsmith on the phone or have the craftiest subject line or level up our training and seek all of this external flash. Right. All these flashy sales things. Organization and efficiency are two of the very unspoken things in the world right now. The best prospectors are when it comes to documenting all of these things that we do.” - Brian Liebel.

In this episode of the Sales Evangelist podcast, host Donald C. Kelly explores the common pitfalls of salespeople and emphasizes the importance of understanding and providing what buyers truly want. By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals. Common Mistakes Made by Salespeople Donald highlights the tendencies of salespeople to rely on automated emails and fail to listen to buyers' needs truly. He also underscores the issue of pushing products or services onto buyers without understanding their actual requirements. These common missteps contribute to a lack of trust between sales professionals and their potential clients. The Essence of Selling By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services. He delves into the concept of buyers seeking solutions to their problems, as opposed to being pitched generic offerings. The Desire for Education A key insight from Donald is the revelation that buyers crave education and seek out sales professionals who can serve as industry authorities. Salespeople can capture potential clients' trust and interest by providing relevant insights and foresight. Shifting from Selling to Educating Donald encourages a strategic shift from selling to educating, urging sales professionals to focus on mastering their industry and understanding the recurring problems buyers face. By adopting the role of an industry guide, sales professionals can effectively educate and provide solutions tailored to the specific needs of potential clients. Practical Strategies for Success The episode offers actionable strategies for sales professionals, such as analyzing the commonalities and differences among their top clients to identify key drivers behind successful deals. It is through these insights and foresight that sales professionals can engage buyers in meaningful conversations and educate them effectively. Harnessing the Power of LinkedIn Donald shares insights into leveraging LinkedIn as a powerful tool for educating potential clients and building a robust sales pipeline. He emphasizes the impact of educational content in attracting and engaging potential clients, thereby facilitating business growth. In this insightful episode, Donald Kelly delivers valuable guidance for sales professionals seeking to enhance their approach and effectively meet the needs of potential clients. Be sure to explore the LinkedIn program and subscribe to the podcast to help enhance your sales skills more. [Tweet "Sellers are selling, while buyers or potential buyers are looking for education. They're looking to be taught. They're craving to be taught. They're not looking to talk to another salesperson.” - Donald Kelly."] Resources TSE LinkedIn Prospecting 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

What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii? Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably. Despite naming off different common wants most people want in their lives, many salespeople don’t know what they really want. So, how do you dig deeper into your wants and discover your real desires? In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions. The Changing Landscape of Sales Incentives Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation." He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams. Going Beyond Transactional Motivation Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales. However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives. Helping Sales Reps Discover their True Desires Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation. He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member's life. The Power of Public Goals and Accountability By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support. Travis introduces his concept of an "inspiration engine," a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals. When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress. The Value of "Sacred Money" Travis shares a personal story about his mother's passing and the lessons he learned from it. He explains the concept of "sacred money" – money intentionally set aside for things that bring happiness and fulfillment. By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it's surprising a loved one, pursuing a passion, or overcoming obstacles. Fostering a Culture of Care Travis emphasizes the importance of managers caring about their sales team members' personal and professional aspirations. He encourages leaders to ask meaningful questions about their team's happiness equation, helping them uncover what truly matters and taking steps to support their goals. Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces "WorkLyfe," a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams. “When I ask someone that question, or when a manager asks reps that question, I'd say 70% of the time, the reps have no idea. I don't know. And so they need help figuring that out.” - Travis Ashby. Resources Worklyfe.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, <a href=...

When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond? How about their smile? Did it become as big as the Grand Canyon? When people become this happy from others making nice gestures, it creates a warm feeling they’ll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why. In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a sales professional. Listen to this special Thanksgiving episode for seven powerful ideas to help you build stronger and lasting client relationships. Utilize LinkedIn Sales Navigator Donald recommends creating a list on LinkedIn that includes all of your customers and prospects. This lets you be notified whenever they change jobs, get promoted, or leave their company. Acknowledging these developments and sending a personalized message demonstrates that you care about your client's success. Put Them on Blast Highlighting your clients on social media platforms such as LinkedIn is a powerful way to show appreciation. Posting about their achievements, charity work, or unique offerings not only acknowledges and recognizes them, but also boosts their visibility and reputation. This gesture can go a long way in building stronger relationships and fostering goodwill. Consider Appropriate Gifts While gifts may not be suitable for all industries or clients, sending a thoughtful gift can leave a lasting impression for those where it is feasible. Be mindful of any restrictions or guidelines and choose a gift that aligns with the client's interests or preferences. A small gesture, such as a fruit basket or an edible arrangement, can go a long way in showing appreciation. Offer Referrals Actively seek opportunities to refer your clients to others in your network. Your efforts to connect them with potential prospects show you value their business and believe in their products. Referrals can lead to long-term partnerships and significant business growth, making this strategy a win-win for both parties. Send Personalized Emails A simple, heartfelt email can go a long way in showing appreciation. Craft a personalized message expressing your gratitude for their support and how much you value their partnership. Keep the email genuine and focus solely on expressing gratitude without any sales pitch or ulterior motive. This gesture will leave a positive impression and show that you genuinely care about your client's success. Consider Upgrades Consider offering upgrades to higher tiers or additional features for loyal and exceptional clients. This shows that you recognize their value and are willing to invest in their success. Offering upgrades not only enhances their experience with your product or service but also encourages them to advocate for your brand, potentially leading to additional revenue. Donate to Charities Research the charitable organizations that your clients support or are passionate about. Donate to those organizations on your clients ' behalf during specific times of the year or trigger events and inform them about it. This not only demonstrates your commitment to social responsibility but also showcases your attentiveness to their interests beyond business transactions. If you would like to show appreciation to Donald, consider donating to his favorite charity, A Bed for Me. In this episode, Donald Kelly emphasizes the importance of appreciating prospects and clients as a sales professional. By incorporating these strategies throughout the year, sales professionals can strengthen relationships, build trust, and pave the way for long-term success. Remember, a little gesture of appreciation can go a long way in positively impacting both your business and the lives of those you serve. "Show your appreciation. Your words matter. These are simple gestures from you for sending that email. Just because. You are absolutely amazing. I just want to send you an email and tell you thank you. No tricks, no gimmicks here. It's a pleasure working with you." - Donald Kelly. Resources A Bed for Me Foundation Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. <p class="MsoNormal" style=...

What’s the number one skill you need to make it as a sales professional? Do you know? It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you? Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry. Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode. 5 Elements of Mental Toughness Matt developed five elements to help sales professionals build mental toughness. These elements include: Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep. Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important. Emotional control: You can't break down when things go wrong. When it happens, you must control your emotions to advance your career. Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace. Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals. Prioritization and Focus in Sales and Leadership Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone. His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance. Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out). Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations. Emotional Control and Consistency in Sales Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales. Donald agrees, highlighting the need to remember and leverage past successes for future success. Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity. He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day. Sales Leadership, Mindset, and Consistency Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan. He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals. Using Tony Robbins's quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership. It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness. “If I'm confident in a situation, I have more emotional control.” - Matt Phillips. Resources Website: Matt Phillips Coaching Podcast: The Matt Phillips Podcast LinkedIn: Matt Phillips Facebook: Matt Phillips Leadership Coaching Instagram: Matt Phillips Leadership Coaching Youtube: Matt Phillips Leadership Coaching 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. <p class="MsoNormal" style= "margin: 0in; margin-bottom: .0001pt; text-indent: 0in; line-height: normal; mso-list: l4 level1 lfo6; vertical-align:...

With the rise of AI tools, most sales representatives utilize them to their advantage to help save time. However, the problem with using these tools is the risk of sounding too robotic and not coming across as genuine. In this profession, sales reps must be authentic to help them build relationships with potential customers. How can you use AI tools and still show up authentically every time with your clients? In this episode of the TSE podcast, host Donald Kelly welcomes Carl Sajous, the sales director at HR tech company Fringe. Carl shares his insights on the importance of authenticity in sales and how building genuine relationships can lead to business success. He discusses the challenges of maintaining authenticity in the age of AI and offers practical tips for building relationships and closing deals. The Power of Authenticity in Sales Donald highlights the value of authenticity in sales and praises Carl for being genuinely passionate about his work. Carl emphasizes the need to be true in every conversation and transaction. He believes authenticity allows for deeper connections and meaningful relationships with prospects and clients. Balancing AI and Authenticity The rise of AI technology has made sales processes more efficient, but it can also compromise authenticity. Carl shares his perspective on using AI tools like Chat GPT to improve sales interactions. He explains how he leverages AI to understand common industry talking points and stands out by offering unique insights and solutions. The Importance of Active Listening Donald and Carl discuss the art of active listening as a crucial aspect of building relationships. Carl emphasizes the need to listen attentively without preconceived notions. Sales professionals can offer tailored solutions by genuinely understanding a prospect's struggles and pain points. Carl encourages his team to use their ears more than their mouths, allowing them to absorb information and provide meaningful feedback. Being Genuine in a Professional Setting Carl shares his experience of feeling pressured to act a certain way when starting B2B sales. He reveals how he overcame the challenge of balancing professionalism and authenticity. He developed stronger connections with his prospects and clients by being himself and maintaining professionalism. Focusing on Relationship Building While closing deals is essential, Carl's primary focus is building relationships. He shares a story about a deal that didn't go in his company's favor but resulted in three referral opportunities from the client. Carl explains the importance of creating lasting relationships beyond a single transaction. By supporting clients even when there is no immediate benefit for his company, Carl fosters trust and opens doors for future opportunities. Equipping Champions for Success Carl discusses the role of champions in sales. Sales professionals can more effectively close deals by preparing and empowering champions to advocate for a solution. Carl encourages his team to equip champions with all the necessary information, ensuring they are confident in sharing the value proposition and benefits of the product or service. Providing Creative and Tailored Support Tailoring support and resources to fit the communication preferences of each individual is vital. Carl emphasizes the need to adapt and provide various tools such as video demos, one-pagers, templates, and alternative communication channels like texting or video calls. This flexibility allows sales professionals to meet prospects' needs and build stronger connections. The Mirror Technique Carl summarizes his insights with a powerful image of imagining a mirror before engaging with prospects and clients. By recognizing yourself and staying true to your values and intentions, you can show up authentically and build trust with those you interact with. This authenticity paves the way for successful sales relationships. Carl's emphasis on authenticity and building genuine relationships in sales is invaluable. By listening, understanding, and genuinely showing up as yourself, you can create meaningful connections that lead to successful transactions and long-term partnerships. Authenticity is the key to standing out in a sea of sales professionals and building a thriving sales career. “Always imagine there's a mirror in front of you. When you do that, you show up authentically. You tell yourself the truth, and there's no one around to skew that. Showing up authentically means just being yourself, being there for the people in your life and in that transaction with you. That'll breed success in a major way.” - Carl Sajous. Resources Fringe.us [email protected] Carl Sajous 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 Link

In this episode of the TSE podcast, Lawrence, co-founder of Practice Lab, joins the show to discuss the importance of qualification in sales. He shares insights on determining the right people to bring into your sales pipeline and provides valuable tips on effective qualification techniques. Lawrence emphasizes the need for curiosity, asking impactful questions, and understanding potential customer's pain points. He explains the concept of "bucketing" prospects based on their awareness and urgency of the problem they must solve. The Club Analogy and the Importance of Qualification Lawrence uses the bouncer at a club analogy to emphasize the need to be selective about who enters your sales pipeline. He explains the difference between qualification and discovery, emphasizing that qualification is crucial at the beginning of the sales process. Lawrence emphasizes the need to avoid setting oneself up for failure by being too focused on meeting quota multiples rather than ensuring the quality of prospects. Inverse Relationship Between Pipeline and Win Rate Lawrence presents an interesting observation that the win rate of a sales team often decreases as the size of the pipeline increases. He shares that teams with smaller, more qualified pipelines can achieve higher win rates. Lawrence encourages sellers to be ruthless in their qualification process to increase win rates and focus on prospects with more urgent and painful problems. Leading with Curiosity and Natural Conversations Lawrence discusses the importance of leading with curiosity for authentic and effective sales conversations. He advises sellers to ask questions that get potential customers to focus on their goals and desired outcomes rather than solely discussing product features. Lawrence stresses the need for active listening and conversations that don't feel like scripted checklists but genuine discussions. Disqualification as a Sales Strategy Lawrence shares an approach from his experience at Apple, where he encouraged potential customers to disqualify themselves from the product if it didn't meet their specific needs. He explains that this approach helps prospects evaluate the value and urgency of their own problems, building stronger commitment if they choose to continue in the sales cycle. Lawrence highlights the importance of helping prospects disqualify themselves to ensure they present a strong case to their organization. Practice Lab's Approach to Skill Improvement Lawrence explains that Practice Lab focuses on practicing specific sales skills and improving broader conversational and human interaction skills. He uses the analogy of Kobe Bryant taking tap dancing lessons to enhance his footwork, highlighting the value of practicing skills outside the direct sales realm. Lawrence emphasizes the importance of simulating realistic scenarios during practice sessions and measuring progress against a standard of excellence. Qualification plays a crucial role in the sales process, determining the quality and success of a sales pipeline. Lawrence emphasizes the need for curiosity, effective questioning techniques, and peer feedback to improve qualification skills. He also advocates for realistic practice sessions focusing on broader conversational and human interaction skills to improve overall sales performance. By adopting these strategies, sales professionals can increase win rates and create stronger relationships with qualified prospects. "One of the things that I've kind of noticed, and I don't see a lot of people talking about, is that there's almost an inverse of what your sales pipeline is to win rate." -Lawrence Wayne O’Connor. Resources ThePracticeLab [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. 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 blu

In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives deep into the number one reason why prospecting on LinkedIn may not be working for you and, most importantly, how to fix it. Kelly breaks down the common challenges sales professionals face and offers practical steps to enhance prospecting efforts on LinkedIn. Understanding the Problem Kelly opens the episode by addressing the frustration of salespeople not receiving responses or appointments through LinkedIn. He attributes this challenge to the focal point of prospecting efforts - the people being targeted. Focusing on the Right Accounts The podcast outlines the importance of targeting accounts more inclined to purchase, emphasizing the concept of foresight in understanding buyer behavior. Kelly suggests analyzing past successful deals to identify commonalities among the organizations, individuals, or industry trends, effectively creating a target account list based on these insights. Leveraging Relationship Explorer Kelly highlights the value of using LinkedIn's Relationship Explorer feature to identify shared connections with targeted individuals within an organization. This approach enables sales professionals to establish more meaningful and genuine connections, increasing the likelihood of engagement. Embracing Foresight The episode stresses the significance of discerning potential buying signals, such as job changes within the target organization. Kelly underscores that people who have recently changed roles are more likely to be open to making purchasing decisions, making them prime prospects for outreach. Harnessing Alerts for Actionable Insights Kelly advises the strategic use of LinkedIn's alerts feature, which provides timely updates on the target accounts, including job changes, content sharing, and hiring activities. This empowers sales professionals with actionable insights to engage with the right prospects on time. Personalizing Connection Requests Kelly emphasizes the importance of crafting personalized connection requests based on the information gathered from LinkedIn. By referencing shared experiences, posts, or geographical similarities, sales professionals can significantly increase the chances of accepting their requests. Unlocking the Power of Warm Introductions The podcast emphasizes the potency of leveraging warm introductions, as individuals are more receptive to engaging with connections recommended or referred by mutual contacts. Kelly advocates using this approach to establish credibility and rapport with target prospects. Donald reinforces the significance of targeting the proper accounts on LinkedIn and leveraging foresight to drive effective prospecting outcomes. The episode delivers actionable insights and practical steps for sales professionals aiming to enhance their prospecting efforts on LinkedIn. “Those warm introductions are just like money. It is the bread and butter for LinkedIn because people have a higher chance of doing things with people recommended or referred to them.” - Donald Kelly. Resources 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

"Are you tired of your sales outreach falling flat and not getting the results you want? Well, you're not alone. Many sales reps miss out on a crucial aspect of their customers' buying behavior. In this episode of the Sales Evangelist podcast, host Donald C. Kelly emphasizes the importance of utilizing LinkedIn as a tool for generating sales opportunities and engaging with prospects. He highlights recent buyer behavior trends and provides insights on overcoming common challenges faced by sales professionals on LinkedIn. Listen to this week’s episode of the TSE podcast to hear a powerful strategy to maximize its potential. Recognizing the Potential of LinkedIn Many sales representatives acknowledge being present on LinkedIn for years without seeing significant business results. Donald acknowledges the frustration and attributes the lack of effectiveness to a failure in properly utilizing the platform. He encourages listeners to acknowledge that their prospects are active on LinkedIn and proposes that engagement is key to success. Being an Active Participant Donald points out that a common mistake on LinkedIn is observing and not actively participating. He urges sales professionals to break free from being wallflowers and actively engage with their network. Donald reveals the core strategy: posting at least one piece of content on LinkedIn every week. Overcoming Excuses and Finding Topics Donald dismisses the argument of lacking time as an excuse for not posting. He underscores that investing 15 minutes in creating a post is manageable for those actively pursuing new leads. To counter the issue of not knowing what to post about, Donald suggests reflecting on objections received during prospect conversations. He advises addressing objections in a post, giving practical examples to illustrate how to do it effectively. Tailoring Content to Address Objections Donald emphasizes the need to provide compelling reasons in response to objections. He advises sales professionals to dig deeper into objections to uncover the underlying concerns. Using a hypothetical scenario of selling a CRM to a prospect with an existing internal solution, Donald illustrates how to approach objections effectively. By addressing the deeper reasons behind objections, sales professionals can debunk misconceptions and provide compelling reasons for prospects to consider their solution. Donald highlights the significant potential of LinkedIn as a platform for sales professionals to engage with prospects and generate new business opportunities. The key to overcoming common challenges and creating meaningful connections is to participate actively and consistently post relevant content. Addressing objections in a compelling manner allows sales professionals to build trust and convert prospects into customers. Implementing these strategies on LinkedIn can yield remarkable results in expanding the sales pipeline and increasing close rates. “I talked about this several places, but the data is also proving it because most of the buyers are tired of searching and clicking. What they're doing, however, is that they want to find stuff where they are. And the study has shown that 44% of buyers have said they are discovering new software and products via social media.” - Donald Kelly. Resources 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...

Did you know that you can close a deal before the actual sales process? Say what? That doesn’t make any sense. Actually, it does. But for it to make sense, you must listen to this week’s episode of the TES podcast. In this episode, host Donald welcomes Carlos, a Dynamics and Business Application Specialist at Microsoft, to discuss the importance of internal buy-in for sales reps. Carlos shares his insights and experiences in navigating large organizations and building strong relationships with internal partners. He highlights the significance of trust and effective communication in securing warm leads and closing deals successfully. Carlos' Role at Microsoft Carlos briefly explains his role as a dynamics and business application specialist at Microsoft, specifically focusing on the banking vertical. In this position, Carlos collaborates with large banks to help solve operational and sales force issues using Microsoft's CRM tools and local platform. He expresses his excitement and passion for his work at Microsoft and emphasizes the value he brings to the table through his expertise. Understanding the Power of Internal Buy-In Carlos emphasizes the significance of internal buy-in for sales reps. He highlights how sales professionals often struggle to realize the power of gaining support within the buyer's organization before closing a deal. Carlos admits that he faced similar challenges when he started as a young sales rep, and he acknowledges that many others are still trying to figure out this process. The Significance of Internal Partnerships Drawing from his 15 years of experience in various sales roles, Carlos emphasizes the importance of building alliances with internal partners. As a specialist, Carlos is not the primary point of contact with customers. However, he realizes the significant impact of warm leads generated through strong relationships with internal partners in increasing the probability of closing deals successfully. Carlos shares an example from his early days as a field sales rep at Bank of America, where he developed a fruitful partnership with a financial center manager. This partnership allowed Carlos to enhance his lead generation efforts and create a successful sales pipeline. Trust, timeliness, and follow-through were key factors in building and sustaining such partnerships. Success through Building Trust Carlos explains how trust was pivotal in his relationship-building efforts with internal partners. By approaching his partnerships with humility and a genuine willingness to meet expectations, Carlos established a solid foundation for trust. Through consistent communication, timely responses to leads, and transparent follow-ups, Carlos ensured that the internal partners were informed and involved in the entire sales process. Carlos demonstrated his commitment to delivering value by prioritizing customer satisfaction, providing efficient service, and demonstrating integrity. His success in nurturing these partnerships led to multiple achievements, such as recognition in the Platinum Clubs at Bank of America. Carlos emphasizes the significance of internal buy-in and the impact it can have on sales success. He encourages sales reps to prioritize building relationships with internal partners, being reliable, and displaying integrity throughout the sales process. Sales professionals can navigate large organizations and increase their chances of success by cultivating trust and delivering value. "I learned quickly in my first sales role that I need to become friends with my customers. I'm sure everybody will agree a warm lead where there's a relationship with the customer is a lot better than a cold lead." - Carlos Oquendo Jr. Resources Carlos Oquendo Jr. 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 blu

You send hundreds of messages on LinkedIn every week, but you are still waiting for someone to get back to you. Maybe there’s one or two who have the courtesy of saying hello back to you, but it never goes any further than that. As a sales representative, you know how important LinkedIn is to help you gain clients. However, if you’re not creating engaging conversations with prospects, it will be hard to build a pipeline. In this episode of the TES podcast, host Donald Kelly shares five creative ways to do outbound with LinkedIn. Tune in and hear what he has to say. Stop Sending Generic LinkedIn Requests You may find it easier to send basic messages stating who you are and what you can do for prospects. However, these types of LinkedIn messages often get ignored. Instead, consider sending a personalized message to your prospective clients. This involves reviewing their profiles and seeing how to connect with them. Don’t Just Care About Building Your Pipeline Yes, your goals are to gain clients and make money. But this shouldn’t be all you care about. People can sense this and will know if this is the only thing you’re worried about. Donald shares why sales reps should focus on building relationships with prospective clients. Always remember that people crave connections. If your prospects have a positive relationship with you, they’re more likely to do business with you. How to Send a Personalized Message on LinkedIn? Even if the person you’re speaking with turns out to be someone who you don’t work with, they may be some help later on. This is another reason why sales reps need to send personalized messages on LinkedIn. How can you do this? Ask questions: Once again, dig through their profiles and be curious about what they or their company share on LinkedIn. Engage on the platform: Don’t be a fly on the wall, and take the time to comment on the posts your connects share. It shows you’re genuinely interested in them and not just trying to take their money. Give compliments: If you see they’re doing good in something, compliment them. Donald discusses how complimenting prospects will help them engage more with you in the messages. The goal of the TSE podcast is to help sales reps 3x their sales pipeline and close twice as many deals. Every week, we share two episodes to help sellers reach their goals. So, if you need help building your pipeline and closing deals, subscribe and listen to this episode. “You need to make sure you strive to have some kind of genuine connection with human beings; people are craving that these days.” - Donald Kelly. Resources 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

Are you struggling to make meaningful connections with prospects in today's cluttered and noisy marketplace? If so, you're not alone. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with guest Matt Reuter, a senior director of Sales Development for RealPage. Matt shares valuable insights and strategies for increasing connection rates with prospects in today's competitive market. He highlights the challenges sellers face, particularly in terms of breaking through the clutter and noise, and offers practical tips to overcome these obstacles. Matt emphasizes the importance of smart and strategic activities, focusing on outcomes rather than sheer volume, and understanding the nuances of prospect behavior to maximize connection rates. Craving Results Drawing inspiration from Tim Grover's book, Relentless, Matt emphasizes the significance of craving results and focusing on the right activities. By understanding the desired outcomes and having a relentless drive to achieve them, sellers can channel their energy and efforts into activities that are more likely to yield positive results. Understanding Your Prospect Matt emphasizes the need for sellers to take a step back and truly understand their prospects. This includes considering factors such as their industry, location, and daily routines. Drawing from his experience working with diverse teams across different cities, Matt recognizes that work-life and business practices vary across regions. Sellers can align their outreach efforts with prospects' preferences and schedules by understanding these nuances. Optimizing Activity Timing To boost connection rates, Matt advises sellers to identify specific time slots when prospects are more likely to engage. He suggests looking for gaps in the prospect's schedule, rather than bombarding them during peak meeting hours. Choosing the right time to reach out, send an email, or connect on LinkedIn increases the chances of catching the prospect's attention and avoiding crowded inboxes and voicemails. Working Smarter, Not Harder Matt encourages sellers to work smarter by focusing on the quality rather than the quantity of their activities. This means prioritizing meaningful interactions that are more likely to yield positive outcomes. He cautions against wasting time on aimless calls and emails that do not result in connections. Instead, sellers should invest their energy in activities that have a higher probability of success, based on their understanding of the prospect's preferences and behavior patterns. Shifting the Metric Matt challenges the conventional emphasis on the number of calls or emails made and urges sellers to focus on the outcomes they desire. Rather than simply counting the volume of activities, sellers should prioritize the desired results, be it setting up a meeting or securing a connection. This shift in mindset helps sellers prioritize their efforts and places the emphasis on achieving meaningful outcomes that drive success. Autonomy and Empowerment Matt explains how he empowers his team to structure their day based on their understanding of the prospects they are targeting. Rather than micromanaging their schedules, he encourages his team members to evaluate the buyer's behavior and align their activities accordingly. This autonomy allows sellers to make informed decisions on when and how to engage with prospects, thereby increasing their chances of establishing connections. In this episode, Matt highlights the challenges faced by sellers in establishing connections with prospects. Through his insights and experiences, he discusses the importance of understanding the prospect's behavior, optimizing activity timing, and working smarter rather than harder. When sellers focus on results rather than sheer volume, they can increase their chances of success. Implementing these strategies can help sellers cut through the noise, break through the clutter, and ultimately build stronger connections with their prospects. "Helping one seller fine-tune and improve their approach by even a quarter of a percent could result in millions of dollars for them and their company in the long run." -Matt Reuter Resources Matt Reuter on LinkedIn Relentless by Tim Grover 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...

Do you struggle with multithreading as a seller? Would you like a secret technique to help you develop relationships with decision-makers? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Spencer Muhonen on the concept of multithreading in sales and shares strategies and tactics for effectively implementing it. They provide insights based on their experience in the industry, offering valuable tips for BDRs and sellers looking to improve their pipeline and build relationships with multiple stakeholders. Who Is Spencer Muhonen? Spencer is a senior tenured SDR for Awardco, a SaaS company based in Provo, Utah, that focuses on employee recognition and incentives. He shares his role and highlights the importance of targeting traditional personas in prospecting, along with key internal champions in other departments to strengthen the case for sales. Collaborating With the Sales Department Donald and Spencer emphasize the significance of multithreading in modern sales, as sellers must engage with multiple stakeholders throughout the buying journey. They caution against ineffective approaches, such as cheesy sales tactics or simply blasting outreach to a list of focus accounts without a thoughtful strategy. Spencer defines multithreading as expanding outreach beyond traditional personas and titles, reaching out to key decision-makers in various departments to build credibility and enhance the pipeline. He explains that sales departments can be excellent sources of internal champions, as people in sales are often looking to grow their own pipelines. Spencer highlights his willingness to have meetings with other sales professionals who approach him on LinkedIn, even knowing that he is not a decision-maker. This reciprocal approach can lead to strengthened relationships and mutual support. Engaging With the Finance Department Donald and Spencer further discuss other effective multithreading strategies, such as contacting the finance department. Spencer emphasizes the importance of vendor managers and their oversight of profitability and contracts. By connecting with finance teams during the RFIs or RFPs process, sellers can build intrigue and gain intros to C-suite members. This approach is often overlooked but can yield significant benefits. Personalizing Your Messages Both speakers address the issue of using the same message for multithreading prospects. Donald refers to it as "lazy selling" and asks Spencer for his approach. Spencer suggests personalizing the messaging, taking into account the specific context and pain points of each stakeholder. Sellers can build trust and make a stronger impact by tailoring outreach to individual needs. Building Internal Brand Champions Throughout the conversation, Donald and Spencer provide actionable advice and share their experiences to guide sellers in implementing effective multithreading strategies. They underline the importance of building relationships beyond traditional personas, leveraging networks in sales departments and finance teams, and personalizing outreach to engage stakeholders more effectively. This episode of "The TSE Podcast" offers valuable insights to BDRs and sellers on the art of multithreading in sales. By expanding their reach and building relationships with various stakeholders, sellers can enhance their pipeline and increase the chances of closing deals. Through personalization, collaboration, and a strategic approach, sellers can navigate the complex sales landscape successfully. "Expanding your outreach away from your traditional personas, titles that you would target when prospecting, and normal decision makers. There is a larger scheme of decision makers, but also key internal champions you can build from other departments that can strengthen your case and strengthen your pipeline long term to build credibility when it comes time for an account executive to have, hopefully, a closed deal." -Spencer Muhoner Resources Spencer Muhonen 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, Sound

In the dynamic world of sales, the game has evolved. Gone are the days of relying on a single decision-maker to push a deal forward. Today, successful sales professionals understand the importance of engaging with multiple organizational stakeholders to secure the coveted win. In this episode of “The Sales Evangelist Podcast,” host Donald speaks with sales expert Nick Reed Smith. They discuss the increasingly complex world of sales and how to manage multiple stakeholders in the buying process effectively. Nick shares his experience and strategies for multithreading deals, emphasizing the importance of building relationships with various decision-makers and influencers within an organization to increase the chances of closing a deal successfully. Join Donald and Nick as they dive into the art of multithreading and uncover helpful tips for sales professionals seeking to improve their techniques. The Changing Dynamics of Sales Processes Nick highlights the evolving nature of the sales landscape, where deals are becoming more complex and multiple stakeholders are involved. He emphasizes the need for sales reps to adapt and find new ways to interact with buyers effectively. Becoming a Trusted Consultant One of the key shifts in buyer expectations is the desire for sales professionals to act as consultants rather than mere order-takers. Buyers want a partner who understands their needs, manages multiple stakeholders, and provides valuable insights throughout the sales process. Understanding Multithreading Nick introduces the concept of multithreading, which involves building relationships with multiple individuals within the buying organization. Rather than relying solely on one point of contact, sales reps should engage with decision-makers, economic champions, technical champions, and coaches to comprehensively understand the deal's dynamics. Mapping the Organizational Landscape To effectively multithread, sales professionals need to identify the key personas and individuals they should engage with within the buying organization. Nick advises sales reps to map out the various stakeholders they must interact with, ensuring they cover all necessary roles, such as CRO, CFO, Rev Ops, head of alliances, and VP of sales. Taking Control and Providing Updates Nick emphasizes the need for sales reps to maintain control of the multithreading process. Instead of asking permission to interact with other stakeholders, he suggests clearly communicating to the initial point of contact that multiple team members have been reaching out to their counterparts. This approach keeps everyone informed and engaged while setting the foundation for a collaborative relationship. Balancing Pushiness and Transparency Some may perceive constant engagement with multiple stakeholders as pushy, but Nick argues that it is necessary in today's sales environment. By framing the multithreading approach as a shared effort involving various team members, sales reps assert their expertise and demonstrate their commitment to understanding the organization as a whole. Managing multiple stakeholders in complex sales deals is a growing challenge for sales professionals. Through the art of multithreading, sales reps can build stronger relationships and easily navigate the buying process's complexities. The key takeaway from this discussion is that multithreading is not only a sales strategy but also a mindset shift toward becoming a trusted advisor and consultant to buyers. "Oftentimes, what I found the reason for me that it does slip is because, okay, I was spending too much time with the person I thought was the decision-maker. And maybe I didn't have enough knowledge of what was going on in other departments, or maybe there was someone else higher up that I needed more buy-in from them." -Nick Reed Smith Resources Nick Reed Smith 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

Have you ever faced the challenge of trying to increase your outbound contact ratio? In today's highly competitive business landscape, reaching out to new clients can be challenging. But what if we told you there's a way to double your contact with prospects and see significant improvements in your sales results? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Richard from Durham Lane, an integrated sales and marketing outsourcing business based in the UK. They discuss the challenges of net new client acquisition and how Durham Lane successfully increased their outbound contact ratio by adopting a qualitative approach to prospecting. Richard shares valuable insights on intelligent prospecting, omnichannel strategies, and the importance of meaningful conversations with potential clients. The Importance of Intelligent Prospecting Richard highlights the need to move away from solely focusing on effort and instead embrace intelligent prospecting and thoughtful business development activities. Durham Lane believes in the power of engaging prospects in meaningful conversations to drive Net New client acquisition. They have developed techniques based on selling at a high-level methodology, which they successfully implemented to improve their outbound contact ratios. Omnichannel Approach for Effective Engagement Durham Lane emphasizes the importance of an omnichannel approach to maximize their outreach efforts. While technology plays a crucial role in facilitating communication, it's vital to understand the customer journey and use various channels to engage with potential clients. Richard explains that providing sales teams with tools like telephone, email, and LinkedIn is not enough. To ensure successful engagement, businesses need to support the entire customer journey and tailor messages to the buyer's specific state – whether they are in the problem education, solution research, or solution selection phase. The Power of Relevance and Call to Action Richard emphasizes the significance of relevance in messaging strategies. Using the same message for prospects at different stages of the buyer's journey often results in a lack of engagement. Therefore, Durham Lane focuses on creating tailored messages that address each targeted persona's specific problems, solutions, and aspirations. Alongside relevance, a clear and compelling call to action is essential to encourage prospects to take the desired next step. By emphasizing business fit and value, businesses can demonstrate their understanding of the buyer's needs and establish a meaningful connection. Swift and Strategic Follow-up One of the critical success factors in increasing outbound contact ratios is the speed and effectiveness of follow-up. Durham Lane prioritizes timely follow-up to keep prospects engaged and convert their interest into opportunities. They ensure that their sales team is equipped to have meaningful conversations, showcasing their understanding and expertise. Richard emphasizes the importance of being part of a consistent and valuable conversation thread that progresses from digital interactions to human communication. Richard’s experience and approach to increasing outbound contact ratios provide valuable lessons for businesses looking to improve their prospecting and business development efforts. Implementing these strategies can lead to more successful engagement, ultimately contributing to business growth and success. “Work with your colleagues in your marketing team and bring the two functions together because you should really be driving towards the same goal, which is peeking the attention of the right people in the right types of company so that your sales team can convert them into revenue and your customer success team can look after them for life. If you can achieve that, you have a winning strategy.” - Richard Lane. Resources Durhamlane.com [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 <a href=...

It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them. Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed. Join us as we uncover the importance of innovation and adaptability in achieving success. The Changing Landscape of Sales Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs). LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years. Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic. The Power of Unique Prospecting The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized. Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations. Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out. The Future of Sales and Strategies Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines. The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed. He acknowledges the challenges of breaking away from conventional training and thinking but emphasizes the potential rewards of embracing a more agile and business-minded mindset. The Dust Bowl Analogy Drawing inspiration from the Dust Bowl disaster, Howard highlights the parallel between the flawed plowing technique and the challenges faced in the sales industry. The importance of adjusting and evolving approaches in response to changing customer behaviors is emphasized, drawing from interviews with successful students during the pandemic. Scott Leasey's belief in avoiding overprocessing and adopting creative, business-minded approaches is mentioned as a valuable perspective. Embracing Change and Human Behavior Howard encourages sales professionals to embrace change and understand human behavior, suggesting that success lies in creativity and adapting to the current market. The concept of standing out by grasping human behavior and exploring creativity is discussed. The risks of sticking to old methods are highlighted, with the speaker emphasizing the need to become adaptable and open to new approaches. The sales industry can be unforgiving, but there are strategies and approaches that can lead to success. By embracing change, staying agile, and thinking outside the box, sales reps in can navigate the ever-changing landscape and achieve their goals. "Being honest and unique in our approach can capture the buyer's attention and set us apart from the years of attempts to hack the system." - Howard Dover Resources Howard Dover LinkedIn The Sales Innovation Paradox by Howard Dover 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=...

If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. Also, if you're having difficulty connecting with your prospects, you may not be able to reach your monthly goals either. Luckily, your host, Donald Kelly, spoke with the perfect guest to help you understand your prospects better. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates. Eric introduces the BANK framework, an innovative tool that helps salespeople connect with customers more deeply by understanding their personality types and values. This episode explores the importance of understanding customer buying behavior and provides practical strategies for sales success. Understanding Customer Buying Behavior Eric highlights the need to go beyond traditional sales techniques and understand customers' underlying motivations. Salespeople often deliver the same pitch; some customers say yes, while others say no. Understanding why people buy is crucial to improving sales conversion rates. Eric emphasizes the significance of recognizing that individuals have different personality types, values, and decision-making processes. Introducing the BANK Framework Eric introduces the BANK framework, which stands for Blueprint, Action, Nurture, and Knowledge. The framework helps salespeople identify and adapt to each customer's personality type, enabling effective communication and building customer trust. The BANK framework goes beyond gender-specific differences and provides insights into the underlying values that drive customer decisions. Overcoming the Language Barrier Eric compares the struggle of ineffective communication in sales to speaking different languages. Salespeople often present their products or services in ways that resonate with them but may not connect with the customer. By understanding and adapting to the customer's preferred language, salespeople can bridge the communication gap and tailor their presentations to meet specific needs. The Four Elements of the BANK Framework Blueprint (B): Represents individuals who value stability, accuracy, and organization. They prefer logical and detailed information that helps them make informed decisions. Action (A): Represents individuals who value excitement, speed, and results. They seek quick solutions and appreciate presentations that offer immediate benefits. Nurture (N): Represents individuals who value relationships, collaboration, and trust. They respond to personal connections and appreciate salespeople who take the time to understand their needs. Knowledge (K): Represents individuals who value expertise, data, and evidence. They appreciate presentations that provide in-depth knowledge and demonstrate credibility. Implementing the BANK Framework Eric discusses how the BANK framework can be applied in sales scenarios. Salespeople are encouraged to assess the customer's dominant BANK code based on their preferences, communication style, and decision-making processes. Salespeople can tailor their presentations to meet each customer's needs and values by leveraging insights from the framework. Understanding customer buying behavior is crucial for sales success. The BANK framework emphasizes individual personality types and values, and provides salespeople with a powerful tool to connect with customers authentically. You can increase the conversion rate and build stronger client relationships by adapting your presentations and communication styles to the customer's preferred language. Using the BANK framework will improve your sales performance and enhance customer satisfaction with ease. "Because for many of us, we must understand why people spend money with us. Like, why is someone going to buy from us? And I'm hoping today that you can help us to grasp that better and grow in that understanding." - Eric Goodman Resources To get your complimentary personality report ($99 value) that will provide valuable insights and communication tips that you can apply right away please take 90 seconds and visit https://crackmycode.com/communicate Eric Goodman 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. <p class="MsoNormal" style= "line-height: normal;...

In this episode of The Sales Evangelist Podcast, host Donald Kelly discusses the importance of utilizing LinkedIn effectively as a sales professional. Those working as business development representatives or trying to build a sales pipeline should tune in to this week’s episode. Donald shares three key focus areas for optimizing your LinkedIn profile to grab attention, generate more appointments, and ultimately drive sales. Utilize Your Banner ● Donald emphasizes the often overlooked real estate of the banner on your LinkedIn profile. This space provides an opportunity to showcase your value proposition and target audience. ● Potential prospects can quickly understand how you can help them if you clearly state who you serve and the industries you specialize in. ● Additionally, if your company has noteworthy brand recognition, include it in the banner to further establish credibility. ● Donald suggests using Canva to create a professional and eye-catching banner that aligns with your company's branding. You can begin selling to prospects even before you engage in a conversation by maximizing the potential of your banner. Take Advantage of the Name Pronunciation Feature ● LinkedIn offers a feature that allows users to record a 10-second audio clip pronouncing their names. ● While this feature is crucial for individuals with complex names, Donald recommends utilizing it regardless of the simplicity of your name. ● The audio introduction serves as an additional engagement tool and helps prospects connect with you on a deeper level. Optimize Your Headline ● The headline section is often filled with generic information such as job titles and company names automatically generated by LinkedIn. ● Donald suggests utilizing this space strategically. ● Consider using keywords your target audience is likely searching for, such as specific industry terms or pain points. ● Craft a headline that attracts potential prospects to learn more about you and your expertise. ● It's essential to align your headline with your specific goals and expertise, ensuring it accurately represents your value proposition. Be Proactive and Engage ● Donald advises being proactive and engaging with your LinkedIn network regularly. ● Interact with posts, share valuable content, and participate in industry discussions. ● Building a strong presence on LinkedIn will strengthen your personal brand, enhance credibility, and attract potential leads. Maximizing your LinkedIn profile as a sales professional can significantly impact your ability to grab attention, generate appointments, and close deals. These four tips will help you make a lasting impression on potential prospects and increase your chances of success. "Your profile needs to sell before you even have a conversation with someone." -Donald Kelly. Resources Donald C. Kelly LinkedIn Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4. 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 holding yourself accountable? If not, then it’s keeping you from success within the sales industry. In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with Jessica Schultz about the importance of holding yourself accountable as a sales representative. Discover what accountability means and how it can improve your sales performance. The Power of Leading by Example Jessica highlights the significance of leaders displaying the behaviors they expect from their team members. Leading by example sets the tone for the entire organization, as it helps build trust and respect among team members. Clear expectations should be set, and any issues that arise should be addressed through reporting and conversations with the team members involved. She also stresses that if team members consistently fail to meet expectations despite efforts to support and guide them, leaders should be willing to cut ties and send a clear message to others. Importance of Accountability and Feedback One-on-one meetings allow one to discuss concerns, ideas, and goals. However, Jessica acknowledges that one-on-one meetings can often be neglected due to other priorities. To ensure accountability, metrics should be defined, and transparent reporting should be implemented. The CEO's voice is vital in addressing underperforming team members, as a clear directive from the top can greatly impact the team's performance. Educating Leaders on Effective Sales Management Jessica discusses the need for educating founders and sales leaders on what good sales management looks like. Defining expectations with metrics and implementing transparent reporting are key to holding sales leaders accountable. She encourages sales managers to stay on top of expectations to ensure reps hit their goals. The Role of Sales Leaders in Deal Management Jessica emphasizes the importance of being prepared for calls, promptly following up with reps and customers, and staying engaged and available to support the sales team. The use of technology tools like Gong can help identify challenges and keywords in conversations but should not be relied upon solely. Managers must still actively listen to the entire conversation and analyze it further. Breaking Down Sales Metrics for Success Many companies struggle to determine which metrics to manage their sales representatives to. Jessica highlights the importance of breaking down revenue goals into actionable tasks for reps. Educating clients on critical sales metrics like average contract value (ACV) and conversion rates is also crucial. Founders may struggle to provide effective coaching, even if they listen to sales calls. She shares their approach to determining the number of weekly meetings with qualified customers to close deals and setting goals accordingly. Setting clear expectations for sales leaders and team members is crucial for a thriving sales organization. Jessica shares her insights on accountability for sales leaders and founders in optimizing their sales processes. "Clear expectations should be set, and any issues should be resolved through reporting and conversations." - Jessica Schultz Resources Jessica Schultz LinkedIn Amplify 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4. 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 ...

Everyone needs a good book to help them build essential skills for their career. If you’re in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better. But how is this book going to help you become a better negotiator? In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals. Mark Raffan Background Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide. His job is to help people make more money, close more deals, and become better negotiators. Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.” Dissecting the Complexities of Negotiation Mark begins by addressing the misconception that negotiation is a mysterious and magical process. He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results. However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks. Unlocking Success Drivers The book emphasizes the importance of understanding what one wants to achieve in a negotiation. Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value. This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes. The Pitfall of Customer-Centricity While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization. Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals. The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations. Leadership's Role in Developing Negotiation Skills The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices. By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically. The goal is to foster a mindset that cultivates better long-term results and profitability. Understanding Deal Quality In today's market, the focus on growth has often overshadowed the importance of deal quality. Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal. He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently. Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today. "Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan Resources Nine Secrets to Win Deals and Influence Stakeholders Negotiations Ninja 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 Calendly. Calendly is the...

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling. Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes. The Increasing Complexity of B2B Enterprise Selling As technology advances, B2B enterprise selling has become more complex and confusing. The integration of tools like AI adds layers of complexity to the selling process. It is crucial to adhere to the basics and understand the fundamentals of enterprise selling. The Role of Kevin as the Chief Technology Officer of the Americas Kevin leads a technical team of sales engineers and sales specialists at Ciena. The team's primary objective is to assist business customers in making the right purchasing decisions. Challenges in Enterprise-level and Complex Deals In the past, individual decision-makers played a key role in the purchasing process. However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers. Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively. Shifting Focus from the "What" to the "Why" Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what"). With the involvement of decision-making committees, it has become crucial to emphasize the "why" behind the product/service offering. Sales teams need to explain the importance of the proposed solution, and its impact on the customer's business, and provide real-life examples to support their claims. This shift towards the "why" ensures a comprehensive understanding of the value proposition and makes it more memorable. Enhancing Memorability and Communication It is insufficient to rely solely on PowerPoint presentations or technical demonstrations to convey the value proposition. The sales team should strive to provide the customer with simple, memorable, and repeatable examples. These examples enable the customer to share their enthusiasm and effectively communicate the value proposition to their peers within the decision-making committee. B2B enterprise selling has become increasingly complex, necessitating a shift in sales strategies. Understanding the "why" behind a product or service offering and effectively communicating this value proposition to decision-making committees is crucial for success. Kevin emphasizes the importance of providing memorable examples and enabling customers to become effective ambassadors for the proposed solution. By focusing on the "why," sales teams can establish a deeper connection with customers and increase the chances of winning complex enterprise deals. "When you go to these decision-making committees, there's always others on the committee, but not necessarily in the room with you that are very interested in the why." - Kevin Sheehan Resources Ciena 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4. 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 <a href=...

In this episode, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions. Keeping it Simple ● Jack emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you. ● Rather than scheduling multiple calls for demos and presentations, Jack believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers. Demonstrating Value ● When speaking with potential clients, Jack typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session. ● By showing a personalized demonstration of how Salesforce can solve their specific problems, Jack creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product. Sales Karma ● Jack strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require. ● This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jack ensures a seamless sales experience and builds trust. Catering to SMBs ● While not exclusively limited to small and medium-sized businesses (SMBs), Jack's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic. ● Jack points out that conversations usually involve one or a few key stakeholders who have the authority to make a purchasing decision. By focusing on these decision-makers and their needs, Jack increases the chances of closing deals in a single call. Conversion Rate ● With his simplified approach and focus on providing value, Jack achieved an impressive 30% conversion rate using the one-call close strategy. ● While not every conversation resulted in a closed deal, Jack's process allowed him to quickly evaluate prospects and determine if there was a mutual fit. ● He maintained a high closing rate and effectively grew his client base by being efficient with his time and resources. Closing deals in one call may seem challenging, but Jack's strategies showcase the power of simplicity and personalized demonstrations. Sales professionals can improve their conversion rates by focusing on understanding customer needs, providing clear information, and selling only what is essential. Implementing Jack's one-call close strategy can save time and effort, allowing salespeople to be more productive and successful in their sales endeavors. "Make it as simple as possible to buy from you. Give the customer every piece of information possible to make a decision, even if they never talk to you again." - Jack Funk Resources Jack's LinkedIn Sponsorship Offers 1. This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3. This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4. 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 try to do everything you can to keep a prospect happy. By doing so, you believe it will prevent potential buyers from saying no to your services. However, avoiding tension within the sales process is a huge mistake. In this episode of The Sales Evangelist Podcast, host Donald Kelly will discuss why sales reps need to create tension. He will also share different ways to create healthy tension that’ll help you close deals. Why Do You Need Tension? One problem Donald is seeing is that buyers are taking more time to decide what they should spend their money on. Because of this, sales reps need to ensure their deals, products, or services are good. Buyers' longer decision-making process also makes sales reps more fearful of creating tension. Even when they know their deals are good, sales reps are afraid to upset buyers. Sales representatives must remember that tension isn’t bad. It’s essential to have tension to help move along the sales process. Why Do You Need Tension? Don’t hold on to the fear of being declined: Donald discusses that many sales reps don’t push back when a prospect says they’re working with someone else. You can ask the potential buyer who the other vendor they’re working with, so don’t be afraid to do it. If the prospect becomes uncomfortable sharing the information, then it may be a red flag. Go deeper into the follow-up questions: If a prospect says they’re looking for a solution to a problem, then you should ask more questions to discover on the problem is affecting them. Look at tension as a good thing: Donald compares tension within the sales process to when a person starts working out more. When you first start exercising, your body hurts because you’re building muscles. Seeing it from this perspective should show you that when you create tension, it will provide benefits in the future. Prospect gives an objection: Most sellers try to jump in and offer deals when a potential buyer objects to their services. Instead, dive deeper and figure out why the prospect is objecting. Always remember that tension isn’t a bad thing. When you ask questions about a problem a prospect is having, you come across as an expert. Look for ways to have healthy tension in the sales process to help you progress the deal. Lastly, don’t end the conversation without having a clear next step. Be sure to set up an appointment with the prospective client to ensure they’re on board with you. “Sometimes sales are uncomfortable, and change is not always easy. So if a buyer is changing, there’s going to be a need for tension.” - Donald Kelly Resource Donald C Kelly 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com 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 Sales Evangelist.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 sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you. Trends in Email Outreach During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email. When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play. Consider including a video or voice memos to help make emails more engaging and personal. When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems. You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails. Personalization Is Not Personalization Personalization is not bringing up random topics and hoping a prospective client will start conversing with you. You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them. Remember clients want to feel as though you actually care about them and their problems. Advice For Management It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods. When the whole team tests a new method it can become scary. Either you or a specific group of people should test new methods to prevent everyone from worrying if it will work or not. Microenvironments also allow managers to evaluate theories effectively. After testing your methods on 100 accounts, ask for feedback to see if there was an improvement in the email outreach strategy. Using AI Tools for Email Outreach Tom shares how to use AI tools for creativity when sending emails to potential clients. He provides an example of how to research clients with AI tools and make personalized emails. The key is to use AI to help you work smarter, not harder. After listening to this episode, take some time to reflect on these methods and apply them to your outreach strategy. Don’t forget to find Donald on LinkedIn and let him know if these methods worked for you. “Everybody is going left, then you should go right. Try to be different to strike something within the person you’re emailing to help you stand out.” - Tom Slocum Resources Donald Kelly LinkedIn Tom Slocum 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com 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 Sales Evangelist.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 ...

The most powerful online tool for sales professionals is LinkedIn. You know the platform is a goldmine for finding prospects and connecting with others in the industry. Currently, you have 400 connections on LinkedIn. But, have you even said anything to them besides Happy Birthday? Most people don’t know how to use LinkedIn properly. You may not even know how to start a conversation to make someone say more than “thank you.” In this week’s episode of the Sales Evangelist Podcast, host Donald Kelly shares his hidden strategy for starting conversations on LinkedIn. Listen to Donald’s advice to make prospective buyers reply to your messages. Don’t Engage in LinkedIn Phishing Do you send hundreds of automated emails hoping someone will bite? You do know this is basically email spam on LinkedIn, right? Instead, pretend it’s the 1950s and start conversations like people used to do. Silver Bullet: LinkedIn shares other celebrations with you besides birthdays. Donald tells you why it’s vital to pay attention to these. Also, Donald shares a story of how he uses this LinkedIn feature uniquely. He discovered the key to making people respond to messages faster. Consider Sending a Video You may be nervous about getting on camera, but it could lead to more engagement on LinkedIn. It's worth you overcoming your fears and taking this risk. Donald discovered by sending a personal video that his LinkedIn connection was more willing to do business. Pay attention to birthdays, work anniversaries, and promotions. You can use these celebrations to start great conversations on LinkedIn. Are you struggling to create the perfect LinkedIn profile? Check out our 6-week LinkedIn Prospecting Course and start generating 3-5 appointments per week. Donald shares insightful advice within this week’s episode. Subscribe and listen to The Sales Evangelist Podcast for more LinkedIn strategies. Resources The Sales Evangelist LinkedIn Course Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 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 Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com 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 Sales Evangelist.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